Commerce | External trade » Mukumoto Associates - Opportunities for Canadian Exporters of Value-Added Wood Products in the Southwestern United States

Opportunities for Canadian Exporters of Value-Added Wood Products in the Southwestern United States Working Paper 96.13 By Mukumoto Associates Project Directors Dr. Bill Wilson Canadian Forest Service 506 West Burnside Road Victoria BC V8Z 1M5 Deborah Weintraub Canadian Consulate General 550 S. Hope Street Los Angeles CA 90071-2627 December, 1996 Funding Support Completion of this report was supported by the Canadian Forest Service, the Department of Foreign Affairs and International Trade and the Opportunity Identification Program (Program 5), Canada-British Columbia Partnership Agreement on Forest Resource Development: FRDA II. Acknowledgments The authors wish to thank Bill Wilson and Gregg Delcourt of the Canadian Forest Service for direction, review comments and suggestions throughout the design and completion of this report. Disclaimer The views expressed in this report do not necessarily represent those of the Canadian Forest Service, the Department of Foreign Affairs

and International Trade or the BC Forest Service. EXECUTIVE SUMMARY This study was undertaken to help small to medium sized, Canadian producers and distributors of value-added wood products assess and develop markets for their products in the Southwestern U.S • The shift toward an information based economy is giving more people the freedom to work and live in desirable locations. As a result, the Southwestern US is growing in population at more than double the national rate. California has the largest population in the Southwest, but Nevada, Arizona, Utah, and Colorado are growing at much faster rates. Las Vegas is the fastest growing metropolitan area in the U.S The Salt Lake City/Provo, Phoenix, Bolder/Denver/Colorado Springs, Reno, Sacramento, San Francisco/San Jose/Oakland, Riverside, and San Diego areas are also growing rapidly. • The U.S economy has been in a sustained positive trend since 1991 and still shows few signs that might indicate a downturn is imminent. The

economies of Nevada, Utah, Arizona, and Colorado have been growing rapidly, and California is recovering from a severe, three-year recession. • The long term trend for U.S housing starts and consumption of related wood products is predicted to be slightly downward for the next ten to fifteen years, because the baby boomers have been housed and there will be fewer new family formations during this period. Short term needs are likely to cause consumption of housing-related wood products to increase early in the next business upturn, followed by markets for furniture and other add-on wood products. In the mean time, non-residential construction, repair, and remodeling are supporting the overall U.S markets Some regional markets, like the Southwest, are much stronger than others in the flat to retrenchment overall scenario. • Recent trade agreements and the U.S/Canadian softwood lumber agreement provide strong incentives for Canadian companies to shift from exporting primary wood

products to the U.S to exporting value-added wood products. A summary of the applicable US tariff rates on Canadian value-added exports is provided in Appendix D. • Most doors used in the U.S are wood and the total value of wooden doors has not changed much during recent years. Within this market, however, there has been a strong shift toward the use of molded fiber board faces and less expensive wood species. • Window consumption in the U.S has been shifting heavily away from wood toward vinyl coated wood and pure vinyl windows. Wood is holding up best in the areas of window frames and custom windows. • Moulding consumption in the U.S has been relatively stable and wood still dominates this market. There has been a shift toward the use of more paint grades, imported radiata pine, and other softwood species, due to the reduced availability of clear ponderosa pine from domestic i suppliers. • Hardwood flooring has been enjoying a strong resurgence in the U.S due to improved,

lowmaintenance finishes and consumer preference for the appearance of wood Tongue and groove, strip flooring remains the long-term favorite style in the U.S • Wood furniture remains a large, stable market. High-quality, ready to assemble furniture of good design has been especially popular. Home office furniture, home entertainment centers, rocking chairs, kitchen furniture, and childrens furniture have all been popular products. • The market for cabinets remains large and has been slowly growing. Wood remains the material of choice for cabinets. • There is also a large, stable market in the U.S for wooden parts for use in furniture and cabinets. Large manufacturers of these products are the main buyers Cabinet door and drawer faces and assembled furniture frames have been the fastest growing items. • Among the garden elements, there have been strong markets in the U.S for wooden outdoor furniture and for most items made from western red cedar, except shakes and shingles. •

Within all of these value-added products, there is a strong trend toward greater use of veneers, composite wood products, vinyl, and other materials wherever an acceptable product can be produced for a lower cost than with solid wood. • Clear, natural finishes are currently popular. Oak remains the long-term favorite wood species. Knotty pine is popular for childrens and some rustic furniture Maple is enjoying strong popularity and commanding a substantial price premium. • Large tract developments are common in the fastest growing areas. Modern style, two-story houses are most popular both within and outside of tract developments. Most of the interior of these houses is painted off-white and furniture and finish items are used to add interest and variety to the household interior. Use of visible wood is most common in forested areas and it decreases in urban and desert areas. Builder margins are thin and vulnerable to price volatility on lumber inputs. The inclusion of value-added

products is carefully scrutinized against the ability to recover the costs. • Many U.S manufacturers and distributors of value-added wood products have been injured by “politically mandated” reductions in their wood supply. They resent what they believe is an unfair wood supply advantage enjoyed by other producing regions. • Distribution of wood products is shifting toward greater use of large home centers, large garden centers, and large retail complexes and middlemen are being eliminated to reduce costs. ii • Use of merchant wholesalers and manufacturers agencies may be two of the most practical distribution systems available for small to medium sized Canadian manufacturers since these organizations assume most of the distribution responsibilities and allow the manufacturer to focus on production. • Las Vegas, Salt Lake City, Denver, Phoenix, Sacramento, and Riverside are rapidly growing areas which offer easier market entry and strong demand for value-added wood

products that are used in tract houses. With its relatively young and energetic population, the Salt Lake City area is also a promising area for do-it-yourself wood products, such as wooden decks and fences as add-ons to new houses. • Los Angeles, San Francisco, and San Diego areas have large numbers of older houses and, thus, are more promising markets for older style, solid wood products that are used in repair and remodeling. iii TABLE OF CONTENTS EXECUTIVE SUMMARY. i SOUTHWESTERN REGION OF THE U.S 1 A. Demographics 1 B. Economies 3 ARIZONA . 3 CALIFORNIA. 4 COLORADO. 4 NEVADA . 5 UTAH. 5 C. Income 6 D. Sources of Demand for Value-Added Wood Products 7 VALUE-ADDED WOOD PRODUCT MARKETS IN THE SOUTHWESTERN U.S 9 A. Doors 10 Market Structure. 12 Woods Used in Doors . 14 Channels of Distribution . 15 B. Wooden Windows 16 Market Structure. 16 Channels of Distribution . 17 Imports of Wooden Windows . 17 C. Wooden Moulding and Trim 17 Market Structure. 18 Channels of

Distribution . 20 Imports of Wooden Moulding. 21 D. Wooden Flooring 21 Market Structure. 22 Woods Used in Hardwood Flooring. 23 Channels of Distribution . 24 Imports of Hardwood Flooring. 24 E. Wooden Furniture and Cabinets 25 Market Structure. 25 Wood Used in Furniture and Cabinets . 28 Channels of Distribution . 30 Imports of Wooden Furniture. 31 F. Dimension Stock, Furniture Parts, and Cabinet Parts 33 Market Structure. 33 Woods Used in Hardwood Dimension Stock and Furniture Parts . 34 Channels of Distribution . 34 Imports of Hardwood Dimension Stock and Furniture Parts . 35 iv G. Garden Elements 35 Outdoor Furniture. 35 Fencing . 36 Shingles & Shakes. 36 Exterior Millwork. 36 Channels of Distribution . 36 RESULTS OF SITE VISITS. 37 A. Visible Wood Uses and Preferences in Housing 37 B. Changing Channels of Distribution 38 USE OF THIS DOCUMENT. 40 A. Developing a Marketing Plan 40 B. Market Opportunities 40 REFERENCES CITED . 41 TABLES IN BODY OF REPORT Table 1 - The 1994

Population and Average Annual Growth Rates Between 1970 and 1994 for the Five Southwestern States.2 Table 2 - The Ten Major Metropolitan Areas in the Five Southwestern States with the Fastest Population Growth Between 1980 and 1994.2 Table 3 - Per Capita Income in the Five Southwestern States in 1994.6 Table 4 - Per Capita Income in 1993 and the Change Between 1990 and 1993 for Selected Metropolitan Areas in the Five Southwestern States.6 Table 5 - Value of Construction by Permit in the Five Southwestern States in 1994.8 Table 6 - New Privately-Owned Housing Units Authorized by Permit in the Five Southwestern States in 1994.9 Table 7 - The U.S Market for Wooden Millwork in 199310 Table 8 - Value of Shipments of Wooden Doors in the U.S in 1992 and Changes Since 1987.13 Table 9 - Estimated Markets for Wooden Doors in the Five Southwestern States.14 Table 10 - Value of Doors, Door Frames, and Thresholds of Wood Imported into the U.S in 199415 Table 11 - Estimated Markets for Wooden

Windows in the Five Southwestern States.17 Table 12 - Value of Wooden Moulding Shipments in 1992 and Change Since 1987.19 Table 13 - Estimated Markets for Wooden Moulding and Trim in the Five Southwestern States in 1992.20 Table 14 - Value of Imports of Wooden Moulding into the U.S in 1994 by Country21 Table 15 - Value of Wooden Flooring Shipments in 1992 and Change Since 1987.22 Table 16 - Hardwoods Used in Flooring in the U.S in 199223 Table 17 - Estimated Markets for Wooden Flooring in the Five Southwestern States.24 Table 18 - Value of Imports of Hardwood Flooring into the U.S in 1994 by Country24 Table 19 - Value of the Wooden Furniture Market in the U.S in 199325 v Table 20 - Value of Wooden Household Furniture and Cabinet Shipments in 1992 and Change Since 1987.26 Table 21 - Estimated Markets for Wooden Residential Furniture in the Five Southwestern States in 1992.27 Table 22 - Estimated Markets for Upholstered Wooden Household Furniture in the Five Southwestern States in

1992.28 Table 23 - Wood Used in Wooden Furniture in the U.S in 199229 Table 24 - Hardwood Species Used in Furniture in the U.S in 199229 Table 25 - Percent of Furniture Sales Through Intermediaries in 1989.30 Table 26 - Percentage of Retail Wooden Furniture Sales by Type of Outlet in 1989.30 Table 27 - Value of Imports of Wooden Residential Furniture into the U.S in 1994 and Change since 1990.31 Table 28 - Wooden Furniture Imports Into the U.S by Source in 199432 Table 29 - Estimated Markets for Cutstock, Dimension Stock, and Furniture Parts in the Five Southwestern States.34 Table 30 - Estimated Markets for Wooden Garden Elements in the Five Southwestern States.35 APPENDIX A Table 31 - 1994 Population and Average Annual Growth in Population Between 1988 and 1994 for Major Metropolitan Areas in the Five Southwestern States.44 Table 32 - Resident Population in 1994 by Age Groups in the Five Southwestern States.46 Table 33 - Projected Population by Ethnic Group in the Five Southwestern

States for 1995, 2000, and 2010.47 Table 34 - Value of Shipments in the Five Southwestern States in 1992 by Manufacturing Group.48 Table 35 - Value of Shipments of Wooden Windows in the U.S in 1992 and Changes Since 1987.49 Table 36 - Value of Shipments of Wooden Household Furniture in the U.S in 1992 and Changes Since 1987.50 Table 37 - Value of Shipments of Upholstered Wooden Household Furniture in the U.S in 1992 and Changes Since 198752 Table 38 - Value of Shipments of Hardwood Dimension Stock in the U.S in 1992 and Changes Since 1987.53 APPENDIX B Associations, Agencies, and Other Industry Groups.55 Trade Shows.67 Production Home Builders.75 Department Stores.79 Home Centers.83 Building Material Retailers.84 Door and Window Manufacturers.88 vi Regional Door and Window Wholesalers.95 Regional Millwork Manufacturers.98 Regional Millwork Wholesalers.100 Flooring Retailers and Installers.102 Regional Household Furniture Manufacturers.106 Regional Upholstered Furniture

Manufacturers.111 Regional Office Furniture Manufacturers.113 Regional Outdoor Furniture Manufacturers.116 Regional Furniture Wholesalers.117 Regional Furniture Retailers.121 Regional Cabinet Manufacturers.125 Regional Dimension Manufacturers.128 Regional Fence Manufacturers.133 Garden Centers.135 Nursery Product Wholesalers.138 Manufacturers Sales Agencies.140 APPENDIX C Additional Sources of Information.150 Internet Addresses.156 Distribution Terminology.159 APPENDIX D U.S Tariff Structure on Canadian Exports of Selected Value-Added Products161 vii Opportunities for Canadian Exporters of Value-Added Wood Products in the Southwestern United States This study was undertaken to help small to medium sized, Canadian manufacturers and distributors of value-added wood products assess and develop market opportunities for their products in the Southwestern United States (U.S) Products examined include doors, windows, moulding, flooring, cabinets, furniture, garden items, and parts for

these products. This report assumes that the reader has little or no export experience. The report contains substantial amounts of demographic, economic, and market data to save the reader the time required to assemble this information from scratch. All monetary values are presented in US dollars Since much of the information needed to develop an effective marketing program is project-specific, it will be necessary for the user to supplement the information presented here with additional information developed from on-site visits, surveys, telephone calls, personal interviews, and other sources. Reasonable efforts were made to ensure the accuracy of the information presented here; however, the user is advised to check all critical information before using it to make important business decisions. SOUTHWESTERN REGION OF THE U.S This report considers markets for value-added wood products in the states of Arizona, California, Colorado, Nevada, and Utah only. For convenience, the term

"southwest" is used to refer to these states. A. Demographics A strong shift has been occurring in the economy and demographics of the U.S The shift toward a small business and information based economy is providing an increasing number of working people with the freedom to relocate to attractive places to live. An increasing number of retirees are also moving to attractive places. As a result, the 13 western-most states grew in population by 9.1% between 1990 and 1995--faster than any other region of the US and far above the national rate of 5.6% Whats more, the Wests growth is no longer confined to cities Much of the growth is now shifting toward attractive rural areas.1 Arizona, California, Colorado, Nevada and Utah had a population of over 42,527,000 people in 1994, which was 16% of the total U.S population With over 31 million people, California had three-fourths of the population in this region. The fastest growth rates, however, are occurring in Nevada, Arizona and

Utah. An economic downturn in California during the period 1991 to 1994 resulted in a substantial emigration of people seeking employment opportunities and a better life in nearby Western states. The 1994 population and 1970 to 1994 growth rates are shown in Table 1. 1 Table 1 - The 1994 Population and Average Annual Growth Rates Between 1970 and 1994 for the Five Southwestern States.2 State 1994 Population Arizona 1970-1994 Growth Rate 4,075,000 5.4% California 31,431,000 2.4% Colorado 3,656,000 2.4% Nevada 1,457,000 8.2% Utah 1,908,000 3.3% 42,527,000 2.8% 260,341,000 1.2% Southwest 5 Total U.S The fastest growing major metropolitan areas in these states are summarized in Table 2. The Las Vegas metropolitan area grew 26.2% in population from 1990 to 1994 This made it the fastest growing metropolitan area in the U.S during this period Las Vegas is attractive to some people, because it is one of the few areas that still encourages the freewheeling

entrepreneurship of the old west. Table 2 - The Ten Major Metropolitan Areas in the Five Southwestern States with the Fastest Growth in Population Between 1980 and 1994.2 1980-94 Metropolitan Region 1994 Population Annual Growth Las Vegas, NV 1,076,000 7.4% Riverside/San Bernadino, CA 2,907,000 6.2% Phoenix/Mesa, AZ 2,473,000 3.9% Modesto, CA 407,000 3.8% Bakersfield, CA 609,000 3.7% Stockton/Lodi, CA 518,000 3.5% Colorado Springs, CO 452,000 3.3% 1,441,000 3.3% Reno, NV 283,000 3.3% Vallejo/Fairfield/Napa, CA 483,000 3.2% Sacramento, CA 2 B. Economies The U.S economy has been in a sustained positive trend since 1991 Although this has been an unusually long positive trend, growth has remained within a sustainable range, and there are few signs of strains in the economy. As a result, there are no pressing indications that a serious down trend is imminent. National housing and housing-related markets are generally strongest early in a business cycle,

thus, most wood product markets are experiencing modest strength to minor weakness at this time. A normal pattern would be for national wood product markets to experience a decline before the next major boom.3 Real estate is, however, a very local market Hidden within these mediocre national averages are some booming local markets, like Las Vegas, Salt Lake City, and Riverside. A number of recent trade agreements have strongly affected U.S involvement in the international trade of wood products. The World Trade Agreement, which was ratified on April 15, 1994, created the World Trade Organization (WTO) and the General Agreement on Tariffs and Trade (GATT). The WTO now has over 120 members, including the US and Canada Its operations and agreements, including GATT, are progressively reducing tariffs and other barriers to international trade in a wide array of products, including wood products. The North American Free Trade Agreement (NAFTA) was established pursuant to GATT and it is

designed to promote free trade between the Unites States, Canada, and Mexico.4 In contrast to the strong overall trend toward free trade, the five year U.S/Canada softwood lumber trade agreement, which was signed on May 29, 1996, was designed to restrict the export of Canadian, softwood lumber into the U.S This agreement imposes progressively punitive taxes to discourage exports of more than 14.7 MMMBF of Canadian softwood lumber (90% of the 1995 exports) to the U.S each year Exemptions to the tax are provided to companies producing less than 10 MMBF annually and for the quarter following any full quarter where Eastern Spruce Pine Fir #1&2 2x4, delivered Great Lakes, averages $405 or more according to Random Lengths. Substantially remanufactured items like shakes, shingles, mouldings, laminated veneer lumber, pallets, furniture, and windows are exempt from the quota. This new quota system has many implications and should be monitored closely by Canadian exporters. The threat or

reality of supply limitations and additional taxes are likely to increase the price of wood products, especially during strong markets. Canadian producers of less than 10 mmbf per year are exempt from this system and, thus, free to take advantage of the higher prices. Because the volume restrictions are based on board feet and certain additionally manufactured products are exempt, Canadian exporters will also benefit by shifting exports toward higher priced and more completely manufactured products.5 ARIZONA - Arizonas economy may have settled down somewhat after decades of vicious swings. Gyrating cattle and copper prices caused the swings decades ago They were replaced by real estate booms and busts during the 1980s and early 1990s. Manufacturing of high-tech electrical, communications, and aeronautical items are now the states main industries and have 3 substantially diversified the economy. Arizona ranks fifth in the nation in job growth The growth in population and

construction, although rising at more than twice the national average rates, appears to be more steady and sustainable, though, the state is now vulnerable to a major bust in high-tech manufacturing. The strongest portions of Arizonas economy are concentrated near Phoenix.6 CALIFORNIA - After decades of strong economic growth, the economy of California experienced a severe recession from 1991 to 1994. Among the causes of the decline were a weak national economy, severe defense spending cuts, and the burden of heavy state regulation on businesses. California has reduced business regulation and now gives tax credits for business investments, research, and startups. A slow, sustained recovery in the states economy has been occurring during the last two years. Californias economy is now growing faster than the national average. There has been a strong restructuring in the states economy away from aerospace and defense toward high-tech, show business, and international trade. California now

is home to one-third of the nations high-tech electronics and biotechnology industries. These industries are focused on developing new, state-of-art technology, not on assembling parts. Although these businesses have strong, long-term prospects, they are volatile and heavily dependent on a strong, international economy for markets and venture capital to finance additional research and development. In southern California, the entertainment industry continues to expand briskly Los Angeles-Long Beach is the busiest port in the nation, and San Francisco ranks fourth. These ports are tied heavily to trade with Asian and Latin American countries. Recovery within the state has been uneven. The San Francisco/San Jose/Oakland, San Diego, and Sacramento economies are now above their pre-recession peaks, while Los Angeles and Orange counties have regained only half of the jobs they lost during the recession.7 Improving economic conditions have slowed the emigration of workers and pent-up demand

is now fueling a resurgent housing market in some parts of California. House prices, which reached double the national average at their peak in 1989, fell back as much as 30% in the Los Angeles and San Diego areas during the recession. Real estate prices and construction starts have all hit bottom and started to climb. Home quality and prices remain highest in the San Francisco and coastal Los Angeles-San Diego areas. Median home prices in Riverside and San Bernadino counties are significantly lower than the statewide median and the housing recovery in these areas is largely based upon enthusiastic buying by Hispanic emigrants.8 California now builds and remodels more homes than any other state in the nation.9 COLORADO - Colorado has the most diverse range of industries of any state in the U.S Economic growth has been steady and strong. Colorado’s economy is now driven by service industries, which provide jobs for approximately 82% of the State’s non-farm work force. Tourism is

growing rapidly. Colorados manufacturing sector has a strong high-tech component, but the two primary components are food and kindred products and printing and publishing. The mining industry, which includes oil and gas, coal, and metal mining, was important to Colorado’s economy, but now employs only 1.2% of the work force Home and commercial construction activity has been fairly robust and has reflected the steady inflow of new residents who have been 4 attracted by employment opportunities.10 NEVADA - Nevadas economic growth rate continues to outpace all other U.S states by a large margin. The social climate in Nevada is unique Behavior is often characterized by a strong spirit of individual freedom, speculation, and occasional intemperance which is reminiscent of prospecting in the old west. Gambling and entertainment directly account for approximately onefourth of the employment in Nevada and this industry continues to grow steadily, although much of the apparent growth by

new, mega-casinos is cannibalized from smaller and older facilities. Gambling and entertainment are discretionary spending and, as such, are vulnerable to severe economic recessions. While gambling dominates Nevadas economic structure, a diverse manufacturing industry has become a significant component of the economy. Construction is also a substantial portion of the economy and is growing through building mega-casinos, new businesses, and housing for the rapidly expanding population. Unlike other fast growing western states, Nevadas growth is concentrated in metropolitan areas.11 Nevada has been aggressive about attracting new businesses. Gambling taxes meet much of the states financial needs, so the remaining tax burden is low. For example, there are no corporate or personal income taxes, no inventory taxes, and low real estate taxes. The State also offers numerous financial incentives and a light regulatory burden to new businesses. Foreign Trade Zone #89 in Las Vegas allows

international importers tax free storage, remanufacturing, and forwarding of out-of-state products. Both Reno and Las Vegas are served by Union Pacific Railroad and have good highway linkages to most major cities in the Southwestern U.S, thus, they have become hubs for warehousing and distribution. Since casinos require large quantities of supplies but have no tangible export, cheap backhauls are available on underloaded transportation vehicles leaving the state.12 UTAH - Utah is second only to Nevada in its economic growth rate. Utah, however, is very different socially from Nevada. Utah has a large and active Mormon population, which is characterized by strong religious beliefs, large families, hard work, and conservative behavior. Large families provide a young, aggressive work force. Because of its youth, much of this work force is working for relatively low wages. Utahs economic growth is being led by the service sector. Manufacturing is also important and includes aerospace,

software, and medical instruments. Utah is home to computer software giant Word Perfect. Utah also relies heavily on natural resource extraction, including agriculture, coal, oil, natural gas, and copper. An abundance of outdoor recreation areas and world class skiing support a growing tourism industry. There is a strong construction sector as a result of strong economic and population growth. There have been some economic disappointments lately, including Micron Technologys suspension of construction on a giant, new manufacturing plant and a number of defense spending cuts. Unlike the earlier situation in California, however, these cuts have occurred in an otherwise booming regional economy. This should help ease their impact and the pressure of a severe labor shortage. Utah will host the 2002 Winter Olympics which should provide additional support to the construction industry and service economy.2, 10 5 C. Income In 1994 the personal per capita income in Nevada, California, and

Colorado exceeded the national average. In Arizona and Utah it fell below the national average The percentage growth in per capita income in all five states was less than the 219% achieved by the U.S during the period 1980 to 1994. The southwestern economy was hit hard by the aftermath of the collapse in oil prices in 1974, especially in Colorado, Nevada and Utah. Major reductions in defense spending starting in 1992 were a major blow to the California economy. Low wage rates for many of the new service jobs in these states have also been a significant drag on per capita income. The per capita income for the southwestern states in 1994 is presented in Table 3 Table 3 - Per Capita Income in the Five Southwestern States in 1994.13 State Arizona California Colorado Nevada Utah Total U.S 1980-94 Change 205% 215% 119% 208% 193% 219% $ 19,001 22,493 22,333 24,023 17,043 21,809 Within the southwestern states, there is considerable variation in per capita income between the major

metropolitan areas. The highest in 1993 was San Francisco/Oakland/San Jose at $27,293 The growth in income in 1990-1993 was highest in Salt Lake City, at 14.6% The per capita income in 1993 for other representative metropolitan areas in the Southwest is given in Table 4. Of course, these per capita income figures do not consider the cost of living in each area. Table 4 - Per Capita Income in 1993 and the Change Between 1990 and 1993 for Selected Metropolitan Areas in the Five Southwestern States.13 Metropolitan Area San Francisco/Oakland/San Jose Denver/Boulder/Greeley Los Angeles/Riverside/Orange County Sacramento/Yolo San Diego Phoenix/Mesa Salt Lake City $ 27,293 23,463 21,388 20,969 20,950 19,853 17,481 6 1990-93 Change 10.2% 13.9% 3.5% 8.8% 6.2% 10.8% 14.6% D. Sources of Demand for Value-Added Wood Products The demand for value-added wood products is driven by many complex factors. Construction of new housing is usually the largest source of demand for these products. New

housing starts have always been a volatile market that tends to be strongest early in a business cycle when interest rates are lowest and, consequently, new houses are most affordable. Mid-priced, single family housing has been especially volatile, since it is marginally affordable to most of its buyers and affordability is quickly blocked by an economic downturn or rise in interest rates. Wealthy individuals on the other hand can usually afford to build expensive houses when then choose. Government subsidies and shifts to more affordable houses supports low-priced housing construction during hard times. Housing starts in the U.S peaked during the 1970s at approximately 2 million starts per year Starts have declined to approximately 1.4 million units in 1996 The outlook is for a further decline to slightly more than 1 million units starts per year during the next decade. The primary cause of this decline has been the weak demographic underpinnings of housing demand. Essentially, the

baby boom population has been housed and there will be fewer new families in the U.S needing housing during the next decade or more Single family homes use the most and highest quality wood products per housing unit. Wood use and quality progressively decline in the shift to multifamily housing and then to mobile homes. Increasing house size and a shift toward single family housing have helped stem the decline in the use of value-added solid wood products in housing, but this has been more than offset by a shift toward the use of composite and non-wood products. Consumption of products like doors, windows, moulding, and flooring are closely tied to new housing construction. Residential interior furniture, as well as garden elements (fencing, outdoor furniture, decking, etc.), usually trail new housing construction Most people buy basic furniture for their new houses, then add more furniture and the other amenities over time as they can afford them.14 Expenditures for residential repair

and remodeling (R&R) in the U.S surged between 1984 and 1986 and have been maintained at just below $100 billion per year since then. During a few short periods in recent years, R&R has been a larger market for value-added wood products than new housing construction. Additions and alterations, the most wood-intensive sector of R&R expenditures, have climbed rapidly during recent years. R&R remains fairly strong even during economic downturns because people commonly choose to fix up their present house during periods when they cannot afford a new house. Aging of the housing stock (the average house in the U.S is now almost 50 years old), high turnover of existing houses, and increasing selfsufficiency by do-it-yourself workers (DIYs) are all supporting this market DIYs tend to decrease after people reach 35 years of age, but remodeling remains strong through the 50s. The main change is that sales are to remodeling contractors rather than DIYs. The age structure of the

U.S indicates that the R&R market will remain strong during the next decade The most popular R&R projects currently are: makeovers of kitchens and bathrooms and addition of media rooms, exercise rooms and bathrooms. Cabinets, decking, planters, and outdoor furniture are commonly used in R&R projects.12, 15, 16 7 There are also numerous non-residential markets for value-added wood products. Industrial production consumes a lot of wood products in the form of packaging and handling materials, like pallets and crates. The industrial market for wood products has been well correlated with the gross domestic product. Non-residential building construction (office, retail, industrial, and government construction) use much less value-added wood products than residential construction. Non-residential construction declined by approximately 17% annually during 1991 to 1993 in response to overbuilding, an economic slowdown, and the removal of tax breaks. It has since recovered to

its previous level of approximately $100 billion annually and is likely to stabilize at about this level. Household furniture sales have been weakening since the end of 1993 as a result of declining housing construction and weak consumer spending on durable goods. Household furniture sales are likely to remain weak, until the next building boom stimulates demand for new furnishings. Office furniture sales have outpaced home furniture sales since 1993 due largely to strong demand for computer desks and related items for use in the rapidly increasing number of home offices.12 The value of construction authorized by permit, by type, for the five southwestern states in 1994 is shown in Table 5. Table 5 - Value of Construction by Type of Permit in the Five Southwestern States in 1994 ($ Millions). 13 State Residential Industrial Office Stores 5,075 133 121 California 11,937 589 Colorado 3,906 Nevada Utah Arizona Southwest 5 Total U.S Other Total 268 772 6,369 501 1,432

6,886 21,345 96 133 225 983 5,343 2,185 45 137 141 1,014 3,522 1,717 114 116 205 469 2,621 24,820 977 1,008 2,271 10,124 39,200 123,278 6,457 7,247 14,388 56,956 208,326 Residential construction comprised 63% of all construction authorized in these southwestern states in 1994. The "Other" category in Table 5 included residential and non-residential additions and alterations; residential non-housekeeping buildings; residential garages and carports, not shown separately; and other types of construction not shown separately. California accounted for 48% of the residential construction in the five states, yet had over 70% of the population. 8 New, privately-owned housing units authorized in the five southwestern states in 1994 are shown in Table 6. Table 6 - New Privately-Owned Housing Units Authorized by Permit in the Five Southwestern States in 1994. 13 State Single Family (000 Units) MultiFamily Total Valuation ($ Millions) Single

MultiFamily Family Total Arizona 42.1 9.7 51.8 4,560 515 5,075 California 77.8 19.2 97.0 10,569 1,368 11,937 Colorado 29.3 7.9 37.2 3,422 484 3,906 Nevada 22.9 8.2 31.1 1,818 367 2,185 Utah 14.7 3.9 18.6 1,524 193 1,717 186.8 48.9 235.7 21,893 2,927 24,820 1,068.5 303.1 1,371.6 109,294 Southwest 5 Total U.S 13,984 123,278 Single family residential units were 79% of the total number of units authorized in these southwestern states in 1994, and 88% of the valuation. VALUE-ADDED WOOD PRODUCT MARKETS IN THE SOUTHWESTERN U.S The U.S is the largest market for wood products in the world However, major changes are underway that dramatically affect this market. Political pressure groups have succeeded in largely removing public forest lands in the Western U.S from commercial timber production Private industrial timber lands in the West are being utilized beyond capacity and cannot make up the shortfall in timber. The available supply of mature

ponderosa pine that provides cutstock and moulding stock is nearly exhausted and imported radiata pine from Chile and New Zealand is rapidly replacing it in these products. Medium density fiber board (MDF) is increasingly substituted for pine in doors, cabinets and furniture. Supplies of mature red cedar are largely depleted in the Pacific Northwest, and markets depend upon British Columbia for cedar lumber and wood products. Wooden residential furniture which was traditionally made around High Point, North Carolina; Jasper, Indiana; and Grand Rapids, Minnesota is increasingly being produced in Taiwan, and more recently in China using U.S wood species Canada has been the major foreign supplier of solid wood, wood chips, pulp, and paper to the U.S, supplying approximately one third of these markets. NAFTA trade agreements are making cross border trade of value-added wood products easier and more efficient, while the U.S/Canadian Softwood Lumber Agreement is discouraging trade in primary

wood products. 9 THE U.S MARKET FOR WOODEN MILLWORK Millwork is a category of products that add value to lumber. Cut stock (parts); doors, windows, and their frames; mouldings; and a variety of special products are examples of millwork. The value of shipments of the major classifications of millwork in 1993 is shown in Table 7. Table 7 - The U.S Market for Wooden Millwork in 1993 (US $ Millions) Softwood cut stock 819.0 Hardwood flooring 798.1 Hardwood dimension stock (cut stock), furniture parts, & vehicle stock 928.1 Hardwood furniture frames for household furniture 299.1 Hardwood dimension and flooring, nsk 441.7 Wooden windows & doors, and their frames 5,887.8 Wooden mouldings 1,606.9 Other millwork, including stair work & exterior millwork Millwork, nsk 996.7 1,828.7 Total wooden millwork 13,606.1 A. Doors Wooden doors were a U.S $28 billion business in the US in 1993 Two thirds were residential doors and one third were garage doors, screen and

storm doors, louvered and bi-fold doors (mostly for closets and storage spaces), sliding and swinging patio doors, etc. Residential doors are broadly classed as exterior and interior. Exterior doors are 1 5/8" in thickness and interior are 1 5/16". The standard height for all residential doors is 80" Exterior doors are normally 36" in width. Interior doors are available in standard widths of 18", 24", 28", 30", 32", and 36" The 30 and 32" are the most commonly used widths in interior doors. There are three types of residential doors: panel, flush with hollow cores, and flush with solid cores. Panel doors are made using many pieces of wood doweled and glued together with inset panels or glazed openings. Two long pieces along each side are called “stiles” Together with the pieces forming the top and bottom of the door, or “rails”, they are the most difficult to get. All pieces in a panel door must be clear wood free of

defects. But because clear wood is increasingly difficult to get, some compromises have now become acceptable. Increasingly, stiles and rails with finger jointed cores covered by clear veneer are permitted. Laminated panels are also becoming common. 10 Flush doors with hollow cores are the most common door for interior use in homes and offices. They were originally made with solid wood stiles and rails and with thin plywood faces and backs, or “skins.” Today, cardboard “honeycombs” or strategically placed blocks of wood are normally used in the hollow core to add some strength and rigidity. Most such doors used in the U.S are made in four factories in northwest Indiana and southwest Michigan The process is highly automated and each plant produces thousands of doors daily. Prices for these doors are very competitive and raw material costs are critical. Pine or Douglas fir were traditionally used for the stiles and rails of flush doors, but as the prices for these woods have

increased, white fir and other less expensive woods have been substituted. Now all solid woods are relatively expensive and about 50% of the flush doors are being made with MDF stiles and rails. In addition to the big factories serving the national market, small door plants also serve local markets, existing on freight savings. Flush doors with solid cores are also used for exterior entrances and on interior openings, where they provide fire barriers. Originally, the solid cores were solid wood residues laminated together. Because of the labor involved in the laminating of residues, these cores have been gradually replaced by low density fiber board, where applications permit. Flush solid core doors may now have stiles and rails of MDF and cores of low density fiber board or particleboard. Small blocks of wood may be added to better hold the screws securing locks and hinges to the door, and to permit openings for small windows. Decorative moulding or “plant-ons” are often attached

to the face of flush doors with solid cores to add interest to their appearance. A relatively new product combines the attractiveness of panel doors with the low production costs of flush doors. High density fiber board (hardboard) is pressed in contoured platens to produce “molded door skins” (MDS). These MDSs are used as skins on reinforced hollow core doors to produce products, that when painted, are very difficult to distinguish from solid wood panel doors. Prices are similar to the much less expensive flush door with hollow core Doors with these MDSs are very popular for interior use in homes with exterior panel doors of a compatible style. Wooden louvered and bi-fold doors are normally used in the interior of homes on closets or storage areas. They are available in a wide range of standard sizes Most of them are imported from Asia, especially Indonesia, Malaysia and the Philippines, where they are made using highly automated processes. Screen, storm, and combination doors are

now almost all made from aluminum or steel. However, wood is winning back the patio door market that was nearly lost to aluminum. Wood patio doors with double-paned glass and good plastic weather stripping provide much better insulation and eliminate the condensation that is a serious problem with aluminum doors and frames. One or more garage doors are needed on almost every new single family home. This is a market for almost one million doors per year in the U.S Most two-car garages today use a door 94 1/2" 11 high x 192 1/4" wide and 1 5/8" thick. Single-car doors are 107 3/4" wide Each door is normally composed of four horizontal sections 21" x 192 1/4" that are fastened together with hinges. Garage doors may be flush or panel in construction Construction of the door sections is similar to the construction of residential doors. Steel has also made in-roads into the market for garage doors. Garage doors are made by medium sized plants that serve the

surrounding region Market Structure The value of wooden doors shipped in the U.S in 1992 and the percent that these shipments changed between 1987 and 1992 is presented in Table 8. Shipments of US $15 billion worth of wooden passage way doors did not change significantly during this five year period. However, there were some significant, internal shifts in the market. Shipments of wooden panel doors made with species other than pine and Douglas-fir increased a robust 182%. Flush doors with hollow cores and hardboard faces increased 72%. This increase is largely attributable to doors with molded door skins. Flush doors with solid cores, softwood and other faces also grew 64% The big losers were flush doors with hollow cores and plastic faces. 12 Table 8 - Value of Shipments of Wooden Doors in the U.S in 1992 (US $ Millions) and Changes Since 1987 (Percent).2 1992 Percent Value Change Wood doors, interior & exterior, including those with glazed sections Panel type: Douglas fir

165.5 (19) Western pines 233.7 (27) Other species 111.5 182 56.3 13 Hardwood faces, including lauan, birch, oak, etc. 251.9 (5) Hardboard faces 168.1 72 23.7 (77) 105.5 31 206.3 12 Hardboard faces 16.1 (58) Softwood and other faces 55.2 64 111.5 20 1,505.4 0 119.6 (58) Screen doors, & combinations screen & storm doors 20.8 (34) Louver doors 39.0 (27) Bi-fold doors 104.5 (18) Patio doors: sliding 237.7 (12) 198.6 N/A 216.1 3 34.6 111 970.9 (2) Flush type, hollow core: softwood faces Other faces Flush type, solid core: hardwood faces, including lauan, birch, oak, etc: Solid wood core Solid composition core Wood doors, including those with glazed sections, nsk. Other wood doors, including garage, storm, etc. Garage doors of wood Swinging Other wood doors, including storm, cabinet, toilet, grain, etc. Other wood doors, including garage, screen, storm, nsk. 13 Shipments of "Other Wood Doors" were valued at U.S

$971 million in 1992, down two percent from 1987. The only winners here were miscellaneous and specialty doors, up 111% and 3%, respectively. The major losers were garage doors of wood, down 58%; screen and storm doors, down 34%; and louver doors, down 27%. The 1992 value of patio door shipments is not available, but these doors almost certainly did better than most of the other doors in this “Other Wood Door” category. In 1992, US manufacturers shipped wood doors, interior and exterior, including those with glazed sections, worth U.S $1,505 million Imports of wood doors and frames were U.S $84 million, and exports were US $132 million in 1992 This indicates an apparent consumption in the U.S that year of wooden doors worth approximately US $1,457 million. A rough estimate of the size of the market for wooden doors in the five southwestern states in 1992, based upon national per capita consumption, is given in Table 9. Table 9 - Estimated Markets for Wooden Doors in the Five

Southwestern States (U.S $ Millions). State Arizona Gross Market State Production Purchased Outside 21.9 29.1 (7.2) California 176.5 83.6 92.9 Colorado 19.8 7.7 12.1 8.3 0 8.3 10.3 2.7 7.6 236.8 123.1 113.7 Nevada Utah Southwest 5 These market estimates are conservative because the rapidly growing population in this area would need more wood products and furniture per capita than the national average. Woods Used in Doors Most doors were made from softwoods because of cost and stability of the wood, but most people prefer the appearance of hardwoods. In 1992, Douglas fir and western pines were used in 78% of the panel doors shipped, as shown in Table 8. Other species include other conifers, such as spruce and fir, as well as all hardwoods. Eighty-two percent of the flush doors had hardwood faces. Doors come in two grades, paint grade and stain grade Most doors are painted Many of the doors shown with hardwood faces, are actually lauan, which will be painted.

