Merchant Magazine April 2015

PRESERVED WOOD SPECIAL ISSUE EWP SUCCESSION PLANNINGAPRIL 2015

TheMERCHANTMagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

4 The Merchant Magazine April 2015 Building-Products.com

April 2015 Volume 93 Number 10

TheMERCHANTMagazine

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

BUILDING-PRODUCTS.COM

Special Features9 PRODUCT SPOTLIGHT

GLULAM & THE NEW HOME

14 WWPI SPECIAL FOCUSWOOD HOLDS ITS OWN IN DECKING

16 WWPI SPECIAL FOCUSCOLORIZED TREATED WOOD

18 WWPI SPECIAL FOCUSCALIFORNIA, INDUSTRY SEEK FINALTREATED WOOD WASTE REGS

19 WWPI SPECIAL FOCUSUPDATED APP BOOSTS SALES

20 WWPI SPECIAL FOCUSNEW WEBSITE EXTOLS TREATED WOOD

22 WWPI SPECIAL FOCUSCHECK THE END TAG

24 WWPI SPECIAL FOCUSFASTENERS INTEGRAL TO PROPERTREATED WOOD PERFORMANCE

54 PHOTO RECAP: WWPA

58 PHOTO RECAP: LMCCHANGE OF ADDRESS Send address label from recentissue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA92626.The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. D200,Costa Mesa, CA 92626 by 526 Media Group, Inc.Periodicals Postage paid at Newport Beach, CA, and addi-tional post offices. It is an independently-owned publica-tion for the retail, wholesale and distribution levels of thelumber and building products markets in 13 westernstates. Copyright®2015 by 526 Media Group, Inc. Coverand entire contents are fully protected and must not bereproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or rejectany editorial or advertising matter, and assumes no liabili-ty for materials furnished to it.

In Every Issue6 ACROSS THE BOARD

10 COMPETITIVE INTELLIGENCE

26 OLSEN ON SALES

32 NAWLA–THINKING AHEAD

40 MOVERS & SHAKERS

42 APP WATCH

44 FAMILY BUSINESS

46 ASSOCIATION UPDATE

49 NEW PRODUCTS

60 IN MEMORIAM

60 CLASSIFIED MARKETPLACE

61 DATE BOOK

62 IDEA FILE

62 ADVERTISERS INDEX

www.building-products.comA publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

President/Publisher Patrick [email protected]

Vice President Shelly Smith [email protected]

Co-Publisher Alan [email protected]

Publisher Emeritus David CutlerEditor/Production Manager

David [email protected]

Associate Editor Stephanie [email protected]

Contributing EditorsCarla Waldemar, James Olsen

Advertising Sales Manager Chuck [email protected]

Circulation Manager Heather [email protected]

How to AdvertisePRINT or ONLINE

Chuck CaseyPhone (714) 486-2735 Fax 714-486-2745

[email protected] Adams

Phone (714) 486-2735 Fax [email protected] – David Koenig

Phone (714) 486-2735 Fax [email protected]

How to SubscribeSUBSCRIPTIONS Heather Kelly

Phone (714) 486-2735 Fax [email protected]

or send a check to 151 Kalmus Dr.,Ste. D200, Costa Mesa, CA 92626U.S.A.: One year (12 issues), $22

Two years, $36 Three years, $50

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

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shippingBACK ISSUES $5 + shipping

TheMERCHANTMagazine

Deck | Porch | Rail | Trim | Moulding | Pavers AZEK.com

Craft a customer’s ultimate vision. Voted #1 in quality for 3 years in a row by BUILDER Magazine, you can trust AZEK Deck to help you create one-of-a-kind outdoor spaces. With the rich look of wood, time-tested low maintenance, and easy workability, AZEK Deck allows you to create dream decks for your customers. Choose from 18 luxurious colors and a complete line of deck and rail lighting to bring your AZEK Deck creations to life. Find out how to make your customer’s outdoor living space the envy of the neighborhood at AZEK.com/for-pros.

THEIR DECK.YOUR MASTERPIECE.

AZEK iPAD APP

NOW AVAILABLE


ACROSS the BoardBy Patrick Adams

In the shadowsof giantsI GREW UP in the shadows of giants, but it was not until recently that I got to see them

up close. Not in D.C. or New York, but in Orange County, Ca., reside the now shut-tered Tustin Marine Corps Air Station and home of two blimp hangars. These are notjust blimp hangars; they are the largest wooden structures ever made and contain thelargest covered, unobstructed open space of any structure in the world.

When I was a child, we would drive by them during our daily errands and I wouldstare in awe. I would ask my parents how they were built and why they were there. Mycuriosity would build every time we drove by as I asked the same questions hoping toget more detail to quench my curiosity.

It comes as no surprise that they were constructed by the Greatest Generation early inWorld War II. They were built to house the Pacific region’s military blimps thatpatrolled the coastline of the West after the U.S. entered the war following the attack onPearl Harbor. They are each 17 stories high, over 1,000 ft. long, 300 ft. wide, and madeentirely of almost 3 million bd. ft. of treated Oregon Douglas fir, providing over 6.8acres of floor space per hangar. This unprecedented feat was performed by extraordinarymen who were challenged to build something great, something lasting, and somethingmade of wood because steel was unavailable during wartime. Each was completed injust six months. These structures served our country through WWII for our blimp fleetand eventually as the region’s primary military helicopter base until it was selected forclosure in 1999.

As I walked through these empty giants, the echoes of over seven decades of talesreminded me of the challenge our industry now faces. As I hear about the growing retire-ment of the skilled craftsmen and problem solvers of the Greatest Generation that havebuilt our industry and great country, we are faced with how to recruit and retain the nextgeneration into our industry. However, the challenge is indeed greater than that. Thechallenge is the how and the why and the real giants are the men who built these hangarsand in fact, the greatest country on Earth.

Our industry and the companies that make it were not built on what and when. Thetrue skill and heart of our industry is because of the how and the why, and because ofthis, it is not just about replacing retired vacancies but filling them with the skill and val-ues of those before us. There are not recruiting firms or training strategies that providethese things and without them, we risk falling victim to the same mediocrity and short-cuts that have tarnished many other once great industries.

I think back on my career and remember being surrounded by eager young execu-tives, hungry to make their mark whose biggest questions were “What are my goals?”and “When do you want it delivered by?” I remember at times asking the same questionsI did as a child. “Why is that your goal?” “How did you accomplish that before?” I alsoremember my elders not always having the time or patience to answer those questionsand preferred the more expedient questions instead.

A lot of debate is taking place over these hangars and their planned demise to erect

Building-Products.com April 2015 The Merchant Magazine 7

On March 13, 2015, Capital issued its last purchase order toThe California Redwood Company. It was also the last remainingunsold stock from The California Redwood Company.

The California Redwood Company was started as G. Simpson& Company in 1890. The company logged and processed lumberfor 125 years.

Capital’s founder George Gaskin began the relationship withthese redwood lumber resources in the 1940’s and many strongprofessional and personal relationshipshave followed. For over 65 of those years, Capital has purchased products from the Simpson family of companies.

Thank you for the years of support.

Patrick S. AdamsPublisher/President

[email protected]

single-family tract housing in their place.While I’m a big fan of new housing, Ican’t help but compare the demolition ofthese giants and the examples they pro-vide us to the potential loss in our indus-try if time is not taken to teach the nextgeneration the lessons that are trulyimportant and make our industry so spe-cial. Ours is not an industry that can bemeasured exclusively by a spreadsheetthat undoubtedly would show this acreagewould best be valued by hundreds of newhomes instead of two structures that cur-rently have no economical use.

At The Merchant, I am now consumedwith how to help with this industry’s chal-lenge by providing an outlet for the “how”and the “why” to ensure this great legacyis continued for generations to come. Howto live up to the examples that have pre-ceded us. Not because it is an economicalstrategy, but because this legacy is thegreatest asset we have and it is what ourindustry still stands for. I look forward tohearing your thoughts on this topic andhow together, we can help to create anoth-er “Greatest Generation” that will serveour industry for decades to come. I thankyou in advance for your support and lookforward to serving you all.

DESPITE being listed on the National Register of Historic Places and designated National HistoricCivil Engineering Landmarks as one of the largest freestanding wooden structures in the world,Hangar No. 2 at the former Marine Corps Air Station in Tustin, Ca., faces an uncertain future.


Glulam andthe new home

Ridge & Rafter Beams. The open,airy designs and high ceilings com-mon in today’s homes make glulam agreat choice for ridge beam applica-tions. They can span long distancesand carry virtually any design load.Sloping glulam rafter beams are theperfect complement to ridge beams inexposed applications.

Columns. Glulam columns arestraight and dimensionally true, ensur-ing that framing will stay straight andstable. What’s more, architectural-grade columns can be left exposed asan architectural feature.

Today tall walls are more popularwith designers and homeowners. Longcontinuous glulam columns canextend from bottom plate to top plateand won’t fold at the “hinge” createdby platform framing. The strength ofthe full-length glulam will counter thetendency of tall balloon-framed wallsto flex.

Window Headers. For large andsmall window and door openings, glu-lam headers provide added stabilityversus built-up dimension lumber,helping to prevent movement of thewindow or door frame, minimizingwall cracks.

– For more information on glulamuses, visit www.apawood.org/glulam.

PRODUCT SpotlightBy APA–The Engineered Wood Association

STOCK GLULAM beams managed much of the buildings’ load requirements at the Westend gardenapartment project in Denver, Co., including the headers over windows, doors and garage doors.

Garage Door Headers. Glulamgarage door headers span distanceslong enough for two- and three-car-wide garage doors. The dimensionalstability of glulam also ensures thegarage door frame is straight and true.

A common width of glulam garagedoor headers is 3-1/2 inches, whichfits conventional 2x4 wall construc-tion. For 2x6 wall construction, a 5-1/2-inch-wide glulam beam providesthe perfect fit.

STRONG, STABLE and capable ofshort and long spans, glulam

beams provide designers and buildersvirtually unlimited design flexibilityfor single-family and multi-familyhomes.

In residential construction, glulambeams are often chosen for their beau-ty in exposed designs, such as raftersin vaulted ceilings or long clear-spanridge beams. But the large majority ofglulam beams are hidden in structuralapplications, such as floor beams andheaders.

Stock beams, readily availablefrom distributors and retail lumber-yards throughout North America, areinventoried in widths of 3-1/8, 3-1/2,5-1/8, 5-1/2, and 6-3/4 inches withdepths ranging from 9 to 24 inches.

The most common uses for stockglulam beams in residential construc-tion are:

Floor Beams. Glulam is manufac-tured from kiln-dried lumber, soshrinkage and warping are minimized.Builders like the fact that glulam ismanufactured with no camber or avery slight camber that produces aconsistent, level floor. Glulam also hasexcellent fastener-holding capabilities,which means a firm subfloor that willresist nail pops or squeaks when com-bined with an APA-recommendedglued floor system.

Glulam is readily available in I-joist-compatible (IJC) depths to easilypermit flush framing without specialfurring. I-joist-compatible beams aresupplied in depths of 9-1/2, 11-7/8, 14,and 16 inches to match the depths of I-joists used in residential construction.

Smallbeats sprawl

COMPETITIVE IntelligenceBy Carla Waldemar

PICTURE THIS, straight off a Gen Xsit-com on your TV screen: trendy

L.A.’s even-trendier La Brea neigh-borhood, vibrating with flagrantly cre-ative, artistic young urbanites. Thenpicture this, as a new business venturerising among its wine bars and bou-tiques: a hardware store. What’swrong with this picture?

Nothing. It represents the dawn ofOrchard Supply Hardware’s new“urban retail format.” Since its LaBrea launch a year ago, the store’sticket average is running 14% higherthan in the traditional branches of theoutfit launched in 1931 in San Joseand now encompassing over 70 storesin California and Oregon.

But this isn’t your papa’s tradition-al go-to. The venture represents thecrest of the wave of the future. “Wesaw the potential of the evolved homecenter,” says Bob Teller, senior vicepresident of merchandise and market-

OPENING DAY customers packed OSH’s new-format store in Los Angeles’ La Brea neighborhood.

ing, “a journey toward an upscale (butaffordable), advanced hardware store,selling to a different demographic.The 30,000-sq. ft. footprint fits a nichethat’s not addressed by the bigger, 45-50,000-sq. ft. stores, so we saw lots ofopportunity in an underserved market:urban locations with the right model,right products and right strategy.”

And La Brea, with its demograph-ics of hip condo- and apartment-dwellers, fits the ticket. Its “urbanretail” design serves residents’ cryingneed for, among other vitals, paint(Benjamin Moore is OSH’s brand ofchoice); materials for repair andremodeling projects; and an urban gar-den center. To top it all, there’s arooftop parking lot for customers.(This is L.A., after all, where a car isconsidered dearer than a spouse).

Maybe that’s fitting, because thebuilding was formerly a car dealer-ship—a find because “space is at a

premium in California, and it’s expen-sive,” Teller testifies. “The front win-dows provide lots of wonderful light,”he boasts, before cringing at the floorplan. “Despite being big—30,000 sq.ft.—the space is long and narrow, likea bowling alley, which doesn’t lenditself to categorization,” he notes. “Ittook micro-sorting to adjust and fitinto the space. We got our store-plan-ning crew together and decided tomerchandise… up. It’s 97 ft. ratherthan 54, to draw interest: to use thespace above the selling space for cre-ative displays to indicate we’re well-stocked. It looks creative, but it’s stillvery, very shoppable—still looks very,very open. With 55,000 SKUs we hadto be creative and use a possible draw-back to our benefit.”

