The Merchant March 2014

CEDAR & REDWOOD REPORTS FSC MADE EASY NAILS & FASTENERS

MARCH 2014

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

4 The Merchant Magazine March 2014 Building-Products.com

OnlineBREAKING INDUSTRY NEWS, EVENTPHOTOS, & DIGITAL EDITION

BUILDING-PRODUCTS.COM

The MERCHANT Magazine

CHANGE OF ADDRESS Send address label from recentissue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 4500 Campus Dr., Ste. 480, Newport Beach,Ca. 92660-1872.The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 4500 Campus Dr., Ste. 480,Newport Beach, Ca. 92660-1872 by Cutler Publishing,Inc. Periodicals Postage paid at Newport Beach, Ca., andadditional post offices. It is an independently-owned publi-cation for the retail, wholesale and distribution levels of thelumber and building products markets in 13 westernstates. Copyright®2014 by Cutler Publishing, Inc. Coverand entire contents are fully protected and must not bereproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or rejectany editorial or advertising matter, and assumes no liabilityfor materials furnished to it.

Special Features9 PRODUCT SPOTLIGHT

WESTERN RED CEDAR PERGOLAS

10 FEATURE STORYCEDAR HEATING UP FOR THE SUMMER

12 INDUSTRY TRENDSCERTIFIED WOOD EASIER TO FIND

14 MARGIN BUILDERSREDWOOD DEALERS READY TORESPOND TO NEW GREEN STANDARDS

16 PRODUCT SPOTLIGHTCALIFORNIA REDWOOD HITS THE SURF

18 MARGIN BUILDERSGET A HANDLE ON FASTENER TRENDS

37 PHOTO RECAP: BOISE CASCADE GOLF

48 PHOTO RECAP: IBS

In Every Issue6 TOTALLY RANDOM

20 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

30 APP WATCH

32 MOVERS & SHAKERS

40 NEW PRODUCTS

45 ASSOCIATION UPDATE

46 FAMILY BUSINESS

52 IN MEMORIAM

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

March 2014 Volume 92 Number 9

www.building-products.comA publication of Cutler Publishing

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

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Editor Karen [email protected]

Contributing EditorsDwight CurranJames Olsen

Carla Waldemar

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

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

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


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

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

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

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shippingBACK ISSUES $5 + shipping



TOTALLY RandomBy Alan Oakes

Busy and boisterious!BY ALL ACCOUNTS, the recent IBS show in Las Vegas was a great success. I heard of

sold-out exhibit space, although I am sure they could have fit a few more in. Butfor the first time in years, the show was fun again. From the morgue of about threeyears ago, the aisles were full pretty much non-stop for the two days I was there.Everyone (yes, everyone) I spoke to was positive about the year ahead. The atmos-phere was almost giddy. I believe the official numbers will show about 80,000, prov-ing the decision to combine it with the KBIS show was a good one.

People I met at booths and in the aisles, even those who had been hit by the badweather in the East and Midwest, reported that despite the weather they were surprisedhow good business has been. After what we have all gone through, for those that havesurvived, at long last something to crow about! My preceding trip—to the Hoo-HooCrab Feed in Eureka—had its best attendance in years. My calls across the countrysuggest the industry will grow 10% to 15% again this year.

In the last few months here at The Merchant, we are starting to see investmentsagain with new products hitting us in a barrage—again a great sign the industry hasturned. I am sure some companies are taking some risks, but as I have often written,business is not for the faint of heart. You have to be willing to take risks to succeedand to stay ahead of your competitors. Keep them coming!

That all being said, it is interesting to hear some negative feedback and concernswithin the industry. On the lumber side, many mills are telling us that they are 100%sold out—good for them but not necessarily good for the industry. When the industrystarts growing again, then what? I am not hearing about too many plans to open newmills, bring back on line mothballed mills, or even add new shifts. Perhaps this is areflection of not getting ahead of the game because of the fear we have lived throughthe past few years.

In decking, I have heard from many on the non-wood side that prices are in a skid—mostly due to one or two producers. In the end that is not good for the industry,although it might be their way of getting rid of competition. There are a lot moreissues to overcome when you become a commodity.

We have seen an increase in merger activity—not sure what that means, but myinterpretation is that all those who wanted to get out and retire and could not do so thelast five to six years are now getting a price for their business they can live with. Solook out for more. For me, mergers and acquisitions are both good and bad—certainlybad when I see good companies being carved apart and usually emerging worse off.

One comment I have heard a half-dozen times now concerns the effects of theAffordable Care Act. I will stay away from the rights or wrongs, but have heard that anumber of smaller companies will not go over 50 employees. That says to me thatthere will be little hiring, not only in this industry, but in many others, too. Not goodfor employment numbers, considering 96% of all companies are under 50 employees.

Yet, overall, signs point to a positive year—as confirmed by most every economistI’ve listened to over the past six months.

Lastly, thank you for the emails and comments aboutmy last column, “Unlocking You” (Feb., p. 6)—particu-larly those agreeing with me! A good reader of ours,W.C. Litzinger, sent me two quotes that he often shares:“What you put up with is what you end up with” and,my favorite, “Everything that has ever happened in yourlife is preparing you for a moment that is yet tocome.”

I think that all our industry has gonethrough since 2006-2007 has indeed pre-pared us for the future. I have learned morethese past distressing few years than at anytime in my career, and I suspect that is thesame for many of you.

Alan Oakes, [email protected]

Don Kayne President/CEO,

Canfor

Kimmo JarvinenSecretary General,

EOS

Marc A. BrinkmeyerChairman,

Idaho Forest Group

Jon BiottiManaging Director,

Charlesbank Capital Partners

Peter AlexanderCEO, BMC

Curt M. StevensCEO,

Gustavo Grodnitzky, Ph.D.

Leadership & Org. Development

Consultant

Jack KoraleskiPresident/CEO,

Corporation

Signs are pointing to recovery. NAWLA has designed its 2014 Leadership Summit for those who want to move ahead boldly and wisely at this crucial time. We’ve gathered eight industry leaders under one roof to help us better understand emerging outlooks, opportunities, and critical issues.

Now is the time of tapping into the wisdom of our community and casting new visions. We know you’re busy, so we’ve packed a lot into a day and a half. You’ll come away better prepared to navigate pitfalls and pur-sue new opportunities.

Building-Products.com March 2014 The Merchant Magazine 9

Western red cedar a perfect choice for pergolasIF THERE’S ONE thing dealers and distributors can count

on this summer, it’s a surge in homeowners looking toconstruct their own detached garden features—think gaze-bos, planters, benches, arbors and pergolas. Lots of pergo-las. In fact, building plans for pergolas are the number onedownload on RealCedar.com. Yep, when it comes to creat-ing a backyard sanctuary, d-i-yers just love their pergo-las—or more specifically, they love their western red cedarpergolas, and for good reason, too.

Western red cedar lumber really is the ultimate buildingmaterial for every kind of backyard project—be it an out-door kitchen pergola with climbing vines, a classicallyarched walkway arbor, or a freestanding gazebo with built-in benches. For starters, cedar’s a dream to work with. Itlays flat, stays straight, and holds fastenings tightly. Butthat’s not all. This structurally solid wood is surprisinglylight, meaning less heavy lifting, and let’s face it—nobodywants to be messing around with cumbersome materialsthat make their outdoor projects more labor intensive. Theywant to enjoy the creative process from beginning to end.

Speaking of creative process, customizing these kindsof outdoor structures just got a little bit easier—thanks toRealCedar.com. Paul Mackie (a.k.a. Mr. Cedar) from theWestern Red Cedar Lumber Association explains:“WRCLA is going to be adding a sketch-up application tothe RealCedar.com site so consumers can create their plansin 3D, look up the materials required, specify grades, andthen, last, but not least, find the nearest premium retailersimply by using our defined cedar locator network.”

Another reason so many people request western redcedar for their outdoor projects is because of its undeniable

PRODUCT SpotlightWestern Red Cedar Pergolas

durability. “Western red cedar is naturally resistant to rot, decay

and insect attacks,” says Mackie, “which means WRCstructures last a very, very long time and require minimalmaintenance. That’s something the indigenous people ofthe Pacific Northwest can attest to with their centuries-oldcedar long houses.”

In terms of environmental performance, eco-mindedpergola builders can rest easy knowing western red cedar isrenewable, biodegradable and boasts a net carbon sink—i.e., while other building materials generate greenhousegasses, western red cedar actually removes greenhousegasses from the atmosphere.

As for variety, western red cedar customers are spoiledfor choice. Real cedar offers a wide range of lumberdimensions, surface textures, as well as a grade for everydesign palette—from a sleek, clean premium clear to a rus-tically charming, cost-effective knotty to everything inbetween. Additionally, western red cedar is pitch- andresin-free, so it’s ideal for accepting and holding a widerange of beautiful finishes. Another way to go is aunaturel. That’s because if left untreated, western red cedarjust gets better with age, taking on a stunning silvery pati-na.

Of course, at the end of the day, it’s western red cedar’sinnate beauty that makes it the preferred choice for outdoorstructures.

“Aesthetically, there really is no substitute for the natur-al beauty of real cedar,” says Mackie. “Imbued with decid-edly crisp, yet superbly rich, tonal properties, real cedarcan create truly inspirational garden features.”

Phot

o by

WRC

LA


Count on cedar heating up this summer

SPRING IS (ALMOST) in the air andwe all know what that means:

Homeowners are gearing up to tacklesome of those outdoor projects theydidn’t get around to last summer.

Suffice to say, this annual burst ofbackyard inspiration will invariablylead to an increased demand in build-ing materials. Not just any buildingmaterials, mind you. Due to arenewed interest in natural living andclean design, western red cedar isfast-becoming the darling of the R&R

FEATURE StoryBy Western Red Cedar Lumber Association

industry, and there’s no sign of thistrend slowing down any time soon. Atthis rate, dealers and distributors canexpect WRC’s growing popularity toreach all new heights this season.Here’s why:

Growing Awareness inGreen Architecture

There’s a whole new wave of high-ly respected publications, writers andbloggers who strictly focus on greenarchitecture and design. And when it

comes to sustainable outdoor buildingmaterials, western red cedar is prettymuch “the chosen one.” Independentstudies have shown that wood outper-forms composites, as well as concreteand steel, in the following categories:energy expenditure, environmentalimpact and renewability.

Price Point for EveryBudget

While clear grades of WRC remainrelatively affordable, the readilyavailable knotty WRC is even easieron the wallet. This gives consumerschoice: They can opt for the crispcontemporary appeal of grade “A” orbetter or go a somewhat more cost-effective route and choose the dis-tinctly rich, deep luster of select knot-ty grades. Either way, they’re likely tosave money by choosing western redcedar over other materials, resultingin happy customers.

Rise in PinterestPopularity

Like it or not, this particular socialmedia network wields a lot of persua-sive powers over potential consumerslooking to update their backyardand/or improve their curb appeal.Furthermore, women (who, inciden-tally, make a majority of home designdecisions) rely on Pinterest for inspi-ration, and it just so happens this isone arena where western red cedarcontinues to outshine compositeknock-offs. Why? Well, as the sayinggoes, a picture’s worth a thousandwords, and right now, there are count-

KNOTTY WESTERN red cedar provides an even more affordable option for outdoor projects.Photos by WRCLA


less photos of western red cedar circu-lating on the site—each one illustrat-ing WRC’s unsurpassed natural beau-ty and versatility.

Heavy Traffic onRealCedar.com

The new and improved Real-Cedar.com website currently boasts arecord amount of unique visitorsevery month, with a substantialincrease in the number of architectsrequesting sample kits and d-i-yerstrying to locate a retailer near them.That’s because more and more peopleare realizing there is no substitute forthe real thing. The look, the feel, thesmell—you just can’t beat WRC and

the R&R consumer is getting quitehip to this fact.

No Brainer for BuildersContractors have come to rely on

western red cedar’s high-performingcharacteristics. The species’ naturallyoccurring organic chemistry, forexample, prevents decay, rot andinsects. As well, cedar’s unique cellstructure minimizes shrinking andswelling, so it stays flat and is struc-turally solid—which, in turn, makesthe contractor’s work look that muchbetter. So it’s no wonder why somany builders are choosing westernred cedar for their upcoming projects.

Why Dealers Should Join WRCLAAs the voice of the cedar indus-

try, the Western Red Cedar LumberAssociation has worked hard toincrease cedar usage and qualitystandards for the construction andrepair and remodelling industries.