People pay more for stain grade doors, so they can stain them and enjoy the beauty of the wood. Stained doors normally match stained door and window frames, mouldings and other trim in the house. Oak is the hardwood preferred for stained doors in the U.S market Garage doors serve primarily regional markets and use more regional woods. Western hemlock 14 is the dominant species on the West Coast for this use. In the eastern half of the country, southern pine is the favored species. Louvered and bi-fold doors are largely made in Southeast Asia and use lauan, or similar woods. Channels of Distribution Passage way doors are almost always purchased “pre-hung”, and often also “primed”. A very large industry has arisen to pre-hang and pre-finish doors in transit from mill to job site. These “pre-hangers” either buy the doors, process them and resell them, or process them for a fee for the buyer. In this latter instance, the pre-hanger does not take ownership of the doors In

either case, most doors go from the manufacturer to a pre-hanger, who processes them, and sends them on to wholesalers, large tract builders, or to large retail chains. Large tract builders and large retail chains are most likely to buy the doors directly from the factory and have them pre-hung in transit. Smaller passage way door plants are more likely to do their own pre-hanging and prepriming in plant They sell to wholesalers, retailers, or often, have show rooms and sell directly to home owners and small contractors. Most garage doors are made in smaller plants and are also distributed in this way. Doors are imported by importer/wholesalers, then introduced into the distribution channels outlined above. With the new NAFTA trade agreement, doors from Canada and Mexico are distributed throughout North America through much the same channels as described for domestic doors (see Appendix D for U.S tariff rates) Large retail chains are likely to have their own importing departments and

buy directly from overseas manufacturers in large quantities. The value of doors, their frames, and thresholds of wood (C.IF value basis) imported into the U.S in 1994 is shown in Table 10 Table 10 - Value of Doors, Door Frames, and Thresholds of Wood Imported into the U.S in 1994 (U.S $000s)17 Value Percent Value Percent Canada 49,069 30 Costa Rica 8,028 5 Mexico 19,070 12 Rep. SA 5,822 4 Malaysia 18,605 12 Phil. Rep 4,887 3 Brazil 18,161 11 Taiwan 4,519 3 Indonesia 10,540 7 Other Countries 12,778 8 9,702 6 Total 161,181 100 Chile The top five countries supply 72% of the imported doors, with Canada accounting for 30%. There is a growing market in the U.S for laminated door and window parts Since it is becoming very difficult and expensive to get the long clear pieces of wood required for door stiles and rails, 15 window parts, and door and window frames, the industry is moving to the use of finger jointed and laminated stock for such parts.

The core of these parts is made from finger jointed and laminated stock. Clear veneer is then laminated to the faces to produce a part that appears to be entirely clear wood. Gluing and machining done to make these parts must be of the highest quality. B. Wooden Windows The market for wooden windows in the U.S has been heavily penetrated by alternative materials in recent years. Windows made of wood, coated with paint, and glazed with putty lost substantial market share to aluminum windows a couple of decades ago, especially in the lower price ranges. In recent years, wood sashes have commonly been wrapped with vinyl Now polymer chemistry has improved to the point where excellent window frames are made entirely of vinyl. Increasing costs of pine and other suitable woods have encouraged substitution with these less expensive materials. Now wood, or mostly wood, windows and sashes are relatively expensive and are found mostly in the upper end of the market and in repair and remodeling

applications. The wood window industry is dominated by three large producers in the U.S, Anderson and Marvin in Minnesota and JELD-WEN with plants in several western states. JELD-WEN has been especially aggressive in buying medium sized wooden window and door producers in the West, further consolidating the industry. Wood windows were once made almost exclusively of white pine and ponderosa pine. The wood was clear, straight, and free of defects. This material came from large, old growth timber As the demand for this material grew to exceed supplies, prices went up and other materials were substituted. Most wood windows now are of finger jointed wood Increasingly, this wood is radiata pine in the form of cutstock from Chile and New Zealand. Market Structure The value of wooden windows shipped in 1992, together with the percent that these shipments changed between 1987 and 1992, is shown in Appendix A, Table 35. Shipments of wood window units totaled U.S $2,378 million in 1992, up 19%

from 1987 Wood sash, excluding the window units, came to U.S $71 million, down 21% from 1987 Wood window and door frames shipped in door units, nsk, did better at U.S $448 million, up 25% Among individual products, horizontal sliding wood window units increased 93% over the five year period. Knock-down and open wood sash, excluding window units, were up 42%. On the downside, wood sash, excluding window units, nsk, were down a substantial 87%, and glazed wood sash, excluding window units, were down 38%. Based on per capita consumption of wooden windows in the U.S in 1992, the estimated size of that market in the five southwestern states in 1992 is given in Table 11. 16 Table 11 - Estimated Markets for Wooden Windows in the Five Southwestern States in 1992 (U.S $ Millions) State Arizona Gross Market State Production Purchased Outside 35.7 4.0 31.7 California 288.1 11.1 277.0 Colorado 32.3 19.4 12.9 Nevada 13.6 0 13.6 Utah 16.9 0 16.9 386.6 34.5 352.1

Southwest 5 These states produced only about 9% of the wooden windows that they consumed in 1992. The rest came mostly from Minnesota, Oregon, and Washington. Channels of Distribution Wooden windows generally are sold by manufacturers to wholesalers, retailers, building contractors and homeowners. Large retail chains are major outlets for windows, as well as for doors. Most building material yards carry, or will special order, windows for their customers Increasingly, producers are emphasizing custom windows for specific job sites. These are special ordered through the normal channels, or in some cases, are sold directly from a manufacturerowned store to a contractor or homeowner. Imports of Wooden Windows Windows are very bulky for overseas shipment, and most of them that are imported into the U.S come from Canada and Mexico. Imports in 1994 totaled US $376 million, of which, Canada supplied U.S $30 million (79%); Mexico US $44 million (12%); Germany US $18 million (5%); and all

other countries U.S $17 million (4%) Canada was also the largest buyer of wooden window exports from the U.S in 1994, taking US $24 million (59%) C. Wooden Moulding and Trim Mouldings add function and beauty to homes. Functionally, they cover the space where horizontal and vertical surfaces meet, overcoming construction deficiencies, such as rooms out of square, gaps, or unevenly applied dry wall panels. As decoration, they add visual interest to flat surfaces and protect delicate wall coverings. There are 350 profiles or patterns that comprise the standard “WM Series”, of the Wood Moulding and Millwork Manufacturer’s Association. 17 Moulding sales dropped precipitously in the 1950s with the large scale use of dry wall panels, which replaced traditional lathe and plaster and reduced the need to cover gaps. Since then, growth in moulding use has been mostly due to consumer preferences for the appearance and visual interest that mouldings add to a room. Seventy-five percent of

mouldings are made from coniferous woods, mostly pine from the western U.S These mouldings are used extensively in residential housing Demand has out run domestic supplies of pine and other softwood species. Imported radiata pine and MDF are increasingly being used for this purpose. The remaining 25% of the moulding is made using hardwoods. Domestic oak and imported lauan (or “mahogany”) are the favored species Hardwood moulding is used in more expensive residential housing, and in commercial and public buildings, such as restaurants, hotel lobbies, and banks. Classification as “architectural moulding” has more to do with the pattern than the kind of wood. A certain pattern of moulding will be specified by the architect to run throughout a building or project. These are often large, complex patterns from a certain period, such as “colonial” Oak or paint grades are normally used. They are also used in some upper-end homes, but more often in offices, banks, casinos, and hotel

lobbies. Market Structure The major categories of wooden moulding are given in Table 12. 18 Table 12 - Value of Wooden Moulding Shipments in 1992 (U.S $ Millions) and Change Since 1987 (Percent).18 1987-92 1992 % Change Wood moulding, except pre-finished moulding from purchased moulding 1,126.7 4 Softwood, including softwood covered with metal, plastic, etc. Pine Other softwoods 661.6 113.5 (17) 29 Hardwood (including lauan) and hardwood covered with metal, plastics, etc. 279.4 98 72.2 28 Pre-finished wood mouldings made from purchased mouldings 151.2 18 Softwood, including softwood covered with metal, plastics, etc. 102.3 13 Hardwood (including lauan) and hardwood covered with metal , plastics, etc. 15.3 (41) Pre-finished mouldings made from purchased mouldings, nsk 33.7 201 Wood mouldings, except pre-finished mouldings made from purchased mouldings, nsk Table 12 shows that non-finished pine mouldings are the major product. The use of pine has declined 17%

between 1987 and 1992 as wood supply limitations decreased availability and increased prices. Pre-finished wood mouldings, which include those made from MDF, has correspondingly increased by 201%. More finger joined pine is being used in pre-finished mouldings. Shipments of non-finished hardwood mouldings have increased 98%, while the pre-finished hardwood mouldings decreased by 41%. As hardwoods have become more expensive, they are used more for decorative purposes, and less as a cheap substitute for softwoods in pre-finished mouldings. MDF has played a significant role in this decrease in the use of hardwoods In North America, many laminating and pre-finishing plants exist as independent companies that perform their services on material in transit. Moulding produced in East Texas may stop in Memphis for pre-finishing on the way to a customer in Chicago. The pre-finisher/laminator may provide their service for a fee, with the producer retaining ownership, or the laminator may buy bare

moulding and pre-finish it per customer order. This is the reason for the “Pre-finished wood mouldings made from purchased mouldings” category in Table 12. 19 The estimated market size for wooden mouldings and trim in the five southwestern states in 1992 is given in Table 13. Table 13 - Estimated Markets for Wooden Moulding and Trim in the Five Southwestern States in 1992 (U.S $ Millions) State Gross Market State Production Purchased Outside Arizona 57.5 27.8 29.7 California 463.6 449.8 13.8 Colorado 52.0 17.4 34.6 Nevada 21.9 4.4 17.5 Utah 27.2 7.2 20.0 622.2 506.6 115.6 Southwest 5 Although California is the potential market for 75% of the moulding in these states, the value of Californian production is equivalent to about 96% of state consumption. Northern California, Eastern Oregon, and Eastern Washington produce most of the softwood moulding used in the U.S Hardwood moulding comes from the eastern part of the US and from overseas Channels of

Distribution Moulding manufacturers buy shop & moulding grades of lumber, produce the moulding, and sell it to builders & contractors, stocking wholesalers, retailers, and industrial accounts. Stocking wholesalers also sell to the same types of customers. Retailers sell to builders and contractors, and to industrial accounts, as well as to the do-it-yourself customers. Mouldings have become a semi-commodity, and there is little to differentiate one moulding shop from another. Mouldings are easy to manufacture, requiring no more than moulders with the appropriate heads and tooling. Because of price competitiveness, mouldings are often sold direct from the manufacturer to the retailer or industrial account. There is little room for wholesalers, who have often been squeezed out of selling mouldings. Different species are more popular in different parts of the country. Ponderosa and sugar pine mouldings are most popular in California, and the southwest. Colorado will use either

pine or white fir, depending upon which is cheaper. Moulding in lengths of 16 lineal feet are preferred Lengths of 9 or 10 feet are harder to sell. 20 The hardwood moulding yellow poplar is higher in price than finger jointed pine and is also usually painted. A lot of yellow poplar moulding is used for “colonial casing”, which is machined into two pieces from 5/8 x 2.5 inch stock The nominal target for a moulding plant is U.S $1775 per thousand board feet margin between the lumber price and the price received for the finished moulding. Imports of Wooden Moulding Indonesia and Malaysia were, by far, the largest suppliers of wooden moulding imports into the U.S in 1994, together comprising 56% of the total, as shown in Table 14 Table 14 - Value of Imports of Wooden Moulding into the U.S in 1994 by Country (US $000s). 1994 Value Country Indonesia 15,966 Malaysia 14,916 Canada 8,398 Mexico 5,872 Taiwan 2,711 Brazil 1,355 Italy 1,321 28 other countries 4,136 Total

54,665 Indonesia and Malaysia have gained a large market share because their modern manufacturing facilities, cheap labor, and high quality raw materials allow them to supply quality moulding at very competitive prices. These mouldings are hardwood Chile is rapidly developing an export presence with radiata pine moulding. D. Wooden Flooring Wooden flooring has faced growing competition in recent years from other residential floor coverings. Carpeting, ceramic tile, and various plastic surfaces have gained widespread acceptance, yet, the value of shipments of hardwood flooring in the U.S has increased 311% between 1977 and 1992. Homeowners still like hardwood flooring and improved, lowmaintenance finishes have helped precipitate a strong rebound in the use of hardwood flooring. Residential flooring is usually dressed to thicknesses of 3/4, 1/2, and 3/8 inches. It is machined 21 to tongue and groove edges and ends and provided in nominal widths of 3 and 4 inches. Thicker flooring is

available for heavy duty floors and decking. Thin flooring is often lain over old floors of other materials during remodeling. Hardwood tongue and groove flooring for residential use is sold in random lengths, permitting clear strips to be cut from between the knots in low-grade lumber. Both vertical and flat grain (also called quarter sawed and plain sawed) are available in hardwood flooring. Veneered, plywood flooring is becoming popular for DIYs repair and remodeling projects. Trailer manufacturers commonly purchase decking in the form of kits pre-cut and bored to exactly fit a trailer bed. The kits are supplied by domestic and foreign contractors Market Structure In 1992, hardwood flooring shipments of U.S $6565 million comprised 98% of the wooden flooring market, compared to a meager U.S $122 million, or 2%, for softwood flooring The value of shipments for the categories of flooring in 1992 are shown in Table 15. Table 15 - Wooden Flooring Value of Shipments in 1992 (U.S $

Millions) and Change Since 1987 (Percent). 1992 1987-92 % Change Softwood Flooring 12.2 (37) Hardwood Flooring 656.5 37 380.7 108 Oak parquetry 42.4 (48) Other oak flooring, including plank, block & specialty 80.4 (39) Maple, including strip, block, and parquetry 26.2 54 Glue laminated trailer & railroad car decking 80.0 91 Other hardwood flooring 46.1 1,064 655.8 43 Oak flooring (tongue & groove & end matched, & square edge strip) Hardwood subtotal 22 Tongue and groove oak flooring is clearly the favorite with 58% of the market. Its growth in value of 108% over the five year period is substantial. Clear wood is preferred, but if that costs too much, buyers will accept some defects before switching to a non-oak species of wood. Oak plank, block, and specialty flooring is much less popular and lost 39% in value for the period. Parquet flooring has never been as popular in North America as it has in Europe. Oak parquetry is only 6% of

the hardwood flooring market and is losing that share. Maple flooring is benefiting from the current preference for lighter colored interiors and furnishings. Higher oak prices may also be causing some buyers to shift to maple The 54% increase in the value of shipments of other hardwoods indicates that buyers are looking at other woods, as well. Glue-laminated truck trailer flooring and railroad car decking is a significant, but little mentioned, segment of the flooring market. Twelve percent of the market amounts to a lot of decking: 107,131 cubic feet in 1992. The domestic truck-trailer industry, particularly the van trailer and intermodal dry freight container segments, is a major consumer of laminated hardwood flooring. Additionally, flat-beds and other open to the weather units utilize wood decking and flooring materials that are different from the standard oak flooring preferred for the enclosed units. Some other domestic hardwood species, such as maple, are used, but imported

hardwood decking has also become an important source. Woods Used in Hardwood Flooring Oak comprises over 80% of all hardwood flooring used in the U.S, as shown in Table 16 Table 16 - Hardwoods Used in Flooring in the U.S in 1992 Thousand Cu. Ft Percent 807 80 36 4 107 11 Other hardwoods 34 3 Hardwood flooring, nsk 31 2 1,014 100 Oak Maple Truck & RR Decking (Mostly Oak) Total Most U.S home owners prefer oak flooring Maple, however, has been gaining rapidly in popularity, particularly in high-priced houses. Beech, birch, walnut, and occasionally, mahogany, are sometimes used for parquet flooring. All of these other hardwoods, including imported hardwoods, comprise only about 3% of flooring sales. Europeans prize tropical woods and are willing to pay a premium to get them. This is not the case in the US 23 The estimated markets for wooden flooring in the five southwestern states is shown in Table 17. Table 17 - Estimated Markets for Wooden Flooring in the Five

Southwestern States in 1992 (U.S $ Millions) State Arizona California Colorado Nevada Utah Southwest 5 Gross Market 4.9 39.2 4.4 1.7 2.3 52.5 State Production 0 2.2 0 0 0 2.2 Purchased Outside 4.9 37.0 4.4 1.7 2.3 50.3 Ninety six percent of the wooden flooring used in these five states is purchased outside of the region, mostly from the northern and southeastern regions of the U.S Most of the many species of oak that grow in California do not produce the long strips of clear wood needed for flooring. Channels of Distribution Hardwood flooring is distributed in much the same way as moulding. Manufacturers produce or buy rough lumber or rough sawn flooring blanks, make it into flooring, and sell it to flooring contractors, stocking wholesalers, and retailers of building materials. Stocking wholesalers also sell to the same types of customers. Retailers sell to building and flooring contractors, and to industrial accounts, as well as to the do-it-yourself customers. A lot is sold

through the large retail chains. Also like mouldings, hardwood flooring is a semi-commodity Imports of Hardwood Flooring The U.S imported US $235 million worth of hardwood flooring in 1994 Malaysia, Canada, and Brazil supplied 68% of this total, as shown in Table 18. Table 18 - Value of Imports of Hardwood Flooring into the U.S in 1994 by Country (US $000s). 18 Country Malaysia 1994 Value 7,750 Canada Brazil Indonesia 27 other countries Total 4,263 3,931 1,768 6,292 23,500 24 E. Wooden Furniture and Cabinets The U.S market for wooden furniture is the world’s largest and offers interesting possibilities for Canadian furniture and wood product producers. Imports of hardwood residential furniture and parts are expanding rapidly. Taiwan and China are the major suppliers Market Structure The value of shipments for the major segments of the U.S wooden furniture and cabinet markets in 1993 are shown in Table 19. Table 19 - Value of the Wooden Furniture Market in the U.S in 1993 (US

$ Millions) Wooden Household Furniture, Excluding Kitchen Cabinets $8,400.1 Wooden Kitchen Cabinets 5,183.5 Upholstered Wooden Household Furniture 6,216.4 Wooden TV and Radio Cabinets 446.4 Wooden Office Furniture 2,088.6 Wooden Partitions and Fixtures 3,241.1 Total 25,576.1 Wooden household furniture is the largest segment of the U.S furniture and fixture industry with shipments valued at U.S $84 billion in 1993 It is highly fragmented with thousands of manufacturers, none of which dominate the market. There is limited recognition of specific brands on the market and there is strong price competition within similar groups of products. The small, single plant operations which make up the majority of this sector, purchase most of their solid wood materials from lumber wholesalers, brokers, or increasingly, from component manufacturers. In 1990 147% of the components used to produce furniture were purchased from component manufacturers. A more recent 1992 study showed

California producers spending an average of 34.4% for components and sub-assemblies, versus only 656% for lumber19 Larger companies purchased the largest percentage of components, as much 44.8% The major categories of wooden household furniture and cabinets are shown in Table 20 and in more detail in Appendix A, Table 36. The value of shipments is shown for 1992 and the percent that value changed since 1987. These values are not adjusted for inflation, so compare the relative magnitudes of change. 25 Table 20 - Value of Wooden Household Furniture and Cabinet Shipments in 1992 (U.S $ Millions) and Change Since 1987 (Percent). 1987-92 1992 % Change Wooden living room, library, family room, & den furniture 1,620.8 8 1,587.6 7 Wooden kitchen cabinets 4,763.7 13 Wooden bedroom furniture 2,478.3 9 316.2 16 1,082.2 34 891.2 (21) 12,740.0 9 Wooden dining room & kitchen furniture, excluding wooden kitchen cabinets Infant’s & children’s wooden furniture

Wooden outdoor furniture, unpainted & ready to assemble (RTA) furniture Wooden household furniture, nsk Although wooden kitchen cabinets were the largest segment, wooden outdoor furniture and unpainted & ready to assemble (RTA) furniture showed the greatest increase in consumer interest during the five year period. There is a strong, high quality aspect of the RTA furniture market and the use of wood veneer and hardwood lumber is associated with this better quality. RTA’s share of the total wood furniture market has increased approximately 50% over the last five years.20 The main reasons for this growth are increased quality, affordability, and convenience. This increase in sales is largely due to the growth of home entertainment These units account for 35% of the market. Also contributing to the growth is the popularity of home office furniture, which makes up an additional 25% of the market. Some of the individual product groups within these segments performed

spectacularly from 1987 to 1992 (See Appendix A, Table 36). Rocking chairs were up 179%; other dining room & kitchen furniture, including junior dining sets were up 100%; RTA wood household furniture, unpainted or finished, sold in kits were up 89%; and conventional water beds were up 87%. The modular cabinet industry is dominated by a relatively small number of large companies. Companies with sales of U.S $5 million, or more, were responsible for 91% of the domestically produced cabinet sales. Demand for kitchen cabinets is tied closely to the number of new housing starts and to the remodeling and repair market. RTA cabinets have yet to become popular, despite the success of RTA furniture. This may change as more cabinets are sold through large home centers, where storage space is critical. Wood is the material of choice for 26 80% of the kitchen and bathroom cabinets. In 1990, 544% (by value) of cabinet production was stock units, 21.7% semi-custom, and 24% custom Large firms

emphasized the stock and semicustom cabinets (64% and 23%), while the medium and smaller firms produced more semicustom and custom cabinets (54% and 64% respectively) Imports currently have no real advantage in the U.S cabinet industry The competitive position of US firms was augmented by significant advances in technology made during the 1980s, and American producers have the advantage of lower distribution costs and shorter order times. However, a rise in the popularity of RTA cabinets may encourage competition from overseas, as RTA could significantly lower shipping costs. The Taiwanese and other Asian manufacturers would probably profit first from such a trend, as a result of their high tech furniture industry. Upholstered wooden household furniture is one of the three largest segments. The value of 1992 shipments and growth between 1987 and 1992 is detailed in Appendix A, Table 37. Sofas, davenports, settees and love seats, excluding chairs sold as part of suites, and sectional

sofa pieces, is the largest category, and the second fastest growing, at 31% for the period. The strongest growth was in rocking chairs, including swivel rockers, at 87%. Demand fell 18% for swivel chairs with variable height adjustment during this five year period. Wooden office furniture consists mainly of desks, chairs and storage units. Furniture for use with computers and associated equipment is growing rapidly with the explosive increase in the use of computers and home offices. This is an important specialized market category Office furniture features simple, clean designs well adapted to automated production. This part of the industry is characterized by diversified production of parts to be assembled within major market areas. Much of the production is highly automated and very cost competitive Wooden TV and radio cabinets are a small category and use very little solid wood. Wooden partitions and fixtures are largely custom made on site and are made mostly using wood-based

composite panels. Based on the per capita value of wooden residential furniture purchased in 1992, the estimated value of these markets in the five southwestern states is shown in Table 21. Table 21 - Estimated Markets for Wooden Residential Furniture in the Five Southwestern States in 1992 (U.S $ Millions) Gross State Purchased States Market Production Outside Arizona California Colorado Nevada Utah Southwest 5 101.6 818.5 91.7 38.6 48.0 1,098.4 0 723.3 0 0 22.1 745.4 27 101.6 95.2 91.7 38.6 25.9 353.0 Although it is the largest market, California appears to produce most of the furniture it consumes. However, furniture is not a commodity. People like variety and will buy unique furniture to have something different or better. A good quality, attractive, functional, economical piece of furniture can usually be sold. The estimated market for upholstered wooden residential furniture in these southwestern states is almost as large as for wooden residential furniture, as can be

seen in Table 22. Table 22 - Estimated Markets for Upholstered Wooden Household Furniture in the Five Southwestern States in 1992 (U.S $ Millions) State Arizona Gross Market State Production Purchased Outside 86.6 0 86.6 California 697.6 638.6 59.0 Colorado 78.2 0 78.2 Nevada 32.9 0 32.9 Utah 40.9 0 40.9 638.6 297.6 Southwest 5 936.2 Wood Used in Furniture and Cabinets Despite very large penetration by composite wood-based panels in recent years, the furniture and cabinet industries are still major users of hardwood lumber, veneer and plywood. Popular woods for use in household furniture are oak, maple, and knotty pine. Kitchen cabinets are made chiefly from particleboard and MDF, but used an estimated one million cubic feet of hardwood lumber in 1991, making it roughly equal to the hardwood flooring, millwork, railroad sleeper, and timber segments combined. This volume was also about two-thirds of that used for wooden household furniture in 1991. A

surprising amount of solid hardwood is used in upholstered household furniture and a lot of it is sourced from lesser known species. The physical properties most valued are nail-holding ability and structural strength. Yellow poplar and red alder have traditionally been the preferred species for use in upholstered furniture in North America. Wooden TV and radio cabinets are made almost entirely of particleboard and hardboard. Particleboard and MDF have largely replaced plywood in wooden office furniture, but a lot of solid hardwood is also used. Much of the office furniture is made with component parts purchased from several suppliers and assembled into the finished products in major metropolitan areas. Wooden partitions and fixtures use a lot of thin paneling made with veneer or MDF cores. Wood materials used in wooden furniture in the US during 1992 are given in Table 23 28 Table 23 - Wood Used in Wooden Furniture in the U.S in 1992 (Millions of Cubic Feet) Household

Upholstered Office Total Hardwood Lumber 3,136 3,014 345 6,495 Softwood Lumber 1,827 208 59 2,094 Particleboard 1,839 104 168 2,111 312 37 37 386 25 4 13 42 147 599 10 756 7,286 3,966 632 11,884 MDF Hardboard Softwood Plywood/OSB Total The relative amounts of these materials used in furniture and cabinets is dynamic. Between 1990 and 1992 in wooden household furniture, the use of hardboard increased 15%, hardwood lumber 11%, softwood lumber 4%, and oriented strandboard (OSB) 3%. MDF decreased 17% and particleboard was down 8%. Use of hardwood lumber is especially strong in the higher grades of household furniture. In upholstered wooden furniture, the use of softwood lumber increased 38%, hardboard 20%, particleboard and OSB/softwood plywood 18%, hardwood lumber 15%, and MDF 11%. In wooden office furniture, the use of OSB/softwood plywood increased 25%, MDF 24%, hardwood lumber 21%, particleboard 19%, and hardboard 5%. Softwood lumber decreased 19%.

