Building Products Digest - April 2010

o Green Approved producls con be used by builders to earn points toword Notionol Green Building Certificotion to the Nofionol Green Building Standard.

c Approvol is meosured bosed on the Nofionol Green Building Standord, which is the best existing standard for green and sustoinoble residentiol proiects.

Wood products treoted with MicroPro or NotureWood ACQ preservotives con be used in obove ground, ground contoct, fresh woter immersion, ond criticol structure end uses. Visit www.osmosewood.com for more informotion obout MicroPro, NotureWood, ond Osmose@ preserved wood products.

Vi s it www.GreenApproved Prod ucls.com for deto i s.

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Where do you go now?

f, t a time when there may be a glimmer of hope that we've reached the baseline of an .fa'improved market, now is the time to start planning for the aftermath. I have always said that if you survive through the tsunami we have gone through, at some point there will be decent business again for those left behind.

There is no doubt that all of us have been forced to look at our business performance these past two to three years with a more detailed and critical eye than ever before. While our magazine readership is made up of companies of all sizes, the majority are not large enough to have access to a team of business analysts or outside consultants. So perhaps we need to occasionally be reminded of time{ested business principles that challenge the way we should think about our businesses. Good mentors or advisors are often invaluable in driving you to evaluate areas of your business and to challenge yourself in areas that you may not feel strong enough to tackle. Having a second set of eyes can help you through difficult decisions that you do not feel comfortable discussing internally. But choose your advisors wisely. There are some pretty well-paid idiots out there who can easily take you down the wrong path.

while we are heavily focused on handling day-to-day operations and putting out fires, we do need to have a plan to guide and drive our businesses along with actions needed by whom and by when. A plan without accountability, goals and specific measurement points will never succeed. I remember one ofmy worst business decisions was about l5 years ago in the book publishing industry. I was coerced into developing a new software product. up front, I didn't agree with the decision. I was c.e.o., but the business owner was insistent. It was a new industry for us, and I was not sure we had the talent internally to produce and market the product. But, I set up the teams, goals and budgets, and we happily got under way. As we developed the product, I realized it was a product I myself wanted and needed. As we started seeing beta copies, I began to believe in the product and started dreaming of all the new dollars it would bring in. I was convinced that we had a winner, despite the fact that there was a clearly established No. I in this space.

But this was not our normal business, and we didn't understand all the pitfalls. The product looked great, but we all agreed if we were to win we needed to improve it. During that process, we generated great ideas on how to extend the reach of the product-issues that needed to be worked on before we launched. Delays started building, costs mounted, but we still believed we had a winner. In the meantime, new competing products came out, our retail price became no longer feasible, and we had not done enough externally to determine if we would get bought by the chains and what we would have to give to buy shelf space. The end result, after over $l million of development costs, was that I finally and belatedly called a halt and wrote the project off. The moral was that we should never have started in the first place. We had fallen in love with the product and become too emotionally involved. We had not been objective enough nor understood how competitive the market was. More importantly, our egos led us to believe that being No. 1 in our own space was going to mean something in the new space. It meant diddlysquat!

As you can see, understanding financials and having time for critical planning along with real-cost analysis are critical for every business. Lack of attention to the fundamentals has destroyed many a company, large and small. Moreover, being product driven-as opposed to market driven-usualty leads to abject failure.

Analyze your products and services. Hopefully you have a cash cow that is in demand and makes you money. This is where to spend your investment and marketing dollars. Don't waste money on propping up dead or dying products. Invest in and protect what makes you money. Understand how it makes vou monev. and do evervthing possible to defend your turf.

Lastly, understand what your priorities really are. Times change, and your way of doing business may have to change as well. Be open to learning from others, and that cannot be done in a vacuum. No one is an expert in all aspects of business. Learning what others are doing and how should be a vital practice to help vou succeed in the future.

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fiber, Nordic transforms treetips into the key component of its glued laminated product line. ENVIRO = LAM- is featured in Nordic Lam'" Beams, Columns, Tall Wall Studs, and our latest innovation, the Nl-9Ox l-Joist Series.

It means investing in the future

In addition to our ongoing commitment to sustainable forestry, Nordic continues to invest in advanced manufacturing ,,, , :;,Fr.ocesses to keep on the cutting edge of technology and ' ' "pioduct development.

means understanding that sustainability is more than

a goal

:,ri:ri"ifts a journey

Timber markets

How much wood is in the woods?

Clnwroc HARVEST LEVELS in 2010 are L)running well below the peak levels of the last decade and timber inventories are growing. Given our forecast for wood products and log exports, harvest levels will remain below the previous highs through the remainder of this cycle and sawtimber inventories will continue to grow. This will have a direct impact on stumpage and delivered log prices over this period.

Primary end-use markets for North American sawtimber collapsed in recent years. Lumber production in the U.S. and Canada felt 447o from'74.9 billion bd. ft. in 2005 to 42.0 billion ft. in 20O9. Plywood production fell 4lVo from 17.3 billion sq. ft. (3/8" basis) in 2004 to 10.2 billion ft. in 2009. As a result of such breathtaking declines, North American sawtimber harvest volumes fell 38Vo from an annual average of 66.7 billion bd. ft. (1/4") in 2004-2005 to 41.3 billion ft. in 2009 (see chart at right).

Unlike industry, which can throttle back production to realign output with demand and manage its inventories, when timber demand drops, production (timber growth) in the woods does not and volumes not harvested do not go away. The unanticipated buildup of uncut timber in recent years now hangs over the market as "pentup" supply. And given our forecast for the lumber and plywood markets, this pent-up supply of uncut timber will grow through most of this cycle.

Harvest levels going into the downturn were at levels that drained inventories, which in turn put upward pressure on log prices and political pressure on managers of public timberlands. The drop in inventories stopped in 2006-2007 as removals dropped below growth levels. And we estimate that inventories have rebounded from those lows because of both the reduc-

tion in harvest and the fact that trees grow ifthey are left standing.

Furthermore, given our forecast for demand, inventories will not stabilize (removals will not get back to growth levels) until 2013-2014. Only at this point will the "pent-up" supply of timber start to be worked off.

The implications for timber markets will vary by region. In B.C. Interior, undercutting salvage wood means that an increasing volume of the beetle-killed wood will degrade to levels rendering them useless. In eastern Canada, harvest levels will remain below policy set levels and, in contrast to the last decade, the provinces will be working to attract investment in the forest products sector.

Impacts in the U.S. will also be varied. In the U.S. West, where 707o of the timber harvest goes into lumber, the recovery over the next cycle will push up demand faster than in the

South, where 52Vo of the sawtimber harvest goes to lumber mills (plywood demand is expected to remain well below peaks set in the last decade). As a result, timber markets will tighten up somewhat faster in the West than in the South.

The immediate implication of this built up timber supply is that real timber prices are unlikely to reach levels seen in the last decade (which were lower than the previous decade) over the next cycle. This being said, it is unclear exactly what the impact on timber prices will be because of the dramatic shift in timber ownership that we have seen in the timber markets. Timber ownership has shifted from integrated mills to private investors (TIMOs and REITs). And it is unclear how the timberland owners will dole out their timber (supply response).

Cash flow on timberland invest(Please turn to page 54)

Wood vs. unreinforced concrete

Gould more Haitian lives have been saved?

tTt"u \\'oRLD HAS wATCHED in horror

I the previously unimaginable death and destruction from the Haiti earthquake in January. The latest statistics from Haiti indicate 230.000 dead.

225,00O collapsed homes, and 25000 office buildings destroyed. As they watch crushed bodies being pulled from under the huge slabs of concrete, many U.S. archi-

Wooden High-Rise Turns Heads

The construction of the Fondaction office building in the heart of Quebec City, P.Q., is generating more than passing local interest.

The six-story commercial structure, featuring heavy timber frame construction designed and provided by Nordic Structures, is the first of its kind built in Canada. Made of black spruce glue-laminated beams, columns and decking, the unique construction technology featured in this project is paving the way for similar alternative building projects across North America.

While wood-frame construction has been limited by code to four stories in the past, designing the building with heavy timbers assured local building officials that while structurally equal to steel and concrete construction that is the norm for commercial construction. heavv wood timber construction offers superior fire resistance, acoustic properties, and insulation values.

An additional bonus for this LEED Gold project is the encapsulation of over I million pounds of carbon, locked into the wood for the life of the structure.

Enviro=Lam, a unique smallblock layup process exclusive to Nordic Engineered Wood, is evi-

dent in all the glulam components comprising the structure. "The black spruce trees we harvest take 90 years to achieve maturity, yet still only average 4-112" in diameter over their 70' length," said Albert Renaud, vice president of Nordic Engineered Wood. "It is essential that we utilize all the tree, including the tips, if we are going to extract all the value that is locked in the fiber. Enviro=Lam allows us to

tects, contractors, and dealers are asking the same question: "How many lives could have been saved if more Haitian buildings had been built with lighter-weight wood framing?"

get lSVo more fiber yield than traditionally possible, making it one of the greenest building materials out there."

Nordic harvests on 2.000.000 acres of land in northern Quebec, an area comparable to the state of Connecticut, with extreme attention to the environment. In addition to its ISO 14001 Environmental Reforestation certification, Nordic obtained FSC certification in February 2009, the first privately held EWP producer to do so. Nordic harvests roughly 17o of this

A survey of housing specifiers indicates positive views concerning approved construction with framing lumber, laminated veneer lumber, plywood, structural glued laminated timber (glulam), I-joists, and other wood structural materials.

Michael Caldwell, executive v.p. of the American Institute of Timber Construction, notes that properly connected and anchored wood frame construction has a lower mass which means that it can resist lateral forces better than unreinforced concrete construction.

In the 1995 earthquake in Kobe, Japan, 600 people were killed, but houses built to North American woodframed construction standards were only slightly affected.

A report from the Canadian Wood Council on wood framing performance during the 1994 Northridge, Ca., earthquake said, "Single-family dwellings suffered minimal structural

damage to elements critical to the safety of occupants."

The Canadians also note that wood is the only major building material that is renewable. The area of North American Forests has increased by 20 million acres since 1970.

One of the most recent demonstrations of wood framing's durability in earthquakes is a mid-rise, wood-frame test building built to withstand major quakes and other natural disasters.

Engineers from Colorado State University, Simpson Strong-Tie, and the Forest Products Laboratory cooperated on the world's largest "shake table test," which simulated the ground motion of a major earthquake on a seven-story, 40x60 condo tower with 23 living units. The 4o-second test was the equivalent of a 7 .5 magnitude earthquake.

The test is significant because of its implications for builders, architects and dealers. Normally, the building

industry rarely permits wood-frame buildings in excess of five stories in earthquake-prone areas. This test could increase the height permitted for wood framing.

CSU civil engineering professor John van de Lindt. who coordinated the test, said, "The building performed so well in the test and had so little damage that it validated the design philosophy of other universities for earthquake engineering simulation."

The building was tested three times with simulated quakes ranging from 6.7 and to 7.5 on the Richter scale.

The organizations that partnered on the test commented, "Wood performed well under seismic loading. It is a ductile material and the wood is relatively light weight. The test showed that midrise timber structures could be designed and built for high seismic zones as an alternative to steel or concrete, in addition to wood's cost and aesthetic advantases."

boreal forest annually, ensuring a sustainable source of wood.

Nordic Engineered Wood manufactures the components in Chibougamau, P.Q., where it recently completed a $12-million mill expansion featuring state of the art milling and finishing equipment dedicated to its glulam structures projects.

More Products in Development

In addition to redefining glulam technology with its Enviro=Lam process, Nordic is currently developing X-Lam, a cross-laminated timber panel, which offers additional benefits for commercial construction. While similar to the decking used in the Fondaction building, X=Lam will allow for greater clearspan floor applications in commercial structures, as well as load bearing walls where lateral resistance to shear is critical.

Lighter and easier to work with than steel or concrete, CLTs enhance woodos superior resistance to seismic conditions, making them an ideal building material for construction in earthquake prone areas. CLTs are used extensively in Europe, where commercial wood construction exceeding nine stories is now becoming commonplace. Builders find the lighter weight and workability of CLTs reduce build times and construction costs.

Nordic Engineered Wood,

is a member of the APA Standards Committee on CLT, which held its first meeting March 11. Frappier is working with the APA to create the

design standard for CLTs, and is targeting this spring for the initial X=Lam Otod:o report.

Engineered wood gets the treatment

fr's No sECRET that pressure treating can protect engilneered wood products-glulam beams and columns, parallel strand lumber, and laminated veneer lumber-against decay and termite infestation.