In addition to the fact that moremembers mean a stronger, moreinfluential voice in the industry,there are several reasons why retail-ers should think about joining thisyear:

• Dedicated advertising, mar-keting and public relations cam-paigns

The WRCLA is strategically tar-geting prospective consumers in theR&R sector with a unified messageand promotional programs to createa consumer pathway to memberretail locations. In addition to tradi-tional advertising, the WRCLA isalso very active online and in socialmedia.

• New, robust web presenceAll programs direct consumers

to RealCedar.com, where they’re

guided through a qualifying processthat provides information on ideas,plans, building and maintenanceinformation, and then leads themdirectly to the nearest certifiedcedar distributor (CCD) definedretail network, where membershave preferential listing and rank-ing. It’s worth noting that the web-page directing consumers to theclosest member retailer receivesover 7,500 visits monthly.

• TrainingCedar is a high margin product,

and having the right skills to sell itmeans higher profits. Memberretailers benefit from a variety ofonline training programs, tools,support and resources designedkeep product moving.

• It’s an affordable advantageManufacturers, remanufacturers

and distributors all contribute tomaking the tools and resources pro-vided by the WRCLA possible. Asa retailer, you get the advantage ofprofiting from all of these, but at a

much lower cost. As the WRCLA con-

tinues to build a presencein the market for itsmembers, retailers willbenefit from an assuranceof quality, best practices,resources, assured supplylines, and support.

Look into member-ship today, and see howthe WRCLA can increaseyour cedar margins.


Staying on top of evolving FSC markets

Top 10 myths about chain-of-custody certification

fied wood is a prime example.According to Vanderford, five yearsago, the availability, quality andexpense of certified material limitedinvolvement. A frustrating auditprocess and the high cost of certifica-

“‘IT’S SO MUCH BETTER now thanit was’ is a phrase commonly

heard during visits with our new mem-bers,” says Paul Vanderford, managerof Sustainable Northwest’s ForestStewardship Council certification

group, a program that provides grouprates and assistance to small and mid-sized wood products companies in thewestern U.S. seeking certification.

Wood markets are constantlyevolving. The market for FSC-certi-

INDUSTRY TrendsFSC Certification

By Paul Vanderford, Sustainable Northwest

1. FSC chain-of-custody (CoC)certification is expensive.

Not so. The number of certifica-tion bodies has grown and FSC hasinnovated with changes in groupcertification programs that improveaccess and affordability. The biginnovation was raising the annualrevenue cap to $5 million, whichallowed many more firms to qualify,improving accessibility of affordableFSC certification services together,with FSC brand and network accessfor an increasing share of the wood-working industry.

Sustainable Northwest’s FSCgroup program offers certificationon a sliding scale between $500 to$2,500 a year. Companies too largeto qualify for group membership canexpect to pay $3,200+ a year, basedon the complexity of their operation.

2. Putting an FSC system inplace is time consuming and hard.

Group certification programsmake getting certified much easierthan going in alone. New groupmembers can create efficient FSC

systems on site as part of a two-to-four-hour certification visit by theadministrator.

3. Certification requires signifi-cant lead time.

Getting FSC certified requiresvery little lead time. In the North-west, new group members take anaverage of two weeks. If a regionalgroup or certification body is notavailable in your region of the coun-try, getting certified may takelonger.

4. Not all wood products areavailable as FSC.

Several supply chain issues havecreated limitations in the past, butmost historical issues have beenresolved. Paper laminates, liners,backers, dowels and even someexotic woods can now be sourced asFSC. Today, homebuilders arebuilding entire homes with 100%FSC-certified wood.

5. FSC is a flash in the pan.FSC certification has mirrored

the exponential growth of greenbuilding since its inception in 1993,despite the recent recession. Thereare now 27,457 certified companiesin the world and 446 million acresof certified forest land. The numberof certified companies has grown byover 5,000 in the past two years,representing a 25% growth rate.

6. LEED is getting rid of theFSC wood MR7 point.

The U.S. Green Building Council(USGBC) continues to uphold itscommitment to the FSC. Last year,the council voted to reject alterna-tive wood certification programs.Additionally, The Living BuildingChallenge (the next generation ofgreen building standards) has a pre-requisite for FSC wood.

7. There is no demand for FSC.Building with FSC-certified

wood, holds valuable and demon-strative weight. Fortune 500 compa-nies like Walmart, Kimberly-Clark,Home Depot, Staples, InternationalPaper, Hilton and Unilever are get-


tion forced out many interested com-panies. It was bad for business, themarket, and FSC.

A lot has changed in five years.The FSC market is maturing. Scale islowering costs and increasing supply.Construction and design companiesare now aware of FSC, know theirregional FSC suppliers, and common-ly specify an FSC preference. Entirecommercial buildings and customhomes are now sourcing 100% of theirwood materials from FSC vendors.Group certification programs havespearheaded the change by simultane-ously providing affordable access tocertification and critical support. Theevolution has created an opening forproactive companies.

“Companies that could be usingcertified wood to strengthen their busi-nesses are staying away because ofoutdated cost and market informa-tion,” says Vanderford. The cost ofcertification used to be $5,000 a year.Now, the average cost is closer to

$3,000 and certification with groupprograms like Sustainable Northwest’saverage $1,500. There are now over3,387 certified companies in the U.S.

There is no question LEED is amajor player in creating FSC demand.LEED has grown into a key market forstructural and custom interior woodproducts. About 1.5 million sq. ft. ofnew commercial projects are regis-tered each day. The standard continuesto award points for FSC certified andreclaimed wood. Many regions have abonus “regional priority point” for theFSC materials credit. The future isbright. As LEED approaches 50% ofthe commercial building market, thestandard is driving significant woodmaterials demand.

FSC certification may not be forevery company, and owners shouldonly join if they see market opportuni-ty. However, companies that havestayed away will find themselvespleasantly surprised at the options nowavailable to them.

ting involved using and selling FSCproducts and currently all have FSCpurchasing policies.

LEED certification has built asolid market for FSC materials.There are now 50,000 LEED pro-jects worldwide, representing 10.1billion sq. ft. of commercial andinstitutional construction space.About 1.5 million ft. are added eachday. About 60% of LEED construc-tion is happening inside the U.S.Companies not seeing FSC demandrepresent a shrinking segment of thewood products industry.

8. Fabricators that install don’tneed FSC certification.

Fabricators who substantiallymodify wood products prior toinstallation to meet LEED MRc7point criteria are required to possessand use FSC chain of custody. Thisissue was clarified by a 2010USGBC addenda, which states,“facilities that fabricate or alterproduct beyond that which is neces-sary for installation are required tohold FSC certification.”

9. FSC material costs more andis lower quality.

Many examples of competitivepricing exist. Many suppliers findsome of their FSC product lines cost

the same as non-FSC options.In addition, FSC wood exists in

all quality grades. The FSC standarddoes not assign or evaluate grade. Ifa supplier sells wood that doesn'tmeet ANSI quality or equivalentspecifications, the goods are not fitfor commerce as advertised. FSCcertification is a subset of a firm’squality management approach.

10. FSC certification providesmarket access and differentiation.

True! Many businesses see FSCcertification’s main value as marketaccess and differentiation. With over4,500 certified companies in NorthAmerica, more and more businessesare deciding to join in and takeadvantage of the growing FSC woodproducts market. FSC logos can helpprovide cost-effective brand recogni-tion and acceptance by consumers.The brand is now seen daily in gro-cery stores, home improvement cen-ters, and in mailboxes.

– Paul Vanderford is forest steward-ship manager for Sustainable Northwest,a non-profit organization helping to cer-tify and support companies in Oregon,Washington, California, Idaho andMontana with less than $5 million inannual wood products sales. Reach himat [email protected].


Redwood dealers can respondto new green standards withlong-standing practicesCONCERNS OVER environmental issues have spurred

action across multiple audiences in the building indus-try. From consumers insisting on certified green projects tothe architects who design them, to the communities thatembed them into building codes, building productsproviders know they need to do more than just say theyoffer environmentally friendly products. They have to puttheir certifications where their mouths are.

In many industries, such as the redwood industry, envi-ronmental stewardship and careful management of naturalresources that provide our products is a business practicethat precedes much of the “greenwashing” found in themarketplace today. But simply saying we do is no longerenough. That’s why it’s so important to show and tell ourprogress, and prove through our transparency the solidfoundation of our product claims.

MARGIN BuildersBy Charlie Jourdain, California Redwood Association

A survey commissioned last year by the CaliforniaRedwood Association showed how consumers desire agreener home front. Our survey showed that three-quartersof homeowners said that it’s important for their deck to beeco-friendly. That’s probably why more than 90% of thembelieve a deck should be recycled or reused, and not windup in a landfill. That shifting mindset is also what pro-vokes their insistence on certifiably green designs and ask-ing their architects to design to the newest LEED guide-lines.

In fact, with the most recent LEED v4 guidelines, newmaterials and resources credits were added. The credits areintended to show users how to get information for evaluat-ing the safety and environmental impact of products andhelp manufacturers to compile the information.

Such green building certifications remain voluntary (sofar), but local and state governments across the countryhave begun issuing their own mandates for green buildingto establish minimum, enforceable sustainable constructionrequirements. Sustainability goals—not even a considera-tion a generation ago—are already set in many communi-ties. This trend will continue driving the development ofcodes and ordinances for green building. In perhaps theultimate “good green cop, bad green cop” scenario, thefinancial impact for following these laws are tempered bytax credits and other incentives that reward green buildingstrategies.

The path of this trend is pretty clear. Members of theCalifornia Redwood Association are more than ready toanswer the challenges raised by these sustainability goals.That is why the CRA commissioned a Life CycleAssessment (LCA), a scientific technique commonly usedto quantify the environmental footprint of producing andconsuming products we use in our everyday life. And it isalso why the CRA and American Wood Council havereleased an Environmental Product Declaration (EPD) forredwood decking (view the PDF at www.calredwood.org).

EPDs are standardized tools that provide informationabout the environmental footprints of the products theycover. The redwood decking EPD goes one step further byobtaining independent third-party verification of ourclaims from Underwriters Laboratory Environment.

CRA’s LCA quantified the environmental impacts of

REDWOOD LUMBER is a naturally green product, well suited to capital-ize on the trend toward eco-friendly standards.

Photo by CRA


redwood decking production and useover a 25-year life span, in what isknown as a cradle to grave LCA. Theresults, compared to the environmentalfootprint of plastic decking, arerevealing.

• Recycling: Plastic decking ismade from recycled materials, but didyou know you cannot recycle plasticdecking? On the other hand, the lum-ber from a redwood deck is complete-ly recyclable and biodegradable.

• Air Pollution/Carbon Footprint:Redwood trees absorb more carbonthan they produce (actually reducingcarbon emissions), and continue tostore that carbon once it is harvestedand milled. Plastic-composite lumberby contrast introduces 26 times moreparticulate matter into our air.

• Water Pollution: Introducing toomuch nitrogen into a pond or streamcan produce algae blooms that destroythe habitat for many species of fish,creating what are known as “deadzones.” It’s called eutrophication, andplastic lumber is nine times moredamaging to marine habitats.

• Energy: Plastic decking processesuse 10 times more energy than a lum-ber mill producing redwood decking.

To learn more about the CRA’snew LCA, which compares redwooddecking to plastic-composite deckingand to learn the eco facts, view CRA’snew brochure at www.calredwood.org

(“CRA Life Cycle AssessmentBrochure”).

If analyzing the life cycle of aproduct still isn’t enough, certificationproving our resources are managed tosome of the strictest, most respectedstandards is one more way we provethe impact of our products and ensurethey will continue to be available forfuture generations to enjoy. All themembers of the California RedwoodAssociation are committed to soundforest management practices to ensurethat our forests will remain healthy,beautiful and productive. We takepride that 100% of CRA member-owned timberlands are certified aswell-managed by the ForestStewardship Council. When your cus-tomers see the FSC icon in your store,they can rest assured that the lumberthey are building with comes fromhealthy forests. That means responsi-ble harvesting at sustainable levels aswell as the protection of natural habi-tats.

To learn more about one of nature’smost environmentally friendly, beauti-ful and strong building materials andto find redwood locally through ourmember mills, visit the CRA atwww.realstrongredwood.com.

– Charlie Jourdain is president of theCalifornia Redwood Association. Reachhim at [email protected].

Selling SmarterWhen selling redwood, what you

don’t know can hurt you. Makesure you and your employees haveall the answers with “RedwoodBasics for Sales and Marketing.”

This award-winning, eight-les-son correspondence course from theCalifornia Redwood Associationcovers everything from woodchemistry to grades and patterns toinstalling and finishing tips. It’s athorough grounding in redwoodbasics that will make your staffmore effective and productive onthe sales floor.

