merchant sept. 2013

TOPS IN OSB SELLING REDWOOD & CEDAR UMPQUA VALLEY RECAP

SEPTEMBER 2013

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

4 The Merchant Magazine September 2013 Building-Products.com

September 2013Volume 92 Number 3

OnlineBREAKING INDUSTRY NEWS, EVENTPHOTOS, & DIGITAL EDITION

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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®2013 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.

In Every Issue6 TOTALLY RANDOM

18 OLSEN ON SALES

30 MOVERS & SHAKERS

32 FAMILY BUSINESS

34 KAHLE ON SALES

36 NEW PRODUCTS

43 ASSOCIATION UPDATE

44 IN MEMORIAM

44 CLASSIFIED MARKETPLACE

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX

Special Features8 FEATURE STORY

ENSURE OSB QUALITY WITH PROPERSTORAGE, HANDLING

9 INDUSTRY TRENDSOSB PRODUCERS REBOUND IN 2013

10 PRODUCT SPOTLIGHTREDWOOD SUPPORTS DECK BUYERS’ DREAMS OF GREENER FUTURE

12 MARGIN BUILDERSNEW CEDAR SALES TOOLS FOR DEALERS

14 COMPANY PROFILENEW NAME FOR SUNBELT

16 COMPETITIVE INTELLIGENCEBANKING ON RECYCLED WOOD

40 PHOTO RECAP: UMPQUA EVENT

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

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TOTALLY RandomBy Alan Oakes

Who’s watching you?IF THE SNOWDEN CASE has emphasized anything, it’s that nowadays we are under

constant surveillance—and not just by the government. Your smartphone and tabletare constantly asking if they can push this app or that app based on your location.Today, they know where you are, what you are doing, what you are buying, andworse, if someone hacks into your personal files and tries to do harm. Look, theyknow where your phone is even when you don’t! Today, they can even tell, if you arein, say, a Macy’s, what departments you visited. Hopefully, they can’t also see you inthe 360˚ mirror!

It is amazing how technology, as it changes at an ever-increasing pace, can over-whelm you even more than it helps you. You cannot seem to escape phones ringingnonstop, dings from your inbox, or kids playing games or watching videos.

I recently went out of the country and within six hours, despite having an interna-tional data plan, somehow managed to spend $1,100 on downloading my emails andvisiting a few websites before being cut off. It has taken me four weeks, six calls,three emails, and a visit to the local store to get the charges removed—long story! Justas well, as after two weeks I would have had to take a bank loan to pay AT&T.

At a business level, I cannot imagine working without the great benefits technologyhas brought us. But there are times I just want to scream, “Enough!” I suspect we arestarting to move backwards due to the overuse of technology. How much time do Iwaste daily sorting through upwards of 500 emails, particularly as the scammersbecome more and more sophisticated. I think Nigeria must have university degrees inscamming and spamming.

The web is a source of great information—and an awful lot of garbage, too. And,there seems to be an insatiable appetite to read about nonsense! The rush to get stuffup on the Net has led to completely fabricated stories and pure and utter journalisticdrivel written by unpaid interns. This is what you get when you do not want to pay foranything of value.

I know I have readers embedded and invested with Twitter, Facebook, LinkedInand their lookalikes. The problem is that there are some people I just may not want tobe in contact with. Yet here is LinkedIn and others telling me people who I mightknow and, no doubt, telling them about me. If I don’t invite them, what message isthat saying? Who is poring over my site, determining I must be lonely and in need ofmore friends or asking why I haven’t tweeted lately? Are they missing my prose?

What about losing 500 points in the stock market in 20 minutes, while I’m blissful-ly singing to my car radio, due to electronic trading programs that kick in? Who dothey benefit? How about being on Candid Camera as you drive through toll booths orwalk down the street? Does this mean I have to dress up and not look like a slob now?At home, despite being told I need only one remote, I, of course, need three. And, thecombination of getting sound, cable and programming at the same time seems to bebeyond me.

Last week, while simply looking at mortgage rates on a website, I clicked to thenext page and—lo and behold—30 seconds later I was getting a phone call to see ifthey could be of service. It was a company I had spokenwith in the past, but that is just plain spooky!

How about those emails about your boss to your bestfriend? Do you realize that someone in IT may bechuckling over you calling your boss an idiot, as theyforward your comments to HR?

I read recently that Facebook’s former head of secu-rity is now at the NSA—yes, the agency that has beenmonitoring your digital usage for years. Readhow much data Apple and Microsoft are beingtold to hand over to the NSA. If Facebookcan garner our most intimate details, howmuch the government knows about ourpolitical views, medical data, and the siteswe visit is getting out of control.

Alan Oakes, [email protected]

8 The Merchant Magazine September 2013Building-Products.com

FEATURE StoryBy Alex Kuchar, Weyerhaeuser

Ensure OSB quality withproper storage, handling

In addition, wood strands onunprotected surfaces of OSB maybecome raised, which is aestheticallydispleasing though not a structuraldeficiency.

OSB is resilient enough for expo-sure during a normal cycle of con-struction, but should be protected dur-ing storage to ensure it doesn’t weath-

ORIENTED STRAND BOARD isdurable, reliable, and long last-

ing. But like all wood products, if leftexposed to weather for extended peri-ods of time, OSB is susceptible toexpansion and contraction associatedwith moisture absorption and drying.Wood that expands and contracts willchange dimensions.

STORE OSB panels undercover at the yard. (Photo by Weyerhaeuser)

er prior to installation. Follow thesetips to keep panels unblemished dur-ing storage and delivery:

At the Yard• Keep OSB under cover in a com-

pletely enclosed warehouse, if possi-ble, but at minimum under roof cover.

• Store OSB panels in a flat orien-tation.

• Keep side covers in place to pro-tect tongue-and-groove edges.

In Transit• OSB transported on open flatbed

trucks should be covered with aweatherproof tarp.

• Handle panels in a flat orienta-tion. Protect edges and ends fromdamage and keep the load level.

• When moving OSB with a fork-lift, stack on a bunk or a pallet andinsert the forklift tines in between thesupports, not into the panel or sheath-ing stack. Be sure to get the tinesunder the load to avoid spearing it anddamaging it.

• Unload the pallet of OSB all atonce with a forklift; if the stack isunstrapped and the truck jerks for-ward, panels could fall and ends couldbe damaged.

At the Jobsite• Schedule shipments to ensure

OSB isn’t exposed to weather on sitefor long periods of time.

• Do not store panels in direct con-tact with the ground or mud. Store

Building-Products.com September 2013 The Merchant Magazine 9

OSB elevated on three 4x4s, one inthe center and the others 12 inchesfrom each end. This will keep thewood off the wet ground, as well asallow for ventilation.

• For flooring panels, wait toremove cardboard side covers untilready to install, to protect the tongue-and-groove edges.

• Minimize moisture exposure forOSB panels and all wood framing inthe home by getting the home roofedand wrapped in a timely manner.

Following these simple steps, inconjunction with proper 1/8-inchpanel gapping and good constructionpractices, can help ensure your OSB

LOUISIANA PACIFIC, Nashville, Tn., added additionalshifts at several of its seven mills and produced 3.7 billion sq.ft. of OSB last year—22% of the North American market.

“Housing starts appear to have been constrained by weath-er, labor and financing issues in the second quarter,” saidc.e.o. Curt Stevens. “The consensus projection for housingstarts for this year is a 25% increase over 2012, with startsprojected to increase at least another 25% in 2014. We will beready to respond.”

Late last year, the company began re-hiring at its mill inThomasville, Al., which has been shuttered since late 2010. InMay, LP completed the purchase of Canfor’s 50% share in thePeace Valley OSB mill in Fort St. John, B.C., which has anannual production capacity of 820 million sq. ft.

NORBORD, Toronto, Ont., invested about $10 millionthis year to restart its mill in Jefferson, Tx., which was shutdown indefinitely in early 2009. The mill should resume pro-duction in the fourth quarter, depending on market conditions.The company also operates 11 other OSB mills.

“Although prices were expected to adjust after reachingrecord levels in the first quarter, I was surprised by the degreeof the correction,” said c.e.o Barrie Shineton. “OSB prices arenow recovering, and I believe this trend will continue as thefundamentals supporting U.S. new home construction remainvery strong.”

WEYERHAEUSER, Federal Way, Wa., continues tooperate six OSB mills in the U.S. and Canada.

“Our priority is to continue safely making money by pushingfor continuous operational improvement, managing cost, andresponding quickly to market opportunities,” said c.e.o. DanFulton. “While we certainly welcome a stronger housing mar-ket, we are not waiting for it or relying on it for our success.”

AINSWORTH ENGINEERED, Vancouver, B.C., hasbeen operating three OSB mills and is looking forward toreopening its mill in High Level, Alb., later this year. The millwas indefinitely curtailed five years ago.

“We feel confident that the market will require additionalsupply in the months and years ahead,” said c.e.o. Jim Lake.“We are preparing to meet that demand with the restart of ourHigh Level mill.”

He also noted that Japan continues to be a key exportcountry for Ainsworth, as shipments there increased 29% overlast year.

GEORGIA-PACIFIC, Atlanta, Ga., celebrated the start-up of its mill in Clarendon, S.C., which it acquired from GrantForest Products in 2010.

“South Carolina is a major part of our focus on growing ourbuilding products business,” said c.e.o. Jim Hannan. “Theinvestment in our Clarendon County facility makes us well-positioned to grow with our customers as the housing marketcontinues its slow recovery.”

The mill was part of a $400-million acquisition that includedGrant’s plants in Allendale County, S.C., and Englehart,Ontario. GP then spent an additional $30 million to completeconstruction on the Clarendon facility in 2011.

G-P operates three additional OSB mills—two in Virginiaand one in West Virginia.

HUBER ENGINEERED WOOD, Charlotte, N.C.,recently introduced a new OSB product: ZIP System long-length panels.

The company claims that the new product combines thesuperior moisture protection of regular ZIP System sheathingwith the easy installment of 10- to 12-ft. panels. Developedspecifically to help builders meet evolving energy codes, thesheathing has built-in laminated exterior foam panel insulation,eliminating the need for additional housewrap.

Huber operates five OSB mills.

ROYOMARTIN, Alexandria, La., is celebrating its 90thyear of business and its moving into its 6th year of operation atits flagship OSB facility in Oakdale, La.

“Our OSB business continues to make significant stridesforward in safety, customer satisfaction, and productivity everyyear,” said Terry Secrest, v.p. of OSB. “Our entire team is fullyengaged and committed to being world class in all we do.”

From July 2012 to June 2013, the mill produced 743 millionsq. ft. of OSB. A new shift was also added, to keep up withdemand for the company’s Eclipse radiant barrier OSB panelsand other value-added products.