In the past, however, builders seeking this protection would sometimes buy preservatives and treat materials onsite. Today, the trend is toward products that are warrantied by both the manufacturer and the company that treated the finished product.

"There was definitely a reluctance from our customers doing their own treatment," said Geoff Crandlemire, who works closely with builders via the technical support line run by Rosboro, Springfield, Or. "They were concerned, obviously, that if they treated the beam themselves, the manufacturer wouldn't stand behind the product if it failed."

agreed: "This was a chance for us to get involved and take control of the process so customers wouldn't treat something that wasn't meant to be treated."

According to Walsh, consumer preference for functional outdoor spaces has fueled the demand for professionally treated engineered wood products. Rosboro offers glulam beams and columns that are pressure treated by Permapost, Hillsboro, Or., with Hi-Clear II or Green-Gard PT.

"Treated beams can be used in outdoor above-ground or in-ground applications where a beam or column is needed for support-as in decks, porches, pavilions, etc.," he commented. "Solid timbers tend to warp and twist, split and cup when used outdoors, especially when they're treated improperly."

High performance in difficult outdoor conditions is also important at Anthony Forest Products, El Dorado, Ar., which participates in the Raised Floor Living Campaign sponsored by the Southern Pine Council.

"These applications include beach houses needing strong beams for high wind, raised wood decks, raised floor perimeter beams, and light commercial office space," said Kerlin Drake, Anthony's v.p. of marketing.

Cop-Guard by Brewer International, Vero Beach, Fl., is the treatment of choice at Anthony. "We chose Cop-Guard because it is an oil-borne preservative and because the

inherit characteristics of checking or swelling are avoided," said Drake.

Tim Debelius, engineered wood product manager at il-evel by Weyerhaeuser, Federal Way, Wa., said that builders select pressure treated engineered wood products for their strength and consistency and how they solve a variety ofbuilding challenges.

"Where insects and rot are a concern in interior applications, products like StrandGuard TimberStrand LSL help provide peace of mind," he said. "For exterior applications, Parallam Plus PSL is suitable where the framing members are exposed, in deck supports, carports, cantilevered roof beams, and the like."

He added that another key advantage is that builders don't have to retreat either of these products if they cut or drill them onsite, since the treatment penetrates to the core.

All engineered wood products are environmentally friendly, because they can be manufactured with wood from smaller diameter trees. Adding pressure treatments only extends their useful life.

"LEED and other green rating systems value both durability and efficient use of resources," said Walsh. "This beam is not going to rot out in l0 years and need to be replaced. That's sustainability."

Know yourtreated wood marks

flto enorecr BorH buyer and conI sumer. the industry has developed a system requiring ink-stamped grademarking of each piece of treated lumber under adequate quality control measures. This assures delivery of the grade specified for its intended use. Lumber grading and marking is monitored and inspected by agencies

accredited by the American Lumber Standard Committee.

A valid agency grademark on lumber indicates the product meets structural and appearance requirements established for that grade.

In addition, all treated lumber should be identified with an inspection agency quality mark (either plastic end

Quality futilEn PhB lunber Egded in acfutdance wih ilre gndw ru(d€ ot tltlPtuuhem Pine Inspection Burcau (SP{B). SHa, nmbet Pnducls lnspetion, lnc., Bilewable Ref/i/urce Asf,ciates, Inc. (RW and oher organiat*ms' arc accredited to inspect and gde naft Sotldrem Pine lunbet in acnrdarce witt SPIE gndi\g rules.

lnspection Service: Southem Pine

Inspection Bureau (SPIB)

Insoecf on Service: Timbet

Producb Inspection, Inc. (TP)

Insoection Service: Renewable Resource Associates, Inc. (RM)

Lumber Grade

Mill ldentification Number

Lrmber Spgcies

(optional) Logo denoting a member mill of South€m Forest Products Association {SFPA)

Moisture Content (MC): Kiln-dried

(KD)to a maximum of 1970

Heat Treated

0r selechd Sqjbern Pine pmducb acmrding t0 SPIB cradirg 8uhs, indudingi California_ Lunbel Inspeclion S€flice (C!lS); Nortiestsm Lunbsr Manulacturss Aswiation (i'IELMA); Wos{ Coast Lumber tGi€ctis Blrau (WCUB); ar{ W$tm Wood ProducbAsciation {WWPA}.

Follow the Label

To avoid misuse on the job site, framing crews should follow instructions on required labels affixed to treated wood products, usually a plastic end tag or ink stamp.

Following are terms and abbreviations typically found on these labels.

Above Ground Use applications: Continuously Protected from Liouid Water

General Use Framing Lumber Vertical Use Fence Boards Decking Use Only

Ground Contact Use applications: Ground Contact (Fresh Water) Foundation Use applications: Permanent Wood Foundation (PWF, FDN)

Marine G rade application s : Marine Seawall (This Side Seaward)

ALSC inspection agency mark

Use Category

tag or ink stamp) conforming to building code standards. For the quality mark to be valid after treatment, the lumber must adhere to the grade requirements and the moisture content of the grade represented by the mark. It is recommended that the buyer specify pressure treated wood bearing inkstamped quality marks and/or plastic end tags denoting the material was produced under supervision of an accredited inspection agency. Use of such marks provides assurance that preservative retention and penetration complies with manufacturing specifications, that the preservative used is EPA-approved, and the lumber is treated in compliance with federal law. Use of treated wood that does not

bear an approved agency quality mark will not meet requirements of the International Code Council.

"Pressure treated wood end tags must display an approved inspection agency quality mark to be code compliant, such as Southern Pine Inspection Bureau or Timber Products Inspection," explained Richard Kleiner, director of treated markets for the Southern Forest Products Association. "Typically, tags will also bear the mark of the AWPA, if the preservative is approved by the American Wood Protection Association, or the ICC Evaluation Service. Builders should know that

Pressure

National

preservatives listed in the AWPA Book of Standards are approved by reference in the building code, but ICC Evaluation Reports are only advisory. The local code official has the final say as to product acceptance."

Although the end tags' information has not changed much over the years, Kleiner said, "since CCA was delisted for residential use there are now nearly 20 formulations on the market to fill the void, all with different preservative retention levels. Framers should heed the exposure condition printed on the tag (such as 'Ground Contact') to avoid misapplication of the lumber."

te I Trea rs

Georgia-Pacific (Athens, Louisville, Nauvoo, Al.; Rockledge, Fl.; Brunswick, Ga.; Rochelle, ll.; Richmond, In.; Pleasant Hill, Mo.; Middleburg, N.C.; Rock Hill, S.C.; Mineola, Tx.)

Great Southern Wood (Abbeville, lrvington, Tuscumbia, Al.; Glenwood, Ar.; Bushnell, Fl.; Conyers, Jesup, Ga.; Buckner, Mo.; Brookhaven, Ms.; Columbus, Mount Pleasant, Tx.)

Hixson Lumber Sales (Magnolia, Pine Bluff, Plumerville, Ar.; Hillsboro, ll.; Winnfield, La.; Caddo Mills, Willis, Tx.)

Hoover Treated Wood Products (Pine Bluff, Ar.; Detroit, Mi.;Winston, Or.; Milford, Va.)

Spartanburg Forest Products (Scotland Neck, Stony Point, N.C.; Cresco, Pa.; Allendale, Seneca, S.C.; Moshiem, Tn.; Hampton, Moneta, Va.)

Universal Forest Products (Windsor, Co.; Auburndale, Fl.; Union City, Ga.; Granger, In.; Belchertown, Ma.; Harrisonville, Lansing, Mi.; Hanisonville, Mo.; Blanchester, Lodi, Oh.; Elizabeth City, Salisbury, N.C.; Gordon, Stockertown, Pa.; New Waverly, Saginaw, Schertz, Silsbee, Tx.; Ranson, W.V.; Janesville, Wi.)

- Abbreviations include WR (Water Repellent), Creo (Creosote), Penta (Pentachlorophenol), Cu8 (Copper 8 Quinolinolate), CuNap (Copper Naphthenate), and Mold (Mold InhibitoQ.

Heavy duty treatment braced for revival

treated wood is commonly used for utility poles, marine piling, structural timbers, guardrail posts, retaining walls, fence posts, and other heavy duty uses. Its newest use is unlikely to revolutionize railroad purchases, blt ACZA crossties offer an economical alternative to traditional creosote ties. They are particularly suited for shortlines and industrial spurs.

Sometimes ACZA wood products are sold directly to specifiers, engineering firms, or farmers. In other cases, they are sold through lumber yards to contractors, often on a "Treating Service Only" basis. Bob Palacioz, Thunderbolt Wood Treating, Riverbank, Ca., explains, "We treat wood from dealers and wholesalers on TSO orders. They send us their wood, we treat it, and they return it to their yards or deliver it directly to the jobsite."

f, cnnNo oLD wooD pRESERvArrvE, capable ofprotecting lA,species that other chemicals cannot, may be poised for a revival. It made news recently with an expanded listing in the treated wood standards, and is being considered more frequently for heavy-duty applications.

Ammoniacal copper zinc arsenate (ACZA or often known by its brand name, Chemonite) was formulated in the 1980s by J. H. Baxter & Co., San Mateo, Ca., which continues to treat with it. The Baxter formulation replaced a related preservative developed 60 years earlier at U.C. Berkeley. Both were created specifically to penetrate refractory (i.e., hard-to-treat) species such as Douglas fir. This remains its primary use today, but not its only feature.

ACZA has long been listed for a variety of applications by the American Wood Protection Association, which establishes standards for the wood preservation industry. In January, a new application was added: Douglas fir railroad ties.

"Douglas fir is a very valuable and desirable wood," says Darrell Smith of Conrad Forest Products, a North Bend, Or.-based producer of ACZA-treated material. "It is strong, dimensionally stable, and has good nail-holding power. Although it is hard to treat with other preservatives, it is preserved well with ACZA."

The ACZA treating process, which combines incising, conditioning, and heat, can impart termite and decay resistance to refractory woods.

Taking advantage of the properties of Doug fir, ACZA-

While Doug fir is the usual wood treated using ACZA, the preservative can also provide effective protection for other species. Says Aaron Hufnagle, Page & Hill, Big Falls, Mn.: "We're unique among ACZA treaters. We specialize in red pine posts, poles, and piling, as well as sawn timbers. The benefits of Chemonite ACZA preservative have kept us treating with it for more than 2O years."

In addition to protecting against fungal decay and termites, including the Formosan termite, tests have offered evidence that ACZA also imparts resistance to fire. ACZAtreated wood meets model buildins codes.

ffi Treaters 201 0

Cox Industries (Vance, Al,; Augusta, Ga.; Coleridge, Cove City, Leland, N.C.; Eutawville, North, Orangeburg, S.C.; Blackstone, Va.)

Northeast distributor hits milestone

fweurv-nrvE vEARS a,co, three guys at MacMillan I Bloedel decided to start a company that would distribute western cedar to independent retailers throughout the Northeast.

The three used their skills to start Boston Cedar, based in Holbrook, Ma. "We were like an NFL special team," explained Tony Morgan, who launched the company with Bobby Vasquezi and Rob Ankar. "Robbie was the branch manager. Bobby was the warehouse manager, and I was the sales guy. We each had our special skill, something we were really good at."

"When we started out, we were purely a distributor of cedar products-clapboards, boards, decking and vertical siding," added Vasquezi. "But over the years, the line has changed. Now, there are a lot of alternative products to wood."

Today, the company distributes a full range of quality building products, including Latitudes composite decking, Trademark railing systems, AZEK products, and the Typar Weather Protection System. This year, Abaco decking and Typar Surround have been added to the lineup.

When customers started requesting composite decking, Boston Cedar paid a call to Universal Forest Products, Grand Rapids, Mi., and proposed a partnership. "We were

impressed by their vision for how to take our products to market, including partnering with Bobby Orr, NHL Hall of Famer, as the product spokesman," recalled Bill Currie, chairman of the board at UFPI.

"We gave them an exclusive on the composite decking line in their regions," said Currie. "That's not something we do often, or that we offer lightly. But our faith in Boston Cedar has paid off; they have really bolstered the product to a level of prominence that's exemplary in the industry."

Moynihan Lumber, North Reading, Ma., one of Boston Cedar's first customers, is another big supporter. Over the years, owner Gerard Moynihan has been impressed with Boston Cedar's ability to foresee trends. "They predict where the market will be, and they aleft us to the emerging trend by stocking the next great product offering," he said. "It was true when they started to offer PVC products and composite decking."

Tony Shepley, Shepley Wood Products, Hyannis, Ma., agrees. "We've certainly been a happy customer for 25 years," he said. "Trust and loyalty are the cornerstones of everything they do. So, in no small way, that excitement of 25 years ago is still there today."