According to one student,Ganahl Lumber Co.’s VictoriaFoucault, “I was someone who hadno lumber background when I start-ed this course, but after finishingeach and every lesson I was able toutilize that knowledge, and apply itwith an understanding to real life

situations.”Ganahl Lumber, a redwood

retailer with nine stores throughoutthe greater Los Angeles area, hashad a number of employees becomeredwood experts by completingCRA’s course. “Victoria should beparticularly commended becauseshe achieved perfect gradesthroughout the entire course,” saysCRA’s course administrator AnitaMac Kusick.

The lessons, approximately twohours each, include technical andscientific overviews, practical pro-ject-oriented information, and valu-able merchandising techniques.Graduates of the course receive acertificate and manual.

For more information, contactyour redwood supplier or AnitaMac Kusick at (925) 935-1499, ext.10, or [email protected].


Californiaredwood hits the surf

PRODUCT SpotlightCalifornia Redwood

CALIFORNIA REDWOOD is a popularchoice for decks, fences, pergolas

and other beautiful outdoor structuresthat help create the perfect escape atthe end of long, work-filled days.

Yet there are countless unique andeven unconventional uses of thespecies. From redwood bars, tabletopsand bookshelves to jewelry and speak-er boxes, the material is extremelyversatile. However, one of the coolestways redwood has been used is in themaking of surfboards.

California native Dana Blocksage,started making surfboards in college tohelp pay for college tuition. In 2010,he decided to start his very own com-pany, Dana Surfboards, in Oxnard, Ca.The first wooden surfboard Dana evershaped was modeled to resemble a1960s vintage surfboard and was madefrom pine, with the stringers, nose andtail block made from solid redwood.

“This surfboard was much differentfrom the ones I make today,” Danaexplained. “But I was stoked when Isold it for $200 and then I quicklyrealized there was a market for decora-tive, wooden surfboards.”

Since then, Dana has shaped hun-dreds of wooden surfboards and hasshipped them all over the UnitedStates, as well as to Canada and nearlya dozen other countries.

Dana mainly uses California red-wood when building his surfboards,although he still uses a variety of otherwood from around the world as well.Each surfboard is so unique that noneof them are exactly the same, which isone reason Dana enjoys working withredwood. He looks at the color, grainand the unique character of each typeof wood and then laminates themtogether to make a beautiful and com-pletely distinctive product.

“Redwood is beautiful and uniqueto California,” Dana said. “It ranges incolor from very light, to a deep richred and since no two pieces lookexactly alike it is a wonderful mediumto work with when creating surfboardart. There are just so many differentways to manipulate it.”

Confirmed Kelly Lusa, marketingmanager for California Redwood Co.,Eureka, Ca.: “California redwood isstrong and durable, but woodworkersreally appreciate how easy it is workwith. Redwood’s natural resistance toshrinking, warping and checking makeit an ideal choice for any project.”

The majority of Dana’s surfboardsare for decorative purposes, yet arebuilt to look very authentic. However,on occasion, he still creates surfboardsmade for riding. Dana also producescoffee tables, bookshelves, and skate-boards, among other things. He evenmakes guestbook surfboards, a greatidea for those California weddings onthe beach.

SURFBOARD MAKER Dana Blocksage pri-marily uses California redwood.

Photos by California Redwood Co.

WE are AMERICA’S largestmanufacturer of specialty nails!

Ultimate corrosion resistant nails in double hot-dipped gavanizedand stainless steel for these applications:

Our reputation is on the line with EVERYTHING we make!

Fiber Cement Sidings & Trim

Treated LumberFencingost Frame Building

Trim Trim

Timber Frames

1.800.435.5949 mazenails.com

A Division of W.H. Maze Company Helping to build America since 1848

NAIL IT ONCE. NAIL IT RIGHT. ®


Getting a handleon fastener trends

MARGIN BuildersBy Warren Corrado, Paslode

FASTENERS HAVE undergone amajor evolution over the last few

decades, meaning there are now awide range of options with various

tomer’s crew by allowing for easier,more consistent drives that requireless hammering.

However, not all building andremodeling professionals are aware ofthese advancements, so they may bechoosing the wrong nail for the job,costing them money and time in theprocess. By learning about the inno-vations and attributes of each nailtype, you can help builders select theright nails for each job to ensure supe-rior performance and durability.

With the introduction of new andvaried building materials over recentyears, fasteners have evolved to deliv-er the performance needed for eachunique building product that entersthe marketplace. For example, engi-neered lumber nails have been specif-ically developed to offer superiordrive performance in laminatedveneer lumber, laminated strand lum-ber, and parallel strand lumber. Byeliminating standing and bent nails inthese types of engineered wood, thesefasteners save labor time and reducewaste for maximum productivity andprofitability.

By helping your customers choosenails that deliver superior perfor-mance with the materials they’reworking with, their crews can run atlower compressor pressure, save fuel,and reduce wear and tear on theirequipment.

Leading manufacturers also contin-ue to introduce advancements thatsolve common issues with variousfastener types. One example is withCOMBO PACKS now bundle fastener and fuel sales for cordless nailers. Photo by Paslode

features and designs. Not only dothese new advancements offer superi-or performance, but many canincrease productivity for your cus-


hot-dipped galvanized nails. Whilemany traditional hot-dipped galva-nized nails tend to stain and streakwood, top manufacturers have intro-duced new designs and head tip coat-ings that reduce the likelihood ofunsightly streaking, staining and naildiscoloration.

Another recent innovation is theoffering of fuel and nail combinationpacks for cordless nailing systems.These combo packs, which come withthe appropriate balance of nails andthe fuel needed to drive them, addefficiency and productivity to the job-site. This systems approach is a con-venient option since remodelers oftenbuy only what they need for each joband, therefore, never need to run shorton supplies.

As fasteners continue to evolve,it’s important to stay ahead of thecurve on new advancements that canhelp your customers increase produc-tivity, performance and profitability.

– Warren Corrado is marketing man-ager for Paslode, a division of IllinoisTools Works Inc., Vernon Hills, Il.

Nail ItA guide to specifying the right fasteners to ensure

durability, quality and confidence in any jobThe nail is a small but mighty

factor, and it’s essential that build-ing and remodeling professionalschoose a nail they can trust. As anindustry expert, your insights on thetop nails for each job type can helpdeliver superior performance foryour customers.

The following overview helps tosimplify the selection process:

Galvanized Nails: Coated withzinc, galvanized nails are ideal forexterior uses since they offer resis-tance to the elements. Hot-dippedgalvanized nails are manufacturedwith a rough finish that depositsmore zinc than other methods,resulting in very high corrosionresistance that is suitable for someacidic and treated lumber. By con-trast, electro-galvanized nails con-tain less zinc, which can result insurface corrosion for exterior appli-cations.

Brite Nails: Since brite framingnails do not have a surface coating,they are best suited for interiorapplications and are not recom-mended for weather exposure oruse with acidic or treated lumber.Some manufacturers add special tipcoatings to their brite nails, whichmake driving the nail easier andincrease its holding power.

Metal Connector Nails: Offeredfor use in applications with metalhardware, metal connector nails areideal for installing joist hangers,straps, framing anchors/ties andseismic/hurricane ties.

Fuel + Nail Combo Packs:Some manufacturers now offercombination packs for use withcordless nailers, which include theideal balance of fuel and nails for astandard job. This allows the cus-tomer to buy the exact quantity theyneed.

Interior Exterior DIY Exterior DIY Interior Aluminum Professional

GREAT HOMESTurning

GoodHOUSESinto™

www.bwcreativerailings.com


Grooming thenext generation

COMPETITIVE IntelligenceBy Carla Waldemar

BOB GABRIEL’S GRANDFATHER, of Ponchatoula, La.,launched Gabriel Building Supply in the early 1900s.

He passed the torch to his son when Bob bought out his dadand brother and became Gabriel’s sole owner in 2008. Andnow, after 40-plus years in the enterprise, the boss is start-ing to think of his own retirement and turning the operationover to his own two—daughters.

Two girls, that’s right—and right as right can be. JasminSziber, 33, and her younger sister, Devin Hayden, 26, wereborn with sawdust instead of sparkly headbands in theircurls, and never gave a second thought to a more “girlie”industry. Jasmin manned the floor after school and sum-mers before heading off to college and a course in finance.“I’m back here because it’s fun. I enjoy retail and the peo-ple,” she declares.

Devin also took business courses in college and adoresworking full time for dad, first as a cashier, then in the cab-inet department, and now in purchasing—and more.

“They’re teaching me a lot,” their father professes. Hehimself began by helping remodel the original store, bump-ing up staff from six to 15, then in 1992, moving the opera-tion to a new location they built on Main Street, providingexpansion room and increased visibility. Cheered on by histwo daughters, he assumed sole ownership in 2008 and lastJune added a second store, 20 miles north of Ponchatoula,in Amite (pronounced, not as this reporter tried to French-ify it to fit into Cajun country, but like this: Ah-meet).“Two daughters, two stores,” Bob explains the launch witha laugh: “I got bored; I wanted to re-energize myself.”

But it’s not always been full steam ahead. Nothing bor-

ing about the downspin in 2005, when Hurricane Katrina—called the worst natural disaster in U.S. history—blew in.Ponchatoula (pop. 5,500 with 30,000 in the surroundingparish) lies 50 miles north of New Orleans, so it was allabout location, location, location.

“Things were real good right after the hurricane, thenreal bad soon after that,” Bob reports. “Business doubledovernight, with a big influx of people moving out our way.Reports told us we’d have a good six or eight years’ win-dow of opportunity. But”—so much for expert opinions—“it lasted 15 months, then plummeted even farther down.We suffered from the bad economy, but the influx of tractbuilders was even more devastating. We opted to stay withthe builders we’d had, over the years, not get in bed withthe tracts. But we’ve lost a lot of contractors around here inthe past seven or eight years—from 50 to less than half.Yet,” he figures, “in the long run, it paid out.

“We’re turning now more to the retail trade—quadru-pled the size of the retail area and added thousands of SKUs,thanks to my daughters. The girls have different ideas thanan old guy,” he laughs, “things that bring ladies into thestore, like Christmas gifts, gardening supplies, knick-knacks—items we’d never have carried 30 years ago. Yetthe volume of our pro business is still the biggest.”

Sure, there’s plenty of active competition, both fromindependents and chains like Lowe’s, but Gabriel outshinesthem in service. “That’s where our focus is. And we keepthe staff trained in new-product knowledge.”

There are far fewer rivals in Amite, 20 miles north ofPonchatoula. “We’d served them fairly well already, butthey’d been without a lumberyard in town for quite sometime. We had friends and relations there, knew a lot of peo-ple,” Bob explains.

“And their market’s different, which is amazing, beingso close together,” Devin adds. “Amite is more rural, sodifferent things, like stock tanks, do very well.”

Gabriel built the 50,000-sq. ft. Amite facility from theground up, with traffic and visibility a big consideration inchoosing its location. “It cost us more than other sites welooked at, but it’s worth it,” Bob is convinced.

Devin points out the differences between the two stores:“Amite is a different mix of people, a lot more walk-ins, d-i-yers, and our staff there is trained and ready to help themwith their projects.”

Jasmin is the family techie and the go-to girl for


Gabriel’s advertising. She oversees the website, conductsdirect email campaigns, buys radio ads, and is initiating anew quarterly mailed circular. She’s leaning on Facebook,Twitter and Pinterest to lure her own demographic: youngerand female. “The girls have taught me a lot about good useof the Internet,” Bob, the self-proclaimed Old Guy, allows.

These days, one-stop shopping is the drill. Gabrielalways handled building material, electrical and plumbing,hardware and paint—duh—but, thanks to the pressure ofthe femmes, has branched into gifts, pet supplies, and out-door recreation. “We’ve always had some garden stuff—soil, mulch, fertilizer,” Jasmin says, “but now we’ve beefedit up by adding décor, patio furniture, and outdoor cookingto bring in the ladies.”

Next up: a recharging of the Ponchatoula store “to make

it fresh and new, like Amite: update the product line.Expand business through Facebook. Add more women’sitems,” Devin lobbies.

And they’re not the only women aboard at Gabriel, noma’am. “There’s a good mix in all departments. When Istarted,” Jasmin remembers, “I was the ‘little girl whoknew nothing’ (in the eyes of the old-timers). But that’schanged.”

Devin, who handles inventory for Amite, agrees: “In thebeginning, the old guys would ask to ‘speak to a man.’Over the years, they got to know us both and things startedto change. We’re accepted by the younger generation.”

And the sisters rarely squabble. “We each have our ownareas and don’t overlap or get on top of each other. Samewith Dad! Then, after work, we get together a couple oftimes a week for dinner and weekends. I’m in it for thelong haul,” Devin testifies. Just like her sister, “It’s some-thing I always wanted to do.”