Decreases in the use of particleboard and MDF were due to substitution by hardwood lumber. OSB gains were at the expense of hardwood lumber in upholstered furniture Much of the softwood lumber was used within the industry for packaging and shipping, and not directly in the construction of the furniture. The U.S market heavily prefers its own familiar domestic species of hardwoods in wooden furniture. Red and white oaks comprise 50% of the hardwoods used A lot of the wooden household furniture used in the U.S is made in Taiwan and China Logs, lumber, and veneer of oak and other domestic species are often exported to those countries, converted into furniture, and re-exported back to the U.S The only imported hardwood that appears in the statistics for furniture is called “mahogany.” Actually, it is lauan, not Khaya or Swietenia mahogany The percentages of the major hardwood species used for furniture in 1992 are as presented in Table 24. Table 24 - Hardwood Species Used in Furniture

in the U.S in 1992 (Percent) Red oak White oak Yellow Poplar Soft maple Black cherry 32 18 10 7 7 Hard maple Ash Beech Mahogany (Lauan) Other hardwoods 29 5 3 2 2 14 100 A 1990 survey of furniture manufacturers identified the availability of raw materials as the third most mentioned “greatest concern”, behind the economy, and the availability of skilled labor. It is likely that this concern will grow in importance in the coming years. Although annual hardwood harvest levels in the U.S remain far below annual tree growth and large tracts of hardwood forests are becoming mature and of harvestable age, economic and societal barriers limit availability and many mills are finding it difficult to get enough lumber. Channels of Distribution Most furniture is sold through channels independent of the manufacturer. The largest volume of sales in 1989 was handled through manufacturer’s representatives to retailers, as shown in Table 25. Table 25 - Percent of Furniture Sales through

Intermediaries in 1989. Sales through manufacturer’s representatives to retailers Direct sales through own store Sales through manufacturer’s representatives to wholesalers Sales through own sales staff to retailer Sales through own sales staff to wholesalers Other Total 44.9 32.2 15.2 5.2 1.2 1.3 100.0 Direct sales to independent retailers accounted for over 50% of the sales. An additional 164% moved through wholesalers to independent retailers. Therefore, over 66% eventually passed though independent retailers. Over 32% of the wooden household furniture was through the manufacturer’s own stores or galleries. The largest percentage of wooden household furniture, 29.8%, was sold through traditional freestanding furniture stores, as shown in Table 26 Table 26 - Percentage of Retail Wooden Furniture Sales by Type of Outlet in 1989. Traditional free-standing furniture stores Mass merchants Small furniture specialty/lifestyle stores Department stores Design centers Warehouse clubs

Home centers Catalog show rooms Mail order/catalog retailers Other (Includes custom, contract and showroom) Total 30 29.8 10.4 8.4 5.9 3.2 2.2 1.9 1.4 1.4 35.4 100.0 Variations in company size had differing effects on the type of distribution outlets used. Large (28.6%) and mid-size (477%) firms distributed the greatest percentage of their sales through traditional free-standing furniture stores. Ten percent of sales for mid-size firms were through designers/design centers and 10.8% through small furniture specialty/ lifestyle stores Small furniture specialty/lifestyle stores were the most important outlet for small manufacturers (19.3% of 1989 sales). RTA furniture sales are handled primarily by manufacturer’s representatives and captive sales staffs. Most sales are direct to retailers, with office supply stores, home improvement centers, and discount mass merchants being the leading retailers. These customers expect their inventories to be replenished weekly, and many require

a turn-around time of three days, or less, on each order. Trade shows continue to be an important means for direct sales of furniture from manufacturers to retailers. To save time, many retailers now hire shoppers to attend furniture shows and do a preliminary screening of products for them. Some manufacturers are starting to use private open-houses, instead of trade shows, to show their merchandise to targeted customers. Imports of Wooden Furniture Imports of wooden residential furniture are rapidly becoming a factor in the U.S market From 5% of domestic manufacturer’s shipments in 1980, they had grown to 15% by 1985, 34% by 1993, and 40% by 1994. They, no doubt, represent an even larger percentage of the market by now. The 1994 imports of wooden residential furniture are shown in Table 27 Table 27 - Value of Imports of Wooden Residential Furniture into the U.S in 1994 (US $ Millions) and Change Since 1990 (Percent). 1994 1990-94 Value Change Wooden dining tables of a kind used in

the kitchen 41.6 92 128.0 74 Wooden kitchen furniture, nes 43.9 53 Bent-wood bedroom furniture .9 59 104.1 31 1,216.1 37 179.1 36 1,713.6 40 Wooden cabinets designed for permanent installation Wooden beds Wooden furniture, nes Furniture parts of wood Total Wooden furniture imports into the U.S are shown by source in Table 28 Canada is the largest single source, supplying 20%. However, second place Taiwan (with 17%) combined with China 31 (with 9%) supply a total of 26%. Many of the furniture factories in China are joint ventures with Taiwanese, companies. Other counties investing heavily in manufacturing capacity include Malaysia, Thailand, and Indonesia. These countries are also major suppliers of wooden furniture to the U.S market China will soon be the major supplier of wooden furniture to the US Table 28 - Wooden Furniture Imports Into the U.S by Source in 1994 (US $000s) Country Canada Taiwan Italy China Malaysia Mexico Thailand Indonesia Denmark Other

Countries Total Seats with Wood Frames Upholstered 49,151 33,973 264,059 13,741 21,731 36,136 5,953 5,820 6,392 36,478 473,434 Seats w/Wd. Frames, Not Upholstered 38,284 111,775 44,974 62,112 125,362 7,385 37,035 32,588 1,978 114,314 575,807 Wood Ofc. Furniture Not Seats 148,857 6,844 4,589 14,774 0 18,417 2,383 1,854 9,779 22,323 229,820 Country Canada Taiwan Italy China Malaysia Mexico Thailand Indonesia Denmark Other Countries Total W. Bedroom Furniture Not Seats 143,276 74,124 74,019 16,846 5,844 52,915 3,09 21,545 29,838 65,184 486,682 Wooden Furniture NES 200,967 345,316 81,132 187,841 115,033 81,242 84,238 74,998 65,556 248,447 1,484,770 Total 689,221 588,368 476,357 306,684 287,150 199,309 152,551 139,150 114,227 524,825 3,477,842 W. Kitchen Furniture Not Seats 108,686 16,336 7,584 11,370 19,180 3,214 19,851 2,345 684 38,079 227,329 In addition to being the current leading supplier of wooden furniture, Canada provides 65% of the wooden office furniture, not including

seats; 45% of the wooden kitchen furniture, not including seats; and 29% of the wooden bedroom furniture, not including seats. Third placed Italy, provides a commanding 56% of the seats with wooden frames, upholstered. Fifth placed Malaysia supplies 22% of the seats with wooden frames, not upholstered. Taiwan and China combine to sell the U.S 36% of all other wooden furniture Imports of wooden furniture and 32 parts into the U.S are expected to continue growing rapidly RTA wooden furniture will be an increasingly important part of this trade. F. Dimension Stock, Furniture Parts, and Cabinet Parts There is a large market in the U.S for dimension stock: hardwood blocks cut to specific sizes and intended for further processing by the buyer. They are used in a wide range of products, such as broom and tool handles, toys, golf club heads, and kitchen utensils. Dimension stock intended for use in furniture or cabinets is usually called furniture parts or cabinet parts. These parts may be

a rough sawn blocks of wood, semi-finished parts, or completely finished parts ready for assembly by the buyer. Market Structure The value of shipments for the categories of hardwood dimension stock in 1992 are shown in Appendix A, Table 38. The value of shipments of hardwood dimension stock, furniture parts, and vehicle stock grew only 3% between 1987 and 1992, from U.S $7404 million to US $762.6 million Growth in the hardwood furniture parts, including glued laminates, was disappointing. Rough or surfaced hardwood, cut-to-size showed no growth, semi-fabricated lost 3%, and completely fabricated ready for assembly, including furniture parts, except frames did manage to gain 5%. However, this was during a period in which wooden household furniture shipments increased only 7%. Other industrial dimension stock showed much more growth The brightest segment of this sector was completely fabricated hardwood industrial dimension stock, which grew 49% during the period. Cabinet parts are

included within this item Completely fabricated cabinet doors have been a rapidly growing item. Rough industrial dimension stock grew 11%. Semi-fabricated industrial dimension stock, however, was down 67%. Compression-modified or densified wood did half as poorly, down 32% Products in this last category have been largely replaced by plastic. Kitchen knife and utensil handles were one of major uses for densified wood. In contrast, shipments of wood furniture frames for household furniture grew a healthy 29% in those five years. Frames for seating, and wood frames for household furniture, nsk, both were up 41% for the period. Other wooden furniture frames lost 17% These data indicate a general preference for the rough sawn blanks or the completely fabricated part or frame assembly. The semi-finished products were the major losers The estimated size of markets for coniferous cutstock for residential furniture, hardwood dimension stock and furniture parts in the five southwest states in

1992, based on national per capita consumption statistics, are given in Table 29. 33 Table 29 - Estimated Markets for Cutstock, Dimension Stock, and Furniture Parts in the Five Southwestern States (U.S $ Millions) State Arizona Gross Market State Production Purchased Outside 13.3 0 13.3 California 107.0 25.2 81.8 Colorado 12.0 1.6 10.4 Nevada 4.6 0 4.6 Utah 6.2 0 6.2 143.1 26.8 116.3 Southwestern 5 Woods Used in Hardwood Dimension Stock and Furniture Parts As in wooden furniture, the strong preference is for domestic hardwoods, especially oak. However, many woods are associated with specific uses, hickory for tool handles and baseball bats, maple for cutting blocks and other kitchen utensils, etc. Furniture parts, of course, must be similar to the woods used in wooden furniture. In 1992, these were: red oak 32%; white oak 18%; yellow poplar 10%; soft maple and black cherry both 7%; hard maple 5%; ash 3%; beech 2%; mahogany (lauan) only 2%; and all other

hardwoods, including most imports, 14%.16 Despite the furniture industry’s significant share of tropical hardwood product consumption, this consumption represents a relatively insignificant portion of the furniture industry’s total usage by volume. For the years 1989 to 1992, a four year average of only 12% of all hardwood lumber used by the furniture industry was of tropical origin. Countries that supply wooden furniture and parts to the U.S often make them from US wood This is especially the case with Canada, Mexico, Taiwan, and increasingly, China. However, a lot of the industrial dimension stock and parts used in upholstered furniture are hidden in use, and the physical properties and cost are more important than appearance for these applications. Channels of Distribution Most manufacturers of furniture and other wood products buy wood as shop grade lumber and do their own cutting. Small and medium size shops are more likely to get their dimension stock and parts through

wholesalers, who order them from several suppliers. High volume users, such as large door manufacturers, usually have purchasing departments, that order directly from the dimension stock and part producers. Large furniture and cabinet companies buy directly from suppliers on large, continuing orders. Increasingly, they are buying finished parts, or part assemblies, and merely assembling their furniture in distribution centers located in or near large metropolitan areas. 34 Imported dimension stock and furniture parts are most commonly brought into the country by importer/wholesale companies, who sell them to users. Large volume users may have purchasing departments staffed to import their needs directly from exporters. This practice is likely to be most common when buying from suppliers in Canada and Mexico. Imports of Hardwood Dimension Stock and Furniture Parts Imports of wooden furniture parts into the U.S increased 36% from US $132 million in 1990 to U.S $179 million in 199421

Canada was the leading supplier, followed by Taiwan, Mexico, Germany, China, Malaysia, Italy, Indonesia, and over 27 other countries. Data specifically on the imports of hardwood dimension stock are not readily available, but countries supplying categories of wood likely to include dimension stock are as follows: “Nonconiferous Wood NES, Sawn, Sliced, Etc. Over 14 inch” amounted to US $153 million in 1994 with Canada supplying 78%, Brazil 9%, and all others 13%; and “Wood Tongue & Grooved, Molded, Etc., Non-coniferous” amounted to US $132 million, of which, Indonesia was 29%, Malaysia 27%, Canada 17%, and all others 27%.17 Combining these data, Canada, with 50% of the total, is the major supplier, followed by Indonesia, Malaysia, Brazil, and Mexico. G. Garden Elements This category includes wooden products intended for use outside of houses, and includes outdoor furniture, fencing, planters, bird houses, shingles and shakes, and miscellaneous exterior millwork, such as

porch columns, porch rails, newels, trellises, and entrances. An estimate of the markets for these products in the five southwestern states, based upon national per capital shipment values in 1992, are presented in Table 30. Table 30 -Estimated Markets for Wooden Garden Elements in the Five Southwestern States in 1992 (U.S $ Millions) State Arizona California Colorado Nevada Utah Southwest 5 Outdoor Furniture 1.6 12.7 1.4 0.6 0.7 17.0 Fencing 1.2 10.0 1.1 0.4 0.6 13.4 Shingles & Shakes 0.7 5.9 0.7 0.3 0.4 8.0 Exterior Millwork 0.9 7.6 0.8 0.3 0.4 10.2 Outdoor Furniture --Outdoor furniture includes furniture to be used on decks, patios, porches, lawns, at the beach, etc. Shipments in the US in 1992 totaled US $571 million, up 39% from 1987. Redwood and red cedar have been traditional woods for outdoor furniture, especially in California, where these woods are native. However, political restraints on the harvesting of 35 these woods in the State have drastically reduced the

local wood available for use and increased their price. The large and growing gap between supply and demand, especially of red cedar, is being filled by sawnwood imported from British Columbia. The high costs of closing down wood preservative treatment operations has kept many plants in operation past their normal life spans, resulting in over capacity in the industry and very competitive prices for preservative treated wood. Hemlock and other woods dyed to look like redwood and red cedar have become very popular in outdoor furniture and decking markets. There has also been some increase in the imports of durable tropical hardwoods for these uses. Fencing--California has also been a very good market for red cedar fencing from British Columbia. Shipments of wooden fence pickets, palings, & rails, not assembled into sections (SIC 24218 25) totaled U.S $32 million in 1992, down 6% from 1987 Shipments of these products, assembled into sections, were U.S $51 million in 1992, up 14% from

1987 This market is also being heavily penetrated by other species of preservative treated woods, as a result of lower cost and greater availability. Shingles & Shakes --Wooden shingles and shakes are almost exclusively made from western red cedar, although some other woods are also suitable. The large Southwestern US market for these has relied heavily on British Columbia for supplies. However, property damage from fires and the resulting building code changes in recent years have severely reduced the use of wooden shingles and shakes in this part of the country. A shake product made from cement and wood fiber entered the market a few years ago, but has so far been largely restricted to re-roofing jobs in residential sub-divisions with covenants calling for “shake-look” roofing materials. Most of the market for new roofing has shifted heavily to asphalt roofing. Asphalt shingles are now being laminated in two or more layers to give a “wood shake” look, and they carry

warranties up to 50 years. Wood shingles are not warranted for more than 25 years Repair and remodeling is now the largest market for wooden shingles and shakes. Exterior Millwork --There has been a trend in recent years away from plain ranch-style houses to more ornate designs. This is reviving demand for exterior millwork, such as porch columns and rails, newels, trellises, entrances, etc. Shipments of exterior millwork in 1992 reached US $62.8 million, up 8% from 1987 Channels of Distribution Garden elements are sold by the manufacturer to wholesalers, catalog sellers, and retailers. Garden centers are growing in importance as large distributors of many of these products. Catalog sellers and garden centers are high volume users and may require the ability to fulfill large orders in a short period of time. Retail nurseries and landscapers, on the other hand, often require only small volumes and are best served through stocking middlemen. Landscape architects and landscapers often

influence purchase decisions for garden elements. 36 RESULTS OF SITE VISITS Brief site visits were made to the San Francisco, Los Angeles, Las Vegas, and Salt Lake City areas to check and update the primarily literature-based information that has been presented above. Observations from the site visits are presented in the next two sections A. Visible Wood Uses and Preferences in Housing Huge planned communities and tract developments with very consistent house styles are common in the fastest growing areas. In these developments, large areas are often stripped of vegetation and then terraced, if necessary, to increase the number of building sites. Common walls are also sometimes used to further increase the number of houses and to reduce costs. Building sites usually include a small front yard and a back yard with a view, if possible. Commercial areas, community facilities, parks, and recreation facilities may be included within the developments. Model homes are built first and

used to demonstrate available styles and options to potential buyers. Buyers are offered a range of choices of floor plans, cabinet styles, paint colors, and other finishing materials. Construction is completed assembly-line style with foundation, framing, plumbing, wiring, cabinetry, flooring, painting, and other contractors progressing sequentially down the streets. Patios, decks, fencing and landscaping are added last Landscaping plants are often large, giving the impression of an older, established community soon after the completion of construction. Most of the new houses in large developments and elsewhere are "modern" style. They are usually two stories and have large, open rooms with vaulted ceilings in the living areas. Wood products are still heavily used everywhere for framing and other hidden, structural applications. Porches, arched windows, and exterior millwork are currently popular. Siding is almost always stucco in desert areas, but may also be plastic,

aluminum, false brick, or wood in other areas. Roofing is almost always asphalt or tile. The use of visible wood products in new houses has been greatly reduced everywhere. Most of this is done by the substitution of composite, metal, or plastic products that are often made to look like painted, solid wood. Occasionally, traditional applications for wood products, like trim around windows are simply omitted. The use of visible wood in new houses also follows sub-regional patterns. The use of visible wood products remains most common in rural, forested areas. Houses in these areas still may have wooden siding, furniture, floors, cabinets, moulding, decks, and fencing, though, probably less than in the past. In urban areas, the amount of visible wood is substantially reduced Doors are usually metal, windows are vinyl or aluminum, and wooden moulding is restricted to trim around doors and windows and to baseboards around the floor. Wooden flooring is usually limited to small areas, such

as the entry and/or dining room. Furniture is usually upholstered, but wooden tables, office furniture, and juvenile furniture remain popular. Visible use of wood on cabinets is often restricted to door and drawer faces or just trim on these items. Little wood is 37 used in outdoor applications, like decks and fences, though redwood and cedar planters are still seen. There is a further, dramatic reduction in the use of visible wood in desert areas In these areas wooden moulding use is often limited to very narrow trim around doors and floor base boards. Visible wooden trim in cabinets is more often limited to trim pieces on doors and drawer faces. Furniture is usually upholstered, but modern and rustic wooden furniture are also widely used. These patterns of visible wood use seem to be based upon economic, environmental, style, and maintenance considerations. Reducing installed cost is always a major consideration Builders will not include premium items in the houses, unless the

cost can be recovered. As one moves away from forested areas, wood products are more likely to increase in cost, be thought of as resulting from environmentally destructive practices, fit less well with traditional housing styles, and suffer from ultra violet exposure in outdoor uses. It is interesting to note that in tract housing the quality and style of cabinets and other visible wood items often does not vary greatly between medium and high-priced houses. The major difference is total square footage and the associated amounts of materials and labor. Choices of wood species and finish in visible applications follow fashion trends and usually maintain a consistent style throughout a house. In many new houses, the interior is almost entirely painted off-white. Sometimes even the handrail on the stairs is painted off-white This is inexpensive and provides a bright environment. Upholstered furniture, tile, stone work, and clear finishes on wooden flooring, cabinet faces, furniture, and

stair railings are used to add warmth and interest to this otherwise bland environment. Glossy black or other colors on cabinet faces are also occasionally used for the same purposes. Choices of wood species and finishes on unpainted wood change with fashion trends. Oak has been popular for a long time Clear, light colored oak is currently popular. Whitewashed oak is declining in popularity Clear, light colored, knotty pine is popular for childrens furniture and household furniture in rustic settings. Clear, light colored maple has recently become extremely popular and commands a substantial price premium that often limits its use to high-priced houses. Buyers of home office furniture seek furniture that is consistent with the style of their other furniture, not the drab, institutional styles of the past. Traditional wood products, especially those with clear finishes, are still heavily used in the repair and remodelling markets and in new construction in areas, like downtown San

Francisco, where there is a desire to preserve traditional architecture. Wood products also remain popular in the DIYs market. For example, wooden decks and fences are very popular, homeowner additions in the Salt Lake City area. B. Changing Channels of Distribution Numerous channels of distribution for value-added Canadian wood products are available in the Southwestern U.S and innovative new channels can be created Perhaps the best general description of these channels, services provided by various types of middlemen, and typical fees for these services is provided in Marketing Forest Products by Dr. Jean Mater et al22 The 38 distribution terminology section in the appendix of this report should also be helpful in reviewing the types of middlemen and services they provide. In developing a channel of distribution, it is important to decide who will provide essential services such as packaging, advertising, promotion, shipping, in-transit processing, warehousing, monitoring of

inventories, and restocking of retailer shelves. There are two general types of wholesalers Merchant wholesalers assume risk by taking ownership of the products and then are compensated by whatever markup they can earn upon resale. Agent wholesalers do not assume the risk of ownership and are compensated in accordance with an agreed upon fee schedule. Compensation may range from 3% to over 15% of sales depending upon how much service is provided. Because of the small size of their companies and distance from the Southwestern markets, many small to medium sized Canadian producers will find merchant wholesalers to be their most practical marketing channel. Use of these wholesalers allows the producer to concentrate on manufacturing operations. The use of a manufacturers agency (list in appendix) may be another practical alternative. A manufacturers agency functions as a local sales staff for other companies. The ideal manufacturers agency is already established in the desired territory

selling compatible, but non-competing products. Thus, the agency can provide first-hand market information, an immediate customer base, and service during their regular customer calls. An agencys references and past performance should be thoroughly checked before forming a working relationship. The working relationship should be formalized in a written contract which specifies territory, duties, duration, commissions, terms of payment, required sales performance, termination conditions, and other terms of the relationship. Dramatic changes are taking place in channels of distribution for wood products. Large, fullservice home centers are taking over much of the distribution and costs are being reduced by eliminating middlemen wherever possible. Home Depot, the largest home center, now distributes over 10% of all building materials in the U.S Home centers have become especially important means of supplying DIYs and small, remodelling contractors. Home centers attempt to meet every need

by providing a huge selection, low prices, custom designs, materials lists, product information, installation instructions, financing, delivery, and, if desired, installation services. Home centers and other large retailers, like Wal-Mart, are also reflecting their customers environmental concerns and insisting on marketing wood products that are independently certified as sourced from sustainable production whenever possible.23 Small to medium sized Canadian producers may find it to be difficult to supply home centers, since they require large quantities, low prices, and just-in-time delivery. Still, these outlets are worth contacting since they usually supply their individual stores through a system of local warehouses. It may be possible for a small producer to begin by supplying just one distribution center. Otherwise, the small producer may want to direct his efforts at finding and supplying small, niche markets. Direct sales to government agencies are generally not worth pursuing

due to the prevalence of policies that restrict purchases to their constituents. 39 USE OF THIS DOCUMENT A. Developing a Marketing Plan The task of developing a specific company marketing program is challenging but is a critical ingredient for success. Developing a solid, overall business plan is essential before embarking on a new marketing program. The business plan will help clarify factors, like company goals and production capabilities, which may be critical to the marketing program. A formal business plan can also be very helpful in ensuring logical consistency within all elements of a companys operations. The plan should incorporate common sense business practices For example, small companies should usually find a niche and avoid direct competition with large, low-cost producers. Some diversification is good for small companies, but mostly they should concentrate on doing a few things very well. Growth should be staged in modest steps to allow time to learn, adjust, and

meet all product delivery commitments. Finally, business performance should be monitored and compared to predetermined goals. Numerous consultants, books, classes, and other sources of assistance are available to provide guidance in developing business and marketing plans. Some books and small business assistance centers are listed in the appendix to this document. Networking through some of the associations and trade shows shown in the appendix could be especially helpful. Associations often provide directories of their members, referrals, technical data, research, or forecasts. Eventually, site visits and personal contacts with key associates are essential. A starting list of manufacturers, wholesalers, and retailers for direct contacts is also provided in the appendix. Canadian producers and distributors should be aware that direct contacts may be difficult. For example, U.S producers of softwood millwork have been severely hurt by politically-mandated reductions in their raw

material supply and many of them resent being replaced by foreign producers, who they perceive as having an unfair raw materials advantage. Established wholesalers often have personal friendships and sympathy with these domestic producers. Asking questions like who are the key wholesalers and retailers in an area can be very helpful, but market entry may sometimes require developing new channels of distribution. B. Market Opportunities It is difficult for a general study, like this, to identify specific market opportunities. Many of these depend upon specific talents, business relationships, product designs, raw material resources, shipping advantages, or other factors that may be unique to a specific business or situation. General areas which may present opportunities have been identified and the summary at the front of this report highlights some geographic areas and products. Careful study of the tables and text in this report and conversations with some of the contacts presented

are likely to lead the reader to additional opportunities which are specific to the situation of a given company. 40 REFERENCES CITED 1.The Associated Press, "West Growing Faster than Other Parts of Nation," June 30, 1996 2.US Bureau of the Census, 1994 3.US Bank, "The 1996 Portrait: Regional Economic Review and Outlook," Portland, OR, 1996 4.World Trade Organization, Internet Home Page, July, 1996 5.Random Lengths Publications, Random Lengths, Eugene, OR, various issues, 1996 6."Arizona Economy Is Showing Stability After Years of Boom-and-Bust Swings," Wall Street Journal, Dow Jones Company, New York, NY, 1996. 7."California: Once Again the Golden State?," Investors Business Daily, Los Angeles, CA, February 27, 1996. 8."California: An Economic Profile," California Trade & Commerce Agency, Sacramento, CA, 1996. 9."Facts About Californias Forests," California Forest Products Commission, 1996 10."Tenth District

Economic Developments," Federal Reserve Bank of Kansas City, Kansas City, Nebraska, 1996. 11."Western Economic Developments," Federal Reserve Bank of San Francisco, San Francisco, CA, February, 1996. 12."Nevada: A good Place to Live and Do Business," Nevada Employment Security Department, 1990. 13.Statistical Abstract of the United States, 1996 14."Wood Products Review," Resource Information Systems Inc, Bedford, MA, April, 1995 15.Blumenthal, Karen; "Boomers Entering the Peak Home Remodeling Stage," Wall Street Journal, 1996. 16."R&R Gains Forecast, But Numbers Vary," Random Lengths, January 12, 1996 17."US Imports of Merchandise: General Imports - 1994" Report IM145 (From data base) Economics & Statistics Administration, Washington, DC 20233, November 28, 1995. 41 18.US Bureau of Census, "Annual Survey of Manufacturers: Value of Shipments for Product Classes," Economics and Statistics

Administration, Washington, DC 20233-0800, 1994. 19.Cohen, DH & Goudie, D "Profile of the California Furniture Industry: Structure, product types, and wood use." Forest Products Journal, pages 31-37, June, 1995 20."RTA Market Shows Growth Opportunities," Wood and Wood Products, pages 139-145, May, 1994 21.Christianson, R and Koenig, K "Residential Furniture Makers: Charging Ahead," Wood and Wood Products, pages 77-81, June, 1994. 22.Dr Jean Mater, M Scott Mater, and Catherine M Mater, Marketing Forest Products: Gaining the Competitive Edge, Miller Freeman, Inc., San Francisco, CA 23.Douglas J Lober and Mark D Eisen, "The Greening of Retailing: Certification and the Home Improvement Industry," Scientific Certification Systems, Oakland, CA, 1995. 42 APPENDIX A 43 Table 31 - 1994 Population and Average Annual Growth in Population Between 1980 and 1994 for Major Metropolitan Areas in the Five Southwestern States. 1994 Ave. Ann Growth

Population 1980-1994 (Percent) Major Metropolitan Area (000’s) Arizona - Phoenix/Mesa 2,473 3.9 Tucson 732 2.7 Non-metropolitan 870 1.2 4,075 3.6 California - Long Beach 9,150 1.6 Orange County 2,543 2.3 Riverside/San Bernadino 2,907 6.2 703 2.4 15,303 2.4 Oakland 2,182 1.7 San Francisco 1,646 0.8 San Jose 1,557 1.5 Santa Cruz/Watsonville 235 1.8 Santa Rosa 410 2.6 Vallejo/Fairfield/Napa 483 3.2 6,513 1.5 1,441 3.3 146 2.1 1,587 3.2 2,632 3.0 Modesto 407 3.8 Stockton/Lodi 518 3.5 Fresno 835 3.2 Bakersfield 609 Total Arizona Venture Sub-Total Los Angeles Sub-Total Bay Area Sacramento Yolo Sub-Total Sacramento San Diego 44 3.7 Salinas 352 1.5 Visalia/Tulare/Porterville 343 2.8 S. Barbara/S Maria/Lompoc 380 1.9 Sub-Total Other Metro 3,444 3.0 1,952 2.7 31,431 2.4 Colorado - Denver 1,796 1.8 Boulder/Longmont 250 2.3 Greeley 144 1.2 2,190 1.8 1,466 2.0 3,656 1.9 1,076 7.4 Non-Metropolitan

Areas Total California Sub-Total Metro Areas Non-Metropolitan Areas Total Colorado Nevada - Las Vegas Reno 283 3.3 Non-metropolitan Areas 98 1.8 Total Nevada 1,457 5.9 Utah - Salt Lake City 1,178 2.1 Provo/Orem 291 2.4 Non-metropolitan Areas 439 2.3 1,908 2.2 42,527 2.8 260,341 1.2 Total Utah Southwest 5 Total for U.S Source: USDC Bureau of Census. 45 Table 32 - Resident Population in 1994 by Age Groups in the Five Southwestern States (000’s). Age Group Arizona California Colorado Nevada Utah U.S Under 5 344 2,833 270 115 181 19,727 5-17 795 5,844 700 261 491 48,291 18-24 392 3,085 344 124 232 25,263 25-34 633 5,615 575 250 283 41,354 35-44 612 5,109 660 238 261 41,659 45-54 436 3,403 453 179 173 29,871 55-64 317 2,195 286 126 118 21,018 65-74 317 1,921 212 106 96 18,712 75-84 180 1,084 117 48 56 10,925 49 342 39 10 17 3,522 4,075 31,431 3,656 1,457 1,908 260,341 85 Plus

Total Source: USDC/Bureau of Census. 46 Table 33 - Projected Population by Ethnic Group in the Five Southwestern States for 1995, 2000, and 2010 (000s) American Indian Asian, Eskimo Pacific Aleut Islander State Year White Black Arizona 1995 3,606 123 251 2000 3,894 131 2010 4,379 1995 California Colorado Nevada Utah Total SW Total Hispanic 91 4,071 853 285 127 4,437 1,019 143 348 204 5,074 1,382 25,701 2,512 277 3,908 32,398 9,143 2000 26,987 2,719 276 4,906 34,888 10,584 2010 30,357 3,245 314 7,169 41,085 13,775 1995 3,431 156 34 89 3,710 511 2000 3,733 174 36 117 4,060 595 2010 4,090 200 38 166 4,494 771 1995 1,281 100 27 70 1,478 195 2000 1,443 118 31 99 1,691 264 2010 1,609 144 36 148 1,937 402 1995 1,843 14 33 54 1,944 106 2000 2,017 16 39 77 2,149 127 2010 2,272 18 50 122 2,462 170 1995 35,862 2,905 622 4,212 43,601 10,810 2000 38,074 3,158 667

5,326 47,225 12,589 2010 42,707 3,750 786 7,809 55,052 16,500 Source: USDC Bureau of Census. 47 Table 34 - Value of Shipments in the Five Southwestern States in 1992 by Manufacturing Group (U.S $ Millions) (*). Manufacturing Group Arizona California Colorado Nevada Utah Food & Kind. Prod 2,483.4 44,296.6 7,417.4 338.6 2,625.1 Transportation Equip. 4,873.2 42,468.6 82.2 2,329.3 Indust. Mach & Equip 1,286.7 35,616.6 4,133.0 233.9 870.6 Elect. & Other E Equip 4,423.5 34,995.0 1,784.4 122.2 637.4 Instructional & Rel. Prod 2,624.8 24,700.2 3,947.4 229.1 1,159.1 Printing & Publication 1,585.7 17,705.3 2,361.9 506.8 805.8 18,774.9 753.6 0 Petrol & Coal Production 0 D 1,474.0 Chemical & Allied Prod. 1,068.7 16,355.1 599.4 231.8 674.4 Fabricated Metal Prod. 1,185.5 14,579.4 1,215.0 214.3 880.5 Apparel/Textile Prod. 217.2 11,232.2 325.4 32.0 262.0 Rubber/Plastic Products 732.5 9,322.3

666.4 232.9 227.0 Primary Metal Industries 2,746.2 4,958.3 444.6 170.7 1,804.0 Paper & Allied Products 483.2 7,805.7 446.2 57.6 467.3 Stone, Clay, Glass Products 666.1 5,935.0 874.2 359.5 391.6 Lumber & Wood Products 707.2 6,565.3 349.8 108.2 248.1 Misc. Manufacturing Ind 441.6 4,049.1 278.4 305.2 478.9 Furniture & Fixtures 313.4 4,701.8 244.5 75.3 217.6 Textile Mill Products D 1,728.9 D 0 31.4 Leather & L. Products D 486.9 D 0 8.1 174.8 0 0 0 Dairy Products Total 26,013.7 306,277.1 3,383.3 29,224.9 (*) D = Withheld to avoid disclosing data for individual companies. 48 3,300.3 15,592.2 Table 35 - Value of Shipments of Wooden Windows in the U.S in 1992 (US $ Millions) and Changes Since 1987 (Percent). 1992 Value Percent Change Wood Window Units Double hung: Cladded 699.1 32 Other 223.3 0 29.0 7 Cladded 760.7 6 Other 188.8 (13) 90.5 93 340.4 72 46.1 45 2,377.7 19 71.4 42 Awning

Casement: Horizontal sliding All other, including single hung Wood window units, nsk Wood Sash, Excluding Window Units Knock down & open Glazed 57.2 (38) Wood sash, excluding window units, nsk 3.1 (87) 131.7 (21) Window frames, wood 141.3 6 Door frames, wood 295.8 32 11.1 2,675 448.2 25 2,957.60 17 Wood Window & Door Frames Shipped in Door Units, nsk Wood window & door frames shipped in door units, nsk Total for Wood Windows 49 Table 36 - Value of Shipments of Wooden Household Furniture in the U.S in 1992 (US $ Millions) and Changes Since 1987 (Percent). 1992 Value Wooden living room, library, family room & den furniture Cabinets (record, music, sewing, excluding sewing machine, radio, phono & TV cabinets) 182.1 Chairs, excluding dining room 67.8 Rockers 70.3 Tables, excluding card & telephone 499.2 Desks 132.9 Credenzas, bookcases, excluding wall units 86.7 Wall units (desk, bookcase & storage) 266.6 Other seating (Settees,

loveseats, benches, stools) 51.4 Other non-upholstered living room furniture (secretaries, breakfronts, bars, magazine racks.) 147.1 Wooden living room, library, family room & den furniture, nsk 116.8 1,620.8 Wooden dining room & kitchen furniture, excluding wooden kitchen cabinets Tables 30" x 40" or more, DR 379.8 Chairs, DR 581.6 Buffets & servers, DR 142.9 China & corner cabinets 309.4 Other dining room & kitchen seating 19.8 Other dining room & kitchen furniture, including junior dining sets 83.8 Wooden DR & K furniture, excluding kitchen cabinets, misc. 70.3 1,587.6 Wooden Kitchen Cabinets Wooden kitchen cabinets & cabinet work, Stock line Wooden kitchen cabinets & cabinet work, Custom Vanities & other cabinet work Wooden kitchen cabinets, nsk Percent Change 22 6 179 (8) (6) 21 3 (26) 72 30 8 7 6 (3) 20 1 100 (35) 7 1,925.3 1,361.9 505.4 971.1 4,763.7 19 24 8 (6) 13 Wooden bedroom furniture Beds, excluding headboards,

headboard beds, bunkbeds, cribs, cradles, Hollywood & youth beds 217.7 Headboards & headboard beds, including padded 299.2 Bunk beds, excluding mattresses & detachable springs 50.6 Conventional water beds 97.4 1 9 10 87 50 Dressers, vanities & dressing tables Wardrobes, chiffonrobes, armoires, & wardrobe-type cabinets Chests of drawers Cedar chests Night tables & stands Other non-upholstered BR furniture, including commodes, bed rails, chairs, valet stands, etc. Wooden bedroom furniture, nsk Infant & childrens wooden furniture Cribs, including springs Seating (Chairs, nursery seats, high chairs) Other bedroom furniture, including youth beds Other infants & childrens furniture Other infants & childrens furniture, nsk 487.2 137.3 391.3 29.2 250.3 (3) 17 (7) (23) 11 286.9 231.3 2,478.3 56 18 9 111.8 11.7 123.9 59.3 9.6 316.2 9 (6) 40 5 (27) 16 Wooden outdoor furniture, unpainted & ready to assemble (RTA) furniture Porch, lawn, beach,

etc. outdoor furniture 57.1 Unpainted wooden furniture, assembled, including bookcases, chairs, tables, desks, vanities, etc. 74.8 RTA wood household furniture, un-painted or finished, sold in kits: Seating 22.3 Kitchen furniture 124.5 Bedroom furniture 64.8 Home entertainment centers 106.5 Other RTA furniture 604.5 Wooden outdoor furniture, unpainted & RTA, nsk 27.8 1,082.2 89 56 3 17 (26) 34 Wooden household furniture, nsk (21) 891.2 51 39 22 Table 37 - Value of Shipments of Upholstered Wooden Household Furniture in the U.S in 1992 (U.S $ Millions) and Change Since 1987 (Percent) 1992 Sofas, davenports, settees, & love-seats, excluding chairs sold as part of suites & sectional sofa pieces 1987-92 % Change 2,609.6 31 49.7 (18) Other chairs, excluding reclining 697.7 10 Sectional sofa pieces, including one person seats 399.9 17 Rockers, including swivel rockers 342.5 87 Reclining chairs, all types 772.4 (8) 96.4 1 Swivel chairs with variable

height adjustment Other upholstered wood household furniture (Ottomans hassocks, benches, chaise lounges, etc.) Upholstered wooden furniture, nsk 52 670.8 7 5,802.6 18 Table 38 - Value of Shipments of Hardwood Dimension Stock in the U.S in 1992 (US $ Millions) and Changes Since 1987 (Percent). 1992 1987-92 % Change Hardwood dimension stock, furniture parts, and vehicle stock Hardwood furniture dimension, including glued laminates: Rough or surfaced, cut to size 208.7 0 Semi-fabricated 116.0 (3) 225.7 5 Rough industrial dimension stock 43.0 11 Semi-fabricated industrial dimension stock 11.1 (67) 124.1 49 Completely fabricated ready for assembly, including furniture parts, except frames Other industrial dimension stock (for handles, golf clubs, etc): Completely fabricated hardwood industrial dimension stock Compression-modified or densified wood 1.3 (32) 32.7 (18) 762.6 3 For seating 26.3 41 Other 35.9 (17) Wood frames for household furniture,

nsk 10.6 41 272.8 29 Hardwood dim. stock, furniture parts, & vehicle stock, nsk Subtotal/Average Wood furniture frames for household furniture Subtotal/Average 53 APPENDIX B 54 Associations, Agencies, and Other Industry Groups United States American Association of Nurserymen 1250 Eye Street, NW, Suite 500 Washington, DC 20005 Phone: (202) 789-2900 Fax: (202) 789-1893 Purpose: Vertical organization of wholesale growers, landscape firms, garden centers, mail order nurseries, suppliers which promotes the industry and its products. Members: 2,300 Meetings: Annual convention in July/August. American Building Contractors Association 12123-A Woodruff Avenue Downey, CA 90241 Phone: (310) 803-5520 Purpose: Assist general and specialty contractors, suppliers, and building material manufacturers. Members: 700 (Concentrated in California). American Fence Association 5300 Memorial Drive, Suite 116 Cleveland, OH 44115 Phone: (404) 299-5423 Fax: (404) 299-8927 Purpose: Represent

the interests of fence contractors, manufacturers, and wholeslers. Membership: 830. Annual dues: $325 American Furniture Manufacturers Association O.O Bpx HP-7 High Point, NC 27261 Phone: (919) 884-5000 Fax: (910) 884-5303 Purpose: Unified voice for the industry; personnel development; market research and forecasts. Members: 336. Annual membership directory Meetings: Annual meeting. American Wood-Preservers Association P.O Box 286 Woodstock, MD 21163 Phone: (410) 465-3169 Fax: (410) 465-3195 Purpose: Serve the interests of processors and users of chemically treated wood. Members: 150 Meetings: Annual meeting always in April/May. 55 Architectural Woodwork Institute 13924 Braddock Road, Suite 100 Centreville, VA 22020 Phone: (703) 222-1100 Fax: (703) 222-2499 Purpose: Represent manufacturers who make woodwork to architects specifications. Services: Work to raise industry standards; research new and improved materials and methods; publish technical data; conduct seminars and training

courses. Membership: 850 Sell a membership directory for $25. Numerous other publications Meetings: Annual convention, Atlanta, GA Aug. 21-23, 1996; Minneapolis, MN, Sep 18-20, 1997; Atlanta, GA, Aug. 1998 Associated General Contractors of America 1957 E. Street, NW Washington, DC 20006 Phone (202) 393-2040 Fax: (202) 347-4004 Purpose: Serves general construction contractors, subcontractors; industry suppliers, and service firms; Provides market services through its divisions; conducts conferences and seminars. Members: 32,500. Membership directory and buyers guide $35 Meetings: Annual meeting always midyear. California Forest Products Commission 2150 River Plaza Drive, Suite 270 Sacramento, CA 95833 Phone: (916) 568-1141 Fax: (916) 568-1141 Purpose: To create a positive public image of the forest products industry and a recognition of the economic and environmental significance of wood products. California Lumber Inspection Service 1305 N. Bascom Avenue, Suite J San Jose, CA 95128