In today's tough economy, Boston Cedar continues to search for new products that will give their retail partners a competitive edge. "We will also continue to develop sales, training and marketing programs that will meet or exceed our customers needs," explained Joe Cusack, v.p. of sales. "We understand the complexities that the independent LBM dealer of faces."

In 2009, Boston Cedar's founders were named Massachusetts Lumbermen of the Year by the Northeastern Retail Lumber Association. A year before that, the company became FSC-certified and began offering free seminars on green building.

"At no cost to the participating retail yards, we had a green expert present the latest about the green building movement," said sales manager Paul Colliton. "It's these types of dealer service programs that help keep our customers andBoston Cedar out in front of the comoetition."

Platonic selling doesntt work

ff'eve you EVER rnreothe platonic friend strategy? Have Ilyou ever wanted to be romantically involved with someone and tried to be their friend first, only to find out they liked your "bad boy" friend or "bad girl" friend better?

I have. Mona Mendez. I remember the day she leaned in close to me to whisper something sweet (I thoughVhoped). "James, can you introduce me to your friend Steve, he's so cute!" Once I recovered my feelings and my ego, I stammered, "Yes." Of course, Steve had no use for the woman of my dreams, but that's the way it goes.

Unfortunately, many salespeople fall into the same trap. Many salespeople's number one goal in speaking to customers is to not upset them. This is a terrible #1 goal. Being likeable can be part of our overall strategy-it should be, as being likeable makes everything in life and sales easier-but it cannot be our #l goal! Our #1 goal has to be to sell the customer.

I recently got a call from a platonic "sales" manager who had read my book, Leadership Sales. He said, "James, I read your book. I don't see anything in there about customer need."

"I'm not as interested in customer need as I am in customer qualification," I responded. ("Leaders Find True Need," Chapter Five, discusses customer need and how to find it in detail.)

The saying, "The customer is always right" is total B.S. The customer is right if they are right with us. Everywhere I go people talk about "partnership selling." What kind of partnership/relationship will we have with customers (anyone for that matter) if one of the partners is always right? I tell the sellers I work with to stop thinking about sellers and buyers and to start thinking about sellers and sellers. Our customers are selling us while we are selling them. Some customers sell us on the idea that we should work for them for free; struggling sellers buy it, successful sellers don't.

People are inherently distrustful of anyone who is not up front with their purpose. "This is just a survey" or "Just come down for afree lunch and afree prize-no pressure." When we try to hide our true intentions, we send the wrong message. "I want to be your friend" is not the same message as "I want to be your boyfriend or lover."

What am I driving at? To be master sellers (and get more business), we need to send the message to our customers (in everything we say and do) that we want their business. We are absolutely not interested in being their platonic salesperson. The sooner we send this message the better.

Will we have more friction and rejection if we send the message "I want to be your boyfriend (read salesperson)" versus "I want to be your friend (read quotron-a salesperson who quotes and quotes, but never gets the business)"? Yes. Thank goodness! Friction is fun. Friction is necessary.

Friction finds out the truth much sooner.

All we have as salespeople is our time. We should not waste it, but many struggling sellers do. Their belief is that by being congenial and agreeing with the customer on everything and not demanding reciprocation for services, they will endear themselves to the customer and thereby become their supplier. They do endear themselves to customers, but not as suppliers but as quotrons. And let's be clear: customers need and want quotrons in their lives-we just can't be one of them.

The best sellers I know are charming, likable and proud of what they do. They send a very clear message from their first contact with potential customers, "I want to sell you."

When a salesperson is let go, we will often follow up with their ex (non) customers. "Why didn't you buy from John?" You would be shocked how often we hear. "John was a great guy. We really liked him. He just never asked for the order."

To be master sellers we cannot confuse likability with being a carpet. While we are being charming, we must also send the message that we desire our customer's business. Desire is very dfficult to say no to. Ask for the business early and often.

McRae Woodtreating (Mount Gilead, N.C.)

Pitts Lumber (Saluda, Va.)

Rocky Top Building Products (Hagerstown, Md.; Fombell, Pa.; Rocky Mounl, Va.)

South East Lumber Co. (Kernersville, N.C.)

Tarheel Wood Treating (Morrisville, N.C.)

Valley Timber Sales (Gordonsville, Va.)

Wood Preservers (Warsaw, Va.)

Midwest

Appalachia Wood (McArthur, Oh.)

Biewer Lumber (Seneca, ll.; Lansing, Mi.; Prentice, Wi.)

Brandon Wood Preserving (Brandon, S.D.)

Cleveland Wood PreservingAumber One (Cleveland, Oh.)

BuiHingPndudson

For healthy walls, think plaster

plasters, that have relatively low-embodied energy, are non/low emitting, breathable, durable, and have other interesting properties.

f f,/nErHrR rr's NEw construction, remodeling or home V Y improvement, the ultimate goal is to create a healthy, comfortable space for the occupants. There's some real science behind understanding how various building components interact to maximize indoor air quality, while minimizing mold growth and energy demand.

It turns out that wall "breathability" may be one of the most important components determining long-term indoor air quality and occupant comfort. This isn't going to be a science lesson. But this kind of thinking is becoming more mainstream, creating new opportunities for dealers to begin supplying solutions.

Interesting thing about walls: they all get covered, coated, or stained and almost every dealer in the supply chain sells one or the other or all three. Paint is the most common coating and every dealer who sells paint carries at least one line of "green" paint, or is considering adding a line right now. The number of "green" paint brands has exploded over the last year or two, with nearly all the major national and regional manufacturers marketing some pretty good to great products. The greenest paints, of course, are the ostensibly non-toxic, zero-VOC formulations, coupled with zero-VOC colorants. The demand is there and growing, and the products are easy find, so getting into a good green paint brand is a no-brainer at this point.

But there are limitations with paint and that, in part, is driving more interest in lower impact, healthier, and, surprisingly, more traditional alternatives. Manufacturing paints requires a fair amount of energy and lots of chemicals, even for the green brands. Paints have limited durability, requiring touch ups and re-application every few years.

Paints also seal, keeping moisture out, but also keeping moisture in. They're not breathable, potentially creating the conditions for mold to grow within the walls, which is one of the main causes of "sick building syndrome." These factors have contributed to a significant rise in the use of traditional plasters, or more up-to-date versions of traditional

One of the best-known examples is American Clay (www.americanclay.com), an interior clay plaster line made in New Mexico. Because it's breathable, it helps to moderate humidity in a room and allows for air exchanges that reduce or eliminate condensation within walls. According to a company announcement at GreenBuild last fall, the products also exhibit moderating effects on temperature that may lead to lower energy bills. In other words, compared to paint, American Clay helps rooms stay cooler in the heat and warmer in the cold.

Another modern-traditional innovation just coming into the U.S. market from Japan is EcoDeVita, from Shikoku International (www.shikokuinternational.com). Two products in the line contain diatomaceous earth and have the very unique property of adsorbing formaldehyde and chemically breaking it down, rendering it harmless. Not only does it provide all the other benefits of a traditional wall plaster, but it also cleans the air, too.

Orit Yanai (www.orityanai.com), a LEED Accredited

Professional and one of the industry's top experts on plasters, thinks that demand for sustainably produced, multifunctional plaster products like these will continue to grow.

"One of the biggest topics in the green building community right now is about breathable walls, and the good news is that the solution has been around for thousands of years: plaster," she tells me. "But having said that, it's not always easy to source materials for a project."

A few minutes on Google indicates the current dealer mix includes those that specialize in plaster and related products, green-building boutiques, and a handful of more traditional LBM dealers. If there's growing demand that's under served, traditional LBM dealers could leverage natural advantages in scale and contractor relationships to make green plasters a healthy new line ofbusiness.

customer service Itts all about

j'\

onoox Jnuas CoNsrRUCrroN is a pretty big player in \fthe Twin Cities Building Bowl, wittr i"u"nu"r, "u"n in feeble '09, of $4.2 million, divided between residential and commercial building projects.

Coming across this info nugget in the local paper caused me to pick up the phone to pick the brain (or, more to our purpose, the accounts payable ledger) of the company's c.e.o. to discover what lumberyard this mega-builder did business with, and-teaching moment-why?

If this were a multiple-choice quiz, possible answers would include Twin Cities' heavy hitters like legendary

Lampert's and Scherer Bros., each with many locations and ad budgets to match.

Wrong. "Fullerton, in Watertown," Mn., the man tells me. Watertown! Not even in the metro. It's a tiny burg (pop. 45900) half-an-hour west, in the middle of nowhere (well, cornfields, but they don't require a lot of lumber). So, what's the deal? "My P.M.s [project managers] tell me that's where they like to do business," says the boss.

In fact, P.M. Joe McPherson was so happy to spread the word that he, too, called back. "Fullerton's price is always right," Joe began. But, more important, "The product's

good and the delivery's really good, too. If ever there's a problem, they take care of it; they're really good with follow-through."

Wow. Okay, next step is to ring up Paul Silver, Fullerton's general manager out there in the cornfield, to find out how he gets them to drink the Kool-Aid. Best answer he can come up with is one you've heard before: service. Make that very personal, neighborly service: "nothing different," he insists-"just more of it."

Price? Of course that's a factor these days, and more on that later. Selection? Actually, Silver is bucking the trend and cutting back there as part of his increased focus on the pro. "We're getting away from the traditional hardwarestore aspect-no more paint, plumbing, electrical-to become more in line with the pros' mindset," he explains.

So it all boils down to his staff of 15, which include six outside sales reps he credits as "longtime industry veterans," who sound more like the Red Cross than simply guys behind a steering wheel. Yes, they'll do free take-offs. Yes, they visit jobsites. And yes, they'll deliver a single stick when you say you need it yesterday ("They all have pickups with lumber racks on top," allows their boss.) And they follow through with boom trucks that deliver to the rooftop. They make good without a murmur if possibly a board is warped (though lumber and shingles are stored in covered facilities on the 10-acre yard). They'll escort customers, and their customers, through Fullerton's showroom of windows, doors and millwork, filling special orders, too. And they invite the pros to vendor-sponsored lunches all summer, along with golf outings and dinner get-togethers.

Did we mention free delivery-to, say, Duluth (think 350 miles)? Or Iowa-or even Green Bay, Wi.? (That time, they hired a freight company to transport the basic package, then followed up with several smaller deliveries.) "We follow our builders," Silver explains. "Wherever they go, we go, too." And, as of this month, that's to the Twin Cities' prestigious Hazeltine National Golf Club, where Silver's Fullerton just snagged the order for new clubhouse materials.

But, as the saying goes, "Ifa tree falls and nobody hears it...," which translates to "Great service is great, but only

if you get the word out."

Silver's got a one-word solution: "Networking. Word of mouth from one pro to another. Talking to subs, who get us in touch with their general contractor. That's how we got the Gordon James account," he says. "One of our contractors was talking to another contractor, who did their framing. So a meeting was arranged; we had lunch, and started bidding on their projects. They'd heard that we do what we say we'll do, so we were at the table, and there was this chemistry," Silver sums it up. "They've treated us really well ever since-more and more bids," he adds.

That chemistry starts at the top. "I relate to our customers directly; they become personal friends," says Silver, who's worked in many a lumberyard over the years, most recently, before being recruited to Watertown nearly three years ago, with UBC. There, "It started out well, but evolved to strictly by the numbers. Here," he underscores, "It's family-the direction I wanted to continue to go: very satisfying."

The corporate organization, which has operated for over 100 years in the Midwest, offers the big-volume advantage of securing favorable prices for bulk purchasing, "but differently than with the big boxes, attests Silver, "where it's 'We'll pay you what we think....' With Fullerton, each manager runs his own store, each with a different market. And the company philosophy, even in these stressful times, is not to hunker down, but move ahead, look forward."

It also helps that the 10 Fullerton stores in Minnesota can congregate to place orders at a savings-say, a full truckload, which they then drive to and divvy up. And, even in these lean times, "We've kept up our personnel level so that service doesn't suffer," although some are working fewer hours.

And yes, pricing has become the elephant in the showroom-pros seeking numbers to back up the service. "These days, we're getting four, five, six contractors bidding on the same job, and they're under pressure from the homeowner," Silver is aware.

One of his solutions involved re-examining the lines he carries-instead, of "better-best," more emphasis on the "better." "I'm focusing more mid-range products, especially lumber. But," he adds, "I have a very hard time finding it. Wholesalers are cutting back, making it really tough to find the in-between grades so we can offer quality at a very competitive price. I've added a wider assortment of millwork and another line of shingles, too. And I'm watching inventory a lot more closely."