And just what products to stock?The first step solving that conundruminvolved smart research. “We had tolearn a completely different customerbase, and a different product mix thantypical, for this repair-and-mainte-nance customer,” Teller says. “It’sever-evolving, but we started out byspending time in the community.People were walking dogs, so weknew pet items would be big.”

Sure, some assumptions proved alittle off, but the team was quick totweak things. “We thought customerswouldn’t buy lumber and buildingmaterials, but, after feedback, we real-ized we needed more. We neededdimension lumber, convenience lum-ber, and basic mouldings. And pel-lets!” he adds in amazement. “There’sno need for stoves here, but they wereusing the pellets for pet bedding.Hardware is very popular, as we

(Continued on page 12)

Building-

CableRail offers yourcustomers an attractive,ultra-low-maintenance,view-friendly railing infill

option, making it one of thefastest growing deck railingproducts. As the category

leader, CableRail by Feeneyoffers dealers an incredible

opportunity to expand their sales.

Built for Success:

• Leading brand in the industry

• Lead referrals

• Advertising & promotionalsupport

• Low initial investment

• Fast inventory turns

• Very strong margins

• Pre-packaged cable assemblies• Patented, easy-to-use

Quick-Connect® fittings

• Movable freestanding displays

• Dedicated customer & dealersupport teams

pen View to More Revenue

Learn more, 1-800-888-2418or

www.feeneyinc.com/merch-bpd


of interest. People unfamiliar with the organization discov-ered we’re much more than a traditional hardware store—full service, lots of know-how.

“They’d expected to pay more than at a store outside oftown, but we didn’t raise our price to ‘city level’ (thoughwe have to pay more for labor here). Our margins are simi-lar to those in our other stores.” Tickets, as we noted, arerunning 14% higher than at the traditional branches, “whichsurprised us, because we don’t carry big-ticket items here,like patio sets or big mowers. Instead, it’s more items in thebasket,” Teller explains.

There’s a small but loyal pro business, too, based onOrchard’s trusted name. Aiming to serve local contractors,“we walked a plumber through our lines and asked him‘What are we missing?’” Nada. “They know we know ourstuff, and with our founding in 1931, we have a long histo-ry. Now, we’ll take specialty hardware to the next level.”(Orchard was bought by Lowe’s in 2013, but the parentcompany respects the strong business. “They let us alone,and that’s a huge bonus,” says Teller.)

“I’ve been in the business 30 years,” he continues, “andit’s kind of cool, what we’re doing here. There are notmany new ideas in this industry (theystopped with the big-box format), sothis is a success. This is what weare!”

Future plans? “We’ll take everyopportunity when we find urbanspace in a prime location—but subur-ban locations as well,” he adds,“the right mix and the rightdemographic. And the field iswide open. Nobody else isplaying in the space we are!”

Carla [email protected]

PAINT CAN lid collage adds to the new store’s young urban vibe.

expected, but we were surprised that the commercial clean-ing segment wasn’t. Turns out, they wanted organic prod-ucts instead, so we downgraded [the original lines] andupgraded the organics.”

And…gardening? In hyper-urban, hyper-crowded L.A.?“We went back and forth on that. Would there be a need?But hey, with a company name like Orchard…,” he laughs.So they included a 3,800-sq. ft. outdoor nursery, and it’sgoing gangbusters, selling “as much or more per squarefoot as our other stores. Here we carry pre-potted succu-lents and container pots. People come in seeking differentideas, and our staff is very imaginative.”

Speaking of staff: La Brea has 80 employees—hired,Teller says, from the neighborhood—“and they trained us,with a lot of local information, which fits our ‘neighborshelping neighbors’ philosophy. We learned that more ofour shoppers here are women, in higher-income brackets,who own or rent nearby.” The store incorporated Orchard’sWorkbench program, launched four years ago as an in-storesite for services like knife-sharpening, key- and glass-cut-ting and such, “to fit our image as a full-service store ratherthan DIY. It’s evolved into a solution center,” he reports.

“Our C.A.R.E. program is a crucial part of our trainingprocess—not just product knowledge and selling, but assis-tance with a customer’s needs. Each store is led by aQuarterback. Customers are greeted at the door and askedabout their project. The greeter is equipped with a radio, sohe radios the associate in the appropriate department that aguest is coming his way.”

Feedback is laced with “I love the store!” comments, butthose were earned after first creatively luring them onto thepremises. “The neighborhood didn’t know exactly whatOrchard was all about; this is a new market, so we got theword out by holding a Happy Hour event, announced viasocial media, mailers and a targeted email list. We offeredrefreshments, music, and give-aways, and it generated a lot

(Continued from page 10)


Real wood holds itsown in decking marketREAL WOOD continues to hold up

well against competition fromwood/plastic composites for the con-struction of decks. Here’s why:

Treated wood decks cost less andretain more of their value than decksbuilt of composites. The annual Costvs. Value Report by Remodeling mag-

WWPI SPECIAL FocusBy Debbi Lewis, Arch Wood Protection

INCISED pressure treated wood comprises the “bones” of many western decks, partnering well withredwood and cedar decking.

azine compares the average cost of 36popular remodeling projects with thevalue those projects retain at resale.For 2015—and since the two werefirst compared—the cost-value ratioof wood decks was higher than decksbuilt of composites, with wood decksrecouping 80.5% of their cost versus

68% for composite decks. Plus,according to the study, compositedecks cost 50% more than wooddecks from the outset. (For the record,only three of the 36 projects examinedin the study showed a higher cost-value ratio than wood decks.)

People vote with their wallets, andthe relative economy of wood bodeswell for its future. According to aPrincipia report, the price spreadbetween wood-alternatives and woodhas increased to the point “where cur-rent composite retail prices are push-ing toward levels where further pene-tration against wood is constrained.”

Still, value is not the only reasonthat wood still commands the majorshare of the decking market:Environmental advantages, new tech-nologies, aesthetics, and relative easeof use also factor in.

EnvironmentalAdvantages

After being ignored by the greenbuilding community for years, woodis finally gaining recognition for itsenvironmental attributes. In 2011, thefederal government helped when theU.S. Department of Agriculture con-ceded what people in the forest prod-ucts industry have known for a longtime—using wood is good for theenvironment.

Redwood and cedar, preferredproducts in the residential deckingmarket in western North America, arerenewable, biodegradable, and sus-tainably harvested. Treated wood,generally used for the understructureof decks in western states, is also a


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

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

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

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

Providing Customer Satisfaction in All We Do

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

natural and environmentally responsible choice: it's madefrom wood, a renewable resource, and treatment extendsthe life of the wood. These wood materials serve as carbonsinks over the entire life of the product and beyond.

Life cycle assessments (LCAs) of these natural woodproducts confirm their environmental benefits. LCAs haveshown scientifically the environmental advantages of cop-per azole- and ACQ-treated wood over wood-plastic com-posites. These studies confirm that copper-azole and ACQ-treated wood use less energy and resources, have a lowerenvironmental impact, decrease greenhouse gas levels, andoffset fossil fuel use, when compared to wood-plastic com-posites. (See www.wolmanizedwood.com for copper azoleLCA summary.)

Another LCA compared the environmental footprint ofredwood decking to plastic (cellular PVC) and wood-plas-tic composite decking. This comparison showed the verylow fossil fuel input into the production of redwood deck-ing and the overall low energy usage relative to other mate-rials, demonstrating how durable wood products can reducefossil fuel use by substituting for products with a high fossilfuel footprint. (See www.RealStrongRedwood.com )

Technological AdvantagesNew technologies are helping real wood products main-

tain a leading position in the market as well. Treated woodproducts have been improved with additional colors andadditives to improve performance. Though availability islimited, modified acetylated wood has also been introducedthat enhances durability and stability of wood for aboveground applications.

One recent advance in treated wood is the newBARamine technology from Arch Wood Protection.BARamine is an umbrella of proprietary additives selec-tively added to Wolmanized wood treatment by a growingnumber of licensed producers. The technology adds abroader range of resistance--including defense against cer-tain copper-tolerant fungi-- and improves preservative pen-etration. Better penetration allows for increased treatabilityin western refractory species.

Patent applications covering the BARamine technologywere filed in 2011, and global patents are now pending.

Suppliers of wood decking will continue to benefit fromits popularity among many consumers and contractors whostill prefer the aesthetics of natural wood. The high tensilestrength of wood allows wood--when properly treated--tobe used for structural support beams where compositematerials cannot. Decks built of wood can be rehabilitatedby sanding and repainting or staining whereas compositescannot.

And wood is easier to work with: it’s lightweight andoffers excellent workability with common constructiontools, plus a comfort factor among construction profession-als who are accustomed to working with it. Add to thesebenefits value and environmental advantages, and one cansee why wood continues to be the leading product in thedecking market.

– Debbi Lewis is a marketing specialist with Arch WoodProtection, a Lonza company, Atlanta, Ga. Reach her [email protected].


Preserved wood stakesclaim in the color game

noting people have been staining theirwood decks by hand for about a centu-ry.

Homeowners are increasinglychoosing stained treated lumber.Producers who have invested in theirability to produce stained productshave been profitably expanding intostained fencing, rails and deckingproducts. Staining has become anessential value-added dimension oftheir business.

Both Cheirrett and Eco Chemical’shead chemist, Walt Sadowski, creditthe rise in commercial popularity ofpre-stained products to both aestheticand practical advantages. The twocompare it to painting the walls inyour home: the final appearance isenhanced and the painted surface isprotected, since stain improves thelook of the treated wood while alsooffering additional surface protectionand enhancing the wood’s resistance

THE PRESERVED WOOD industry isexperiencing increased consumer

demand for color, most likely due insome part to the composites industryintroducing color choices to the mar-ket. Consequently, many treated lum-ber suppliers are expanding their prod-uct lines to ensure color options areavailable to their retail accounts.

Eco Chemical, a manufacturer ofwaterborne paints and stains in thePacific Northwest, acknowledges thatalthough the pressure treating processand the pigments necessary for stain-ing the treated lumber have existed fora while, putting the two together is arelatively new concept that has gainedpopularity in the U.S., particularlywest of the Rockies.

“The technology itself is old, butin-plant high-speed stain lines forpressure-treated lumber have onlybeen around for 25 years,” said MarkCheirrett, president of Eco Chemical,

HIGH-SPEED staining lines add color to wood prior to going to the preservative treating process.Many wood treaters are considering pre-stains as part of their branding.

to natural degradation.“It just looks better and feels more

natural,” Sadowski said. “Yet, it alsoprotects the wood. The pigments blockthe UVs. Otherwise, the wood willdegrade. Staining the wood is a win-win.”

With producers staining the wood,the process is done more efficiently ata lower cost, and customers are able toget the appearance they want, alongwith better water holdout, protectionand durability.

Cheirrett emphasizes the impor-tance of the cosmetic aspect as beingmore than just visually appealing,however.

“Color is becoming a ‘brand’ iden-tifier. Most retailers as customers havetheir own colors, so when you lookout in the yard, you can see who’sbuying what and where it’s going. Butthe difference in colors can be verysubtle in some cases. It’s not the samecolor,” Cheirrett explained.

While there is typically an addi-tional cost associated with stainingpressure treated wood, the incorpora-tion of a water-based staining step inthe treatment process can usually beaccomplished with minimum disrup-tion. The difference in price for theconsumer is insignificant, according toCheirrett, compared to cost of pur-chasing unstained wood and doing thestaining themselves. Unstained woodwill turn gray within a month, whereasproperly stained wood won’t requiremaintenance for several years.

Composite materials, usually acombination of recycled polyethyleneand wood fibers, have emerged in thelast decade as an alternative to woodfor decking surfaces. These productspose some competition for pressure-

WWPI SPECIAL FocusColorized Treated Wood


ECO CHEMICAL chemist Walt Sadowski (left) and president Mark Cheirrett discuss new formula-tions in the lab. Both agree that adding color to wood as part of the treatment process can add valueto the products.

HIGH-VOLUME stain mixing tanks at Eco Chemical can create a variety of colors and hues for woodstaining as part of the preserving process.

treated wood products in terms ofrequired maintenance and lifeexpectancy.

Cheirrett stresses, however, theseexpected advantages come at a higherinitial cost. In fact, leading compositebrands of decking can cost twice asmuch as treated wood, and ultimately,even these higher priced compositeswill need to be refinished or replacedat some point.

A homeowner faced with refinish-ing a composite deck will be taking ona substantial project, said Cheirrett.Thorough surface preparation will beessential to ensure adhesion whenapplying new paint to what is essen-tially a non-porous plastic surface.

Even the best preparation andchoice of paint will eventually lead tochipping—something that can beavoided with stained wood. Cheirrettalso points to the environmentaladvantages that wood offers, as arenewable and biodegradableresource.

An early concern that deterred dis-tributors and retailers from offeringcolor products was how the colorwould hold up in an outdoor environ-ment. Initial coloring was attemptedwith dyes instead of high qualitystains, resulting in early fading due toUV and general weather exposure.Fading is no longer an issue however,when using wood stains incorporatinghigh quality iron oxide pigments.These pigments, which will not discol-or even when exposed to UV radiationover time, have a history of provenlongevity.