In June, the company won the 2012 Innovation in Safetyaward from APA-The Engineered Wood Association. Theaward was given for the mill’s “Safety Mentor Program,” whichintroduces new hires to the company’s rigorous safety culture.

TOLKO, Vernon, B.C., is proceeding with preparations toreopen its fifth OSB mill, in Slave Lake, Ab., which was cur-tailed indefinitely in early 2009. The mill is expected to resumeproduction by the first quarter of 2014.

“Before we could commit to the significant financial andhuman resource investment required to restart the mill, we hadto determine that current improvements in market conditionsare sustainable,” said c.e.o. Brad Thorlakson. “We are confi-dent about the future of the industry and look forward to posi-tive years ahead.”

OSB 2013

sheathing and flooring installs accu-rately, smoothly and beautifully.

For additional strategies andadvice, contact your manufacturer’srepresentative.

– Alex Kuchar is OSB technical manag-er for Weyerhaeuser Wood Products.


Survey says:Redwood decks support buyers’dreams of greener futureFOR MANY HOMEOWNERS, the deck is a promise of quali-

ty time spent enjoying the home and garden that repre-sents their dreams.

A recent survey commissioned by the CaliforniaRedwood Association showed that decks can also helphomeowners express their environmental values. Whilepeople love decks for both enjoying their outdoor spaceand boosting their home’s value, they want to make surethe products used to make those decks won’t harm theenvironment.

This reflects the trend CRA has observed for years now,with homeowners wanting to minimize their impact on theenvironment. The survey of California homeowners

RECENT SURVEY showed that the vast majority of homeownersdemand their decks be eco-friendly. Photo by CRA

PRODUCT SpotlightBy Charlie Jourdain, California Redwood Association

showed that three-quarters of them believe that it’s impor-tant for their deck to be eco-friendly. That’s probably whymore than 90% said they believe a deck should be recycledor reused after its useful life and not wind up in a landfill.Which is why it’s more important than ever to make sureconsumers have access to information that can help themmake the best decision to fit their environmental values.

It’s no surprise that California homeowners would havean eye on sustainability when it comes to choosing theirdecking. That made CRA curious to know how they ratethe current decking products available. When CRA askedthem to rank-order a variety of decking materials, they putredwood at the top of the most eco-friendly deck buildingmaterials. They admired not only its environmental quali-ties, but also the natural beauty and warmth of redwooddecking.

The results from this survey were enlightening: theyprove not only that consumers are continuing to educatethemselves about the kind of products they use in theirhomes, but also that some of the marketing messages fromsome composite/plastic deck product manufacturers aren’tholding up to the test of time.

When CRA commissioned a Life Cycle Assessment tocompare the environmental qualities of composite/plasticdecking and redwood decking side-by-side, it turns out thatmaking composite/plastic decks out of old plastic is notthat green after all.

Redwood is a renewable resource. Responsibly harvest-ing redwood trees is an essential part of sustainable forestmanagement.

Redwood lumber is biodegradable; it goes back to theearth to help make more trees. The redwood forests ofNorthern California, a vital part of our ecosystem, are man-aged carefully to ensure that our forests will remainhealthy, beautiful and productive for generations to come.That means responsible harvesting at sustainable levels, aswell as the protection of old growth stands and naturalhabits. CRA takes pride that 100% of CRA member-ownedtimberlands are certified as well managed and sustainable


by the Forest Stewardship Council.Plastic, by stark contrast, is a petroleum product.

Making composite/plastic decks depletes the world’s oilreserves. Once made, it often has only one final destina-tion… the landfill. Making composite/plastic lumber out ofrecycled plastic only delays the inevitable and consumesprecious, nonrenewable resources to bring the product tomarket.

Any time a homeowner is considering a deck for theirhome, they’re not just measuring the physical footprint, cal-culating how much of their yard to dedicate to this space.They’re also measuring the environmental footprint of thatdeck to minimize the environmental footprint the deck willleave behind.

CRA can help them find the most accurate measuringguides that will make them confident in their decision tofind the best materials available from Mother Nature.

– Charlie Jourdain is president of the California RedwoodAssociation, one of the oldest trade associations in the lumber

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industry, focused on promoting redwood products and educatingbuilders and consumers on the advantages of using redwood.Reach him at [email protected] or (888) CAL-REDWOOD.

As Seen on TVPromoting natural redwood to California homeown-

ers presented a unique opportunity to have a little fun,while setting the record straight about Real StrongRedwood.

In collaboration with Humboldt County, CRAlaunched a series of 30-second television ads comparingredwood to man-made composites and plastic decking.While the tone is light and fun, the ads point out the dif-ferences between composites and redwood, promotingthe positive aspects of using redwood for decking.

The ads, which have been aired throughoutCalifornia, have grown popular online as well. Theadvertisements can be seen at realstrongredwood.com.


AS THE U.S. CONSTRUCTION industry hits stride, buildingmaterials suppliers have enjoyed increased demand for

appearance products aimed at the R&R market, in particu-

New cedar sales toolsfor dealers, distributors

MARGIN BuildersWestern Red Cedar

lar for use in outdoor applications.One organization that’s making the most of capitalizing

on the market upswing is the Western Red Cedar LumberAssociation, a non-profit association representing qualitywestern red cedar suppliers in Canada and the U.S.

A central component in the WRCLA’s strategy to boostthe volume of Real Cedar-branded products is a new andextremely robust website, slated to go live in earlySeptember.

While a strong online presence is the now par for thecourse, what makes RealCedar.com unique is that it’sdesigned not only to guide consumers through the purchasedecision, but also to connect dealers and distributors moreclosely with the sales process.

Additionally—and what will be of particular interest toretailers—the site also provides them with the tools to helpclose the deal.

As with any venture designed to get results, planningand preparation was the first step.

“From the beginning, our plan was to build a seamless,simple path for the consumer to buy Real Cedar-brandedwestern red cedar,” said WRCLA managing director JackDraper. “But we also recognized that our members are keyplayers in the process, and by engaging them early weknew we’d get greater results.”

Western Red Cedar Lumber Association membersinclude manufacturers, certified cedar distributors (CCDs)and service affiliates who pay an annual fee to the associa-tion.

“The advantages for the retailer and the distributorbecome quite pronounced once you see how the siteworks,” noted Draper. “It isn’t a static site of generalizedfree information for visitors, but rather a targeted e-com-merce tool for our members that monetizes their invest-ment.”

The site meets the needs of four audiences: do-it-your-selfers, architects and builders, industry members, andinfluencers (bloggers, editors, and media related parties).

It recognizes the differences between these audiencesand tailors a path through the buying life cycle according-ly. An end consumer, for example, can be guided through aqualifying process that provides information on ideas, plandownloads, building and maintenance information, andthen leads them directly to the nearest certified cedar dis-

INVITING home page welcomes visitors to RealCedar.com.(Photos by Western Red Cedar Lumber Association)


ARCHITECT KNOTTY grade 5/4"x6" western red cedar decking.

tributor-defined retail network.WRCLA service affiliate retailers

obviously benefit from the flow oftraffic from the site, and the additionof Real Cedar branded products andinformation keep the consumerengaged at the retail level. The dealeralso has full use of the site’s imagery,video, building ideas and plans, aswell as staff training and access toindustry experts and resources.

Certified distributors also have apresence on the site, and while theydon’t sell directly to the end con-sumer, the visibility and associationpay off.

“We’ve had numerous occasionswhere a discriminating buyer, design-er or architect seeks a distributordirectly looking for a particular prod-uct,” said Paul Mackie, a WRCLAarchitectural advisor. “Rather thanhave that potential buyer re-directedto just any non-member retailer, wehave the channels and expertise inplace to guide them through our retailnetwork and turn that into a sale.”

Traffic to the site is directedthrough traditional advertising,events, sponsorship and PR, andsocial media. RealCedar.com func-tions as a social media conduit withcontent being generated and managedin conjunction with other media ini-tiatives and outreach, and tweeted andposted on Facebook on a regularbasis. The site is also linked via trend-

setting sites such as Houzz andPinterest, sites from which the con-sumer can easily access the

P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288 • (541) 535-3465 • www.normandist.comSuperior Service, Products & Support

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WRCLA’s site for more building orfinishing ideas.

With traffic from the WRCLA’sprevious network of sites aggregatedand re-directed to the new one, andfuelled by a promotional and region-ally targeted advertising campaign,RealCedar.com boasts over 250,000unique visitors a month—an impres-sive number that bodes well for sales.That number is expected to grow asmore organic traffic builds.

True to the slogan, “Membershiphas its privileges,” WRCLA membersreap the benefits of this high-traffichub featuring a search engine opti-mization (the process of ranking thewebsite higher on search engines),new media networks, both online andoffline marketing, and a re-invigorat-ed Real Cedar brand.

“We’re building a real presence forour manufacturers, distributors anddealers,” said Draper. “When every-one has the tools to work together,you reach your goals that much morequickly.”

To learn more about the new siteand strategy, join the WRCLA-hostedsession Oct. 25 at NAWLA’s TradersMarket in Las Vegas, Nv.


service planner and constructor ofLBM facilities, from simple storageoptions to full-scale, multi-unit lum-beryards and retail facilities.Capabilities include full-servicebuilding design and construction forstore buildings, warehouse buildings,bulk storage sheds, rack-supporteddrive-thru buildings, and T-sheds.CTD also modifies existing buildings.

C.T. DARNELL CONSTRUCTION is thenew name of the design and con-

struction division of Sunbelt Racks—which will continue to offer rackingand storage systems, fixtures, equip-ment and logistics for the LBM indus-try.

“Our new name more accuratelyreflects the broad spectrum of ser-vices we have been offering lumber-

yard operators for more than 25years,” says Travis Darnell, presidentof the Alpharetta, Ga.-based opera-tion. “Many people do not know thatwe are a general contracting firm thatoffers so much more, not just equip-ping, but also planning and construct-ing.”

The new name emphasizes that CTDarnell is a nationally licensed, full-

Racking specialistto build on new name

COMPANY ProfileC.T. Darnell Construction

NEW INTERIOR at McCoy’s Building Products, Taylor, Tx., showcases the space-planning skills of renamed CT Darnell Construction, Alpharetta, Ga.


Along with a new website, the new division got a newtagline—“We build solutions”—that is based on the com-pany’s philosophy that it will not sell a customer some-thing that isn’t right.

“If a customer comes to us and says they want a certainracking system or a certain shed, we will not sell it to themif it’s not what they really need,” says marketing directorSue Silva. “We’ve worked on over 1,000 lumberyards andwe know how to fit them with racks or build a building tomake them run efficiently.”