Abetted by that kind of fine-tuning, the jobs keep rolling in-homes, today, in the 2,000 to 2,600 sq. ft. range-"a little more modest; rooftops simplified to take the cost down. And, thanks to the stimulus packager, people are remodeling kitchens and basements and addine energy-efficient windows and doors as tax deductions."

Plus, the happy project managers at Gordon James don't show any signs of stepping on the brakes. So, make that full steam ahead!

North Pacific Accelerates Sell-Off

Bankrupt mega-wholesaler North Pacific Group has found buyers for the majority of its operations.

Forest City Trading Group, Portland, Or., has agreed to purchase certain assets of North Pacific's southern division in Waynesboro, Ms., and will operate it as its eleventh subsidiary, Southern Mississippi Trading.

National Industrial Lumber Co., North Jackson, Oh., has purchased North Pacific's location in Landisville, Pa. National Industrial already has DCs in Erie and Elizabeth, Pa.

F.P. Supply LLC, a subsidiary of Millman Lumber Co., St. Louis, Mo., agreed to purchase North Pacific's LBM operations in Indianapolis, In., and Columbus, Oh., including inventory, accounts receivable, equipment, and real estate.

Tempe, Az.-based Rugby Industrial Products Distribution has acquired the inventories and hired employees from the locations in Providence. R.I.. and Springfield, Ma. "Springfield is operating as Rugby IPD today, and former North Pacilic Providence operations have been assimilated into Rugby's Avon, Ma., distribution center," said Rugby president David Hughes.

Amerhart, with five DCs around Green Bay, Wi., is negotiating to buy buildings and hire employees at North Pacific's branches in Grand Rapids and Traverse City, Mi.

North Pacific is liquidating its Mira Loma. Ca.. distribution center and sold its inventory to MJB Wood Group,Irving, Tx.

Private equity firm Atlas Holdings LLC, Greenwich, Ct., formed a new subsidiary, Bridgewell Resources, to acquire assets from North Pacific's hardwood & industrial products, utility & construction, and food & agriculture divisions.

Bridgewell and its hardwood & industrials division will be run from North Pacific's former office building in Tigard, Or. Utility & construction will be supported by satellite offices in Virginia, Utah and Arkansas, and food & agricultural will operate from its DC in Clackamas, Or.

Dan Cromie, an Atlas partner, will serve as president of Bridgewell, joined by numerous former North Pacific executives, including Curtis Noteboom as c.f.o.; Brian Smith, v.p.lumber & boards; Jack Henderson, v.p. domestic wood products; Gregg Wilkinson, v.p.-international sales; Leonard Greer, sales manager-industrial products, and Joe Passadore, v.p.- utility & construction. In all, Bridgewell now employs more than 100 former North Pacific associates.

Last year, Atlas was among three suitors that came close to buying substantially all of North Pacific, but each of the deals eventually collapsed.

North Pacific also may be close to parting with its Missouri division, which includes an office in West Plains, Mo., and three manufacturing plants in Missouri and Arkansas. Bids were being accepted until March l6 for the inventory, accounts receivable, equipment, and real estate.

Eastland True Value Hard.

W?tO, Lexington, Ky., is closing this month after 26 years, due to a difficult economy and the retirement of owner David Wagoner.

Ace Hardware wiil add a 12,000-sq. ft. store at Frenchtown Plaza in North Kingstown, R.l.

Ritter's True Value Hard. W?tO, Mechanicsburg, Pa., opened a 14,000-sq. ft. branch March 22 in Lemoyne, Pa.

Rocky's Ace Hardware, Springfield, Ma., will open a 12,045-sq. ft. unit in Holden, Ma.

Gurry Ace Hardw?ro, euincy and Brainhee, Ma., opened a 12,000sq. ft. branch in Hanover, Ma., March 17.

Antioch Ace Hardware, Antioch, ll., opens April 19. The 26,000-sq. ft. unit is the 8th Ace for the Laskowski family.

Asburv Enterprises ctosed its Ace Harilware ltores in Corpus Christi, Flour Bluff, and Portland, Tx.

Premier Ace Hardware opened Feb. 23 in Winnfield, La. (Justin Rogenmoser, owner/mgr.)

Thacker Hardware, Petersburg, Va., is completing a major remodeling this month, including a switch to Ace Hardware affiliation.

Nuts & Bolts ptans an April 17 opening for a 34,000-sq. ft. store in Overland Park, Ks.-its 2nd in town and 4th location overall.

84 Lumber Co. sold its shuttered facilitv in Fultondale. Al.. to Eagle Fenie Distributirg, which will move its dishibution and manufacturing operations from Wanior, Al.

Menards opened a 162,340-sq. ft. store with 30,000-sq. ft. garden center March 23 in Quincy, ll. (Jerry Richards, store mgr.), and proposed buying a Manhattan, Ks., site to build a 165,000sq. ft. store within a year, contingent on the city picking up the tab for related road improvements.

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Morgan Lumber Co. wiil invest $4.2 million to expand its operations in Red Oak, Va., installing dry kilns to double production and increase energy efficiency.

East Alabama Lumber Go. purchased a 100,000-sq. ft. facility on 18 acres in Alexander City, Al., to convert to a lumber warehouse.

GAF Materials, Wayne, N.J., is scouting sites in Tennessee, South Carolina, and neighboring states to build a new asphalt residential roofing shingle plant.

Once a site is selected, GAF expects to begin production within 18 months, using equipment relocated from its shuttered facilitv in Quakertown, Pa., combined with new technology.

Metal Sales Manufacturing Corp., Louisville, Ky., added its 20th metal roof and wall panel plant April 5, a 34,000-sq. ft, branch in Fort Smith, Ar. (Bob Bright, branch mgr.).

Beacon Roofing Supply, Peabodv, Ma., has acquired roofino distributor Independent Buildin! Materials. ortando. Ft.

Rick Stiskin, who co-founded IBM with his retiring partner Dennis Booth, will remain IBM's general manager.

Advanced Environmental Recycling Technologies, Springdale, Ar., plans to roll out new MoistureShield trim and fascia products this year and move to national distribution of MoistureShield products through a nationwide network of independent distributors.

AERT has opened a new 70,000sq. ft. polyethylene plastic film and packaging waste plant in Watts, Ok.

Haddon Windows. Bensalem. Pa., has acquired the assets and intellectual property of Speyer Door & Window. Boca Raton. Fl

Trex Go., Winchester, Va., inked a licensinq deal for Dri-Deck Enterprisies, Engtewood, Co., to develop and market Trex RainEscape, an above-joist deck drainage system to be available this month.

84 Shuts 10, Exits Wisconsin

84 Lumber has shuttered its final location in Wisconsin, as well as nine other underperforming stores across the country.

The chain now operates 289 yards in 34 states, following the closures in Wrightstown, Wi.; Lancaster, Pa.; Rocky Mount, Va.; Cliffwood, N.J.; Haines City, Fl.; Concord, N.C.; Spartanburg, S.C.; Minooka, Il.; Moss Point, Ms., and Post Falls, Id.

Jeff Nobers, v.p. of marketing & public relations, said most of the closures were in markets where 84 operates multiple locations. "Some of the lessons we've learned in the last three years is we are capable of servicing the market with fewer stores," Nobers said. "We are consistently reviewing markets where we have multiple locations, and if we see where one store is not doing well and there are two others that are doing well, they could be consolidated."

Store Passes to New Family

Ladner's True Value, Granite Falls, Mn., and Monte True Value. Montevideo, Mn., have been acquired by 30-year employee Jeff Cobb, who will be assisted by sons Kristopher and Jeffery Cobb.

The Granite Falls store has been renamed Granite True Value.

John Ladner, owner for the past 70 years, and his son, Bob, co-owner for the last 30, will remain involved in the business.

Osmose Earns Patent for

M icroPro Treati ng Tech nology

Wood preservative supplier

Osmose. Griffin. Ga.. was issued a U.S. patent for its micronized copper technology.

The new patent involves a method for treating wood with different aqueous compositions of particles of copper compounds, such as copper carbonate, basic copper carbonate, or copper hydroxide. The original patent application was filed in 2003.

Related micronized patent applications have been examined and granted internationally. The MicroPro treated wood process is Environmentally

Preferable Product certified and has earned Green Approved Product certification from the National Association of Home Builders Research Center.

Osmose will continue to build on its micronized technology and has filed additional patent applications both in the U.S. and abroad.

Wolf, York, Pa., is now dishibutinq Opus roof blanket trom Propexl Chattanooga, Tn.

Manufacturers Reserve

Supply, lrvington, N.J., is now distributing CMPC's Selex trim boards in New Jersey, Pennsylvania, Delaware, New York. and Connecticut.

Beatty Continues Closures

I.N.R. Beatty Lumber Co. shuttered its Beecher, Il., location March 5, two months after closing its long-time yards in Morris and Oak Lawn,Il.

The I l5-year-old company reportedly continues to operate its yard in Joliet, Il., and subsidiary Fort Poli Millworks, Mokena, Il.

Depot Unveils Midwest DC

was reducing inventory-its sole collateral-after it closed its store in Hingham.

The chain is also encumbered with state tax liens totaling more than $6 million, for failing to make tax payments as far back as 1996.

GAF

Decking Systems, Biddeford, Me., siqned distribution deals with Batefian Brothers Lumber, Woodbury, N.J., and Garolina Atlantic, Sinford, N.C.

CertainTeed, vattey Forge, pa., now distributes four new wood-plastic composite decking and railing products from Fiberon's -EverNew line.

Boston Cedar, Hotbrook, Ma., has expanded its stock of AZEK trim and moulding.

Lumbermens Merchandis. ing Corp., Wayne, Pa., has granted approved supplier status to Ponderosa Software.

Home Depot has opened a 465,000sq. ft. retail distribution center on 40 acres in Topeka, Ks.

The "rapid deployment center" will serve 98 stores in nine states-Kansas, Missouri, Iowa, Nebraska, Colorado, South Dakota, North Dakota, Wyoming and Minnesota.

Creditors Clear Out New England Hardware Chain

Joseph's Hardware, a four-store chain based in Cohasset, Ma., was shut down after all its inventory was seized due to a lawsuit brought by one of its creditors.

Holbrook Cooperative Bank filed the civil suit last September, over a $500,000 loan it granted Joseph's one year ago. According to court documents, the bank alleses that the chain

Owner Baron Joseph said that the inventoryworth about $ I .5 million-had been moved to company stores in Cohasset, Norwell, Marshfield and Plymouth. He said the chain was consolidating to reduce expenses during a down market.

"We owned a little hardware company that provided a service on the South Shore for many years," said Joseph. "Everyone I've talked to is just shaking their head; it is a small amount of money in today's business world."

Truck Pins lllinoisYard Worker

An employee at George J. Roll & Sons, Blue Island. Il.. died Feb.22 after he was pinned by a truck.

Brian Fuller Sr., 48, had worked at the company for more than 15 years and was in charge of loading trucks with drywall and lumber.

No comment yet from either local or OSHA officials.

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Jordan Lumber & Supply, Mt. Gilead, N.C., has cut production by 40% through next month as the mill installs new equipment.

Anthony Forest Products' samwill in Atlanta, Tx., suffered approximately $15 million in damage in a Feb. 27 fire.

The sawmill will be down for "an extended period," although the planer mill and dry kilns continue operating.

Louisiana-Pacific is oermanently closing its 0SB mills in Silsbee, Tx. (down since mid-2007), and Athens, Ga. (temporarily idled in late 2008).

Catawissa Wood & Compo. nents, Paxinos, Pa., sustained a March 21 sawdust fire in a 4S-ft.-high silo between its dry kilns.

Uniboard, Laval, P.Q., is now producing MDF and HDF at its new $160 million fiberboard plant in Moncure. N.C.

ProBuild Buys Glaize Plant

ProBuild has acquired the former Glaize Components component plant in Winchester, Va.

The facility will continue to manufacture floor and roof trusses. wall panels, and I-joists, and will be joined on the lS-acre site by a full-service lumberyard.

ProBuild already has a retail store nonh of Winchester.

The Glaize family, which had supplied lumber for more than 150 years and assembled trusses for 35, continues to operate a development company in Winchester.

N.Y. Store Packs lts Bags

Sid's Hardware has filed for Chapter l1 bankruptcy protection, after closing its longtime store in Downtown Brooklyn, N.Y., and moving to Gowanus, N.Y.

"We filed for Chapter I I protection because we had to get out of our lease," said William Ruzzo, director of operations. "We could no longer afford to be there."

The store reportedly had two years remaining on its lease, but could not reach a deal with its landlord.

The new location will focus on

contractors, builders, and property renovators, instead of the retail trade.

