BPD Sept 2016 by 526 Media Group

SEPTEMBER 2016

BPD

Building Products Digest

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

OSB ON THE RISE • NELMA ISSUE: EASTERN WHITE PINE • CEDAR & REDWOOD

Covering the Entire Eastern Seaboard... Florida to Maine www.uslumber.com www.bostoncedar.com

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September 2016 n Volume 35 n Number 7

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Building Products Digest

BPD Building Products Digest www.building-products.com A publication of 526 Media Group, Inc. 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

President/Publisher Patrick Adams padams@building-products.com Vice President, Marketing & Circulation Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes David Cutler Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn Director of Sales Chuck Casey chuck@building-products.com

Special Features

In Every Issue

8 ONE ON ONE

6 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 EVANGELIST MARKETING 34 MOVERS & SHAKERS

AT HOME IN THE FOREST WITH BIG CREEK’S MCCRARY BROTHERS

12 INDUSTRY TRENDS

NORTH AMERICAN OSB INDUSTRY GETS BOOST FROM RISING GLOBAL DEMAND

14 FEATURE STORY

CEDAR BENEFITS FROM RENEWED EPD

16 MARGIN BUILDERS

PRODUCT PLACEMENT PROMOTES CEDAR

18 PRODUCT SPOTLIGHT

EVERYTHING’S POSSIBLE WITH REDWOOD

30 NAWLA: THINKING AHEAD PASSING THE TORCH

36 SPECIAL FOCUS: NELMA

• SELLING EASTERN WHITE PINE • NEW RETAILER OUTREACH PROGRAM • ONLINE SALES TOOLS • GRADER ACADEMY UPDATE

50 NEW PRODUCTS 55 ASSOCIATION UPDATE 56 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 56 TALK BACK 57 ADVERTISERS INDEX 57 DATE BOOK 58 FLASHBACK

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How to Subscribe SUBSCRIPTIONS Phone (714) 486-2735 Fax 714-486-2745 sadams@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping FOREIGN (Contact sadams@building-products.com for surface and air rates, including to Canada) BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2016 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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ACROSS the Board By Patrick Adams

I NEED that S

UMMER IS A great time! Just about

every vision of the American dream paints a picture that involves summer; baseball games, BBQ, driving with the windows down, and spending time with family. During one particular cheery weekend afternoon, my daughter and I were in the backyard. I was watching the Olympics on TV and doing chores while being “interrupted” by occasional dips in the pool, throws of the ball, or mind-bending questions about why a particular bird sounds the way it does. Suddenly, I hear her yelling to come quick. As I battle with my aging body to react as quickly as my mind thinks it should, I see her standing in front of the TV watching a commercial. “Daddy, I NEEEEED that!!!!” With perfect timing, my wife walked outside as I responded to her, “Don’t worry, sweetheart, all of your needs will be met.” A confused look raced across her face with her surely thinking that was too easy, so she clarified, “Does that mean that you will get it for me?” And so our discussion began with, “Well, do you NEED it, or do you WANT it? If you need it, then we will race out and get it. But, if you want it, then you should work hard, save your money, and eventually, you can buy it for yourself.” Thankfully she has developed a playful spirit of discussion and debate that no doubt will haunt me as she grows up. But on this day, it was just a discussion between father and daughter (with a laughing mother in the background) analyzing what exactly was a “need” or a “want.” It seems to me that this contrast has become foggier for society as time has gone on.

Building Products Digest

When I was young, I clearly remember what fell into the need category—water, food, clothing, shelter, in that order. Almost anything else was in the want category and up to us to be resourceful in finding a way to get it. Hours, days, weeks and sometimes months would go by filled with thought, planning, trial and error, and saving. As time went by, many of my wants no longer were wanted and, in other cases, the want became so strong that I might have given up a need to get it! I think now about everything that was learned during that process that serves me today. As an adult, it is now called “patience,” but really it’s the same thing. Imagine if as adults we were as impulsive as we were as kids, only with the means to immediately act on our whims. How would our businesses, our relationships, our lives be different if we had a foggy view of want versus need? I wonder too if the current generation is being taught the stark contrast between the two as I was and, if not, what are the current and future ramifications to their lives? Will every business become a startup with a three-year exit plan? Will every vehicle be leased? Will everyone simply rent a home? Will everything be manufactured as a consumable? I don’t know, but my daughter now knows the difference as she woke up this morning and said, “Daddy, I need breakfast, right?” My response? “Daddy needs a hug first.” Every day in our lives and businesses, we have to make decisions

September 2016

about what we need versus what we want. I would argue that this is one of the most fundamental and important decisions in success versus struggle in all areas of our lives. If you’ve been blessed enough to encounter hard times in life like I have, then it becomes easier to see the difference between the two. As an industry filled with companies that have lasted generations and decades, I know I’m surrounded by good company that knows that the greatest want is to need very little to be fulfilled in life! I hope that this summer, all of your needs—and a few of your wants— have been met! As always, I am grateful for your support and feedback! “Sometimes we are so focused on what we want, we miss the things we need.” ~ G. Batiste

Patrick S. Adams Publisher/President padams@building-products.com Building-Products.com

ONE On One with Big Creek Lumber’s Lud & Bud McCrary

Home is where the forest is

HEN FRANK McCrary Sr. arrived

in Swanton, Ca., in 1920, he had no idea what was ahead for his family. He made a living doing several jobs, including auto mechanic and operating a shingle mill. With two sons to arrive in 1927 and 1928, he hadn’t a clue what kind of legacy would follow in his footsteps. Central California-based Big Creek Lumber owns timberland, harvests it, and manages it for private landowners. Along with a sawmill, remanufacturing facility, wholesale division, and five pro yards, they hold a dynamic story as a unique family business.

Two Brothers, One Dream In the 1930s, Frank’s sons, Bud and Lud (Frank Jr.) McCrary, were eager to work alongside their dad. Doing construction projects set a foundation for the boys, not just about the LBM industry, but about hard work. The brothers went straight to work as World War II had just begun. “We never really got to be teens. We went right to work when we were needed,” said Bud. Although they were young, fear was either not an option, or not on their minds. “We wanted to help avenge what happened to our Country. We were excited.” Lud agreed as he recalled going to school on the streetcar in San Francisco, and working in the shipyard.

Building a Name

BUD AND LUD McCrary discovered at a young age that they had a deep passion for forestry, the lumber industry, and a healthy environment. Combine that with solid business practices and you get California-based Big Creek Lumber.

In 1946 after returning from overseas service in World War II, Frank, his brother-in-law Homer Trumbo, and his two sons started Big Creek Lumber. With $7500 and surplus military equipment bought at a very low price, modified to fit the company’s needs, Big Creek started using its portable sawmill. In 1947 they built their first production sawmill. Business was booming and so soon would family life. The brothers’ interest in the industry developed into a passion for forestry, and not just for money. It was a desire to build forests with strong, healthy trees—a love they both shared. They also found their own loves. Bud married in 1948 and had two sons and two daughters; Lud married in 1950 and had three girls. But life still hits you, which was the case when Uncle Homer passed away suddenly in 1949. “It was tough on all of us. We immediately went from four to three. It had an impact on everyone,” Bud recalled. The loss forced a sudden adjust-

ment. Nonetheless, the company got the ball rolling with a new sawmill and two Detroit Diesel engines on the headrig. By 1955, they were producing 35,000 bd. ft. per day. Big Creek still had a lot to endure. Natural disasters can bring any company down, and Big Creek was no exception to this. In late 1955, “The ’55 Flood” hit. “Most of our equipment was damaged and we needed to replace it,” said Bud. As the brothers learned more about the industry, a passion for forestry and the environment grew in them. They started to see trees as more than just inventory. It was an eye-opener, Bud Lud, 17, and Bud, 19 recalled, when in 1955 a forestry professor from Berkeley came to visit asking to measure the growth rate “You have to be thick-skinned in by boring a few trees. this industry because things are always “He found they had doubled in volchanging and surprises do happen,” ume in nine years.” It occurred to Bud said Bud. By this time Big Creek had that if they could somehow manage gone through a flood and a fire, and the forest, they’d have trees forever. nothing seemed to be getting in the “We didn’t need to replant. You cut a way of its promising future, despite redwood and it sprouts,” Lud one small issue. At the end of 1964, explained. once the sawmill was rebuilt, they Mother Nature didn’t stop with the learned they would be facing a rent ’55 Flood. A fire ripped through in increase when their lease was up. “The 1960 and their new sawmill burned to timing was so bad, and the landlord the ground. “I remember that phone was asking for too much,” Lud said. call. Through the window I saw an But the McCrary’s did what they orange glow in the sky. It was hard to do best; they pushed forward for a betwatch,” said Lud. “We got there as ter opportunity. They negotiated the fast as we could but by then the mill purchase of a property and moved up was gone.” the road about a quarter of a mile, There was no question as to what where the company resides today. they were going to do next. They Nestled north of Santa Cruz, the locadecided on a temporary operation. tion has a breathtaking ocean view. “We knew we were going to have to Frank Sr. passed away in July 1964 rebuild. We were already both retail and then there were two. and wholesale. We had customers who depended on us,” said Bud. Forestry Innovations They did the best they could to get To improve its forest management by. “We had to find a portable practices, Big Creek hired its first replacement sawmill, so I loaded up forester, Dale Holdermen, in 1965. As my family, and began the search,” he their practices improved, they develadded. On a mission for shutdown oped a forestry management strategy mills, they found an opportunity in that lead to their Selective Harvesting Cazadero, Ca., and purchased a comPractices. “We had to do something to plete sawmill to replace the burnedkeep people coming from up north and out mill. “We leased a portable clearcutting,” Bud explained. sawmill to keep production moving,” Property owners wanted to leave Lud explained. They were soon ready enough trees so they still had a forest, to continue business. “It wasn’t easy yet they still wanted to get the maxithough. We had to run the portable mum amount of money. Others wantone and try to rebuild the sawmill at ed to clear-cut the forest and get rid of the same time. But we didn’t really it right then and there to make the have a choice.” In six months, the maximum amount of dollars they sawmill was rebuilt and everyone kept could. Bud and Dale worked hard to their jobs.

Building Products Digest

September 2016

keep the peace, while still building the business. So in 1968 they developed new selective harvest rules for the local area. “Things like maintaining a thriving forest, reducing erosion, reducing fire hazards, maintaining wildlife habitat, and cleaning up slash after we cut pleases the neighbors. We’re strategic about how much we cut and where. This is done by creating Timber Harvest Plans and executing selective harvesting,” Bud added. As the bulk of their timber comes from private land ownerships and land holdings, many of those properties they’ve been back through and have harvested three or four times in the last 60 years. Although owners have changed, they still ask them to come back, favoring Big Creek’s management practices. The logs they harvest are also bigger than ever. Another task the company had to face were ongoing issues with environmentalists. Sandwiched between San Francisco and Santa Cruz, the company was in a sensitive location. If they were going to exist as a timber company, they had to keep the peace. “If we didn’t keep things under control, we would have been put out of business,” said Lud, an issue that carried into the ‘90s. “We’d just go and talk to them,” said Lud. “We would explain what our business and our passion was.” The truth was Lud and Bud cared about the forest as much as the environmentalists did. Still, they had to reason with them, and a brand new Greenpeace office in Santa Cruz didn’t help the situation either. Yet, persistence and patience allowed them to work through those issues. Janet, who went to school specifically to study forestry, explained how some protesters changed their tune when they were confronted. Some people who tried to bring down Big Creek were genuinely concerned about the company’s practices. They would soon find out that Big Creek is not exactly what they thought. Lud and Bud provided logical answers to the protestors in hopes they would see where they were coming from. They shared things like how it’s important to cut down trees, as many of them grow too close together and are forced to compete for resources, reducing room for growth and making Building-Products.com

the trees less healthy. “The ones who were not being aggressive were the ones willing to listen to us when we tried to explain our purpose,” Janet said. “We could get them thinking and turn their minds around a little bit. It was an interesting experience. Going out and facing them was one of the bigger risks we took.” In an area that is not known to be logistically best, the company has not only continued to thrive, they’ve also expanded. Today, Big Creek has its mill plus five retail yards in the Bay Area and Central California.