As Travis explains, “We typically spend planning timealongside an operations manager of a lumberyard or theowner of a retail store to ensure the finished product hasperfect functionality.”

Or, as vice president Clint Darnell puts it, “You wouldbe hard pressed to find any other nationally licensed con-tractor that has an in-depth understanding of both the lum-ber and construction industries.”

Founded in 1987 by Alan and Angie Darnell to servelumberyards and the then-new big-box retailers, the firmhas evolved into a full-service, licensed general contractoroperating across the United States, Canada and theCaribbean. Travis and Clint Darnell, sons of the founders,became owners in 2008.

“Basically, CT Darnell Construction is a new name thatrepresents a broad range of expertise and superior industryknowledge that’s always been there,” summarizes Travis.“We are the only company out there that can do the entirejob, from start to finish, so you’re dealing with just onecompany.”

CT DARNELL has designed and constructed multiple locations through-out Texas for McCoy’s Building Supply, including this one in Taylor, Tx.

Photos courtesy CT Darnell


Recycled wood:Back to the future

Williams show in Branson, Mo. “I’vealways been involved with wood—even underwater wood. I’d investedmoney and networked in the lumberbusiness,” Mike spins the tale. Today,he’s recounting the story of North Callike someone who’s just got religion.Which he has.

The outfit, launched in 1985, estab-lished its reputation with redwood,straight up. But, early on, one of itsmajor successes was that the ownersnagged North Cal as the exclusivesupplier of redwood garden productsfor Home Depot.

“That coup helped get us startedwith a very good product and led us toplay an important role here on theWest Coast,” says Mike. “Competi-tion, naturally, arose. We’d forged thepath, but it was no longer as profitable

COMPETITIVE IntelligenceBy Carla Waldemar

THIS ISN’T THE STORY of a third-generation family firm where

today’s top dogs grew up sweepingsawdust. Yet, had these fellows beenborn in the shadow of a lumberyard, itwell could be. It’s the story of love atfirst sight.

Tony Fernandez, director of sales& marketing of North Cal WoodProducts, based in the Bay Area townof Ukiah, Ca., has worked here “onand off, for 15 years. I was friendswith the owner and into redwoodmyself—hot tubs, furniture. Henoticed I loved wood and had a lum-ber mill, so we hooked up together.”

Mike Lacy, vice president of mar-keting, signed on with North Cal ayear ago, leaving—true story, Iswear—a career as a professionaldrummer performing with the Andy

NORTHERN CALIFORNIA dealer has made a name for itself reclaiming and milling abandoned oldgrowth logs from local forests, such as this 48"x48"x20' giant buckskin redwood timber.

as it once was. So, in 2004, webecame involved with a deconstruc-tion project in Scotia.”

Another right-time, right-placeserendipity. “The world’s largest red-wood sawmill, Pacific Lumber Co.,had gone bankrupt and lost their mill.After deconstructing five million bd.ft., word got out and we got a contractfor the redwood and delivery fromStanford University—another coup!

We had great relationships with allthe sawmills. That provided us withinventory to start recycling in order tosupply green products”—redwood,doug fir, western red cedar and more,all the buzz among California’s for-ward companies with sustainability astheir byword. Now North Cal suppliesflooring, siding, decking, lumber, cus-tom trim, slabs and millwork. Word ofmouth kicked in and soon attractedhigh-end clients in the Bay Area,including eco-forward corporationssuch as Facebook. Twitter, Land’sEnd, and Whole Foods. (Not to men-tion wealthy Hollywood tycoonsbuilding their new homes.)

“We developed resources to man-age the chain of custody—we trainedourselves and financed it—so we canact as both source and distributor toour customers. We managed it all.(And here’s an interesting sidelight,”Mike adds. “Our facility is located onthree acres where Georgia Pacificonce had a chemical plant. We did allthe environmental abatement—a lotout of pocket—to change it from toxicto green. It’s a model in the reclaimedindustry,” he rightly brags.)

Back on message, “We can do A toZ,” he explains. “Tear it down, truck itout, remove the toxics like lead andpaint, remill it, then take it to our cus-


tomers.” And how do you come up with the used wood to recy-

cle, Mike? Again, the power of word of mouth. “Our repu-tation leads them to us,” he maintains.

Until the recession, anyway. “When it hit, it led to a lotof our competition going out of business. The recessionslammed us, too, like everyone else: layoffs, scaling backoperations. What happened was, quite a bit of consolidationamong the competition. At our peak, back in the HomeDepot days, we did $30 million a year. The recessionknocked us back to $2 to $3 million. But today, we’re get-ting incredibly strong again. We’re back into garden prod-ucts in a big way, signing with a national big box with 250units in California alone—redwood lattice panels. Plus,independent dealers and homeowners are buying our prod-ucts on the web. Sure, we’re in the commodity business,too, but our bread and butter is reclaimed wood,” Mikeunderscores, and points us to the amazing length and

Adds Tony, “The idea is, the independent contractorwho’s at a jobsite in Wisconsin, trying to find studs orframing or flooring or siding can get online on his laptop orsmart phone, check our inventory, read a product review,and place an order. With just a few clicks, he can get itshipped directly to the jobsite.”

About that vanguard website: “We launched it in 2009,literally the first to do what we’re doing. Granted, peoplearen’t used to shopping online for lumber, so the businessstarted slowly, but it’s the wave of the future,” he’s con-vinced. “So we just redesigned our website, making it moresearch-friendly. And we’re utilizing social media, likeFacebook and Twitter.

“It’s an online world. I foresee there’ll be a time whenmost of the company’s customers will shop and orderonline. It’s the wave of the future,” Mike is certain. “In theface of the recession, we created this as a way to grow, andit’s been growing since 2009. We’ve seen traffic triple, andit has earned us more revenue by June this year than all lastyear. It’ is not a big business right now, but customers arereacting very favorably, and it’s growing.”

Yes, but. Once before, North Cal led the way, only tohave to bow to competition.

Rebuts Mike, “Sure, a lot of mills say having such awebsite would definitely be of service, but having a 4,000-product integration, such as ours, on a site would be techni-cally very hard to duplicate. The sweet spot is, we don’thave to broker any of this. We are both manufacturer, dis-tributor and end-seller: no middle men. And in California,we deliver it with our own trucks.

“Reclaimed wood is where we stand out. And whatwe’ve found there is most interesting: It’s in high demandon the East Coast, where it’s not readi-ly available, so many high-end, afflu-ent clients from there order from usand have it shipped from California(never mind their freight price).”

Adds Tony, “We expect busi-ness to grow further as we empha-size our You Click, We Ship Itcampaign.”

Looks like there’s no goingback to Andy Williams.

Carla [email protected]

NORTH CAL’S recycling adventure began with reclaimed timbers fromPacific Lumber Co.’s historic mill in Scotia, Ca.

breadth of North Cal’s portfolio detailed on its website.(See photos of work for clients at www.northcal.com.)

Lots of dealers can sell wood well, but recycled woodadds another (bad pun alert) dimension. To sell it, cus-tomers get romanced with the sizzle as well as the steak.“The story of wood,” Mike calls it. “We know where eachpiece comes from, and it helps marketing it. It also”—timeout for a ta-da!—“enables us to demand premium prices—NOT commodity prices: The margins are much higher!”

Asked about the architectural style prominent among thecorporations and individuals seeking this wood with histo-ry, Mike calls it Organic Modernism. “That’s the trend wesee—old wood again, with natural elements, like stone, andsteel for the industrial look.

“Most of our clients come from the Bay Area ofCalifornia, but the list is truly national. Our second-highestarena is New York. The website we just launched,www.youclickitweshipit.com, takes us all over the coun-try. It beats any big-box selection, and without having totravel to the store. Online, you can check multipleoptions—grade, sandblast, species—and all without a caror phone call or fax, which,” he adds, “reduces the carbonfootprint.

“Other wood goes from forest to manufacturer, then dis-tributor, then a home center and then to its customers. Here,it’s shipped direct. Saves time and energy.”

SANDBLASTED MANTEL was produced from a 4"x10" reclaimedDouglas fir timber.


(sales?)people hide behind the truth. But sadly and unprof-itably, it’s a lazy, uncreative truth.

Two lumber salespeople have an identical challenge: atruckload of 2x4 2&Btr., 14 ft.—that has to go today!

Quotron: I tried to sell it, but my guy couldn’t use 14s.(Truth)

Master Seller: My guy couldn’t use 14s, so I sold themto him on a 12-ft. count. You said, do your best on theprice, but move it today, so it’s gone. What’s next?(Profitable Truth)

Just BiggerI did a radio show for a year called The Sales Doctor.

The night of the first show, I was prepared, psyched andnervous as H-E-Double Thunder. Right before showtime,the station manager came in and said, “James, you see thatlight up there? When it turns red, it’s you”—and then hetook both hands and acted like he was lifting up a worldand added—“just bigger!”

Salespeople who dominateembrace the “just bigger” aspect ofthe job. Be yourself. We all promoteand sell the truth in our own way.We don’t have to be loud to be pas-sionate. But we do have to showour passion. We can show ourpassion through quiet intensity,for example. So whoever youare and whatever truth you areselling, sell it—just bigger.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

THE TRUTH CAN change nations, move mountains, and setus free. But it cannot sell itself. That’s our job.

The skill sets we use as salespeople—building rapport,creating confidence, getting people to change their mindsand say yes to us, quickly—are used by bad people to badends. They are called con artists. We are not con artists. Weare salespeople, promoters of products we believe in.

We must believe in the product we are selling.Promoting a product we don’t believe in is immoral. Salesis a reputation business. Lying catches up. People are notstupid. Salespeople who lie don’t survive (aside from a fewtalented sociopaths who bounce from job to job).

The biggest fear of salespeople who underperform isthat they will be perceived as liars, not that they are liars.Roughly 99.9% of all salespeople are honest and know it.Many struggling sellers bend over backwards trying tomake up for the 0.1% instead of acting like the honest(sales)people they are and promoting full steam ahead!

This fear precludes them from being great. Because atthe moment(s) of truth (i.e., every moment in front of thecustomer) this feeling of “Oh, no, they are going to thinkI’m saying this just to get the order” (lying) causes theaverage salesperson to hesitate and pull back, just a little.

This pulling back doesn’t just happen at closing. It hap-pens all the way through the sales process from prospectcall to close. I call it “shambling around like a second classcitizen.” Life is a mirror. When we act like a second classcitizen, people treat us like one. They can’t help it.

It also causes “beating around the bush” syndrome—notasking directly for what we want—which confuses andfrustrates the customer and does not create sales. In thehyper-competitive world of sales, this hesitation is wherethe customer and the order are lost.