"Hopefully, with the move and the change in direction of our business and paying one-quarter of what we were paying in rent downtown, it will be a whole lot easier," Ruzzo said.

Exterior Supplier Adding #5

Arrowhead Building Supply is opening its fifth location, a 4,000-sq. ft showroom with drive-thru warehouse and exterior drive-thru pickup window in Hollister, Mo., April 19.

A difficult economy was no deterrent, according to general manager Rick Pogue. "We did alot of research," he said. "That area has no hometown supplier. Our specialty is speedy delivery, but we offer a wide variety of products as well."

Pogue said his store will be the first of its kind in the U.S. to offer "Service 3l15;'

"If a builder needs a box of nails, he can call ahead, drive through our express lane, and never get out of the truck," Pogue said.

He also vowed to deliver anything stocked in its multiple warehouses to a jobsite within an 80 to 100 mile radius within three hours.

Stock Buys Bankrupt National Home Centers

Stock Building Supply, Raleigh, N.C., which emerged from bankruptcy last July, has acquired National Home Centers. Springdale. Ar.. a nine-store chain that entered bankruptcy reorganization in December and closed locations in Bentonville, Clarksville, and Little Rock, Ar.

"Stock is a financially stable partner with a well-developed strategy and a demonstrated track record of improving its own operations despite tough market conditions," said c.e.o. Dwain Newman.

Stock has money to spend, thanks to 975 million lrom The Gores Grouo. a California private equity firm thut owns a 5l o/o stake in the company.

Obdyke Pursues Acquisitions

At a time when the construction industry seems to have little positive to report, one building products manufacturer is looking to aggressively grow its business with a strategy to acquire new product ideas, patents, product lines. and companies.

Benjamin Obdyke, Horsham, Pa., is actively searching lbr new opportunities that will position it fbr maximum

growth as the construction sector recovers from its current downturn.

"ln order for us to achieve the company's growth objectives, we will need to look oulside the organization fbr new product ideas that we can synergize with our internal product development processes," said Geoff Ehrman, director of business development.

Specifically, the company is placing renewed emphasis on acquiring intellectual property, manufacturing capabilities, information technology, and new ideas that will allow it to leverage its core competencies in residential and light commercial roof and wall products.

SIDING

NATURE'S DESIGN TECHNOLOGY'S ASSURANCE

www. lif esponoutdoor.com

''By moving into an acquisition mode, we see it as a way to improve our current products, introduce new products, or expand our market reach so we can continue to provide our customers the specific products they need." Ehrman said.

He pointed out several reasons why a company tlr inventor might want to partner with a company like Benjamin Obdyke. "First, we have a well-established and respected brand of products for the building's exterior envelope. Second, we have established channels to access the market that is built upon our reputation for quality. And third, we have the technical expertise to help the contractor/builder build better. We have spent a great amount of time working with code officials and building scientists to make sure our products align with current building science practices," Ehrman said.

Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lorgest monufocturer of defect-free, oppeoronce grode rodioto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPANc' treoted wood, ond lumber to the North Americcn mcrket through our proven ond completely integroted supply choin, FletcherWood Solutions@ mointoins direct occess to one of the lorgest FSC certified@ pine plontotion forests in the world.

.T1ETCHER.

TIIOUIDINGS'

Fire Strikes G-P OSB Mill

Georgia-Pacific's OSB plant in Brookneal , Va., was closed for two days to clean up water damage after a Feb.22 fire.

"G-P's fire suppression team put out most of the blaze. but we took care of a few hot spots," said fire chief Scott Horseman. "They have an excellent fire suppression system, but this moved a little too fast for them."

He said that the fire probably started in the press area, spread to the control room, and traveled to the exhaust and duct work.

Two weeks later, on March 9, a fire broke out at G-P's shuttered sawmill in Springhill, La. G-P bought the facility from International Paper three years ago, but it had been unused since the late 1990s and was beins demolished.

THE ENDUR]NG tsE-AUTY @F

DEG-KS" AND WHY OTIHERS PALE- ]N @@M] PARI]g@N"

Fiberon Horizon* decking in lpe and Rosewood. Better than the real thing, because our patent pending PermaTech* surface protects the beauty. Even under tropical sun.

Unmatched in the industry at providing the rich multichromatic look of fine hardwoods"

An extension of elegance from inside the home to a relaxed backyard lifestyle.

Each deckboard is wrapped on all four sides, so it's protected from stains, scratches and fading with the industry's firsi stain and fade warranty, now extended to 20 years.

Non-organic surfaces eliminate a food source for mold, resulting in the ultimate in mold resistance. Sustainable product. Sustainable beauty. The endurance contest? lt's over.

AFPA's Sustainable Forestry Initiative program recently notched its 2,000th chain-of-custody certified location.

PJ Currier Lumber, Amherst, N.H., has received Forest Stew. ardship Council certification.

Phillips Hardware, Atbany, N.Y., willopen location #7 this month in a 5,000-sq. ft. former Passonno Paint store in Schenectady, N.Y.

Beechwold Hardware. ctintonville, Oh., was named 2010 Business of the Year by the local Chamber of Commerce.

Enduris, Jacksonville, Fl., has qualified three styles of vinyl fencing to meet new standards for Miami Dade County windJoad requirements.

Versatex, Pittsburgh, Pa., has a new green building section at its website, www.versatex.com/green.

Ring's End Adds 9th Location

Ring's End Lumber, Darien, Ct., recently opened its ninth store, a 10,000-sq. ft. paint and design center in Norwalk, Ct., that carries everything but bulk lumber-which can be ordered for on-site delivery.

"The centerpiece is a Benjamin Moore Signature Store, with a spacious seating area where customers can explore colors and finishes. Architectural hardware, moldings and millwork. deck and fence options are all available," said Elliot Greenberg, vice president for sales and operations.

Tim Plunkett is general manager of the new store, while Sal Migliorelli manages the paint center.

Buyer Sought for Renovated Virginia Plant

Sustainable Woods, a recently renovated wood-processing facility in Castlewood, Va., is up for sale.

The nonprofit Appalachian Sustainable Development opened the plant about 10 years ago, to demonstrate that a market could be created for wood products harvested in a socially and environmentally responsible manner. Last year, the group spent $300,000 to expand the facility.

The plant has lost money every year it has operated, with recent losses growing and threatening the mill with closure. "What we'd really want to do, is find someone who is interested in this business as a for-profit with the same idea," said Denise Barrett, ASD's executive director.

New Owner for KansasYard

Huth Lumber & Hardwood, Cottonwood Falls, Ks., has a new owner and a new name.

New owner Danny Shepard changed the name to Shep's Lumber & Hardware and has started remodeling. He also plans to install 12 storage units on the property.

lllinois Yard Suspect Charged

An office employee at Alexander Lumber's yard in Cortland, Il., has been charged with misappropriating funds for at least two years.

Carole Cardot has been charged with one count of theft, a Class 2 felony punishable by up to seven years in prison.

Police said the thefts, which took place between March 2008 and January 2010, total at least $15,000 and possibly more than $25,000.

Great Southern Wood has been around for forly years now. And in that time, we've become the largest producer of pressure treated pine in the country - while consumers have made our product their brand of choice for outdoor building. Folks know YellaWood brand pressure treated pine stands for quality and that it provides the best long{erm protection against rot, fungal decay and termite attack. They also like its lighter, more natural appearance which makes it easier to paint or stain. Yes, quality is what we're all about at Great Southern. lt's found not only in our products, but also in the way we treat our customers. That's what's going to take us into the future. You see, to us, customer satisfaction is the only true path to success. lf we've learned anything over the years, it's that.

www. g reatsouthernwood.com

ABBEVILLE, AL M0B|LE, AL MUSCLE SHOALS, AL . SUMTER C0,, FL C0NYERS, GA COLUMBUS, TX JESUR GA . BUCKNER, M0 . GLENW00D, AR MT. PLEASANI TX o and our newest plant in BRO0KHAVEN, MS

Yellawood(r brand pressure treatecl products are treated with micronized copper azole using the MicroPro,,,, copp_er preseruative process Ask dealer tor warranty details. Gr6at Southern Wodd Preseruing Incorporated, its affiliates, subsidiaries and TSO providers. use Osmose, Inc. wood preseruing products, method3, systems and technology in the treatmeni of Yellawoodrr brand products. For more information visit www.osmosewood.cofl._For impodant handling and other -information concerning our products or for a copy of the Yellawood(Rr brand Material Safety Data Sheet (MSDS) please visit us at www.greatsouthernwood.com or u;rite us at PO. Box 61O. AbbevLlle, AL 36310. Yellawoodi!-r. and the yellow tag are {ederally reqistered trademarks of Great South"ern Wood Preseruing, Incorporated. The Great Southern Wood Preserv ng. Incorporated lggo is a tEdemark of Great Southern Wood Preseru ng. Incorporated. M croPro@ iJa fecleially registered trademark of Osmose, Inc. The MicroProiBl Wood Treatment Process is cedified under SCS s Environmentally Preferable Product (EPP) proqram based on Lile-Cvcle Assessment. The NAHB Research Center Green Approved mark is your assurance that a product rs eligrblc lor po nls los a o \-l o-r, rl OrFtrn Burldrng Cedif icalion.

@ Shakers

Alex Hines has been promoted to corporate director of marketing for Tamko Building Products, Joplin, NIo. l\Iark Shaner is now corDorale mgr. of decking & r.riling products. Bridget Brown is the new secretary to the v.p.-sales & marketing, replacing Barbara Wells, who retired after 25 years.

Dennis Crowe, ex-Hager Distribution, has opened an office in Grand Rapids, Mi., for Great Northern Lumber, Blue Island, Il.

Jeff Blanchard has been promoted to hardware purchasing & inventory mgr. at Benson Lumber & Hardware, Derry, N.H. He will also manage the yard's fleet of vehicles.

Mark Hendricks has been promoted to sales rep at Mid-America Cedar, Osseo, Mn. Tim Kennedy, exLake States Lumber. has been hired as a salesman.

Nigel Stobart has joined Stock Building Supply, Raleigh, N.C., as v.p. of sales.

Kelly Rud has been promoted to sales rep for MeadWestvaco's sawmill in Cottonton. Al.

Richard C. Post. ex-Parksite, is now regional sales mgr. at Wolf, York, Pa., responsible for New England and upstate New York.

Chris Cooley is now focusing on hardwood and softwood lumber at Clarke Veneers & Plywood, Jackson. Ms.

Jeff Farrell has been promoted to controller ol' manufacturing operations for ABC Supply Co., Beloit, wi.

Steve Tourek, senior v.p. and general counsel for Marvin Windows, Warroad, Mn., was named president of the board of directors at the Tropical Forest Foundation.

Robert Mellor, ex-Building Materials Holding Corp., has been elected to the board of directors of Stock Building Supply, Raleigh, N.C. Brian H. McCurrie. chief financial officer at Koppers Holdings Inc., Pittsburgh, Pa., will become senior v.p.-global carbon materials and chemicals at Koppers Inc., Pittsburgh, with the May I retirement of Kevin J. Fitzgerald. The company is seeking a new c.f.o.

John Stegeman, ex-Ferguson, has joined HD Supply, Atlanta, Ga., as executive president, overseeing divisions HD Supply Canada, HD Supply Electrical, HD Supply Plumbing/HVAC, HD Supply Waterworks, and HD Supply White Cap.

Randy Gaudette is store mgr. of the new Lowe's Home Improvement Center in Lowell, Ma.

Michael D. Mahre, ex-SelectBuild, has joined ProBuild. as senior v.p. of corporate development.

Raymond Lopez is now Miami, Fl.based field technical service mgr. for Tarco, Little Rock, Ar., focusing on the LeakBarrier product line.

James J. Roberts has been named c.e.o. of The Chamberlain Grouo. E,lmhurst. Il.. replacing J. Davia Rolls, who has retired.

Bunny Hawkins, ex-Cherokee Wholesalers, is a new inside sales/ account rep at the Beltsville, Md., branch of Horizon Forest Products and Long Floor, Raleigh, N.C. Chris Williams has been promoted to branch mgr. in Chesapeake, Va.

Chuck Miller, v.p.-business development, Overhead Door Corp., Dallas, Tx., has been elected president of the Door & Access Systems Manufacturing Association.

Kevin Ketchum has joined North American Wholesale Lumber Association, Rolling Meadows, Il., as director of marketing & communications.

Anne Rahikainen is the new director of bioenergy services at RISI, Boston, Ma.

Marc and Suzanne Currie, Niece Lumber, Lambertville, N.J., are the proud parents of 7lb. 4 oz. Mason Alexander Currie, born Feb. 11, 2010.