Bob still loves the business, too.“But I’ll also love being around a lit-tle less, turning things over to thegirls. I’ve had a lot of fun doingwhat we’re doing,” he swears. “Butit’s getting time to pass things alongto the next generation. Neithergirl has children yet, but….”

A granddaughter as c.e.o.down the road wouldn’t besuch a bad idea, would it?

Carla [email protected]

LOUISIANA DEALER is headed by father and daughters—(l-r) DevinHayden, Bob Gabriel, and Jasmin Sziber.


We should do the same as com-panies and make account rotation apart of a sales growth culture. Ihave asked thousands of salespeo-ple, “How long did it take you tobegin to do some business withyour best accounts?” Nearly 99%say less than six months.

We invert the math: If anaccount isn’t doing solid businesswith us in six months, they neverwill. We cannot delude ourselvesotherwise. There are exceptions, butwe cannot build a business onexceptions. Play ’em or trade ’em.Letting your sales team (letting isthe same as making it “companypolicy”) work accounts unprof-itably for more than six months is

costing you and your team money.One hundred percent of the lumber salespeople in North

America—be they mill, distribution or office wholesalesellers—make 80% of their sales to five accounts or less.Ninety percent of their business comes from less than 10accounts! The crazy thing is, if you ask a salesperson howmany accounts they are working, they will tell you 30 to50.

Think of this terrible loss of potential. Each of yoursalespeople is profitably selling less than ten accounts.How much growth are you leaving in the field unworkedand untapped? How can this be? There is a big differencebetween having an account “on yourscreen” or “in your account box”and being profitable.

Creating an environment whereeveryone on the team knows thataccounts will be sold, grown orrotated—there will be nohoarding of accounts—is thenumber one thing managerscan do to create a culture ofgrowth, period.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

JUST AS THE discoveries a scien-tist makes while working for a

research company belong to thecompany, the accounts that arebrought in and sold by your salesteam are the company’s assets.

This is a sensitive subject.Salespeople feel that accounts theybring in or even accounts that aregiven to them to work are theiraccounts. We want salespeople tofeel this way. We want them tohave a personal stake in the successof the relationship with the cus-tomer. But we must be clear thatthere are no “lifetime assignments.”Accounts must be worked anddeveloped—or reassigned.

Complacency of ownership willlead to a stagnation of your team’s sales increases and cal-cification of their sales skills. No one on your team, evenand sometimes especially the most experienced, will knowhow to find, much less, grow new business. When we cre-ate a culture of account rotation, sales activity will intensi-fy. Salespeople will know that they can’t “desk-drawer”potentially great accounts for their individual rainy day.New sellers will feel they have a chance to grow—hoard-ing accounts is real and demotivating to your new sellersand experienced sellers alike—even those currently abus-ing the system.

Key Account ManagementThe sales manager should have a personal relationship

with the “Pareto’s Peak” of your total account base. Eightypercent of your company’s sales are coming from 20% ofthe total accounts worked.

If the salesperson is the only one paying attention to theaccount, then the loyalty will be only to the salesperson.The sales manager’s ongoing relationship with these keyaccounts will help the seller. Customers like attention fromall levels of our company—it makes them feel important—and will create loyalty to your company, as well as thesalesperson.

How long should we work an account before we reas-sign? Master sellers work accounts for much less time thantheir struggling counterparts. Master sellers know they aregood—they are already selling others successfully. Theytake rejection less personally and move on more quickly.

Account management


Weyerhaeuser’s distribution divi-sion continues to make significantcapital investments in infrastructure,technology and personnel.

“At a time when some buildingmaterial distributors are scaling backor proceeding cautiously, Weyer-haeuser recognizes that investing inits infrastructure and team are vital tosteady growth during the housingrebound,” said vice president NateJorgensen. “These improvements andenhancements will allow us to contin-ue to serve our dealer customers effi-ciently and cost effectively. They also

will help accelerate our market shareon a regional and national basis.”

At the end of 2013, the companyrelocated its location in Stockton, Ca.,to a new site seven miles away. Themove consolidated two existing facili-ties, to boost efficiencies and expandcapacity. The new facility is conve-nient to major north-south transporta-tion lanes and accommodates up tofive box railcars—three more thanpreviously allowed.

The company is in the process ofmoving its distribution center inEugene, Or., to a larger facility 40

realcedar.com1 866 778 9096

westernforest.comFor your local distributor contact: 604 648 4500

QUALITY | SUSTAINABLE | CERTIFIED

For outdoor structures like decks, pergolas and BBQ areas, there’s just no substitute for real western red cedar. Real Cedar is naturally beautiful, light and easy to work with, and has physical properties that give it a natural durability and longevity that make it the ideal building material for outdoor applications.

What’s more, Real Cedar is available in a variety of profiles, dimensions and grades, from the rustic charm of select knotty to clear, so you can get the exact look you want. And it’s entirely sustainable and renewable. Not bad for such an affordable product.

Turn the outdoors into something great with naturally beautiful Real Cedar. For more information contact:

TURN THE OUTDOORS INTO THE GREAT OUTDOORS

REAL CEDAR DEALER Briefs

Parker Lumber, Beaumont, Tx.,opened its 4th California location latelast month in the former BarrLumber, Twentynine Palms (LoriJensen, mgr.).

Mike’s Hardware & Paint,Gillette, Wy., closed Feb. 14 after morethan 40 years. Owners Mike & RobynnRothleutner bought the store from hisfather in 2003.

Kroegers Ace Hardware ,Durango, Co., has remodeled its paintdepartment.

Home Depot was forced to tem-porarily evacuate its Albany, Or., storeFeb. 9 as a precaution, due to days ofsnow and ice weighing down the roof.

The weight broke the building’ssprinkler system and bent several elec-trical conduits.

Weyerhaeuser Beefs Up Distribution miles north in Albany, Or. The reloca-tion, expected to be complete by theend of the first quarter, will expandthe operation’s capacity from 66,000sq. ft. under roof to 300,000 sq. ft.under roof, providing covered storagefor nearly all supplied products.

During the past two years, thecompany has hired 146 new associ-ates in sales, operations, and supportfunctions, including a director ofcommodities.

Nationwide, Weyerhaeuser isupgrading the wireless technologyused to track products in each facilityand has replaced all phone systems toenable better call routing and over-flow management. The company alsoadded nine new high-capacity lifts toits fleet and completed a $500,000investment program in steel fabrica-tion equipment.

Flakeboard to ShutterSierraPine Particleboard Mill

Arauco subsidiary FlakeboardAmerica Ltd. anticipates shuttingdown the particleboard plant inSpringfield, Or., it is acquiring fromSierraPine, Roseville, Ca. (see Feb.,p. 18).

The purchase, which also includesa particleboard plant in Martell, Ca.,and MDF facility in Medford, Or.,should close by the end of March. TheSpringfield mill is scheduled to closeApril 4, eliminating 87 jobs.


SUPPLIER BriefsElk Creek Forest Products,

McMinnville, Or., has taken over theformer Forest Grove LumberCo. property in McMinnville, Or., andwill invest $400,000 in machinery toupgrade manufacturing operations.

Forest Grove shut down in 2010.

Universal Forest Products,Riverside, Ca., is now offering highpressure laminating services and cus-tom solid surface fabrication.

UFPI’s DCs in Riverside andThornton, Ca., are now stocking distrib-utors of AERT’s MoistureShield com-posite decking.

Conifex Timber, Prince George,B.C., has completed its $4-mill ionacquisition of distributor LignumForest Products, Vancouver, B.C.

Boral TruExterior Trim hasbeen certified as a Wildland-UrbanInterface Product by the CaliforniaBuilding Commission.

Random Lengths released thelatest version of its Big Book, an annualreference guide to the North Americansoftwood forest products industry.

NyloBoard has repurposed overa million lbs. of scrap carpet fiber toproduce NyloDeck decking.

APA-The Engineered WoodAssociation teamed with theInternational Code Council topublish a free, 20-page guide, “IECCCompliance Options for Wood-FrameWall Assemblies.”

CertainTeed added five new col-ors to CedarBoards insulated vinyl sid-ing and eight new colors to Monogram46 double 5” and double 5” Dutch-lapvinyl siding.

Darant Distributing, Denver,Co., and DMSi Software, Omaha,Ne., were honored for 25 years ofmembership in the North AmericanBuilding Materials DistributionAssociation.

Benjamin Obdyke, Horsham,Pa., has redesigned its website,www.benjaminobdyke.com.

ProBuild will rebrand its locationsin Santa Cruz, Felton and Salinas, Ca.,and millwork centers in Santa Cruzand Soquel, Ca., to their originalname, San Lorenzo Lumber.

“We made a decision to revert backto the historical name in the SantaCruz area,” said Jennifer Thurman,v.p. of communications at ProBuild,Denver, Co. “It has more familiarity inthat community.”

She noted that ProBuild’s businessmodel in this area is different than inother markets, with more d-i-y andrepair-and-remodel sales. San Lorenzo

Lumber was acquired by ProBuildpredecessor Lumbermen’s in 2004.

Trinity River May Retrofit MillTrinity River Lumber Co. is seek-

ing approval to partially convert itsexisting green lumber sawmill inWeaverville, Ca., to a dry lumber millusing a wood-fired boiler system togenerate power.

The manufacturer has hired a con-sultant to help develop the project andidentify ways to ensure the long-termviability of the sawmill, which wasrebuilt following a 2009 fire.

ProBuild Revives San Lorenzo Lumber


to thank our customers for rating Ace Hardware ‘Highest inCustomer Satisfaction with Home Improvement RetailStores,’ seven years in a row.”

All seven trophies will be transported in a special truckdecorated with the co-op’s name and logo, plus that of J.D.Powers. Stores that participate in the tour will offer in-storepromotions and incentives tied to the appearance.

Eastman Ending Perennial Wood Eastman Chemical Co., Kingsport, Tn., is discontinuing

its thermally modified Perennial Wood product line andbusiness operations.

“This decision was not made based on product perfor-mance, but rather on the challenging economics of theproduct market,” said Tim Dell, v.p.-innovation, marketing,sales & pricing.

Perennial Wood will remain available in the marketwhile supplies last, and Eastman will honor the products’25-year limited residential warranty.

In addition, a small number of other manufacturers—notably Accoya—will continue to produce acetylatedwood. Perennial Wood distributor Snavely Forest Products,Pittsburgh, Pa., remains committed to the category and willpick up a new brand later this year once it exhausts itsremaining inventory.

“I have never seen a product launch as successful asPerennnial Wood,” said Clark Spitzer, v.p.-marketing forSnavely, which began supplying the product to theCarolinas in 2012 and in Maryland, Virginia, Pennsylvaniaand Delaware in 2013. “The market is ready for this tech-nology, and we believe that acetylated wood is the next bigthing in our product line.”

CO-OP will show off its hardware—trophies for seven straight customersatisfaction survey wins—during a 100-store tour.

Ace Hardware Taking Victory LapAce Hardware, Oak Brook, Il., will tour more than 100

of its stores in 24 states, to celebrate its seventh straight winof J.D. Power’s Home Improvement Retailer SatisfactionStudy.

“We’re committed to delivering a more personal kind ofhelpful to our neighborhood customers each and everyday,” said Ace spokesperson Lou Manfredini. “Our J.D.Power Award Neighborhood Tour gives us the opportunity


BMC, Boise, Id., unveiled its newdesign division with the opening of itsfirst BMC Design Center, in SaltLake City, Ut., and the launch of anonline “inspiration gallery” on itscompany website, at www.BuildWithBMC.com/design.

The new service, BMC Design,offers top-quality finish products withelevated customer service, additionalsupport, and a mobile experience thatbuilders can share with their buyers as

a valuable project-development tool.“BMC Design is all about product

selection and customer experience,”said c.e.o. Peter Alexander. “You’llbe working with certified product spe-cialists in millwork, windows andcabinetry to select your options. BMChandles everything else, with serviceyou can count on from order to deliv-ery.”

The company plans to have designcenters in each of its 16 markets

BMC Unveils New Design Division across 10 primarily western states,within the next two years.

Weyco Closing TJ Tech SiteWeyerhaeuser is closing its Trus

Joist Wood Products TechnologyCenter in Boise, Id., consolidatingR&D at the tech center at its FederalWay, Wa., headquarters.

TJ will vacate the building byAugust, and the building will be putup for sale late this year or early next,according to spokesperson ShannonHughes.

Of the center’s 77 employees, 34will relocate to Federal Way, 23 willmove to the adjacent distribution cen-ter in Boise, and 11 will remain at thetech center until new positions areidentified. Nine jobs were eliminated.