Looking to the Future Bud and Lud built Big Creek into a successful company that still carries their values and is celebrating its 70th year in business this year. Their children are still very much involved. Lud’s middle daughter, Ellen, who showed great concern for the employees, manages employment and insurance as vice president of human resources and risk management. Bud’s son Ken is VP of information technology. Even Lud’s grandson Dennis Webb, who graduated from Cal Poly with a degree in forestry and natural resources, is a forestry technician for the company. Frank McCrary Sr. planted values in both Bud and Lud, which they’ve carried down to their children. “We learned everything from our parents,” said Lud. “My love for forestry comes from my mom and dad.” A policy they’ve also established is to not get too deep into debt. They still have some of the same equipment from 50 years ago, and they always try to be frugal. “Many sawmills try to

never thought a lot of how it would be financially, I was just concerned about the forest. It’s important to me that we’ve gone through this time period producing good wood today, and bigger trees than we’ve ever had. Providing jobs for people is also one of the most important things to us.”

A Love for Their Employees

The brothers take pride in the culture they’ve created where employees stop, smile, and wave, when they see Lud, Bud or Janet walk by and vice versa. Walking through one of their current facilities, BPD publisher Carrying on the Legacy Patrick Adams takes note that they appear to be very happy. It’s easy to let challenges get in the Listening to Bud and Lud explain way of growth. Lud and Bud had two the value of their employees, it’s obvichoices. They could have given up ous how close they are with many of after all they’d been through, or they them, one being Chico Castillo. Big could choose to carry on. “We had a Creek employed 16 members of the responsibility. We had employees who Castillo family. Remarkably, Chico’s needed us and families who we wantson is a doctor at the same hospital ed to raise up, hopefully in the busiLud was staying at when he had triple ness,” Lud said. bypass surgery. “He was one of the And that they did. In 2009 although doctors there and he looked after still involved, Bud and Lud stepped Lud,” said Janet, a moment down as president and VP, that brought a tearful silence handing over the day-to-day to the room. operations to Lud’s daughters Some of the most successJanet McCrary Webb and ful stories you hear are by Ellen McCrary Rinde, and people who were never in it Bud’s son, Ken McCrary. for the money. “Am I proud? Janet, Lud’s youngest, is Looking at pictures of places Big Creek president and chief where we’ve logged, I think, forester. “I was really interboy, how beautiful. The trees ested in the whole thing. are thinned out, healthy, and Going to work on Saturdays growing like crazy. Most of was a big deal for me,” she the trees brought to the said. Lud drafted her to log sawmill today are younger scaling and her sister Ellen than Lud and I. I’m very did lumber inventory, doublepleased,” said Bud. checking scaling tickets and So where does this desire crunching numbers. “My two for healthy forests come older sisters always hung 3 GENERATIONS: Lud McCrary, Janet McCrary Webb, Dennis Webb. (Photo by Anthony Cruz) from? “An appreciation for together, so I hung out with nice country, locally and far my dad.” away,” said Janet. That wasn’t all Janet had to lean have top-of-the-line equipment, but When asked what advice they had on. In high school she had a chance to when we hit hard economic times, for the next generation, they agreed take some alternative education and they’re sometimes the first ones to go it’s a tough question, as conditions got credit for working at the mill. “I under,” Janet said. “Bud and Lud have changed so much; One thing Lud worked with the foresters and got very never wanted to endanger what they would say is to “think of what you interested. They were great people to had and that’s how we feel today.” want to leave behind. What can you be around,” said Janet, who spent her Big Creek is recognized not only leave that’ll be around for 200 years?” summers learning as much as she for their business practices, but their What Bud, Lud and Janet all agreed could. “I was born just a few weeks commitments to the community. A upon was integrity. “Do the right thing after the big fire. So obviously I don’t unique bunch, they’re always working and be fair; if the right thing isn’t remember much, but my mom always on a new project that goes beyond a being done, challenge it,” said Janet. told me the story of how she was starhelping hand, like Bud’s alternative Smiling at his daughter who clearly ing at the orange glow when a bat flew transportation plan, and Big Creek’s shares his values, Lud added, “It can’t in the room. Everyone was panicking free contractor college . just be about money. It’s about ingeto get it out!” Janet chuckled along“We just sort of jumped in head nuity and hard work.” side her uncle and father, the laughter first and have been lucky to survive a testament to their endurance. the ups and downs,” Lud explained. “I Building-Products.com

September 2016

Building Products Digest

OSB North America

INDUSTRY Trends OSB Forecast

2016 Last year, nine companies combined to produce over 20 billion sq. ft. of OSB in North America, led for the first time by a post-merger Norbord. With increases up a little over 2% from 2014, manufacturers are eyeing even larger gains this year.

Norbord, Toronto, Ont., operated its active OSB mills at 84% of capacity in 2014. Last year, it added Ainsworth’s four OSB mills—and still was able to increase production to 88% of capacity. Counting idled plants Huguley, Al., and Val-d’Or, P.Q., Norbord has 15 OSB plants in North America capable of producing nearly 8 billion sq. ft. of OSB a year. Buoyed by higher OSB prices, production remains strong this year, although its High Level, Alb., was down for two weeks in the spring due to a fire and its two shuttered facilities appear no closer to restart. Earlier this year, Norbord let its wood license for Val-d’Or lapse and is still holding on to the majority of $45 million it had earmarked for upgrading Huguley. Louisiana-Pacific, Nashville, Tn., has 11 OSB plants in the U.S. and Canada (10 operating), with combined annual capacity exceeding 5 billion sq. ft. In 2015, LP produced 4.17 billion sq. ft. of OSB in North America, down 2.9% from the year prior. But LP has high hopes for this year, with OSB prices higher than in 2015, sales surging of its SmartSide siding, and installation now underway on a new FlameBlock OSB sheathing line at its Clarke County, Al., mill.

OSB’s climb in U.S. gets bump from growing demand abroad O

STRAND BOARD is expected to continue its steady growth over at least the next seven years, in no small measure due to greater hunger for the product around the world, according to a recent forecast by Grand View Research. OSB will benefit primarily from increasingly being used as a substitute for plywood in new residential construction, repair/remodeling, and industrial/light commercial. Rising consumption in subflooring, single-layer flooring, wall and roof sheathing, sheathing ceiling/deck, structural insulated panels, webs for RIENTED

wood I-joists, industrial containers, and mezzanine decks should continue to drive product demand in this sector over at least the next seven years, due to the product’s high strength and durability. High product consumption for other both structural and non-structural applications—namely, furniture, frames, decorative wall paneling, shelving, packaging and crating, pallet manufacture, dry storage pallets, and industrial tabletops—is expected to also have a positive impact on the market. Growing demand for use in home

U.S. OSB Market by Application, 2012-2022 (million square meters)

Georgia-Pacific, Atlanta, Ga., has for years operated just six of its 10 OSB mills, providing up to 3.7 billion sq. ft. of annual capacity (with about 1.3 billion sq. ft. on the sidelines). Its strategy has been to maximize production of value-added OSB products and, earlier this year, introduced its seventh OSB line, the ForceField air and water barrier system. 12

Building Products Digest

September 2016

Building-Products.com

Weyerhaeuser, Federal Way, Wa., continues inching even closer to full-capacity production at its six North American OSB mills—and even buys several hundred million sq. ft. of panels from competitors to fill all orders. Last year, Weyerhaeuser produced nearly 2.9 billion sq. ft. of OSB, up 3.% over 2014 and just shy of its 3 billion sq. ft. limit.

WITH GROWTH jumping throughout a variety of sectors, construction will remain the top consumer of oriented strand board. (Photo by Weyerhaeuser)

and office furniture will arise due to certain of OSB’s properties, including its superior strength, fastener holding capacity, consistency, stability and workability. The study also detected growing interest in organic home furnishings. More and more panels will also be used in leisure furniture, particularly in Germany, the U.K., France, U.S., Russia, Canada, Vietnam, Saudi Arabia, UAE, Bahrain, Egypt, Singapore, Australia, China, India and Japan. The product has also deeply penetrated the industrial packaging sector, because it imparts greater rigidity, strength, lightness, moisture resistance grade, durability, and lack of knot holes and core-voids. Ongoing development to produce new packaging material should open new market opportunities for OSB over the forecast period. Likewise, gains will come from increasing awareness regarding environmental sustainability, coupled with the adoption of new regulatory requirements on packaging recycling in China, India and the Middle East. Packaging is expected to grow at a compound annual growth rate of over 29.0% in terms of revenue from 2015 to 2022. The increasing product demand for packaging will be due to OSB’s impressive level of strength and its cost advantage over pure wood-based materials. OSB is predicted to most aggressively expand in the packaging industries of the U.S., Building-Products.com

Canada, India, China, Singapore, Hong Kong, Thailand, Australia, Taiwan and the U.K North America was the largest market accounting for over 55.0% of global volume share, owing to strong environmental regulations and abundant raw material availability. However, Asia Pacific is expected to be the fastest growing market from 2015 to 2022, because of its increasing need for packaged food and significant expansion of the construction industry. Globally, technological advancements in India, Russia, China and Brazil to develop new products and more efficient production methods are expected to create opportunities for OSB growth. Top international uses should include crating, pallets, bins, furniture frames, display racks, and store fixtures. In addition, residential and commercial construction will post big international gains for OSB in emerging economies currently experiencing rapid urbanization. One key challenge for the OSB industry is volatility in raw material prices. Factors affecting their price include the fluctuations in the availability and price of raw materials and the growing product demand in other applications. The study evaluated the multilocation producers in the U.S., as well as larger manufacturers in Europe and Asia.

September 2016

Huber Engineered Wood, Charlotte, N.C., owns five OSB mills, with a combined annual capacity of 2.1 billion sq. ft., but since 2011—when it idled Spring City, Tn.—it has been running just four mills, reducing its current operating capacity to 1.75 billion. To instead supplement its production, earlier this year it contracted with Arbec Forest Products to produce Huber’s ZIP System OSB sheathing at Arbec’s mill in Quebec. Tolko, Vernon B.C., officially has 2 billion sq. ft. of OSB capacity among its four OSB facilities, but until late 2014 was only running Meadow Lake, Sask. Last year it was joined by a new Athabasca Mill in Slave Lake, Alb., which together could put out 1.5 billion sq. ft. of OSB per year. Planned restart of its High Prairie, Alb., mill hinges on securing a longterm fiber source, reportedly dependent on renewal of the province’s forest management agreement. RoyOMartin, Alexandria, La., is operating its 850-million-sq.-ft.-a-year OSB facility in Oakdale, La., and is continuing development of another 800-million-sq.-ft.-capacity plant in Corrigan, Tx., targeting a fall 2017 startup. Arbec Forest Products, St. Leonard, P.Q., has two OSB mills—a former Tembec facility in Québec and a former Weyerhaeuser facility in New Brunswick—with a combined annual capacity of 700 million sq. ft. Arbec is currently devoting part of its production in Québec to Huber Engineered Wood-stamped ZIP System sheathing. Langboard can produce up to 440 million sq. ft. of OSB per year at its Quitman, Ga., mill.