Tad Short is handling accounts payable for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Tennessee Dealer Regroups

White House Builders Lumber & Supply, White House, Tn., has filed for Chapter I I bankruptcy protection. Its retail operation, White House Home Center, has been hit with about $1.2 million in bad debt over the last two-plus years as its builder customers began defaulting on payments.

To recover. owner Jeff Christian has canceled most of its builder accounts and gradually cut back staff from 34 to seven. A year ago, White House started diversifying into constructing its own homes and selling surplus materials, with plans for regular suplus auctions.

Christian hopes to emerge as a diversified surplus warehouse with lumberyard and hardware store.

Two Coat Exterior Prime

0ur two-coat process starts with an atkyd seater to btock tannin migration, fottowed by a high-performance acrytic primer The resutt: RESERVE quatity, inside and out.

Superior Wood

Made of quatity, clear, finger-jointed Western Red Cedar or Redwood, these products are naturalty designed for exterior use-both soecies are ideaI ior endurinq extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project catts for S1S2E or 54S, we of fer Lengths ranging from 16'to 20'. Pattern stock is atso avai[ab[e.

1.x4 - !xI2 s/ay{ - s/ax!)

2x4 - 2x12

The Finest Stock, The Best Coating

Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

Using a mediator for iamily business disputes

HE woRD "coNFLrcT" HAS gotten a lot of bad press.

Rather than seeing conflict as a natural and predictable aspect of human interaction-a process that, if managed properly, can often lead to growth and new solutions-people tend to see it as a failure on the part of the disputants. This is unfortunate, because conflict, when channeled positively, can be a creative, energizing. and even a healing force.

In family businesses, where the twin currents of family and business run through so many decisions. conflict is inevitable. While conflict presents challenges for any organization. internal conflict in family businesses has a special complexity.

It is often the product of experiences preceding, and factors outside of, the business issues that spark the immediate dispute. The conflict may have started years earlier on the playground, around the dinner table, in birth order. or even in a previous generation. The history may be silent, invisible, half-forgotten, but it is often a powerful presence in the conference room. I have seen businesses become stymied by conflict that has little or no connection to the business problem at hand.

The process of mediation can play an invaluable role in resolving family business conflicts. It can direct energy away from old grievances and toward finding business solutions for busi-

Whether grade marking, nail pattern marking or company logo marking, lv4atthews specializes in equipment and inks specific to the wood industry. 0ur Drop-on Demand (D0D) ink-jet printers withstand e\/en the toughest, harshest environments, keepinq up wiih the demands ofthe wood industry. Matthews'systems run at faster line speeds than the competition. Many of Matthews'inks are specifc to wood pr0du(ts and are approved by the Engineered Wood Association. Water based, fast dry and V0( free inks are availablel

is a solutions oriented supplier, working with the mill to provide a turnkey installati0n wlth complete system integration into existing networks.

Nail Patterns

Matthews Marking Products

ness problems and preserving working relationships. For a family business, protecting working relationships is not a luxury; it is a necessity.

A mediator is a neutral outsider who works with all the involved parties to craft a resolution. Unlike an arbitrator, a mediator does not mandate a settlement; rather, he or she helps the parties communicate and develop a mutually acceptable solution. Compared to other options for resolving disputes, mediation is quick, inexpensive, and private.

It is also an informal process, not limited by rules of evidence, procedure, or remedy. Because of this, mediation allows for maximum flexibility in crafting a resolution acceptable to all parties. Because of the informality and the guided, mutual communication, a mediated, as opposed to arbitrated, settlement has a better chance of soothing not just the business problem but also the troubled relationships that exacerbated it.

Mediation for family businesses is occasionally practiced by legal professionals, but more often it is performed by non-attorneys such as family business consultants who have some conflict resolution experience. The mediator's skills lie in helping parties come to the same table, communicate, and work out their own solutions in a non-adversarial environment.

"Non-adversarial" does not mean that there is an absence of conflict or that antagonisms cannot be expressed during the mediation. Instead, nonadversarial refers to the process used to air and resolve the dispute. The skilled mediator does not put constraints on the discussion, but rather helps keep the focus on the parties crafting a solution. Thus, the mediation allows discussion on the source and substance of the conflict and helps people recognize their counterproductive patterns, with the aim of being able to move past them toward a businesslike, problem-solving mode.

Long-standing resentments have a place at the table, insofar as people can come to see how those resentments are standing in the way of the ultimate task at hand. Mediation, then, cannot only result in specific terms of agreement, but can also offer an enormous advantage to a family business: the parties learn that they can communicate further and/or differently in the

(Please turn to next page)

Lumberyard Robbery Foiled

Two suspects who tried to rob Parker Lumber, Port Arthur, Tx., before the business opened for the day were discovered by an employee and quickly arrested by police.

Police were called after an emolovee arrived about 6:45 a.m. peb. )O io open the store and discovered two

men hiding inside.

Christopher James, 28, was charged with aggravated robbery. James Bell, 24, was charged with aggravated robbery and also had an outstanding warrant for criminal mischief. Both were held without bond. No properry was reported missing.

Using a Mediator for Family Business Disputes

( Continued from previous page ) future. Under the mediator's guidance, once they accomplish this, future productive interaction will no longer seen inconceivable.

Mediation in action

In a successful family business, a medical equipment company founded by two brothers, only one member of the second generation (the older brother's daughter) chose to enter the firm. Her brother pursued an academic career, and their cousin, the only son of the younger founding brother, went to work at a consulting firm. After several years, the daughter became c.f.o. Her father had retired (retaining his interest in the business), and she reported to her uncle, the c.e.o.

Building with Eastern White Pine is character building. It is a reflection of who you are, how you choose to Iive and your commitment to authenticity. To learn more about buildinq with eastern white pine visit www.easternwhitepine.org.

WiIl your next project have character?

Oucrtlons?Artlrttl" ffi.nelrn..org NILMA-

Problems developed when the cousin was laid off by the consulting firm and wanted to join the family business-as a vice president with a seat on the management committee and compensation equal to his last salary (which would be 2OVo higher

We've been protecting businesses like yours for over 10O years and we're still growing strong.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust.

For over 1OO years, our experts have been providing quatity claims and risk management services to the lumber, woodworking and buifding material industries. Remember, "you get what you pay for ,, We understand wood. We know your business... because it,s our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8O0.252.1895 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you,re covered.

One Commerce Square, 2005 Market Street, Suite 1200 Philadelphia, PA 19103

thrn the clar-rghter's conrpcrtsatitttt). The claughter exprcssccl concern about his lack o1- crlteriettcc in thcir inclustry, ancl discrcct incl i gnation abOr-rt h is ctltllpcllsat iotl reLlil l'clllcllts. Worriccl aboLrt bcing nrargittalizccl if hcr trnclc ancl cottsitt wcrc both acti\c in thc contpartr'. sltc rrcttt ttl hcr lathcr lll(l It\' ctltet r'tl IItt' rl i.r'tt::itttl..

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,lL rrl,,,c 60r-264-2sse (flffiTg1i"'

HOOD F.rr 601 -21)6-1710

INDUSTBTES www.hoodinduStries.com

Structural Wood Screws

Structural wood screws for fastening multi-ply truss and engineered wood assemblies are new from Simpson Strong-Tie.

SDW screws install from one side, firmly cinching plies together and eliminating the need to flip heavy girders. A large, flush head doesn't protrude and causes less interference when handlins trusses and installing connectors.

T STRONGTIE.COM

Tough Gear

Iron Dog Tool Gear from European Tools starts with a rig belt that can be customized with 28 interchangeable pouches, pockets, and organizers.

The rig belt has an easy on/off buckle. Users can place accessories where they want, for whatever the job demands.

I IRONDOGTOOLGEAR.COM

(203) 240-4146

Cedur Creek

ngineered Wood Products for the Heart ofAmerica

Attic Ventilator

Broan's solar-powered attic ventilator promises savings on home heating and cooling costs.

Available in three colors to match most roofs, the ventilator reportedly can be installed in minutes in most existing roof openings. The tempered-glass solar panel lies flat for a sleeker profile.

T BROAN.COM

(888) ss8-17r l

-Door Garketa for 8' to 1O diamebr doure, Wo oorty thesc gaskets br bottt bolbd and qulck opening dmrs -Tnm Gar Pails sudr as wheels, baf,ringc, axlss, and lumber straps

3' to 48"

Airport Runway/Parking Lot

Golf Course Storm Drains

. lndustrial Waste Water Applications

Constructed Wetlands

. Landfill Drainage

Sewer Sludge Compost Pipe 3" to 48"

Whether you are looking to increase your wood treating plant's production, build a new treating plant, or just need a part for a exisitng one, call us. We're here to help!

Tank

Synthetic Underlayment

TAMKO'S synthetic underlayment promises more durability than traditional felt backing, in a lighter, wider roll.

Made of a polymeric surface film, the product comes on a 10-square roll-instead of the traditional 2- to 4-square rolls. A nailing pattern printed on each sheet eases installation.

I TAMKO.COM

(800) 641-4691

MATERIAL

fliffi ,stqlt?$,

White Deck Lights

AUCTIONEERING

SPRING 2O1O

February 20. Kansas City, MO, Peak Auctioneering Headquarters

March 6 & 7 - Baltimore, MD, Howard County Fairgrounds

March 20 &2L - St. Gharles, lL, Kane County Fairgrounds

April 3. Mlddletown, NY, Orange County Fairgrounds

April 10, Manassas, VA, Prince William County Fairgrounds

April17. Berea, OH, Cuyahoga County Fairgrounds

May 1. Detroit, Ml, Gibraltar Trade Center North NEW Location!

May 8 - Indianapolls, lN, Marion County Fairgrounds

May 15 - Gharlot{e, NG, Metrolina Tradeshow Expo FALL 2O1O

August 28 &29. Baltimore, MD, Howard County Fairgrounds

September 18 - Detroit, Ml, Gibraltar Trade Center North

September 25. Louisville, KY, Kentucky State Fairgrounds

October 2 Indianapolis, lN, Marion County Fairgrounds,

October 9 & 10 - St. Gharles, lL, Kane County Fairgrounds

October 16. Berea, OH, Cuyahoga County Fairgrounds

October 23 - Syracuse, NY, New York State Fairgrounds NEW

October 3O - Harringlton, DE, Delaware State Fairgrounds

November 13 - York, PA, York Expo Center

November 2O Gharlotte, NG, Metrolina Tradeshow Expo

December 4 & 5 - Baltimore, MD, Howard County Fairgrounds

Call for information on the auctions in our 2010 Schedule including our NEW location in Syracuse, NYI

Hundreds Of Companies Sell

Through Peak Auctioneering Every Year...many of them have been with us since the beginning over 20 years ago.

TimberTech DeckLites are now offered in Coastal White, to complement RadianceRail, Ornamental Rail, and FenceScape systems.

Lighting options include post cap lights, baluster-mounted accent lights, post-mounted accent lights, and stair riser lights for added visibility.

The low-voltage system uses minimal electricity.

T TIMBERTECH.COM

(800) 307-7780

High Vent District

Benjamin Obdyke's Cougar Ridge Vent improves attic ventilation to prolong the life, beauty, and performance of roofing.

Made with nylon matrix technology, the product reportedly installs easily and can be installed by hand or with a pneumatic nail gun.

T BENJAMINOBDYKE.COM

(800) 346-7655

^Z{ IAMERICA'S BUILDING

If you have excess material, don't settle for a liquidator's final offer...sell it for the highest bid!

Blanket The Roof

The Opus roof blanket from Propex reportedly has several advanta-eies over felt-paper and plastic sheeting underlayme nts.

The product reportedly is li-thtweight and easier to work with. cleaner with less wastcd material, and easier to install than traditional undellaymcnts.

T PROPEXUS.CoM

(423) 305-3-58,1

Rosboro

Bosborrr

Gr<lu ing Today Buildrn-c'ftrmorrou"

Look of Hardwood Decking

AZEK Deck's new Arbor Collection in PVC has the look of tropical hardwoods, but reportedly is lighter and easier to work.

Deck boalds come in threc colors-Aeacil. Morado. and Rcdland Rose-with thc subtle pattern and grain of wood.