Our Part in the MovieWe are not in the technical writing or research depart-

ment. We are not accountants. We are in the promotionsdepartment. We promote things. We make them sound asgood as possible. We are inspirational (not just informa-tional). We can tell our woman we love her by text or wecan buy her a bouquet of flowers and hand deliver them toher at her office. Which will she prefer?

Customer: I like the color. Is this any good?Quotron: Yeah, it’s good.Inspirational Seller: That is a great color and it goes

with your eyes. Made in the U.S.A., it was given the awardfor quality at last year’s New York fashion awards.

Hiding Behind the TruthMany quotrons don’t want to do sales work. They want

to present product and let the customer decide. If the cus-tomer says yes, they get the order. If not, oh well. These

Selling the truth


DEALER BriefsClose-out sales have begun at ninemore Orchard Supply Hardware storesnot among the 72 locations beingacquired by Lowe’s.

Great American Group has beenhired to empty out remaining invento-ry in Burbank, Canoga Park, ElCerrito, Lodi, Merced, Santa Ana,Santa Clarita, Torrance and YubaCity, Ca.

Stores in Citrus Heights, Fairfield,Huntington Beach, Lone Tree, LongBeach, Midtown Los Angeles, New-

South Regal Lumber Yard,Spokane, Wa., will close by early nextyear after 64 years and consolidatewith sister company West PlainsBuilding Supply, Spokane.

Berkeley Ace Hardware ,Berkeley, Ca., must find a temporarynew home by the spring, when con-struction begins nearby on a newapartment complex—the city’s largest.

Windows, Doors & More co-founder Ken Hall has begun transition-ing ownership of the Seattle, Wa.-based company to Rick Locke.

Hall will continue with the 20-year-old business in an advisory role duringthe transition and serve in sales there-after.

South Puget Sound Habitatfor Humanity opened a larger,23,000-sq. ft. replacement store in westOlympia, Wa., Sept. 10.

Twenty-five independently ownedAce Hardware stores in Colorado,New Mexico and Wyoming raised morethan $10,000 for local charities in theco-op’s fifth annual “Grill Your Ace Off”grilling competition and fundraiser.

Anniversaries: Timber Pro-ducts Co., Springfield, Or., 95th …Sunset Moulding, Live Oak, Ca.,65th … Junction True ValueHardware, W. Seattle, Wa., 60th …Alpine Lumber, Englewood, Co.,50th …

ark and Vacaville, Ca., began liquidat-ing in late June and closed Aug. 31.

Days earlier, the bankruptcy courtapproved the sale of the majority ofOSH’s assets to Lowe’s for roughly$205 million in cash, plus the assump-tion of payables owed to OSH ven-dors.

The deal was expected to close bythe end of August, at which timeRichard D. Maltsbarger was tobecome president of Orchard, replac-ing Mark Baker.

OSH Emptying 9 More Stores as Lowe’s Moves In

Weyco Sues Over LP’s LSLWeyerhaeuser Co. has filed suit

claiming LP Building Products’ newSolidGuard line of zinc-borate-treatedlaminated strand lumber violates thetrademark held for its own Strand-Guard zinc-borate-treated LSL.

According to Weyerhaeuser sinceStrandGuard is currently the onlytreated LSL structural product thatstarts with the sound and letter ‘S’ andends with ‘Guard,’ LP presumablyintended to trade on the 10-year-oldproduct’s good name.

Weyco is seeking a temporaryrestraining order, a permanent injunc-tion against LP using the SolidGuardname, destruction of all SolidGuardmarketing materials, plus damages andattorneys fees.


SUPPLIER BriefsWillamette Valley Forest Products, Beaverton,

Or., has been launched by Mike Atkerson, ex-SherwoodLumber, specializing in concrete form specialty sales.

Swanson Group’s dimension lumber mill at Glendale,Or., recently installed a Transverse High Grader from USNR.

Pleasant Lumber, Monte Vista, Co., suffered an Aug.22 mill fire caused by electrical and mechanical problems.

California Cascade Industries is now distributingFortress Versai residential fencing throughout Californiafrom its DCs in Sacramento and Fontana, Ca.

Weyerhaeuser has added a shift at its Trus Joistplant in Boise, Id., to increase production of TJI Joists coatedwith Flak Jacket protection.

CPG International will unite its TimberTech andAZEK brands under a single organization, CPG BuildingProducts. Sales teams from both brands will be combined.

ProVia unveiled an online Visualizer that allows con-sumers and dealers to preview products integrated into photosof their own homes.

GAF is now offering Deck-Armor and Tiger Paw customlogo programs, allowing lumberyards and contractors to havetheir logos co-branded on to the roof deck protection products.

APA–The Engineered Wood Association,Tacoma, Wa., relaunched www.performancewalls.org, a freeresource for building safe, durable and code-compliant walls.

Builders Hardware Manufacturers Associationhas added a certified products directory to its website.

Wynndell Lumber Sales, Wynndel, B.C., this monthcelebrates its 100th anniversary—reportedly making it the old-est family-owned sawmill in British Columbia.

Omak Mill Nearly Ready to RestartWood Resources LLC, Shelton, Wa., is completing

restoration of the former Colville Indian Plywood &Veneer mill in Omak, Wa., and will operate the facilityunder a new subsidiary, Omak Wood Products LLC.

Forty workers are currently working on the plant, whichclosed in 2009. Before the end of the year, the facility willemploy as many as 100 employees producing softwoodveneer. Douglas fir plywood production will begin in mid-2014. At full production, Omak will employ as many as200.

Wood Resources, which also operates Olympic PanelProducts, Shelton, has no plans to restart the ColvilleIndian Precision Pine sawmill in Omak, which also closedin 2009.

Judge Drops Lawsuit Against SPIA judge has dismissed a lawsuit brought by the

California Department of Forestry and Fire Protection formonetary damages against Sierra Pacific Industries,Anderson, Ca., and other defendants regarding Sept. 2007fire that started on private land and spread to the PlumasNational Forest and other private holdings.

“This is a significant victory for SPI and the other defen-dants in the case,” said spokesman Mark Pawlicki. “Weknew all along that the evidence did not support the state’sclaim that our contractor started the fire.”

SPI alleged that the government’s fire investigators inthis case conducted a faulty investigation and were not ableto identify the true origin of the fire. During recent deposi-tions, Cal Fire’s own expert on wildland fire investigations

said during recent depositions that it was “more probablethan not” that the Moonlight investigators engaged in actsof deception while testifying about a primary aspect of theirinvestigation.

“Although Cal Fire employees are highly regarded fortheir professionalism and integrity, unfortunately, theMoonlight investigations did not live up to that standard,”said Pawlicki.

The government’s investigators in the Moonlight Firehad alleged that SPI’s logger started the fire by striking arock with a bulldozer, causing a spark to ignite woodymaterial. Further, the state alleged that the logger failed toobey the law, which requires a series of procedures to befollowed during logging operations. Judge Nichols ruledthat the state did not have evidence to support these claims.

Last year, a federal court ruled that SPI could be liablefor damages in this case even if its operators did not startthe fire. The decision prompted to settle, agreeing to pay$55 million in damages and transfer 22,500 acres of timber-land to the federal government.

© 2013

Whether you’re selling to a pro or a do-it-yourselfer, you want a satisfied customer, not a potential warranty claim.

And nothing satisfies customers like naturally strong, durable and beautiful FSC® certified Humboldt Redwood. Contractors love it because it’s easy to work with. Homeowners love it because it looks great and lasts for decades with easy maintenance. In fact, with Humboldt Redwood, the only things that come back are satisfied customers.

Let’s build a long-term, profitable business relationship together.

Contact Julie Wright at (707) 764-4472 or visit us at GetRedwood.com

FSC® C005200

if it creates aLOW-MAINTENANCE DECK

HIGH-MAINTENANCE CUSTOMER?

“Beautiful decks and satisfied homeowners. That’s two big reasons why I love working with

redwood.”

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What good is a

Christopher Stewartawardwinningdecks.com

AllweatherWood.comGetRedwood.com


The American Wood Council andCanadian Wood Council havereleased two new environmental prod-uct declarations for LVL and wood I-joists. Four others—for softwoodlumber, softwood plywood, OSB, andglulam—were released in May.

EPDs are standardized tools thatprovide information about the envi-ronmental footprint of the productsthey cover. The North Americanwood products industry has taken itsEPDs one step further by obtainingthird-party verification from ULEnvironment, a business unit ofUnderwriters Laboratories and anindependent product certifier.

According to AWC president andc.e.o. Robert Glowinski, “With theU.S. Green Building Council mem-bership’s recent approval of LEED v4and its point recognition for disclo-sure and optimization of buildingproduct life-cycle impacts, the valueof these six industry-wide EPDs ingreen building rating systems hastaken a significant step forward.Additionally, the online version of theGreen Globes building rating systemalso provides points for using prod-

help demonstrate to the design com-munity that the wood industry is com-mitted to full disclosure and will miti-gate any false stigmas which mayhave previously existed without scien-tific or justified proof.”

Based on international standards,EPDs have worldwide applicabilityand include information about productenvironmental impacts such as use ofresources, global warming potential,emissions to air, soil and water, andwaste generation.

Business purchasing decisions maysoon require the kind of environmen-tal information provided by EPDs toaccount for factors such as carbonfootprint.

ucts that have third-party-verifiedEPDs. Clearly, there is a need to pro-vide building teams with science-based information on environmentalimpacts of products and primary ener-gy consumption so that moreinformed decisions are possible.”

“The transparency provided in anEPD helps to pinpoint locations in theproduction and supply chain wherewood products exhibit favorable envi-ronmental performance, as well asareas where lower impacts can berealized in the future,” said MichaelGiroux, CWC president. “This type ofobjective, science-based data will

EPDs Issued for LVL, I-Joists

U.S. demand for landscapingproducts is projected to grow 6.9%annually through 2017 to $6.5 bil-lion, predicts the Freedonia Group.

Improved construction activity,particularly in the number of newhousing completions from low 2012base levels, will be the primary dri-ver of growth. An acceleration in

sales of existing homes, a reboundin office and commercial construc-tion, and a drop in office vacancyrates will also support gains.

A key growth factor for land-scaping products is the ongoinginterest in developing outdoor liv-ing spaces for relaxation and enter-taining.

Landscaping Items Growing Again

Compare and see. Take the EverGrain® Deck Board Challenge.

©2013 TAMKO Building Products, Inc. TAMKO, EverGrain and Envision are registered trademarks of TAMKO Building Products, Inc. *This comparison is based on the leading competitor’s standard limited warranty compared to TAMKO’s Limited Warranty. To obtain a copy of TAMKO’s Limited Warranty, visit us online at tamko.com or call us at 1-800-641-4691.**Coverage for the reasonable cost of labor does not include the cost of removal or disposal of previously installed decking material.