Building Products Digest

FEATURE Story By Western Red Cedar Lumber Association

Cedar continues flying with renewed EPD

GREEN BUILDERS now have access to a wider range of cedar products.

HERE’S NO denying it—the North American design community is becoming increasingly more aware of Environmental Product Declarations and the value they bring to the environmental equation. This standardized way of quantifying the impact certain products have on the natural world is already heavily relied upon by eco-minded architects in Europe. But on this side of the pond, EPDs are just starting to take off. Leading the charge is the Western Red Cedar Lumber Association. WRCLA funded an EPD Life Cycle Assessment for its Real Cedar siding and decking products in 2011. Then, the association commissioned another study for its lumber in 2015. Not surprisingly, all three reports supported what everyone in the lumber industry already knows: Wood species such as western red cedar have the smallest carbon footprint when com-

Building Products Digest

pared to other building materials. Since these EPDs need to be updated every five years, WRCLA ordered another round of EPD studies earlier this year. Again, the results prove that from an environmental standpoint, you can’t beat natural materials. These findings should be of particular interest to lumber industry reps right now because they coincide with the U.S. Green Building Council’s latest push to promote products that are externally verified as sustainable. “The USGBC now encourages the use of construction products carrying environmental performance information calculated using life cycle assessment through its LEED point system,” explains Paul Mackie, WRCLA cedar specialist. “The main driver of EPDs in North America is LEED, and the new cedar EPDs are eligible for LEED points. With the new EPDs, WRCLA can either maintain or increase market September 2016

(Photo by Shai Gil Fotography, courtesy of Superkül)

access for cedar lumber, decking and siding products.” What’s more, in the past, only wood from forests certified by the Forest Stewardship Council were eligible for LEED points. That meant only a fraction of cedar products qualified. Not any more. USGBC recently expanded its evaluations to include two other certification schemes: Sustainable Forestry Initiative and Canadian Standards Association. “This bodes very well for Real Cedar manufacturers and retailers because 95% of our wood is certified by one of those three third-party agencies,” says Mackie. “It’s also my understanding there is a growing trend among governments requiring that government-funded projects use materials that are scientifically backed by EPDs. So moving forward, WRCLA’s stellar EPD record is going to be an even bigger selling point.” Building-Products.com

Image courtesy of KTGY, Inc.

Compliance Shouldn’t Limit Creativity. Introducing a single fire-rated panel that will allow you to do more with less.

2-SIDED LP® FLAMEBLOCK® IN EXTERIOR ASSEMBLY UL DESIGN NO. U349

LP® FlameBlock® Fire-Rated OSB Sheathing gives you the freedom to design a more efficient wall. • ICC-certified (ESR 1365) fire-rated OSB sheathing • Code-compliant for a variety of different 1-hour and 2-hour fire-rated assemblies • Reduces labor costs and construction time • Carries design values for load/span and shear that are superior to fire-retardant treated wood structural panels of the same thickness • Classified as an Exposure 1 weather-resistant material Another benefit is that you eliminate the need for an extra layer of gypsum, speeding construction time and reducing material and labor costs. Choose LP FlameBlock sheathing on your next design and start doing more with less.

See how LP FlameBlock sheathing can help you do more at LPCorp.com/FlameBlock

MARGIN Builders By Western Red Cedar Lumber Association

Product placement promotes real cedar T

HE CONCEPT OF product placement is not new per se. After all, companies have been paying to plant their brand names in radio show banter since the 1930s, and then of course in the ’80s, Ray-Ban and Reese’s Pieces famously hit pay dirt in Risky Business and E.T. So what is new? The growing opportunities that building product manufacturers and distributors have on television. That’s all thanks to the rise of home improvement entertainment. Where so many other types of products are limited to either a subliminal cameo in the background or a blatant shoutout as the official sponsor, building materials have a distinct advantage: They are an integral part of the show’s “how-to” narrative. It’s perfectly natural for an HGTV host, for example, to list the superior characteristics of wood decking, compared to composite decking. In turn, viewers accept and interpret this information as expert advice—as opposed to intrusive advertising. “Having a trusted influencer seamlessly promote your product’s value proposition really allows you to flesh out your messaging to a captive audience,” says Jack Draper, Western Red Cedar Lumber Association managing director. “And depending on what kind of deal you have in place, the benefits of embedded marketing can go way beyond the TV show. Quite often, these DIY celebs reiterate their on-air ‘pro tips’ via print publications, personal websites, tradeshow appearances as well as various social media channels.” That’s something Draper knows firsthand. WRCLA’s arrangement with the dynamic design duo, Colin and

CEDAR PLUGS: WRCLA’S Paul Mackie (center) on the set of Colin and Justin’s Cabin Pressure.

Building Products Digest

September 2016

Justin, has proven very successful over the last few years. The stars of the Cottage Life TV show Cabin Pressure go way beyond the call of duty when it comes brand integration. Not only do they espouse the virtues of Real Cedar at length on their program, they provide additional video content to WRCLA to upload on its YouTube library and screen at tradeshows. Additionally, the two home improvement stars spread the word about the benefits of real cedar through their syndicated newspaper columns as well as their social media community, which is expanding at a rate of about 20% per month. All that said, Colin and Justin would be the first to point out that not all product placement arrangements are created equally. So companies beware. In their recent “Product Placement” presentation at the 2016 Cedar Summit, the sharp-witted showmen entertained a packed room full of cedar students, WRCLA members and forest industry reps before opening up the floor to a Q&A. Paul Mackie, WRCLA cedar specialist, recalls one of their key points. “When it comes to negotiating product placement deals with potential spokespeople, I think the big takeaway for us is make sure you ask the right questions— namely, ‘Do you have brand integration control or does your TV station?’” says Mackie. “The latter may override arrangements if featuring your product is in direct competition with a major advertiser.” Another important question is “how much coverage will my product actually get?” Companies can get burned if they hand over thousands of dollars worth of product without knowing exactly what kind of exposure they’re getting in exchange. “There’s a big difference in value between an arrangement that includes an on-camera interview with a field rep, for example, and one that only includes a meager mention in tiny font during closing credits,” adds Mackie, who ensured the that real cedar was front and center every time it appeared on Cabin Pressure. But at the end of the day, most companies don’t have control over how the show will be cut in the editing room. So as a back-up plan, lumber producers and retailers are advised to secure the rights to use the segment their rep appears in—regardless if it makes it to air or not. “You can still get a lot of marketing mileage out of that bonus footage,” says Mackie. “We maximize our extra interviews by promoting them through our various social media channels and building our online presence and that plays a key role in our overall marketing mandate, which is to increase demand for Real Cedar.” Building-Products.com

PRODUCT Spotlight By Charlie Jourdain, California Redwood Association

Sustainable, beautiful, durable...

Everything’s possible with redwood T

HERE’S A BUSINESS axiom about how most customers want their vendors to deliver a product quickly, inexpensively, and to the level of quality expected—but can only reasonably expect two out of the three criteria be met. The same assumptions could be made about landscaping

BUYERS OF California redwood don’t have to choose among desirable features—the wood provides them all.

Building Products Digest

September 2016

designs: most customers want something that’s beautiful to look at, will last a long time, and is environmentally friendly, but often believe they can’t have it all. With redwood, it’s more than possible. It’s been proven, time and again, for generations. This has been on my mind recently as I prepare to speak with landscape professionals at the Sacramento Landscape Expo about how redwood is a sustainable building product. With our organization’s long history of environmental stewardship and a reputation for some of the more progressive and voluntary forest and wildlife management programs in the world, we’ve got a lot of background experiences to draw from. What we’ve learned is that redwood makes it easy to build sustainably without sacrificing quality or elegance. This building product is renewable, recyclable, and much cleaner to produce than composites or plastics. Redwood is also much more than a decking product. For landscaping plans, you couldn’t find a better fit for bringing beauty, color and presence into an outdoor space than a redwood timber. Redwood timbers are some of the most structurally strong softwoods found in North America, making redwood ideal for a wide range of projects where large structural components are required. It has excellent strength to weight ratio and durability, shrinks and swells less than other woods, and is less likely to warp or split. It is also naturally resistant to decay, termites and even fire. Stronger than cedar and more durable than Douglas fir, what more could your customers ask for in a timber. In addition, if fences make the best neighbors, then redwood fences must make the greenest neighbors. A fence may be one of the hardest working elements in a landscape design. This single structure defines space, creates privacy, provides shelter and shade. Only redwood can give both the elegance and durability many homeowners seek when researching the best building materials for the project. With its natural insect and decay resistance, redwood fences also keep unwanted guests out of your yard. We produced a “Fences-For-All-Reasons” PDF booklet that provides plenty of inspiration for fence designs. Building-Products.com

When your customers are looking for that perfect material to transition from one landscaping space to another, suggest they consider redwood. Natural products such as stone and wood create an effortless transition outdoors from the ground to the planned space. For its beauty, longevity, and environmental qualities, redwood should be at the top of every landscaping building materials list. Redwood is not just a material for contractors. DIYers love redwood for its ease and workability. CRA’s website offers a number of free plans for all skill levels. From benches to shade structures and tool sheds, each plan offers the perfect starting point for homegrown design inspiration. No matter the season, redwood stands out in a landscape design. Your customers can choose redwood with the confidence that their vision will be brought to life like no other wood can promise. That’s the real beauty of redwood. – Charlie Jourdain is president of the California Redwood Association. Reach him at charlie@calredwood.org or (888) 225-7339. WHATEVER the outdoor living challenge, redwood can provide the solution. (All photos by California Redwood Association)

Lock-Deck Laminated Decking w w w. l o c k d e c k . c o m

800-547-4209 sales@disdero.com www.disdero.com Disdero Lumber Stocks & Manufactures the Most Complete Line of Specialty Lumber Products in the West Building-Products.com

September 2016

Building Products Digest

COMPETITIVE Intelligence By Carla Waldemar

Now, change!

L OVE Y OU , You’re Perfect, Now Change. The musical of that “whatthe-heck?” title must have hit home: It ran off-Broadway for over 12 years. And it might serve as the theme song for Hingham Lumber Co., Inc., launched in Cohasset, Ma., in 1947— esteemed early on by its long list of customers and still treasured today because, despite being “perfect” back whenever, it continues to change (and thus remain, if not perfectly perfect, at the very least a most robust player in our industry). The biggest change came back in 2003, when the company reestablished itself in a new location with a larger showroom and a drive-thru yard. It’s staffed by 90-some employees, many of whom have not changed jobs in 20, 30, 40 years, but keep up (via mandatory training, scheduled annually) with the ever-changing landscape of new products, new customer demands, new building codes, what-have-you. “We hire for permanence,” says the king of change (you’ll see why later), president Tom McNulty, third-generation head of Hingham, stating that

Building Products Digest

what he looks for in the hiring process is “someone who’s faithful and who wants to learn something. People who respect themselves and respect our customers. (Product knowledge,” he notes, “we can teach.”)

These long-timers like it here, Tom figures, because “we’re careful to treat them with respect and dignity. We offer an environment that’s a clean, effective workplace which promotes efficiency, and equipment that makes sense—like, no broken trucks. We offer a rate of pay consistent with this industry and benefits as good or better. They each have their own areas of expertise, rather than have everybody learn everything. If you specialize in, say, windows and doors, or paint, that’s where you work.” And that in turn creates what customers—the pro and retail trade alike—have come to count on. “The fact that they’ve got access to 20, 30, 40 years’ experience in that particular area means these employees don’t just ‘know’ their niche, they’re experts.” Sure, Tom is well aware, these same customers value “what any lumberyard promises it’ll provide: products, pricing, on-time delivery.

YOUNG warehouse workers supplement a large crew of seasoned long-timers at Massachusetts’ Hingham Lumber. September 2016

Building-Products.com

HINGHAM LEADERSHIP president Tom McNulty and VP-operations John McNulty.