“Iron oxides are in the SistineChapel. They’re in hieroglyphics.They’re natural, because it’s ironthat’s already rusted—once it’s rusted,it can’t rust anymore!” Sadowski said.

Continuous improvements in theformulation of wood stains have beensteady and impressive. In EcoChemical’s case, one recent develop-ment is a hybrid product that candeliver virtually all of the performancefeatures of an oil-based alkyd at a sub-stantially lower cost and with farfewer potential environmental conse-quences.

Stained treated lumber has realizedbroad acceptance and growing marketpreference over unstained alternatives,particularly in the western states andprovinces. But the majority of marketsin North America still lack a primarychampion and producer. Eastern retail-ers have been showing increased inter-est in this market opportunity, with big

tomers. With the growth in demandfor pre-stained lumber in the westernstates, the beauty and added protectionof stain appear to provide solid groundfor the continued growth of demandfor these products across the country.

box stores, such as Home Depot andLowes, leading the way.

The benefits of including a stainingstep in manufacturing pressure treatedlumber hold substantial value for man-ufacturers, dealers, and their cus-


California, industryseek final treated woodwaste regulations

to dispose preserved wood after it reached the end of itsuseful life. The volume of treated wood waste was increas-ing and some wanted it to be handled as a hazardous mater-ial. It became clear, though, that hazardous waste facilitieswere few and far between in the state and requiring treatedwood disposal at them would be too burdensome and ulti-mately lead to illegal dumping.

Western Wood Preservers Institute and the treated woodindustry worked with California’s Department of ToxicSubstances Control (DTSC) to create standards for treatedwood waste, allowing disposal in a composite-lined portionof solid waste (Class II and III) landfills or at a Class I haz-ardous waste landfills.

Since the regulations were put in place, DTSC reports a95% compliance rate and the volume of treated wood wastehas remained constant at 20,000 tons annually. Those num-bers are due in large part to the widespread availability oflandfills across California that accept treated wood.

A full list of approved landfills is available at www.pre-servedwood.org and in the WWPI Treated Wood Guideapp for smartphones and tablets.

The treated wood waste program has been closely scruti-nized several times since it was implemented. By allaccounts, the program has been regarded as an effectiveindustry-government partnership that truly works andachieves quantifiable results.

Hearings on SB 162 will be scheduled later this year andthe legislature is expected to take action on it during thisyear’s session.

SOMETIMES, THE TERM “good governance” can be an oxy-moron. But new developments in California concerning

treated wood waste disposal may inspire confidence that“good governance” can indeed exist.

The California legislature is considering a bill to createpermanent regulations to guide treated wood waste, pat-terned after a successful program initiated more than adecade ago. Senate Bill 162 is gaining wide support andwould permanently implement the regulations, which arescheduled to expire in 2017.

In 2004, the California legislature began looking at how

CALIFORNIA legislature is weighing its options for measures promotingproper disposal of pressure treated wood.

For more information, contact Shawn [email protected] • (530) 938-4408

NatureWood preserved wood products are treated with Alkaline CopperQuaternary compounds or Copper Azole. NatureWood and Advance Guardpreserved wood products are produced by independently owned and operatedwood treating facilities. NatureWood® and Advance Guard® are registeredtrademarks of Koppers Performance Chemicals Inc. ©3/2015

PST is located in Weed, CA, the historical heart ofthe West’s timber country, ideally situated on Interstate5 to service all of California and the Western U.S.• NatureWood® brand ACQ treated products• Advance Guard® brand Borate treated products• TSO (Treating Service Only) available.• PST is ALSC quality assured by Timber

Products Inspection Agency (TP) complying with AWPA Standards and the CheckMark Program.

Offering Brown tone stained treated Douglas Firfor all pressure treating applications

WWPI SPECIAL FocusTreated Wood Disposal


Updated apphelps boost salesof preserved woodPROVIDING KNOWLEDGEABLE service

is a great way for building prod-uct retailers to differentiate from bigbox stores. To pump up treated woodsales, you can put key product infor-mation right at your salespeople’s fin-gertips with a revised smartphoneapp.

The free Treated Wood Guidesmartphone app has been updatedwith new sections to help customerschoose the right preserved woodproduct for the right application.Developed by Western WoodPreservers Institute, the app is avail-able for Apple, Android and Windowssmartphones and tablets.

Understanding Use Categories isimportant in selecting the propertreated product. Salespeople can go tothe AWPA Use Category System util-ity and in a few taps find the productsand required retentions in the com-monly used preservatives availabletoday. In the new Find by Exposuretab, users can start with the conditionswhere the treated wood will be usedand determine what product types areavailable in the various preservatives.

Explaining about the preservativesused in treated products is simple withthe Preservatives tab, which detailsthe ingredients in today’s preserva-tives and how they are safely used inother consumer products.

An expanded FAQ or FrequentlyAsked Questions section provideanswers to 37 of the most commonquestions about using preservedwood, from how long it lasts to com-parisons with plastic composite prod-ucts.

A new Use Tips section offers

practical information on handling,field treating, fastening and disposingof used preserved wood products.

The CheckMark section explainshow to read end labels on preservedwood products and what the informa-tion represents. The presence of theCheckMark logo indicates the producthas been treated to national consensusstandards and are approved for use

under building codes.The Treated Wood Guide app is

the only app available with informa-tion on all treated lumber productsproduced in the western U.S. WWPIoffers free webinar training for lum-beryards that want to train their salespersonnel on how to use the app.Contact [email protected] formore information on the training.

PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST“TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY”

TSO MARKETS & APPLICATIONS SERVICEGENERAL & HEAVY CONSTRUCTION • HIGHWAYS & BRIDGES • MARINE/AQUATIC

AGRICULTURE/AQUACULTURE • MILLWORK • EXPORT • SAWN LUMBER & TIMBERSROUND TIMBER PILING (MARINE, FRESH WATER & FOUNDATION)

GLUE-LAMINTED BEAMS, COLUMNS & ARCHES

ACQ THE INDUSTRIAL TSO SPECIALISTCHEMONITE® ACZAPENTACHLOROPHENOL TYPE A50-50 CREOSOTE PETROLEIUMCLEAN CREOSOTE (P1/13)

SALES & ACCOUNTS MGR.JERRY [email protected]

CUSTOM TREATINGKILN DRYING (KD & KDAT)

HEAT STERILIZATION • WWPI BMPs5 RETORTS: FROM 50’ TO 156’

RAIL SERVICE (UP & BNSF)

CUSTOMER SERVICE MGR.MARTY MARTIN

1-541-689-3801 [email protected]

EUGENE, OREGON1-866-960-9703

www.JHBaxter.com

JHBaxter & Co. is WBE CertifiedAFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI

WWPI SPECIAL FocusTreated Wood App


New website extols value,benefits of treated wood

WWPI has launched a new, consumer-friendly website to promotepreserved wood.

THE LONG LIFE and versatility of preservative treatedwood takes center stage in a new, consumer-friendly

website.Preservedwood.org is designed as a one-stop resource

for all pressure-treated wood products. Under the theme“Wood That Lasts,” the full-featured website offers basicinformation on preserved wood for consumers as well assophisticated tools for specifiers and others.

“It’s critical that we teach consumers, specifiers, regu-lators and those selling our products about preservedwood,” said Dallin Brooks, executive director of WesternWood Preservers Institute, which is hosting the site.“Preserved wood has a great story and this site lets us tell

WWPI SPECIAL FocusTreated Wood Online

THUNDERBOLT WOOD TREATING“WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977

3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Miguel Gutierrez: (209) 747-7773 • [email protected]

John Martinez: (209) 765-9023 • [email protected]


that story better.”Visitors can learn how wood is

preservative treated and view a videoon the treating process. They canexplore the many preservatives thatare available today and how they areused.

The Use Category system, whichis essential for specifying preservedwood, is fully explained. TheCheckMark section explains how toread end labels on preserved woodproducts and details the third-partyinspection that assures the quality ofthe preservative treating.

The Aquatics section provides anextensive overview of the tools avail-able for specifying preserved wood inaquatic or sensitive environments.Visitors can download the freeEnvironmental Assessment Model, anExcel spreadsheet that has earnedapproval by federal and state agen-cies. The model is a flexible tool thatcan estimate potential migration ofchemicals from preserved wood inwater for 11 of the most commonlyused preservatives.

A How To section details the rec-ommended fasteners for use with pre-served wood, how to field treat pre-served wood to meet building codesand information on handling and dis-posing preserved wood. For those inCalifornia, visitors can get a list ofapproved landfills and review thestate regulations for preserved wooddisposal.

Information on how to specifyusing WWPI’s Best ManagementPractices, or BMPs, is available forreview on the site. BMPs are recom-mended guidelines for the production

and installation of preserved wood inaquatic and sensitive environments tobalance providing needed protectionwith minimizing the use of preserva-tives above required standards.

Lumberyards stocking treatedwood products can be listed in theTreated Lumber Yards Nearby sec-

tion. The searchable list also appearson the Treated Wood Guide smart-phone app.

A full Technical Library is avail-able on the site, featuring download-able publications on specifying, prod-uct use, environment, aquatics, fire-retardant treating and disposal.

ROUGH TIMBERS

UTILITY POLES

PRESSURE TREATED LUMBER

FIRE RETARDANT TREATED LUMBER AND PLYWOOD

www.superiorwoodtreating.com

About WWPIHeadquartered in Vancouver,

Wa., the Western Wood PreserversInstitute is a nonprofit trade organiza-tion representing the interest of thepreserved wood products industrythroughout western North America formore than 60 years.

Members either manufactureproducts, are directly affiliated, or pro-vide a service to the preserved woodindustry. WWPI’s primary activitiesinclude regulatory and market out-reach programs aimed at sustaining aviable western North America pre-served wood industry.

For more information, [email protected] or visitwww.wwpinstitute.org.


Check the endfor preserved wood information

tion Use Category designation. AWPAUse Categories range from UC1 toUC5. The higher the number, the moredemanding the exposure.

Wood treated for interior use,including sill plates, carry a UC1 orUC2 rating. These products are usual-ly treated with borates for protectionagainst insects.

Outdoor decking products are typi-cally rated as UC3B while those usedin contact with the ground carry aUC4A or UC4B designation. ForWestern treated wood products, suchas Douglas Fir and Hem-Fir, groundcontact treated products will also be

THE BEST WAY to identify the pre-served wood product stocked in

your lumberyard is to look at the endof the piece.

Preserved wood products sold inretail locations carry an end labeloffering important information aboutthe wood. While these end labels maylook differently based on the manufac-turer, all have common elementsfound in every label.

A key element on every label is theexposure condition, such as AboveGround or Ground Contact. This isoften accompanied by the specificAmerican Wood Protection Associa-

incised, with small slits cut into thewood to allow the preservative to pen-etrate more deeply into the wood.

The UC5 category is used for pil-ings, timbers and other products whichmay be immersed in fresh or saltwater, the most demanding exposures.

AWPA standards and buildingcodes require the CheckMark qualityindicator, along with the logo of thethird-party inspection agency. Thismark indicates the product was treatedto national consensus standards for theamount of preservative in the productas well as the depth of penetration intothe wood. These products are also reg-

WWPI SPECIAL FocusTreated Wood Labeling


ularly monitored to ensure the properquality control is maintained.

Wood that has been approved foruse by the International Code Councilwill show an ICC-ES logo instead ofthe check mark.

The specific preservative and theretention level, or amount of preserva-tive as measured in pounds per square

back of the label, with a website linkto review more detailed information.

Understanding end labels on pre-served wood can lead to better sales,as salespeople will be able to guidecustomers to products that will per-form and provide a long service lifefor the specific use.

foot (pcf), will be shown on the endlabel. Many preservatives are soldunder their brand name and the logo orname of the brand will also appear onthe label.

Labels also show the name of thetreating company where the wood wasprocessed. An overview of the warran-ty for the wood can be found on the


Fasteners key to propertreated wood performanceTHE OLD ADAGE “for the want of a nail, the kingdom was

lost” certainly applies to selecting the right fastenerswhen working with preservative-treated wood.

Today’s preservatives contain more copper than treat-ments used in the past. The ions in the copper carried in apreservative can create a chemical reaction with the steel ina nail, screw, bolt or other hardware. Since preserved woodis typically used where there is regular exposure to mois-ture, water may add to the chemical reaction between thetwo metals and cause corrosion and staining.

Because of this, treaters and preservative manufacturersrecommend that fasteners and hardware be hot-dipped gal-vanized steel, stainless steel, silicon bronze, or copper.Building codes list the same requirements, with an excep-tion for borate-treated wood such as sill plates, which canbe used with standard steel fasteners.

The most commonly used fasteners for preserved woodare hot-dipped galvanized steel, which are typically dullgray in appearance. These are made by dipping the fasten-ers under high temperatures to bond a protective coating ofzinc to the steel.

Hot-dipped galvanized fasteners are recommended foruse with all preservatives, including those containingammonia such as ACQ and ACZA. In 2014, fastener manu-facturer Simpson Strong-Tie revised its recommendationsand noted its in-house testing “concluded that there is nosignificant difference in corrosion activity in galvanizedsteel in contact with treatments with or without ammonia.”