APP Watch

Application: OMG INTERACTIVEProduced by: OMG Roofing ProductsPrice: FreePlatforms: iPhone, iPad, iPod Touch,

Android

A new app from OMG Interactiveallows roofing professionals to esti-mate labor and materials quickly andaccurately whether they are onsite, ina meeting, or at the office, simply byentering the roof parameters.

Results can be shared immediate-ly via email.

The app has separate calculatorsfor RhinoBond non-penetrating insu-lation, RhinoTrac automated insula-tion attachment tool, AccuTrac stand-up insulation attachment system, andRetroDrain systems.

Download from www.omgroofing.com

©2014 Simpson Strong-Tie Company Inc. DECKTOOLS12-D

Deliver more deck sales.

Many lumber dealers are seeing their annual deck sales increase with the use of DeckTools® software. The program is simple to learn and easy to navigate – in fact,

dealers can design a deck in a few minutes, keeping them on the show fl oor (rather than in the backroom designing by hand). Your customers also will

be impressed with your DeckTools software as they see a professional, 3D photo-quality image of their deck attached to their house. The program is customizable and includes many brand-name decking manufacturers, which makes it easy to show and sell upgrades that you stock. And it takes care of all the paperwork with quotes, take-offs and plans.

DeckTools makes it easy to deliver more deck sales. Learn how by signing up for a free demonstration at (800) 999-5099 or www.strongtie.com/decktools.


Ken Laughlin has resigned as presi-dent of West Coast Wood Preserv-ing, Bakersfield, Ca., to join NisusCorp., Rockford, Tn., supportingsales of QNAP copper naphthenateand Cellutreat DOT borate. Hejoined predecessor Pacific WoodPreserving Cos. in 1988.

Jim Enright, ex-Murphy EngineeredWood Products, is new to PacificWoodtech Corp., Burlington, Wa.,as chief operating officer/seniorv.p.

Scott Eilefson, ex-Sherwood Lumber,and John Stembridge, ex-SwansonGroup, have joined Pelican BayForest Products, Bend, Or., astraders specializing in panels, studsand lumber in California.

John Neel, ex-Reliable WholesaleLumber, has joined ProBuild, inoutside sales to production framingcontractors in Southern California.

Kelly Brown, ex-Western Lumber, isnew to sales at Norman Distribu-tion, Medford, Or.

Connie Phillips, ex-Gayle Mfg., isnew to sales at Boise Cascade,Homedale, Id.

Wade Mosby, senior v.p.-marketing,Collins Cos., Portland, Or., hasretired after 43 years in the indus-try, the last 24 with Collins.

Brandon Bowe, ex-Western Buyers,has joined the contractor sales teamat Golden State Lumber, Stockton,Ca.

Andrew Perkins, ex-Reliable Whole-sale Lumber, is new to framinghardware sales at Grove Construc-tion Hardware, Vista, Ca.

Mark Preece and Rosa Medrano,both ex-Weyerhaeuser, have joinedthe sales team at Redwood Empire,Carlsbad, Ca. Bob Handegard, ex-Georgia Pacific, is now handlingcommodities purchases at the LakeOswego, Or., office.

Dave Halsey has been promoted topresident of Patrick Lumber Co.,Portland, Or., succeeding JimRodway, who is retiring at the endof the year after 35 years with thecompany.

Chris McCasky has been appointedregional mgr.-Southern U.S. forSCS Forest Products, Englewood,Co.

Paul Haas is now westernWashington territory sales mgr. forNorthwest Door, Frederickson, Wa.

Brian Bruley is store mgr. of the newLowe’s in Yakima, Wa.

Jesse McLean, Roseburg ForestProducts, Riddle, Or., has been pro-moted to hardwood plywood sales.

Mark Warriner, Simi Valley, Ca., isnow repping Milgard Windows &Doors in Southern California.

Rick Wissmiller, ex-Canyon CreekCabinet Co., is now Portland, Or.,district sales mgr. for VELUX.

Denise Merle has been appointedsenior v.p.-human resources forWeyerhaeuser, Federal Way, Wa.,replacing John Hooper, who hasleft the company to join StanCorpFinancial Group, Portland, Or.John Enlow, ex-Rayonier, is newas v.p.-Southern timberlands.

Dustin Petty, ex-Younger Brothers’Builders Express, is the new opera-tions mgr. at window manufacturerAvanti Industries, Scottsdale, Az.

Minara El-Rahman is now socialmedia marketing mgr. for SimpsonStrong-Tie, Pleasanton, Ca.

MOVERS & Shakers


THIS AD WAS DEVELOPED AS PART OF THE WRCLA’S JOINT PROMOTION PROGRAM. FOR MORE

INFORMATION CONTACT THE WRCLA.

www.haidaforest.com

Who says siding has to be all about straight lines and uniform color? Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to composite decking and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

To learn more about Haida Skirl or to place an order, contact

us at 604-437-3434 or [email protected]

1.866.778.9096www.wrcla.org

Call It The Fun Side of Cedar.

Rachel Gawley is a new merchandis-ing operations coordinator forOrchard Supply Hardware, SanJose, Ca.

Todd Buehl has been promoted tochief financial officer and treasurerof ABC Supply Co., Beloit, Wi.,effective April 1. He succeedsKendra Story, who is retiring after32 years with the company.

Chad Hurliman, ex-Boise Cascade,has been named production supportmgr. for Marvin Windows &Doors, Baker City, Or.

Nathan Weibel, ex-Henry Co., is newto insulation sales at ServicePartners division Apec Supply,Tumwater, Wa.

Elijah Wilkes, ex-Newell Rubber-maid, is new to Henry Co., as SanMateo, Ca.-based western regionalsales mgr.

Meagan McCoy Jones has been pro-moted to senior v.p. and chief oper-ating officer at McCoy’s BuildingSupply, San Marcos, Tx. JamesLewallen is now v.p. of culture &customer experience, and WaylonWalker, v.p. of store operations.

Dallin Brooks has been promoted toexecutive director of the WesternWood Preservers Institute,Vancouver, Wa., succeeding TedLaDoux, who has retired after 11years with WWPI. ButchBernhardt, ex-Western WoodProducts Association, is now pro-gram & communications mgr.

Dominic Gammiero has retired aschairman and director of WesternForest Products, Vancouver, B.C.Lee Doney is the new chairman.

James Arnold has been namedDenver, Co.-based director of prod-uct development for KemperSystem America, W. Seneca, N.Y.

Brad Finck has resigned as seniorv.p.-business development atCadsoft, Guelph, Ont., but remainson the board, while joiningRenoworks, Calgary, Alb., as v.p.

John Williams, president/c.e.o.,Domtar, was elected chairman ofthe American Forest & PaperAssociation.

Milt Herbert, founder of HerbertLumber Co., Riddle, Or., was hon-ored with this year’s Legacy Awardfrom the Douglas County Museum,Roseburg, Or.

Earl Lee Riser has joined the openingcrew at Mungus-Fungus ForestProducts, Climax, Nv., report co-owners Hugh Mungus and FreddyFungus.


Gary Vitale has stepped down afterfive years as president and c.e.o. ofNorth American Wholesale LumberAssociation, and the board hasappointed association managementgroup SmithBucklin, Chicago, Il., toprovide short-term support.

SmithBucklin’s Marc Saracco willserve as interim executive director.Plans regarding permanent manage-ment of NAWLA will be announcedfollowing the board meeting later thismonth.

NAWLA chairman Rick Ekstein,

Weston Forest Products, said thechange was made “to supportNAWLA’s continued growth and evo-lution.” He explained, “Consolidationin our industry and the recent down-turn in the housing market have forcedus to look inward, and really deter-mine what services our membersrequire, and evaluate our ability todeliver them. Our goal has been tomodernize our technology and com-munications efforts, develop alterna-tive revenue sources, and bring contin-uously improved educational and net-

working opportunities.”SmithBucklin previously has pro-

vided full-service management ser-vices to National Lumber & BuildingMaterial Dealers Association, NorthAmerican Building Material Distribu-tion Association, North AmericanAssociation of Floor CoveringDistributors, and Window & DoorManufacturers Association.

Lumber Supplier toHollywood Fades into Sunset

After nearly seven decades in busi-ness, Southland Lumber & Supply Co.shut down early last month. Based inInglewood, Ca., the company was oneof the leading suppliers of lumber tothe entertainment industry.

“It has become too difficult to keepgoing with the big features beingtaken out of state,” said co-ownerJohnny Crowell. “It became too muchfor us to overcome.”

Crowell’s father started the compa-ny in 1946 and by the late 1970s wasselling lumber not only to contractors,but also to studios building sets forfilming in the L.A. area. By the timemovie production in the area peakedin the late 1990s, Southland was gen-erating as much as $7 million a year inlumber and hardware sales for filmand TV projects—including JurassicPark and Pirates of the Caribbean.

According to Crowell, annual saleshave fallen to $3 or $4 million becausefilm production has left California totake advantage of more generous taxbreaks in other states. “I would loveCalifornia to wake up and think howimportant this industry is to smallbusinesses like us,” he said.

Wood Windows Keep PaceWood window production is fore-

cast to rise 12% from 8.2 million to9.2 million units this year, capturing18% of the total U.S. window market,according to the recent Wood ProductsAlmanac.

Of the 2014 total, 4.1 million unitswill be used in new construction, 5.1million for remodeling or replacement.

The total U.S. window market ispredicted to rise from 46.1 millionunits in 2013 to 52.5 million in 2014and 57.5 million in 2015, with thebiggest gains in vinyl and fiberglass.

The U.S. wood window marketremains relatively fragmented, withthe top 50 manufacturers holding 70%of the market. The top suppliers areAndersen, Jeld-Wen, Masonite, Pellaand Marvin.

NAWLA Changes Leadership


50-Year-Old Reno Yard ClosesValley Building Materials, Reno,

Nv., closed Feb. 28, with the retire-ment of 90-year-old owner RomeoRosaschi.

Rather than sell the business hebought in 1964, Rosaschi decided toinstead auction off the property andremaining inventory through BaxtinAuctions on March 15.

Weyco Upgrades SoftwareWeyerhaeuser, Federal Way, Wa.,

has released version 4.5 of its Stellardealer operations software, withchanges that extend cut optimizationand inventory management capabili-ties to all Trus Joist stocking dealers.

Weyco also has added a fourth sawoption—EasyPack—to its line ofNextPhase Site Solutions, a compre-hensive package combining Trus Joistproducts, services, software, and fabri-cation equipment to optimize compo-nent manufacturing for dealers.

Interfor Buys Tolleson MillsInternational Forest Products,

Vancouver, B.C., has agreed to pur-chase southern yellow pine manufac-turer Tolleson Lumber, Perry, Ga., for$180 million in cash and stock from

“Home improvement and homeremodeling have fewer consumersreporting that the product and servicemet their expectations frequentlybecause consumers are inexperiencedwith buying these goods and services.Therefore, they haven't calibrated theirexpectations with the realities of theremodeling process and typicalresults.”

CertainTeed Airs Web SeriesCertainTeed, Valley Forge, Pa., has

launched a webisode series featuringthe grand-prize winner of its 2013Living Spaces contest.

The series will document the$75,000 exterior makeover of theBielfelt family’s 100-year-old home inMentor, Oh. To get the project going,the family will select which Certain-Teed products to use, including CedarImpressions and Monogram siding,Restoration Millwork trim, EverNewdecking and railing, Bufftech fencing,and Landmark Pro roofing.

CertainTeed also released a newmusic video, “Sleeping on My Porch,”which was created in conjunction withthe webisode series to showcase thehomeowners’ excitement about thetransformation of their home.

Ilim Timber Continental SA.The addition of Tolleson’s mills in

Perry and Preston, Ga., will increaseInterfor’s capacity by about 20%, to2.6 billion bd. ft.

The deal, set to close in the firstquarter, includes $129.9 million plus3.68 million shares, giving Ilim a5.5% stake in Interfor. As a result,Ilim will nominate its recently retiredc.e.o., Paul Herbert, to the Interforboard.

Home Improvement StoresTrail Other Retailers

Compared to other retailers, thehome improvement and remodelingindustry scored below-average marksin Planese Inc.’s 2014 ConsumerSatisfaction Survey.

The survey, which asked questionsabout quality, convenience, stress andease of researching the purchase,found that grocery stores offer themost predictable consumer experi-ence. Markets also ranked first in“meeting expectations” (84%). Homeimprovement/remodeling (36%) fin-ished second to the last, outpollingonly the government (32%).