These,” he underscores, “are commonplace today. It’s service that can make a big difference—training on new products, their installation, taking advantage of what our vendors can provide. You’ve got to have all three knit together—customers, employees, vendors. And it’s a moving target.” How do you manage, then, to hit the segment of that moving target representing customers—both those already on the books and, even more important, all those other bodies out there with a project and a pocketbook? Best way, Tom figures, is with moving targets of his own. The “perfect” marketing system of the past—circulars, radio announcements—are just that: past. “Now change” means, to Hingham, immerse your message in social media. “It used to be, you’d update your website every two or three years. Now, we update it on a daily basis—even hourly. People want to know what’s going on, so we offer new information in very quick turnaround time. You’ve got to be on top of the importance of social media”—Hingham uses Facebook, Twitter, Pinterest, blogs, etc.—“and the quickness with which messaging can occur. Customers are getting younger, and that’s why it’s so important to get their attention where they are, and that’s on social media— to get them involved. We have a permanent employee media specialist, same as we do in, say, Windows & Doors. We get feedback on our posts on a monthly basis, because, while you’ve got to take the initiative in posting, you’ve also got to learn how people are reacting to your message— if there’s ROI. It’s vital!” he insists. “Without it, you’re like the yard carrying the same products it did 20 years ago, but they’re no longer selling. Your customer base is declining and you’re left wondering why. Use of social media is really important to remain viable in our industry. You’ve got to be involved.” Because the competition isn’t standing still. “The boxes,” Tom notes, “are constantly trying to upgrade the level of communication with customers—mailings, electronic messaging—but we can do it better. The boxes are a little slower on the punch than we independents. We, in our locations, know what to buy and how to sell it without checking with the home office.” Tom is aware his typical retail customer has changed over the many decades Hingham’s been in business—“lots more women in the store, where it’s become important to show what a product looks like, and have employees who can speak knowledgeably about different options: what makes sense for their budgets, longevity, aesthetics.” Building-Products.com

Rather than host a specific Ladies’ Night, he welcomes anyone and everyone to attend general store seminars in facets like painting, kitchens and tools (admittedly that one draws more guys). He invites building inspectors to attend to keep them in the loop about changing products. Hingham also offers credit-bearing seminars for architects “because it’s so important that they have information for what to specify. It makes sense if we can offer our suggestions of a product, and the inventory to assure a quick turnaround.” But, true to Hingham’s emphasis on social media, many projects are featured on the website in how-to videos, too. “It’s show and tell; viewers get the information when they want it—after hours, on a Sunday. And access to this kind of information is so important, to explain how to do something properly. It gets people involved. And if customers do it right, they’re likely to come back for more.” That’s if the price is right. Right? Better: “Offer value for money. The lowest price isn’t always the best price,” he believes. “You’ve got to create value with a product. It’s our job to show the value of a certain product, and that goes into our own buying decisions. It’s not a random decision to carry something; it’s got to make sense to our customers. “And that’s why your sales staff is so important today,” Tom continues. “The information available to the consumer is often very confusing, so an independent dealer must be prepared to talk to customers and answer their questions. That’s why we here try to build a culture—to consider who we sell to, and why. Every employee is expected to have a certain skill set and re-train on a regular basis.” Today in Cohasset, a bedroom community close to Boston, “people are beginning to spend again. Compared with the national average, we in this region are the last to go into a recession and the first to emerge, so we don’t see downturns lasting as long.” Still, there were hard lessons to learn during those leaner years. Change, again. “Two important things to remember about a downturn,” he instructs: “One, recognize it at the outset, not two or three years into it; and two, look at where you are and project what it may take to create future opportunities. Make cuts so you remain viable in the future.” In those lean years, “We held regular meetings and made painful cuts. Your two biggest expenses are inventory and payroll, so you’ve got to reduce those two—to look hard at them— or you may lose the whole operation. Formerly, we paid little attention to daily details, so we had to develop economies in areas we hadn’t looked at before. But they made us more efficient today. “Today, business is good. Of course, that always raises other issues,” he laughs: “How to find good help, how to deal with health [insurance] costs. It’s important to increase the size of our business, so we’re always looking for new ideas—ways to create value-added.” A couple of added-values just signed on, however: the sons of Tom and his brother, making a fourth generation committed to the family business. And, chances are, they’ll institute a few changes of their own as time goes by.

Carla Waldemar cwaldemar@comcast.net September 2016

Building Products Digest

OLSEN On Sales By James Olsen

Catch more bees with honey I

F ATHLETES train diligently but incorrectly, they are

“grooving a mistake” (my golf swing comes to mind). Most sellers underestimate the importance of human warmth when working with customers. The number one factor in sales success is our ability to relate to our fellow man. Many sellers work hard making lots of calls, learning their markets and products but spend little time figuring out how to get close to their customers, as humans. I was working with a sales group on how to sell different personality types. One of the “salesmen” (quotes intentional) said, “Why do we have to study all this psychology stuff? I just want to sell wood.” I said, “The problem is we aren’t selling wood, we’re selling humans.” I am shocked how few sellers ask their customer how they are. Many tell me they don’t want to seem insincere or overly “saleszy.” These prejudices are in our minds. People want us to be polite to them. They want us to try to be nice to them. The fear of being perceived as too pushy or insincere makes many sellers bend backwards to seem “businesslike,” but instead end up coming across as standoffish and cold, both of which are extremely easy to say no to. While being standoffish and cold are easy to say no to, warmth and friendliness are easy to say yes to and difficult to say no to. Here are some things we can do to build rapport with our clients—quickly: Use their name and ask them how they are. It seems so obvious but many (most) sellers don’t use their customers’ names or greet them enough. Customer: “Hello, this is John.” Us: “Good morning, John. My name is James from ABC Distribution. How are you today? Customer: “Fine, how can I help you?” Us: “John, I wanted to talk to you today about…” (Use the customer’s name on the re-start; don’t just go into what we are going to say without first addressing them by their name.) Show some excitement and happiness in our tone when a customer calls in or when we get them on the phone on our call in. We act as if we are glad to hear their voice: Customer: “Hello, James, this is John.” Us: “Hey, John how are you doing?” We say this with some—not too much—excitement, as if we were hearing from an old friend. Another good place to use our customer’s name is at closing: Us: “You know you need this, Susan. That’s why you gave me the inquiry. Let’s put this one together.” Susan: “Okay, I’ll take two.”

Building Products Digest

September 2016

The Follow-Up Question When the customer is speaking most sellers are thinking about what they are going to say when the customer is done. We are going to think of an interested and interesting follow-up question about what the customer is talking about. Us: “So, Pete. How was the trip to the mountains?” Pete: “Great. Played some cards with them family and did some fishing.” Us: “Did you catch any?” Pete: “Sure did.” Us: “Tell me about the one that fought the most.” The opposite of the interested Follow-Up Question is Hijacking the Conversation, confused by many as “conversation,” but more accurately a way to put the spotlight back on the seller—wrong place. Us: “So, Pete. How was the trip to the mountains?” Pete: “Great. Played some cards with them family and did some fishing.” Hijacker: “Man, I love to fish. The last time we went fishing I caught…” Pete: “Great.”

Smile, Laugh & Relax Laugh with our customers. When they laugh, laugh with them. Customers tell corny jokes. Laugh at them. If you have a sense of humor, use it. Caution: Humor is a powerful tool; as with all power tools, use with care. A mistake made by many sellers is losing the charm when they get to the business part of the call. They are congenial and friendly in the greeting and small talk, but they clam up and lose their humanity when they get to closing. Because emotions are contagious, the customer gets uptight also… which leads to more no’s than yes’s. Master sellers stay relaxed and smiling all the way through the sales process. Life is a mirror. When we smile and relax while we speak, our customers will do the same; they can’t help it. Emotions are contagious.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

EVANGELIST Marketing By Alex Goldfayn

3 powerful questions to grow your business W

ANT TO GROW business? Communicate more. Because the more that people hear from us, the more they buy from us. The less that people hear from us, the less they buy. So, regularly and systematically, we must communicate more with customers and prospects. Tell them more about what they can buy from you, and what you can do for them. Ask them questions. Here are three simple questions you should be asking regularly.

It’s an easy yes for the customer. You’re asking to help him more, help him better. And they only need to move 5% of their business from a couple of other suppliers over to you. It’s a small increase for the customer, but it’s 50% growth in business with this customer for you. Further, these things add up quickly. Imagine this kind of increase with 10 customers. Or 50. That’s a lot of revenue in a hurry. All we have to do is ask for it.

The Did You Know Question

Pivot to the Sale

Tom, did you know we also do x or y or z? Most customers only know about 20% of what you can sell them. Think about the tragedy of this. They need other things you can do for them. In fact, they probably buy these things somewhere else right now. And, of course, you would like to sell them these things, or services. But none of that is possible, because they simply don’t know. Let’s do some math: Let’s say you have five salespeople who each speak with five people per day. That’s 25 conversations per day (and I’m not even considering all the emails they send here). This is 125 conversations per week, which is 6,500 conversations per year. Over the years, I’ve learned the Did You Know question results in a sale about 20% of the times you ask it. With the math above, 1,300 new sales. What’s the dollar value of your average sale? Whatever it is, the math is interesting, the sales technique is simple, and it costs nothing.

With every one of these questions, we need to pivot to the business. That is, ask for the sale. Close the deal. I was teaching a workshop recently, and one participant—a business owner—shared that the vast majority of the salespeople who call on him never ask. He said, “Some of them have me sold, I’m reaching for my wallet, but they leave without asking for the sale!” We must ask. Here are some pivot questions that ask for the sale: Would you like me to add it to this order, or write it up separately? I’d love to help you with that—should I write it up? Or, gentler: Should we talk about that now, or schedule a call for Tuesday?

The Reverse Did You Know Question Tom, what else are you buying elsewhere that I might be able to help you with? Instead of you suggesting the product or service, this question involves you asking the customer what, specifically, they’d like to buy from you. You might add: We’re just as good at that as what we do for you now. Or: We both know that one P.O. is better than two P.O.s. Ask the question. You’ll be surprised that customers will answer it and then enter a conversation with you about buying that product or service from you.

Getting Over the Discomfort Why don’t we ask these questions? Why don’t we pivot to the sale? Because we don’t want to offend the customer. We don’t want to lose the customer. We don’t want to be rejected. We don’t want to appear rude. Or demanding. We don’t want to take their time. All of these are self-limiting beliefs. You’re not taking their time, you’re offering to help them more. You’re not going to lose the customer, there’s a reason they’ve been with you for 10 years, or 20 years. They love working with you. They’re not going anywhere. With these questions, you are simply offering to help your customers more. They want to be helped more by you. And the beautiful thing is, they’ll pay you for it!

The Percent of Your Business Question Tom, what percent of your business would you say we get? Tom may answer 20%. Let’s talk about moving that up to 30%. I’d like to help you more. What would that look like?

Building Products Digest

September 2016

Alex Goldfayn The Revenue Growth Consultancy alex@evangelistmktg.com Building-Products.com

Building-Products.com

September 2016

Building Products Digest

US LBM Adds Michigan’s Keene U.S. LBM Holdings has acquired Muskegon, Mi.-based Keene Lumber Co. Keene will join U.S. LBM’s Standard Companies, becoming a division of Standard Supply & Lumber. A leading distributor and manufacturer of building materials in western Michigan, Standard is headquartered in Grand Rapids. All employees will remain with Keene, which will continue to be led by general manager Kevin Kooi. Founded in 1935 by Emir and James Keene, Keene Lumber is a full service provider of building materials to the residential and commercial markets in the Muskegon area. Its products include cabinetry and hardware, decking, flooring, roofing, siding and windows, with services ranging from home remodeling and kitchen and bath design to roof truss design and engineering.