Stainless steel is a popular corrosion resistant materialused for fasteners. Considered the highest quality, stainless

HOT-DIPPED galvanized nails are among the most popular choices forpressure treated wood.

steel is more expensive than comparable hot-dipped galva-nized products. However, more cost-effective stainless steelproducts have come on the market in recent years. In areaswhere there is extensive exposure to moisture or salt water,stainless steel is the preferred choice.

While silicon bronze and copper fasteners are approvedby building codes, they are typically used only for specialapplications.

For more information on recommended fasteners forpreserved wood, go to www.preservedwood.org.

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

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

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

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

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

WWPI SPECIAL FocusTreated Wood Fasteners


“I’m fine.” (We must listen with our“emotional” ears. Many sellers riflethrough these important first interactionswith potential customers. These sellerswill tell you customers are difficult to geton the phone, hard to start a conversationwith, etc.)

If the customer responds with some-thing negative, follow up! Many sellers areafraid to delve in. This is a mistake. Manytimes our customers want to talk to us.They are sending us a conscious or sub-conscious cry for help and we reject them;it doesn’t build rapport.

Examples: “Okay.” “Just okay?”“Tired.” “Were you up late?” “Didn’t you sleep well?”“Sigh.” “What’s going on?” Any time someone sighs,

they are thinking of something worrisome.Important: Whatever the customer’s response, pause…

and then respond. Do not rush to business at this juncture.If we rush we will sound insincere.

This goes for the whole greeting process. Slow downand be your most charming best. They know why wecalled. They came to the phone. So relax. We’re not wast-ing time. We’re only 14 seconds in, for crying out loud!

“Feelings” Are for Barry ManilowHow we feel on any given day or on any given call is

irrelevant. “So, you’re sayin’ I gotta be in a good moodevery day?” No, just on work days.

What is relevant is that we project, on every call, ourmost charming best attitude with everyone we meet. Manysellers are only charming with the buyer;while they might not be out-and-outrude to the other people at the account,they often treat them as furniture.

Most of us are pretty darn good (anda lot more difficult to say no to) whenwe are at our most charming best.Many of us are guarded in ourpersonal life. We can be introvertsor thinkers. “Opening up” and“being charming,” while natural tosome, is work for us. Well, get towork. It pays huge dividends.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Our most charming bestI TRADED LUMBER for 17 years and did it

wrong for eight of them. I lagged behindmy compatriots, which caused me anguishand shame. Described charitably as“direct” in my communication style, Imade enough calls and asked for the orderenough; but I didn’t spend too much timethinking about how others felt or wantedto communicate. I assumed everyonespoke and thought like I did and was injust as big a hurry. Did I mention I wasalso a know-it-all?

In desperation, I started to listen to thegreat traders around me. I put my ego inmy back pocket and started studying the art of sales. WhenI started slowing down, listening and talking to my cus-tomers about what they wanted to talk about, I doubled mysales in less than a year and never looked back.

Dedo, Dale & McNuttThree men influenced me most in my search for the

seemingly elusive charm. Dale Carnegie’s How to WinFriends and Influence People is a blueprint that delivers onthe promise of its title.

Matt Dierdorff is one of the most charming people I’veever met. I traded with Matt for several years and was ableto watch the master work in many different settings. Matttaught me to say, “There you go…” when someone sayssomething you might disagree with—instead of my erst-while favorite: argue with them.

Steve McNulty was a guy I trained who became a muchbetter trader than me. “See it, say it” was one of his manycontributions to my charm school training. Steve’s con-tention was that we have many opportunities to give ourcustomers compliments without being fake. When you seesomething that can be complimented, say it.

The First 14 SecondsI listen to 200 taped sales calls a month. Rapport, trust,

connection, interaction and liking all happen in the first 14seconds!

“Hello, this is Suzanne Super with Big Lumber out ofPortland, Or. Is this John Smith?” (We say this with ourbest mix of confidence and friendliness, as if speaking to anold friend or favorite aunt.)

“Yes it is” (It is important to listen with big ears to thevolume, speed, joviality or seriousness of this response. Wewant to match our speech to that of the customer.)

“How are you today?”

WOOD WITHOUT COMPROMISE Ideal for windows, doors, siding,

decking and many more applications.

Accoya® and the Trimarque Device are registered trademarks owned by Titan Wood Limited, a wholly ownedsubsidiary of Accsys Technologies PLC, and may not be used or reproduced without written permission.

FEATURES & BENEFITS

Accoya® wood is produced fromsustainably sourced, fast growing wood and manufactured using Accsys’ proprietary patented acetylation process from surface to core.

www.accoya.com

RETAINED STRENGTH& HARDNESS

NON-TOXIC & RECYCLABLE

FROMSUSTAINABLESOURCES

NATURALLYBEAUTIFUL WOOD

NATURALLYINSULATING

EXCELLENT MACHINABILITY

DIMENSIONALLYSTABLE

PERFECTFOR COATING

OUTSTANDINGDURABILITY

CONSISTENT QUALITY THROUGHOUT

INSECTBARRIER

UVRESISTANT

German Embassy

Washington DC, USA

Kelowna Marina

Kelowna, Canada


Swanson executives believeSpringfield is the right location tomaintain the Olympic Panel traditionof building the highest quality overlayproducts.

“Swanson is building a world-classplywood and veneer manufacturingfacility in a location with an excellentworkforce and log supply,” said presi-dent and CEO Steve Swanson. “Wehave long been impressed with thequality and depth of Olympic’s overlayproduct line and believe that thisacquisition fits perfectly with our goalto become the leading producer ofoverlay panels in North America.”

Kurt Liebich, CEO of formerOlympic owner New Wood Resources,said, “With our lease expiring nextyear, we needed to make a strategic,long-term decision and concluded thatthis transaction is the right step at thistime. While Swanson’s new facility inSpringfield will eventually be the placewhere Olympic’s products are made,nothing with respect to our operationswill change until 2016.”

New Wood will continue to ownOmak Wood Products, Omak, Wa.,which produces softwood veneer forNorthwest markets and Douglas firplywood for specialty and commodityapplications. New Wood is alsorebuilding the Winston Plywood &Veneer Mill, Louisville, Ms., whichwas destroyed by a tornado in 2014.

DEALER BriefsCurtis Lumber Co., Olympia,

Wa., has fi led to l iquidate underChapter 7 bankruptcy.

Pagano’s Hardware Mart,Alameda, Ca., is moving this monthfrom its 60-year-old, 15,000-sq. ft.home to an 8,000-sq. ft. building.

Redd’s Ace Hardware ,Blanding, Ut., has converted fromTrue Value to Ace, and is building a9,000-sq. ft. addition that will increaseits total footprint to 21,000 sq. ft.

Foothill Ace Hardware ,Oakland, Ca., last month auctioned offits remaining inventory and equipment.

The store closed late last year after68 years.

SRS Distribution has opened aStoneway Roofing Supply storein Kennewick, Wa., managed by RandyRoe.

Habitat for Humanity is open-ing an 18,000-sq. ft. ReStore dis-count outlet this spring in Basalt, Co.

Hibbert Lumber, Davis, Ca.,received the Owl Wise Leader awardfor its efforts to reduce the use ofrodent poisons.

Home Depot will use excesscash to repurchase up to $18 billion inshares by the end of fiscal 2017.

Lowe’s will buy back an additional$5 billion in stock.

Swanson Buys Olympic PanelSwanson Group Manufacturing,

Glendale, Or., has acquired the assetsof Olympic Panel Products LLC,Shelton, Wa., the largest overlay ply-wood manufacturer in North America.

Swanson Group plans to relocatethe Olympic Panel assets in 2016 to astate-of-the-art facility to be construct-ed in Springfield, Or. The new facilitywill continue to produce Olympic-branded products. During the next 12to 18 months, Olympic Panel Productswill continue to operate in Shelton, toensure a smooth transition for all cus-tomers and suppliers.


Boise Cascade, Boise, Id., will repurchase up to twomillion shares of its common stock.

Northwest Hardwoods, Tacoma, Wa., has completedthe acquisition of Industrial Timber & Lumber Co.,Beachwood, Oh., operator of two hardwood mills, four concen-tration yards, and a dedicated service center in Ohio, WestVirginia, North Carolina and Pennsylvania.

Johns Manville, Denver, Co., has increased capacityby 20% at its TPO commercial roofing plant in Scottsboro, Al.

TAMKO can now print customer logos on SyntheticShield and Tam-Shield underlayments, enabling dealers andcontractors to advertise their company logo and phone numberon their roofing projects.

Customer logo will be placed in a 17”x 34” area on theunderlayment in a repeatable pattern.

Allura’s ColorMax prefinished color system now incorpo-rates PPG Paints’ coating technology, providing an excel-lent finish, more choices in styles and textures, and the broad-est selection of solid and semi-transparent colors.

The factory-finish is backed by a 15-year warranty, whilethe fiber cement products themselves carry a 50-year trans-ferrable warranty.

PPG has rebranded its Sikkens wood finish division asSikkens ProLuxe.

Boral TruExterior poly-ash siding and trim in all thickness-es and widths have been certified as Wildland-Urban Interface(WUI) products by the California Building Commission, includ-ing new 5/8”-thick trim.

Weston Forest, Mississauga, Ont., was recognized asone of Canada’s Best Managed Companies program for 2014.

BMD, Galt, Ca., was recently honored for 60 years ofmembership in the North American Building MaterialDistribution Association.

Feeney Inc., Oakland, Ca., has been awarded a Best OfHouzz 2015 customer satisfaction award.

SUPPLIER Briefs

Wausau Buys umber Yard SupplyAfter 129 years, Lumber Yard Supply, Great Falls, Mt.,

has been purchased by Wausau Supply Co., Schofield, Wi.Wausau said Lumber Yard Supply’s yards in Great Falls,

Billings, Mt., and Spokane, Wa., will continue operatingunder the LYS banner.

Wausau operates 14 locations in seven Midwesternstates.

Washington Dealer on the MovePullman Building Supply is relocating this month to a

larger location in Pullman, Wa.The new 120,000-sq. ft. facility features a 40,000-sq. ft.

home center, with many new departments, including a rentalcenter, outdoor power equipment, lighting, cabinets, lawn &garden, housewares, flooring, and work clothing.


IF TOMORROW your companyabruptly lost a key employee, what

would happen? Would the businesscarry on uninterrupted or would itscramble to find a new leader whilestruggling to regain its footing?

In another scenario, what wouldhappen if you, the founder or owner,made a conscious decision to exityour business, either due to retire-ment or some other reason? Wouldyour business able to carry on asbefore? These seemingly differentquestions are interrelated, as theiranswers greatly impact the continuityand the value of your business.

Having a well thought out succes-sion plan will prepare you to answerthose questions when the time comesand can turn tricky exit transitionsinto an opportunity to capitalize onyour lifelong investment. Makingtime for succession planning can be achallenge that’s often neglected inthe rigors and distractions of day-to-day business. However, planning forthe future is a present need that willmaximize the current and futurevalue of your organization.

Succession planning is an impor-tant topic for the wholesale lumberindustry right now, as we face—likemany other trade industries—anaging leadership population. ManyBaby Boomers who started, inheritedor manage a business are now reach-ing retirement age. Often, the next

THINKING AheadBy Jim Shalvoy, VP of Marketing, Cedar Creek, & NAWLA Communications Committee Member

generation family member is notinterested in or capable of filling theshoes of the retiring leader.Unfortunately, our industry hasn’talways been proactive in attractingthe best young talent, giving rise tothe imminent need for successionplanning.

For a business to be able toweather the departure of a key man-ager or owner, the succeeding man-agement team must possess the samelevel of passion for the industry, thedrive to succeed and business skillsnecessary to sustain a winning enter-prise. When you get down to thebusiness of succession, there are twomajor components to consider:

How can a leader assure that theorganization has the talent pool tosurvive the exit of a key manager orretiring owner?

How can an owner best capitalizeon the sale of his or her company?

The answer to these two questionswill help get you started on your ownsuccession plan.

The “Durable” Organization:Create a Promotable Bench

If a business creates a deep“bench” of promotable employees, itwill be able to continually thrive dur-ing the natural attrition that takesplace within the ranks. However,from the perspective of a futurebuyer, a formal employee develop-

ment program and a deep talent poolalso adds tangible value. In mostcases, the new owners don’t want theentire company’s “brain trust” toleave with the departing owner.

Most companies have some ver-sion of a leadership developmentprogram, even if they don’t identifyit as such. It’s natural for leaders toentrust their high achievers withbroader assignments, in addition togrooming them for positions ofincreasing responsibility. Sometimesthis is an informal process within anorganization. Formalize it. Even ifyou’re a small company and it’s asimple program, employees will bemotivated by knowing where theyfall on the organization career path.

Selling the Company:What Are Your Options?

For owners looking to exit theirbusiness, selling to a strategic buyer,to a financial investor or to theiremployees are several options to getequity out while securing the futureof the organization.

Selling to a strategic buyer is acommon way for exiting owners todivest assets. Most of the time, thebuyer will be a company you arealready familiar with, such as adirect competitor or a similar compa-ny outside your trading area. Sinceyou are both in the same business,candor between you both will be

Looking backto the futureYour guide to succession planning


presented later in this article.A private equity firm, or finan-

cial buyer, looking to invest in thebusiness will usually want an experi-enced management team in place.Pursuing this plan allows the incum-bent owner to extract his or her equi-ty out of the business. Then, theowner may exit the business entirelyor, as is often the case, the ownermay stay on with the company in akey leadership role. The due dili-gence associated with this type oftransaction can be time consumingover the short term. While theacquiring firm will perform its duediligence about your company, doyour part as well by learning aboutthe investment group to ensure thatthey are the best fit for your employ-ees and operations.