T AZEK.COM

(811) 215-2935

[nduring Through The Seosons

'lleated Glulam Beanrs and Columns that Stand the'["est of 'I'ime

As onc of the great products fbr tlre nes, building season. Rosboro'J'rcatccl Glularn is a solid choice lbr rour clicnts'clccks, Dorches and balconies:

s 25-ycar warranty

il*- Pressure-treated to resist rot. decat and insect attack

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Ileams

xr Non-su'elling, honey-colorecl Preservative tirr lbove-grounil applications

liii Manuf'actured to standard lranring q iclths and E\\'P dcpths

r.lr Balanccd lay-Lrp lirl clcan and sinrplc installation

Columns

rl': Oil-solrrble prescrlative acting as idcal lLrrrgicide artd insecticiclc

,lt, l,on8-tcn)r l)rescr\xti()n in both gloLtnd c()ntlrct itnd abole-grottnd uscs

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Technical Support: (817) 151-4139

Email : n fb (r rclsbclro. corn Web: w r'" rv. rosboro. com

Deck Tool with Bonus

The Ipe Clip Co.'s Hardwood Wrench decking tool is now offered in a new package, for added shelf appeal.

The new packaging also contains a canvas canying case. The tool itself is constructed from hard-anodized aluminum and can bend multiple boards simultaneously. It is also easily reversible, with no extra tools.

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(866\ 421-2547

Insulation Boards

Steico's Universal sarking underlayment and sheathing boards offer protection against wind, dust, moisture and sound.

Both water-resistant boards are produced with a T&G profile, so they are ideal for insulating pitched roofs. walls and floors.

I STEICO.COM

Gellular PVG Railing

The new Dartmouth rail system from INTEX Millwork is code-approved for spans up to 12 ft. Constructed of extruded cellular PVC, the pre-finished rails, newels and accessories offer a l0-year paint warranty.

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(609) 567-s900

Double-Gertified Hardwood Deck

Plantation grown Fijian mahogany decking and planks from Atlantic Timber are certified by both CITES and FSC.

Beautiful and naturally durable, the wood has tightly woven grain that resists splintering, moisture damage, and insect infiltration.

r (603) 6i2-6484

Richard V. Wolohan. 94. founder and retired chairman of Wolohan Lumber, Saginaw, Mi., died March 10 in Saginaw.

In 1932, Mr. Wolohan entered the lumber and grain elevator business that his father had started in the early 1900s. When the business was acquired by Wickes in 1950, he was named vice president and general manager of the lumber operations.

In 1964, he and l0 managers left Wickes to form Wolohan Lumber. After he retired in 1980, his son took over and expanded the business to 50 stores in seven Midwestern states. In 2006, the company was sold to United Building Centers.

William Winsor "Jay" Humphrey Jr ., 49 , president of Humphrey's Building Supply, Tiverton, R.L, died March 9 from complications after a bone marrow transplant-

As the fifth generation in the family business, he took over as president with brother Scott as c.e.o. in 1992.

Robert Cash, 65, retired plywood buyer and sales rep at Seven D Wholesale, Deerfield Beach, Fl., died Feb. 17 in Boynton Beach, Fl.

He began with Seven D in 1993, retiring last June.

Previously, he worked at LBM firms in Portland, Or., including Western International Forest Products.

Dennis C. Wilker, 62, retired partowner of Rochester Lumber. Oronco. Mi., died of cancer Feb. 6 in Byron, Mn.

After serving with the Army in Vietnam, Mr. Wilker worked at Fullerton Lumber, Minneapolis, Mn., from 1969 to 1989. In 1990, he became a part-owner of Rochester Lumber, retiring in Dec. 2003.

George James Birish,8l, retired v.p. of Midland Lumber's branch in Warwick. N.Y.. died Feb. 21 in Warwick.

Mr. Birish served with the Army during the Korean War. In the late 1960s, he co-owned Birland Millwork, Pompton Lakes, N.J., and later coowned Williamsburg Colonial Wood Productions. He also was a consultant to Rowley Building Products, Middletown, N.Y.

He retired from Midland in 1989. Building.hoductsom

Warren C. Evans, 85, who helped to run his family's business, Evans Lumber Yard, Luzeme, Pa., died Feb. 17 inLtzerne.

As a top turret gunner and engineer in the Sth Air Force division during World War II, he flew 24 missions over Germany. He returned to the family business after the war.

Edward George Alger, 89, retired manager at several Lampert Lumber yards, died Feb. 6 in Kenyon, Mn.

After serving as an Army radio operator during World War II, he worked at Lampert yards in Wells and Winona, Mn., and Sturgeon Bay, Wi.

Pauline E. Mumford. 81. retired manager and accountant at Shore Building Supply, Millville, De., died Feb. 8 in Clarksville, De.

Mrs. Joe Rene Groves Pittman, 93, co-owner with her husband of Causeway True Value Hardware, Metairie, La., and True Value Hardware, Thibodaux, La., died Feb. 17 in Metairie.

Richard A. Nissen. 80. retired foreman at Goodhue Lumber Yard, Freetown. Ma.. died Feb.24 in New Bedford, Ma.

He served in the Navy during the Korean War, and worked at Goodhue for more than 30 years.

Leander E. Crock. 85. former owner of Caldwell Lumber & Supply Co., Caldwell, Oh., died March 16 in Columbus, Oh.

After serving in the U.S. Army in in Europe during WWII, he operated several businesses, including the lumberyard and his own construction firm.

Willis E. Tasch, 79, who worked at several yards in Graytown, Oh., died Feb. 20 in Oregon, Oh.

He worked at the Lumber Yard, Toledo Lumber Co., and Starr Lumber, where he retired in 1990.

John Joseph "Buzz" Fisher II, 61, an estimator for the former People's Lumber Co., Salem, Oh., died March 5 in Salem.

He served with the U.S. Army in Vietnam and worked as a contractor before spending 26 years with People's Lumber.

Direct lmporters of Hardwood Decking,' lumber, & Flooring

'- ,.-lt" t; 'lT::, ts_ Rico, included a Pirates of the

QUALITY WOOD Preservers Society's meeting Feb. 18-21 in San Juan, Puerto Caribbean party and was sponsored by their preservative supplier, Arch Wood Protection. [1] Brenda Heindl, Huck DeVenzio, Brenda Kittrell. [2] Rodney Hardison, Dick & Elaina Jackson. [3] Donna & Corry McFarland. [4] Vic & Nancy Sowl. [5] Laura Wright, Grady Brafford, Morgan Wright. [6] Steve & Maureen Wisnewski. [7] Carey & Kari Garst. [8] Marty & Cheri 0lheiser, Elizabeth Everitt. [9] Steve & Patty

Shields. [10] Becky & Kevin Escue. [11] Paul & Missy Barnes. [12] Margaret & Jacques McKay. [13] Omar & Traci Lavelle. [14] Steve Snyder, Kim & Lloyd Docter. [15] Mark & Monica Lewallen, Mikee Johnson. [16] Jeff, Julie, Sarah & Sandy Miller. [17] Bob, Chelsea, Kathie & Katy Gruber. [18] David & Jessica Hanis. [19] Joe Lstiburek, Pam Mitchell, Mark Shows, Dave Perry. [20] Georgia, Joe, Will & Jack Krause. [21] Dick & Bonnie Keeley. [22] Michael Campbell, Sadi Yarti. [23] Carolyn Magers, Luis Fernandez, Scott Hoffman. [24] Anne & Ramsay Smith.

ASSOCTATTON

Wisconsin Retail Lumber Association has agreed to merge with the Northwestern Lumber Association, although WRLA will maintain its own convention, legislative work, and special events.

Transitional work will begin this summer and the merger is expected to be complete by Jan. l,20ll.

Mid-America Lumbermens Association is staging area meetings April 20 at Mid-Am Building Supply, Moberly, Mo.; April 2l at Forest Products Supply, St. Louis, Mo., and Aprrl 22 at American Building Products, Jefferson City, Mo.

Ohio Construction Suppliers Association is sponsoring an Ohio/ Kentucky dealer roundtable May 5-7 in Bowling Green, Ky.

Florida Building Material Association will hold a regional meeting on April22 at Jeld-Wen Millwork Distribution, Tampa.

On May 20, the Northern Florida Texas Hold-em Tournament begins with a cash-bar reception at Main Street Receptions, Leesburg, Fl., followed by a prime rib dinner. The next day is the Northern Florida Golf Tournament at Arlington Ridge Golf Club, Leesburg.

Northeastern Retail Lumber Association will move its annual LBM Expo to MGM Grand Foxwoods, Mashantucket, Ct., next year, after 34 years in Boston, Ma.

NRLA affiliates have packed the summer with a host of social activities, including Central New York Retail Lumber Dealers Association's annual day at the races July 17 at the Oswego Speedway, Oswego, N.Y., and annual clambake Aug. 19 at Hinerwadles Grove, E. Syracuse, N.Y.; Mid-Hudson Lumber Dealers Association's summer outing July 9 at Hudson Valley Renegades, Wappingers Falls, N.Y., and Northern New York Lumber Dealers Association annual fishing derby Aug. I I in Clayton, N.Y.

Annual golf outings will be sponsored by Lumber Dealers Association of Connecticut June 2 at Tunxis Plantation, Farmington, Ct.; New Hampshire Retail Lumber Association June l0 at Lake Sunapee, N.H.;

Central New York Retail Lumber Dealers Association June 14 at Pompey Country Club, Pompey, N.Y.; Eastern New York Lumber Dealers Association June l7 at Orchard Creek Golf Club, Altamont, N.Y.; Long Island Lumber Association Annual Golf Outing June 22 at Rock Hill Country Club, Manorville, N.Y.; Western New York Lumber Dealers Association June 22 at Bristol Harbor, Canandaigua, N.Y., and Northern New York Lumber Dealers Association June 23 at Potsdam Golf & Country Club, Potsdam, N.Y.

Lumbermen's Association of Texas is preparing a history of the association and its members to commemorate the 125th anniversary of LAT and the 70th anniversary of LBMDA in 2011.

Coverage of this month's LAT Expo will appear in the next BPD.

Indiana Lumber & Builder's Supply Association will offer a seminar on blueprint reading and material take-off April 20 at Holiday Inn North, Indianapolis.

Southern Building Material Association continues its series of informational webinars with "OSHA Inspection Procedures" May 1l and 20; "Tools & Machine Safety" June 8 and 17, and "Blood Borne Pathogens" Julv 6 and 15.

New Jersey Building Material Dealers Association has two summer activities planned, a golf outing Aug. l6 at Battleground Country Club, Manalapan, N.J., and a fishing trip Aug.20.

Construction Suppliers Association's summer management conference takes place July 7-10 at Bay Point Marriott, Panama City, Fl.

Northeastern Lumber Manufacturerts Association will converge on Hyatt Regency, Boston, Ma., May 1314 for its annual convention.

Speakers include Steve Lovett, Blue Ribbon Commission, on a new check-off program for softwood lumber; Paul Jannke, principal, Lumber Forest Economic Advisors, on "Lumber Markets Have Begun to Recover: Is the Recent Run Sustainable?," and Craig Lawson, president, Softwood Export Council, on "Can You Sell Lumber Overseas?"

Also offered are an optional tour of Fenway Park and a play performed by Steppenwolf Theatre.

Southern Forest Products Association will hold its midyear meeting May 26-27 at the Hotel Monteleone, New Orleans, La.

Southern Cypress Manufacturers Association elected new officers at its annual meeting in Tampa, Fl.

Christopher Sackett, Turn Bull Lumber, Elizabethtown, N.C., is the new president, and Frank Vallot, Acadian Hardwoods & Cypress, Ponchatoula, La., v.p.

Rates: $'1.20 per word (25 word min.), Phone number counts as'1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera+eady" (advertiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more

WHOLESALE LUMBER distribution comoany in Chicago is looking for a salesperson ro sell lumber and specialty products to retail lumberyards and building store chains in the Midwest region. Ideal candidate will have experience presenting and seliing lumber products, along with establishing key purchasing relationships. Key qualifi cations:

Strong communication and social skills

Good phone presence

Aggressive, energetic and independent

Basic computer skills (Excel and Internet)

Ability to multi-task

This is a full-time commissioned position with base salary and benefits. Please send your resume to rspalmer@cookcountylumber.com

EMPLOYMENT OPPORTUNITIES

IN

THE U"S. AND CANADA: Our client is seeking to hire Senior Commodity and Specialty Forest Products Traders NOW. Selected candidates must have a track record in generating in excess of $200,000 in annual gross margins. Commissions range to 45Vo of the gross. Client's working capital line exceeds $200M. Excellent benefit and retirement package. For a confidential discussion, contact Carl Jansen at Search North America, (541) 593-2717, email carlj @searchna.com, www.searchna.com.

WHOLESALE HARDWOODS, outside sales. Work from your region or relocate. Flooring, stair parts, specialties. Mail resume to P.O. Box 11171, Knoxville, Tn. 37939. Top commissions. Employee ownership.

WE ARE LOOKING for aggressive sales representatives to grow with our company. We are a well-established (since 1922) and reputable family-owned wholesaler looking to expand into new markets. Work from your hometown and eam the best commissions in the business. Call Jim at (800) 647 6242 for more information. The McGinnis Lumber Company, Inc., Meridian, Ms.