Conner Acquires Continental Timber Conner Industries, Fort Worth, Tx., a national lumber processor and provider of integrated packaging solutions, completed the acquisition of Continental Timber Co., Valley Center, Ks. As a result of the acquisition, Conner’s operations have now been expanded to Wichita, Ks. The company is now strategically positioned for new growth in the Midwest, allowing the company to service its existing customers in Ks., Mo., Co., Ok. and Ia., more efficiently. Conner has asked all Continental employees to stay with the company, and both are excited to combine forces, Joseph McCormick, Conner’s CEO, added.

DEALER Briefs Benson’s Lumber & Hardware, Londonberry, N.H., has purchased Doulia-Gorrell Lumber Co. , Laconia, N.H., after four generations of ownership by the Veazey family. Zeeland Lumber & Supply opened yard #6 in Mishawaka, In.

Dail’s Home Center , Portsmouth, Va., closed last month after 60 years, with the retirement of owner Dan Dail. His son continues operating the Franklin, Va., branch, which took on some of Portsmouth’s inventory. Martin Ace Hardware opened a new store Aug. 1 in Altus, Ok.

The Tool Box, Fairview, Tn., is being remodeled and fully computerized, under new owner Sloan Mitchell. Deborah Lovett, who opened the store 30 years ago with her late husband Richard, will stay on as an employee. Lulloff True Value Hardware, Kiel, Wi., was severely damaged by an early morning fire Aug. 22, including loss of most of its roof. Ace Hardware, Shinnston, W.V., has been opened by Mark and Adam Southern, featuring 7,800 sq. ft. of retail and 5,200 sq. ft. of warehouse space. D&S Hardware, Winchester, Ky., has been opened by Kevin and Lisa Vincent at the former site of Bridges & Lane True Value Hardware. Aubuchon Hardware shuttered its 65-year-old branch in Foxboro, Ma.

Lowe’s opened new stores Aug. 11 in St. Augustine, Fl., and Brookhaven, Pa. (Frank Vegliante, store mgr.). Menards has pushed back plans for a new location in Cuyahoga Falls, Oh., at least another year. Its Woodstock, Il., branch is adding 6,400 sq. ft. to its current warehouse and building a second, 15,867-sq. ft. storage facility. Its Homewood, Il., store has temporarily closed up while undergoing a massive remodel, including expansion of its lumberyard. It should reopen early next year. Habitat for Humanity added a ReStore outlet in Denton, Md.; remodeled its ReStore in Pickard, Mi.; and relocated its Winter Garden, Fl., branch from a 6,700-sq. ft. to a 12,000-sq. ft. building. Bliffert Lumber & Fuel Co., Milwaukee, Wi., was named a 2016 Future 50 company by the Metropolitan Milwaukee Association of Commerce’s Council of Small Business Executives. Anniversaries: Kurtz Hardware Co., Des Moines, Ia., 150th … Moe Hardware Hank, Black River Falls, Wi., 120th … Bray Ace Hardware, Winter Garden, Fl., 110th.

Building Products Digest

September 2016

Building-Products.com

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YellaWood® brand pressure treated pine. Contact your YellaWood® representative to see which brands are available in your area.*

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, systems, and technologies of unrelated third parties. For details regarding the Preservatives, methods, systems, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission. *Availability varies by region. YellaWood® available in all markets.

YellaWood.com/ForDealers

Alexander Lumber Expands to Iowa Aurora, Il.-based Alexander Lumber, operator of 20 locations in Illinois and southern Wisconsin, has expanded into Iowa, with its acquistion of Nagle Lumber Co., Iowa City, Ia. Nagle, founded in 1922, had been owned and managed since 1994 by Carlan Miller and Jeff Maske. It will now operate under the Alexander Lumber name. “We are excited about the opportunities that Alexander Lumber and their strategic vendor partners will bring to our employees and our customers,” said Maske, who will stay in a leadership role. “The investment that Alexander is planning on making in our team, our equipment, and future facilities will ensure that we remain the primary supplier to builders and project consumers in the Iowa City market.”

Fire Destroys Jersey Lumberyard A family-owned lumberyard in South Jersey that’s been a part of the community for more than 70 years was engulfed by a massive fire on July 31.

Two hundred firefighters responded to Colucci Lumber, Malaga, N.J., as the fire quickly reached three alarms with crews hampered by the heat, low water pressure, and strong winds. With no fire hydrants in the area, tankers had to bring water in from a nearby lake. This is the second fire the Colucci family has experienced. They rebuilt the business after a fire in the 1960s.

Roofing Made Easier to Spec CertainTeed’s roofing product data and customized specifications are now available through ARCOM’s software platforms to architects, engineers and design professionals. The two companies have worked together to create customized versions of the MasterSpec sections to accurately specify CertainTeed’s roofing product portfolio. Now, its entire roofing product catalog and data sheets are easily accessible to specifiers when working on their projects.

SUPPLIER Briefs

HOOD LUMBER

Power Truss, Mayfield, Ky., will invest $1.6 million to more than double capacity, adding a new 26,400-sq. ft. building and new computerized, automated production equipment. Huber Engineered Woods filed suit alleging Georgia-Pacific’s ForceField air and water barrier system infringes on patents for its ZIP System sheathing and tape products.

Silver Creek, MS

Metcalf, GA Waynesboro, MS Bogalusa, LA

Wholesale Wood Products, Dothan, Al., has begun distributing the Roseburg Framing System line of engineered wood products, including I-joists and LVL, throughout the Southeast. Previously, Wholesale Wood had sold cedar and hardwood plywood from Roseburg. Cedar Creek has expanded its distribution of MoistureShield composite decking to its locations in Nashville, Tn.; Madison, Wi.; Little Rock, Ar.; Birmingham, Al.; and Indianapolis, In. It previously stocked the products only in Denver, Co.

Eastern Engineered Wood Products, Bethlehem, Pa., is now distributing Better Header flitch plate beams in Pennsylvania, Delaware, Maryland and northern Virginia.

Hood Industries operates four quality Southern Pine sawmills in Mississippi, Louisiana & Georgia, specializing in superior SYP Lumber, providing a full product mix of 2x4 thru 2x12, small timbers, & lengths up to 24’. “We go to great lengths to ensure your satisfaction” Phone 601-264-2559 Fax 601-296-4740

www.hoodindustries.com

Building Products Digest

September 2016

Floorco Distribution, Rosedale, Md., is now supplying Beauflor cushion vinyl tile products to the Mid-Atlantic region. Beck Fastener Group’s SubLoc Pro Scrail fasteners have been approved for use with Norbord OSB subflooring and Huber Engineered Woods’ AdvanTech flooring panels. BrightView Distribution , Farmingdale, N.Y., was honored with Novik’s 2016 Dealer of the Year award. Viance’s D-Blaze Fire Retardant Treated Wood reportedly has become the first pressure-impregnated FRTW to earn GreenGuard Gold Certification. Building-Products.com

THINKING Ahead By Warren Reeves, Wholesale Wood Products

Passing the torch E

VERY BOY SCOUT knows to be prepared. But every company, regardless of size, should heed this motto when considering its future leaders. If the CEO of your company suddenly resigned or became unable to fulfill their role, what would you do? Wing it? Service continuity is imperative for a company’s success. You might get away with flying by the seat of your pants in some circumstances, but when it comes to succession planning, if you’re unprepared, you’re putting your company at risk. So, what are your options? Essentially, there are two: hire from within the company or hire externally. Regardless of which you choose, the key is that the successor be the

How to Approach Succession Planning & Management • Identify future service needs • Identify key positions & competencies

• Select high-potential candidates • Select training & development activities • Implement training & development activities • Monitor & evaluate Source: The Mejorando Group

Building Products Digest

right person. For family-owned companies, this choice can be tricky. You might want someone within your family to succeed you, but what if they aren’t ready? Your stakeholders won’t be impressed if they sense nepotism, especially if that person is ill-prepared for their new role. Manufacturers Reserve Supply, Irvington, N.J., is in the process of grooming a leader to replace Steve Boyd, the company’s current president and CEO. Boyd’s father led the company before him and, before that, his father held the role. Boyd’s been the president and CEO for 30 years now, but he didn’t originally envision himself working for the family business. He’d been working at Packaging Corporation of America for five years when his dad

September 2016

gave him a call. “My father called me one day and said ‘My general manager is retiring, would you like to come to work?’ I said ‘No, I don’t think so,’” Boyd says. He was just starting to settle down; he’d met his future wife, built a house and felt comfortable in his career. Despite his initial disinterest, Boyd decided to give it a shot. “You just never know with family how it’s going to work out,” he says. Six years later, his father handed him the reins of president. Boyd hasn’t looked back since. Now, Boyd is in the position of having to consider his own successor. Brian Boyd, Steve’s son, came back to the company five years ago after working at a different wholesaler for five years. Brian, who is

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A Special Series from North American Wholesale Lumber Association

currently the company’s general manager, had always been interested in the family business, but he wasn’t sure he’d make his career at Manufacturers Reserve Supply. “My dad was really good about saying ‘We would like you to come into the family business if that’s what you would like to do,’” Brian says. “He said that both my sister and me. And he said, ‘If you don’t want to, that’s okay, just let me know so I can plan for the future and what that looks like from a leadership perspective.” “I wanted to make sure that I was ready and that it was my choice to come into the business,” Brian says. Being ready to come into the family business is one thing; being ready to take on a leadership position is another thing entirely, and Manufacturers Reserve Supply isn’t rushing the process. The company has an eight-year succession plan in place for Brian. “[The plan was] that he would come in and run through various

6 Tips for Successful Succession Planning • Start thinking about succession planning as early as possible • Involve many people in the decision to ensure full support • Be honest about the situation and who the right person is; don’t let emotion get in the way • Explore all options, including restructuring the company • Understand that flexibility is key, as succession planning can be an evolving conversation based on changing circumstances • Learn to let go; your successor can’t succeed if the former leader is clinging on

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Another Perspective “I always knew I wanted to work at DMSi, but my dad wanted us to get other experiences first. It was good to understand how the world works and what it’s like to not be the boss’s kid. Learning how to succeed on your own in a different business is something I think every child in a family business environment should be forced to do. I think every child of owners in a family business needs to learn one crucial lesson: Just because you were born into this family does not mean that you are special by default.” – Henry German, Project Manager, DMSi

departments,” Steve says. “He spent a couple years in inside sales, operations, finance and special projects. When the management team decides he’s ready, then we’ll put him in as president.” Brian is grateful for this slow transition; it’s allowed him to learn the different roles that make up the company and given him a greater understanding of how Manufacturers Reserve Supply runs. “Later in life, I’m sure “I’ll be able to look back on the first hand experiences I’ve had that will help me make decisions and lead the company in the future.” Making sure a successor is fully prepared is crucial in the succession planning process, but it’s equally important to ensure the rest of the company, whether family or not, is on board with the decision. “All employees should understand your strategy, and you need to communicate with them so they feel comfortable that you are all heading down the right path,” Steve says. Once a successor is in place, it’s

also important to remember that it takes more than one person to operate a business. “We’ve got a really good team,” Brian says. “It’s just my dad and I family wise in the business, but it takes so many people to run a successful business, and most of them are not family members. We’ve built a great team of managers and employees.” “It’s not my dad’s way. It’s not my way. It’s our management team’s way and how we want to grow the company. Even if I felt unprepared, there are many other people I can rely on to help me lead the company.” Even the best-laid plans of mice and men often go awry, but with proper planning and involvement of all appropriate parties in your company’s succession plan, you’ll be as prepared as you can be to keep the future of your business bright. – Warren Reeves is vice president of sales & marketing at Wholesale Wood Products, Dothan, Al., and a member of NAWLA’s board of directors.