An owner can share stock withtheir employees via an EmployeeStock Option Program, whichenables employees to becomeinvestors in the business through aretirement fund. Due to specificfinancial and reporting requirements,it’s important to look into hiring afinancial planning firm that special-izes ESOPs. Despite certain tax ben-efits, it is more cumbersome for thedivesting owner than an outright saleof the company.

Your Succession ChecklistWhatever your company’s best

strategy is to ensure a robust future,there are a few additional boxes tocheck before pursuing a sale.Whether you are considering turningyour business over to a family mem-ber, your employees or an externalbuyer, you’ll want to ensure thateverything is functioning smoothly.In doing so, you will maximize thesales price and pass along a businessthat is primed for continued success.

When preparing for any majorsuccession changes, allow plenty oftime. It takes the right circumstanceand timing for even the best-laidplans to germinate. Take a look atthe following advice to get yourcompany ready for the future:

It’s all about the people. No

based on mutual knowledge of theindustry and reputation. They willhave a keen understanding of yourbusiness, so be sure to cover yourbases by taking a look at the advice

matter what path your organizationdecides to take, cultivate a strongmanagement team that is well pre-pared for the future. The new ownerswill want to see a hard-workinggroup of leaders who know the localmarket and the operations. Providetraining and leadership developmentprograms to help them excel.

Clean up your books. Have yourCPA go through all your financialrecords and ensure that your booksare in perfect order. For a potentialbuyer, sloppy or incomplete finan-cials can be a debilitating red flag.

Make sure your inventory isshipshape. Get rid of your deadstock items now. They will only be adistraction later.

Repair your premises. The actu-al brick and mortar assets also needto be in top working order. If youroffices or warehouses are in a stateof disrepair, fix them now or be pre-pared for the expense to come out ofthe sales price.

Planning for the future of yourorganization is a challenging andexciting time. It provides an opportu-nity to look at the best means togrow your business and empoweryour employees.

– Jim Shalvoy is v.p. of marketing forCedar Creek, LLC and a member ofNAWLA’s communications committee.

A Special Series fromNorth AmericanWholesale Lumber Association

Discuss These Challengeswith Industry Peers

For those already affiliated withNAWLA, I encourage you to join orstart a 10 Group so that you can con-tinue to build relationships and hostconversations with peers abouttrends and challenges such as suc-cession planning that lumber suppli-ers and wholesalers face every day.

While these groups meet in-per-son at NAWLA events such as theTraders Market and LeadershipSummit, you can reach out to anoth-er 10 Group member whenever youneed his or her counsel. Learn moreand get involved at www.nawla.org.

Succession PlansSeveral NAWLA-member executives

contributed their succession planningrecommendations:

“Identify promotable employeesfor specific jobs, so when an openingdevelops, you are prepared. Youdon’t want to have to scramble whena key position opens.” — D. WayneTrousdale, CEO, Cedar Creek

“Establish a leadership develop-ment program that challenges top-performing employees, helps them todevelop new skills and enables thecompany to better evaluate theirfuture potential.” — Craig Johnston,CEO, Forest City Trading Group

“Try to create a blend of hiringfrom within and from the outside tobalance maintaining your company’sculture with bringing in new ideas.”— Trent Balog, CEO, Taiga BuildingProducts

“Create internships with local col-leges to introduce your company toupcoming graduates.” — CraigJohnston, Forest City Trading Group


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

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

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

www.reellumber.com

LUMBERSERVICE

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

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

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

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

color putty, adhesives, etc.)

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

WholesaleIndustrial Lumber

Arizona Yard Closes Its DoorsAfter 66 years, Grant Road

Lumber, Tucson, Az., has called itquits.

Owned and operated since 1948,the owners ceased operations at bothof their locations—a midtown retailstore on Grant Road and contactorlumberyard on 36th Street—at the endof March.

Vice president David Hauert, sonof founder Sam Hauert, said the com-pany is debt-free, but business hasbeen sluggish. “We weren’t going toallow ourselves to get into a financialbind,” he said. “We are closing on ourown terms.”

Interfor Closes Simpson DealInterfor has completed the acquisi-

tion of four sawmills from SimpsonLumber Co., increasing its annuallumber production capacity by 30% to3.1 billion bd. ft.

Interfor paid $94.7 million forsawmills in Longview and Tacoma(Commencement Bay), Wa.; Meldrim,Ga.; and Georgetown, S.C.

Following the sale, Tacoma, Wa.-based Simpson Lumber will retainSimpson Door Co. and continue itsstrategic review of its lumber opera-

tions in Shelton, Wa.Dave McEntee is the new president

of Simpson Lumber. Betsy Stauffer,Simpson’s general counsel, is nowalso president of Simpson InvestmentCo. Allan Trinkwald is vice chair.

Peterman E pands in So CalPeterman Lumber has opened a

new 22,500-sq. ft. warehouse inOxnard, Ca., stocked with a wide vari-ety of domestic and imported hard-wood lumber and panel products,mouldings, and cabinet hardware.

Staffed by longtime employees EricLowry, Chris Witbeck, AlejoCordova, and Lisset Perez, the newfacility will service Ventura County,southern Santa Barbara County, andnorthern Los Angeles County with afleet of three trucks.

Peterman also operates locations inFontana, Ca.; Las Vegas, Nv.; andPhoenix, Az.

Southwest Sawmill on oldGood Earth Power AZ has yet to

begin construction on a Williams, Az.,sawmill it expected to have completedand in production by the end of March.

The company, which contracted tothin 300,000 acres in northern Arizona

as part of the Four Forest RestorationInitiative, announced plans late lastyear to add a facility on a 37-acre sitethat would begin milling 50,000 bd. ft.a day and ramp up from there.

But site-clearing stopped in Januaryafter Good Earth had its burn permitrevoked for allegedly burning wooddebris unattended. When the companycontinued burns without an active per-mit, its grading permit was alsorevoked.

Good Earth was also late in submit-ting a site plan, which it ultimatelyturned in late last month.

The company blames the delay onwet weather and, with the Williamsproject stalled, is negotiating for a sec-ond mill site in Flagstaff, Az.

Meanwhile, Good Earth is currentlyharvesting about 30 acres a day andhas so far thinned about a sixth of the21,595 acres it has been assigned bythe Forest Service.

S umber Output isingU.S. lumber production rose 4.5%

last year to reach 31.307 billion bd. ft.,according to the Western WoodProducts Association.

In 2014, production climbed 4.3%in the West and 4.8% in the South.


PAKARI DECKING starts life as clear moulding-grade radiata pine,before thermal modification makes it lighter, straighter, more durable, anddarker, similar in appearance to exotic hardwoods.

Sunset Cooks p Modified Decking Sunset Moulding, Chico, Ca., is now producing thermal-

ly modified decking and exterior siding.Distributed by Kelleher Corp., San Rafael, Ca., the new

Pakari Decking begins as moulding-grade raw lumber, allsourced from FSC-certified radiata pine plantations.

After the wood is harvested and thoroughly graded forany defects, it is moved to a specially designed kiln tobegin the three-step thermal modification process. Onceinside the kiln, temperatures steadily increase to around500°, effectively dropping the wood’s moisture content to

nearly zero. It is at these high temperatures that the chemi-cal and structural changes occur in the wood that make itmore dimensionally stable, as well as insect and rot resis-tant.

Once modified, steam is introduced into the kiln in orderto recondition the wood, returning its moisture content to6% to 7%.

Next, the wood is shipped to Sunset’s solar-poweredmilling facility, for manufacture into a range of interior andexterior products, including 2x6 decking and 1x6 exteriorsiding.

MS Ac uires &B Materials Gypsum Management & Supply, the largest distributor

of drywall in the U.S., has entered the California andHawaii markets by acquiring San Diego, Ca.-based J&BMaterials, Inc. and its affiliated Hawaiian operation, PonoBuilding Materials, LLC.

J&B operates branches in El Cajon, El Centro,Escondido and Riverside, Ca., plus Pono in Honolulu, Hi.Products include drywall, stucco, lath, plaster and fasteners.

“We are pleased to bring J&B Materials and PonoBuilding Materials into the GMS family,” said MikeCallahan, president of Tucker, Ga.-based GMS. “Theircommitment to delivering exceptional service, knowledge-able personnel, and an expansive product suite with a focuson safety fits well within our culture. This partnership pro-vides us with an excellent opportunity to expand our ser-vice area into California and Hawaii. while enhancing ourWest Coast coverage.”

J&B president Bob Young and v.p. Jeff Young will stayon with GMS.


Complete Wood ProtectionBoraSol MC™ for Surface

… Long Lasting

BoraSol WP® for Wood Boring Insects & Interior Wood Rot

… Permanently

SEE the AdvantagesSafe

EffectiveEconomical

3690 Orange Place • Suite 495 • Cleveland, OH 44122Toll-Free BO ATES (267-2837) • Fax 216-464-8619

®

MOLD & MILDEW

www.qualityborate.com

FORMER MERCHANT MAGAZINE publisher David Cutler and his prizepossession were recently profiled by the Orange County Register. Sinceretiring in 2001, Cutler has devoted considerable time (and funds) tend-ing to a pristine 1954 Chrysler New Yorker Deluxe, which was pur-chased new by his mother.

Montana ets New ardware StoreMurdoch’s Ranch & Home Supply, Columbia Falls,

Mo., will break ground this April. The 46,000-sq. ft. store will be similar in size and lay-

out to Murdoch’s store in Kalispell, Mt., and will employ35 to 50 full- and part-time employees, with seasonal staffto be added in the summer and in the late third or fourthquarter of the year.

President and CEO Rick Ungersma said the new loca-tion will be the corporation’s 11th store in Montana andthe only new store to be built in Montana this year.

The store is slated to open sometime this October orNovember.

Masco Spinning Off Install DivisionsMasco Corp., Taylor, Mi., will spin off its installation

companies later this year as TopBuild Corp., to be based incentral Florida and listed under the ticker symbold BLD.

Comprised of its Masco Contractor Services andService Partners divisions, it will have over 190 installa-tion branches and 70 distribution centers, headed by JerryVolas as CEO, Robert Buck as president, and JohnPeterson as CFO.

Service Partners will continue to operate under its cur-rent name, but MCS will be retitled TruTeam.

CorrectionClaudia Lima was recently honored as Lumberman of

the Year by the Humboldt Hoo-Hoo Club, not by theBlack Bart club, as errorneously reported last month.


MOVERS & ShakersRick Anderson, ex-Idaho Pacific

Lumber, has joined Allura USA, asBoise, Id.-based multifamily seg-ment mgr. and territory sales mgr.for Idaho, Utah and Hawaii.

Thomas Carlile, who recently retiredas CEO of Boise Cascade, Boise,Id., was named chairman, succeed-ing Duane McDougall. Steven C.Cooper, CEO, TrueBlue, Tacoma,Wa., was elected to BoiseCascade’s board. Alex Yoshida,ex-Matheus Lumber, is a new prod-uct mgr. in the Phoenix, Az., area.

Jory Thomas is new to sales atGolden State Lumber, Brisbane, Ca.

Rand Henrichs, ex-Capital, joinedthe cedar specialties group at Sher-wood Lumber, Lake Oswego, Or.

Matt Equinoa, ex-Atrium Windows& Doors, has been named branchmgr. of Lansing Building Products,Gresham, Or.

Paul Ramirez is a new product mgr.at OrePac Building Products,Ontario, Ca.

Mike Keldorf is new to Capital ForestProducts, Portland, Or.

Andy Prause is the new branch mgr.at Meek’s Lumber & Hardware,Gardnerville, Nv.

Paul LeFevre has been appointedbranch mgr. for RWC BuildingProducts, Fontana, Ca.

Keri Thurston, ex-Rugby Architec-tural Building Products, is nowproduct sales mgr.-stile & rail atLemieux Door, Salt Lake City, Ut.

Jose Benitez is a new mgr. trainee at84 Lumber, Beaumont, Ca.

John Lamb has been appointed v.p.and chief financial officer of PopeResources, Poulsbo, Wa., effectiveApril 20. He succeeds Tom Ringo.

Laura Clise has been named director-sustainability for Plum CreekTimber Co., Seattle, Wa.

Bart Bender, ex-Ainsworth, has beenappointed senior v.p.-sales & mar-keting for Interfor, Vancouver,B.C., succeeding Steven Hofer,who is now senior v.p.-U.S.Northwest operations.

Mark Bice is now Southeast realestate & acquisition mgr. forPotlatch Corp., Spokane, Wa. He isbased in Birmingham, Al.

Clark Spitzer, v.p. of marketing,Snavely Forest Products, has addedthe title of senior v.p.

Angela Ballisty has been appointed tohead of strategic marketing-Americas for Arch WoodProtection, Atlanta, Ga.

Thomas B. Highley was named presi-dent and CEO of Guardian Build-ing Products, Greenville, S.C., suc-ceeding Steven Ziessler.

Vicki Worden is now executive direc-tor of the Green Building Initiative.