Dan Fritschen, founder of www.remodelormove.com, explained,


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

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

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

FSC Certified SCS-COC-002513

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

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

Sierra Pacifc Repaid forMoonlight Fire Case Costs

A judge has ordered the state ofCalifornia to pay more than $24 mil-lion to Sierra Pacific Industries,Redding, Ca., for attorneys’ fees andcosts incurred while defending againstthe Moonlight Fire lawsuit.

“This is a significant victory forSPI and the other defendants in thecase” said spokesman Mark Pawlicki.“Although the vast majority of CalFire employees conduct themselveswith professional integrity, the inves-

guided effort to prevail against thesedefendants.”

The court added that had Cal Fire“testified truthfully from the start, asrequired, defendants would have like-ly spent nothing, or very little, as thecase most likely could not haveadvanced.”

SPI’s lead attorney in this case,William R. Warne, said that, “afterfour years of litigation, we arerelieved and thankful that justice hasfinally been done. The court’s ordersspeak for themselves.”

tigators on this fire did not live up tothat high standard.”

The state and several private plain-tiffs had alleged that a contract loggerhired by SPI had negligently startedthe Moonlight Fire on Sept. 3, 2007,on private property, which spread tothe Plumas National Forest and otherprivate holdings.

The court also found that theCalifornia Department of Forestry andFire Protection (Cal Fire) “engaged inthe pervasive and systematic abuse ofCalifornia’s discovery rules in a mis-


BOISE CASCADE Building Material Distribution, Riverside, Ca., hostedits 3rd annual golf tournament Feb. 21 at Black Gold Golf Course, YorbaLinda, Ca. [1] Eric Grandeen, Scott Whitman, Chris Wischmann, CraigLarson. [2] Jason Womack, David Abbott, Dave Miller, David Frick. [3]Mark Farrow, Josh Lewis, Mike Kuntzman. [4] Bill Sullivan, Bob Golding.[5] Sergio Paz, Troy Staufenbeil, Dave Vigil. [6] Ryan Mitchell, DonLeisy, Darin Myers, Javier Medina. [7] Bryan Schuyler, Paul Corso,

Miguel Hernandez, Scott Middaugh. [8] Ed Miron, Clayton Mattox, RobertClarke. [9] Debbie & Chris Quezambra, Ed Russell. [10] Chris Thoman,Ashton Avarell. [11] Jeff Stevers, Tom Martin. [12] Matt Latendresse,Danny Caccavale. [13] Tom Foote, Kevin Ulibarra, Pat McCumber, BryanCallaw. [14] Nick Smith, Charmaine Jennings, Josh Sneckner. [15] AlanSchall. [16] Bill Shadden, Lynn Bethrum, Dave Simpkins, Tom Hoffmann.

(More photos on next two pages)

BO

ISE CA

SCA

DE G

OLF

Photos by The Merchant


BOISE CASCADE GOLF (continued from pre-vious page): [1] Fernando Gonzalez, CipiCovarrubias, Joe Lozano, Jose Covarrubias.[2] Ron Hillman, Kathy Rutledge, Dan Croker.[3] Randy Jackson, Mike Mische. [4] JohnCook, Steve Sadler, Marshall Gremard, RonMacAskill. [5] Brett Van Matre, Pete Nevins,

Joe Morin. [12] Tom Kantzalis, Greg Kantzalis.[13] Kim Wood, Matt Deitchman, Bob Derham,Lance Devol. [14] Neil Eibeler, Bill Wagter, Jay& Holly McArthur. [15] Dale Struiksma, MikeStruiksma. [16] Brad Struiksma, MattStruiksma.

(More photos on next page)

Jeff Van Matre, Kirk Van Matre. [6] TyroneSmith, Shawn Knight, Rex Klopfer, JimNicodemus. [7] Brad Moultin, Joe George,Gina Alvarado, Stuart Mann. [8] Brad Lynn,Ryan Bailey, Pat Hawthorne. [9] Mike Caputo.[10] Angel Cano, Brian Armstrong, ChrisGross, Glenn Freeman. [11] Nate Johnston,

Phot

os b

y Th

e M

erch

ant

BO

ISE

CA

SCA

DE

GO

LF


With Cascadia decking, the unsurpassed nat-ural beauty of Western Red Cedar is matchedwith Terminal Forest Products’ renownedmanufacturing quality. This creates a productthat is beautiful, functional, and eco-friendly.

Cascadia decking is made from a 100%renewable and sustainable North Americanresource unlike PVC and composite decking,which is largely made from non-renewablepetroleum products. Third-party life cycleanalysis clearly shows WRC decking as thebest environmental choice for decking: WRCsignificantly outperforms sustitute products inevery environmental measure.

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

Superior Service, Products & Support

Distributed by

BO

ISE CA

SCA

DE G

OLF

Photos by The Merchant

BC GOLFERS (continued from previous twopages): [1] Chuck Casey, Mike Bland. [2] JimMoss, Jesse Jackson. [3] Mike Olsen, ChrisRebolledo. [4] Dick Strachan, Mike Leon. [5]Rolando Noriega. [6] Ian Murphy, Heath Stai,Craig Huendorf, Bob Organ. [7] Jeff Dahl,Carlos Gonzalez, Steve King. [8] Gavin Morris,Omar Diaz, Chris Johnson. [9] J.C. Lopez.[10] Brian Nakao, Lan Vu. [11] Wayne Murray,Sam Spaulding. [12] Gary Carpendale, ErikAckroyd. [13] Mikael Cook. [14] Greg Bates.[15] Rock Lee.


NEW Products

Upgraded Sizing SoftwareWeyerhaeuser has launched Forte 4.5, a free pro-

gram that performs load calculations and identifiessizing for Trus Joist engineered wood products andother material for use in joist, beam, post and studapplications.

New features include expanded hole analysis capa-bilities, concentrated live loads, and product updates.

WOODBYWY.COM(888) 453-8358

True-Look Composite ShakesArcella composite shakes from Inspire Roofing

Products carry a Class A fire rating.Four colors—aged cedar, new cedar, cedar brown,

and weathered gray—have shade variations for a nat-ural look. To enhance the natural, handcrafted look,5”, 7-1/2”, and 10” shake widths are available.

INSPIREROOFING.COM(800) 971-4148

Expanded ViewsKolbe’s VistaLuxe collection now includes a multi-

span sliding door.Intended for large openings—up to 24’ wide and 10’

tall—the doors help erase the boundaries betweeninside and outside living spaces. They can either stackopen or pocket into a wall. On request, doors can alsobe manufactured as custom corner units.

The extruded aluminum-clad exteriors can be paint-ed in standard, custom, and new mica colors. Interiorsare made of wood, including bamboo and other sus-tainably harvested species..

KOLBE-KOLBE.COM(715) 842-5666

Smarter InsulationSmartBatt fiberglass insulation from CertainTeed

uses MoistureSense technology to adapt to changinghumidity.

The product blocks moisture when humidity is lowand releases moisture when humidity becomes high. Itis ideal for crawlspaces, basements, bathrooms, laun-dry rooms, kitchens and exterior walls—any place tra-ditional kraft-faced insulation is typically used.

CERTAINTEED.COM(800) 233-8990


Priming into WoodStainable Primer from Arnon

Fasteners transforms any surfaceinto a stainable wood surface.

The product contains realwood, so the treated surface canbe stained or painted. It can evenbe used on an existing finish,without sanding.

STAINABLEPRIMER.COM(770) 728-1661

Versatile Hex ScrewTimberHex screws from Screw

Products are designed for loghomes, trusses, and other interiorand exterior applications.

The 5/16” hex-head screwsrange in size from #14x4”through 14” long and #17x5”through 11” long.

Made of heat-treated, hardenedsteel, the fasteners are corrosionresistant and compatible withtreated lumber.

SCREW-PRODUCTS.COM(877) 844-8880.


Sturdy Mounting BlocksSturdiMount blocks from The Tapco Group offer a

solid, even, crack-proof surface for the mounting ofoutlets, vents, gas lines, and light fixtures.

Pre-assembled and pre-flashed, the blocks aresecured into place before installation of fiber cementsiding, stucco, and wood cladding, to ensure architec-tural uniformity and optimum water management.

Available in white, with a realistic woodgrain, theblocks can be painted to match or blend with any sid-ing material.

THETAPCOGROUP.COM(800) 521-8486

Bright Deck & Porch LightingFeeney’s new LED rail light kit is designed to recess

into the underside of the top and bottom rails of thecompany’s DesignRail product.

Two lengths are available: 21” and 32”. Snap-onfrosted lens on each LED lamp evenly diffuse lightover outdoor porch and deck areas. A power kit,required for installation, includes either a 35-watt or a60-watt, 24-volt driver.

FEENEYINC.COM(800) 888-2418

Respecting the forest, honoringthe past, building the future.

A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of

• 5/4 & 6/4 Ponderosa Pine Shop• 4/4 Premium Pine Board Programs

State-of-the-Art Hewmill & Headrig Mill

Contact

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

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

Sheldon Howell(509) 874-1163


Composite Deck TilesDeck-A-Floor outdoor flooring kits from NewTech-

Wood can turn any flat, solid surface into a profes-sional-looking deck.

The capped, composite deck tiles don’t need sand-ing, painting or staining. Individual tiles snap into pre-made grills, without the use of joists or screws.

Colors include teak, walnut and gray. Borders anddesigns can be made using multiple kits and colors.

NEWTECHWOOD.COM(866) 723-5673

Thicker Exterior TrimsBoral TruExterior Trim now has a 2x profile (1-1/2”

actual thickness) in nominal widths from 4” to 12”.The proprietary fly-ash and polymer blend helps

prevent rotting, splitting and termite damage, but doesnot require additional priming or end-sealing.

BORALTRUEXTERIOR.COM(888) 926-7259

Moisture-Resisting SubfloorRigidCoat plywood underlayment from Roseburg

Forest Products has a water-repellant coating thatblocks up to 40% moisture absorption.

The coating extends from the top of each 8’-longpanel to the tongue-and-groove edges. Floor coveringscan be applied directly over the underlayment.

Made from Douglas fir and other western species,the veneer is fully sanded for uniform thickness.

ROSEBURG.COM(800) 245-1115


Gap-Free Deck ToolNational Nails’ CAMO Marks-

man Edge delivers no-gap instal-lation of treated wood decks.

The tool attaches to any drill toprovide secure, side-angle fasten-er entry, with no splinters. It canalso work with secondary spacerswhen a project requires gaps. Abuilt-in driver bit controls thedepth of drive.

NATIONALNAIL.COM(800) 968-6245

Fiberglass EntriesProVia’s 8’ Signet fiberglass

entry door has a solid, integratedframe with hardwood stiles andrails that are dovetailed andglued at each corner.

A 4-1/4” fingerjointed four-ply hardwood strike stile pro-vides a solid mounting surfacefor decorative hardware.

It comes in a variety of stylesand hand-applied finishes (cher-ry, mahogany, fir and oak).

PROVIAPRODUCTS.COM(877) 389-0835

Capstock DeckingMoistureShield Pro capstock

composite decking from AERTresists fading, staining, scratch-ing and is slip-resistant.

An exclusive manufacturingprocess encapsulates wood fibersin polyethylene plastic, ensuringmoisture protection to the core ofeach board and allowing installa-tion on the ground, in the ground,or underwater.

Resistant to slips, scratches andstains, the boards come in 12’,16’ and 20’ lengths, plus coordi-nating trimboards, and three var-iegated colors: ipé, Brazilianchestnut, and graystone.

MOISTURESHIELD.COM(866) 729-2378

Stronger ShearwallsSimpson Strong-Tie’s Strong-

Wall SB shearwall providesgreater lateral-force resistancefor garage portals, large open-ings, and other residential andmulti-family applications.

Dimensions range from 12”x7’to 24”x20’ for standard, portal,two-story stacked, balloon-fram-ing, and rake-wall uses. Each oneis field-trimmable.

Convenient drill zones and achase for wiring make it easy tofasten to headers.

STRONGTIE.COM(800) 999-5099


ASSOCIATION UpdateMountain States Lumber &

Building Material Dealers Associ-ation named Bill Moore, MooreLumber & Hardware, Bailey, Co.,2013 Lumberman of the Year.

Dan Lowe, Alpine Lumber, Parker,Co., was named president. Other newofficers are president-elect RichardGoering, ShingleCorp, Lakewood,Co.; immediate past president DennisGardner, Orepac Building Products,West Valley, Ut.; secretary PaulaErvin, Randall Lumber & Hardware,Taos, N.M., and treasurer DenaCordova, BlueTarp Financial,Colorado Springs, Co.