September 2016

About NAWLA NAWLA (North American Wholesale Lumber Association) is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

Building Products Digest

Lowe’s Pulls Plug on Express Store Lowe’s has permanently shuttered its 50,000-sq. ft. Lowe’s Express location in Wall, N.J., after three years. The experimental location, which had no garden center and only a limited selection of lumber, closed Aug. 14. “After careful consideration, we made the decision to close,” said spokesman Steve Salazar. “Lowe’s Express opened in 2013 in response to the significant need to help surrounding communities rebuild after Hurricane Sandy devastated the area.” The chain offered all 58 full- and part-time employees immediate jobs at surrounding stores.

Merger Bolsters Both U.S. Lumber and Boston Cedar Fresh from its merger with Atlanta-based U.S. Lumber, Boston Cedar, Mansfield, Ma., can now offer an even broader range of products, wider customer reach, and increased efficiencies. For U.S. Lumber, which operates eight distribution centers across the Southeast and mid-Atlantic states while maintaining large inventory positions in two companymanaged reloads, expanding to New England was a natural next move. “We’ve long looked North at the great history, great construction, great buildings, and magnificent architecture in the Northeast and dreamed one of these days,” said U.S. Lumber founder/CEO Lawrence Newton. “When the opportunity to partner with Rob Ankner and the people at Boston Cedar became a possibility, we immediately got to work on putting these companies together, giving us oppor-

Building Products Digest

September 2016

U.S. LUMBER’S Lawrence Newton (left) seals the deal with new partner Rob Ankner and Boston Cedar.

tunity to bring the U.S. Lumber product mix into New England. We believe the ability to serve the entire Eastern Seaboard will offer a competitive advantage to our supply partners and our current customers as well as the those Boston Cedar is serving today.” Ankner, Boston Cedar’s founder, principal and CEO, agreed: “I can’t imagine a better scenario for Boston Cedar’s go-forward strategy. The cultures of Boston Cedar and U.S. Lumber are a perfect match. Combining resources enhances Boston Cedar and U.S Lumber’s ability to improve our value to customers and suppliers.”

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Building Products Digest

Young Nam has been promoted to vice president of pricing & procurement for US LBM Holdings, Buffalo Grove, Il. Bill Brown was named president of Metropolitan Lumber, Warrenville, Il., succeeding Dave Engelhard, who has retired after 33 years in the industry. Michael Mordell has been promoted to executive vice president of international operations for Universal Forest Products, Grand Rapids, Mi., leading its new U.K.-based international division, UFP Global Holdings, Ltd. Jeff Kern has rejoined Seaboard International Forest Products, Nashua, N.H., as director of marketing & recruiting. Brad Morrow has joined the leadership team at Boston Cedar, Mansfield, Ma., sharing strategic, operational and sales management responsibilities. New to outside sales are Matt Veroneau, covering Maine; Dave Baldino, Ct. and N.Y.; and John Hogan, Long Island, N.Y. Gregg Argall, ex-Euramax, is now general mgr.-exterior products for BlueLinx, Atlanta, Ga. Patrick Wilford, ex-US Steel, was named branch mgr. in Birmingham, Al. John Pappanikou is new to sales at Russin Lumber, Montgomery, N.Y., covering Massachusetts. Philip Leabo has joined Edgewater Lumber Co., Valdosta, Ga., as national sales account mgr. Jim Nelson, ex-Belwith Products, is now VP of sales for Wisconsin Building Supply, Green Bay, Wi. Sherry Innie, ex-Kearns & Co., has joined Woodbrowser, Grantham, N.H., as operations mgr. Bill Brown is new to the software development team. Hicks Goodnight has retired after 30 years as mgr. of National Lumber Co., Russellville, Ky. He is succeeded by his son, Billy Goodnight. Garth Premak is the new branch mgr. at Maner Builders Supply, Charleston, S.C. Bryan Murray and Jared Sherwin have joined the lumberyard sales team with GRK Fasteners, selling respectively to Ma., Ct., R.I., N.J., and Long Island, and to N.Y. and western Pa. September 2016

Scott Dunn has rejoined Mid-State Lumber, Branchburg, N.J., in the commodity division. MaryLynn Heim, ex-A.W. Hastings, is a new territory mgr. in Hartford, Ct., with Rick Pierson, ex-Selectwood, also a new territory mgr. for the New England market. Jonathan MacBeath has been appointed CEO of MacBeath Hardwood, Edinburgh, In., succeeding the late Carter Rothrock (see obituary, page 56). Brian Wynk replaces MacBeath as chief financial officer. Brian Lowry is now senior directordecking and Matt Shaner general sales mgr.-decking with T AMKO Building Products, Joplin, Mo. Jim Coulter was promoted to director of supply chain for Parksite, Batavia, Il., replacing Steven Schmidt, who retired after 41 years with Parksite. Neil Brunson, ex-84 Lumber, is new to outside sales with Mountain Lumber Co., Boone, N.C. Michael Costello was appointed CEO of Costello’s Ace Hardware, Deer Park, N.Y., succeeding founder Vincent Costello, who died in June. He is replaced as president by Jaime Maloney. Dan Costello is now VP merchandising, inventory & IT; Art Freedman, VP of retail pricing & program development; and Rocky Vitale, executive VP. Chad Giese was promoted to national sales & product mgr. for FASCO America, Muscle Shoals, Al. Allyn Ford is retiring as CEO of Roseburg, Dillard, Or., effective Sept. 1, but will continue as chairman of the board. President Grady Mulbery will add the title of CEO. Carey Phelps has been appointed director-investor relations for BMC Stock Holdings, Atlanta, Ga. Jay Brown, VP of sales & business development, Do it Best Corp., Fort Wayne, In., is retiring Dec. 31 after more than 30 years in the industry. Mark Barford, ex-NHLA, is now senior director-business partnerships for the National Wooden Pallet & Container Association. Chris Seitz, VP/GM, Timber Products, Inc., Wichita, Ks., recently celebrated 40 years with the firm. Doug Graves is providing end-of-life planning services to workers at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus. Building-Products.com

Mead Picks Up Shuttered Yard Mead Lumber, Columbus, Ne., has purchased the former ProBuild yard in Salina, Ks., to become its 41st location and sixth in Kansas. The facility will be remodeled in time for a spring reopening.

NY Dealer Converts to Ace Jeff and Deane Pfeil, owners of Pfeil Hardware, Troy, N.Y., completed the sale of their hardware store in downtown Troy Aug. 4. The business will now be called Ace Hardware of Troy and owned by Angelo Grasso Sr. and Angelo A. Grasso. The real estate includes the 8,700 sq. ft. store, as well as the 19-unit Conservatory Apartments the Pfeil’s owned and managed on the upper floors and a 22-space parking garage in the basement. The Grassos currently own two Ace Hardware stores: one in Brooklyn and the other in Brunswick, N.Y. Grasso Sr. opened a hardware store in Brooklyn in 1979. The family also owns residential and commercial property in New York City and the Albany region. His daughter-in-law, Erika Grasso, who’s in charge of the Brunswick store, will run the Troy store as well. The Pfeils have been searching for a buyer for the past two years or for someone to take over the business and the apartments. They wanted to take on a new venture after successfully rescuing what had been a long-vacant former department store.

STONE FACED: C.A. Smith Lumber & Feed Co., Ludlow, Ma., employed Novik’s Dealer Beautification Program to transform its own exterior with NovikShake Brownstone RS8 and flint-colored NovikStone Drystack replica stone veneer panels. Through the program, dealers receive up to 10 squares of NovikShake and/or NovikStone to upgrade their location upon placing their initial stocking order.

SC Sawmill Starts Upgrade Charles Ingram Lumber Co., Effingham, S.C., is spending $6.5 million over the next five years and sister company Willowcreek Lumber, Effingham, $2.8 million to expand operations. Expenditures will include additional equipment, upgrades to the planer mill, and a new crane to increase log storage.

MiTek Opens Indiana DC MiTek’s new distribution facility in Plainfield, In., is now fully operational. Offering distribution to a 500-mile radius, the new 52,700-sq. ft. facility will provide same-day or next-day delivery for a wide range of products, including USP structural connectors, USP epoxy and fasteners, and MiTek truss connector plates.

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September 2016

Building Products Digest

Eastern White Pine NELMA Special Issue

Hancock uses Grader Academy for increased employee success T

AKE A PEEK inside the Hancock

Lumber break room in Casco, Me., and you’ll see the normal things: tables and chairs, a refrigerator for storing employee meals, a bulletin board filled with notes and memoranda. What sets this break room apart: Three kiosks running the N E LMA Grader Academy software. Launched in 2014 by the Northeastern Lumber Manufacturers Association, the Grader Academy (www.graderacademy.org) turned the laborious process of becoming a grader on its ear with the creation of a first of its kind, multi-faceted, online educational program. Hancock Lumber began using the program in-house in March 2016. The training program parallels the two most important softwood lumber species and species grouping in the Northeastern and Great Lakes regions: Eastern White Pine and Spruce-Pine-Fir. Courseware, designed to offer a natural learning approach, uses visual images to rein-

Building Products Digest

force all elements of the grading process. The system is non-subscription with no pay-to-play elements,

and is available 24/7. “The Grader Academy was created to ensure our members have the infor-

INSIDE THE break room at Hancock Lumber, Casco, Me., are three kiosks running the NELMA Grading Academy software.

September 2016

Building-Products.com

mation they need to educate their employees,” said Jeff Easterling, president of NELMA. “The visual, easyto-follow format presents the information in such an accessible way, it’s perfect for mill employees, dealers, and anyone interested in learning more about lumber grading.” Over at Hancock, the Grader Academy has been integrated into the overall training package for all employees. “We would like all of our employees to be NELMA-certified,” said Matt Duprey, vice president of sawmill sales for Hancock Lumber. “The level of knowledge presented within the Grader Academy prepares them for the reality of grading lumber at so many pieces per minute. Employees can evaluate their progress and pinpoint areas where growth is needed; by the time they get to the grading line, their level of confidence and knowledge is significantly higher than it would be from book training.” Hancock employees are encouraged to get involved with the program as soon as possible, with break times built into the day to allow for online training. Dan Wetmore, finished product manager with Hancock Lumber, likes the fact that the integrated grading game, Above Board, adds an element of fun to the training: “We have seen the engagement level of our employees grow steadily; they enjoy challenging each other to be the fastest grader. There’s a strong tie between the information from the Grader Academy and our employee’s grading accuracy. Using the break room com-

puter consoles is so much friendlier than opening a book!” The program is also loaded onto smartphones and tablets for continued learning on the go. “Our employees enjoy the learning, they have fun with it,” continued Wetmore. “Using the Grader Academy as part of training is something we’ll do from now on.” Duprey, who was the N E LMA Marketing Chair when the software was developed and launched, is pleased with what the online training program has morphed into. “When the Grader Academy was first proposed, we looked at it as a marketing tool,”

he said. “Something innovative and different, a cool way to share a deeper level of wood information. Then the employee training benefits became clear, and we realized this was bigger than NELMA: this program has something for everyone, from customers to homeowners, mill employees, and dealers. The outreach is limitless.” “This is exactly what we’d hope for, the exact way we hoped members would use the Grader Academy,” concluded Easterling. “The success experience by Hancock Lumber illustrates that the idea has gone full circle.”

GRADER ACADEMY has been integrated into overall training for all Hancock employees.