Delbert Tanner will replace RobertEvans as chairman of Huttig Build-ing Products, St. Louis, Mo., afterHuttig’s annual meeting April 27.

Paul Kovach, commercial sales mgr.,Spenard Builders Supply, Anchor-age, Ak., and Randy Johnson,general mgr., Polar Supply,Anchorage, were appointed to theboard of the Alaska chapter ofAssociated Builders & Contractors.

Julie Borg, owner, Borg Lumber,Pleasanton, Ca., will serve as anadvisor to Sunflower Hill, a non-profit seeking to create a residentialcommunity for individiuals withspecial needs.

Kent C. Strait is administering thenew vision insurance program atMungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.


APP Watch

App: CUTLIST PLUSProduced by: BRIDGEWOOD DESIGNPrice: FreePlatforms: iOS, Android

A new app from BridgewoodDesign LLC makes diagrams accessi-ble and portable no matter if the useris in a hardware store or lumberyard.

The app allows professional usersto view their cutting diagrams andshopping lists on handheld devices.Users can transfer optimized cuttingdiagrams, parts and bill of materialscreated on the CutList Plus desktopsoftware to the apps via Drop Box oremail. Checkboxes allow users tokeep track of parts cut and materialspurchased.

Althought the app is free, CutListPlus offers expanded editions, rang-ing from the $39 express package,which allows diagrams to be createdfor up to 25 different parts, to the$499 Platinum Edition, which allowsprofessionals to handle unlimited partper project.

– Download from iTunes App Store orGoogle Play

Smart am Proposes BuildingWorld s argest C T Plant

SmartLam, Columbia Falls, Mt.,proposed building a huge new cross-laminated timber manufacturing plantat the Columbia Falls Industrial Parknorth of town.

“We plan to quadruple our capaci-ty, which will make us the largestCLT plant in the world,” generalmanager Casey Malmquist said.

Most of the massive panels arecurrently sold to the oil industry fordrilling rig platforms, bridges and

roadways, but SmartLam would liketo market CLTs for building construc-tion, as is common in Europe.

Mi ed se True alue Opens A ribbon cutting ceremony was

held March 13 to celebrate the grandopening of Logan’s Market,Redmond, Or., a 42,000-sq. ft. super-store, pairing groceries with a TrueValue Hardware franchise.

Owner Logan Hamilton operatesfour other stores throughout theNorthwest.

New Owners Opt for AcePanhandle Creek Hardware &

Lumber, Red Feather Lakes, Co., hasremodeled and reopened under newownership as an Ace Hardware.

Michelle and Larry White, whoacquired the business last year, alsopurchased two adjacent lots, to buildthe new showroom and for futureexpansion.


FAMILY BusinessBy Bill Babb

Life insurance inthe family businessIF YOU ARE like many of our family business clients, you

may feel that your life insurance needs have changed inthe time since you purchased your policy.

Relaxed estate tax laws and our new economic realitiescould mean that coverage you purchased for the purpose ofpaying estate taxes or to fund a buy-sell agreement may bemore or less than you currently need. So the question is:just how does a family owned business member go aboutassessing his insurance needs?

The first step is a policy audit. If you are a trustee of atrust-owned policy, one of your fiduciary responsibilities isto ensure that the trust assets are prudently managed; there-fore a regular review of needs—and options available tosatisfy those needs—is strongly advised.

Partly because of the way life insurance commissionsfavor sales over ongoing service and partly because lifepolicy reporting rules are much less stringent than mostother investment products, family business advisors andtheir clients are usually quite unaware of how the policiesare performing.

If issued 10+ years ago, it is likely the illustration youwere shown when you purchased the policy is not reflectiveof today’s reality due to dramatically lower interest rates.This means that, unless something changes rather dramati-cally, you could very well outlive your insurance policy!

What if I now have sufficient liquid assets to pay estatetaxes?

If, for estate planning or other reasons, you no longer

have a need for the life insurance coverage, simply evaluatethe policy as you would any other asset in your investmentportfolio. We know two things about life insurance: deathbenefits are (1) guaranteed and (2) income tax free IF theownership/beneficiary arrangement was properly executed.

The only question is the timing of when your beneficiarywill receive the benefit. New polices typically have a 4%-6% annual return on the death benefit if you live to normallife expectancy. Mature policies generally have a returnsignificantly higher than that. If you can afford to pay thepremium, the policy may very well be a great deal for yourheirs. If, on the other hand, the owner/beneficiary designa-tions or other technical aspects are not properly structured,your heirs could be in for quite a shock!

What if I don’t want to pay any more premiums?You have several options that may be available to you:1. Surrender the policy for the cash value. If you have

loans against the policy, beware. You could trigger an uglyincome tax event upon surrender.

2. If you have a whole life policy, you could convert itto a “reduced paid-up” policy. You would then have areduced death benefit policy which would require no futurepremium.

3. Exchange your policy for an annuity to deliver a life-time of income. This option would allow you to convert thepolicy cash value to an income stream and, if properlystructured, can be done without triggering immediateincome tax.

4. Sell the policy to a third party. Did you know thatthere are institutional buyers of existing life insurance poli-cies? Depending upon your age and life expectancy, a thirdparty might pay significantly more for your policy than theinsurance company would upon surrender. Even a terminsurance policy may be of interest to some buyers, so seekadvice before allowing a policy to lapse for no value!

A life insurance contract is valuable property and needsto be monitored and managed like any other financial asset.Carefully consider your personal and family business needsand objectives before making decisions. And, if you needhelp in evaluating the product’s performance, get it! Thesefinancial instruments and the rules governing them aremuch too complicated to make their examination a do-it-yourself project.

– Bill Babb is a senior consultant at The Family BusinessInstitute, Raleigh, N.C.; www.familybusinessinstitute.com.

Working for you.

Engineered Wood Products | Softwood Plywood

Real Wood Siding | Lumber | Particleboard

www.Roseburg.com

800.245.1115

Teresa ClarkEngineered Wood Shipping Supervisor, 12 yrs.


ASSOCIATION Update

Mountain States Lumber &Material Dealers Association wel-comed Dan Lowe, Alpine LumberCo., as its new president and PaulaErvin, Rendall Lumber & Hardware,as president-elect and secretary.Immediate past president DennisGardner, Orepac Building Products,remains on board.

Dena Cordova Jack, BlueTarpFinancial, was named treasurer; MaxGuetz, Alpine Lumber, national direc-tor; Scott Yates, Denver Lumber Co.,national 1st vice-chair; WalterFoxworth, Foxworth GalbraithLumber, director and national alter-nate; John Martin, A.D. MartinLumber Co., director; and Sam Yates,Denver Lumber Co., CO councilchairman. Associate directors includeEric Hill, Boise Cascade; RichardGoering, Bona; and Jim Disavero,Humboldt Redwood.

The association also honored threelongtime participants as honorary life-time members: Johns E. Gunzer,Front Range Lumber; Don Herbel,Austin Hardwoods; and Kip Oram,

Alpine Lumber. MSLBMDA kicked off a Best

Practices webinar series April 9, run-ning until June 11. Terri Tucker, pres-ident of E-Cubed Consulting, willinstruct the two-month long series,designed to touch on various financialprinciples in-depth, including invento-ry management, ratio analysis, andpreparing the right kind of budget foryour business.

West Coast Lumber & BuildingMaterial Association is sizing up thefield for its annual associates/dealersgolf tournament June 4 at RanchoSolano Golf Course, Fairfield, Ca.

Tacoma Olympia Hoo-Hoo Clubis holding its industry old timer’smeeting May 5 in Tacoma, Wa.

Association of Millwork Distri-butors is now going by WorldMillwork Alliance.

The association will be hostingplant tours April 19-20 at their loca-tion in Houston, Tx. Following the


888-807-2580Bend, OR

www.pelicanbayfp.com

“Focused on the future with respect for tradition”

DISTRIBUTION LOCATIONSColton / Fontana / Modesto / Salinas / Stockton, CA

PRODUCTS & SERVICESFraming Lumber / Pallet Stock / Industrial Lumber / Softwoods

Hardwoods / Cedar / Fencing / Decking / RedwoodCustom Cut Stock / Treated Lumber / Tile Battens

3-Hole & Slotted Vents / Custom Cutting / RemanufacturingHeat Treating / Fire & CCA Treating

tours will be a golf tournament at Wild Cat Golf Club,Houston, Tx.

Moulding & Millwork Producers Association is gear-ing up for its annual meeting at The Lodge at SonomaResort & Spa, Sonoma, Ca., April 19-23. The meeting willinclude education coupled with committee meetings andoptional activities.

Keynote speakers will touch on various industry topics,involving financial outlooks and market updates, and a rawmaterials supply presentation will be given by a panel ofindustry experts.

Kitchen Cabinet Manufacturers Association’s annualconvention will be held at The Meritage Resort & Spa,Napa, Ca., April 26-29.

Hardwood Plywood & Veneer Association is hostingits spring conference May 17-19 at Monterey Plaza Hotel& Spa, Monterey, Ca.

Material Handling Equipment DistributorsAssociation is hosting its annual convention April 18-22 atJW Marriott San Antonio Hill Country, San Antonio, Tx.

Speakers will address handling equipment industrytrends and best practices in management, recruiting, sales,demographics and technology.

National Wood Flooring Association will celebrate its30th anniversary at their annual conference and woodflooring expo April 28-May 1 in St. Louis, Mo.

Expo attendance has been growing 30% per year overthe last three years.

NWFA is currently constructing a website for the eventthat will be available in the upcoming weeks.

Window & Door Manufacturers Association electedAl Babiuk, Loewen Windows, as 2015-2017 chair duringlast month’s spring meeting and legislative conference inWashington, D.C. He succeeds Steve Donner, WeilandSliding Doors & Windows.

Joining Babiuk on the executive committee are vice

chair/treasurer Phil Donaldson, Andersen Corp.; executivecommittee door representative Robert Lewis, MasoniteInternational; executive committee window rep SteveTourek, Marvin Windows & Doors; and executive com-mittee supplier rep Jeff Shilakis, HOPPE North America.

Wood Machinery Manufacturers of America is gear-ing up for its woodworking industry conference April 21-24, at Grand Hyatt San Antonio, San Antonio, Tx.


Thanks to our customers and vendorsas we begin our 30th year

4685 BROOKHOLLOW CIRCLE,RIVERSIDE CA 92509

877-369-2327 • 951-727-1767

• Redwood & Plastic Lattice• Dupont Tyvek• Roseburg DuraTemp• TruWood Siding

& Trim• FRP• Fir, SYP & Radiata

Pine Plywood

• Particleboard, MDF &Hardboard

• OSB• Dry Dimension Lumber• Pine Boards• Industrial Lumber• Import Plywood• Salvage & Surplus

Gemini Forest ProductsSpecializing in forest products

for industry professionalsLos Alamitos, CA562.594.8948

Shasta Lake City, CA530.276.7197

San Francisco, CA415.859.5544

www.geminiforest.com

Industrial andTreated LumberSpecialists

Norbord Ainsworth OSBMega Merger Nears Close

Norbord, Toronto, Ont., andAinsworth Lumber Co., Vancouver,B.C., expected their proposed mergerwould close by March 31, 2015, afterpassing a final hurdle—a review bythe Antitrust Division of the U.S.Department of Justice.

Under the deal, Norbord willacquire all of the outstanding com-mon shares of Ainsworth in an all-share transaction.

TimberSI oses Court CaseA Virginia judge has removed

Karen Slimak as manager of TimberTreatment Technologies, Greenville,S.C., the company she founded adecade ago to produce TimberSILglass-infused wood.

Although she was permitted to“retain membership” in TTT, Slimakwas also forced to pay back $225,000that had been diverted to anothercompany she owned, $75,000 in taxpenalties, and nearly $5,000 to formeremployees on breach-of-contractclaims.

She also lost her $200-millioncounter-suit accusing former employ-ees and investors of allegedly conspir-ing to destroy her business by stealingits trade secrets to form competitingcompanies.

Shareholders, however, who haveinvested hundreds of thousands ofdollars in the company, called it a“hollow victory,” since they receivednothing. TTT’s phone is no longer inservice and its manufacturing planthas been idled.

Over the years, TTT was also suedby distributors, plagued by complaintsof product issues, and changed itssodium silicate formula.


NEW Products

Dominating Power SawsDewalt’s DCS391L1 Circular Saw Kit is designed

with a central motor that delivers power and speed,making the most demanding cuts possible with ease.

Its high-strength and lightweight magnesium shoeprovides job site durability for long- term cut accura-cy, and optimized rubber over-molded comfort gripdelivers optimal balance and control.

DEWALT.COM(800) 433-9258

Multi-Purpose Paint SprayersTitan’s FlexSpray HandHeld is a multi-tool used

for painting pros with a combination of power, controland versatility. The handheld delivers the power of anairless sprayer with the control of an HVLP.

It is capable of spraying all types of coatings forinterior, exterior and fine finishing jobs.

TITANTOOL.COM(800) 526-5362


Siding with StabilityBoral’s new TruExterior Trim Skirt Board is

designed to complement a variety of siding productsincluding pine, cedar and fiber cement.

The product creates the required clearance betweensiding and grade. It is suitable for ground contact,won’t rot, crack or split with moisture, and maintainsthe utmost level of dimensional stability.