New board members are nationaldirector Max Guetz, Alpine Lumber,Parker, Co.; national 1st chair ScottYates, Denver Lumber, Denver, Co.;director & national alternate WalterFoxworth, Foxworth-GalbraithLumber, Plano, Tx.; director RichardGoodman, Probuild, Grand Junction,Co.; director John Martin, A.D. MartinLumber, Riverton, Wy.; associatedirector Jim Disaverio, AllweatherWood/Humboldt Redwood, Loveland,Co., and council chairman Sam Yates,Denver Lumber, Denver.

Western Building MaterialAssociation will present an estimatingworkshop March 11-12 at the associa-tion’s Kincaid Learning Center,Olympia, Wa.

During WBMA’s recent conven-tion at Tulalip Resort, Marysville,Wa., Mike Werner, Builders Alliance,Bellingham, Wa., was installed as thenew president. New 1st v.p. is SteveKerr, Kerr Ace Hardware, Brookings,Or., and 2nd v.p. Charley Miller,Miller Lumber, Bend, Or.

The Dealer of the Year Award waspresented to Bill Mackie, MadisonLumber, Ketchikan, Ak. Tom Rider,BlueTarp Financial, was honored asSupplier of the Year.

West Coast Lumber & BuildingMaterial Association will host itsannual Southern California golf tour-nament April 10 at Black Gold GolfCourse, Yorba Linda, Ca.

The annual dealer/associate golftournament is scheduled for June 5 atRancho Solano Golf Club, Fairfield,Ca.

The association will add an onlinebuyers guide to its website. A printed

edition of its membership directorywill be available, in addition to anonline version.

Western Hardwood Associationhas scheduled its 2nd annual interna-tional convention and expo for May19-22 at Holiday Inn Airport,Portland, Or.

Mike Snow, American HardwoodExport Council, will deliver thekeynote address on markets and eco-nomic outlook. Other speakers will beGordon Culbertson, Forest2Market, onexport markets, and ScottLeavengood, Oregon State University,on innovation in wood use.

Structural Insulated PanelAssociation will meet April 29-May 1at Marriott Pampano Beach Resort &Spa, Pampano Beach, Fl., for its annu-al meeting and convention.

The keynote speaker will be RonJones, president and co-founder ofGreen Builder Media. Architect SamRashkin, Department of Energy, willdiscuss net-zero-training.

Other highlights are announcementof the winners of SIPA BuildingExcellence Awards and a trade showwith industry suppliers.


FAMILY BusinessBy Wayne Rivers

Are you frustrated withthe younger generation?

MANY SENIOR generation familybusiness members report that

they’re frustrated, even disillusioned,with their potential successors. Theysay their successors just don’t seem tohave the necessary levels of commit-ment to the business, and don’t appearto be inclined to learn all the thingsthey need to know. In comparison tothe senior generation, they’re lazy anddisinterested in learning or coaching.

When young people agree to jointheir parents or grandparents in thefamily enterprise, they may or may notrealize that in doing so they’re imme-diately 100% vested with the hopes,fears, and aspirations of the seniorgeneration. They become the founda-tion upon which the legacy of both thefamily and the business will be con-structed. That increases the pressuresthe senior generations feel when theybegin to consider backing off andslowing down. Let’s take a quick lookat some of the common frustrationsfamily business parents feel and, moreimportantly, what to do about them.

expected to hang around an additional20 or 30 hours. If they’re coming upshort in their job performance, you’llhave objective criteria for evaluationand corrective action.

Second, help your kids understandyour position by exposing them tosenior generation peers in a differentfamily business. We’re not suggestingyou send them there for employment,just talk. Hearing the perspective ofother senior generation family busi-ness leaders could be valuable inopening the eyes of your children sothey can understand the kind of workeffort it truly takes to manage a thriv-ing, growing enterprise.

Senior generation family businessmembers must understand that it’s adifferent day. Today’s spouses won’ttolerate husbands or wives who areworkaholics and rarely participate innormal, everyday family activities.This is already apparent to some fami-ly business leaders. One commentedthat he was torn between his desire forhis son to be in the office 80 hours aweek and wanting him to be at hometaking care of the grandchildren. Byvirtue of the amazing amount of hoursand hard work you put in, your kidsmay not have to work as hard as youdid. That’s a part of your gift and lega-cy to them.

“My kids just don’t seem to getit. They understand the operationsside of the business, but they haveno clue about the financials and theneeds for a healthy balance betweencustomer fulfillment and the bottomline.”

This frustration could stem from asimple lack of training or low skillsdevelopment. The first step forimprovement is to give your kids askills assessment, or engage in gap

“My kids don’t seem to have thesame work ethic I did when I start-ed out. They’re just not willing toput in the hours necessary.”

Today’s young people definitelyhave a different view of the amount ofwork hours it takes to be successful inbusiness. This lament is almost uni-versal in family enterprises when thegeneration gap becomes apparent.There is a different societal norm fortoday’s 30-something family businessexecutive. They are expected to beevery bit as dedicated as their parentswere, while simultaneously beingexpected to be at every dance recital,Little League game, and schoolpageant. They also expected to helpout around the house with the chil-dren, the chores, the car pooling, etc.

Here are two simple suggestions.First, develop the measurable, or met-rics, by which you’ll evaluate yoursuccessors in their jobs. If they can getall the requirements of their jobs doneat an acceptable level in 40 hours aweek, they shouldn’t necessarily be


analysis to figure out where they’re weak. Create a formaltraining plan for them to strengthen areas that needimprovement. It could be something as simple as havingyour children sit down with your chief financial officer forone hour per week for tutoring, or you can engage in amore formal training plan by having them attend eveningMBA classes or take other training courses.

It’s also important to chart out a career path for yoursuccessors so they’ll know what jobs they’ll need to masterin the family business before they’ll be eligible to be seniormanagers. They’ll need immersion in all three functionalareas: operations, sales and marketing, administration andfinance. If they’re subpar in their understanding of anyarea, they’ll have a hard time maximizing the family com-pany’s success.

“Frankly, I’m not sure my kids have what it takes tobe successful in this or any other kind of business.”

This is a difficult thing for a parent to consider, but itmay be that your kids are simply not competent to run abusiness on their own. A family business owner who was afootball coach in a previous career put it this way: “When Icoached football, I learned that parents aren’t objectiveabout their children. Every parent thought their kid shouldbe the star quarterback.” It’s awfully hard to be genuinelyobjective about our own children. If that’s a concern, youshould undertake formal and informal analysis of your chil-dren’s competence.

There are many types of assessment tools for testingintelligence, business aptitude, personality type, problemsolving ability, etc. You can also talk bluntly about yourchildren’s futures (quietly and respectfully, of course) withyour advisors and board members. If you come to the con-clusion that your children may not be competent to run thebusiness successfully, it’s incumbent on you as a steward totailor your succession plan so it’s not dependent on yourkids. You must take steps to protect your own financialfuture, as opposed to taking the grave risk of turning yourcompany over to children incapable of running it.

“My kids are very smart, and I know they have theability to run this company, but they just have a differ-ent level of desire. I’m worried about their lack of pas-sion for the business.”

This frustration has several different sources. First, yoursuccessors may have a very different personality from youand may express their passion in ways that seem unclear oreven strange. Some personalities, while they feel emotionsas strongly as anyone else, simply don’t express them out-wardly. Second, successors could be unclear about theirown goals. They may not be sure about their own long-termcareer aspirations or whether or not they want to start afamily now or later. Third, they may not see a clear path forthemselves. While the senior managers may have a mentaloutline of a career path for junior executives, that doesn’tmean it’s been effectively communicated. It could be a caseof definitions that aren’t well aligned. Understanding a suc-cessor’s personality and having clear, well-defined careergoals will allow you to get a better handle on a successor’scommitment.

“My kids are smart and ambitious, but they can’t getalong. They are always bickering over one little thing oranother.”

Why would you expect your kids to get along? Theydidn’t when they were young. If you look back, they were

always having minor differences over what to watch ontelevision, where to sit at the dinner table, or whether or notthe other’s acquaintances were appropriate. Mom and Dadwere always around to referee and buffer between the chil-dren. When things got out of hand completely, parentsexercised their moral authority, coupled with their physicalsize advantage, to march the children off to their rooms orground them.

Unless the children have received formal conflict resolu-tion training, they have few real tools for getting along withtheir siblings now that they’re grown. The fact is they havea lifetime of experience of not getting along with their sib-lings and having someone else mediate a solution. Get themformal communications education, and maybe even acoach, to help them understand each other better and findcommon ground.

One surefire observation about frustrations between thegenerations in family companies: It always relieves stresson the family and the business to take decisive action.Whether it’s formal financial training, communicationskills training, developing specific and measurable criteriaby which you can evaluate your successors, or simply hav-ing your children talk to a senior generation family memberfrom another company, taking action is the best recipe.

The worst thing the family can do is to have both gener-ations stew in their frustrations over long periods of time,with no resolutions in sight. That’s a prescription for bothfamily disharmony and business disaster.

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

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


Phot

os b

y Th

e M

erch

ant

Mag

azin

eIB

S

INTERNATIONAL BUILDERS SHOW hit theLas Vegas Convention Center, Las Vegas,Nv., Feb. 4-6. [1] David Crandall, HughPaarmann. [2] Alan Tindall, Tony Groh, TobyBostwick. [3] Jack Hudson, Tom Taylor. [4]Scott Wills, Dave Peterson. [5] Peter M.Busichio, Brent Gwatney, Peter W. Busichio.

Zimmerman, Allyson Ludewig, Sid Taylor. [13]Chris Salvador, Brent McCutcheon, DustinSchroeder. [14] Larry Boyts, Loren Graber,Steve Cripe, Ken Hotchkiss, Scott Jarrett. [15]Doug Morse. [16] Bill Nugent, Jon Bailey.

(More photos on next three pages)

[6] Dan Carter, Denise Bough, Ralph Guthrie.[7] Tom Angel, Shannon Mott, Jerry Higman,Dave Bufe, Randall Richards. [8] KevinBrennan, Craig Hyatt. [9] Chuck Rigoni, DanBeatty, Craig Young, Rick Sanders. [10] DrewKappus, Mike Carver, Tom Hart. [11] JimGross, Jason Grommen. [12] Tom


IBS IN LAS VEGAS (continued from previouspage): [1] Ian Murphy, Jeff Sturdivan, JimReyes. [2] Garnett Douglass, MelissaMorinelli. [3] Joel Cone, Richard Lam. [4]

[8] Jackson Chen, Stan Kao. [9] JocelynGomez, Alan Oakes.

(More photos on next two pages)

Craig Jacks, Heather Sandoval, Derrick Morris.[5] Tony Saad, Simon Adnet, Jean-MarcDubois. [6] Shari Bell, Marty Ruch. [7] BruceBunn, Kalvin Eden, Kylie Kessell, Chris Strong.

IBS

Photos by The Merchant M

agazine

REAL. STRONG. REDWOOD.Meeting the latest standards for green building practices is nothing new around here. Working witha renewable building material grown in some of the world’s most well-managed and productiveforests, it’s like any other workday.If you need a signed document stating that products made from oneof nature’s longest lasting, strongest and most eco-friendly trees isgood for the environment, we’ve got that too.realstrongredwood.com - [email protected] - (925) 935-1499


Phot

os b

y Th

e M

erch

ant

Mag

azin

eIB

S

MORE IBS (continued from previous two pages): [1] Chris Johnson, UliWalther, Frank Grynkiewicz, Jacek Romanski. [2] John Assman, MattKlone, Mike McDonnell. [3] Bill Bevacco, Julie Rathjen, Jerry Leddin,Tom Cook, Dave Nixon. [4] Jim MacInnis, Ed Mikowski, Mark Challinor.[5] Brianne Franchi, Joe Russell, Kirk Evanov, Carol Lyn Groce. [6] GaryHayes, Robert Spaulding. [7] Howard Rothstein, Kim Pohl. [8] Greg

Wells, Amy Warren, Heather Crunchie, Katy Tomasulo. [9] Nicole Hill.[10] Kristina Steeves, Alan Oakes, Tess Lindsey. [11] Arvy Chadha,Laryssa Rose, Matt Sisman, Mike Pidlisecky. [12] Mike Booth, TraciRizzo, Brett Collins. [13] Brian Orchard, Bo Bryant, Phil Lail, JayLattanzio. [14] Jim Miller. [15] Barry Schneider, Chuck Casey.

(More photos on next page)


MORE IBS (continued from previous threepages) : [1] Vanessa Carrano, MikeRodenhaus, Dan Ivancic, Katie Linkens. [2]John Forbis, Ken Logue, Dennis Coffey. [3]Marc Maniaci. [4] Jim Seeger, Brian Stuk, JoeHolt. [5] Joe Biss, C.W. St. John, Jens Busse.[6] Dave Hughes, Amy O’Hara, Adam

Herrington. [11] Albert Renaud. [12] RichMaurer, Pam Corn. [13] Jessica Nacascues.[14] Katy Heaton, Jonathan Wierengo. [15]Brett Kelly.