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September 2016

Building Products Digest

Eastern White Pine NELMA Special Issue

NeLMA puts eastern white pine on the Map N

OTICE A LITTLE something special bundled with this month’s Building Products Digest? Packaged with most copies of this issue, it’s called the NELMA Map! This four-color publication is printed on a single 21”x33” size page—both front and back. It folds easily into an 8-1/2”x11” brochure, perfect for reading and sharing! Let’s take a closer look: The top half showcases a woodgrain state map of the Northeast with mill locations and mill contact information indicated. On the bottom half, we’ve shared eastern white pine historical facts coupled with technical data on the species. Look closer, and you’ll find information about NELMA’s quality control system, eastern white pine grade photos, pattern profiles, end use

suggestions, eastern white pine properties and much more. Spruce-Pine-Fir south is also featured, including complete information on grades, standard size charts, and strength values for selected sizes and grades. QR codes take the user back to the most current NELMA website, ensuring that all information is complete and upto-date.

Manufacturers of Quality Eastern White Pine • Producing 16 million bd. ft. annually

SAMPLE of NeLMA’s Eastern White Pine Grade Photo Swatch is available free to BPD readers.

• Weinig Waco maxi planer specializes in pattern stock • Nine Irvington Moore dry kilns – total capacity 360,000 bd. ft. • All shipments via truck or van are paper wrapped • Marketing throughout the U.S. and Canada via Wholesale & Wholesale Distributors

Sales: Win Smith, Jr. win@limingtonlumber.com (207) 625-3286 • Fax (207) 625-7399 www.limingtonlumber.com

Building Products Digest

September 2016

“The Map is one of our most comprehensive reference items,” says Jeff Easterling, president of NELMA. “There’s so much information in one place, it’s the perfect tool to begin—or continue—the eastern white pine conversation.” But wait, there’s more! Just for readers of Building Products Digest, N E LMA has a special offer: Contact NELMA by email (info@nelma.org) or by phoning toll-free (800-819-6040) to receive one free sample of the Eastern White Pine Grade Photo Swatch! “The swatch is, by far, the NELMA information piece for which we receive the most comments and the most requests,” continued Easterling. “Retailers absolutely love it! There’s nothing else like it in the wood industry, and it helps them sell more wood every single day.” The swatch is exactly what it sounds like: Modeled after the familiar paint swatch book, the NELMA version highlights the five primary grades of eastern white pine through high-quality product images. Basic grade information is also included. At 1-3/4” x 8”, it’s the perfect compact tool. Contact N E LMA today and a swatch will be mailed ASAP! Building-Products.com

Building-Products.com

September 2016

Building Products Digest

Eastern White Pine NELMA Special Issue

NeLMA tools and info available

Online 24/7

ASED ON THE growing number of lumber retailers and dealers registering and opting-in to the NELMA Retailer Outreach Program e-newsletter, trends indicate more and more of

Building Products Digest

this same audience utilizing social media on a steadily growing basis. Whenever and wherever people log onto the Internet, NELMA is there.

September 2016

Websites NELMA’s trio of informative websites offer comprehensive information that paints the complete picture of eastern white pine. “When you look at

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the massive amounts of information presented on our three sites, there really is something for everyone,” said Jeff Easterling, president of NELMA. For retailers and wholesalers, www.nelma.org is the one-stop shop for technical information, educational tidbits, and selling tools. In-depth product knowledge is paired with real-world applications and easy-tonavigate access to brochures, informational pieces, and more. A constantly updated library spotlights publications available for ordering and downloading, in addition to quick lessons on things such as how to read a grade stamp. For the history buffs out there, check out the White Pine Monographs, a historical series of beautiful pieces detailing how eastern white pine was used throughout the Northeast over the last century. The recently redesigned www.EasternWhitePine.org is a treasure trove of goodies aimed directly at consumers. Exciting 360˚ virtual tours showcase the many interior and exterior uses of eastern white pine throughout real-life homes, while ever-changing news blocks feature cool wood stories from within the Northeast and around the world. If you’re a Wood Geek, be sure to visit this special section. Send us an email if you’d like to be included! Once a year, N E LMA holds the Sustainable Versatility Design Awards, in which architecture and design students from any accredited college and university in the country are invited to submit design ideas featuring eastern white pine. Each year follows a specific design theme; winners and their projects from the past four years can be found at www.SustainableVersatility.org.

Northeast; association news; recent media coverage. Twitter – @iNELMA: Quick overviews of industry news and association updates. Special posts when NELMA is exhibiting at industry trade shows several times a year. Pinterest – NELMA: Pictures, pictures, and more pictures! Gorgeous end-use applications of eastern white pine are showcased with the goal of sparking imagination. YouTube – NELMAtv: So many videos! How-to videos, wood vs.

PVC comparison videos, house tours, how to build a barrel ceiling—it’s all here. “Year to year, all of our social media channels and websites have experienced a solid, steady growth in engagement,” commented Easterling. “We are seeing more and more of our members and their customers going online, and it’s paramount to be where they go to find information. That’s why you’ll always see new and exciting information from N E LMA online—we promise you’ll always learn something when you visit one of our pages!”

Social Media While much of the lumber industry was cautious about integrating social media into their annual marketing plans, NELMA jumped in years ago— with both feet. The depth and breadth of online content available to retailers and wholesalers is staggering; and it’s all available 24/7. Here’s what you can find on social media from NELMA, and where to find it: Facebook – NELMA (Northeastern Lumber Manufacturers Association): Interesting wood stories from around the world and throughout the Building-Products.com

September 2016

Building Products Digest

Eastern White Pine NELMA Special Issue

NeLMA’s Retailer Outreach Program is off and running D

ID YOU RECEIVE the first email edition of the NELMA News for Retailers, the keystone of NELMA’s recently introduced Retailer Outreach Program? If not, check out the sidebar to this article and get signed up! Launched in August 2016, the Retailer Outreach Program from the Northeastern Lumber Manufacturers Association (NELMA) has one goal: to create a consistent information channel between the association and lumber retailers. Jeff Easterling, president of NELMA, noted how traditional retailer outreach programs typically target only one or two top contacts within each company. In contrast, the

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Building Products Digest

September 2016

Retailer Outreach Newsletter Interested in receiving the N ELMA Retailer Outreach Program e-newsletter and being added to a rapidly growing list of retailers in an informational partnership with NELMA? Registration and opt-in is completely free for retailers and dealers. All submitted information will be kept confidential and not sold or given to anyone at any time. To opt-in, email company name and email contact information for all company representatives wanting to receive information to info@nelma.org. Questions? Contact NELMA at (800) 819-6040.

NELMA Retailer Outreach Program impacts counter staff and those within the organizations who actually sell the wood. “This greater level of outreach results in a higher level of wood product knowledge that should translate into increased sales,” commented Easterling. “Information sharing of key sales points, product technical details, links, and marketing tools allows us to communicate so that this body of knowledge can be passed from person to person down the line. Sales staff training and the eventual dissemination of wood information to retailer builder/contractor customers is the ultimate goal.” NELMA News for Retailers, an e-newsletter published regularly, is easy-to-read and includes an interactive element: Retailers are encouraged to share information contained in the NELMA e-newsletter with their customers in whatever form they choose (company newsletter, social media post, etc.). “An ongoing conversation is the goal,” continued Easterling. “By sharing information back and forth with each other, we can better pave a pathway to a long-lasting, stronger relationship. There’s not much wood information out there right now aimed specifically at the retailer market, and we’re doing all we can to change that.” Building-Products.com

Eastern White Pine NELMA Special Issue

Cartoons as a marketing tool

The Skip & Wane success story O

NE YEAR AGO, the world met Skip

& Wane, the first forest products industry-themed comic strip, and the wood industry has never been the same.

Set in a softwood lumber mill located somewhere in the Northeast, cartoon brothers Skip and Wane embark upon industry-related adventures, with mishaps and inside jokes

aimed straight at the funny bone of the wood industry. Each strip focuses on a key industry topic, sharing information via sly humor. The competition isn’t immune to humorous barbs,

“ADVENTURES OF Skip & Wane” comic strip has become an effective industry marketing tool. Visit www.nelma.org for further adventures.

Building Products Digest

September 2016

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with character traits being maximized for the payoff of a giggle. The brothers are joined by a small cast of characters including several seasoned employees and even a dog appropriately named Spike Knot. Since the introduction of the strip, comments have been consistently positive, according to Jeff Easterling, president of NELMA. “The entertainment value has given the strip a growing life of its own; for members of the industry who are familiar with the strip, they bring it up immediately and want to talk about the most recent edition. When people read it for the first time, they’re tickled and want to see more!” A Salesforce.com blog post by writer Stu Heinecke offers five reasons why cartoons should be part of

Building-Products.com

marketing campaigns: the power of cartoons as an involvement device; the fact that cartoons double email open rates and increase digital engagement; cartoons, by their very nature, provide a talking point to assist in breaking through to prospects; cartoons have a proven track record as a marketing device; and the stickiness factor of cartoon— people remember them! Easterling agreed with the blog post, adding the point that “unique marketing vehicles challenge the wood industry, encouraging us to see things differently than we have before. Cartoons are a popular, inexpensive, effective marketing tool and an exciting way to share and embed key messages.” Check out the latest adventure on

September 2016

the previous page of this issue of Building Products Digest… or perhaps it already caught your attention! Each Skip & Wane strip is posted on www.nelma.com under the “Lagniappe” tab.

About NELMA N E LMA—Northeastern Lumber Manufacturers Association—is the rules writing agency for eastern white pine lumber and the grading authority for eastern spruce, balsam fir, SPFs, and other commercially important eastern softwood lumber species. It is also a leading agency for export wood packaging certification and the marketing voice for the wood products industry in the Northeast.

Building Products Digest

Eastern White Pine NELMA Special Issue

Winning designs on eastern white pine T

HE RICH QUITADAMO Sustainable Versatility Award, founded in 2012 by the Northeastern Lumber Manufacturers Association, is awarded by NELMA every year to an architecture, engineering or design student currently enrolled in an accredited architecture program. The goal of the award is to challenge the next generation to learn more about Northeastern softwoods and specify them into their contest entry. The 2016 Sustainable Versatility Award contest followed the theme of [re]imagine. Entrants were asked to choose an iconic building in their community and reimagine how that structure would showcase eastern white pine. Creativity was encouraged to highlight specific ways in which the use of eastern white pine would make a great space even greater (and greener). “This competition was originally created to educate and engage current architecture students and help prepare them for a job in the real world,” says Jeff Easterling, president of NELMA. “Along the way, they learn more about the value of wood as a true sustainable building material.” The first place winner of the award earns $1,000, and second place wins $500. The 2016 Sustainable Versatility Design Award winners are: First place: Jaechang Ko, an architecture student at Texas A&M, for his entry “Re:>Imagining Kimbell Art

Building Products Digest

September 2016

Museum.” This represents the second student win for Texas A&M professor Ahmed Kamal Ali, Ph.D. Second place was awarded to Joo-Hyun Park of the University of Hawaii. For more information on the Sustainable Versatility Design Award, please visit www.sustainableversatility.org.

REDESIGN in eastern white pine of the Kimbell Art Museum, Fort Worth, Tx., was the first place winner of NELMA’s 2016 Sustainable Versatility Design Award.

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Industry Pitches In to Aid Flood Victims LBM industry retailers and suppliers have stepped up to assist with flood relief efforts in Louisiana, many partnering with the Red Cross. Described as the worst natural disaster in the U.S. since Superstorm Sandy, the flooding claimed 13 lives and damaged more than 60,000 homes. Twenty parishes across Louisiana were declared a federal disaster zone. Over 100,000 people have requested federal aid.