Challenge 2: Wood Grain Beauty

LEADING COMPETITOR EVERGRAIN ENVISION

Challenge 3: Limited Warranty*

RESIDENTIAL LIMITED WARRANTY

LABOR LIMITED WARRANTY**

COMMERCIAL LIMITED WARRANTY

LEADINGCOMPETITOR 25 YEARS

20 YEARS

10 YEARS

20 YEARS

0 YEARS

5 YEARSEVERGRAIN &

EVERGRAIN ENVISION

Challenge 2: The competitor’s extruded board features an embossed repeating pattern on the surface of the board. EverGrain’s compression molded process creates a grain with dramatic and lasting beauty.

Compare EverGrain’s beauty side-by-side vs. the appearance of the leading competitor and see the difference it makes for your customers.

Challenge 1: Random Look

Challenge 1: First, notice how the leading competitor’s pattern repeats every 37-3/8 inches—that’s the same grain pattern repeated fi ve times on a single 16-foot board. But EverGrain creates a random pattern that never repeats across the entire board for a more natural wood look.

Challenge 3: Finally, compare limited warranties. EverGrain offers a 20-year commercial Limited Warranty and covers both materials and labor for the fi rst 5 years of the Limited Warranty.**

EVERGRAIN® ENVISION®

LEADING COMPETITOR

PATTERN REPEATS EVERY 37-3/8"

PATTERN NEVER REPEATS ACROSS ENTIRE BOARD

To learn more about EverGrain, visit EverGrainChallenge.com.

nvisionEnvisionE rainE Gver rainE Gver

Bonded Composite Decking


REAL. STRONG. REDWOOD.Redwood is a renewable building material grown in some of the worlds’ most well-managedand productive forests. The lumber produced from those forests isone of nature’s longest lasting, strongest and most eco-friendly, asredwood stores more carbon than is emitted over its entire life cycle.Redwood offers significant environmental advantages over man-made materials such as plastic composite decking.

Trex Settlement ApprovedOn Aug. 19, a federal judge in California gave Trex Co.,

Winchester, Va., preliminary approval to pay up to $8.25million to settle a long-running class action suit alleging thecompany sold defective decks that were vulnerable to dis-coloration from a fungus.

U.S. District Judge Jeffrey S. White signed off on thedeal, despite opposition from the plaintiff in a parallel suitin New Jersey who complained that Trex’s plan to notifyclass members was inadequate and that the release in thesettlement should be limited to those who actually submitclaims. The objecting plaintiff, Dr. Caryn Borger, won’t bebarred from raising further objections to the deal when itgoes up for final approval, according to the order.

The settlement resolves lawsuits brought by 11 plaintiffsacross the U.S., beginning in 2009, which alleged that thewood-plastic composite decks purchased from Trex werequickly plagued by fungal spotting and discoloration.According to the lawsuits, the product’s 25-year warrantypromised that it would not suffer material defects or struc-tural damage from fungal decay. Trex denied the allega-tions, claiming the problems resulted from environmentalfactors or other issues not covered under the warranty.

According to court documents, customers who pur-chased a Trex deck from August 2004 to the present canchoose between cash, partial cash refunds and reimburse-ments, or cash-rebate relief. The cash rebates are set at 40%to 50% of the price of “new-generation decking” designedto resist mold stains and can be worth more than $2,000toward an “average-sized” deck.

The settlement is capped at $8.25 million, with another$1.48 million set aside for attorneys’ fees and expenses.

SIMPSON STRONG-TIE’S Strong Frame special moment frame was thestar of seismic retrofit tests conducted July 24-Aug. 5 at the University ofCalifornia, San Diego.

©2013 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 www.strongtie.com/decktools or (800) 999-5099.


BUILDING MATERIAL DISTRIBUTORS (BMD) is celebrating 70 years of business in Galt, Ca. Theemployee-owned company also has locations in Riverside and Eureka, Ca.; Colorado Springs, Co.;Santa Fe, N.M., and Memphis, Tn.

left the company, unusual fund trans-fers were noticed and the police werecontacted. A detective working on thecase discovered that Shannon hadbeen depositing the businesses’ moneyinto her credit card account and that ofher boyfriend, Kevin Chesnut.

Chesnut was charged with threecounts of first-degree theft and fivecounts of aggravated first-degree theftand released. Shannon was arrestedand charged with one count of first-degree theft and seven counts ofaggravated first-degree theft.

“There should always be checksand balances to make sure you’re notlosing money,” Lt. Mike Budreausaid. “So many people just rely on thebookkeeper to be truthful and will signdocuments and checks based on whatthe bookkeeper says they are for.”

Thief Electrocuted at MillWork crews at an abandoned Hood

Lumber plywood mill in Lyons, Or.,discovered the charred remains of a36-year-old man who was electrocutedwhile trying to steal copper wire froman electrical panel at the mill.

The body of Dustin Harris wasfound on Aug. 6, about 16 ft. awayfrom the panel.

company. The woman’s live-inboyfriend was also charged.

Amanda Shannon, who worked forWestern from May 2010 to November2012, was dismissed for reasons unre-lated to the investigation. After she

Bookkeeper Accused ofEmbezzling from Wholesaler

The former bookkeeper of WesternLumber, Medford, Or., was chargedwith aggravated theft after allegedlyembezzling about $175,000 from the


Beau Nobmann, ex-Golden StateLumber, has been named generalmgr. of HPM Building Supply,Kapolei, Hi.

Rocky Galloway, ex-Kenyon NobleLumber, has rejoined Great FallsDo it Best Lumber, Great Falls,Mt., as mgr.

Brendon Bolton, ex-Lumber YardSupply, was named general mgr. ofRock Creek Lumber, Billings, Mt.

John Reed and Ryan Walters, bothex-Enyeart Cedar Products, hasjoined Sherwood Lumber Co., LakeOswego, Or., leading its cedar spe-cialties division.

Josh Hanson is new to sales atThunderbolt Wood Treating,Riverbank, Ca.

Jim Haas, ex-Interfor, has beennamed business development mgr.for the California Redwood Co.,Eureka, Ca.

Mark Sparrow, ex-Selle Supply, hasbeen named mgr. of Stock BuildingSupply, Albuquerque, N.M.

Casey Craig is a new lumber trader atMatheus Lumber, Vancouver, Wa.

Stephanie Pedersen, PRO Group,Denver, Co., has been promoted toassociate buyer.

Keith Church is new to window &door sales at Dunn Lumber, Seattle,Wa.

Parker Nehl has joined Timber Pro-ducts Co., Springfield, Or., as terri-tory sales mgr. for Co., Wy., S.D.,Ne., Ks., Mo., and western Canada.

Jeffrey Jenkins has been named v.p.-finance for Capital Lumber,Phoenix, Az.

Maurice Van Hall has been appoint-ed president of Action WoodProducts, Turner, Or.

Peter Siebert has joined NationalLumber & Building Products,Casper, Wy., as managing director.He is based in the Dallas, Tx., area.

Shawn Southerland is new to salessupport and purchasing at SierraLumber, San Jose, Ca.

Bruce Kennedy is new to MAX USA,as Los Angeles-based West Coastregional sales mgr.

Bryan Ross Buchanan has been pro-moted to store mgr. at HomeDepot, Elko, Nv.

Jerald Richards, ex-Weyerhaeuser,has been named v.p. and chieffinancial officer for Potlatch Corp.,Spokane, Wa.

Dave Bartel has retired from CardinalTrading, Eugene, Or., after 40years in the industry.

Neta Assaf is a new sales & market-ing analyst for Mendocino ForestProducts, Santa Rosa, Ca.

Mario Serra, ex-Timber ProductsCo., has joined States Industries,Eugene, Or., as OEM/nationalaccounts sales mgr.

Timothy Punke has been appointedsenior v.p.-corporate affairs & pub-lic policy for Plum Creek TimberCo., Seattle, Wa., effective Oct. 1.

Vanessa McMurry-Cox has beennamed marketing director forSouthwest Fastener, Phoenix, Az.

Wendy Minichiello has been namedbusiness development mgr.-Westregion for ABC Supply. She isbased in Carlsbad, Ca.

Steve DeFir, sales mgr., Banks Lum-ber Co., Banks, Or., has retiredafter 40 years with the company.He is succeeded by Scott Swanson,ex-BlueLinx.

Shellie Sellards, ex-Trex, has beennamed v.p.-marketing at Fiberon,New London, N.C.

Cathy Slater was named senior v.p.-OSB, engineered lumber products,and distribution at WeyerhaeuserCo., Federal Way, Wa. AdrianBlocker has been promoted tosenior v.p.-lumber. Miles Drake,chief technology officer and seniorv.p.-research & development, hasretired. Larry Burrows, seniorv.p.-wood products, retires Oct. 31.

Mike McInnes is the new sales mgr.at Terminal Forest Products,Richmond, B.C.

Tom Searles is retiring Jan. 1 after 49years with American LumberStandard Committee, the last 43 aspresident.

Dan Bohannon, president, BohannonLumber, Orange, Ca., teamed withBrian Cheney to win the recentU.S. National Indoor TennisChampionships (65 and over) inVancouver, Wa.

Charlie Jordain is celebrating 25years with the California RedwoodAssociation. He started in 1988 assupervisor of technical services andhas been president since 2006.

Helen Waite is the new customer ser-vice mgr. at Mungus-Fungus ForestProducts, Climax, Nv. OwnersHugh Mungus and Freddy Fun-gus are looking forward to tellingcustomers with a complaint to “goto Helen Waite.”

MOVERS & Shakers


FAMILY BusinessBy Wayne Rivers

Estate planning forfamily businessesRIGHT NOW IS a great time to under-

take family business estate plan-ning—asset values are low, manysenior generation members are wornout by turbulent business cycles andseeking relief from the daily grind,and “NextGen” family members arenearing middle age.

Most family business owners, whenit comes to estate planning, makethings too complicated. The processcan seem daunting, so below is a shortmenu of options that might give youthe clarity you seek for moving ahead.

Issue #1: “I don’t know how toplan my estate because I don’t knowhow to dispose of my business.”

When it comes to disposing of afamily business, big or small, there areonly four choices: close the doors,give it away, sell it to insiders, or sellit to outsiders.

Closing the doors doesn’t makemuch sense for a company with futurepotential, and owners who are closingtheir doors won’t be interested in thisarticle, so let’s dispose of option one.

The other three options—or a com-bination of them—are all viable whenit comes to transferring the familybusiness. For example, you could electto give 49% of your business to yourchildren while selling them 26% andselling 25% to a valuable key employ-ee so that she’ll have a piece of theaction. Once you’ve made this deci-sion, estate planning becomes mucheasier due to the fact that most closelyheld business owners have between50% and 95% of their assets tied up intheir business operations.