Phone: (408) 241-2960 Fax: (408) 246-5415 Purpose: Inspection of lumber and wood products. Inventory verifications California Redwood Association 405 Enfrente Drive, Suite 200 Novato, CA 94949 Purpose: Promote the use of redwood lumber products. Construction Specifications Institute 601 Madison Avenue Alexandria, VA 22314 Phone: (703) 684-0300 Fax: (703) 684-0465 Purpose: Advance construction technology through communication, education, and research. Door and Hardware Institute 56 14170 Newbrook Drive Chantilly, VA 22021 Phone: (703) 222-2010 Fax: (703) 222-2410 Purpose: Represent the interests of commercial distributors, manufacturers, and specifiers involved in doors and builders hardware; conduct management and technical courses and surveys; sponsor technical research. Members: 5,500 Membership directory is free to members "Doors and hardware magazine, $65/year outside of the U.S Meetings: Annual meeting. Forest Products Inspection 7796 Bell Road, P.O Box 693 Windsor, CA

95492 Phone: (707) 579-3707 Fax: (707) 579-3242 Purpose: Timber testing laboratory; inspection and repair of engineered wood products. Forest Products Laboratory (USDA Forest Service) One Gifford Pinchot Drive Madison, WI 53705 Phone: (608) 231-9200 Fax: (608) 231-9592 Purpose: Improve the use of the timber resource through research on wood and wood products, publish research findings, woor cooperatively with the public and industry. Forest Products Research Society Forest Products Society 2801 Marshall Court Madison, WI 53705 Phone: (608) 231-1361 Fax (608) 231-2152 Purpose: Foster innovation and research in the processing and use of wood products by diseminating information and providing forums for the exchange of knowledge. Meetings: Annual meeting, Vancouver, BC, June 22-26, 1997; Merida, MX, June 21-29, 1998. Forest Resources Systems Institute 122 Helton Court Florence, AL 35630 Phone: (205) 767-0250 Fax: (205) 767-3768 Puropose: Facilitate the use of computers in forestry and

related industries. Garden Centers of America 1250 Eye Street, NW, Suite 500 Washington, DC 20005 Phone: (202) 789-2900 Fax: (202) 789-1893 Purpose: Conduct marketing surveys and education programs for garden center management. Members: 525. Meetings: Annual management clinic 1st weekend in February. 57 Hardwood Manufacturers Association 400 Penn Center Boulevart, Suite 530 Pittsburgh, PA 15235 Phone (412) 829-0770 Fax: (412) 829-0844 Purpose: Advance the interests of hardwood lumber producers; provide services that build consumer demand; help producers gain a competitive edge. Members: 116 Home Furnishings International Association 110 World Trade Center, P.O Box 581207 Dallas, TX 75258 Phone: (214) 741-7632 Fax: (214) 742-9103 Purpose: Serve the needs of the home furnishings retailer. Members: 1,600 "Home Furnishings Review" magazine, monthly. IHPA-The International Wood Products Association 4214 King Street Alexandria, VA 22302 Phone: (703) 820-6696 Fax: (703) 820-8550

Purpose: Develop and diseminate information relative to imported wood products: establish standards of quality and service pertaining to wood products. Members: 180 Annual directory Meetings: Annual meeting with exhibits in even-numbered years only. International Home Furnishings Representatives Association 209 S. Main, M-1215 High Point, NC 27261 Phone: (910) 889-3920 Fax: (919) 883-8245 Purpose: Provides information exchange and listings of manufacturers and representatives seeking working relationships. Members: 3,200. Directory and "Home Furnishings Representatives" magazine. Meetings: Annual conference. International Wholesale Furniture Association P.O Box 2482 164 S. Main Street, Suite 404 High Point, NC 27261 Phone: (910) 884-1566 Fax: (910) 884-1350 Purpose: Serves wholesalers of furniture and/or home furnishings, their supplier firms , and suppliers of services used by wholesaler furniture distributors. Members: 127 "Whos Who in Furniture Distribution, annual,

$35. Kitchen Cabinet Manufacturers Association 1899 Preston White Drive Reston, VA 22091 58 Phone (703) 264-1690 Fax: (703) 620-6530 Purpose: Represent interests of manufacturers of kitchen cabinets and their suppliers; offer a certification program, voluntary performance standards, management conference, plant tours, and industry management information. Meetings: Annual convention, Tarpon Springs, FL, May 18-21, 1997. Lumber Association of Southern California P.O Box 1122 La Quinta, CA 92253 Phone (619) 564-3312 Fax: (619) 564-6433 Purpose: Promote the use of wood and wood products. Meetings Management Conference, Palm Springs, CA, Nov., 1996 Lumber Merchants Association 3130 Fite Circle Sacramento, CA 95827 Phone: (916) 369-7501 Fax: (916) 369-8271 Purpose: Represent independent dealers and their suppliers; keep them informed of industry trends, legislation, and safety concerns; provide educational opportunities for employees. Management Agents Maple Flooring Manufacturers

Association 60 Revere Drive, Suite 500 Northbrook, IL 60062 Phone: (708) 480-9138 Fax: (708) 480-9282 Purpose: Represent the interests of manufacturers and installers of northern maple flooring. Members: 150. Mountain States Lumber & Building Material Dealers Association 9034 E. Easter Place, Suite 103 Englewood, CO 80112 Phone (303) 793-0859 Fax: (303) 290-9137 Purpose: Resolution of problems and development of opportunities for the retail lumber and building material industry. National Association of Casual Furniture Retailers 36 S. State Street, Suite 1212 Chicago, IL 60603 Phone: (312) 782-5252 Purpose: Casual furniture retailers, manufactureres, and representatives association. Meetings: Annual meeting in Chicago each September. National Association of Floor Covering Distributors 59 401 N.Michigan Chicago, IL 60611 Phone: (312) 644-6610 Fax: (312) 245-1084 Purpose: Promote the best interests of wholesale floor covering distributors. Members: 500. Annual dues: 495 Annual

directory of members available free to members only National Association of Garage Door Manufacturers c/o Thomas Associates, Inc. 1300 Sumner Ave Cleveland, OH 44115 Phone: (216) 241-7333 Fax: (216) 241-0105 Purpose: Serve manufacturers of garage doors and garage door components. Membership: 75. Annual directory: $50 for members and $100 for non-members National Association of Home Builders 1201 15 Street, NW Washington, DC 20005 Phone: (202) 822-0200 Fax: (202) 822-0377 Purpose: Provide local, state and federal legislative, regulatory, and legal assistance; monitor issues of concern to the housing industry. Has a redelors council with 5,500 members Regular members: 164,000. National Association of Remodeling Industry 4301 North Fairfax Drive, Suite 310 Arlington, VA 22203 Phone: (703) 276-7600 Fax: (703) 243-3465 Purpose: Serve contractors, manufacturers, wholesalers, distributors, lenders, utilities, and publishers in the remodeling industry; be a clearing house for information on

the remodeling industry; ally to the nations homeowners. Members: 5,500 National Association of Wholesalers-Distributors 1725 K Street. MW, 7th Floor Washington, DC 20006 Phone (202) 872-0885 Fax: (202) 785-0586 Purpose: Government and public relations. Publishes books on wholesaling Members: 45,000 Meetings: Annual meeting. 60 National Building Material Distributors Association 401 N. Michigan Ave Chicago, IL 60611 Phone: 312) 321-6845Fax: (312) 644-0110 Purpose: Represents the industry when appropriate; distributes industry information;provides information sharing and training opportunities. Members: 500 Meetings: Annual conference National Frame Builders Association 4840 West 15th Street, Suite 1000 Lawrence, KS 66049 Phone: (913) 843-2444 Fax: (913) 843-7555 Purpose: Represent post frame manufacturing, marketing, and or construction companies along with those companies supplying materials and equipment or services to the frame building industry. Members: 500 National Hardwood

Lumber Association 6830 Raleigh LaGrange Road, P.O Box 34518 Memphis, TN 38184 Phone: (901) 377-1818 Fax: (901) 382-6419 Purpose: Grading rules for hardwood lumber, inspection service, inspection school, continuing education program, wood promotion, promotion of research in hardwood forest products. Membership directory, $75. Members: 1,150 Meetings: Annual meeting with exhibits always in October. National Home Furnishings Association P.O Box 2396 High Point, NC 27261 Phone (919) 883-1650 Fax: (919) 883-1195 Purpose: Research, training, and networking for retailers of furniture and related home furnishings. Members: 13,500 "Furniture Retailer" magazine, monthly, $48/year National Lawn and Garden Distributors Association 1900 Arch Street Philadelphia, PA 19103 Phone: (215) 564-3484 Fax: (215) 564-2175 Purpose: Facilitates wholesale distribution of lawn and garden supplies. Directory. Members: 300. National Institute of Building Sciences 1201 L Street, NW, Suite 400

Washington, DC 20003 Phone: (202) 289-7800 Fax: (202) 289-1092 Purpose: Improving the building regulatory process and facilitating the safe introduction and use of new and innovative technology. 61 National Kitchen and Bath Association 687 Willow Grove Street Hackettstown, NJ 07840 Phone: (908) 852-0033 Fax: (908) 852-1695 Purpose: Association of kitchen and bathroom designers. Provides training, "Kitchen & Bath" magazine, and certification. Members: 6,400 (List available for fee to non-members) Meetings: Annual conference and industry show. Annual dues: $300 up , depending on annual sales. National Lumber and Building Material Dealers Association 40 Ivy Street, SE Washington, DC 20003 Phone: (202) 547-2230 Fax: (202) 547-8645 Purpose: Federation of state and regional associations representing 10,000 retail lumber and building materials dealers throughout the U.S National Oak Flooring Manufacturers Association 22 North Front Street, 660 Falls Building Memphis, TN

38173 Phone: (901) 526-5016 Fax: (901) 526-7022 Purpose: Establish and enforce quality standards for hardwood flooring. Members: 26. Meetings: Installation School, Memphis, TN, Sep. 28-Oct 2, 1996 National Sash & Door Jobbers Association 10225 Robert Trent Jones Pakway New Port Richey, FL 34655 Phone (813) 372-3665 Purpose: Promote the use and increased consumption of stock millwork and related building products. Members: 1,050 Meetings: Annual convention, Reno, NV, Oct. 12-16, 1996; New Orleans, LA Oc 25-29, 1997 National Wood Flooring Association 233 Old Maramec Station Road Manchester, MO 63021 Phone: (314) 391-5161 Fax: (314) 391-6137 Purpose: Educate members and consumers about wood flooring; assist in expanding wood flooring markets. Members: 950 Annual dues: $375 National Wood Window & Door Association 1400 East Touhy Avenue, G-54 Des Plaines, IL 60018 Phone (847) 299-5200 Fax: (847) 299-1286 Purpose: Promote the interests of wood window and door manufacturers; develop

standards and 62 test methods for the manufacture of these products. Members: 140 North American Building Material Distribution Association 401 N. Michigan Avenue Chicago, IL 60611 Phone (312) 321-6845 Fax: (312) 644-0310 Purpose: To develop member excellence in marketing and distribution service to their customers. Member Organizations: Cabinet Industry Distribution Alliance Direct Specialized Distrubution Alliance Kitchen/Bath Distribution Alliance Retail Industry Distribution Alliance Roofing Distribution Coalition North American Wholesale Lumber Association 3601 Algonquin Road, Suite 400 Rolling Meadows, IL 60008 Phone: (886) 870-7470 Fax: (886) 870-0201 Purpose: Be the unifying force for efficient distribution within the forest products industry.Members: 475 Annual directory, $50 Meetings: Annual meeting, San Antonio, TX, May 3-6, 1997. Pacific Northwest Association of Rail Shippers 184 East Hatton Avenue, P.O Box 41128 Eugene, Oregon 97404 Phone: (541) 688-6675 Fax: (541)

461-5953 Purpose: Association of rail shippers, receivers, third party shipping agents, and rail carriers. Silva Forest Foundation P.O Box 9 Slocan Park, British Columbia Canada VOG 2EO Purpose: Certifier of sustainably produced forest products TECO/PFS 2402 Daniels Street Madison, WI 53704 Phone (608) 221-3361 Fax (608) 221-0180 Purpose: Wood products testing and certification. Unfinished Furniture Association 35 E. Wacker Drive, Suite 500 Chicago, IL 60601 Phone: (312) 782-5252 Fax: (312) 236-1140 Purpose: Provides seminars, insurance, auditing, advertising, and other assistance to members. Membership directory is free to members only. 63 Meetings: Annual convention and trade show each summer. Annual dues: $100 up USDA Forest Service, Forestry Sciences Laboratory Route 2, Box 562-B Preinceton, WV 24740 Phone: (304) 425-6945 Fax: (304) 425-1476 Purpose: Conduct research to improve hardwood secondary processing technology; analyze hardwood market statistics. Western States

Lumbermens Council P.O Box 1699 Olympia, WA 98507 Purpose: Exchange group of retail building material associations in the West; analyze trends in the retail industry; annual meeting. Western Wood Products Association Yeon Building, 522 S.W 5th Avenue Portland, OR 97204 Phone: (503) 224-3930 Fax: (503) 224-3934 Purpose: Promote the interest of western U.S wood product producers Not open to Canadian membership. Wood Component Manufacturers Association (Formerly National Dimension Manufacturers Association) 1000 Johnson Freeway Road, Suite A-130 Marietta, GA 30068 Phone (770) 565-6660 Purpose: Represent producers of wood components for the furniture, cabinet, millwork, and related industries. Wood Machinery Manufacturers of America 1900 Arch Street Philadelphia, PA 19103 Phone: (215) 564-3484 Fax: (215) 963-9785 Purpose: Represent U.S machinery suppliers to the wood processing industry Offers a free buyers guide and membership directory. Meetings: Wood industry conference, Colorado

Springs, CO, Apr. 16-20, 1997; woodworking industry conference, Marco Island, FL, TBA, 1998. Their International Woodworking Machinery & Furniture Supply Fair is heavily attended by a broad array of wood product manufacturers, wholesalers, and retailers. Annual dues:$550 up Wood Moulding & Millwork Producers Association 507 First Street Woodland, CA 95695 Phone: (916) 661-9591 Fax: (916) 661-9586 64 Purpose: Provides for interchange of information among members, represents members before governmental agencies and legislative bodies, establishes standards for products, promotes products of the moulding industry. Members: 70 Wood Products Manufacturers Association 175 State Road East Westminster, MA 01473 Phone: (508) 874-5445 Fax: (508) 874-9946 Purpose: Serves the interests of manufacturers and distributors of dimension stock, furniture, and turned and shaped wood products, such as handles, spoons, wheels, clothespins. Members: 410 Meetings: Trade show every spring and

September. Woodworking Institute of California 3164 Industrial Boulevard P.O Box 980247 West Sacramento, CA 95798 Phone: (916) 372-9943 Fax: (916) 372-9950 Purpose: Create standards for architectural millwork, inspect, and certify. "Manual of Millwork", free, sets forth standards. Membership: 225 fabricators and 120 associates Meetings: Annual conference. WPCC, Inc. (Formerly Wood Products Competitiveness Corporation) 63085 North Highway 97, Suite 107 Bend, Oregon 97701 Phone: (541) 385-5353 Fax: (541) 385-5335 Purpose: An association of secondary wood products manufacturers which provides assistance with marketing, training & technology, capital access, and wood supply development. Members: 85. Annual dues: $300 up Canada BC Wood Specialties Group #5 15355 102A Avenue Surrey, BC V3R 7K1 Phone: (604) 583-8786 Fax: (604) 583-9916 Purpose: Facilitate growth, improve the quality of market and technical information, and encourage better utilization of resources in the

manufactured wood products industry in B.C Canadian Kitchen Cabinet Association 27 Goulburn Avenue Ottawa, ON K1N 8C7 Phone: (613) 233-6205 Fax: (613) 233-1929 Purpose: Promote interests of manufacturers of kitchen cabinets, bathroom vanities, and related millwork. 65 Canadian Window & Door Manufacturers Association 27 Goulburn Avenue Ottawa, ON K1N 8C7 Phone: (613) 233-9804 Faz: (613) 233-1929 Purpose: Promote the interests of those engaged in the manufacture, sale, or distribution of doors, windows, and other related products. Canadian Wood Council 1730 St. Laurnet Boulevard, Suite 350 Ottawa, ON K1G 5L1 Phone: (613) 247-7077 Fax: (613) 247-7856 Purpose: Maintain and expand the Canadian solid wood industrys market share in residential and commercial construction. Forintek Canada Corp. 2665 East Mall Vancouver, BC V6T 1W5 Phone: (604) 224-3221 Fax: (604) 222-5690 Purpose: Wood products research and development, technology transfer to the Canadian wood products industry.

Pacific Forestry Centre 506 West Burnside Road Victoria, BC V8Z 1M5 Phone (604) 363-0721 Purpose: Fax: (604) 363-0797 Western Red Cedar Lumber Association 1200-555 Burrard Street Vancouver, BC V7X 1S7 Phone: (604) 684-0266 Fax: (604) 687-4930 Purpose: Sponsors advertising and promotional activities for manufacturers of western red cedar lumber products. 66 Trade Shows American Architectural Manufacturers Association 1540 E. Dundee Road, #310 Palatine, IL 60067 Phone: (708) 202-1350 Fax: (708) 202-1480 Attendance: 300 American Fence Association 5300 Memorial Drive, Suite 116 Stone Mountain, GA 30083 Phone: (404) 299-5413 Fax: (404) 299-8927 Attendance: 3,600 American Floor Covering Association National Convention 13-154 Merchandise Mart Chicago, IL 60654 Phone: (312) 644-1243 Contents: Mostly retail display supplies Attendees: 200 American Institute of Architects 1735 New York Avenue, NW Washington, DC 20006 Phone: (202) 626-7407 Fax: (202) 626-7518 Attendance: 8,000.

Architectural Woodwork Institute 13924 Braddock Road, Suite 100 Centreville, VA 22020 Phone: (703) 222-1100 Fax: (202) 222-2499 Attendance: 900 Arizona Fall Home Expo Edward Greenband Enterprises 6868 North 7th Avenue, Suite 201 Phoenix, AZ 85013 Phone: (602) 277-4748 Fax: (602) 265-3024 Contents: Emphasizes high-end furniture and kitchen items. Attendees: 25,000, includes general public 67 Associated General Contractors of America Annual Convention/Expo. 1957 E Street, NW Washington, DC 20006 Phone: (202)393-2040 Fax: (202) 347-4004 Attendance: 6,000. Builders Conference, Pacific Coast Linda Baysari, Conference Meeting Manager 1107 9th Street, Suite 1060 Sacramento, CA 95814 Phone (916) 325-9300 Attendance: 10,000 Builders Show Annual Meeting, National Association of Home Builders 1201 15th Street, NW Washington, DC 20005 Phone: (202) 861-2105 Fax: (202) 861-2104 Attendance: Houston TX Astrodome, 65,000 California Window Manufacturers Association Spring Meeting 2080 N. Tustin

Avenue, #A Santa Ana, CA 92701 Attendance: 150 Canadian Hardware/Housewares/Home Improvement Show 6800 Campbello Road Mississauga, ON L5N 2L8 Phone: (905) 821-3470 Fax: (905) 821-8946 Content: Includes hardware, housewares, fencing, and garden products. Attendees: 22,000 Buyers, retailers, agents, and wholesalers. Canadian Home Centre Show 1450 Don Mills Road Don Mills, ON M3B 2X7 Phone: (416) 445-6641 Fax: (416) 442-2207 Attendance: 5,000. Canadian Society of Landscape Architects Annual Meeting 310-1339 15th Avenue, SW Calgary, AB T3C 3V3 Phone: (403) 228-6591 Attendance: 300 68 Construction Specifications Institute 601 Madison Street Alexandria, VA 22314 Phone: (703) 684-0300 Fax: (703) 684-0465 Attendance (Largest show for non-residential products and services) Construction Specifications Institute, Sacramento Box 1462 Sacramento, CA 95812 Phone: (916) 927-0051 Attendance: 2,000 Contractor Association of Colorado Box 3489 Englewood, CO 80155 Phone: (303) 290-6611 Fax: (303)

757-3235 Attendance: 750 Desert News Fall Home Improvement & Modern Living Show Greenband Enterprises 3450 South Highland, Suite 105 Salt Lake City, UT 84106 Phone: (801) 485-7399 Attendance: 50,000, includes general public Exhibition for Gardeners and Flower Lovers World Access Corp 149 Cedar Street Wellsley Hill, MA 02181 Phone: (617) 235-7360 Fax: (617) 235-7360 Attendance: 78,000 Flower & Garden Show, Washington TJS Productions 7420 Fullerton Road, Suite 106 Springfield, VA 22153 Phone: (703) 569-7141 Fax: (703) 569-7261 Attendance: Washington DC Convention Center, 50,000 Furniture Accessories Decorative Market, Las Vegas Karel Expo Management Company 2301 Collins Avenue Miami Beach, FL 33119 69 Phone: (305) 534-8321 Fax: (305) 672-2023 Contents: Furniture, lighting, and decorative accessories Attendees: 7,000 Garden and Home Show of Colorado MacLeanHunter presentations P.O Box 642 Parker, CO 80134 Phone: (303) 696-6100 Fax: (303) 751-1880 Attendees: 85,000 Hardware

Building Materials Expo, Mid-America 206 South 13th, Suite 1011 Lincoln, NE 68508 Phone: (402) 476-2577 Fax: (402) 476-0994 Content: Products sold in hardware stores, lumber yards, and home centers. Attendance: 3,000. Home and Garden Show, California Counties Metro Expositions 2291 Mark La, Suite B200 Stockton, CA 95207 Phone: (209) 473- 7733 Fax: (209) 473-0733 Attendees: Held at various counties with approximately 30,000 attendees each Home Furnishings Summer and Winter Markets, San Francisco San Francisco Mart 1355 Market Street, #460 San Francisco, CA 94103 Phone: (415) 552-2311 Fax (415) 558-9589 Attendees: 10,000 per show Home Show, Las Vegas P.O Box 15147 Las Vegas, NV 89114 Phone: (702) 258-0876 Fax: (702) 870-2930 Contents: Home improvement, remodeling, and building products Attendees: 50,000 Home Show, Orange County Rockland Exposition, Inc. 529 North Street, Middletown, NY 10940 Phone: (914) 343-2772 Fax: (914) 344-1203 Attendees: Unknown, 24,000 sq. ft of exhibits 70

Indiana Flower & Patio Show HSI Show Productions P.O Box 502797 Indianapolis, IN 46250 Phone: (317) 576-9933 Fax: ( (317) 576-9955 Attendance: Indianapolis IN Fairgrounds, 95,000 International Conference of Building Officials 5360 Workman Mill Road Whittier, CA 90601 Phone: (310) 699-0541 Fax: (310) 699-8031 Content: Innovative building material and equipment. Attendance: 1,000 International Home Furnishings Market 300 South Main Street High Point, NC 27262 Phone: (910) 889-0203 Fax: (910) 889-7460 Content: Casegoods, upholstery, accessories, lighting, and rugs. Attendees: Largest wholesale home furnishings trade show in the world. Held for 9 days each April and October in High Point, NC. 70,000 attendees per show International Woodworking Machinery & Furniture Supply Fair 11110 Ohio Avenue, Suite 208 Los Angeles, CA 90025 Phone: (310) 445-1511 Fax: (310) 445-1515 Next show August 1-4, 1997 in Anaheim Convention Center. Largest wordworking industry show in the U.S in 1997 Over

17,000 qualified buyers Landscape Industry Show, California 2021 N Street, Suite 300 Sacramento, CA 95814 Phone: (916) 448-2522 Fax: (916) 446-7692 Attendance: 6,000 Lawn and Garden Distributors Association 1900 Arch Street Philadelphia, PA 19103 Phone: (215) 564-3484 Attendance: Members only, 500 71 Maple Flooring Manufacturers Association 60 Revere Drive, Suite 500 Northbrook, IL 60062 Phone: (708) 480-9138 Attendance: 225 National Association of Remodeling Industry, Inc. 4301 N. Fairfax Drive, Suite 310 Arlington, VA 22203 Phone: (703) 276-7600 Attendance: 12,000 National Building Material Distributors Association Trade Show 401 N. Michigan Avenue Chicago, IL 60611 Phone: (312) 321-6845 Fax: (312) 644-0310 Attendance: 800 National Building Products Expo and Conference 383 Main Avenue Norwalk, CT 06852 Phone: (203) 840-4820 Fax: (203) 840-4824 Attendance: 7,000 National Sash and Door Jobbers Association 2400 E. Devon Avenue, Suite 364 Des Plaines, IL 60018 Phone: 9708) 299-3400

Content: Display of doors, windows, and millwork for wholesalers and manufacturers Attendance: 3,000 National Wood Flooring Association 233 Old Meramec Street Road Manchester, MO 63021 Phone: (314) 391-5161 Fax: (314) 391-6137 Attendees: 1,300 Nursery and Garden Supply Show, Farwest 2780 SE Harrison, Suite 102 Milwaukie, OR 97222 Phone: (503) 653-8733 Attendance: 13,000 72 Nurserymen Association of Colorado 5290 E. Yale Circle, Suite 104 Denver, CO 80222 Attendance: 4,500 Remodelers Show, National Association of Home Builders 1201 15th Street, NW Washington, DC 20005 Phone: (202) 861-2105 Fax: (202) 861-2104 Attendance: 8,000 Retail Lumber Association, North East 339 East Avenue Rochester, NY 14604 Phone: (716) 325-1626 Fax: (716) 325-6179 Attendance: 7,000 Southern California Home and Garden Show Southex Exhibitions 2099 South State College Boulevard Anaheim, CA 92806 Phone: (714) 978-8888 Fax: (714) 978-2422 Contents: Furniture, home improvement products, interior design,

kitchen & bath, lawn & garden Attendees: 100,000 (Largest show in CA) Southern Home and Garden Show 702 East McBee Avenue Greenville, SC 29601 Phone: (803) 233-6850 Fax: (803) 232-3541 Attendance: 40,000 Spring Home & Patio Show Industrial Expositions P.O Box 480084 Denver, CO 80248 Phone: (303) 892-6800 Fax: (303) 892-6322 Attendees: 35,000 Western Building Material Association Annual Meeting Box 1699 Olympia, WA 98507 Phone: (206) 943-3054 Fax: (206) 943-1219 Attendance: 1,300 primarily from Pacific Northwest 73 Western Floor Covering Association Trade Show 2211 East Howell Avenue Anaheim, CA 92806 Phone: (714) 978-6440 Fax: (714) 978-6066 Attendees: 30,000 Wood Technology Clinic & Show Miller-Freeman, Inc. 600 Harrison Street San Francisco, CA 94107 Attendance: 10,000 74 Production Home Builders Centex Corporation 3333 Lee Parkway P.O Box 19000 Dallas, TX 75219 (214) 559-6500 (909) 279-4000 in Corona, CA The largest homebuilder in the U.S with operations in

20 states, including California and Nevada. Lennar Corporation 700 N.W 107th Avenue Miami, FL 33172 (305) 559-4000 Builds moderatly-priced house. Has a rapidly expaning operation in Arizona Ryland Group 11000 Brokenland Parkway Columbia, MD 21044 (410) 715-7000 Major builder in Arizona, and California. Revamping its building material purchasing strategies Toll Brothers 3103 Philmont Avenue Huntingdon Valley, PA 19006 (215) 938-8000 Builder of luxury homes which is now entering the Phoenix market. M D C Holdings Inc Annual Sales: $500.0MM - $9999MM 3600 S Yosemite St Employees Here: 100 to 249 Denver, CO 80237-1812 Total Employees: 1,000 to 9,999 (303) 773-1100 Type of Location: headquarters Sic Code: 1521-9901 New construction, single-family houses Richmond Homes Inc 4600 S Ulster St Ste 400 Denver, CO 80237-2831 (303) 773-2727 Sic Code: 1531-0000 Operative builders Annual Sales: $250.0MM - $4999MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters

75 Del Webb Corporation Annual Sales: $500.0MM - $9999MM P O Box 29040 Employees Here: 100 to 249 Phoenix, AZ 85038-9040 Total Employees: 1,000 to 9,999 (602) 808-8000 Type of Location: headquarters (619) 772-5300 in Bermuda Dunes, CA Sic Code: 1531-0000 Operative builders Builder of planned, active-adult communities in Arizona, Southen Nevada, and Southern California. Chi Construction Company Annual Sales: $100.0MM - $2499MM P O Box 60010 Employees Here: 25 to 49 Phoenix, AZ 85082-0010 Total Employees: 25 to 49 (602) 483-0006 Type of Location: single location Sic Code: 1521-9901 New construction, single-family houses Jeff Blandford Development Annual Sales: $100.0MM - $2499MM 3651 E Baseline Rd Employees Here: 5 to 9 Gilbert, AZ 85234-2689 Total Employees: 25 to 49 (602) 892-4492 Type of Location: headquarters Sic Code: 1521-9901 New construction, single-family houses Rhodes Homes 4630 Arville Street Las Vegas, NV 89103 (702) 873-5338 Builder of mid-range to luxury homes in Las

Vegas. Kaufman & Broad Home Corp Annual Sales: above $1,000MM 10990 Wilshire Blvd Employees Here: 100 to 249 Los Angeles, CA 90024-3913 Total Employees: 1,000 to 9,999 (310) 231-4000 Type of Location: headquarters Sic Code: 1531-0000 Operative builders Largest homebuilder in CA. Builds moderately-priced houses with modern, stylish architecture Greystone Homes Inc Annual Sales: $250.0MM - $4999MM 6767 Forest Lawn Dr Employees Here: 10 to 24 Los Angeles, CA 90068-1027 Total Employees: 250 to 499 (213) 436-6300 Type of Location: headquarters Sic Code: 1521-9901 New construction, single-family houses Inco Homes P.O Box 970, Upland, CA 91785 (909) 981-8989 (702) 736-7672 in Las Vegas 76 Pardee Construction Co. 10880 Wilshire Boulevard, Suite 1900 Los Angeles, CA 90024 (310) 475-3525 Kaufman Broad Cstl Valleys Inc Annual Sales: $100.0MM - $2499MM 21900 Burbank Blvd Employees Here: 50 to 99 Woodland Hills, CA 91367-6469 Total Employees: 50 to 99 (818) 887-2275 Type of Location: single

location Sic Code: 1521-9901 New construction, single-family houses Barratt San Diego Annual Sales: $100.0MM - $2499MM 2035 Corte Del Nogal Ste Employees Here: 25 to 49 Carlsbad, CA 92009 Total Employees: 50 to 99 (619) 431-0800 Type of Location: headquarters Sic Code: 1531-9903 Speculative builder, multi-family dwellings Nielsen Construction Co Annual Sales: $100.0MM - $2499MM P O Box 80367 Employees Here: 50 to 99 San Diego, CA 92138-0367 Total Employees: 250 to 499 619619-291-6330 Type of Location: headquarters Sic Code: 1522-0107 Multi-family dwellings, new construction Standard Pacific Corp Annual Sales: $250.0MM - $4999MM P O Box 5063 Employees Here: 100 to 249 Costa Mesa, CA 92628-5063 Total Employees: 250 to 499 (714) 668-4300 Type of Location: headquarters Sic Code: 1531-0000 Operative builders Builds medium- to high-priced homes, primarily in California. Presley Companies The Del P O Box 6110 Newport Beach, CA 92658-6110 (714) 640-6400 Sic Code: 1531-0000 Operative builders

Annual Sales: $250.0MM - $4999MM Employees Here: 50 to 99 Total Employees: 250 to 499 Type of Location: headquarters Kaufman and Broad Coastal 100 Bayview Cir Ste 100 Newport Beach, CA 92660-2984 (714) 854-4252 Sic Code: 1531-0000 Operative builders Annual Sales: $100.0MM - $2499MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location 77 Bramalea California Inc 27432 Calle Arroyo San Juan Capistrano, CA 92675-2747 (714) 488-8850 Sic Code: 1531-0000 Operative builders Annual Sales: $100.0MM - $2499MM Employees Here: 10 to 24 Total Employees: 25 to 49 Type of Location: headquarters Baldwin Development 16811 Hale Ave Irvine, CA 92714-5020 (714) 660-1700 Sic Code: 1531-0000 Operative builders Annual Sales: $100.0MM - $2499MM Employees Here: 50 to 99 Total Employees: 250 to 499 Type of Location: headquarters Regis Homes Corporation Annual Sales: $100.0MM - $2499MM 18802 Bardeen Ave Employees Here: 500 to 999 Irvine, CA 92715-1521 Total Employees:

500 to 999 (714) 756-5959 Type of Location: headquarters Sic Code: 1531-9902 Cooperative apartment developers Swinerton & Walberg Co Annual Sales: $250.0MM - $4999MM 580 California St Employees Here: 250 to 499 San Francisco, CA 94104-1000 Total Employees: 500 to 999 (415) 421-2980 Type of Location: headquarters Sic Code: 1522-0105 Hotel/motel, new construction The Hofmann Company Annual Sales: $100.0MM - $2499MM P O Box 907 Employees Here: 25 to 49 Concord, CA 94522-0907 Total Employees: 100 to 249 (510) 682-4830 Type of Location: headquarters Sic Code: 1531-9904 Speculative builder, single-family houses Kaufman & Broad-South Bay Inc 2201 Walnut Ave Ste 150 Fremont, CA 94538-2334 (510) 792-2900 Sic Code: 1522-0000 Residential construction, nec Annual Sales: $100.0MM - $2499MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Grupe Company (Inc) Annual Sales: $100.0MM - $2499MM 3255 W March Ln FL 4 Employees Here: 50 to 99 Stockton, CA