SIXTH GENERATION family-owned business in Southwest Michigan is looking for an experienced outside sales contractor. Applicant needs working knowledge of the lumber and hardware industry, successful background in sales, and a great character. Call Bruce at (269) 683-2700

FULL TIME/PART TIME person to represent Rocky Mountain BluWood in Western Colorado. Utah. Nevada. and Idaho. Sales will involve primarily FSC lumber & building materials. Contact Pat Bischel, cell (7 15) 210-4105

info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month.

To reply to ads yyith private box numbers, send correspondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60Vo split for trader. Call John at Lakeside Lumber ar (623) 566-7100 or email lakesidelumber@ cox.net.

TRUSS DESIGNER WANTED for truss manufacturer located in the Adirondack Mountains, N.Y. Candidate must have experience with Mitek software. Strong sales skills also required. Email resume and references to troblee@riversidetruss.com. Fax 518-494-4234.

LUMBER MARKET REPRESENTATIVE: Charlotte, N.C. Forest2Market, Inc., the emerging leader in lumber market price reports and analytics is seeking a lumber market sales representative. Candidates should possess knowledge of the commercial lumber supply chain and college-level mastery of descriptive statistics and supplyidemand economics. Email your resume to inquiry@forest2market.com.

INDUSTRIAL LUMBER and wood packaging sales representatives wanted. Conner Industries (www.connerindustries.com) is eager to recruit highly motivated sales professionals to expand its industrial sales force. Conner takes pride in its leadership role in the industrial wood products and services market. Please email your resume to gabram@ connerindustries.com.

SEEKING EXPERIENCED TRUCK,/RAIL

Transportation Broker. We are a growing lumber sales and transportation company in Eagle, Id. Experience with truck or rail freight is a must. Commission based. Fax resume to Roger at 208-323-919 | or email rbrown@eaglefp.net.

WANTED: LUMBERYARDS FOR SALE. We have a growing list of clients asking for yards to purchase. We are business brokers as well as financial advisors to the lumber & building material industry. We will prepare a marketing package that will create enthusiasm internally and externally. Contact Philip Arsenault of American Business Consulting at (508) 864-7500. See our website at www.amerbusconsultins.com

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-576-8723, email LumberSource@ worldnet.att.net.

DATE Book

Llsfrngs are often submitted months in advance. Always verify dates and locations wtth sponsor before making plans to attend.

Lumbermen's Association of Texas - April 8-10, annual convention, Henry B. Gonzalez Convention Center, San Antonio, Tx.; (800) 749-5862; www.lat.org.

National Hardwood Lumber Association - April 11-14, leadership program, Memphis, Tn.; April 12-15, lumber grading course, Connellsville, Pa.; (901) 377-1818; www.nhla.com.

Western New York Lumber Dealers Association - April 13, customer service seminar, Radisson, Rochester, N.Y.; (518) 2861010; www.nrla.org.

National Paint & Goatings Association - April 13-15, annual meeting & technical conference, Charlotte, N.C.; (202) 462-6272.

Northeast Window & Door Association - April 14, spring education meeting, Washington, D.C. ; (609) 7994900; www.nwda.net.

Northeastern Young Lumber Execs - April 14, board meeting; April 15, spring conference, Mashantucket, Ct.; (518) 286-1010; www.nna.0rg.

Virginia Tech - April 14, lean manufacturing workshops, Princeton, W.V.; April 15, Abingdon, Va.; www.woodscience.vt.edu,

National Kitchen & Bath Assn, - April 16-18, annual show, McCormick Place, Chicago, ll.; (800) 843-6522, www.nkba.org.

American Hardware Manufacturers Association - April 18-21, hardlines technology forum, Renaissance Hotel, Schaumburg, ll.; (847) 605-1 025; www.ahma.org.

Transload Distribution Assn. - April 19-20, conference, DoubleTree, San Antonio, Tx.; (503) 6564282; www.transload.org.

Structural Insulated Panel Assn. -April 19-22, annual conference, Hilton Indian Lakes, Chicago, ll.; (253) 858-7472; www.sips.org.

Forest Products Society - April20-22, Smallwood conference, Hot Springs, Ar.; (608) 231-1361 ; www.forestprod.org.

Mid-America Lumbermens Association - April 20, area meetings, Moberly, Mo.;April21, St. Louis, Mo.;April22, Jefferson City, Mo.; (800) 7 47 -6529; www.themla.com.

Mid-Hudson Lumber Dealers Association - April 21, Decking 101 seminar, Newburgh, N.Y.; (518) 286-1010; www.nrla.org.

Kentucky Building Materials Assn. - April 2'l-23, convention & expo, Hilton, Lexington, Ky.; (800) 844-1774; www.kbma.net.

Woodworking Machinery Industry Assn, - April 21-24, conference, Monterey, Ca,; (410) 931-8100; www.wmia.org.

Florida Building Material Association - April 22, regional meet ing, Tampa, Fl.; (352) 383-0366; www.fbma.org.

Material Handling lndustry of America - April 26-29, annual expo, l-X Center, Cleveland, Oh.; (70a) 676-1 190; www.mhia.org.

Twin Cities Hoo-Hoo Club - April 27, dinner & meeting, Grumpy's, Roseville, Mn.; (61 2) 490-8583.

International Wood Products Association - April 28-30, annual convention, Eden Roc Hotel, Miami Beach, Fl.; (703) 820-6696; www.iwpawood.org.

New England lndustrial Woodworking Expo - April 30-May 1, Connecticut Expo Center, Hartford, Ct.; (828) 459-9894.

Material Handling Equipment Distributors Association - May 15, annual convention, Marriott Marco lsland Resort & Spa, Marco lsland, Fl.; (847) 680-3500; www.mheda.org.

Gomposite Panel Association - May 2-4, spring meeting, Hyatt Regency, Bonita Springs, Fl.; (301 ) 670-0604; www.pbmdf.com.

Paint & Decorating Retailers Assn. - May 4-6, show, Convention Center, Las Vegas, Nv.; (800) 737-0107: www.pdra.org

Virginia Tech - May 6, lean manufacturing workshops, Danville, Va.; May 12, Virginia Beach, Va.; www.woodscience.vt.edu.

Northeastern Loggers Association - May 7-8, equipment expo, Champlain Valley Expo Center, Essex Junction, Vt.; (800) 3187561 ; www.northernlogger.com.

National Retail Federation - May 10-12, leadership conference, Washington, D.C. ; (202) 7 83-7 97 1 : www.nrf .com.

Wallace Hardware - May 11-13, spring market, Convention Center, Gatlinburg, Tn.; (423) 586-5650; www.wallace-hardware.com.

Construction Specifications Institute - May 11-14, annual convention, Pennsylvania Convention Center, Philadelphia, Pa., (301 ) 670-0604; www.csinet.org.

North American Wholesale Lumber Association - May 13, regional meeting, Boston, Ma. ; (800) 527-8258; www.nawla.org.

Northeastern Lumber Manufacturers Association - May 13.14, annual convention, Hyatt Regency, Boston, Ma.; (207) 829-6901; www.netma.0rg.

Do lt Best Corp. - May 15-17, spring market, lndiana Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbest.com.

National Association of Home Builders - May 16-18, green building conference, Raleigh, N.C.; (800) 368-5242; www.nahb.com.

Kitchen Gabinet Manufacturers Association - May 16-19, annual convention, Wild Dunes Resort, lsle of Palms, S.C.; (703) 2641690; www.kcma.org.

Florida Building Material Association - llay 20-21, poker & golf tournaments, Arlington Ridge Golf Club, Leesburg, Fl.; (352) 3830366; www.fbma.org.

Massachusetts Retail Lumber Dealers Association - May 21, summer outing, Chatham, Ma.; (518) 286-1010; www.nrla.org.

The stereotype is often true: rhe big box store comes to town and monopolizes sales of the most popular building materials throughout the area, leaving generations-old mom-and-pop shops to survive on peddling slower-moving, oddball items to an ever-shrinking clientele.

Certainly the Satterfield family, owners of 88-yearold Rollier's Hardware, Pittsburgh, Pa., noticed sales holding strong for hard+o-find items the mass retailers wouldn't carry, such as Christmas lights with brown and white wires to be used for weddings and outdoor decoration, cedar oil for restoring cedar-lined closets, and cast iron drain covers.

So instead of fighting the trend by abandoning the unique hardware stock, the Satterfields decided to expose their quirky wares to a worldwide audience via the Internet.

In 2007 , Brett and Derek Satterfield launched HardToFindltems.com, as both a complement to Rollier's storefront and as a way to expand their sales prospects beyond the Pittsburgh city limits.

Key tools in reaching buyers have been Google's Adwords program and an Amazon.com seller account.

"Most people generally view technology in a negative light when comparing small businesses to corporations," said Brett. "While technology has allowed large corporations to run much more efficiently, it has allowed small businesses to compete nationally and internationally with only a nominal investment."

The Satterfields' $6,000 investment became $1.3 million in revenue in 2OO9 and is now on pace to generate sales of $3 million a year.

How Much Wood ls in the Woods?

(Conrinued from page 9) ments all but dried up from the midpoint of the last decade to the cyclical low in 2009. Those investment groups with high debt leverage have been and will continue to be under pressure to harvest no matter what the prices are. But those investment groups with little or no debt can pull the timber off the market and wait for better prices.

However, this policy provides investors with no cash flow. Once prices do recover, there will be pressure on these owners to earn some money to pay investors. Against a backdrop of moderate demand in coming years, this dynamic will help to keep timber prices below previous peak levels.

For a detailed analysis of the impacts of the recent developments on lumber, panel and timber markets, please see the following just-released RISI publications: North American Lumber Forecast - lS-Year, North American Wood Panels Forecast - lS-Year. and North American Timber Forecast - lS-Year.

* Robert Berg is principal lumber economist for RISI. Reach him at bberg@risi.com.

ADVERTISERS Index I

For morr infcrmation on advertisers, call them diredly or visit the ir websites [in bracketsl.

Advantage Trim & Lumber [wwuadvantagelumber.com]..........49

Anthony Forest Products [www.anthonyforest.com]........C0ver ll

Arch [wrvw.wolmanizedwood.com] .....,.,.....,., 13, 15, 17,'lg, 21, 23

Auto.Stak Systems [www.autostak.com]..........,.......................,.,36

Biewer Lumber [www.biewerselect.com].......................................3

Boozer Beam [www.boozerbeam.com] ...,,...........s

Capital [www.capital.lumber.com].,........,.....,............,..................28

CedarCreekWholesale Inc. [www,cedarcreek.com] .................U

Crumpler Plastic Pipe [www.cpp.pipe.com] ................................45

Eastern Engineered Wood Products [www.eewp.com] ..........,...29

Elder Wood Preserving [www.elderwoodpreserving,com] .......,..7

Fiberon LLC [www.fiberondecking.com] .,.,.......3S

Fletcher Wood Solutions [www.tenonusa.com] ..........................34

Fry Wholesale Lumber............ .........,...................53

Great Southern Wood Preserving [www.yellawood.com] ..........37

Hood Industries [www,hoodindustries.com] .......,....,...,..............43

Hoover Treated Wood Products [www.frtw.com] .............Cover lV

Jackson & Langford Wholesale Lumber LLP,.....................,.,.,....,4

Matthews Marking Products [www.matthewsmarking.com] ......40

New South [www.gator.guard.com],......... .........,31

Nordic Engineered Wood Products [www.nordicewp.com].........8

Northeastern Lumber Manufacturers Assn. [www.nelma.org]...42

Osmose [www.osmose.com] ...Gover I

Peak Auctioneering [www.peakauction,com] .............,................46

Pennsylvania Lumbermens Mutual [www.plmins.com]...........,..42

Qualig Borate Co. [www,qualityborate,com] ..............,.,.............32

Richard Landry Lumber Sales Inc.

Richardson Timbers [www.timbersonline,com] .............,.....,.,....38

Rosboro [www.rosboro.com] ................ ..............47

Roseburg Forest Products [www.rfpco.com]........,.....,.....Cover lll

RoyOMartin [www.royomartin.com]

Simpson Strong.Tie [www.strongtie.com].................,,.,.,.,.,........30

Siskiyou Forest Products [www.siskiyouforestproducts.com] .39

Snider lndustries [www.sniderindustries.com] .......................,.,.48

Sunbelt [www.sunbeltracks.com]

Tank Fab [www.tankfab.com]

Viance [www.treatedwood.coml ...............,

Wynndel Lumber [www.wynndellumber.com],.,....................,.....41

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