Available in 6” and 8” widths and two thicknesses,the skirt board comes with either a smooth or wood-grain textured face.

BORALAMERICA.COM(404) 524-3075

Modern Windows, Old-Style LookThe Next Generation Ultimate Double Hung win-

dow by Marvin Windows & Doors meets EnergyStar’s stringent requirements for the Most Efficientdesignation.

The window is traditional-looking, but combinesmodern state-of-the-art technology with Marvin’scraftsmanship.

The window’s multi-point locking system locksdirectly into the jamb, preventing draftiness andimproving structural performance, resulting in a moreair-tight window.

MARVIN.COM(888) 537-7828

beautify

Clean contemporary lines. Simple to assembleProBuilt™ railings from BW Creative

www.bwcreativerailings.com


Can Take the HeatToughRock Fireguard X and

Fireguard C gypsum boards aredesigned for direct mechanicalattachment to wood or metalframing in building assemblieswith a designated fire-resistantrating.

The noncombustible, dimen-sionally stable gypsum core hasbeen reinforced with glass fibers,increasing its strength and resis-tance to the passage of heat.

BUILDGP.COM(800) 225-6119

Reversible PlywoodBeadboard

Patriot Timber Products’RevBead reversible plywoodbeadboard represents a new andrevolutionary concept in ply-wood beadboard.

The face has a clear, smoothradiata pine veneer with a 2” on-center V-bead pattern, ideal forstain-grade applications. Thereverse side has a primed surfacewith a 1.6” on-center V-bead pat-tern ready to use for paint-gradeapplications.

REVBEAD.COM(336) 299-7755


Unique Doors &Vintage Accents

Signet Fiberglass Entry Doorsby ProVia evoke days of yester-year, and offers authenticity withthe accents—Speakeasy, HingeStraps, and Calvos.

Made of durable flat blackaluminum, the features can becombined with Knotty Alder forthe ultimate rustic or antiquestyle.

PROVIAPRODUCTS.COM(800) 669-4711

Waterproofing Stain in a Can Thompson’s WaterSeal is now

offering new line extension—a water-proofing exterior stain in a convenientaerosol can. The line comes in five col-ors that correspond to the colors inThompson’s waterproofing stain line.

The stain is great for small projects,such as window boxes, planters or rail-ings on a deck makeover.

THOMPSONSWATERSEAL.COM(800) 367-6297

Pumped Up Business SoftwareEpicor BisTrack version 4.5 has been released, fea-

turing over 1,100 improvements that simplify themanagement of a LBM business.

Key new features include product batches (forquickly segregating inventory into specific lots orlocations), sub-assembly manufacturing and schedul-ing kits (to streamline all facets of door and millworkproduction, from sales order entry to complex, multi-location manufacturing and scheduling), Smart Clickfunctionality (to customize the way dealers work withtheir data), and offline point of sale (to run POScheckouts in an offline mode, so dealers can keep thedoors open and maintain business continuity duringemergencies or periods of network disconnect).

EPICOR.COM(888) 463-4700

Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

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

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

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

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

Manke Lumber CompanyCall 1-800-426-8488

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

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.


Fast-Dry ConcreteDriTac Eco-DriBloc Premium

Green Moisture Control &Adhesive Isolation Membrane byDriTac Flooring Products ismade for resilient flooring instal-lations.

A fast-drying, single-compo-nent concrete moisture controlsystem, installers are able toapply a moisture mitigation sys-tem and install their resilientfloor on the same day with only athree-hour dry time.

DRITAC.COM(973) 614-9000

Wood Products with Craftman Finish

KEM Aqua Earth Tones exte-rior siding topcoat by Sherwin-Williams provides a blend of twotones that creates a multi-hued,natural look rather than a flatpainted surface.

The hue is designed for appli-cation on composite and fibercement siding and trim and isavailable in 21 unique colors.

FYPON.COM(800) 446-3040

Cutting-edge LaddersWerner’s Fiberglass Podium

Ladder features an extra-largestanding platform, allowing theuser to face any direction.

Its wrap-around guardrail pro-vides an extra point of contact,and a HolsterTop organizes toolsat the top of the ladder wherethey are needed.

WERNERCO.COM(800) 825-5382

Brushless DrywallA high-density PVC cross-

head pediment profile fromVersatex is easy to cut, miter andinstall, and is compatible withstandard millwork tools, tech-niques and materials.

The product is individuallywrapped in 16-ft. lengths with asmooth matte finish.

VERSATEX.COM(724) 857-1111


WESTERN WOOD Products Association pre-sented [1] Master Lumberman honors duringits annual meeting March 1-3 at PortlandMarriott Downtown Waterfront, Portland, Or.[2] Scott & Sandy Hill. [3] Matthew Goughnour,Brett Bauer. [4] Steve Swanson. [5] Grace &

Brinkmeyer, Steve Zika, Ofer Heyman, ChrisMatier. [17] Jon Anderson, Paul Jannke. [18]Russ & Bev Tuvey, Sally-Ann Hobart, MikeMcGuigan. [19] Steve Brandt. [20] Ron Holen,Russ Hobbs.

(More photos on next page)

Kevin Cheung. [6] Mike & Vickie Ramsey. [7]Bob Mai, Chuck Roady. [8] Robert West. [9]Robert Landau, Pat Harris. [10] Aaron Sulzer.[11] Kevin Mason. [12] Frank & ConnieStewart. [13] Richard Mills. [14] Karen & JerryLawson. [15] Fritz & Linda Mason. [16] Marc

Phot

os b

y Th

e M

erch

ant

WES

TER

N P

RO

DU

CER

S


Claridge, Scott Elston. [31] Duane Vaagen,George Emmerson. [32] Paul Grabarek, MattDierdorff. [33] Kevin Huffman, Rock Belden,Donald Larson. [34] Scott Elston, Kent Marky.[35] Adrienne & Kevin Binam. [36] JoeLuchsinger, Jamie Trenter, Peter Johnson. [37]Dee Shaffer, Debbie Vaagen. [38] DanielLavendar, Pat Grady. [39] Doug Hanson,Chuck Casey.

WWPA MEET (continued from previous page):[21] Russ Vaagen, John Branstetter, GeorgeHutchison. [22] Mike Gruenke, Rick Palmiter,Jim Vandegrift, Steve Wilson. [23] EricSchooler, Mike Zojone, Dave Andrea. [24]Patrick Adams, Mark Young. [25] Jean Anyan,Dyanne Martin. [26] Dan Uskoski. [27] TimStovall, Ed Cunningham. [28] Art Andrews,Gary Pittman. [29] Bruce & Janet Daucsavage,Wally van Valkenburg. [30] Marc Saracco, Dan

WESTER

N P

RO

DU

CER

S Photos by The Merchant


Preston Johnson, Kalayna Crook, TomRogers. [6] Jim Adams. [7] GingerStinson, Cami Waner. [8] DaveCochenour, Brian Kirwan, Paul Owen.[9] Kevin Dodds, Brian Bippes. [10] AlyKingsley, Kara Starks. [11] KathyOrlowski. [12] John Branstetter, GrantPhillips, Duane Vaagen. [13] StevenChercover. [14] Scott Elston, SteveKillgore. [15] Eric Schooler, CarterStinton. [16] Jeff Moore, Reid Schooler.[17] Jim Vandegrift, Spencer McKinnon,Kip Anderson. [18] Kevin Clausen. [19]

Shawn Church, Karin Saldana, Pete Malliris.[20] David Bernstein, Chris Beveridge.

(More photos on next page)

NORTH AMERICAN Wholesale LumberAssociation recently hosted its Portland, Or.,regional meeting. [1] Bil ly Culver, Sarah

Townsend. [2] Kent Beveridge, BuckHutchison. [3] David Lee, Matt Jackson, MarkJackson. [4] Mark Saracco, Patrick Adams. [5]

Phot

os b

y Th

e M

erch

ant

NA

WLA

REG

ION

AL

MEE

TIN

G


NAWLA (continued from prior page): [21] ScottCantonwine, Jeff Morris, Dave Stinson, JohnPercin. [22] Lee Jimerson, Jerry Lawson,

Wayne Holm. [23] Marilyn Thompson, ChuckCasey. [24] Joseph Thomas, Scott Gascho, RexVonnahme. [25] Frank Forward, Gunnar Brinck.

NA

WLA

REG

ION

AL M

EETING

Photos by The Merchant

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

Superior Service, Products & Support

Distributed by

ACCOYA modified wood was chosen as theprimary material for refurbishing the porch dur-ing a massive rehabilitation of TheodoreRoosevelt’s Sagamore Hill house in OysterBay, N.Y. Built in 1885, the “Summer WhiteHouse” is one of the most popular destinationsin the national park system, with tens of thou-sands of visitors each year. Accoya wasselected for its sustainability, durability, stabili-ty and compatibility with the original porchmaterials. The home will reopen in July.

Embezzler ets PrisonA former office manager of Garrett

Hardware’s stores in Windsor andHealdsburg, Ca., was sentenced tothree years and four months in prisonfor embezzling $350,000 over thecourse of six years. Glynis SusanLewis, 45, was also ordered to pay$415,819 in restitution to the firm.

An investigation was launched afterGarrett Hardware’s business ownersdiscovered irregularities in Lewis’accounting practices in October 2013.Eight months later, she was arrestedand later charged with grand theft,money laundering, and possession ofstolen property.

The six-month investigation deter-mined Lewis took money from dailycash deposits between 2006 andNovember 2012. She pleaded no con-test to grand theft on Jan. 15.

Superior Court Judge RobertLaForge handed Lewis a lighter sen-tence, primarily due to the fact thatshe had no prior record and tookresponsibility for her actions early inthe court proceedings. When Lewislearned she was under investigation,she wrote a letter of apology with anadmission statement, and resigned.

After the sentencing, Garrett con-troller Diane Anderson expressed con-cern for the stores’ employees, sayingthat they were the real victims of thetheft. Many suffered major wage loss-es due to their hours being cut foryears and, Anderson said, thoseemployees won’t receive restitution.


Dale Mollenhauer, John Quinn. [9] DaveSafirstein, Jack Opdyke, Dennis Sullivan. [10]Bo Bryant. [11] Chuck Casey, Lisa Martin. [12]Susan & Neal Grubbs. [13] Bob Green. [14]Greg Elliott, P.J. Ashy, Michael Ashy, LynnBarnett. [15] Natasha Warren, David Welborn.[16] Darin Curran, Lou Taback, Scott Marshall,David Strang. [17] Kathleen Tell, Lou Scarfo,Denise Stack. [18] Roy Deans, SteveGrohowalski. (More photos on next page)

80 YEARS IN THE MAKING: LumbermensMerchandising Corp. celebrated its 80th annualtradeshow March 4-6 at Sands Expo Center &Venetian Hotel, Las Vegas, Nv. [1] LeslieSouthwick, Kris Lewis. [2] Jeremy Hoel, JeffGreen, Mike Butler. [3] Jeremy Johnson, JayWrenn. [4] Pat Patranella, Ryan Williams, MikeCarey Dave Klekamp. [5] Jim Vandegrift, ColeRicheson. [6] Grant Phillips, Kevin Dodds, MarkMitchell. [7] Rick Kessler, Nate Johnson. [8]

Phot

os b

y Th

e M

erch

ant

LMC

AN

NU

AL


MORE LMC: [19] John Assman, Steve Gaeckle, Bob Appelgate,Malory Hillhouse, Gary Pittman. [20] Pete Schiffers, Keith Abbott.[21] Joe Angelo, Barbara Hart, Bob Mai. [22] John Smith, SteveFirko. [23] Ken Jolliffe, Bob Mackie. [24] Mark & Erika Swinth, BrettSlaughter. [25] Phil Herman, Gary Roth, Steve Page. [26] JimPowell. [27] Terry Secrest, Wayne Miller, Colby Mayeaux. [28] Susie& Bob Goldstein. [29] Greg Wilkinson, Tony Weinmuller. [30] JimCaldwell, Jonathan Wiereago, Jack Delany. [31] Jimmy Welch, MikeRasmussen. [32] Mark Dippel, Andy Faircloth. [33] Scott Ballantyne,Lorraine Fincher, Andrea Cowell, Rick Fortunaso, Jennifer Raworth.[34] Larry Lang. [35] Earl Downing, Reed Rediger. [36] StephenMcCarthy, Jay McCarthy, Praveen Sood, Kellen Driscoll.

LMC

AN

NU

AL

Photos by The Merchant


LUMBER PRODUCT MANAGER –LATHROP, CA.

Boise Cascade, a leading building materialsdistributor, has an opening for a LumberProduct Manager at our Lathrop, Ca., location.

Manages commodity lumber/related itemsfor inventory through purchase, pricing, ship-ment, and sells direct railcars and truckloads ofcommodity items to customers. Maintains directcontrol over purchasing, pricing, and inventorylevels of assigned products to maximize ware-house sales and gross profit. Develops and intro-duces marketing plan/promotions on new andassigned products for sales associates and cus-tomers. Solicits direct and warehouse sales of allcommodity products to customers.

Requires bachelor’s level degree in businessor marketing, or equivalent experience. Stronglumber background with a minimum of fiveyears in purchasing, sales or product manage-ment. Candidate must have strong oral and writ-ten communication skills and the ability to workindependently or with teams/groups. Must beproficient in utilizing software applications nec-essary for performing job responsibilities.