95219-2304 Total Employees: 250 to 499 (209) 473-6000 Type of Location: headquarters Sic Code: 1531-9904 Speculative builder, single-family houses 78 Department Stores Home Shopping Network 2501 118th Avenue North St. Petersburg, FL 33716 (813) 572-8585 Operates the Home Shopping Club which conducts 24-hour a day, 7-day a week sales via television. HSC is changing from high-pressure, close-out sales to lower-pressure, brand name sales. MacFrugals 2430 East Del Amo Boulevard Dominguez, CA 90220 (310) 537-9220 Operates a chain of 278 retail stores in the western and southern U.S Specializes in the sale of "close-out" merchandise which is purchase in bulk at discount prices and quickly sold. Michaels Stores 5931 Campus Circle Drive Irving, Texas 75063 (214) 580-8242 Chain of specialty, retail stores featuring home decoration and arts and craft items, including picture-framing materials, hobby and art supplies, and holiday merchandise. Looking for suppliers. Price/Costco,

Inc. 999 Lake Drive Issaquah, WA 98027 (206) 313-8100 Operates the largest chain of wholesale cash and carry stores in the U.S and has stores in 10 states including California, Nevada, and Utah. Sales include furniture and building supplies Wal-Mart Stores Box 116 Bentonville, AR 72716 (501) 273-4000 Worlds largest retailer. Most stores are within a 450-mile radius of one of 30 distribution centers. Owns Sams Club warehouse sale stores that are very similar to Price/Costco stores 79 Kmart Corporation Annual Sales: above $1,000MM 3100 W Big Beaver Rd Employees Here: 1,000 to 9,999 Troy, MI 48084-3163 Total Employees: >10,000 (810) 643-1000 Type of Location: headquarters Sic Code: 5311-9901 Department stores, discount Sic Code: 5211-9908 Home centers Second largest retailer in the world. Stores commonly have furniture, hardware, and garden departments. Owns Builders Square home improvement centers Shopko Properties Inc P O Box 19060 Green Bay, WI 54307-9060 (414) 497-2211 Sic

Code: 5311-9901 Department stores, discount Annual Sales: $250.0MM - $4999MM Employees Here: 2 to 4 Total Employees: 1,000 to 9,999 Type of Location: headquarters Target Stores 777 Nicollet Mall Minneapolis, MN 55402-2055 (612) 370-6948 Sic Code: 5311-9901 Department stores, discount Annual Sales: above $1,000MM Employees Here: 100 to 249 Total Employees: >10,000 Type of Location: headquarters Sears Roebuck and Co 3333 Beverly Rd Hoffman Estates, IL 60179-0002 (847) 286-2500 Sic Code: 5311-0000 Department stores Annual Sales: above $1,000MM Employees Here: 1,000 to 9,999 Total Employees: >10,000 Type of Location: headquarters Sams Clubs P O Box 116 Bentonville, AR 72712-0116 (501) 273-4000 Sic Code: 5311-9901 Department stores, discount Sic Code: 5399-9906 Warehouse club stores Annual Sales: above $1,000MM Employees Here: 1,000 to 9,999 Total Employees: >=10,000 Type of Location: headquarters J C Penney Stores Annual Sales: above $1,000MM P O Box 10001 Employees Here:

1,000 to 9,999 Dallas, TX 75301-0001 Total Employees: >10,000 (214) 431-1000 Type of Location: headquarters Sic Code: 5311-9902 Department stores, non-discount Sic Code: 5961-0000 Catalog and mail-order houses Fourth largest retailer in the U.S Has stores in all 50 states and extensive catalog sales Home furnishings are 18% of sales. 80 Joslins Annual Sales: $100.0MM - $2499MM 7200 W Alameda Ave Employees Here: 250 to 499 Lakewood, CO 80226-3294 Total Employees: 1,000 to 9,999 (303) 922-7575 Type of Location: headquarters Sic Code: 5311-9902 Department stores, non-discount Thrifty Corporation P O Box 92333 Los Angeles, CA 90009-2333 (213) 251-6000 Sic Code: 5311-9901 Department stores, discount Annual Sales: $100.0MM - $2499MM Employees Here: 2 to 4 Total Employees: 1,000 to 9,999 Type of Location: headquarters Broadway The Annual Sales: above $1,000MM 3880 N Mission Rd Employees Here: 1,000 to 9,999 Los Angeles, CA 90031-3179 Total Employees: >10,000 213-227-2000 Type of

Location: headquarters Sic Code: 5311-9902 Department stores, non-discount Desmonds & Associates Inc Annual Sales: $25.0MM - $499MM 5455 Wilshire Blvd Employees Here: 50 to 99 Los Angeles, CA 90036-4201 Total Employees: 500 to 999 (213) 936-2163 Type of Location: headquarters Sic Code: 5311-9902 Department stores, non-discount Fedco P O Box 2605 Los Angeles, CA 90051-0605 (310) 946-2511 Sic Code: 5311-0000 Department stores Annual Sales: $500.0MM - $9999MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters Capin Mercantile Corporation 4000 Ruffin Rd San Diego, CA 92123-1818 (619) 627-1800 Sic Code: 5311-9901 Department stores, discount Annual Sales: $50.0MM - $999MM Employees Here: 2 to 4 Total Employees: 500 to 999 Type of Location: headquarters Harris Import-Export 300 N E St San Bernardino, CA 92416-0001 (909) 889-0444 Sic Code: 5311-0000 Department stores Annual Sales: $50.0MM - $999MM Employees Here: 250 to 499 Total Employees: 1,000

to 9,999 Type of Location: headquarters 81 Village East P O Box 28920 Fresno, CA 93729-8920 (209) 434-8000 Sic Code: 5311-0000 Department stores Annual Sales: $250.0MM - $4999MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters Bullocks Inc Annual Sales: $500.0MM - $9999MM 50 Ofarrell St Employees Here: unknown San Francisco, CA 94108-5808 Total Employees: unknown (415) 954-6000 Type of Location: headquarters Sic Code: 5311-9902 Department stores, non-discount Gumps Holding Inc 135 Post St San Francisco, CA 94108-4701 (415) 982-1616 Sic Code: 5961-9916 Mail order house, nec Sic Code: 5311-0000 Department stores Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Whole Earth Access Annual Sales: $100.0MM - $2499MM 1321 67th St Employees Here: 100 to 249 Emeryville, CA 94608-1122 Total Employees: 500 to 999 (510) 428-1600 Type of Location: headquarters Sic Code: 5311-0000

Department stores (Woodworking supplies) Fedco P O Box 2605 Los Angeles, CA 90051-0605 (310) 946-2511 Sic Code: 5311-0000 Department stores Annual Sales: $500.0MM - $9999MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters 82 Home Centers Homebase P O Box 9600 Natick, MA 01760-9600 (508) 651-6500 Sic Code: 5399-9906 Warehouse club stores Sic Code: 5211-9908 Home centers Annual Sales: above $1,000MM Employees Here: 25 to 49 Total Employees: >10,000 Type of Location: headquarters Builders Square Inc Annual Sales: above $1,000MM 9725 Datapoint Dr Employees Here: 500 to 999 San Antonio, TX 78229-2029 Total Employees: >10,000 (210) 616-8000 Type of Location: headquarters Sic Code: 5211-9908 Home centers Sic Code: 5261-0203 Gardeners supplies and tools, nec Dixieline Lumber Annual Sales: 13 outlets in CA 1400 W 28th St Employees Here: unknown National City, CA 91959-6308 Total Employees: unknown (619) 474-4671 Type of Location:

distribution center Sic Code: 5211-9908 Home centers Sic Code: 5211-0000 Lumber and other building materials Home Depot Inc P O Box 723020 Atlanta, GA 31139-0020 (770) 433-8211 Sic Code: 5211-9908 Home centers Annual Sales: above $1,000MM Employees Here: 1,000 to 9,999 Total Employees: >10,000 Type of Location: headquarters 84 Lumber Company P O Box 8484 Eighty Four, PA 15330-8484 (412) 228-8820 Sic Code: 5211-9908 Home centers Annual Sales: above $1,000MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters Kmart Corporation 3100 W Big Beaver Rd Troy, MI 48084-3163 810-643-1000 Sic Code: 5311-9901 Department stores, discount Sic Code: 5211-9908 Home centers Annual Sales: above $1,000MM Employees Here: 1,000 to 9,999 Total Employees: >10,000 Type of Location: headquarters 83 Building Material Retailers Foxworth-Galbraith Lumber Co Annual Sales: $250.0MM - $4999MM P O Box 799002 Employees Here: 50 to 99 Dallas, TX 75379-9002 Total

Employees: 1,000 to 9,999 (214) 437-6100 Type of Location: headquarters Sic Code: 5031-0000 Lumber, plywood, and millwork Sic Code: 5211-0000 Lumber and other building materials Sic Code: 2431-0108 Doors, wood BMC West Corporation Annual Sales: unknown P O Box 19347 Employees Here: 10 to 24 Boulder, CO 80308-2347 Total Employees: unknown (303) 442-5853 Type of Location: branch Sic Code: 5211-0000 Lumber and other building materials Fremont Group Inc Annual Sales: $500.0MM - $9999MM 50 Fremont St Ste 3700 Employees Here: 100 to 249 San Francisco, CA 94105-2230 Total Employees: 1,000 to 9,999 (415) 284-8500 Type of Location: headquarters Sic Code: 6552-9901 Land subdividers and developers, commercial Sic Code: 5211-0000 Lumber and other building materials Parr Lumber Co Annual Sales: $100.0MM - $2499MM P O Box 5489 Employees Here: 100 to 249 Beaverton, OR 97006-0489 Total Employees: 250 to 499 (503) 614-2500 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building

materials Rocky Mountain Pre-Stain Annual Sales: $50.0MM - $999MM P O Box 33676 Employees Here: 10 to 24 Denver, CO 80233-0676 Total Employees: 100 to 249 (303) 451-8001 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Brookharts Building Center Annual Sales: $50.0MM - $999MM 704 S Sierra Madre St Employees Here: 10 to 24 Colorado Springs, CO 80903-4024 Total Employees: 250 to 499 (719) 471-4500 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials 84 BMC West Corporation Annual Sales: $500.0MM-$9990MM PO Box 8008 Employees Here: 50 to 99 Boise, ID 83707-2008 Total Employees: 1,000 to 9,999 (208) 338-1750 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Anderson Lumber Company Annual Sales: $100.0MM - $2499MM P O Box 9459 Employees Here: 25 to 49 Ogden, UT 84409-0459 Total Employees: 500 to 999 (801) 479-3400 Type of Location: headquarters Sic Code: 5211-0000 Lumber and

other building materials Wmk Materials Annual Sales: $50.0MM - $999MM 6075 S Eastern Ave Ste 10 Employees Here: 25 to 49 Las Vegas, NV 89119-3146 Total Employees: 250 to 499 (702) 798-3900 Type of Location: headquarters Sic Code: 3273-0000 Ready-mixed concrete Sic Code: 5211-0000 Lumber and other building materials Barr Lumber Co Inc Annual Sales: $50.0MM - $999MM P O Box 1159 Employees Here: 50 to 99 Los Alamitos, CA 90720-1159 Total Employees: 250 to 499 (310) 596-4475 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Terry Lumber Co of Simi Valley Annual Sales: $50.0MM - $999MM 18551 Oxnard St Employees Here: 2 to 4 Tarzana, CA 91356-1408 Total Employees: 100 to 249 (818) 776-3200 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Dixieline Lumber Co Annual Sales: $100.0MM - $2499MM P O Box 85307 Employees Here: 50 to 99 San Diego, CA 92186-5307 Total Employees: 500 to 999 (619) 224-4120 Type of Location:

headquarters Sic Code: 5251-9901 Builders hardware Sic Code: 5031-9904 Lumber: rough, dressed, and finished Sic Code: 5211-0000 Lumber and other building materials Ganahl Lumber Company Annual Sales: $50.0MM - $999MM P O Box 31 Employees Here: 100 to 249 Anaheim, CA 92815-0031 Total Employees: 250 to 499 (714) 772-5444 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials 85 Fremont Group Inc Annual Sales: $500.0MM - $9999MM 50 Fremont St Ste 3700 Employees Here: 100 to 249 San Francisco, CA 94105-2230 Total Employees: 1,000 to 9,999 (415) 284-8500 Type of Location: headquarters Sic Code: 6552-9901 Land subdividers and developers, commercial Sic Code: 5211-0000 Lumber and other building materials Meeks Bldg Center-Vacaville Annual Sales: $50.0MM - $999MM P O Box 255749 Employees Here: 2 to 4 Sacramento, CA 95865-5749 Total Employees: 250 to 499 (916) 488-7704 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials

Supply One Home Center Annual Sales: $25.0MM - $499MM P O Box 20578 Employees Here: 10 to 24 Reno, NV 89515-0578 Total Employees: 100 to 249 (702) 689-8100 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5251-9901 Builders hardware All Amrican Home Center Inc Annual Sales: $25.0MM - $499MM 7201 Firestone Blvd Employees Here: 250 to 499 Downey, CA 90241-4197 Total Employees: 250 to 499 (310) 927-8666 Type of Location: single location Sic Code: 5251-0000 Hardware stores Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5231-0200 Paint and painting supplies Sic Code:5261-0100 Lawn and garden equipment Neiman-Reed Lumber Co Annual Sales: $25.0MM - $499MM 6633 Odessa Ave Employees Here: 10 to 24 Van Nuys, CA 91406-5746 Total Employees: 500 to 999 (818) 902-0202 Type of Location: headquarters Sic Code: 5251-0000 Hardware stores Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5999-9916 Plumbing and heating

supplies Sic Code:5261-0300 Retail nurseries Oxnard Building Materials Inc Annual Sales: $25.0MM - $499MM P O Box 348 Employees Here: 25 to 49 Oxnard, CA 93032-0348 Total Employees: 100 to 249 (805) 487-3841 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials 86 Hayward Lumber Annual Sales: $25.0MM - $499MM P O Box 81691 Employees Here: 10 to 24 Salinas, CA 93912-1691 Total Employees: 100 to 249 (408) 424-7349 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Goodman Lumber Co Annual Sales: $25.0MM - $499MM 445 Bay Shore Blvd Employees Here: 100 to 249 San Francisco, CA 94124-1508 Total Employees: 100 to 249 (415) 285-2800 Type of Location: single location Sic Code: 5211-0000 Lumber and other building materials Mac Beath Hardwood Company 2150 Oakdale Ave San Francisco, CA 94124-1516 (415) 647-0782 Sic Code: 5031-9902 Hardwood Sic Code: 5211-0102 Millwork and lumber Annual Sales: $25.0MM - $499MM Employees

Here: 25 to 49 Total Employees: 100 to 249 Type of Location: headquarters Piedmont Lumber Annual Sales: $25.0MM - $499MM 395 Taylor Blvd Ste 225 Employees Here: 10 to 24 Pleasant Hill, CA 94523-2292 Total Employees: 100 to 249 (510) 674-8770 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5251-9901 Builders hardware Sic Code: 5072-9901 Builders hardware, nec Sic Code:2439-9903 Trusses, except roof: laminated lumber Central Valley Builders Sup Annual Sales: $25.0MM - $499MM 1100 Vintage Ave Employees Here: 50 to 99 Saint Helena, CA 94574-1498 Total Employees: 100 to 249 )707) 963-3622 Type of Location: headquarters Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5251-0000 Hardware stores Sic Code: 5083-0308 Irrigation equipment San Lorenzo Lumber Co Inc P O Box 1808 Santa Cruz, CA 95061-1808 (408) 426-1020 Sic Code: 5211-0102 Millwork and lumber Sic Code: 5251-9901 Builders hardware Annual Sales: $50.0MM - $999MM

Employees Here: 50 to 99 Total Employees: 250 to 499 Type of Location: headquarters 87 Door and Window Manufacturers Andersen Windows 100 4th Ave N Bayport, MN 55003-1046 (612) 439-5150 Sic Code: 2431-0210 Windows, wood Annual Sales: above $1,000MM Employees Here: 1,000 to 9,999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Jeld-Wen Inc P O Box 1329 Klamath Falls, OR 97601-0268 (541) 882-3451 Sic Code: 2431-0108 Doors, wood Sic Code: 2431-0210 Windows, wood Annual Sales: $500.0MM - $9999MM Employees Here: 500 to 999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Marvin Windows & Doors P O Box 100 Warroad, MN 56763-0100 (218) 386-1430 Sic Code: 2431-0210 Windows, wood Annual Sales: $250.0MM - $4999MM Employees Here: 1,000 to 9,999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Pella Corporation 102 Main Street Pella, IA 50219 (515) 628-1000 Sic Code: 2431-0108 Doors, wood Sic Code: 2431-0210 Windows, wood Annual Sales:

$250.0MM - $4999MM Employees Here: 500 to 999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Ply Gem Industries Inc Annual Sales: $500.0MM - $9990MM 777 3rd Ave Employees Here: 25 to 49 New York, NY 10017-1401 Total Employees: 1,000 to 9,999 (212) 832-1550 Type of Location: headquarters Sic Code: 2431-0210 Windows, wood Sic Code: 3442-0300 Screen and storm doors and windows Sic Code: 2426-0100 Furniture stock and parts, hardwood Griffon Corporation Annual Sales: $500.0MM - $9990MM 100 Jericho Quadrangle Employees Here: 10 to 24 Jericho, NY 11753-2702 Total Employees: 1,000 to 9,999 (516) 938-5544 Type of Location: headquarters Sic Code: 3442-0402 Garage doors, overhead: metal Sic Code: 2431-0109 Garage doors, overhead, wood 88 Mims and Thomas P.O Box 559 Rocky Mount, VA 24151-0559 (540) 483-0211 Sic Code: 2431-0205 Window frames, wood Annual Sales: $100.0MM - $2499MM Employees Here: 1,000 to 9,999 Total Employees: 1,000 to 9,999 Type of Location: headquarters

Premdor Corporation 1 N Dale Mabry Hwy Tampa, FL 33609-2764 (813) 877-2726 Sic Code: 2431-0108 Doors, wood Annual Sales: $100.0MM - $2499MM Employees Here: unknown Total Employees: 1,000 to 9,999 Type of Location: headquarters Wayne-Dalton Corp Annual Sales: $250.0MM - $4999MM P.O Box 67 Employees Here: 500 to 999 Mount Hope, OH 44660-0067 Total Employees: 1,000 to 9,999 (212) 832-1550 Type of Location: headquarters Sic Code: 3442-0402 Garage doors, overhead: metal Sic Code: 2431-0109 Garage doors, overhead, wood Clopay Corporation Annual Sales: $250.0MM - $4999MM 312 Walnut St ste 1600 Employees Here: 100 to 249 Cincinnati, OH 45202-4066 Total Employees: 1,000 to 9,999 (513) 381-4800 Type of Location: headquarters Sic Code: 2431-0109 Garage doors, overhead, wood Sic Code: 3442-0402 Garage doors, overhead: metal Rolscreen Company 102 Main St Pella, IA 50219-2147 (515) 628-1000 Sic Code: 2431-0210 Windows, wood Annual Sales: $250.0MM - $4999MM Employees Here: 1,000 to 9,999 Total

Employees: 1,000 to 9,999 Type of Location: headquarters Kolbe & Kolbe Millwork Co Inc 1323 S 11th Ave Tampa, FL 33609-2764 (715) 342-5666 Sic Code: 2431-0205 Window frames, wood Annual Sales: $100.0MM - $2499MM Employees Here: 1,000 to 9,999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Vetter Mfg P O Box 8007 Wausau, WI 54402-8007 (715) 845-1161 Sic Code: 2431-0210 Windows, wood Sic Code: 3645-0000 Residential lighting fixtures Annual Sales: $100.0MM - $2499MM Employees Here: 500 to 999 Total Employees: 1,000 to 9,999 Type of Location: headquarters 89 Hurd P O Box 319 Medford, WI 54451-0319 (715) 748-2011 Sic Code: 2431-0205 Window frames, wood Annual Sales: $100.0MM - $2499MM Employees Here: 500 to 999 Total Employees: 500 to 999 Type of Location: headquarters Weather Shield Mfg Inc P O Box 309 Medford, WI 54451-0309 (715) 748-2100 Sic Code: 2431-0108 Doors, wood Sic Code: 3089-0322 Windows, plastic Annual Sales: $100.0MM - $2499MM Employees Here:

1,000 to 9,999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Atrium Door & Window Company P O Box 226957 Dallas, TX 75222-6957 (214) 438-4787 Sic Code: 2431-0108 Doors, wood Sic Code: Window and door frames Annual Sales: $100.0MM - $2499MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters Overhead Door Incorporated P O Box 809046 Dallas, TX 75380-9046 (214) 233-6611 Sic Code: 2431-0108 Doors, wood Annual Sales: $250.0MM - $4999MM Employees Here: 2 to 4 Total Employees: 1,000 to 9,999 Type of Location: headquarters Lone Star Plywood & Door Corp P O Box 1477 Englewood, CO 80150-1477 (303) 761-5400 Sic Code: 2431-0108 Doors, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Semco Windows P O Box 16030 Salt Lake City, UT 84116-0030 (801) 973-9093 Sic Code: 2431-0102 Door sashes, wood Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 100 to

249 Type of Location: headquarters Holmes-Hally Industries P O Box 22113 Los Angeles, CA 90022-0113 (213) 728-3311 Sic Code: 3429-0101 Builders hardware Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters 90 Sic Code: 2431-0109 Garage doors, overhead, wood Sic Code: 3442-0402 Garage doors, overhead: metal Columbia Manufacturing Corp P O Box 110 Gardena, CA 90247-0811 (310) 327-9300 Sic Code: 3442-0302 Screens, window, metal Sic Code: 2431-0104 Door screens, wood frame Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters Ohline Corporation 1930 W 139th St Gardena, CA 90249-2408 (310) 327-4630 Sic Code: 2431-0105 Door shutters, wood Annual Sales: $10.0MM - $249MM Employees Here: 250 to 499 Total Employees: 250 to 499 Type of Location: single location California Classics 27772 Avenue Scott Valencia, CA 91355-3417 (805) 294-2345 Sic Code: 2431-0108

Doors, wood Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Decore-Ative Specialties 4414 Azusa Canyon Rd Baldwin Park, CA 91706-2740 (818) 960-7731 Sic Code: 2431-0108 Doors, wood Annual Sales: $50.0MM - $999MM Employees Here: 500 to 999 Total Employees: 500 to 999 Type of Location: headquarters T M Cobb Company 13780 Central Ave Chino, CA 91710-5555 (909) 590-0868 Sic Code: 2431-0108 Doors, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Chesapeake Industries Inc Annual Sales: $25.0MM - $499MM 540 N Airpark Ave Employees Here: 1 Fullerton, CA 92633-2503 Total Employees: 50 to 99 (714) 992-4162 Type of Location: headquarters Sic Code: 2431-0100 Doors and door parts and trim, wood Sterling Shutters P O Box 2417 Newport Beach, CA 92659-1417 Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 91 (714) 548-7747 Sic Code:

2431-0105 Door shutters, wood Type of Location: headquarters T M Cobb Company 2372 Morse Ave Irvine, CA 92714-6234 (714) 474-2900 Sic Code: 2431-0101 Door frames, wood Sic Code: 3442-0100 Window and door frames Annual Sales: $25.0MM - $499MM Employees Here: unknown Total Employees: unknown Type of Location: headquarters Sierra Lumber Manufacturers P O Box 6216 Stockton, CA 95206-0216 (209) 943-7777 Sic Code: 2421-9903 Cut stock, softwood Sic Code: 2431-0108 Doors, wood Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters Doorcraft-Rocklin 3901 Cincinnati Ave Rocklin, CA 95765-1303 (916) 782-4900 Sic Code: 2431-0108 Doors, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch West Coast Lifetime Doors 8280 Elder Creek Rd Sacramento, CA 95828-1704 (916) 381-3500 Sic Code: 2431-0108 Doors, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown

Type of Location: branch Down River Forest Products Annual Sales: $50.0MM - $999MM P O Box 15290 Employees Here: 25 to 49 Sacramento, CA 95851-1290 Total Employees: 250 to 499 (916) 920-0290 Type of Location: headquarters Sic Code: 2431-0100 Doors and door parts and trim, wood Sic Code: 2653-0000 Corrugated and solid fiber boxes Champagne Windows 12775 E 38th Ave Denver, CO 80239-3410 (303) 375-0570 Sic Code: 2431-0210 Windows, wood Sic Code: 5031-0300 Doors and windows Annual Sales: $5.0MM - $99MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location 92 Point-Five Windows Inc 1304 Duff Dr Fort Collins, CO 80524-2700 (970) 482-6971 Sic Code: 2431-0205 Window frames, wood Annual Sales: $1.0MM - $24MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Oldach Window Corporation 1813 N Union Blvd Colorado Springs, CO 80909-2228 (719) 636-5181 Sic Code: 3211-0302 Insulating glass, sealed units Sic Code: 2431-0205

Window frames, wood Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters Weather Shield Mfg Inc 2990 S 800 W Logan, UT 84321-6353 (801) 753-6590 Sic Code: 2431-0210 Windows, wood Annual Sales: unknown Employees Here: 250 to 499 Total Employees: unknown Type of Location: branch Sunburst Shutters Inc 3637 E Maricopa Fwy Phoenix, AZ 85040-1819 (602) 275-0400 Sic Code: 2431-0208 Window shutters, wood Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters Ray Sun Inc Annual Sales: $5.0MM - $99MM 610 W Speedway Blvd Employees Here: 100 to 249 Tucson, AZ 85705-7545 Total Employees: 100 to 249 (520) 620-0575 Type of Location: headquarters Sic Code: 2434-0000 Wood kitchen cabinets Sic Code: 2431-0200 Windows and window parts and trim, wood Custom Shutters P O Box 4059 Chatsworth, CA 91313-4059 (818) 734-1570 Sic Code: 2431-0208 Window shutters, wood Annual Sales:

$2.5MM - $49MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Quality Window Fashions Inc Annual Sales: $5.0MM - $99MM 1925 S Vineyard Ave Employees Here: 50 to 99 Ontario, CA 91761-7747 Total Employees: 50 to 99 (909) 923-1260 Type of Location: headquarters Sic Code: 2431-0208 Window shutters, wood Sic Code: 2591-0000 Drapery hardware and window blinds and shades 93 L & L Custom Shutters Inc 1906 Nancita Cir Placentia, CA 92670-6737 (714) 996-2500 Sic Code: 2431-0208 Window shutters, wood Annual Sales: $2.5MM - $49MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Sherwood Forest Products 3655 W Mcfadden Ave Santa Ana, CA 92704-1398 (714) 839-3360 Sic Code: 2431-0208 Window shutters, wood Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Sierra Pacific Industries Annual Sales: unknown P O Box 1812 Employees Here: 50 to 99

Anderson, CA 96007-1811 Total Employees: unknown (916) 378-8310 Type of Location: branch Sic Code: 2431-0200 Windows and window parts and trim, wood Sne Enterprises Inc 22985 South Ave Corning, CA 96021-9658 (916) 824-4651 Sic Code: 2431-0210 Windows, wood Annual Sales: unknown Employees Here: 50 to 99 Total Employees: unknown Type of Location: branch 94 Regional Door and Window Wholesalers Conresco 201 Santa Fe Dr Denver, CO 80223-1392 (303) 825-2211 Sic Code: 5031-0307 Windows Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters Premier Plumbing and Heating 1440 S Lipan St Denver, CO 80223-3411 (303) 733-0633 Sic Code: 5031-0304 Doors, nec Annual Sales: $10.0MM - $249MM Employees Here: 10 to 24 Total Employees: 100 to 249 Type of Location: headquarters Interstate Hardware Co Inc P O Box 24018 Denver, CO 80224-0018 (303) 755-4590 Sic Code: 5031-0307 Windows Sic Code: 5072-9901 Builders hardware, nec Annual

Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Krest Distributing Inc 11000 E 40th Ave Denver, CO 80239-3226 (303) 371-0274 Sic Code: 5031-0307 Windows Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Pioneer Wholesale Supply Co P O Box 1318 Salt Lake City, UT 84110-1318 (801) 355-5456 Sic Code: 5072-9901 Builders hardware, nec Sic Code: 5031-0304 Doors, nec Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Pioneer Lumber Company Annual Sales: $10.0MM - $249MM P O Box 493 Employees Here: 50 to 99 Ogden, UT 84402-0493 Total Employees: 50 to 99 (801) 731-0621 Type of Location: single location Sic Code: 5031-0303 Doors, garage Sic Code: 5211-0203 Garage doors, sale and installation 95 Feddick Window & Door Corp 102 W Watkins St Phoenix, AZ 85003-2839 (602) 256-2844 Sic Code:

5031-0300 Doors and windows Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Avanti Industries Inc 7138 N 110th Ave Glendale, AZ 85307-2800 (602) 872-0560 Sic Code: 5031-0307 Windows Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters C K A Group Inc 1950 E 25th St Los Angeles, CA 90058-1130 (213) 232-8802 Sic Code: 5031-0300 Doors and windows Annual Sales: $10.0MM - $249MM Employees Here: 10 to 24 Total Employees: 10 to 24 Type of Location: single location Architectural Doors Inc 7572 Santa Rita Cir Stanton, CA 90680-3433 (714) 898-3667 Sic Code: 5031-0304 Doors, nec Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: headquarters Sierra Wholesale Hardware Inc P O Box 5158 San Bernardino, CA 92412-5158 (909) 884-8644 Sic Code: 5031-0304 Doors, nec Sic Code: 5072-0000 Hardware Annual Sales: $10.0MM -

$249MM Employees Here: 25 to 49 Total Employees: 50 to 99 Type of Location: headquarters Pella Window Stores Annual Sales: $10.0MM - $249MM P O Box 9427 Employees Here: 50 to 99 Brea, CA 92622-9427 Total Employees: 50 to 99 (714) 256-0565 Type of Location: headquarters Sic Code: 5211-0207 Windows, storm: wood or metal Sic Code: 5031-0306 Window frames, all materials R Lang Company 637 Ohio Ave Richmond, CA 94804-2339 (510) 237-5055 Sic Code: 3442-0301 Screen doors, metal Annual Sales: $10.0MM - $249MM Employees Here: 25 to 49 Total Employees: 50 to 99 Type of Location: headquarters 96 Sic Code: 3444-0305 Skylights, sheet metal Sic Code: 3211-0000 Flat glass Sic Code:5031-0307 Windows Blomberg Window Systems P O Box 22485 Sacramento, CA 95822-0485 (916) 428-8060 Sic Code: 5031-0307 Windows Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters American Building Supply Inc Annual Sales: $25.0MM - $499MM P O Box 278000

Employees Here: 100 to 249 Sacramento, CA 95827-8000 Total Employees: 100 to 249 (916) 381-8322 Type of Location: headquarters Sic Code: 5031-0304 Doors, nec Sic Code: 3231-9902 Doors, glass: made from purchased glass 97 Regional Millwork Manufacturers Wigand Corporation Annual Sales: $25.0MM - $499MM 850 Elkton Dr Employees Here: 100 to 249 Colorado Springs, CO 80907-3521 Total Employees: 100 to 249 (719) 599-8887 Type of Location: single location Sic Code: 2431-0600 Interior and ornamental woodwork and trim Sierra Forest Industries Inc Annual Sales: $10.0MM - $249MM P O Box 305 Employees Here: 100 to 249 Dinuba, CA 93618-0305 Total Employees: 100 to 249 (209) 591-2000 Type of Location: single location Sic Code: 2448-0201 Pallets, wood Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 2431-0000 Millwork Fibreboard Corporation Annual Sales: $250.0MM - $4999MM 2121 N Cal Blvd Ste 560 Employees Here: 25 to 49 Walnut Creek, CA 94596 Total Employees: 1,000 to

9,999 (510) 274-0700 Type of Location: headquarters Sic Code: 2421-0000 Sawmills and planing mills, general Sic Code: 2435-0000 Hardwood veneer and plywood Sic Code: 2431-0000 Millwork Pacific Southeast Forest Pdts Annual Sales: $25.0MM - $499MM P O Box 819 Employees Here: 50 to 99 Diamond Springs, CA 95619-0819 Total Employees: 50 to 99 (916) 626-4221 Type of Location: single location Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Forest Setzer Products Inc Annual Sales: $25.0MM - $499MM 2555 3rd St Employees Here: 100 to 249 Sacramento, CA 95818-1100 Total Employees: 250 to 499 (916) 442-2555 Type of Location: headquarters Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 2441-0103 Box shook, wood Moulding Mart Annual Sales: $10.0MM - $249MM 2601 Redding Ave Employees Here: 100 to 249 Sacramento, CA 95820-2155 Total Employees: 100 to 249 (916) 452-7531 Type of Location: single location Sic Code: 2431-0303 Moldings, wood: unfinished and

prefinished Sic Code: 5211-0200 Door and window products 98 Global Imports Annual Sales: $50.0MM - $999MM 8180 Industrial Pky Employees Here: 50 to 99 Sacramento, CA 95824-2312 Total Employees: 250 to 499 (916) 381-4200 Type of Location: headquarters Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 5031-9910 Structural assemblies, prefabricated: wood Medallion Millwork Inc 4722 Skyway Dr Marysville, CA 95901-7433 (916) 743-7161 Sic Code: 2431-0000 Millwork Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location Cal Yuba Annual Sales: $10.0MM - $249MM P O Box 1078 Employees Here: 100 to 249 Yuba City, CA 95992-1078 Total Employees: 100 to 249 (916) 742-2168 Type of Location: headquarters Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Mbm Annual Sales: $25.0MM - $499MM P O Box 326 Employees Here: 2 to 4 Yuba City, CA 95992-0326 Total Employees: 100 to 249 916-695-2195 Type of

Location: headquarters Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sunset Moulding Co Annual Sales: $50.0MM - $999MM P O Box 326 Employees Here: 100 to 249 Yuba City, CA 95992-0326 Total Employees: 250 to 499 (916) 695-1000 Type of Location: headquarters Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 2421-9903 Cut stock, softwood P & M Cedar Products Inc Mill Rd Mccloud, CA 96057 (916) 964-2178 Sic Code: 2431-0602 Panel work, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch 99 Regional Millwork Wholesalers Empire Distributors Inc Annual Sales: $10.0-249MM PO Box 17 Employees Here: 50 to 99 Zeeland, MI 49464-0017 Total Employees: 100 to 249 (616) 772-9020 Type of Location: headquarters Sic Code: 5031-0000 Lumber, plywood, and millwork Home Lumber and Supply Co Annual Sales: $25.0MM - $499MM 1225 W Belleview Ave Employees Here: 25 to 49 Littleton, CO 80120-6014 Total Employees:

250 to 499 (303) 794-2688 Type of Location: headquarters Sic Code: 5031-0000 Lumber, plywood, and millwork Sic Code: 5211-0000 Lumber and other building materials Snavely Forest Products Co Annual Sales: $25.0MM - $499MM P O Box 16107 Employees Here: 25 to 49 Denver, CO 80216-0107 Total Employees: 25 to 49 (303) 287-2591 Type of Location: single location Sic Code: 5031-0000 Lumber, plywood, and millwork Denpak Building Products Inc Annual Sales: $50.0MM - $999MM 6777 Downing St Employees Here: 100 to 249 Denver, CO 80229-7106 Total Employees: 100 to 249 (303) 289-5461 Type of Location: single location Sic Code: 5031-0000 Lumber, plywood, and millwork Sic Code: 2441-0100 Boxes, wood Sic Code: 2439-0000 Structural wood members, nec Sic Code:2448-0201 Pallets, wood Butterfield Building Supply Annual Sales: $25.0MM - $499MM 375 N Main St Employees Here: 10 to 24 Midvale, UT 84047-2486 Total Employees: 10 to 24 (801) 255-4201 Type of Location: single location Sic Code: 5031-0000 Lumber,

plywood, and millwork Sandlin Lumber Co Inc Annual Sales: $25.0MM - $499MM 5555 Arville St Employees Here: 25 to 49 Las Vegas, NV 89118-2243 Total Employees: 25 to 49 (702) 873-5911 Type of Location: single location Sic Code: 5031-0000 Lumber, plywood, and millwork 100 Hometime Annual Sales: $50.0MM - $999MM 1999 Avenue of The Stars Employees Here: 10 to 24 Los Angeles, CA 90067-6022 Total Employees: 50 to 99 (310) 203-5401 Type of Location: headquarters Sic Code: 2493-0302 Fiberboard, wood Sic Code: 5031-0000 Lumber, plywood, and millwork Neiman-Reed Lumber Co Annual Sales: $25.0MM - $499MM 6633 Odessa Ave Employees Here: 10 to 24 Van Nuys, CA 91406-5746 Total Employees: 500 to 999 (818) 902-0202 Type of Location: headquarters Sic Code: 5251-0000 Hardware stores Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5999-9916 Plumbing and heating supplies Sic Code:5261-0300 Retail nurseries Parr Lumber Co Annual Sales: $25.0MM - $499MM P O Box 989 Employees Here: 10 to

24 Chino, CA 91708-0989 Total Employees: 10 to 24 (909) 627-0953 Type of Location: single location Sic Code: 5031-0000 Lumber, plywood, and millwork Bear Forest Products Inc Annual Sales: $25.0MM - $499MM P O Box 20092 Employees Here: 10 to 24 Riverside, CA 92516-0092 Total Employees: 10 to 24 (909) 369-8010 Type of Location: single location Sic Code: 5031-0000 Lumber, plywood, and millwork Diablo Timber Annual Sales: $25.0MM - $499MM P O Box 3690 Employees Here: 25 to 49 Napa, CA 94558-0368 Total Employees: 50 to 99 (707) 252-6142 Type of Location: headquarters Sic Code: 2421-9909 Resawing lumber into smaller dimensions Sic Code: 5031-0000 Lumber, plywood, and millwork Scotia Pacific Holding Company Annual Sales: $100.0MM - $2499MM 125 Main St Employees Here: 10 to 24 Scotia, CA 95565 Total Employees: 25 to 49 (707) 764-2330 Type of Location: headquarters Sic Code: 5031-0000 Lumber, plywood, and millwork 101 Flooring Retailers and Installers Guys Floor Service Inc Annual Sales:

$5.0MM - $99MM 2050 W 9th Ave Employees Here: 100 to 249 Denver, CO 80204-3846 Total Employees: 100 to 249 (303) 623-4191 Type of Location: headquarters Sic Code: 1752-0000 Floor laying and floor work, nec Sic Code: 5713-0000 Floor covering stores All City Hardwood Floor Company Annual Sales: $5.0MM - $99M 4795 Oakland St Employees Here: 50 to 99 Denver, CO 80239-2717 Total Employees: 50 to 99 (303) 371-0400 Type of Location: single location Sic Code: 5023-0400 Floor coverings Sic Code: 5713-0000 Floor covering stores Sic Code: 1752-0000 Floor laying and floor work, nec United Floor Company Inc Annual Sales: $2.5MM - $49MM 2130 Victor Pl Employees Here: 25 to 49 Colorado Springs, CO 80915-1503 Total Employees: 25 to 49 (719) 597-0200 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec Oquirrh Mountain Flooring Inc Annual Sales: $2.5MM - $49MM 598 N Main St Employees Here: 5 to 9 Tooele, UT 84074-1655 Total Employees: 5 to 9 (801) 882-1000 Type of

Location: single location Sic Code: 5713-0000 Floor covering stores Sic Code: 1752-0000 Floor laying and floor work, nec Contract Floor Coverings Annual Sales: $5.0MM - $99MM P O Box 17597 Employees Here: 2 to 4 Salt Lake City, UT 84117-0597 Total Employees: 2 to 4 (801) 272-7819 Type of Location: single location Sic Code: 5023-0400 Floor coverings Sic Code: 1752-0000 Floor laying and floor work, nec United Flr Coverings Interiors Annual Sales: $2.5MM - $49MM P O Box 11584 Employees Here: 50 to 99 Phoenix, AZ 85061-1584 Total Employees: 50 to 99 (602) 842-3444 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec 102 Continental Flooring Company Annual Sales: $10.0MM - $249MM 5111 N Scottsdale Rd Employees Here: 25 to 49 Scottsdale, AZ 85250-7075 Total Employees: 25 to 49 (602) 949-8509 Type of Location: headquarters Sic Code: 1752-0000 Floor laying and floor work, nec Sic Code: 5023-0400 Floor coverings Ifs Annual Sales: $2.5MM - $49MM 2020 N 10th

Ave Employees Here: 25 to 49 Tucson, AZ 85705-5515 Total Employees: 25 to 49 (520) 884-5556 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec Floor Resource Llc Annual Sales: $2.5MM - $49MM 3151 W Tompkins Ave Employees Here: 10 to 24 Las Vegas, NV 89103-5648 Total Employees: 10 to 24 (702) 795-3222 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec Scs Systems of California Annual Sales: $5.0MM - $99MM 6310 San Vicente Blvd Employees Here: 5 to 9 Los Angeles, CA 90048-5426 Total Employees: 5 to 9 (213) 965-9500 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec J & S Floors Inc Annual Sales: $10.0MM - $249MM 19860 Nordhoff Pl Employees Here: 25 to 49 Chatsworth, CA 91311-6607 Total Employees: 25 to 49 (818) 885-0851 Type of Location: headquarters Sic Code: 1752-0000 Floor laying and floor work, nec Dw Interiors Incorporated Annual Sales: $2.5MM - $49MM 6205 Van Nuys Blvd

Employees Here: 25 to 49 Van Nuys, CA 91401-2710 Total Employees: 25 to 49 (818) 786-0681 Type of Location: single location Sic Code: 5713-0000 Floor covering stores Sic Code: 1752-0000 Floor laying and floor work, nec J W Floor Covering Inc Annual Sales: $2.5MM - $49MM 7505 Trade St Employees Here: 50 to 99 San Diego, CA 92121-2411 Total Employees: 50 to 99 (619) 530-2901 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec 103 C and C Flooring Inc Annual Sales: $2.5MM - $49MM 41910 Boardwalk Ste A-7 Employees Here: 5 to 9 Palm Desert, CA 92211-9095 Total Employees: 5 to 9 (619) 341-9775 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec Sic Code: 5713-0000 Floor covering stores The Floor Show 591 Explorer St Brea, CA 92621-3111 (714) 255-8400 Sic Code: 1752-9906 Resilient floor laying Annual Sales: $10.0MM - $249MM Employees Here: 25 to 49 Total Employees: 50 to 99 Type of Location: headquarters Carrara

Design Annual Sales: $2.5MM - $49MM 1240 N Van Buren St Employees Here: 2 to 4 Anaheim, CA 92807-1602 Total Employees: 2 to 4 (714) 630-4187 Type of Location: single location Sic Code: 5211-0000 Lumber and other building materials Sic Code: 1752-0000 Floor laying and floor work, nec Prosorce Oxnard Whl Flr Cvrngs Annual Sales: $2.5MM - $49MM 5109 Walker St Employees Here: 5 to 9 Ventura, CA 93003-7359 Total Employees: 10 to 24 (805) 658-2259 Type of Location: headquarters Sic Code: 5713-0000 Floor covering stores Sic Code: 5719-0400 Window furnishings Sic Code: 5023-0400 Floor coverings Sic Code:1752-0000 Floor laying and floor work, nec Monroe Schneider Associates Annual Sales: $25.0MM - $499MM P O Box 2387 Employees Here: 50 to 99 South San Francisco, CA 94083-2387 Total Employees: 100 to 249 (415) 871-6276 Type of Location: headquarters Sic Code: 1752-0000 Floor laying and floor work, nec Abbey Carpet of San Francisco Annual Sales: $2.5MM - $49MM 3100 Geary Blvd Employees Here: 10

to 24 San Francisco, CA 94118-3317 Total Employees: 10 to 24 (415) 752-6620 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec Sic Code: 5713-0000 Floor covering stores Sic Code: 5211-0101 Flooring, wood 104 Spiteri Bros Hardwood Flr Co Annual Sales: $2.5MM - $49MM 1729 Action Ave Employees Here: 5 to 9 Napa, CA 94559-1838 Total Employees: 10 to 24 (707) 226-7543 Type of Location: headquarters Sic Code: 5031-9902 Hardboard Sic Code: 5211-0101 Flooring, wood Sic Code: 1752-9908 Wood floor installation and refinishing Floor Dimensions Annual Sales: $2.5MM - $49MM 3571 San Pablo Dam Rd Employees Here: 10 to 24 El Sobrante, CA 94803-2727 Total Employees: 25 to 49 (510) 223-3300 Type of Location: headquarters Sic Code: 5713-0000 Floor covering stores Sic Code: 1752-0000 Floor laying and floor work, nec Simas Floor Co Inc Annual Sales: $5.0MM - $99MM 3550 Power Inn Rd Employees Here: 25 to 49 Sacramento, CA 95826-3804 Total Employees: 25 to 49 (916)

452-4933 Type of Location: single location Sic Code: 1752-0000 Floor laying and floor work, nec 105 Regional Household Furniture Manufacturers Pacific Frames Annual Sales: unknown 3950 Kearney St Employees Here: 100 to 249 Denver, CO 80207-1326 Total Employees: unknown (303) 393-0059 Type of Location: branch Sic Code: 2511-0101 Bed frames, except water bed frames: wood OSullivan Industries Inc Annual Sales: unknown 5080 W Highway 56 Employees Here: 100 to 249 Cedar City, UT 84720-8054 Total Employees: unknown (801) 865-1300 Type of Location: branch Sic Code: 2511-9908 Unassembled or unfinished furniture, household: wood Trendwood Inc 2402 S 15th Ave Phoenix, AZ 85007-4407 (602) 254-6928 Sic Code: 2511-0000 Wood household furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Rta Furniture Mfrs Inc 3021 N 29th Dr Phoenix, AZ 85017-5504 (602) 278-9663 Sic Code: 2511-0501 Bookcases, household: wood Sic Code:

2521-0000 Wood office furniture Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Oak Canyon Inc Annual Sales: $10.0MM - $249MM 3711 W Clarendon Ave Employees Here: 100 to 249 Phoenix, AZ 85019-3715 Total Employees: 100 to 249 (602) 233-0224 Type of Location: single location Sic Code: 2511-0604 Stands, household, nec: wood Vargas Furniture Mfg Co 8255 Beach St Los Angeles, CA 90001-4014 (213) 588-3202 Sic Code: 2511-0000 Wood household furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Boyd Furniture Company Inc 6355 E Washington Blvd Los Angeles, CA 90040-1817 Annual Sales: $25.0MM - $499MM Employees Here: 250 to 499 Total Employees: 250 to 499 106 (213) 726-6767 Sic Code: 2511-0000 Wood household furniture Type of Location: headquarters Evenflo Juvenile Furniture 6235 S St Andrews Pl Los Angeles, CA 90047-1351 (213) 759-9191 Sic

Code: 2511-0304 Juvenile furniture: wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Sandberg Furniture 5705 Alcoa Ave Los Angeles, CA 90058-3736 (213) 582-0711 Sic Code: 2511-0000 Wood household furniture Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Kushwood Chair P O Box 2166 Gardena, CA 90247-0166 (310) 532-0400 Sic Code: 2511-0000 Wood household furniture Sic Code: 2521-0000 Wood office furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Oakwood Interiors 19129 S Hamilton Ave Gardena, CA 90248-4401 (31) -352-1300 Sic Code: 2511-0100 Wood bedroom furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Geron Furniture 19808 Normandie Ave Torrance, CA 90502-1112 (213) 770-2532 Sic Code: 2511-0000 Wood household furniture

Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Kushwood Mfg Inc 6905 Aragon Cir Buena Park, CA 90620-1118 (714) 522-2100 Sic Code: 2511-0000 Wood household furniture Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Lee Anderson Furniture Mfg 6441 Caballero Blvd Buena Park, CA 90620-1127 Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 107 (714) 739-7033 Type of Location: single location Sic Code: 2511-9908 Unassembled or unfinished furniture, household: wood Sic Code: 1521-0101 General remodeling, single-family houses Woodcrest Furniture Company 6930 Valley View Ave La Mirada, CA 90638 (310) 407-3444 Sic Code: 2511-0100 Wood bedroom furniture Annual Sales: unknown Employees Here: 250 to 499 Total Employees: unknown Type of Location: branch Beverly Furniture Company Annual Sales: $10.0MM - $249MM 4859

Gregg Rd Employees Here: 250 to 499 Pico Rivera, CA 90660-2106 Total Employees: 250 to 499 (310) 695-5721 Type of Location: headquarters Sic Code: 2511-0203 Chairs, household, except upholstered: wood Sic Code: 2512-0000 Upholstered household furniture Sic Code: 2599-0205 Restaurant furniture, wood or metal Good Companies 1118 E 223rd St Carson, CA 90745-4210 (310) 549-2160 Sic Code: 2511-0100 Wood bedroom furniture Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Nordwins Corp Annual Sales: $2.5MM - $49MM P O Box 4200 Employees Here: 100 to 249 Burbank, CA 91503-4200 Total Employees: 100 to 249 (213) 268-7493 Type of Location: single location Sic Code: 2511-0101 Bed frames, except water bed frames: wood Arbek Manufacturing Inc 4880 Murietta St Chino, CA 91710-5100 (909) 590-1629 Sic Code: 2511-0100 Wood bedroom furniture Sic Code: 5021-0204 Sofas and couches Annual Sales: $10.0MM - $249MM Employees Here: 250 to 499

Total Employees: 250 to 499 Type of Location: headquarters Bush Industries Inc Annual Sales: unknown 11478 E Mission Vista Dr Employees Here: 100 to 249 Rancho Cucamonga, CA 91730-6054 Total Employees: unknown (909) 948-2874 Type of Location: branch Sic Code: 2511-9908 Unassembled or unfinished furniture, household: wood Sic Code: 2521-9901 Panel systems and partitions (free-standing), office: wood 108 Pacific Tri-View Corporation 9000 9th St 140 Rancho Cucamonga, CA 91730-4453 (909) 980-6003 Sic Code: 2511-0000 Wood household furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Marge Carson Annual Sales: $10.0MM - $249MM P O Box 889 Employees Here: 100 to 249 Rosemead, CA 91770-0889 Total Employees: 100 to 249 (818) 571-1111 Type of Location: headquarters Sic Code: 2512-9902 Living room furniture: upholstered on wood frames Sic Code: 2511-0000 Wood household furniture Wood Craft Co 1675 Brandywine Ave

F Chula Vista, CA 91911-6020 (619) 656-0344 Sic Code: 2521-0000 Wood office furniture Sic Code: 2511-0000 Wood household furniture Annual Sales: $25.0MM - $499MM Employees Here: 250 to 499 Total Employees: 250 to 499 Type of Location: single location Martin Furniture Annual Sales: $10.0MM - $249MM 1903 Friendship Dr Employees Here: 100 to 249 El Cajon, CA 92020-1130 Total Employees: 250 to 499 (619) 449-1009 Type of Location: headquarters Sic Code: 2511-0000 Wood household furniture Sic Code: 2517-9901 Home entertainment unit cabinets, wood San Diego Design II Inc 9366 Abraham Way Santee, CA 92071-2861 (619) 562-8051 Sic Code: 2511-0000 Wood household furniture Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Blackhawk Furniture Inc P O Box 51307 Riverside, CA 92517-2307 (909) 788-4265 Sic Code: 2511-0100 Wood bedroom furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249

Type of Location: headquarters Eldon Collection 1551 E Orangethorpe Ave Fullerton, CA 92631-5206 (714) 738-8424 Sic Code: 2511-0000 Wood household furniture Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location 109 Kenwood Manufacturing Inc 515 E Dyer Rd Santa Ana, CA 92707-3736 (714) 437-0555 Sic Code: 2511-0000 Wood household furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Orman Grubb Company 4930 E La Palma Ave Anaheim, CA 92807-1912 (714) 970-2366 Sic Code: 2511-0100 Wood bedroom furniture Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters Wambold Furniture 6800 Smith Rd Simi Valley, CA 93063-4912 (805) 526-5200 Sic Code: 2511-0000 Wood household furniture Annual Sales: $10.0MM - $249MM Employees Here: 250 to 499 Total Employees: 250 to 499 Type of Location: single

location Creations In Wood 5843 E Brown Ave Fresno, CA 93727-1364 (209) 294-1100 Sic Code: 2511-0501 Bookcases, household: wood Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location New West Industries Annual Sales: unknown 601 Walsh Ave Employees Here: 100 to 249 Santa Clara, CA 95050-2629 Total Employees: unknown (408) 988-2882 Type of Location: branch Sic Code: 2511-0000 Wood household furniture Sic Code: 2512-0000 Upholstered household furniture Sic Code: 2514-0000 Metal household furniture American Moulding & Mllwk Co Annual Sales: $25.0MM - $499MM P O Box 8220 Employees Here: 100 to 249 Stockton, CA 95208-0220 Total Employees: 100 to 249 (209) 946-5800 Type of Location: single location Sic Code: 2511-9908 Unassembled or unfinished furniture, household: wood 110 Regional Upholstered Furniture Manufacturers Thunderbird Furniture Annual Sales: unknown 7501 E Redfield Rd Employees Here: 100 to 249 Scottsdale,

AZ 85260-3403 Total Employees: unknown (602) 948-0600 Type of Location: branch Sic Code: 2512-0100 Wood upholstered chairs and couches Cal Style Holdings Co Inc Annual Sales: $25.0MM - $499MM 3015 E Ana St Employees Here: 2 to 4 Compton, CA 90221-5604 Total Employees: 500 to 999 (310) 537-3520 Type of Location: headquarters Sic Code: 2514-9904 Household furniture: upholstered on metal frames Sic Code: 2512-9902 Living room furniture: upholstered on wood frames Tpi Simmons Annual Sales: unknown 18626 S Reyes Ave Employees Here: 100 to 249 Compton, CA 90221-5608 Total Employees: unknown (310) 537-4800 Type of Location: branch Sic Code: 2512-9902 Living room furniture: upholstered on wood frames Douglas Furniture of Cal Annual Sales: $100.0MM - $2499MM 4000 Redondo Beach Ave Employees Here: 500 to 999 Redondo Beach, CA 90278-1109 Total Employees: 1,000 to 9,999 (310) 643-7200 Type of Location: headquarters Sic Code: 2514-0203 Dinette sets: metal Sic Code: 2512-0103 Recliners: upholstered

on wood frames Sic Code: 2511-0200 Kitchen and dining room furniture Mike Cims Inc Annual Sales: $10.0MM - $249MM 2300 E Curry St Employees Here: 100 to 249 Long Beach, CA 90805-3211 Total Employees: 100 to 249 (310) 428-8390 Type of Location: single location Sic Code: 2512-9902 Living room furniture: upholstered on wood frames Elite Upholstery Company Annual Sales: $5.0MM - $99MM P O Box 1247 Employees Here: 100 to 249 La Puente, CA 91749-1247 Total Employees: 100 to 249 (909) 468-0555 Type of Location: single location Sic Code: 2512-9902 Living room furniture: upholstered on wood frames 111 Stratford/Avon of California Annual Sales: unknown 1050 S Dupont Ave Employees Here: 100 to 249 Ontario, CA 91761-1578 Total Employees: unknown (909) 467-1880 Type of Location: branch Sic Code: 2512-0103 Recliners: upholstered on wood frames Marge Carson Annual Sales: $10.0MM - $249MM P O Box 889 Employees Here: 100 to 249 Rosemead, CA 91770-0889 Total Employees: 100 to 249 (818) 571-1111

Type of Location: headquarters Sic Code: 2512-9902 Living room furniture: upholstered on wood frames Sic Code: 2511-0000 Wood household furniture Leather Trend Annual Sales: $10.0MM - $249MM 9993 Marconi Dr Employees Here: 5 to 9 San Ysidro, CA 92173-3271 Total Employees: 100 to 249 (619) 661-5577 Type of Location: headquarters Sic Code: 2512-0100 Wood upholstered chairs and couches Castro Convertible Annual Sales: $50.0MM - $999MM 200 N Berry St Employees Here: 2 to 4 Brea, CA 92621-3903 Total Employees: 500 to 999 (714) 990-3100 Type of Location: headquarters Sic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood frames Sic Code: 5712-0202 Custom made furniture, except cabinets Dependable Furniture Mfg Co Annual Sales: $5.0MM - $99MM 111 San Leandro Blvd Employees Here: 100 to 249 San Leandro, CA 94577-1559 Total Employees: 100 to 249 (510) 635-1111 Type of Location: single location Sic Code: 2512-0100 Wood upholstered chairs and couches Krauses Furniture Inc Annual

Sales: $100.0MM - $2499MM 5980 Stoneridge Dr Employees Here: 2 to 4 Pleasanton, CA 94588-2723 Total Employees: 1,000 to 9,999 (510) 460-6201 Type of Location: headquarters Sic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood frames Sic Code: 5712-0202 Custom made furniture, except cabinets 112 Regional Office Furniture Manufacturers Hughes and Company 500 E 76th Ave Denver, CO 80229-6207 (303) 289-2211 Sic Code: 2541-0106 Store fixtures, wood Annual Sales: $10.0MM - $249MM Employees Here: 250 to 499 Total Employees: 250 to 499 Type of Location: single location Innovative Kitchens 4401 Innovation Dr Fort Collins, CO 80525-3404 (970) 223-7779 Sic Code: 2541-0106 Store fixtures, wood Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Hurco Industries Annual Sales: $10.0MM - $249MM P O Box 9119 Employees Here: 100 to 249 Ogden, UT 84409-0119 Total

Employees: 100 to 249 (801) 394-9471 Type of Location: single location Sic Code: 2541-0102 Display fixtures, wood Sic Code: 2542-0203 Counters or counter display cases, except wood American Fixture Shop Annual Sales: unknown P O Box 326 Employees Here: 100 to 249 Payson, UT 84651-0326 Total Employees: unknown (801) 465-4853 Type of Location: branch Sic Code: 2541-0203 Shelving, office and store, wood Igt/Classic Cabinets of Nevada 1484 Kleppe Ln Sparks, NV 89431-6428 (702) 685-3217 Sic Code: 2541-0000 Wood partitions and fixtures Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch R C R Classic Designs Inc 6200 Avalon Blvd Los Angeles, CA 90003-1635 (213) 232-3368 Sic Code: 2521-0000 Wood office furniture Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Standard Cabinet Works Inc 1800 E Washington Blvd Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 113

Los Angeles, CA 90021-3138 Total Employees: 100 to 249 (213) 749-2111 Type of Location: single location Sic Code: 2541-0000 Wood partitions and fixtures Kushwood Chair P O Box 2166 Gardena, CA 90247-0166 (310) 532-0400 Sic Code: 2511-0000 Wood household furniture Sic Code: 2521-0000 Wood office furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters K & K Office Furniture Inc 3000 E Imperial Hwy Lynwood, CA 90262-2429 (310) 632-7167 Sic Code: 2521-0000 Wood office furniture Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Abex Display Systems Annual Sales: $10.0MM - $249MM 7101 Fair Ave Employees Here: 100 to 249 North Hollywood, CA 91605-6304 Total Employees: 100 to 249 (818) 503-0999 Type of Location: headquarters Sic Code: 2653-0202 Display items, solid fiber: made from purchased materials Sic Code: 2541-0100 Store and office display

cases and fixtures Davidson Plywood Annual Sales: $25.0MM - $499MM 5150 Edison Ave Employees Here: 100 to 249 Chino, CA 91710-5717 Total Employees: 100 to 249 (909) 590-4444 Type of Location: single location Sic Code: 2541-0201 Cabinets, except refrigerated: show, display, etc.: wood Bush Industries Inc Annual Sales: unknown 11478 E Mission Vista Dr Employees Here: 100 to 249 Rancho Cucamonga, CA 91730-6054 Total Employees: unknown (909) 948-2874 Type of Location: branch Sic Code: 2511-9908 Unassembled or unfinished furniture, household: wood Sic Code: 2521-9901 Panel systems and partitions (free-standing), office: wood Architectural Woodworking Co 582 Monterey Pass Rd Monterey Park, CA 91754-2417 (818) 570-4125 Sic Code: 2541-0104 Office fixtures, wood Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location 114 Hamilton Fixture West 5005 E Philadelphia St Ontario, CA 91761-2816 (909) 988-7600 Sic Code: 2541-0000 Wood

partitions and fixtures Annual Sales: unknown Employees Here: 250 to 499 Total Employees: unknown Type of Location: branch Wood Craft Co 1675 Brandywine Ave F Chula Vista, CA 91911-6020 (619) 656-0344 Sic Code: 2521-0000 Wood office furniture Sic Code: 2511-0000 Wood household furniture Annual Sales: $25.0MM - $499MM Employees Here: 250 to 499 Total Employees: 250 to 499 Type of Location: single location Haley Brothers 1592 E San Bernardino Ave San Bernardino, CA 92408-2929 (909) 796-6969 Sic Code: 2541-0000 Wood partitions and fixtures Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Hamilton Fixture West 542 W Lambert Rd Brea, CA 92621-3914 (714) 529-8123 Sic Code: 2541-0102 Display fixtures, wood Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Creative Ideas 1683 Sierra Madre Cir Placentia, CA 92670-6627 (714) 630-6653 Sic Code: 2521-0000 Wood office furniture Annual Sales:

$5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Steelcase Logistics Annual Sales: unknown P O Box 2409 Employees Here: 1,000 to 9,999 Tustin, CA 92681-2409 Total Employees: unknown (714) 259-8000 Type of Location: branch Sic Code: 2521-0100 Wood office chairs, benches and stools Sic Code: 2522-0100 Office chairs, benches, and stools, except wood Metropolitan Furniture Corp Annual Sales: $10.0MM - $249MM 1635 Rollins Rd Employees Here: 100 to 249 Burlingame, CA 94010-2301 Total Employees: 100 to 249 (415) 697-7900 Type of Location: headquarters Sic Code: 2521-0000 Wood office furniture Sic Code: 2522-0000 Office furniture, except wood 115 Regional Outdoor Furniture Manufacturers Premier Products Annual Sales: $1.0MM - $24MM 301 Draper Ln Employees Here: 25 to 49 Provo, UT 84601-2320 Total Employees: 25 to 49 (801) 375-5484 Type of Location: single location Sic Code: 2511-0700 Wood lawn and garden furniture Jordan Brown

Company Annual Sales: $25.0MM - $499MM P O Box 5688 Employees Here: 100 to 249 El Monte, CA 91734-1688 Total Employees: 500 to 999 (818) 443-8971 Type of Location: headquarters Sic Code: 2514-0600 Metal lawn and garden furniture Sic Code: 2511-0700 Wood lawn and garden furniture Terra Annual Sales: $2.5MM - $49MM 17855 Arenth Ave Employees Here: 25 to 49 Rowland Heights, CA 91748-1129 Total Employees: 25 to 49 (818) 912-8523 Type of Location: single location Sic Code: 2512-0000 Upholstered household furniture Sic Code: 2514-0000 Metal household furniture Sic Code: 2511-0700 Wood lawn and garden furniture Sic Code:2521-0000 Wood office furniture Giati 614 Santa Barbara St Santa Barbara, CA 93101-1638 (805) 965-6535 Sic Code: 2511-0701 Garden furniture: wood Annual Sales: $1.0MM - $24MM Employees Here: 10 to 24 Total Employees: 10 to 24 Type of Location: single location Vintage Wood Products Annual Sales: $0.5MM - $09MM 517 Martin Ave Employees Here: 25 to 49 Rohnert Park, CA

94928-2048 Total Employees: 25 to 49 (707) 585-1717 Type of Location: single location Sic Code: 2441-0202 Packing cases, wood: nailed or lock corner Sic Code: 2511-0700 Wood lawn and garden furniture 116 Regional Furniture Wholesalers Office Pavilion Inc Annual Sales: $25.0MM - $499MM 1601 Blake St Ste 200 Employees Here: 25 to 49 Denver, CO 80202-1327 Total Employees: 50 to 99 (303) 571-5211 Type of Location: headquarters Sic Code: 5021-0100 Office and public building furniture Goodmans Office Furnishings P O Box 13289 Phoenix, AZ 85002-3289 (602) 263-1110 Sic Code: 5712-9904 Office furniture Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters Doubletree Hotels Corporation Annual Sales: $50.0MM - $999MM 410 N 44th St Ste 700 Employees Here: 2 to 4 Phoenix, AZ 85008-7685 Total Employees: 1,000 to 9,999 (602) 220-6666 Type of Location: headquarters Sic Code: 7011-0300 Hotels Sic Code: 5021-0000 Furniture Sic Code:

5046-9903 Hotel equipment and supplies American Lighting 2140 Davie Ave Los Angeles, CA 90040-1706 213-888-1688 Sic Code: 5021-0000 Furniture Sic Code: 5063-0206 Electrical supplies, nec Annual Sales: $50.0MM - $999MM Employees Here: 25 to 49 Total Employees: 25 to 49 Type of Location: headquarters World Bazaars Inc 2400 Yates Ave Los Angeles, CA 90040-1922 (213) 720-8521 Sic Code: 5199-0200 Gifts and novelties Sic Code: 5021-0200 Household furniture Annual Sales: $50.0MM - $999MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Guild Craft Furniture Annual Sales: $25.0MM - $499MM 13921 S Figueroa St Employees Here: 100 to 249 Los Angeles, CA 90061-1027 Total Employees: 100 to 249 (213) 770-6590 Type of Location: headquarters Sic Code: 2512-0000 Upholstered household furniture Sic Code: 5021-0205 Tables, occasional 117 Viking Office Products Inc Annual Sales: $500.0MM - $9999MM P O Box 61144 Employees Here: 250 to 499 Los Angeles, CA 90061

Total Employees: 1,000 to 9,999 (213) 321-4493 Type of Location: headquarters Sic Code: 5112-0000 Stationery and office supplies Sic Code: 5021-0106 Office furniture, nec Sic Code: 5045-0000 Computers, peripherals, and software Hilton Equipment Corporation Annual Sales: $100.0MM - $2499MM 9336 Civic Center Dr Employees Here: 50 to 99 Beverly Hills, CA 90210-3604 Total Employees: 50 to 99 (310) 278-4321 Type of Location: single location Sic Code: 5046-9903 Hotel equipment and supplies Sic Code: 5021-0000 Furniture Fairmont Designs 3131 E Maria St Compton, CA 90221-5881 (310) 604-9974 Sic Code: 5021-0200 Household furniture Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: headquarters L Powell Company P O Box 1408 Culver City, CA 90232-1408 (310) 204-2224 Sic Code: 5021-0200 Household furniture Annual Sales: $100.0MM - $2499MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: headquarters International Furniture

Mktg 4720 Lincoln Blvd Ste 354 Marina Del Rey, CA 90292-6977 (310) 827-1255 Sic Code: 5021-0200 Household furniture Annual Sales: $25.0MM - $499MM Employees Here: 10 to 24 Total Employees: 25 to 49 Type of Location: headquarters Unisource Office Services 8350 Rex Rd Pico Rivera, CA 90660-3719 (213) 888-0211 Sic Code: 5021-0106 Office furniture, nec Annual Sales: $50.0MM - $999MM Employees Here: 100 to 249 Total Employees: 250 to 499 Type of Location: headquarters Coaster Co of America 10629 Forest St Santa Fe Springs, CA 90670-3925 (310) 944-7899 Sic Code: 5021-0200 Household furniture Annual Sales: $50.0MM - $999MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters 118 James Michael Designs P O Box 4499 Cerritos, CA 90703-4499 (310) 407-0377 Sic Code: 5021-0000 Furniture Annual Sales: $25.0MM - $499MM Employees Here: 10 to 24 Total Employees: 10 to 24 Type of Location: headquarters Artedi Inc 7705 Somerset Blvd Paramount, CA 90723-4104

(310) 531-2222 Sic Code: 5021-0200 Household furniture Annual Sales: $25.0MM - $499MM Employees Here: 25 to 49 Total Employees: 250 to 499 Type of Location: headquarters Intex Corp Annual Sales: $250.0MM - $4999MM P O Box 1440 Employees Here: 100 to 249 Long Beach, CA 90801-1440 Total Employees: 1,000 to 9,999 (310) 549-5400 Type of Location: headquarters Sic Code: 5091-0100 Watersports equipment and supplies Sic Code: 5092-0208 Toys, nec Sic Code:5021-0304 Waterbeds Nasco Supply Co 12432 Foothill Blvd Sylmar, CA 91342-6004 (818) 899-2228 Sic Code: 5023-0200 Linens and towels Sic Code: 5021-0000 Furniture Annual Sales: $25.0MM - $499MM Employees Here: 25 to 49 Total Employees: 50 to 99 Type of Location: headquarters Coppel Corporation 503 Scaroni Rd Calexico, CA 92231-9791 (619) 357-3707 Sic Code: 5021-0200 Household furniture Annual Sales: $25.0MM - $499MM Employees Here: 25 to 49 Total Employees: 50 to 99 Type of Location: headquarters Office Pavilion Annual Sales: $25.0MM -

$499MM 400 2nd St Employees Here: 25 to 49 San Francisco, CA 94107-1402 Total Employees: 50 to 99 (415) 974-1677 Type of Location: headquarters Sic Code: 5021-0100 Office and public building furniture Rucker Fuller Company 731 Sansome St San Francisco, CA 94111-1723 (415) 627-4600 Annual Sales: $50.0MM - $999MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters 119 Sic Code: 5021-0106 Office furniture, nec Sic Code: 1799-0607 Office furniture installation Cog Kelly Business Furnishings 931 Cadillac CT Milpitas, CA 95035-3053 (408) 262-6400 Sic Code: 5021-0106 Office furniture, nec Sic Code: 1799-0607 Office furniture installation Annual Sales: $25.0MM - $499MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Business Interiors 2150 N 1st St Ste 101 San Jose, CA 95131-2029 (408) 441-3700 Sic Code: 5021-0106 Office furniture, nec Sic Code: 7389-0603 Interior decorating Annual Sales: $25.0MM - $499MM Employees

Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters 120 Furniture Retailers HMK Enterprises Inc 800 South St Waltham, MA 02154-1439 (617) 891-6660 Sic Code: 5021-0106 Office furniture, nec Sic Code: 5712-9904 Office furniture Annual Sales: $250.0MM - $4999MM Employees Here: 10 to 24 Total Employees: 500 to 999 Type of Location: headquarters Ethan Allen Interiors Annual Sales: $250.0MM - $4999MM P O Box 1966 Employees Here: 250 to 499 Danbury, CT 06813-1966 Total Employees: 1,000 to 9,999 (203) 743-8000 Type of Location: headquarters Sic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood frames Sic Code: 5712-0000 Furniture stores IKEA North American Services Annual Sales: 1,000+MM 496 W Germantown Pike Employees Here: 100 to 249 Plymouth Meeting, PA 19462 Total Employees: 10,000+ (610) 834-0180 Type of Location: US headquarters Sic Code: 8741-0000 Management services Sic Code: 5712-0000 Furniture stores Note: Worlds largest furniture

retailer. Expanding in the US Mostly sells high-quality, RTA Looking for North American suppliers. Levitz Furniture Incorporated P O Box 3017 Boca Raton, FL 33431-0917 (407) 994-6006 Sic Code: 5712-0000 Furniture stores Annual Sales: above $1,000MM Employees Here: 100 to 249 Total Employees: 1,000 to 9,999 Type of Location: headquarters Officemax Inc Annual Sales: above $1,000MM P O Box 228070 Employees Here: 500 to 999 Cleveland, OH 44122-8070 Total Employees: >10,000 (216) 921-6900 Type of Location: headquarters Sic Code: 5943-9902 Office forms and supplies Sic Code: 5731-0000 Radio, television, and electronic stores Sic Code: 5734-0000 Computer and software stores Sic Code:5712-9904 Office furniture 121 Crate & Barrel 725 Landwehr Rd Northbrook, IL 60062-2349 (847) 272-2888 Sic Code: 5719-0100 Kitchenware Sic Code: 5947-0104 Gift shop Sic Code: 5712-0000 Furniture stores Sic Code:5961-9916 Mail order house, nec Annual Sales: $250.0MM - $4999MM Employees Here: 100 to

249 Total Employees: 1,000 to 9,999 Type of Location: headquarters Quill Office Furniture 100 Schelter Rd Lincolnshire, IL 60069-3602 (847) 634-6690 Sic Code: 5961-9916 Mail order house, nec Sic Code: 5712-9904 Office furniture Annual Sales: $250.0MM - $4999MM Employees Here: 500 to 999 Total Employees: 1,000 to 9,999 Type of Location: headquarters Peerless P O Box 2475 Fort Worth, TX 76113-2475 (817) 870-9400 Sic Code: 5712-0000 Furniture stores Sic Code: 5719-0400 Window furnishings Annual Sales: $500.0MM - $9999MM Employees Here: 250 to 499 Total Employees: 1,000 to 9,999 Type of Location: headquarters Homestead House Inc P O Box 499 Broomfield, CO 80038-0499 (303) 425-6544 Sic Code: 5712-0000 Furniture stores Annual Sales: $50.0MM - $999MM Employees Here: 50 to 99 Total Employees: 500 to 999 Type of Location: headquarters Weberg Furniture 5333 Bannock St Denver, CO 80216-1623 (303) 296-3450 Sic Code: 5712-0000 Furniture stores Annual Sales: $100.0MM - $2499MM Employees

Here: 100 to 249 Total Employees: 500 to 999 Type of Location: headquarters American Furniture Whse Co 8501 Grant St Denver, CO 80229-4800 (303) 289-3311 Sic Code: 5712-0000 Furniture stores Annual Sales: $50.0MM - $999MM Employees Here: 250 to 499 Total Employees: 500 to 999 Type of Location: headquarters 122 Granite Furniture Company Inc Annual Sales: $50.0MM - $999MM 1050 E 2100 S Employees Here: 100 to 249 Salt Lake City, UT 84106-2356 Total Employees: 250 to 499 (801) 486-3333 Type of Location: headquarters Sic Code: 5712-0000 Furniture stores Sic Code: 5722-0202 Electric household appliances, major Sic Code: 5731-0000 Radio, television, and electronic stores R C Willey Home Furnishings Annual Sales: $100.0MM - $2499MM 2301 S 300 W Employees Here: 250 to 499 Salt Lake City, UT 84115-2516 Total Employees: 1,000 to 9,999 (801) 461-3800 Type of Location: headquarters Sic Code: 5712-0000 Furniture stores Sic Code: 5731-0000 Radio, television, and electronic stores Walsh Bros P

O Box 1711 Phoenix, AZ 85001-1711 (602) 252-6971 Sic Code: 5044-0000 Office equipment Sic Code: 5712-9904 Office furniture Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters Goodmans Office Furnishings P O Box 13289 Phoenix, AZ 85002-3289 (602) 263-1110 Sic Code: 5712-9904 Office furniture Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters Deardens Annual Sales: $25.0MM - $499MM 700 S Main St Employees Here: 100 to 249 Los Angeles, CA 90014-2013 Total Employees: 250 to 499 (213) 627-9601 Type of Location: headquarters Sic Code: 5712-0000 Furniture stores Sic Code: 5722-0200 Electric household appliances Sic Code: 5731-0000 Radio, television, and electronic stores O/P Installations 6310 San Vicente Blvd Los Angeles, CA 90048-5426 (213) 937-8700 Sic Code: 5712-9904 Office furniture Sic Code: 1799-0607 Office furniture installation 123 Annual Sales: $25.0MM

- $499MM Employees Here: 25 to 49 Total Employees: 100 to 249 Type of Location: headquarters Plaza Furniture Inc Annual Sales: $25.0MM - $499MM 12024 Center St Employees Here: 25 to 49 South Gate, CA 90280-7836 Total Employees: 250 to 499 (310) 272-7600 Type of Location: headquarters Sic Code: 5712-0000 Furniture stores Sic Code: 5731-9902 Consumer electronic equipment, nec Sic Code: 5722-0000 Household appliance stores Mc Mahans Furniture of Reno P O Box 1251 Santa Monica, CA 90406-1251 (310) 473-8411 Sic Code: 5712-0000 Furniture stores Annual Sales: $50.0MM - $999MM Employees Here: 50 to 99 Total Employees: 500 to 999 Type of Location: headquarters Barn Furniture Mart P O Box 5124 Glendale, CA 91221-1029 (818) 551-6445 Sic Code: 5712-0000 Furniture stores Sic Code: 2511-0206 Dining room furniture: wood Annual Sales: $25.0MM - $499MM Employees Here: 50 to 99 Total Employees: 100 to 249 Type of Location: headquarters 124 Regional Cabinet Manufacturers Innovative Kitchens

4401 Innovation Dr Fort Collins, CO 80525-3404 (970) 223-7779 Sic Code: 2541-0106 Store fixtures, wood Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Fashion Cabinet Manufacturing P O Box 577 West Jordan, UT 84084-0577 (801) 280-0646 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Classic Cabinets Inc 2587 Directors Row Salt Lake City, UT 84104-4516 (801) 972-2001 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Kitchen Centers The P O Box 57086 Salt Lake City, UT 84157-0086 (801) 268-3581 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters

Distributors USA Inc 2425 E Camelback Rd Phoenix, AZ 85016-4200 (602) 381-8008 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $50.0MM - $999MM Employees Here: 5 to 9 Total Employees: 250 to 499 Type of Location: headquarters Mc Carthy Cabinet Company Annual Sales: $10.0MM - $249MM 3255 W Osborn Rd Employees Here: 100 to 249 Phoenix, AZ 85017-4809 Total Employees: 100 to 249 (602) 269-9731 Type of Location: headquarters Sic Code: 2434-0000 Wood kitchen cabinets Sic Code: 1799-0600 Home/office interiors finishing, furnishing and remodeling 125 American Woodmark Corporation 3831 E La Salle St Phoenix, AZ 85040-9005 (602) 437-5380 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Ray Sun Inc Annual Sales: $5.0MM - $99MM 610 W Speedway Blvd Employees Here: 100 to 249 Tucson, AZ 85705-7545 Total Employees: 100 to 249 (520) 620-0575 Type of Location: headquarters Sic Code: 2434-0000

Wood kitchen cabinets Sic Code: 2431-0200 Windows and window parts and trim, wood C C C Cabinetry Annual Sales: $10.0MM - $249MM 3645 Losee Rd Employees Here: 100 to 249 North Las Vegas, NV 89030-3324 Total Employees: 100 to 249 (702) 649-8733 Type of Location: headquarters Sic Code: 2434-0000 Wood kitchen cabinets Sic Code: 2542-0203 Counters or counter display cases, except wood Merillat Industries Inc 6405 Ensworth St Las Vegas, NV 89119-3211 (702) 361-4353 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: unknown Employees Here: 100 to 249 Total Employees: unknown Type of Location: branch Eurodesign Cabinets Inc Annual Sales: $5.0MM - $99MM 13428 Benson Ave Employees Here: 100 to 249 Chino, CA 91710-5258 Total Employees: 100 to 249 (909) 590-4300 Type of Location: single location Sic Code: 2434-0000 Wood kitchen cabinets Sic Code: 2542-0202 Cabinets: show, display, or storage: except wood General Marble 9146 9th St Rancho Cucamonga, CA 91730-4405 (909) 987-4636 Sic Code:

2434-9901 Vanities, bathroom: wood Annual Sales: unknown Employees Here: 250 to 499 Total Employees: unknown Type of Location: branch Royal Cabinets 1299 E Phillips Blvd Pomona, CA 91766-5429 (909) 629-8565 Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location 126 Sic Code: 2434-0000 Wood kitchen cabinets Gems Cabinets Inc P O Box 7335 Riverside, CA 92513-7335 (909) 371-3530 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters California Door 385 Woodview Dr Morgan Hill, CA 95037-2828 (408) 779-9229 Sic Code: 2434-0000 Wood kitchen cabinets Annual Sales: $5.0MM - $99MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location 127 Regional Dimension Manufacturers Valiant Chair Mfg Corp 2727 W 5th Ave Denver, CO 80204-4804 (303) 892-1234 Sic Code: 2426-0102 Chair seats,

hardwood Annual Sales: $1.0MM - $24MM Employees Here: 2 to 4 Total Employees: 25 to 49 Type of Location: headquarters Audries Design Inc 930 E 6600 S Salt Lake City, UT 84121-2445 (801) 288-9665 Sic Code: 2426-0101 Carvings, furniture: wood Sic Code: 5712-0201 Cabinet work, custom Annual Sales: $1.0MM - $24MM Employees Here: 25 to 49 Total Employees: 25 to 49 Type of Location: headquarters J & A Oak Inc Annual Sales: $1.0MM - $24MM 1921 N 22nd Ave Employees Here: 10 to 24 Phoenix, AZ 85009-3003 Employees: 10 to 24 (602) 254-3684 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood Baroque Furniture America Inc Annual Sales: $1.0MM - $24MM 1041 S Western Ave Employees Here: 5 to 9 Los Angeles, CA 90006-2312 Total Employees: 5 to 9 (213) 730-8333 Type of Location: headquarters Sic Code: 2426-0100 Furniture stock and parts, hardwood Sic Code: 5712-0202 Custom made furniture, except cabinets Cal Creations Inc Annual Sales: $1.0MM - $24MM 3030

Tanager Ave Employees Here: 10 to 24 Los Angeles, CA 90040-2719 Total Employees: 10 to 24 (213) 722-9832 Type of Location: single location Sic Code: 2426-0000 Hardwood dimension and flooring mills Stevens Furniture Frame Mfg Annual Sales: $1.0MM - $24MM 2639 Garfield Ave Employees Here: 25 to 49 Los Angeles, CA 90040-2607 Total Employees: 25 to 49 (213) 721-2066 Type of Location: single location Sic Code: 2426-0103 Frames for upholstered furniture, wood 128 California Frames Annual Sales: $1.0MM - $24MM 13945 Mckinley Ave Employees Here: 25 to 49 Los Angeles, CA 90059-3501 Employees: 25 to 49 (310) 532-5987 Type of Location: single location Sic Code: 2426-0103 Frames for upholstered furniture, wood Costa Incorporated Annual Sales: $1.0MM - $24MM 16511 S Main St Employees Here: 25 to 49 Gardena, CA 90248-2720 Total Employees: 25 to 49 (310) 516-9924 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood Manoch International Annual Sales: $1.0MM -

$24MM 14109 Brighton Ave Employees Here: 10 to 24 Gardena, CA 90249-2621 Total Employees: 25 to 49 (310) 715-6593 Type of Location: headquarters Sic Code: 2426-0100 Furniture stock and parts, hardwood Sic Code: 5199-0200 Gifts and novelties Elite Slides Annual Sales: $1.0MM - $24MM 11220 Wright Rd Employees Here: 25 to 49 Lynwood, CA 90262-3124 Total Employees: 25 to 49 (310) 537-4210 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood American Woodcrafters Annual Sales: $2.5MM - $49MM 6067 District Blvd Employees Here: 50 to 99 Maywood, CA 90270-3560 Total Employees: 50 to 99 (213) 560-4605 Type of Location: single location Sic Code: 2426-0000 Hardwood dimension and flooring mills Woodtech Industries Inc Annual Sales: $1.0MM - $24MM 4231 Liberty Blvd Employees Here: 25 to 49 South Gate, CA 90280-2558 Total Employees: 25 to 49 (213) 567-7225 Type of Location: single location Sic Code: 2426-0000 Hardwood dimension and flooring mills Craftsman

Millworks Inc Annual Sales: $5.0MM - $99MM 17600 Crusader Ave Employees Here: 25 to 49 Cerritos, CA 90703-2654 Total Employees: 25 to 49 (310) 865-5266 Type of Location: single location Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 2499-1106 Veneer work, inlaid 129 Sic Code: 2426-0100 Furniture stock and parts, hardwood Harbor City Lumber and Sup Co Annual Sales: $1.0MM - $24MM 25124 Broadwell Ave Employees Here: 10 to 24 Harbor City, CA 90710-3138 Total Employees: 10 to 24 (310) 539-0402 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood Sic Code: 5031-9904 Lumber: rough, dressed, and finished Tru-Wood Products Annual Sales: $5.0MM - $99MM 915 W 5th St Employees Here: 50 to 99 Azusa, CA 91702-3311 Total Employees: 50 to 99 (818) 815-0177 Type of Location: single location Sic Code: 2426-0103 Frames for upholstered furniture, wood Sic Code: 2431-0603 Trim, wood Nass Woodturning 5277 Vincent Ave Ste 46 Baldwin Park, CA

91706-6605 (818) 969-0933 Sic Code: 2426-0109 Turnings, furniture: wood Annual Sales: $1.0MM - $24MM Employees Here: 25 to 49 Total Employees: 25 to 49 Type of Location: single location A & M Wood Carving Annual Sales: $1.0MM - $24MM 1078 E Edna Pl Employees Here: 25 to 49 Covina, CA 91724-2411 Total Employees: 25 to 49 (818) 915-0293 Type of Location: single location Sic Code: 3949-0802 Billiard and pool equipment and supplies, general Sic Code: 2499-1101 Carved and turned wood Sic Code: 2426-0101 Carvings, furniture: wood Atlas Woodwork Company Annual Sales: $1.0MM - $24MM 2218 Edwards Ave Employees Here: 25 to 49 South El Monte, CA 91733-2040 Total Employees: 25 to 49 (818) 442-4057 Type of Location: single location Sic Code: 2426-0103 Frames for upholstered furniture, wood Montclair Wood Corporation Annual Sales: $5.0MM - $99MM 9051 Del Mar Ave Employees Here: 25 to 49 Montclair, CA 91763-1628 Total Employees: 50 to 99 (909) 985-0302 Type of Location: headquarters Sic Code:

2426-0100 Furniture stock and parts, hardwood Sic Code: 5031-9904 Lumber: rough, dressed, and finished 130 California Motion Furn Mfg Annual Sales: $2.5MM - $49MM 1810 S Reservoir St Employees Here: 25 to 49 Pomona, CA 91766-5541 Total Employees: 25 to 49 (909) 620-8499 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood Taylor-Dykema Mfg Co Annual Sales: $5.0MM - $99MM 2210 Kettner Blvd Employees Here: 50 to 99 San Diego, CA 92101-1739 Total Employees: 50 to 99 (619) 232-0306 Type of Location: single location Sic Code: 3949-9911 Skateboards Sic Code: 2426-0100 Furniture stock and parts, hardwood Wbe Annual Sales: $1.0MM - $24MM 2498 Roll Dr 730 Employees Here: 2 to 4 San Ysidro, CA 92173-3275 Total Employees: 100 to 249 (619) 662-1982 Type of Location: headquarters Sic Code: 2426-0000 Hardwood dimension and flooring mills Antique Warehouse Annual Sales: $1.0MM - $24MM 777 W 16th St Employees Here: 5 to 9 Costa Mesa, CA 92627-4302 Total

Employees: 5 to 9 (714) 631-9214 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood R W Wood Products Inc Annual Sales: $1.0MM - $24MM 2810 E Miraloma Ave Employees Here: 10 to 24 Anaheim, CA 92806-1803 Total Employees: 10 to 24 (714) 630-8114 Type of Location: single location Sic Code: 2426-0100 Furniture stock and parts, hardwood Cal Oak Lumber Annual Sales: $1.0MM - $24MM 1000 Cal Oak Rd Employees Here: 10 to 24 Oroville, CA 95965-9624 Total Employees: 10 to 24 (9160 534-1426 Type of Location: single location Sic Code: 2426-9902 Flooring, hardwood Sic Code: 2431-0303 Moldings, wood: unfinished and prefinished Sic Code: 2517-9904 Stereo cabinets, wood Sic Code:5031-0000 Lumber, plywood, and millwork 131 Castro Convertible Annual Sales: $50.0MM - $999MM 200 N Berry St Employees Here: 2 to 4 Brea, CA 92621-3903 Total Employees: 500 to 999 (714) 990-3100 Type of Location: headquarters Sic Code: 2512-0102 Couches, sofas, and davenports:

upholstered on wood frames Sic Code: 5712-0202 Custom made furniture, except cabinets Home Express Inc Annual Sales: $100.0MM - $2499MM 26534 Danti CT Employees Here: 50 to 99 Hayward, CA 94545-3918 Total Employees: 1,000 to 9,999 (510) 732-9600 Type of Location: headquarters Sic Code: 5719-0100 Kitchenware Sic Code: 5712-9905 Outdoor and garden furniture Sic Code: 5731-9902 Consumer electronic equipment, nec 132 Regional Fence Manufacturers Arizona Gate Company Annual Sales: $0.5MM - $09MM 8243 S 40th St Employees Here: 10 to 24 Phoenix, AZ 85040-7312 Total Employees: 10 to 24 (602) 437-2259 Type of Location: headquarters Sic Code: 3446-0303 Gates, ornamental metal Sic Code: 2499-1600 Fencing, docks, and other outdoor wood structural products Sic Code: 5211-0000 Lumber and other building materials American Bilt Sheds Inc Annual Sales: $1.0MM - $24MM 9772 E Apache Trl Employees Here: 10 to 24 Mesa, AZ 85207-8914 Total Employees: 10 to 24 (602) 984-5609 Type of Location:

headquarters Sic Code: 2499-1600 Fencing, docks, and other outdoor wood structural products Sic Code: 2519-0100 Lawn and garden furniture, except wood and metal Sic Code: 2591-0300 Window shades Ted H Oliver & Sons Annual Sales: $0.5MM - $09MM 1226 W 196th St Employees Here: 10 to 24 Torrance, CA 90502-1101 Total Employees: 10 to 24 (310) 323-5340 Type of Location: single location Sic Code: 2499-1600 Fencing, docks, and other outdoor wood structural products Sic Code: 2441-9902 Flats, wood: greenhouse JEM Manufacturing Annual Sales: $1.0MM - $24MM 16625 Norwalk Blvd Employees Here: 5 to 9 Cerritos, CA 90703-1829 Total Employees: 10 to 24 (310) 404-7727 Type of Location: headquarters Sic Code: 3999-9921 Hot tubs Sic Code: 2499-1600 Fencing, docks, and other outdoor wood structural products Design Industries Inc Annual Sales: $0.5MM - $09MM P O Box 26386 Employees Here: 10 to 24 Fresno, CA 93729-6386 Total Employees: 10 to 24 (209) 431-1001 Type of Location: single location Sic Code:

2499-1600 Fencing, docks, and other outdoor wood structural products Sic Code: 1799-9912 Fence construction 101 Redwood P O Box 101 Willits, CA 95490-0101 Annual Sales: $1.0MM - $24MM Employees Here: 10 to 24 Total Employees: 10 to 24 133 (707) 459-5101 Type of Location: single location Sic Code: 2431-0703 Trellises, wood Sic Code: 2499-1602 Fencing, wood Sic Code: 2421-0104 Lath, made in sawmills and lathmills J & S Stakes P O Box 1188 Blue Lake, CA 95525-1188 (707) 668-5647 Sic Code: 2499-1602 Fencing, wood Annual Sales: $1.0MM - $24MM Employees Here: 10 to 24 Total Employees: 10 to 24 Type of Location: single location Sequoia Works Inc P O Box 214623 Sacramento, CA 95821-0623 (916) 991-3028 Sic Code: 2499-1602 Fencing, wood Annual Sales: unknown Employees Here: 25 to 49 Total Employees: 25 to 49 Type of Location: single location Sierra Cedar Products 1401 Melody Rd Marysville, CA 95901-7406 (916) 741-8090 Sic Code: 2499-1602 Fencing, wood Annual Sales: $5.0MM - $99MM

Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: single location 134 Garden Centers Basin Co-Op Inc P O Box 697 Durango, CO 81302-0697 (970) 247-3066 Sic Code: 5261-0200 Lawn and garden supplies Annual Sales: $10.0MM - $249MM Employees Here: 50 to 99 Total Employees: 50 to 99 Type of Location: headquarters Desert Chemical Inc 26675 W Baseline Rd Buckeye, AZ 85326-5406 (602)-386-5934 Sic Code: 5261-0200 Lawn and garden supplies Sic Code: 5191-0101 Chemicals, agricultural Annual Sales: $10.0MM - $249MM Employees Here: 5 to 9 Total Employees: 5 to 9 Type of Location: single location Armstrongs Home & Garden Place Annual Sales: $10.0MM - $249MM 8985 Venice Blvd Employees Here: 50 to 99 Los Angeles, CA 90034-3327 Total Employees: 50 to 99 (310)-202-2900 Type of Location: single location Sic Code: 5261-0203 Garden supplies and tools, nec Sic Code: 5251-9901 Builders hardware Sic Code: 5211-0000 Lumber and other building materials Neiman-Reed Lumber Co Annual

Sales: $25.0MM - $499MM 6633 Odessa Ave Employees Here: 10 to 24 Van Nuys, CA 91406-5746 Total Employees: 500 to 999 (818) 902-0202 Type of Location: headquarters Sic Code: 5251-0000 Hardware stores Sic Code: 5211-0000 Lumber and other building materials Sic Code: 5999-9916 Plumbing and heating supplies Sic Code:5261-0300 Retail nurseries Armstrong Garden Centers Inc Annual Sales: $25.0MM - $499MM 2200 E Alosta Ave Ste 200 Employees Here: 10 to 24 Glendora, CA 91740-4673 Total Employees: 250 to 499 (818)-914-1091 Type of Location: headquarters Sic Code: 5261-0000 Retail nurseries and garden stores Sic Code: 0782-0101 Garden maintenance services Jensen & Pilegard 1068 G St Fresno, CA 93706-3318 Annual Sales: $10.0MM - $249MM Employees Here: 25 to 49 Total Employees: 50 to 99 135 (209) 268-9221 Type of Location: headquarters Sic Code: 5083-0303 Farm equipment parts and supplies Sic Code: 5261-0200 Lawn and garden supplies Williams-Sonoma Inc Annual Sales: $500.0MM - $9999MM 3250

Van Ness Ave Employees Here: 500 to 999 San Francisco, CA 94109-1012 Total Employees: 1,000 to 9,999 (415)-421-7900 Type of Location: headquarters Sic Code: 5719-0103 Cookware, except aluminum Sic Code: 5261-0203 Garden supplies and tools, nec Sic Code: 5961-9905 Catalog sales Navlets Nursery & Garden Ctrs Annual Sales: $10.0MM - $249MM 1440 Maria Ln Ste 300 Employees Here: 10 to 24 Walnut Creek, CA 94596-5338 Total Employees: 100 to 249 (510) 945-1667 Type of Location: headquarters Sic Code: 5261-0000 Retail nurseries and garden stores Smith & Hawken Ltd Annual Sales: $50.0MM - $999MM 117 E Strawberry Dr Employees Here: 50 to 99 Mill Valley, CA 94941-2576 Total Employees: 250 to 499 (415) 383-4415 Type of Location: headquarters Sic Code: 5961-9921 Tools and hardware, mail order Sic Code: 5261-0203 Garden supplies and tools, nec Sloat Garden Center Inc Annual Sales: $10.0MM - $249MM 420 Coloma St Employees Here: 10 to 24 Sausalito, CA 94965-1428 Total Employees: 100 to 249

(415) 332-0657 Type of Location: headquarters Sic Code: 5261-0000 Retail nurseries and garden stores Josh Annual Sales: $250.0MM - $4999MM P O Box 49027 Employees Here: 250 to 499 San Jose, CA 95161-9027 Total Employees: 1,000 to 9,999 (408) 281-3500 Type of Location: headquarters Sic Code: 5251-0000 Hardware stores Sic Code: 5261-0000 Retail nurseries and garden stores Fisco Farm and Home Stores Annual Sales: $25.0MM - $499MM P O Box 31510 Employees Here: 25 to 49 Stockton, CA 95213-1510 Total Employees: 100 to 249 (209) 983-8484 Type of Location: headquarters Sic Code: 5251-0000 Hardware stores Sic Code: 5261-0000 Retail nurseries and garden stores 136 Mid Valley Agricultural Svcs Annual Sales: $10.0MM - $249MM P O Box 593 Employees Here: 25 to 49 Linden, CA 95236-0593 Total Employees: 25 to 49 (209) 931-9411 Type of Location: headquarters Sic Code: 5261-0000 Retail nurseries and garden stores Normac Inc Annual Sales: $10.0MM - $249MM P O Box 214097 Employees Here: 10 to 24

Sacramento, CA 95821-0097 Total Employees: 50 to 99 (916) 482-2924 Type of Location: headquarters Sic Code: 5083-0308 Irrigation equipment Sic Code: 5261-0200 Lawn and garden supplies 137 Nursery Product Wholesalers Star Nursery Inc Annual Sales: $10.0MM - $249MM 4050 W Harmon Ave Ste 1 Employees Here: 10 to 24 Las Vegas, NV 89103-5502 Total Employees: 100 to 249 (702) 221-0009 Type of Location: headquarters Sic Code: 5992-9902 Plants, potted Sic Code: 5261-0302 Nursery stock, seeds and bulbs Sic Code: 5193-0203 Plants, potted Mellano & Co 766 Wall St Los Angeles, CA 90014-2316 (213) 622-0796 Sic Code: 5193-0000 Flowers and florists supplies Annual Sales: $10.0MM - $249MM Employees Here: 10 to 24 Total Employees: 100 to 249 Type of Location: headquarters Veg-Land Sales Inc Annual Sales: $10.0MM - $249MM P O Box 1267 Employees Here: 2 to 4 Fullerton, CA 92632-8267 Total Employees: 25 to 49 (714) 871-6712 Type of Location: headquarters Sic Code: 5141-9901 Food brokers Sic

Code: 5193-0201 Flowers, fresh Sic Code: 4221-0000 Farm product warehousing and storage Environmental Ldscp Pdts Inc Annual Sales: $10.0MM - $249MM 3007 Main St Employees Here: unknown Irvine, CA 92714-5905 Total Employees: unknown (714) 863-7001 Type of Location: headquarters Sic Code: 5083-0200 Lawn and garden machinery and equipment Sic Code: 5193-0102 Planters and flower pots Hines Nurseries Inc 12621 Jeffrey Rd Irvine, CA 92720-2101 (714) 559-4444 Sic Code: 0181-0000 Ornamental nursery products Sic Code: 5193-0200 Flowers and nursery stock Annual Sales: $50.0MM - $999MM Employees Here: 500 to 999 Total Employees: 500 to 999 Type of Location: headquarters Floral Supply Syndicate P O Box 1305 Camarillo, CA 93011-1305 (805) 389-1141 Annual Sales: $10.0MM - $249MM Employees Here: 10 to 24 Total Employees: 50 to 99 Type of Location: headquarters 138 Sic Code: 5193-0100 Florists supplies Sic Code: 5199-0100 Art goods and supplies Milgro Nursery Inc P O Box 6069 Oxnard, CA

93031-6069 (805) 984-5616 Sic Code: 5193-0203 Plants, potted Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Pacific Color Nursery Inc 23296 Road 24 Chowchilla, CA 93610-9656 (209) 674-6062 Sic Code: 5193-0000 Flowers and florists supplies Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: single location Fresh Floral Bouquet Co P O Box 14618 Fremont, CA 94539-1618 (510) 623-1048 Sic Code: 5193-0000 Flowers and florists supplies Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Headstart Nursery Inc 4860 Monterey Rd Gilroy, CA 95020-9511 (408) 842-3030 Sic Code: 5193-0203 Plants, potted Annual Sales: $10.0MM - $249MM Employees Here: 100 to 249 Total Employees: 100 to 249 Type of Location: headquarters Matsudas of Sacramento P O Box 276547 Sacramento, CA 95827-6547 (916) 381-1520 Sic Code:

5193-0202 Nursery stock Sic Code: 5191-9902 Garden supplies Annual Sales: $10.0MM - $249MM Employees Here: 10 to 24 Total Employees: 100 to 249 Type of Location: headquarters 139 Manufacturers Sales Agencies Arizona Cole Architectural Products & Systems - 8614 E. San Marcos, Scottsdale, AZ 85258 Kenneth L. Cole (602) 998-7780; fax: (602) 948-0657 Salespeople: 2 Products: Architectural products, metal roofs, mezzanines, roof-decks, skylights, carports, walkways, steel windows, louvers, fireproofing. Markets: Architects & interior designers, builders/contractors, building material suppliers, roofing material & supplies. Territory: AZ, NV Construction Products West - 3625 N. 16th St, Phoenix, AZ 85016 John Segin (602) 2343234; fax: (602) 274-6844 Salespeople: 3 Products: Commercial construction products Markets: Architects & interior designers, builders/contractors, building material suppliers, floor & wall coverings, roofing materials & supplies. Territory:

AZ; Clark City, NV; S CA Horrall Sales, Inc. - 2427 W Luke, Phoenix, AZ 85015 Connor Butler (602) 242-2828; fax: (602) 242-3526. Salespeople: 4 Products: Building supplies, hardware, tools, millwork Markets: Building material suppliers, hardware/houseware, lumber industry, wood/woodworking. Territory: Las Vegas, NV; AZ; NM; El Paso, TX MacAllister & Associates, Inc. - 2651 N Sixshooter, Apache Junction, AZ 85219 Jim MacAllister (602) 982-5485; fax: (602) 983-6139. Salespeople: 3 Products: Building materials Markets: Architects & interior designers, building material suppliers, floor & wall coverings, hardware/houseware, home improvement. Territory: AZ; NM; Las Vegas, NV; El Paso, TX Branch office: Albuquerque, NM. Mitchell Associates, Inc. - Suite 102, 5229 N Seventh Ave, Phoenix, AZ 85013 Thomas E Mitchell, Jr. (602) 265-0127; fax: (602) 266-0455 Salespeople: 3 Products: Architectural specialties, ornamental handrails, gratings, louvers, roof hatches, steel stairs.