Issue #2: “I have three kids andI’m unsure how to be fair to them.”

The top two tried-and-true alterna-tives for promoting family fairness are(1) pass or sell company stock only toemployee children while non-employ-ee children inherit other assets or (2)divide all assets, business and non-business alike, equally among your

children. Either option can work wellif it’s carefully planned and equitable.

If you’re going to pass assets toyour children equally, they’ll needmutual protections. That is, non-employee children must be protectedfrom employee children who mightdeclare that all company cash flowsshould come to them in the form ofperformance bonuses, leaving non-employee children out in the cold.Likewise, employee children mayneed protections from non-employeeowners who may arbitrarily seek tooverrule their employee siblings, inter-ject themselves in business decisions,change an employee child’s compen-sation, or unilaterally reward them-selves from company treasury.

ments to discover how assets—includ-ing the family company—are distrib-uted. Talk about an opportunity forsome ugly surprises!

Parents and adult children shouldsit down and talk rationally about theirhopes, dreams and wishes for thefuture. If that conversation won’t govery well in your family, enlist advi-sors or an objective third party tofacilitate. You can find out now orfind out later; there’s rarely anyadvantage in putting these discussions.

Issue #4: “I know I need tobegin planning, but I don’t know agood advisor in my area.”

Come on! That’s really a poorexcuse not to take action. Most peoplefind quality professionals throughword of mouth. If that doesn’t work,use research guides like Martindale-Hubbell, which catalogs top attorneysin the country by specialty; contactyour local bar association or Societyof Certified Public Accountants;research certified financial planners inyour area, or simply do a web search.Any option should turn up several pro-fessionals with whom you might atleast begin the discussion.

We certainly don’t want to mini-mize the process of estate planning. Itcan be a complicated and technical.However, most estates are fairly sim-ple to plan. The most important thingis taking the first step. Once you moveforward and create positive momen-tum, things always seem clearer.

In the 1990s, we were workingwith a dealer—since deceased—whowas worth about $20 million. He wasputting off estate planning because ofdifficulty over an asset he owned witha partner. The asset represented about2.5% of his total net worth, but it wasconsuming a great deal of his time andattention. We looked him in the eyeand said, “Are you seriously going totell us that as a businessman you aregoing to let the troublesome 2.5% ofyour assets stand in the way of plan-ning for the other 97.5%?” He lookedat the ceiling for a minute, consideredwhat we were saying, and said,“You’re right, let’s get started.”

Doing something is vastly prefer-able to doing nothing, and now is agreat time for smart estate planning.

– Wayne Rivers is president of FamilyBusiness Institute, Raleigh, N.C. Reachhim at [email protected] or (877) 326-2493.

Reprinted with permission of Key Resources LLC.No portion of this article may be reproduced withoutits permission.

Mutual protections should be justthat: mutual. The goal is fairness andequitability. If you’re worried, in spiteof mutual protections, that your chil-dren may not get along or may notunderstand the reasoning behind theplanning, the senior generation canretain voting stock for a time, in orderto let things settle down.

Issue #3: “I don’t want to upsetmy children by doing something inthe estate planning process theywon’t like later, and I’m just notsure what their reactions might be.”

Ask them! It’s never made a greatdeal of sense that most estate planningtakes place in a vacuum. That is, Momand Dad go to their advisors and mapout an estate strategy, put the docu-ments into a drawer, and hope thefateful day doesn’t come for a longtime. When it does inevitably arrive,advisors and children read the docu-


KAHLE On SalesBy Dave Kahle

Fundamentals ofkey account sellingALMOST EVERY professional B2B salesperson comes to

grips with one of the challenges of penetrating keyaccounts. Key accounts are different than the ordinary andrequire more sophisticated skills and strategies.

Here are four fundamentals for effectively penetratingkey accounts.

1. Recognize that key accounts are different. First of all, they are larger. But that’s only the begin-

ning. Their decision-making processes will be much morecomplex and, in some cases, highly structured. A productthat may, in a smaller account, only need one person’sapproval to purchase can require dozens of people to signoff on it in a key account.

The people have widely different specialty skill sets,perspectives and motivations. In smaller accounts, you mayonly have to deal effectively with an owner or executive. Inkey accounts, the same product may require skillful com-munications with an engineer, a purchasing agent, a projectmanager, and a foreman. Each of these specialties is likelyto have a different personality type, challenging the salesperson to adapt.

Because of the size and complexity, there are a varietyof motivations and agendas inside a key account. A naivesalesperson can be constantly frustrated because they alldon’t think the way he/she thinks. If you don’t adjust yourstrategies and tactics to the unique dynamics of a keyaccount, you will be wasting your time.

2. Approach the organization of your time within akey account like you would your entire territory.

When you look at your territory, you see lots of indepen-

dent units we call accounts. You understand that each has aunique set of needs, budgets and personal dynamics, andthat each offers its own set of opportunities.

When you approach a key account, think of it as a terri-tory on its own, with lots of units that act like accounts.These units can be departments, branches, plants or what-ever organization exists within that account. Each one ofthem may conceivably have the ability to purchase or moveforward the purchase of your products and services. Eachunit, whatever it may be, has its own unique set of needs,budgets and personal dynamics. And, in many cases, thepurchasing power of one of those units can far outstrip thepurchasing power of one of your smaller accounts.

Just as you would begin your work in your sales territo-ry by first identifying all the potential accounts, so, too, youbegin your work in a key account by identifying all theindividual units and then understanding the relationshipsamong them. Just as you would take six months or a year tocome to know the accounts in your territory, expect that itwill take a like period of time to identify and come to knowall of the units within your key accounts.

Just as you would attempt to ascertain what opportuni-ties there were in each of your other accounts, try to uncov-er the opportunities in each of the key account units.

While key accounts are more complex and require somemore sophisticated strategies and skills on your part, theperspective that you take to managing your time in a keyaccount should mimic the perspective you take in comingto know the accounts in your territory.

3. Understand that you gain traction in key accountsthrough relationships, leverage and organization.

If you are going to have influence in a key account, youmust have relationships with the influential people.Because of the size of a key account, and the natural move-ment of people within it, that means that coming to knowthe influential people is not an event which has an ending,but is rather a constant process that never ends. Make a listof the people who should know you, and update it afterevery sales call.

Who are the department heads in each of those units?Who are influencers? The decision makers? Who could bea champion for you?

Not only do you need to proactively expand your rela-tionships deep into the organization, but you also need tofocus upward. Get to know the people who oversee combi-nations of units, and the C-level people in the corner suites.


There is a fundamental equation inB2B sales, and it operates just as reli-ably in key accounts as it does else-where:

Relationships lead to opportunities.Opportunities lead to projects.Projects lead to sales.So, if you want to increase your

sales, begin with relationships. Theprimary way you do that is to leverageevery question, every positive rela-tionship, every conversation, andevery opportunity to more of the same.Leverage, in this case, means usingsomething to create something addi-tional. In other words, you use everyconversation as an opportunity to openthe door to more. Assume the attitudethat there is always more. There aremore people to meet, more opportuni-ties to uncover, more problems tosolve, and more needs to fill.

In every single sales call, you oughtto ask, “Who else should I be talkingto?” Or, “Who should I know in xxxxdepartment?” If you successfully sellsomething, that experience should beleveraged to uncover the next opportu-nity. If you meet someone, that rela-tionship should be leveraged to createmore. And so it goes, unending.

4. Finally, remember that keyaccounts are no place for the unor-ganized salesperson.

Successfully selling to a keyaccount requires organizational toolsand disciplines that are a stretch forthe average salesperson. Imagine allthe people you need to know, multiplythem by the relationships and agendasamong them, overlay that with theaccount’s strategies, needs and bud-gets, factor in all the opportunities andthe steps in each process necessary tobring it to fruition, and you'll begin toget an idea of the degree to whichyou'll need to collect information,store it, and continually use it. Asophisticated CRM system is a must,as is the discipline to use it religiously.

While these few ideas are not thewhole story, they will get you startedin your efforts to successfully sell tokey accounts. Recognize the differ-ence, plan your time as if each were asales territory on its own, and applythe weapons of relationship, leverageand organization to the task. You’ll bewell on your way.

– Dave Kahle is a leading sales educa-tor, speaker, and author of nine books,including How to Sell Anything to AnyoneAnytime. Reach him through [email protected].

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Bamboo DeckingBamDeck 3G composite

decking from Cali Bamboo offersa contemporary look that is ter-mite resistant.

Boards are formulated of 60%reclaimed bamboo fibers and40% recycled HDPE plastics.Standard and wide planks areoffered in three colors: caramel,coffee and slate.

CALIBAMBOO.COM(888) 788-2254

NEW Products

Windows with StyleSignature Series aluminum-clad wood

windows and patio doors from WeatherShield can be ordered in a full range ofstyles and configurations.

New Tri-Core frame technology com-bines moisture-resistant materials, afusion-welded sub frame, and multi-cham-ber sub-frame components to achieve highlevels of energy efficiency and thermalperformance.

Interiors are available in standard pineor optional alder, with a choice of primedor factory-applied paint or stains.Hardware comes in white, tan, brushednickel, and rustic bronze.

WEATHERSHIELD.COM(800) 477-6808

Patches in a PinchPresto Patch from DAP sim-

plifies drywall repairs, reducingthe time and difficulty of gettingthe job done.

Each patch is constructed of1/2” thick drywall, pre-cut into acircle with drywall taping paperattached.

When covered with joint com-pound, the result is permanentbonding between the patch andwall.

DAP.COM(888) 327-8477

durability and low maintenance.Features include spans up to 10

ft., custom bent radiuses, three linerail options, and stainless steel hid-den fasteners.

Top rails are available in bothpeaked and flat cap styles.Pyramidal and flat newel caps fitstandard 6”, 8”, 10”, and 12”columns. Standard balusters are1.25” square.

INTEXMILLWORK.COM(856) 293-4100

Extruded RailingHampton extruded rail system

by INTEX Millwork Solutions iscrafted from cellular PVC, for


Concrete SealChemMasters’ new concrete

cure and seal product can be usedon driveways, garage floors, andsidewalks.

Silencure SRT provides a cur-ing compound and penetratingsiloxane sealer in a single prod-uct, which can be applied on newor older unsealed concrete.

CHEMMASTERS.NET(800) 486-7866

Bridging ConnectorA DBC drywall bridging con-

nector from Simpson Strong-Tieis designed to fit smaller webknockouts common to drywallstuds.