Boise Cascade is committed to Total Qualityand offers an excellent compensation package.If you meet the above qualifications, applyonline at www.bc.com. (Job ID #6298)

Boise Cascade is proud to be an EqualOpportunity Employer. All qualified appli-cants will receive consideration for employ-ment without regard to race, color, age, reli-gion, sex, national origin, protected veteranor disability status.

E P WANTED

IN MemoriamRobert Lee “Bob” Reinhart, 72,

former executive for Boise Cascade,Boise, Id., died March 23 following abrief illness.

After serving in the U.S. Army inKorea, he earned a master’s degreefrom the University of Wyoming.

Joseph Philip “Joe” Cleary, 94,former co-owner of Fisher Hardware& Lumber, Santa Monica, Ca., andMalibu Lumber, Malibu, Ca., diedMarch 10.

After enrolling in the CaliforniaMaritime Academy, he commandedseveral Liberty class ships duringWorld War II.

He and partner Bob Severs operat-ed the yards for 30 years, before sell-ing to Weyerhaeuser in 1980.

Loy Lavern Recek, 91, former co-owner of Hicks Lumber Co., Salinas,Ca., died March 17.

After serving as a Naval officer andaviator during World War II, he was apartner in Hicks from 1945 to 1982.

Richard Lee Franz, 95, former co-owner of the Oscar Franz Lumber Co.,Coos Bay, Or., died Feb. 26.

After serving overseas as a U. S.Army mechanic during World War II,he began working for his father’ssawmill in Coos Bay. In 1949, he part-

then Orofino Builders Supply, beforeretiring in 2006.

Alejo Babauta “Long” Meno, 76,retired sales manager for the hardwaredepartment at Trojan Lumber Co.,Kailua Kona, Hi., died Feb. 23.

A native of Guam, he served as aU.S. Army sergeant first class beforejoining the hardware industry.

Bobby G. “Bob” Davis, 81, formerowner of Southgate Building Supply,Sacramento, Ca., died March 4.

He served in the U.S. Army duringthe Korean War. In 1961, he formedthe lumber company with Jim Loomisand six years later bought out his part-ner. He converted it to a glass shop in1986 and passed it on to his son, Scott,10 years later.

Lawrence L. Wright, 82, 36-yearemployee with Stock Building Supplyand its predecessor Anderson Lumber,Brigham City, Ut., died of pancreaticcancer March 1.

FO SA E FO SA E

LUMBER CARRIERSfrom Berkot

• Several models available• Balanced for ease of handling• May be modified to your specifications

See our full product line at www.BerkoftMfg.com

BERKOT MFG. CO., INC.11285 Goss St., Sun Valley, CA 91352 • Phone (818)767-5555

Manufactured in the U.S. since 1954

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centeredcopy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “cam-era-ready” (advertiser sets type), $65 if we set type.

Deadline: 18th of previous month.Send ad to [email protected] or Fax 714-486-2745. Make checks payable to 526

Media Group. Questions? Call (714) 486-2735.

CLASSIFIED Marketplace

nered with his father to form OscarFranz Lumber, later selling the proper-ty to Sause Bros Towing Co. He lastworked for Coos Bay Supply Co.,Coos Bay, retiring in 1973 at age 53.

William Melvin “Bill” Blum, 88,former executive v.p. and land andtimber manager for Hemphill-O’NeillLumber Co., Chehalis, Wa., diedMarch 3.

During World War II, he joined theU.S. Navy at 17 and served on theDestroyer USS John Rodgers. Afterworking as a timber faller and sawyer,he became general manager forHolman Lumber Co., Napavine, Wa.,before becoming an executive withparent company Hemphill-O’Neill.

Karen Rae Lowery, 79, formerco-owner of Stone Fuel & LumberCo., Willamina, Or., died Feb. 26.

She and her then-husband, CharlesBaker, ran the firm through the 1970s.

Lowell W. “Dick” Bashaw, 90,retired salesman with Orofino Build-ers Supply, Orofino, Id., died Jan. 23.

He entered the timber industry rightout of high school, but soon afterjoined the U.S. Army to fight inGermany during World War II. Afterthe war, he returned to Grangemont,Id., to work at the Band Mill andJohnson’s Mill. In 1951, he was hiredby Crockett’s Hardware, Orofino, and


DATE BookListings are often submitted months in advance. Always verify dates

and locations with sponsor before making plans to attend.

American Wood Protection Assn. – April 12-14, annual meeting,Asheville, N.C.; (205) 733-4077; www.awpa.com.

Tacoma-Olympia Hoo-Hoo Club – April 15, board meeting,Tacoma, Wa.; (253) 531-1834.

Material Handling Equipment Distributors Assn. – April 18-22,annual convention & show, San Antonio, Tx.; (847) 680-3500;www.mheda.org.

World Millwork Alliance – April 19-22, plant tours and golf event,Houston, Tx.; (727) 372-3665; www.amdweb.com.

Moulding & Millwork Producers Assn. – April 19-23, annual busi-ness meeting, Lodge at Sonoma Resort & Spa, Sonoma, Ca.;(800) 550-7889; www.wmmpa.com.

Wood Machinery Manufacturers of America – April 21-24, wood-working conference, Grand Hyatt San Antonio, San Antonio, Tx.;(443) 640-1052; www.wmma.org.

Black Bart Hoo-Hoo Club – April 25, annual poker tournament &BBQ, Burgess Horse Barn, Healdsburg, Ca.; (707) 889-0049;www.blackbarthoohoo181.org.

Los Angeles Hardwood Lumberman’s Club – April 25, day at theraces, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556;www.lahlc.net.

Kitchen Cabinet Manufacturers Association – April 26-28, annualconvention, Meritge, Napa, Ca.; (703) 264-1690; www.kcma.org.

National Wood Flooring Association – April 28-May 1, conference& wood flooring expo, Edward Jones Dome, St. Louis, Mo.; (800)422-4556; www.woodfloors.org.

International Wood Composites Symposium – April 30-May 1,Seattle, Wa.; (800) 942-4978; www.woodsymposium.wsu.ed.

Olympic Logging Conference – April 30- May 2, Victoria, B.C.;(360) 202-7014; www.olympicloggingconference.com.

Tacoma-Olympia Hoo-Hoo Club – May 5, industry old timer’smeeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.

National Hardware Show – May 5-7, Convention Center, LasVegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

International Wood Markets Group – May 7, Global Softwood Log& Lumber Conference, Fairmont Hotel, Vancouver, B.C.;www.woodmarkets.com.

Los Angeles Hardwood Lumberman’s Club – May 7, electionmeeting, Moreno’s, Orange, Ca.; (626) 445-8556; www.lahlc.net.

Southern California Hoo-Hoo Club – May 15, 6th annual DonGregson Memorial Golf Tournament, San Dimas Golf Course,San Dimas, Ca.; (323) 559-1958; www.hoohoo117.org.

Do it Best Corp. – May 16-18, spring market, IndianapolisConvention Center, Indianapolis, In.; (260) 748-5300;www.doitbestcorp.com.

Hardwood Plywood & Veneer Association – May 17-19, annualconvention, Monterey Resort & Spa, Monterey, Ca.; (703) 435-2900; www.hpva.org.

Tacoma-Olympia Hoo-Hoo Club – May 20, board meeting, LaQuinta Inn, Tacoma, Wa.; (253) 531-1834.

Transload Distribution Association – May 19-21, conference,Westin on Canal, New Orleans, I l . ; (503) 656-4282;www.transload.org.

Composite Panel Association – May 31- June 3, spring meeting,Hyatt Regency Coconut Point, Bonita Springs, Fl.; (703) 724-1128; www.compositepanel.com.

West Coast Lumber & Building Material Association – June 4,golf tournament, Rancho Solano Golf Course, Fairfield, Ca.;(800) 266-4344; www.lumberassociation.org.

National Lawn & Garden Show – June 9-11, Embassy Suites,Dallas-Frisco, Tx.; (888) 316-0226; www.nlgshow.com.

Forest Products Society – June 10-12, convention, Georgia WorldCongress Center, Atlanta, Ga.; (855) 475-0291; www.forest-prod.org.

Western Wood Preservers Institute – June 14-16, summer meet-ing, Teton Mountain Lodge, Teton Village, Ca.; (360) 693-9958;www.wwpinstitute.org.

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

SPECIAL QUOTES


ADVERTISERS IndexAccoya [www.accoya.com] ...........................................................27 AGS Stainless Inc. [www.agsstainless.com/mmag] ...................53Allura [www.allurausa.com] ............................................................3Allweather Wood [www.allweatherwood.com] ............................13Arch Wood Protection [www.wolmanizedwood.com]........Cover 1AZEK [www.azek.com].....................................................................5Bear Forest Products [www.bearfp.com].....................................48Blue Book Services [www.bluebookservices.com] ....................46B.W. Creative Railing Systems [www.bwcreativerailings.com] ..50C&E Lumber Co. [www.lodgepolepine.com] ...............................61Capital Lumber [www.capital-lumber.com]..............................7, 46DeckWise [www.deckwise.com] .....................................................6Eco Chemical [www.ecochemical.com] .......................................40Exterior Wood [www.exteriorwood.com] .....................................23FastenMaster [www.fastenmaster.com].........................................8Feeney [www.feeneyinc.com] .......................................................11Fiberon [www.fiberondecking.com] .............................................35Fontana Wholesale Lumber [fontanawholesalelumber.com].....24Gemini Forest Products [www.geminiforest.com] ......................48Hoover Treated Wood Products [www.frtw.com]........................25Huff Lumber Co. [www.hufflumber.net.com] ...............................42Humboldt Redwood [www.getredwood.com] ..............................29Inteplast Group [www.tufboards.com] .........................................30Interfor [www.interfor.com] ...........................................................28J.H. Baxter [www.jhbaxter.com]....................................................19Jones Wholesale Lumber [www.joneswholesale.com] ..............36Keller Lumber [www.kelleher.com]...............................................48Kop-Coat [www.kop-coat.com] .....................................................31 Koppers [www.koppersperformancechemicals.com] .......Cover IIManke Lumber Co. [www.mankelumber.com].............................52Maze Nails [www.mazenails.com].................................................43Norman Distribution Inc. [www.normandist.com].......................57Pacific States Treating [www.pacificstatestreating.com].....18, 22Patrick Lumber [www.patlbr.com] ................................................61Pelican Bay Forest Products [www.pelicanbayfp.com]..............47Pennsylvania & Indiana Lumbermens [www.plmilm.com] .........51Quality Borate Co. [www.qualityborate.com] ..............................38Reel Lumber Service [www.reellumber.com] ..............................34Rosboro [www.rosboro.com] ........................................................49Roseburg Forest Products [www.roseburg.com] .......................45Royal Pacific Industries .................................................................15RoyOMartin [www.royomartin.com] .............................................41Simpson Strong-Tie [www.strongtie.com]...................................37Snider Industries [www.sniderindustries.com] ...........................47Superior Wood Treating [www.superiorwoodtreating.com].......21Swanson Group Sales [www.swansongroupinc.com]......Cover IIIThunderbolt Wood Treating [thunderboltwoodtreating.com] ....20Universal Forest Products [www.ufpedge.com]..........................39Utah Wood Preserving Co. [utahtreatedwood.com]....................21Viance [www.treatedwood.com] ..........................................Cover II

IDEA FileHardware Happy Hour

In an attempt to draw in customers in a moreappealing way, Cole Hardware, San Francisco, Ca.,kicked off the spring season with Hardware HappyHour March 18, a special event held strictly betweenthe hours of 5-8 p.m.

The event was designed to bring in more foot trafficin the afternoon, as well as bring a sense of communitybetween the store’s customers. Guests were able toenjoy a glass of wine, chocolate, and save $10 on a $20purchase with a coupon available from the company’swebsite and all five of their Bay Area locations.

Guests were also able to create a fun planter withany salvaged household item. “We encouraged cus-tomers to bring in any old item to be transformed into aplanter with personality: an old boot, a teakettle, a rus-tic watering can—you name it,” said Renato GeslaniJr., manager of the downtown San Francisco location.

The store supplied the soil and up to five succulentsto help reinvent the items. Renato wanted to make sureeach guest left with something to add a unique flair totheir homes, much like the hardware store itself.

“Hardware Happy Hour is great idea for the busi-ness because the ‘fun, event’ aspect is not only goodfor foot traffic, but provides a more positive and per-sonal experience and our customers like that. Plus,they get to to save some money with the coupons,”Renato explained.

Customers were thrilled but not surprised when theevent was announced for all five locations, as the hard-ware store is known to have a charismatic way of sell-ing products. The company has developed quite anonline presence and customers praise the hardwarestore for their uniqueness and extensive inventory onreview sites such as Yelp.com.

“Our store has made a name for itself with ourexcellent customer service but it’s a two-way street,”Renato said. “We would not have come this far if itweren’t for the support of the city and our loyal cus-tomers.”

Since the original Cole Hardware store was pur-chased in 1959, owner Dave Karp sought to treat everycustomer like a friend, a loved one. Karp went on tobuild Cole Hardware into one of the busiest hardwarestores in San Francisco.

The company creates events like Hardware HappyHour to keep the unique and friendly theme of eachstore, abiding by Karp’s motto, “There are no strangershere, just friends we haven’t met.”

Documents

Merchant Magazine April 2015