Markets: Architects & interior designers, building material suppliers, government. Territory: AZ, S NV Schwieder Sales, Inc. - PO Box 60218, Phoenix, AZ 85082 Brian Dropps (602) 941-1419; fax: (602) 941-1993. Salespeople: 4 Products: Openings, wood doors, steel doors, frames, accessories. Markets: architects & interior designers, builders/contractors, building material suppliers, government, home improvement, lumber industry, wood/woodworking. Territory: TX, AZ, NV, NM. Branch office: Albuquerque, NM California Advance Products - P.O Box 125, Pinole, CA 94564 Ed Goyne (510) 223-7728; fax: (510) 223-4170. Salespeople: 2 Products: Construction supplies, toys/novelties Markets: Building materials suppliers, hardware/houseware, retail consumer products, roofing materials & supplies. Territory: N. CA & N NV 140 Ambria Enterprises - 1812 Cannon Dr., Walnut Creek, CA 94596 AM Ballenger (510) 9353557 Warehouse Salespeople: 2 Products: Home center products, items for the

do-ityourselfer, housewares, giftwares, lawn, garden Markets: Arts & crafts, hardware/houseware, home improvement, kitchen/bath, lawn & garden, lighting, retail consumer products & services, toys, gifts & novelties. Territory: N CA Ash Associates - 326 W. Katella Ave #4-C, Orange, CA 92667 John Gutsu (714) 744-6944; fax: (714) 744-6943. Salespeople: 3 Products: Door hardware, security products Markets: Builders/contractors, building material suppliers. Territory: S CA, S NV, AZ Assembled Building Components - 28970 Camino Alcala, Menifee, CA 92584. Jim Gallaway (909) 679-0677. Warehouse Salespeople 1 Products: Building products Markets: Architects & interior designers, building material suppliers, government, mobile homes, accessories & supplies. Territory: S CA, S NV Beckwith Associates - P.O Box 1010, Forestville, CA 95436 Jay Beckwith (707) 887-9737; fax: (707) 887-9691. Salespeople: 6. Park service/playground equipment, barbeque tables/benches, recreational

signing systems, playgrounds. Markets: Architects & interior designers, builders/contractors, engineering/design, government. Territory: N CA, N NV The Bright Group - 5 Financial Plaza, Ste. 120 Napa, CA 94558 Michael D Bright (707) 2246877; fax: (707) 226-8757 Roofing materials, accessories Products: Builders/contractors, building material suppliers. Territory: N CA Brisbin & Associates, Inc. - Ste F, 125 Business Center Dr, Corona, CA 91702 Don Brisbin (909) 734-3300; fax: (909) 734-3784. Warehouse Salespeople: 7 Products: Hardware, lawn/garden, garden tools, outdoor patio. Markets: Hardware/houseware, lawn & garden, retail consumer products & services. Territory: CA, NV, AZ, HI Walter S. Bruckner & Associates, Inc - 5319 Vista Montana, Yorba Linda, CA 92686 Walter S. Bruckner (714) 777-5636; fax: (714) 777-5607 Warehouse Salespeople: 1 Products: Floor covering accessories. Markets: Building materials suppliers Territory: West/Pacific rim countries. California

Flora, Inc. - PO Box 1075-225, Dana Point, CA 92629 Claudette Poole (714) 489-8770; fax: (714) 489-8660. Sales people: 3 Products: Nursery-green goods Markets: Builders/contractors, home improvement, lawn & garden. Territory: CA Ben Carlip Co. - 2050 E 49th Street, Los Angeles, CA 90058 Miriam Carlip (213) 584-0900 Products: Childrens furniture. Markets: Furniture & furnishings, home improvement, toys, gifts & novelties. Territory: CA, AZ, NV, WA, OR, AK, HI 141 Curry + Rand - 3020 Bridgeway #173, Sausalito, CA 94965. Colin Bilboy (415) 331-8379; fax: (415) 381-8043. Salespeople: 1 Products: Specialty construction/building products Markets: Architects & interior designers, builders/contractors, building material suppliers. Territory: N. CA, N NV DCA/Duane Clemons Associates - 701 Stonebridge Way, Pleasant Hill, CA 94523. Duane Clemons (510) 938-2123. Salespeople: 7 Products: Carpets Markets: Architects & interior designers. Floor & wall coverings, furniture

& furnishings Territory: N CA, N NV R.E Edwards & Associates, Inc - 5691 Telegraph Ave, Oakland Ave, Oakland, CA 94609 David M. Edwards (510) 652-2945; fax: (510) 652-5929 Salespeople: 4 Products: Builders hardware, building product components, doors. Markets: Hardware/houseware, home improvement. Territory: N CA, N NV Branch offices: Auburn, CA; Monterey, CA Ever Glo Marketing Services Co. - 1573 Deanna Ave, Simi Valley, CA 93063 Tracy Harris (805) 581-3817, fax: (805) 581-3817. Salespeople: 3 Products: Industrial/construction, flooring, supplies. Markets: Architects & interior designers, builders/contractors, building material suppliers, flooring & wall coverings, mobile homes, accessories & supplies. Territory: CA (Bakersfield S), AZ, S. NV, NM Foremost Products Co., Inc - 11545 Pacific Ave A, Fontana, CA 92337 John E Raidy, Jr (909) 360-9844, fax: (909) 360-9844. Warehouse Salespeople: 4 Adhesives, staples/fasteners, metal/vinyl mouldings, carpet/tackless strip,

vinyl conductive flooring, tile. Markets: Architects & interior designers, building material suppliers, flooring and wall coverings, furniture & furnishings, hardware/houseware. Territory: 13 western states Branch office: Seattle, WA GMI West Coast Sales & Service - 1176 W. Millbrook Road, Corona, CA 91720 Ron Denney (714) 735-4269; fax: (714) 735-1348. Warehouse Salespeople: 8 Products: Home improvement, building materials, hardware, garden, lumber, paint, gifts. Markets: Building material suppliers, hardware/houseware, home improvement, lawn & garden, retail consumer products & services. Territory: CA, NV Branch office: Dana Point, CA Gary & Associates, Inc. - 23239 Calvert Street, Woodland Hills, CA 91367 Gary M Schechter (818) 884-3905; fax: (818) 884-1805. Salespeople: 10 Products: Restaurant/hotel interiors, architects/interior designers specialties, lighting, wood products, resin table tops. Markets: Architects & interior designers, furniture &

furnishings, lighting. Territory: CA, NV, HI Branch offices: Las Vegas, NV; Novato, CA; Danville, CA; Honolulu, HI. The Gillan Group - 32 Flintstone, Aliso Viejo, CA 92656. Tom C Gillan (714) 448-9125; fax: (714) 448-9125. Salespeople: 1 Products: Hardware, home improvement, specialty tools, electrical, plumbing. Markets: Building material suppliers, hardware/houseware, home improvement. Territory: S CA, AZ, NM, S NV 142 The Golden Lion Agency - 120521 Mitchell Ave., PO Box 742, Los Angeles, CA 90066 Arnaud Massonnat (310) 398-2848; fax: (310) 398-2848. Warehouse Salespeople: 1 Products: Furniture, decorative accessories. Markets: Architects & interior designers, builders/contractors, building material suppliers, furniture & furnishings, kitchen/bath, retail consumer products & services. Territory: CA, AZ, NV Steve Haag & Associates - 22812 Skyview Way, Laguna Niguel, CA 92677. Steve Haag (714) 489-9610; fax: (714) 489-9616. Warehouse Salespeople: 3 Products:

Weatherstripping, injection moulding, door/window rollers, hardware. Markets: Building material suppliers, hardware/houseware, home improvement, import-export, mobile homes, recreational vehicle. Selling to OEM (original equipment manufacturers). Territory: CA, HI, NV, AZ Hardware Sales, Inc. - 1155 S Milliken Ave, Ste G, Ontario, CA 91761 Frederick R Heenie (602) 924-4244; fax: (714) 460-7308. Salespeople: 5 Products: Hardware, tools, cabinet makers supplies, components, drawers, OEM woodworking supplies, European cabinet hardware. Markets: Architects & interior designers, building material suppliers, hardware/houseware, home improvement, kitchen/bath, wood/woodworking. Selling to OEM Territory: CA, AZ, NV. Branch offices: Valley of the Sun, AZ; San Diego, CA Harkless Sales - 20343 Northcove Sq., Cupertino, CA 95014 John E Harkless (408) 257-6928; (408) 255-5320. Salespeople: 2 Products: Fasteners, hand tools, general hardware, construction supplies, paint. Markets: Building

material suppliers, hardware/houseware, home improvement, lawn & garden, wood/woodworking. Selling to OEM Territory: N CA, N NV Robert Hickey Associates - 1420 N. Claremont Blvd #202A, Claremont, CA 91711 Bob Hickey (909) 626-3060; fax: (909) 621-5478. Salespeople: 3 Products: Hardware, paint, building materials, floor/wall coverings. Markets: Building material suppliers, floor & wall coverings, hardware/housewares, home improvement, lawn & garden, maintenance supplies, roofing materials & supplies. Territory: S CA, AZ, NV, NM, TX, Mexico Branch office: Chandler, AZ. Hub Marketing West - 5894 Jadeite, Rancho Cucamonga, CA 91737. Gary Hubbert (909) 9489950; fax: (909) 948-9654 Salespeople: 6 Products: cabinet components Markets: Building material suppliers, hardware/houseware, kitchen/bath, lumber industry, mobile homes, wood/woodworking. Selling to OEM Territory: CA, AZ, NV, WA, OR, NM, TX Branch offices: Tucson, AZ; Whittier, CA; Portland, OR; Sacramento, CA. Intex

Industries - 28152 Rubicon Ct., Laguna Niguel, CA 92677 Peter Bouchier (714) 6432234; fax: (714) 643-1103 Salespeople: 3 Products: Architectural woodwork, plastic laminate casework, fiber optic lighting. Markets: Architects & interior designers, builders/contractors, building material suppliers, furniture & furnishings, government, lumber industry. Territory, MO, TX, AZ, CA, CO, KS, OK, OR, WA, ID, NV, NM. 143 Jim Justice & Associates - 2217 N. 1st Ave, PO Box 1131 Upland, CA 91784 Jim Justice (909) 981-4292; fax (909) 981-4292. Warehouse Salespeople: 2 Products: Window/door products, hardware, screens, components. Markets: Architects & interior designers, builders/contractors, building material suppliers, hardware/houseware, home improvement, retail consumer products. Selling to OEM Territory: CA, AZ, NV, HI, WA, OR, UT, CO Kemp Hardware Division of Hemp Products - 7305 Madison St., PO Box 529, Paramount, CA 90723. Douglas Kemp (310) 634-2553; fax: (310) 634-2052

Warehouse Salespeople: 5 Products: Products related to woodworking, furniture manufacturing. Markets: Furniture & furnishings, hardware/housewares, wood/woodworking. Territory: WA, OR, CA, AZ, NV, Mexico. LCA Marketing - 2844 Wilson Street, Carlsbad, CA 92008. Bill Lantz (619) 729-0121 Salespeople: 4. Products: Construction, industrial hardware, woodworking consumable supplies, tools. Markets: Builders/contractors, building material suppliers, government, hardware/houseware, import-export, wood/woodworking. Territory: S CA, AZ, NV Branch offices: Phoenix, AZ; Los Angeles, CA. Laris & Associates, Inc. - 1001 Bridgeway #433, Sausalito, CA 94965 Robert Laris (415) 3313347; fax: (800) 320-5534 Warehouse Salespeople: 5 Products: Architectural products, exterior building systems, roofing, siding, building materials, doors/windows. Markets: Architects & interior designers, builders/contractors, building material suppliers, home improvement, import-export, lumber industry, roofing

materials & supplies, wood/woodworking. Territory: CA, WA, OR, ID, NV, AK, HI, UT, MT, AZ. Branch offices: Bellevue, WA; Kailua, HI. Leaf-Lyons & Associates - P.O Box 235, San Ramon, CA 94583 Jim Lyons (510) 828-6213; fax (510) 828-7271. Warehouse Salespeople: 4 Products: Building materials, fasteners, hardware. Markets: Building material suppliers, fasteners, floor & wall coverings, hardware/houseware, roofing material & supplies. Selling to OEM Territory: CA, AZ, NV, HI Ken Lewis & Associates, Inc. - PO Box 7097 Northridge, CA 91327 Ken Lewis (818) 3660806; fax: (818) 363-5521 Salespeople: 2 Products: Furniture/furnishings, outdoor/houseware Markets: Furniture & furnishings, hardware/houseware, lawn & garden. Territory: S CA, NV, AZ. Branch office: Sacramento, CA Lifestyle Marketing Group - 379 Burning Tree Court, Half Moon Bay, CA 94019. Howard Fisher (415) 726-1983. Salespeople: 14 Products: Housewares, RTA furniture, lighting Markets: Computer supplies,

floor & wall coverings, furniture & furnishings, hardware/houseware, lighting, retail consumer products. Territory: CA, WA, OR, MT ID, NV, AK, AZ, NM. Branch offices: Seattle, WA; San Diego, CA; Portland, OR; Phoenix, AZ; San Francisco, CA. 144 Don McCulley & Associates - 295 Coventry Circle, Brentwood, CA 94513. Don McCulley (510) 516-0245; fax: (510) 516-7156. Salespeople: 2 Products: Thresholds, weatherstrip, paint, vents, hardware, tools, electrical fence. Markets: Building material suppliers, hardware/houseware, home improvement, industrial supplies. Territory: N CA, N NV Meg Marketing Services - 245 Fischer Building, C-4, Costa Mesa, CA 92626. Tom Ruggieri (714) 556-4990; fax: (714) 556-5530. Salespeople: 18 Products: Hardware, building materials, plumbing. Markets: Building material suppliers, hardware/houseware, plumbing Territory, CA, AZ, NV, WA, TX, NM, UT, CO, OR. Branch offices: San Francisco, CA; Phoenix, AZ; Seattle, WA. Bob Miller Co. - 330 Poinsettia,

Corona Del Mar, CA 92625 Robert C Miller (714) 760-0902; fax: (714) 760-0902. Salespeople: 3 Products: Building materials, tools, hardware Markets: Home improvement, lumber industry, marine. Territory: CA, AZ, NV, NM, OR, UT, WA, HI The M.F Murphy Companies, Inc - 200 Valley Dr, #48, Brisbane, CA 94005 Michael Murray (415) 692-0400; fax: (415) 468-5009. Salespeople: 2 Products: Architectural building materials, hardwood plywood, doors, furniture components. Markets: Architects & interior designers, building material suppliers, furniture & furnishings, hardware/houseware, lumber industry. Selling to OEM Territory: Western US Pacific Coast Merchandising - 4533 Quail Lakes Dr., Ste 100, Stockton, CA 95207 Gary Frush (209) 474-1400; fax: (209) 474-1303. Salespeople: 10 Products: Furniture, carpet, lighting. Markets: Builders/contractors, floor & wall coverings, furniture & furnishings, hardware/houseware, home improvement, lighting, paints, retail consumer products.

Territory: CA, NV, WA, OR, AZ, NM. Branch offices: Orange, CA; San Francisco, CA; Portland, OR; Olympia, WA. Pendleton Co. - PO Box 509, Menlo Park, CA 94025 Stuart Pendleton (415) 324-2067; fax: (415) 324-2068. Salespeople: 4 Products: Roofing, building specialties Markets: Architects & interior designers, building material suppliers, fasteners, roofing materials & supplies. Territory: N. CA, N NV, HI Fred Pill & Co. - 4340 Redwood Hwy, Ste F-156, PO Box 4424, San Rafael, CA 94913 Fred Pill (415) 479-5400; fax: (415) 499-1615. Salespeople: 4 Products: Hardware, paint, lawn/garden, plumbing, building materials, pet, paper, total DIY market. Markets: Building material suppliers, hardware/houseware, home improvement, lawn & garden, paints, plumbing, retail consumer products. Territory: N CA, N NV Branch office: Sacramento, CA 145 S & M Marketing - 1237 Crestline Ct., El Dorado Hills, CA 95762 Ron Smith (916) 9392220; fax: (916) 939-2217 Salespeople: 3 Products:

Building materials, doors, frames-metal, wood windows, skylights, builders hardware, mouldings, door machining equipment. Markets: Architects & interior designers, builders/contracts, building material suppliers, glass industry, hardware/houseware, home improvement, lumber industry, wood/woodworking. Territory: CA, NV. Branch office: Danville, CA Lee Sherman & Associates - P.O Box 5045, Glendale, CA 91221 Robert Sherman (818) 5021124 Salespeople: 12 Products: Lawn/garden, hardware, decorations, plush toys, barbeque grills/furniture. Markets: Hardware/houseware, lawn & garden, retail consumer products, sporting goods, toys, gifts, novelties. Territory: AZ, CA, CO, HI, ID, MT, NM, NV, OR, UT, WA, WY, Mexico. Branch offices: Phoenix, AZ; Glendale, CA; Bothell, WA; Portland, OR; San Francisco, CA. Smith-Kaplan Co. - 5456 McConnell Ave, Ste 160, Los Angeles, CA 90066 Sherrill Smith (310) 578-6443; fax: (310) 301-0435. Salespeople: 2 Products: Unique items ranging from gifts,

housewares, garden, hardware by mail. Markets: Electronic/consumer products, hardware/houseware, import-export, kitchen/bath, lawn & garden, sporting goods, supplies & accessories, toys, gifts & novelties. Territory: US/Canada-Mail order catalogs Branch office: Laguna Niguel, CA. Specialty Building Components - 7750 Painter Ave., Whittier, CA 90602 Dave Pebley (310) 945-8951; fax: (301) 696-1075. Salespeople: 4 Products: Specialized construction materials Markets: Architects & interior designers, builders/contractors, building material suppliers, roofing materials. Territory: S CA, Clark City, NV Spector-Shapiro & Associates - Ste. 209, 2001 S Barrington Ave, Los Angeles, CA 90025 Milt Shapiro (310) 445-9321; fax: (310) 445-9341. Salespeople: 4 Products: Consumer products, home improvement patio, flooring, floor tiles, plank parquet. Markets: floor & wall coverings, hardware/houseware, home improvement, import-export, kitchen/bath, plumbing, retail consumer

products. Territory: CA, NV Branch offices: Sacramento, CA; Phoenix, AZ Summit Sales & Marketing - 20 View Lane, Walnut Creek, CA 94596. Michael Gregory (510) 934-2301; fax: (510) 934-4109. Salespeople: 1 Products: Cabinets, doors, paneling, lattice, vents, skylights. Markets: Architects & interior designers, building material suppliers, home improvement, import-export, retail consumer products. Territory: CA, NV, AZ Tierra Associates - 801 Portola Dr., #202, San Francisco, CA 94127 Kim Stewart (415) 5664092; fax: (415) 566-4093 Salespeople: 3 Products: Peat moss, perlite, vermiculite, chemical injectors, bamboo stakes. Markets: Lawn & garden Territory: CA, AZ, NV, WA, OR, CO, NM, HI, parts of Mexico. Branch office: Encinitas, CA 146 Wesmark Co., Inc - 16039 Valley View Ave, Santa Fe Springs, CA 90670 Bob Abbriano (310) 921-3545; fax: (310) 802-1086. Warehouse Salespeople: 6 Products: Home improvement products, hardware, paint, plumbing, electrical, seasonal, marine,

building materials. Markets: Building material suppliers, hardware/houseware, home improvement, paints, plumbing, retail consumer products. Territory: CA, NV, AZ, HI Branch offices: San Jose, CA; Phoenix, AZ. Westmark & Associates - 27136 Paseo Espanda #B-1103, San Juan Capistrano, CA 92675. Jim Solic (714) 489-1255; fax: (714) 489-1182. Salespeople: 6 Products: Building materials, kitchen/bath, lawn/garden products. Markets: Builders/contractors, building material suppliers, floor & wall coverings, kitchen/bath, lawn & garden. Territory: CA, AZ, NV, UT, ID, MT, OR, WA, HI. Branch offices: Sacramento, CA; Seattle, WA Colorado Bradley Marketing, Inc. - PO Box 21171, Denver, CO 80221 Dan Bradley (303) 420-4933; fax: (303) 420-5364. Warehouse Salespeople: 4 Products: Kitchen cabinet components, building materials, accessories for millwork, closet materials, paint. Markets: Architects & interior designers, builders/contractors, building material suppliers, furniture &

furnishings, home improvement, kitchen/bath, mobile homes, wood/woodworking. Selling to OEM Territory: CA, WY, UT, NM, W. TX Branch offices: Salt Lake City, UT; Albuquerque, NM Cofrank-Steele & Associates, Inc. - 2650 W Second Ave #13, Denver, CO 80219 George A Cofrank (303) 922-3692. Warehouse Salespeople: 3 Products: Door hardware Markets: Building material suppliers. Territory: CA; UT; ID; MT; WY; NM; El Paso, TX Compass West Sales & Marketing, Inc. - 2275 E Arapahoe Road #321, Littleton, CO 80122 LeRoy Jennings (303) 794-7285; fax: (303) 794-7179. Salespeople: 3 Products: Builders hardware. Markets: kitchen/bath Territory: CO, WY, NM, UT Jim Cribbs Sales Co. - PO Box 40448, Denver, CO 80204 Salespeople: 1 Products: Construction equipment, roofing materials, hardware, coatings, building materials. Markets: Building materials suppliers, hardware/houseware, roofing materials & supplies. Territory: CO; NM; WY; El Paso, TX; AZ. R.K Graham Associates - PO Box 29431, Thornton,

CO 80229 Ronald K Graham (303) 452-2779; fax: (303) 280-0254. Salespeople: 2 Products: Wholesale building/architectural/ hardware, windows, millwork, fireplace systems, louvers, skylights, doors. Markets: Architects & interior designers, builders/contractors, building material suppliers, hardware/houseware, home improvement, lumber industry, roofing materials & supplies, wood/woodworking. Territory: CO; WY; MT; NM; El Paso, TX; AZ, UT, CA. 147 Koplin & Associates L.LC - 7690 S Monaco Circle, Englewood, CO 80112 Ross Koplin (303) 770-1005. Salespeople: 2 Products: Hardware, novelties, toys Markets: Architects & interior designers, sporting goods, toys, gifts & novelties. Territory: CO, UT, NM, WY, AZ, NE, AR IL, OK. Main Stream Marketing, Inc. - 750 Old Stone Drive, Highlands Ranch, CO 80126 Mark Hupe (303) 791-3220; fax: (303) 791-9898. Salespeople: 4 Products: Lawn/garden, hardware/houseware, pet supplies. Markets: Hardware/houseware, lawn & garden,

veterinary Territory: MT, ID, WY, CO, UT, NM, AZ. L. Gene Marsolek Co, Inc - 2186 S Holly, Suite 206-A, Denver, CO 80222 Gene Marsolek (303) 758-0823; fax: (303)758-0104. Salespeople: 2 Products: Building materials, hardware, tools. Markets: Building material suppliers, hardware/houseware, home improvement, lumber industry, plumbing, retail consumer products & services. Territory: CO, WY, UT, NM, W NE, MT. Clark Rheem & Associates, Inc. - 5590 E Yale Ave, Suite 103, Denver, CO 80222 Clark Rheem (303) 756-3657; fax: (303) 756-3554. Salespeople: 3 Products: Roofing material, insulation, pavers, tile, exterior sheathing. Markets: Architects & interior designers, builders/contractors, building material suppliers, lumber industry. Territory: CO, WY, NM, MT The Stan South Co. - 6800 N Broadway, Suite 105A, Denver, CO 80221 Stan South (303) 650-9915; fax: (303) 650-6956. Salespeople: 2 Products: Building materials, roofing Markets: Building material suppliers. Territory: CO, WY,

UT, NV, MT The Wagner Group, Inc. - 5590 E Yale, Denver, CO 80222 Richard Overstake (303) 6912900 Salespeople: 6 Products: Electrical and building products Markets: Building material suppliers, hardware/houseware, home improvement, lighting. Territory: AZ; CO; NM; UT; WY; Las Vegas, NV. Branch offices: Phoenix, AZ; Albuquerque, NM; Salt Lake City, UT Nevada No home offices for appropriate manufacturers sales agencies were found. Nevada is served primarily by agencies from other states, many of which have branch offices here. See listings for nearby states. Utah American Specific & Associated Products - 3999 S. Main Street, Suite N8, Salt Lake City, UT 84107. Farrell L Stevens (801) 263-2727; fax: (801) 262-4019 Warehouse Salespeople: 2 Products: Roofing materials, architectural products, woodworking equipment, doors. Markets: Architects & interior designers, builders/contractors, government, roofing materials & supplies, wood/woodworking. Territory: UT, ID, CO, WY, CA, NV,

OR, WA 148 Daly & Associates - 1793 Meadow Moor Road, Salt Lake City, UT 84117. David D Daly (801) 486-1026; fax: (801) 486-1061. Salespeople: 2 Products: Wood and metal doors, metal roofing, millwork, louvers, mouldings. Markets: Architects & interior designers, arts & crafts, building material suppliers, home improvement, lumber industry, roofing materials & supplies, wood/woodworking. Territory: ID, UT, W WY, E NV 149 APPENDIX C 150 Additional Sources of Information Books American Statistics Index U.S Government Printing Office Washington, DC 20004 (202) 512-0916 Guide to all statistical publications of the Federal government. California (or other state) Manufacturers Register, 1996 Directories of the Western States Database Publishing Company P.O Bpx 7440 Newport Beach, CA 92658 (714) 646-1623 Includes a fairly detailed description of products made. Findex: Directory of Market Research Reports, Studies, and Surveys FIND: SVP Inc. 625 Avenue of the

Americas New York, NY 10011 (212) 645-4500 Descriptions of over 7,000 marketing reports Marketing Forest Products Dr. Jean Mater with Scott Mater and Catherine Mater Miller Freeman Inc. 600 Harrison Street San Francisco, CA 94107 (415) 905-2200 Off-the-Shelf Industry Studies Business Trend Analysts 2171 Jericho Turnpike Commack, New York 11725 (516) 462-5454 In depth, multi-client studies of the US floor covering, millwork, office furniture, and household furniture industries. Cost is approximately $1,000 per study Value-Added Wood Products: Manufacturing and Marketing Strategies Ed Williston Miller Freeman Inc. 151 San Francisco, CA 94107 (415) 905-2200 Sweets Catalog File Sweets Division, McGraw-Hill, Information Systems Company 1221 Avenue of the Americas New York, NY 10020. (800) 892-1165 Contains colored brochures on thousands of products. Products can often be ordered directly throught Sweets. Thomas Register of American Manufacturers Thomas Publishing Company 1 Penn Plaza

New York, NY 10119 (212) 290-7200 For over 100,000 manufacturing companies lists their products and services and company profiles. Published annually in 18 volumes. The Encyclopedia of Associations Gale Research Inc. 645 Griswold Street Detroit, MI 48226 (313) 961-2242 Directory of over 16,000 trade and professional organizations. Published annually. 1996 Directory of the Wood Products Industry Miller Freeman Books San Francisco, CA 94107 (415) 905-2736 Directory of primary and secondary wood products manufactureres, wholesalers, and associations in the US and Canada. Published annually for $257 Also available on CD ROM 1996 Big Book Random Lengths Publications, Inc. Eugene, OR 97401 (541) 686-9925 Directory of primary and secondary wood product manufacturers, wholesalers, and associations in the US and Canada. Published annually for approximately $185 Also available on CD ROM Periodicals 152 "Federal Reserve Bulletin" Board of Governors of the Federal Reserve System

Constitution Avenue & 20th Street Washington, DC 20037 (202) 452-3000 Minutes of the FRB Open Market Committee meetings discussing status of the economy and Federal Reserve actions, plus statistics on the economy and in-depth articles on current economic topics. Published monthly. Data Bases Select Phone Pro CD, Inc. 222 Rosewood Drive Danvers, MA 01923 (800) 560-3526 (In Canada) (800) 992-3766 (In US) CD ROMs containing 18,000,000 business and personal telephone listings in the US. $99 American Business Lists American Business Information, Inc. 5711 South 86th Circle P.OBox 27347 Omaha, Nebraska 68127 (402) 592-9000 Provide custom lists of businesses by SIC code, number of employees, location, and other sort critera from a data base of 10 million businesses. D & B Market Place Dun & Bradstreet Information Services 460 Totten Pond Road Waltham, MA 02154 (800) 590-0065 CD ROMs containing the most detailed information available on 10 million US businesses, including detailed

SIC code, number of employees, annual revenues, ownership, ownership, address, telephone number, DUNS number, etc. $600 with limited access Government Assistance Programs Arizona Business Assistance Center 3800 North Central Avenue Phoenix, AZ 85012 (602) 280-1480 Provide advice and a business startup kit. California Small Business Development Center Program 153 Office of Small Business Development California Trade and Commerce Agency 801 K Street, Suite 1700 Sacramento, CA 95814 (916) 324-5068 http://www.cagov/commerce/sb homehtml Assistance with regulations, loan programs, and other matters is offered through approximately 30 local offices. Colorado Business Assistance Center 1560 Broadway, Suite 1530 Denver, CO (303) 592-5920 Provide advice and a business startup kit. Nevada Department of Business & Industry Center for Business Advocacy and Services 2501 E. Sahara Avenue, #202 Las Vegas, NV 89104 (702) 486-4335 State agency which provides a startup kit. Nevada Small Business

Development Center University of Nevada, Reno Nazir Ansari Business Building, Room 411 Reno, NV 89557 (702) 784-1717 Provide advise on starting and operating a business in Nevada Utah Department of Economic Development 324 South State Street, #500 Salt Lake City, UT 84111 (801) 538-8700 Provide information on business regulations Utah Small Business Assistance Center 8811 South 7th East Sandy, UT 84070 (801) 255-5878 Provide business advice. 154 U.S Department of the Treasury Internal Revenue Service Washington, DC 20224 (800) 829-1040 Tax information and employer identification number. Small Business Administration 409 3rd Street, SW Washington, DC 20416-0006 (202) 205-6600 Assistance with business advice, financing, and sales to the federal government. 155 Internet Addresses University Sites University of Washington http://weber.uwashingtonedu/~esw/manufachtm#furniture This is a very well designed and informative web site dealing with the U.S value-added market Federal

Government Sites Commerce Business Daily http://www.stat-usagov/BEN/subject/procurehtml Proposed government procurements of products and services and notices of awards (fee). EDGAR http://www.secgov/edgarhphtm Prospectuses, annual reports, 10K reports, and other government filings for publically owned companies. Fed World http://www.fedworldgov/indexhtml Link to federal agencies, libraries, and publications. Federal Reserve Bank of San Francisco http://www.frbsforg/ Economic information for all of these states, except Colorado, which is served by the Federal Reserve Bank of Kansas City. Thomas (From Thomas Jefferson) http://www.thomaslocgov/ Link to U.S House and Senate, status of legislation, reports, and testimony White House http://wwwwhitehouse.gov/WH/Welcomehtml Executive branch home page. U.S Department of Commerce http://www.docgov/ Link to the Department of Commerce and its subagencies, like the Bureau of Economic Analysis, Bureau of the Census, and Small Business

Administration 156 Internal Revenue Service http://www.irsustreasgov/prod/forms pubs/indexhtml Federal tax information and forms Small Business Administration http://www.businessgov/browsehtml Government purchasing information and direction to small business development centers in each state which provide start-up assistance to small businesses. State Government Home Pages Arizona http://www.stateazus/ California http://www.statecaus/ Colorado http://www.statecous/ Nevada http://www.statenvus/ Utah http://www.stateutus/ Private Data Sources Wall Street Journals Interactive Edition http://update.wsjcom/welcomehtml Business news, market reports, company reports. Dialog http://www.dialogcom/dialog/dialog1html Fee access to numerous news, business, and scientific databases. Dun and Bradstreet http://www.dbisnacom/corp/dnbhomehtm Fee access to data bases containing business trends, company profiles, and company financial reports. Companies can be sorted based upon SIC code, number of

employees, gross sales, state, and other characteristics. 157 F.W Dodge http://www.megasoftcom/dodge/ Construction data. Gale Publications http://www.galecom/galehtml Encyclopedia of Associations, Directory of Data Bases, Gale Guide to Internet Databases, and Recearch Centers and Services Directories. Sweets Group http://www.sweetscom/ Construction products and specifications. Thomas Register of American Manufacturers http://www.thomasregistercom:8000/index-tohtml Lists of manufacturers by product or service, company name, and location. NYNEX Yellow Pages http://s10.bigyellowcom/homehtml Yellow pages listings for over 16 million companies. U.S Chambers of Commerce http://www.chambers-of-commercecom/ Directory to chapter home pages. Wood Web http://www.woodwebcom/woodwebhtml Network of wood product companies, articles, and discussion groups. Forest Net http://www.forestnetcom/ Network of forestry companies and information Virtual Library: Forestry

http://www.metlafi/info/vlib/Forestryhtml Extensive links to world wide forestry information sources. Commerce Net http://www.commercenet/ Annual reports, product information, and links to sites showing how companies are using the internet to transact and promote business. 158 Distribution Terminology Broker--An agent who sells a product for a commission. Buying Agent--One who buys forest products for a wholesaler or retailer, usually for a flat fee based on the volume purchased. Cash and Carry Yard--A retail operation that provides no credit to its customers, as contrasted with a full service yard that often will maintain an open account for contractors and regular customers. Cash and carry operations often combine building materials with the sale of other products in "home centers." Chain Yard--One of a series of retail lumber yards owned and usually operated, by a single parent company. Commission Buyer--One who buys lumber, plywood, and other forest products for

another party, for a set fee based on the type and volume of material purchased. Commission Salesman--One who sells forest products for a producer and receives a certain fee for his efforts, with the fee based on the volume sold and the price received. Some commission salesmen work for the company they sell for; others represent a number of companies and are independent. Consignment--The process of turning over stock to an intermediary to be sold, with the seller taking a percentage of the sales price as a fee for his services. Also used in shipping as to consign (direct) a shipment to a specific point. Dealer--A retailer; one who sells directly to builders, contractors, and other users. Distribution Yard--A yard operated by a wholesaler, in which lumber and plywood are inventoried and distributed to retail accounts over a relatively large area in less than carload volumes. Distributor--An agent or business firm that distributes goods to dealers or consumers. A very general term that

includes both wholesalers and retailers. Dropped Shipment--A trucking term for shipments that are "dropped" enroute to the final destination for further processing. Similar to milling in transit privileges in rail shipping Jobber--A wholesaler; one who buys goods in quantity from a manufacturer and resells them to dealers. A stocking distributor Manufacturers Representative--An independent salesperson who represents a manufacturer and receives a commission based upon products sold. The representative does not take possession of the goods, provide credit, inventory, or deliver products. Office Wholesaler--A wholesaler who trades lumber and plywood without taking physical possession of the commodity; one who does not maintain a distribution yard. Regional Wholesaler--A wholesaler located in a consuming area who covers a certain region or territory. Reload or Railroad Reload--A warehouse or distribution facility located in or relatively near producing regions. A reload operation

purchases inventory in bulk, blends various items together to the customers specifications and reships them as mixed cars. Retailer--One who sells directly to the ultimate user of a product, such as a builder, remodeler, etc. The last link in the distribution chain Stocking Wholesaler--One who buys goods in quantity from manufacturers and "stocks" or 159 stores them for resale to dealers. Territorial Wholesaler--A term used to describe a wholesaler who operates in a specific region, as contrasted with national wholesalers. Wholesaler--One who purchases material from a producer for the purpose of resale to retailers, remanufacturers or industrial users. A wholesaler takes title to the product, in contrast to a commission man or broker, who only performs the sales function without taking ownership of the product. Sources: Terms of the Trade, Random Lengths. Marketing Forest Products, Miller Freeman. 160 APPENDIX D 161 Wooden Furniture Wooden Flooring Wooden

Molding Wooden Windows Doors CATEGORY 94016140 94016160 94016920 94016960 94016980 94033040 94034040 94034060 94034090 94035040 44091020 44092025 44183000 44091040 44091045 44091050 44091090 44091010 44181000 44182040 44182080 USITC CODE 8-digit Chairs nesoi, w/wooden frames (o/than teak), upholstered. Seats (o/than chairs) nesoi, w/wooden frames, upholstered. Seats nesoi, of bent-wood. Chairs nesoi, w/wooden frames (o/than teak), not upholstered. Seats (o/than chairs) nesoi, w/wooden frames, not upholstered. Furniture (o/than seats) of bentwood nesoi, of a kind used in offices. Kitchen furniture (o/than seats) of bent-wood nesoi. Furniture (o/than seats) of wood (o/than bentwood) nesoi, of a kind used in the kitchen & design for motor vehicle use. Furniture (o/than seats) of wood (o/than bentwood) nesoi, of a kind used in the kitchen & not design. for motor vehicle use Furniture (o/than seats) of bentwood nesoi, of a kind used in the bedroom. Coniferous wood

flooring. Nonconiferous wood flooring. Wooden parquet panels. Standard wood moldings of pine (Pinus spp.) Standard coniferous wood moldings, other than of pine. Coniferous wood moldings, other than standard type. Coniferous wood, continuously shaped along any of its edges or faces, other than siding, flooring, moldings or dowel rods. Coniferous wood siding. Wooden windows, French-windows and their frames. French doors of wood. Doors of wood, other than French doors. Brief Description U.S Tariff Structure on Canadian Exports of selected value-added products 0* 0* 0* 0* 0* 0* 0* 0* 0* 0* 0* 0 0* 0* 0 0* 0 0 1% (Ad Valorem)a 0* 0* DUTY 44041000 44219070 44185000 94019015 94019040 94039070 94035060 94035090 94036040 94036080 USITC CODE 8-digit Coniferous wood, roughly shaped into poles, pickets, stakes, sticks and other forms. Wooden pickets, palings, posts and rails, which are sawn; assembled wooden fence sections. Wooden shingles and shakes. Parts of seats nesoi, for

bent-wood seats. Parts of seats (o/than of 9402) nesoi, of wood. Parts of furniture (o/than seats or o/than of 9402), of wood. Furniture (o/than seats) of wood (o/than bentwood), of a kind used in the bedroom & designed for motor vehicle use. Furniture (o/than seats) of wood (o/than bentwood), of a kind used in the bedroom & not designed for motor vehicle use. Furniture (o/than seats & o/than of 9402) of bentwood nesoi. Furniture (o/than seats & o/than of 9402) of wooden (o/than bentwood) nesoi. Brief Description * These goods exempted from duty under NAFTA. a. Duty is calculated using the formula: Duty paid = Value of good * Ad Valorem Rate Garden Elements Furniture Parts Furniture Con’t. CATEGORY U.S Tariff Structure Continued 0 0 0 0* 0* 0* 0* 0* 0* 0* DUTY