The cold-formed steel fasteneris load-rated for smaller 3/4” u-channel bridging. It is compatiblewith conventional and propri-etary drywall studs ranging from15-33 mil thicknesses, with studdepths of 3-5/8” and 6”.

It also enables one- to two-screw installation, reducing laborand material costs.

STRONGTIE.COM(800) 999-5099


New Diesel LiftsNew diesel lift trucks from Cat Lift Trucks are

designed to meet EPA’s Tier 4 emissions standards.The DP40N1-DP55N1 series provides a 21.6%

increase in fuel efficiency, in addition to increasedperformance and reduced emission levels. The enginealso features low-noise levels, for reduced operatorfatigue.

CAT-LIFT.COM(800) 447-6434

Insulated SheathingGAF’s EnergyGuard polylso insulated sheathing

helps reduce energy costs while increasing occupantcomfort, by eliminating thermal bridging.

The product is manufactured with EPA-compliantblowing agents that contain no CFCs or HCFCs. It canbe used in a range of applications, including cavityand masonry walls, stud walls, exterior stucco, re-sid-ing, and vaulted ceilings.

Boards measure 4’x8’ in thicknesses of 0.5”, 0.75”,1”, and 2”.

GAF.COM(877) 423-7663

Improved Electric LiftsMitsubishi’s new electric forklifts feature several standard

improvements and value-added options. Equipped with three-phase AC technology, the FBC22N2-

FBC30LN2 lifts are designed for maximum power and energyefficiency. Easy access to major components simplifies period-ic inspection and servicing, helping to decrease costs anddowntime.

Ergonomics have been improved by more space in the oper-ator compartment, a full suspension seat that can be adjustedthree ways, and conveniently located hydraulic levers.

MIT-LIFT.COM(713) 365-1000

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


Ultra-Flushing ToiletThe Ultra Flush toilet from

Gerber Plumbing is now avail-able as a WaterSense-approved1.28 gpf model.

Other features include a SloanFlushmate pressure vessel, non-corrosive solid-brass tank-to-bowl bolts, and an insulated tank.

Other options are both roundand elongated configurations,plus an elongated ErgoHeightcombination.

GERBERONLINE.COM(886) 538-5536

Seam TapeDuckBack’s new seam tape

bridges transition areas such asseams and joints on plywooddecks, concrete, metal and fiber-glass.

The product contours over andaround seams, joints, cracks,vents, drains and flashing to addstrength and flexibility. It can beused prior to a top-coat applica-tion of Superdeck Deck & Dockelastomeric coating.

SUPERDECK.COM(800) 825-5382


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UMPQUA VALLEY Lumber Association host-ed its summer gathering Aug. 7-9 at SevenFeathers Casino Resort, Canyonville, Or. [1]Joelle McGrorty, Shirley Moore, DebbyThomas. [2] Kevin Dodds, Kelly Brown. [3]John Murphy, Nancy Daniels, BusterMcElreath. [4] Charity Taylor, Peggy & Todd

Curtiss, Sunny Field, Randy Gregory, ChuckDanskey. [13] Rick Deen, Joann Watts, SteveBuske. [14] Jeff Ostrom, Sara & Jim Hunt. [15]Brenda Lovell, Bill Hetland. [16] Dave Rainey,Mary McMurphy, Greg Chase.

(More photos on next two pages)

Lund, Gary & Sandy Pittman, Raegan Stratton.[5] John Parsons. [6] Duanne Leavitt, DonnaPhibbs, Rose & John Huey. [7] Rick Troxel,Tim Beaudoin. [8] John Assman, Troy Huff. [9]Don Graver, Terri Collins, Joe LaBerge. [10]Chuck Casey, Danny Osborne. [11] VickyAnderson, Reuben Schainen. [12] Leland


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Photos by The Merchant

UMPQUA EVENT (continued from previouspage) had a theme of “Tiki Nights”. [1] MattDuquette, Blake Keitzman, Alex Rogers,Andrea Stratton, Jay Bishop, Kim Spaulding.[2] Lennie Johnson, Tim Hunt. [3] David Miles,Shelly Gillan, Mark Swinth. [4] Matt Kolar,Stella & Art Reid. [5] Patrick Cardoza, RobertSpaulding. [6] Joe Robinson, Kurt Batey, LisaRappe, Bill Livingston, Ron Tiller, Kevin Lang.[7] Jackie & Brian Johnson. [8] George Hewitt.

(More photos on next page)

Anthony Adds Span CalculatorAnthony Forest Products has added

a lumber span calculator to its websiteat www. anthonyforest.com. A mobileapp version for Apple and Androidsmartphones is also available.

Powerful Solutions uses the newsouthern pine design values to calcu-late spans and compare spans ofsouthern pine versus other lumberspecies. Pull-down menus allow usersto input species, grade, member type,deflection limits, spacing, and loadingconditions.

Automatic defaults are set for themost common deflection limits, spac-ing and loading conditions whenmember types are changing. Clickingon the grade/span comparison calcula-tor bar allows span comparisonsbetween different grades of southernpine.

MORE OREGON FUN (continued from previ-ous two pages): [1] Allyn Ford, Eric Ford. [2]Ron & Joni Hanson. [3] Jeff Rice, Tod Kintz.[4] Judge Godfrey, Jim Weber. [5] TonyaJoyner, Kevin Caughron. [6] Summer & MickBaranko. [7] Troy Bailey, Scott Vigil. [8] Ryan

Culbertson. [15] Jim Hunt, Dixie Tibbets, SteveSwanson, Chris Swanson. [16] Gage Holland,Dave Wright, Brad Hatley. [17] Rob Brown,Bob Crews, Eric Ford, Steve Killgore. [18] Lee& Donna Greene. [19] Leslie Southwick, KrisLewis.

Owens, Brian Johnson. [9] Matt Campbell.[10] Jim Dudley, Jennifer & Chuck Wert. [11]Jason Jacobson, Dave Manke, BrettSlaughter. [12] Dan Reeve, John Meyers. [13]Mike & Lennie Johnson, J.T. Taylor, JoeJameson, Jim Austin. [14] Greg Pittman, Steve


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ASSOCIATION Update

West Coast Lumber & BuildingMaterial Association chose “MakeTime for a Tropical Break” as thetheme of its annual convention, Oct.17-18 at the U.S. Grant Hotel, SanDiego, Ca.

A golf tournament at CoronadoGolf Course will start the event, fol-lowed by an opening reception andproducts expo.

After a full day of informationalevents, attendees can enjoy a cocktailreception and president’s dinner.

Mountain States Lumber &Building Material Association willhost its annual fall conference Oct. 3-5at Hotel Monaco, Denver, Co.

Rick Davis will lead a sales bootcamp. Filling the talent gap will be thesubject of Jim Shaffer’s talk, andCybelle Lyon will discuss selectionassessment best practices.

Social events will include a LoHicraft beer tour and a spouse’s cookingclass at Panzano’s.

MSLBMDA has also scheduled anestimating workshop for Nov. 13-14 at

Ramada Plaza Denver Central,Denver, Co.

APA-The Engineered WoodAssociation will host its annual meet-ing Nov. 2-4 at the Hyatt, HuntingtonBeach, Ca.

North American Deck & RailingAssociation gathers for its Oct. 16annual meeting at Lakeside Center at

McCormick Place, Chicago, Il., inconjunction with Deck Expo.

Los Angeles Hardwood Lumber-man’s Club presented $500 grants tothe winners of its 2nd annual studentessay contest: Kimberly Bohannon,Kyle Fitzgerald, Chris Dingman, andCharles Buechel III.

The subject of this year’s contestwas the “positive and negative aspectsthat trees and their products have onour environment.”

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LOS ANGELES HARDWOOD Lumber Associationgot together Aug. 10 for a BBQ and wine tasting partyat the Yorba Linda, Ca., home of Jim & TraceyGaither. [1] Anellina & Carl Henoch. [2] KevinTranter, Diane Johnson, Dennis Johnston. [3] Jim &Tracey Gaither, Steve & Heidi Ondich. [4] DaleBohannon, Jim Gaither, Walter Ralston, DanBohannon. [5] Richard Phillips. [6] Sheree Phillips,Scott Wheeler. [7] Alan & Dana Arbiso, Marty &Randy Porter. [8] Charles Bohnhoff.

Insurers ILM, PLM Join ForcesIndiana Lumbermens Mutual

Insurance Co. and PennsylvaniaLumbermens Mutual Insurance Co.have struck a deal to affiliate theircompanies, creating common manage-ment, shared services, and pooledreinsurance.

The newly affiliated group will beheadquartered at PLM’s offices inPhiladelphia, Pa., although significantoperations will continue inIndianapolis, In.

Current PLM president and c.e.o.John K. Smith will serve as c.e.o. of

the integrated organization. John F.Wolf will retire as president and c.e.o.of ILM and become a member of theboard of directors of both companies.

The affiliation is not a merger.Over time, there will be a gradualsharing of resources, but the compa-nies’ names, brands and unique prod-ucts will be preserved.

The deal is subject to approval bythe applicable departments of insur-ance—a process that managementexpects to be completed by year’s end.

ILM was established in 1897—twoyears after the founding of PLM.


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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 CutlerPublishing, 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.

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Just $22 a year. Start your own subscription withour very next issue by calling Heather at (949) 852-1990


IN MemoriamRobert Courtiol “Bob” Stockton,

67, chief financial officer for J.H.Baxter, San Mateo, Ca., died Aug. 11.

After serving in the U.S. Army inVietnam, he worked for Kaiser Steelbefore joining his brother, Al, in run-ning San Bruno Lumber Co., SanMateo, for 20 years.

John Santo, 65, sales rep forWeyerhaeuser, Federal Way, Wa.,died July 21.

Jacqueline Ann Hunt, 78, formerco-owner of Flint Creek Lumber, Hall,Mt., died Aug. 17 in St. Ignatius, Mt.

She and her husband, Ernest Hunt,

operated Flint Creek in the 1960s. In1973, they relocated to St. Ignatiusand started Hunt’s Timbers.

Larry Maurer, 76, retired co-owner of Maurer Enterprises, GrantsPass, Or., died July 23 in Grants Pass.

He helped run the remanufacturingplant with his sister, Lou Ann, from1979 to 2001.

Bryan Dale Ruth, 57, plumbingmanager for Reedley Lumber &Hardware, Reedley, Ca., died Aug. 24.

Franklin Dee Shoemaker, 80,retired 39-year employee of MeeksLumber, Carson City, Nv., died Aug.19.

variable costs, helping wood productsmanufacturers level the playing fieldbetween local, national and globalmarkets.”

Store Clerk Stabbed to Death An employee of Oliver’s Ace

Hardware, El Sobrante, Ca., was fatal-ly stabbed 17 times by a man who toldauthorities that he was “followingAllah’s directions.”