Gangemi. [7] Patrick Slarko, Dr. Pete Mrosik,Robert Thiroff. [8] Miguel Gonzales, GabyHuerta, Tom Tamlyn. [9] Daryll Martin. [10]John Cooper, Brendt Dudley, Shawn

IBS

Photos by The Merchant M

agazine


Got yourown copy?

Just $22 a year. Start your own subscription withour very next issue by contacting

Heather at (949) 852-1990 [email protected]


CLASSIFIED Marketplace

Rates: $1.20 per word (25 word minimum). Phone number counts as1 word, address as 6. Centered copy or headline, $9 per line. Border,$9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets the type), $65 if we set type.

Send ad to Fax 949-852-0231 or [email protected] more info, call (949) 852-1990. Make checks payable to Cutler

Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Deadline: 18th of previous month. To reply to ads with private box numbers, send correspondence

to box number shown, c/o The Merchant. Names of advertisers using abox number cannot be released.

Catch up East of the RockiesSubscribe to

Just $24 for 12 monthly issuesContact Heather at (949) 852-1990

[email protected]

BPDBuilding Products Digest

FOR SALE Visit The ALL-NEWBuilding-Products.com

•

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

• Smartphone & tablet accessible • Improved search features• Event photos • Videos • Building products stock ticker

IN Memoriam

Donald Phillip Thom, 85, retiredowner of Bruce Bauer Lumber &Supply, Mountain View, Ca., diedJan. 26 in Mountain View.

Mr. Thom bought the business—then located in San Carlos, Ca.—fromhis father-in-law in 1966. In 1971, heacquired a second location when hebought out Bickell Brothers Lumber,Mountain View.

He retired in 1989 and the SanCarlos location closed in 1991, due toa railroad expansion.

Frank Franciscovich, 82, long-time Pacific Northwest lumberman,died Feb. 9.

A graduate of the University ofOregon, he spent two years as an

artillery lieutenant in the U.S. Army.On his return to the Northwest, hejoined U.S. Plywood/ChampionInternational, wholesaling buildingmaterials for 35 years from 10 differ-ent cities and six states.

In 1991, he became general man-ager of Exchange Lumber, Spokane,Wa., retiring at the end of 1995.

Jean Agnes Bjorn, 87, retired co-owner of Langley Building Supply,Whidbey Island, Wa., died Feb. 7 inEdmonds, Wa.

She operated the store with her latehusband, Phillip.

Greg Riley, 64, industrial salestechnical rep at RedBuilt, Boise, Id.,

died Jan. 25 of an apparent heartattack.

After earning a business degree atWestern State University, he workedfor uranium mining companies inColorado, New Mexico and Idaho.

Before joining RedBuilt, heworked for Trus Joist MacMillan.

Lorrayne Violet Simonson, 90,former co-owner and bookkeeper forSimonson Lumber Co., Smith River,Ca., died Feb. 13 in New Meadows,Id.

She started the company with herhusband, Leland, in 1950. They soldthe business in 1979 and began a landdevelopment company, SimpcoLands.


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Western Building Material Association – March 11-12, estimatingworkshop, Olympia, Wa.; (360) 943-3054; www.wbma.org.

Budma 2014 – March 11-14, international construction fair, Poznan,Poland; (317) 293-0406.

Greenprints – March 12-13, Atlanta, Ga.; www.greenprints.org.Pacific Northwest Association of Rail Shippers – March 12-13,

conference, Portland, Or.; pnrailshippers.com.Redwood Region Logging Conference – March 13-15, Redwood

Empire Fairgrounds, Ukiah, Ca.; (707) 443-4091; www.rrlc.net.Mountain States Lumber & Building Material Dealers Assn. –

March 14, products expo, Crowne Plaza Denver Interna-tionalAirport/JQ Hammons Convention Center, Denver, Co.; March15, board meeting, Denver; (800) 365-0919; www.mslbmda.org.

Washington Contract Loggers Association – March 14-15, annu-al meeting, Spokane, Wa.; www.loggers.com.

Inland Empire Home Show – March 14-16, Ontario ConventionCenter, Ontario, Ca.; (888) 433-3976; www.acshomeshow.com.

Sonoma County Home & Garden Show – March 14-16, SonomaCounty Fairgrounds, Santa Rosa, Ca.; www.sonomacounty-homeshows.com.

International Home & Housewares Show – March 15-18, McCor-mick Place, Chicago, Il.; (847) 292-4200; www.housewares.org.

Panel & Engineered Lumber Conference & Expo – March 20-21,CNN Hotel, Atlanta, Ga.; (334) 834-1170; www.pelice-expo.com.

South Bay Home & Garden Show – March 21-23, Long BeachConvention Center, Long Beach, Ca.; www.homeshowconsul-tants.com.

Pasadena Home Show – March 22-23, Pasadena ConventionCenter, Pasadena, Ca.; (888) 433-3976; acshomeshow.com.

North American Wholesale Lumber Association – March 30-April 1, leadership summit, Lodge & Spa at Callaway Gardens,Pine Mountain, Ga.; (847) 870-7470; www.nawla.org

National Lumber & Building Material Dealers Assn. – March 31-April 2, spring meeting & legislative conference, Arlington, Va.;(202) 367-1169; www.dealer.org.

Window & Door Manufacturers Assn. – March 31-April 2, legisla-tive conference, Arlington, Va.; (800) 223-2301; www.wdma.com.

Contra Costa Home & Garden Show – April 4-6, Sleep TrainPavilion, Concord, Ca.; www.capitalshowcase.com.

American Coatings Assn. – April 7-10, show, Georgia WorldCongress Center, Atlanta, Ga.; (888) 433-3976; www.paint.org.

Dubai WoodShow – April 8-10, international wood & wood machin-ery show, Dubai International Convention & Exhibition Centre,Dubai, UAE; www.dubaiwoodshow.com.

North American Wholesale Lumber Assn. – April 10, regionalmeeting, Vancouver, B.C.; (847) 870-7470; www.nawla.org

West Coast Lumber & Building Material Association – April 10,golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800)266-4344; www.lumberassociation.org.

Home & Garden Show – April 11-13, San Mateo Event Center, SanMateo, Ca.; www.worldclassshows.com.

Transload Distribution Association – April 12-14, conference,Hilton, Rosemont, Il.; (503) 656-4282; www.transload.org.

Western Forestry & Conservation Assn. – April 16, access &easements workshop, Springfield, Or.; www.westernforestry.org.

National Wood Flooring Assn. – April 16-19, wood flooring expo,Music City Center, Nashville, Tn.; www.woodfloors.org.

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

Cal Coast Wholesale Lumber, Inc.Pressure Treated Forest Products

Alkaline Copper Quat (ACQ)Custom Treating

Selected Inventory Available

P.O. Box 673 • 3150 Taylor Drive • Ukiah, Ca. 95482Phone 707-468-0141 • Fax 707-468-0660

[email protected]

Sales for Coast Wood Preserving


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Allura [allurausa.com]......................................................................3

Allweather Wood [www.allweatherwood.com] ..................Cover III

Big Creek Lumber Co. [www.big-creek.com]...............................21

Black Talon Universal [www.blacktalonuniversal.com] .............44

Blue Book Services [www.bluebookservices.com] ....................47

BW Creative Wood [www.bwcreativewood.com] .......................19

Cal Coast Wholesale Lumber ........................................................53

California Redwood Association [www.calredwood.org ............49

California Redwood Co., The [californiaredwoodco.com]..........23

Capital [www.capital-lumber.com]........................................Cover I

C.T. Darnell Construction [www.ct-darnell.com].........................26

DeckWise [www.deckwise.com] ...................................................32

Diacon Technologies [www.diacon.com]...................................5, 7

Eco Chemical [www.ecochemical.com] .......................................34

Fasco America [www.fascoamerica.com]....................................43

Fontana Wholesale Lumber [fontanawholesalelumber.com].....36

Haida Forest Products [www.haidaforest.com]...........................33

Huff Lumber Co. .............................................................................30

Humboldt Redwood [www.getredwood.com]....................Cover III

Jaaco Corp. [www.jaaco.com].........................................................4

Jones Wholesale Lumber [www.joneswholesale.com] ..............35

Keller Lumber .................................................................................51

Maze Nails [www.mazenails.com].................................................17

Mendocino Forest Products [www.mfp.com] ....................Cover III

Norman Distribution Inc. [www.normandist.com].......................39

North American Wholesale Lumber Assn. [www.nawla.org] .......8

Redwood Empire [www.redwoodemp.com].................................29

Reliable Wholesale Lumber Inc. [www.rwli.com] ........................36

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

Screw Products [www.screw-products.com] ..............................28

Simpson Strong-Tie [www.strongtie.com].................11, 13, 15, 31

Siskiyou Forest Products [siskiyouforestproducts.com]...........41

Skyreach L&S Extrusions [www.skyreachls.com] ......................45

Straight Line Transport [www.straight-line-transport.com] .......53

Swanson Group Sales Co. [www.swansongroupinc.com].........27

Universal Forest Products [www.ufpedge.com]..........................25

Viance [www.treatedwood.com] ..........................................Cover II

Western Forest Products [www.westernforest.com] ..................24

Western Red Cedar Lumber Association [www.wrcla.org] ..24, 33

Woodway Products [www.woodwayproducts.com] ...................42

Yakama Forest Products [www.yakama-forest.com]..................42

IDEA FileGoing to the Dogs

A family-owned dealer has learned that“going to the dogs” can be very good for business.

“The annual drive gets bigger and better everyyear,” says Geoffrey Webb, director of marketing andadvertising for Rocky’s Ace Hardware, which is basedin Springfield, Ma., and has 32 stores in Massa-chusetts, Connecticut, New Hampshire, Rhode Island,and Florida. “The program supports organizations thatprovide shelter, veterinary care, and comfort forhomeless animals in five states.”

For the past three years, each of Rocky’s stores hascollected food and other pet-related supplies for localanimal shelters. This year, more than four tons of petfood—along with beds, leashes, treats, toys, andcleaning supplies—were collected and delivered.

The annual drives are also good for Rocky’s.“Definitely, the annual drive has brought not onlyawareness that we are in the pet food business, butalso bolstered sales,” says Webb. “Sales rose 12% to15% during each four-week drive.”

Here’s how the program works: Nutro Pet Foods—one of the brands featured in the chain’s newlyexpanded pet sections—donated more than $1,500worth of premium dog and cat food to kick-start thedrive. Then customers—and animal lovers who hear

about the pro-gram—bring dona-tions of pet food andother items to theirlocal Rocky’s loca-tion.

“The emphasis ison being a goodcommunity neigh-bor. Stores selecttheir own local shel-ter/humane societyto work with,” saysWebb. “Many shel-ters promoted thedrive to their emaillists and posted it ontheir Facebook

pages. A few shelters also came out to our stores on aSaturday and brought pets ready for adoption.”

Rocky’s also sends out emails about the drives, tocustomers who have signed up to receive alerts andsales notices. Press releases are sent to local TV sta-tions and newspapers. These same news outlets coverthe final tallies for each store, bringing even more pos-itive attention.

Once the campaign ends, each store delivers thedonations to a local shelter. “Our team members oftenmake donations of their own and many volunteer at aneighborhood shelter,” says Rocco Falcone, presidentand c.e.o. of the chain. “We are honored to be a cata-lyst in achieving these outstanding results for home-less and abandoned animals in our communities.”

© 2014

FSC® C005200

AllweatherWood.comGetRedwood.com

PEOPLE ARE BUILDING AGAIN and that means increased demand for timbers. That’s good news for yards like yours; especially if you’re carrying Humboldt Redwood Con Heart, Douglas fir and Pressure Treated Timbers. Premium quality Humboldt Redwood, Douglas fir and Pressure Treated Timbers give your customers everything they need – unmatched strength, durability, beauty, and eco-friendly FSC® Certification. Our Redwood, Douglas fir and Pressure Treated Timbers are

BUILD

MORE PROFITABLE

available in 6” and larger sizes; in lengths up to 24 feet. Call us for your 3” and 4” dimension needs too. And if you have a special request we can custom cut up to 18” x 24” solid sawn timbers.

Get real. Get strong. Get ready for a great year with Humboldt Redwood, Douglas fir and Pressure Treated Timbers. Contact Julie Wright at (707) 764-4450; or [email protected].

business.

You can

a lot of things with our

Including a TIMBERS.


Randy SturgillCoquille Plywood Plant Manager31 years

The Merchant March 2014

Documents

Transcript of The Merchant March 2014