The tragedy unfolded on the morn-ing of Aug. 4, when Daymond Agnewintervened in a conversation between acustomer trying to pick paint colorsand employee Daniel Joseph Stone.When Stone said he was fine helpingthe customer by himself, Agnew wentto the back of the store and spray-painted his face black and silver—thecolors of the Oakland Raiders footballteam.

Stone then walked to the front ofthe store to ask other employees to call911. Agnew reportedly followed him,stabbed him from behind, and then ranfrom the store. The suspect ended upat the home of the store’s owner,Richard Oliver, where he grabbed theowner’s dog and entered the house.

After Agnew was arrested andcharged with murder, he told policethat “the Raiders are favored byAllah.” His previous convictions werefor a weapons violation and fraudulentuse of an access card.

Stone, who had worked at the storefor just nine months, was described asa good-natured man who was alwaysjoking and doted on his grandchildren.

“He was a great guy and his lifewas ended by a random act of vio-lence,” said Oliver.

HELP WANTED

WEST COAST Industrial Lumber is currentlyseeking two experienced lumber broker/sales-people for domestic sales. The candidate willbecome part of a team with responsibility forpurchasing and sales. Would like qualificationsto include: Existing network of business rela-tionships and following among customersand/or sawmills. Please send resume in confi-dence to [email protected]. Please refer-ence “MERCHANT AD” in the subject line.

Forest2Market has introduced aNational Delivered Price Benchmarkas the latest addition to its Forest2Millproduct line, a suite of servicesdesigned for buyers and sellers of logsand wood raw materials. The newreport expands upon the transaction-based delivered price benchmarksoffered in the South, PacificNorthwest, and Lake States regions ofthe U.S.

“The National Delivered PriceBenchmark provides a regional-com-parative of market trends and pricedata that industry participants can useto remain competitive in a ‘buy local,sell global’ marketplace,” saidfounder, president and c.e.o. PeteStewart. “Forest products companiessell their products on a national and

F2M Introduces Price Benchmarksglobal scale, yet facilities must buy thewood raw materials needed to producethese goods from the local market.”

The report compares the differ-ences in wood raw material costs(pulpwood, chips and sawtimber)across the three existing benchmarkregions. Delivered fiber and log pricesand trends are benchmarked for soft-wood and hardwood total fiber, byregion and mill type. It also reportsdata on domestic sawlogs by regionand species, and compares the exportand domestic markets for Douglas firand Hem-fir.

“Wood raw materials are some ofthe most volatile operating costs facili-ties face,” said Suzanne Hearn, v.p. ofmarketing and sales. “The NationalBenchmark provides insight into these


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Ace Hardware Corp. – Sept. 11-13, fall market, Orlando, Fl.; (630)990-7662; www.acehardware.com.

Jensen Distribution Services – Sept. 11-13, market, ConventionCenter, Spokane, Wa.; (800) 234-1321; www.jensenonline.com.

North American Wholesale Lumber Association – Sept. 16-19,wood basics course, Oregon State University, Corvallis, Or.;(800) 527-8258; www.nawla.org.

Forest Economic Advisors – Sept. 17, annual forest productsforum, World Forestry Center, Portland, Or.; www.getfea.com.

Sustainable Forestry Initiative – Sept. 17-19, annual conference,San Antonio, Tx.; (202) 596-3458; www.sfiprogram.org.

World Forestry Center – Sept. 17-19, “Who Will Own the Forest?”conference, Portland, Or.; wwotf.worldforestry.org.

Pacific Northwest Assn. of Rail Shippers – Sept. 18-19, confer-ence, Doubletree Airport, Seattle, Wa.; www.railshippers.com.

True Value Co. – Sept. 20-22, fall market, McCormick Place West,Chicago, Il.; (773) 695-5000; www.truevaluecompany.com.

Construction Specifications Institute – Sept. 24-27, annual con-vention & show, Nashville, Tn.; (800) 689-2900; www.csinet.org.

Forest Products Society – Sept. 24-27, testing & evaluation woodsymposium, Forest Products Laboratory, Madison, Wi.; (608)231-1361; www.forestprod.org.

Southern California Hoo-Hoo Club – Sept. 25, meeting, SanDimas Golf Course, San Dimas, Ca.; (760) 324-0842;www.hoohoo117.org.

Principia Composite Decking & Railing Conference – Sept. 28-29, Baltimore, Md.; www.deckrailconference.com.

Tacoma-Olympia Hoo-Hoo Club – Oct. 1, meeting, La Quinta Inn,Tacoma, Wa.; (253) 531-1834.

Western Building Material Association – Oct. 1, estimating work-shop, Olympia, Wa.; (360) 943-3054; www.wbma.org.

National Hardwood Lumber Association – Oct. 2-4, annual con-vention, Omni, Fort Worth, Tx.; (800) 933-0318; www.nhla.org.

Mountain States Lumber & Building Material Dealers Assn. –Oct. 3-5 , Hotel Monaco, Denver, Co.; (800) 365-0919;www.mslbmda.org.

Forest Tech 2013 – Oct. 9, Portland Airport Sheraton, Portland, Or.;www.westernforestry.org.

Black Bart Hoo-Hoo Club – Oct. 11, golf tournament & BBQ, UkiahMunicipal Golf Course, Ukiah, Ca.; (707) 621-0485; www.black-bathoohoo181.org.

DeckExpo – Oct 16-18, Lakeside Center at McCormick Place,Chicago, Il.; (866) 475-6495; www.deckexpo.com.

Remodeling Show – Oct. 16-18, Lakeside Center at McCormickPlace, Chicago, Il.; (866) 475-6495; www.remodelingshow.com.

West Coast Lumber & Building Material Association – Oct. 17-19, annual convention, U.S. Grant, San Diego, Ca.; (800) 266-4344; www.lumberassociation.org.

Do it Best Corp. – Oct. 19-21, fall market, Indianapolis ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Building Industry Show – Oct. 20, annual show, PasadenaConvention Center, Pasadena, Ca.; (949) 553-9500;www.buildingindustryshow.com.

National Lumber & Building Material Dealers Assn. – Oct. 23-25,annual conference, Nashville, Tn.; www.dealer.org.

North American Wholesale Lumber Association – Oct. 23-25,Traders Market, Mirage, Las Vegas, Nv.; (800) 527-8258;www.lumber.org.


COMING NEXT MONTHin the October issue ofThe Merchant Magazine

NAWLA TradersMarket Preview

ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........41

Allweather Wood [www.allweatherwood.com] ............................23

Big Creek Lumber Co. [www.big-creek.com]...............................24

Building Material Distributors [www.bmdusa.com] ....................21

Building-Products.com [www.building-products.com] ....Cover III

Cal Coast Wholesale Lumber ........................................................38

California Redwood Association [realstrongredwood.com] ......26

California Redwood Co. [www.californiaredwoodco.com] ........29

Capital [www.capital-lumber.com]................................................30

Fontana Wholesale Lumber [fontanawholesalelumber.com].......4

GRK Fasteners [www.grkfasteners.com].....................................28

Huff Lumber Co. .............................................................................20

Humboldt Redwood [www.getredwood.com] ..............................23

Idaho Forest Group [www.idahoforestgroup.com] .......................5

Keller Lumber .................................................................................36

Maze Nails [www.mazenails.com]...................................................7

Mendocino Forest Products [www.mfp.com] ..............................23

Norman Distribution Inc. [www.normandist.com].......................13

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

Nusku Partners [www.nuskufireblocker.com]...............................3

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....35

PrimeSource Building Products [www.primesourcebp.com] ....22

Redwood Empire [www.redwoodemp.com] ........................Cover I

Roseburg Forest Products [www.roseburg.com] .......................39

RoyOMartin [www.royomartin.com] .............................................31

Royal Pacific Industries .................................................................15

Simpson Strong-Tie [www.strongtie.com]...................................27

Siskiyou Forest Products [siskiyouforestproducts.com]...........37

Stimson Lumber Co. [www.stimsonlumber.com] .......................19

Swanson Group Sales Co. [swansongroupinc.com]........Cover IV

TAMKO Building Products [www.evergrainchallenge.com].......25

Universal Forest Products [www.ufpedge.com]..........................33

West Coast Lumber & Bldg. Material Assn. [lumberassociation.org].45

Western Woods Inc. [www.westernwoodsinc.com]....................11

IDEA FileThe Old Fashioned WayTomasini’s Rex Ace Hardware & Country

Store, Petaluma, Ca., has survived since 1907 by solv-ing problems the old-fashioned way—even if thatmeans a sale is not involved.

Here’s an example: When a customer came into thestore and said the latch on her sliding door had comeloose and fallen into the frame, a store employee loanedher a magnet to retrieve the latch and explained how toreattach it.

“He could have sold me the $26 kit and mademoney, ” recounts the customer, after returning themagnet to the store.

“I’ve always tried to be a little different,” says JeffTomasini, who has owned the store for 29 years. “Werevolve around the homeowner. It’s good, old-fash-ioned service. We’ll take a lamp into the back and fixit. If we’re not swamped, we’ll do anything for you.”

Tomasini says that his goal is to “to have it all, sopeople don’t have to run all over town. We may not sella hundred of certain items a week, but we don’t care. Alot of places don’t carry the things that don’t move.”For example, the store carries fans in the winter,heaters in the sum-mer, and canningsupplies all year long.

The store is alsoknown for treating itsemployees well.

“I’ve had resent-ment toward manage-ment,” says Tomasiniof previous jobs.“That’s not here. I don’t expect them to do anything Idon’t do.” He gets there at 5:30 a.m. to sweep, re-stock,take out the trash, and clean the bathrooms, whateverneeds to be done.

“I prefer seasoned employees who know whatthey’re talking about,” he says. “Most of my guys havehad their career. They’re semi-retired and know theirstuff.”

The country store half of the business is run byTomasini’s wife, Gro. “We’re two stores in one,” hesays. “She keeps trying to encroach on my space.”

When the store burned in 2006, Tomasini was“astonished and touched” by how much the communitycared and how badly they missed the store. “I knewthey got what we’re trying to do here,” he says. One ofthe many signs tied to the fence that surrounded thecharred ruins read, “Hurry up, Jeff. I need a new toiletplunger.”

When it came time to rebuild, Tomasini was deter-mined that the new store be as much like its old-fash-ioned predecessor as possible. As an example, fewernails were used during installation of the hardwoodfloor, so it would creak like the old one had. “Althoughthe feel isn’t quite the same, it’s close,” he says. Healso “hides” the computers and prices items with a tag,which are rung up by hand.

“Shopping’s supposed to be fun,” he says.“Sometimes I sit up here in my upstairs office and itsounds like a party down there.”

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