RoyOMartin, Alexandria, La., sent clean-up crews, supplies and money to the areas affected. Another team of employees held a cook-out for survivors and relief workers. RoyOMartin is also matching employee donations to select charities. Others, including Simpson StrongTie, made sizable cash donations. Both RoyOMartin and Simpson Strong-Tie are urging fellow industry

EXTENSIVE CLEAN-UP were undertaken by thousands of volunteers, including industry members and their families, such as the sons of RoyOMartin’s Baton Rouge-based sales rep, Amanda Vincent.

members to join them in contributing to disaster recovery efforts and suggested the American Red Cross (redcross.org) as a good place to start.

Stack the S t Deck in You our Favor

To Reques st Trrial Samples for a FREE Test e Drive, Viisit us at:

Building Products Digest

September 2016

WWW.GRKFASTENERS.COM

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FAN DRIVE: Earlier in the summer, well before the flooding, Westlake Ace Hardware began partnering with The Salvation Army for a fan drive to provide their local communities with relief from the summer heat. In the span of just 18 days, Westlake and its customers raised $68,000 equating to more than 5,000 fans given to The Salvation Army.

theme, affording associates several different methods to participate. In the spring, Parksite donated over 5,000 lbs. of food to local food banks, and in the fall will host a coat drive, followed by a toy drive during the holidays. “To further promote and add a touch of nostalgia to the project, our Connector group invited associates to submit their own past school pictures which were circulated company-wide daily, encouraging associates to play ‘guess who?’” Wheeler added. “This flashback was a great way to reinforce our sense of company engagement and pride of ownership.” Beneficiaries of Parksite’s school supply drive included child care centers in Fargo, N.D.; a high school in Stem, N.C.; YMCA of East Brunswick, N.J.; a food pantry in Romeoville, Il.; a rescue mission in Syracuse, N.Y.; St. Vincent DePaul, Baltimore, Md.; and other ministries in Aurora, Il.; Akron, Oh.; Hartford, Ct.; and Tampa, Fl.

Parksite Aids School Children During the summer, Parksite employees donated hundreds of pens, crayons, markers, notebooks and backpacks to their communities as part of their 2016 Volunteer Initiative. “An important part of the Parksite culture is to create and promote outreach opportunities in our communities for our employee-owners,” said communications manager Elizabeth Wheeler. “Each year, a group of associates, coined the Parksite Culture Connectors, outlines the organizations’ charitable initiatives with the intention to be inclusive of all associates and create community awareness and goodwill.” For each season this year, the group selected a different

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DISTRIBUTOR Parksite collected school supplies as part of its quarterly employee volunteer program.

September 2016

The Merchant Magazine

NEW Products

Squeak-Free Flooring

Upgraded Bronze Railing

The new AdvanTech subfloor adhesive by Huber Engineered Woods for subfloor assemblies is strong, with a heavy-duty, polyurethane bond. The gun-applied foam quickly settles into a highstrength gel adhesive to create a bond that exceeds industry performance standards. AdvanTech subfloor panels used with floors get a strong, stable base, and a squeak-free panel-to-joist connection.

AZEK and TimberTech added a new textured bronze color option for its railings that creates a striking appearance when paired with their broad palette of deck colors. Also available in the original black, the low-maintenance, high-quality powder coated aluminum profiles are engineered for strength, security and aesthetics, adding more benefit to the already easy-to-install Impression Rail system. The system is appealing as a stand-alone aluminum rail or can be customized with AZEK or TimberTech top rails and post sleeves.

n HUBERWOOD.COM (800) 933-9220

n TIMBERTECH.COM (800) 307-7780

Freestanding Cabinets with Style

Safety on the Jobsite

Strasser Woodenworks’ latest freestanding cabinet, Birch Bay, offers the relaxed contemporary feel of coastal styling. The modern vintage cottage style complements a range of home décors, from a seaside home to a suburban ranch. The cabinet is available in five different finishes in 24-, 30-, and 36-inch widths, along with coordinating medicine cabinets and a 70-inch-tall linen tower.

Safety is a key aspect when it comes to Bosch’s Reaxx Portable Jobsite Table Saw—the first saw with the company’s proprietary flesh-detecting Active Response Technology. The system can be reset in under 60 seconds, and a single two-shot cartridge enables activation for two incidents before needing replacement. All necessary parts, instructions and wrenches are located on board the saw, including storage for extra cartridges.

n STRASSERWOOD.COM

n BOSCHTOOLS.COM

(800) 445-0494

Building Products Digest

(877) 267-2499

September 2016

Building-Products.com

Supremely Green Flooring Adhesive

Designed for both new construction and replacement window applications, the 3-inchdeep Breeze-Lite vinyl window frame has been introduced by Hy-Lite for operable acrylic block windows and decorative glass windows. The frame has a nail fin offset of 1 inch (with the ability to rip fins for replacement applications). Anti-corrosion hardware and screens are included with each frame. The frame offers a more aesthetically-pleasing option with cleaner visual lines.

Supreme Green 7800 from DriTac Flooring Products is a five-in-one adhesive offering subfloor moisture control with a lifetime warranty. Containing zero VOCs or solvents, the single-component adhesive offers sound and moisture control, isolates old cutback adhesive residue, acts as a crack suppressant, and has a bond-only option. It also offers the ability to install multi-ply engineered plank, solid wood plank, and bamboo and other flooring materials with no restrictions on width, length or thickness. It is also easy to clean off the surface of hardwood flooring wet or dry.

n HY-LITE.COM

n DRITAC.COM

Durable Frame Options

(888) 256-2599

(800) 394-9310

Stronger Drywall Options CertainTeed Gypsum’s new line-up of high-performance drywall corner solutions benefits industry professionals and endusers, with superior aesthetics, durability and installation efficiency ideal for both residential and commercial building applications. The company has taken the best

Building-Products.com

of its innovative, high-performance drywall corner solutions—No-Coat Structural Laminate (SLAM) and Levelline—and wrapped them under the CertainTeed brand name.

n CERTAINTEED.COM (800) 233-8990

September 2016

Building Products Digest

Impressive Polymer Shingles

Lightweight Underlayment Typar Weather Protection System recently launched Surround VR Underlayment, the next generation of high-performance, cost-effective synthetic roofing underlayments. Surround VR Underlayment reduces the amount and weight of material needed for roofing jobs, and is designed with the installer in mind. The highly versatile product is waterproof and was developed to work in nearly any roofing application, including with shingles, shakes, tile, slate or metal roofs.

n TYPAR.COM

CertainTeed’s Cedar Impressions individual 5-inch Sawmill Shingle features proprietary CedarLife color technology with TrueTexture molded textures and patterns, which simulate the look of natural cedar shingles sawn in a lumber mill. The shingles are available in four CedarLife blended color families in varying widths, capturing cedar’s rustic charm while offering the design flexibility, easy installation and minimal maintenance of individual polymer shingles.

n CERTAINTEED.COM (800) 233-8990

Size does matter. Douglas Fir up to 20” x 20” x up to 40’ Cedar 16” x 16” x up to 32’

Richardson Timbers is a leader in custom millwork & manufacturing of customized timbers, with capabilities of delivering products throughout the U.S. Serving the construction industry for over 60 years, by taking the spirit of the old & combining it with the leading technology of today, Richardson Timbers is able to offer wholesale products with unparallelled service & quality.

Richardson Timbers

toll free (877) 318-5261

phone (214) 358-2314 fax (214) 358-2383 www.richardsontimbers.com

Building Products Digest

September 2016

Building-Products.com

Work-Savvy Wrench Crescent has added the latest addition to its line of wrenches. With the versatility of an adjustable wrench and gripping power of a locking plier, the new 10” Locking Adjustable Wrench provides greater access for a wide variety of fasteners. The wrench provides the increased adjustability necessary to squeeze different shapes and sizes. It has an anti-slip adjustable jaw with a 1-5/16” maximum opening.

n CRESCENTTOOL.COM

Best Fitting Bits

Flood Wood Care, a brand of PPG Architectural Coatings, has introduced the comprehensive new Flood Pro Series line of professional stains, finishes and preparation products. Developed to meet the staining needs of the professional, the line combines popular existing formulas with several new and improved formulas to provide highly durable products with easy application.

Milwaukee Tool has expanded its Shockwave line of accessories engineered and tested to be durable and good fitting. The Double-Ended Power Bits enable the use of two unique tips from one bit for increased productivity. A bits’ optimized Shockzone geometry helps to absorb peak torque and prevent breakage, which can provide up to 30 times longer life compared to other power bits. Each precise-fit custom tip prevents stripping and reduces wobble for the best fit.

The 4-inch Flexvolt wood cutting carbide hole saw from DeWalt has a 500 max RPM and features carbide teeth for extra long life as well as a thin kerf design for high efficiency. The system brings the future of power with cordless tools to the industry with a highly innovative voltage-changing battery and a line-up of groundbreaking tools to change the way work gets done.

n PPGAC.COM

n MILWAUKEETOOL.COM

n DEWALT.COM

Pro-Level Wood Care

(800) 648-8160

Building-Products.com

Cutting Made Easy

(800) 433-9258

(800) 729-3878

September 2016

Building Products Digest

Time-Saving Spray Foam

Sealing out the Heat

Demilec’s newest version of its Heatlok XT closed cell spray foam insulation increases the spray ability by allowing up to 4 inches of foam to be applied in one pass, saving time and reducing the need to have multiple passes to achieve the required insulation thickness or R-value set by the building code. Demilec will continue to offer both Heatlok XT with its increased yield and Heatlok Soy 200 Plus with its high R-value of 7.4 at 1 inch, giving contractors a wide range of choices for their customers’ needs.

Lapolla Industries, Inc. has launched FOAM-LOK 2800-4G spray polyurethane foam for roofing. The spray foam is a rigid, closed-cell spray polyurethane foam that may be applied over most new or retrofit roofing substrates. The sustainable roofing material offers a wide range of commercial, industrial, agricultural and residential applications. The spray foam is notable for its ability to seal the envelope and prevent heat transfer through the roof deck.

n DEMILEC.COM

n LAPOLLA.COM

(800) 888-2418

Building Products Digest

(800) 452-2117

September 2016

Building-Products.com

ASSOciAtiON Update Florida Building Material Association will kick off its annual convention and Gulf Atlantic Building Products Expo with the Tom Stead Classic Golf Tournament Oct. 5 at Panther Lake and Crooked Cat golf courses in Orlando, Fl. The expo will take place Oct. 5-7 at Gaylord Palms Resort & Convention Center in Kissimmee. During the expo, the association will induct two new honorees into its Hall of Fame: Spike Cissel, Manning Building Supplies, and Robert Pearce, Huttig Building Products. Construction Suppliers Association is hosting a pair of workshops leading into its annual expo Sept. 1416 at the Golden Nugget, Biloxi, Ms. On Sept. 13 there will be a blueprint reading & material takeoff taught by Casey Voorhees, and on Sept. 14 a yard & delivery managers workshop instructed by Ken Wilbanks. The annual meeting itself will kick off with a welcoming address by National Lumber & Building Material Dealers Association’s Scott Yates and a keynote presentation, “Ahead of the Curve: Market Insights to Help You Stay Competitive,” by Jim Robisch, Farnsworth Group. Day two will feature breakout education sessions on managing employee complaints, securing favorable contract terms, improving hiring, and the nuts and bolts of LBM sales. Northeastern Retail Lumber Association affiliates are preparing a variety of events to begin the fall. New Hampshire Retail Lumber Association will honor its 2016 Lumber Persons of the Year at its annual meeting Sept. 9-10 at Sheraton Harborside Hotel, Portsmouth, N.H. Charlie Desmarais, P.J. Currier Lumber Co.; Allen Moulton, Moulton Lumber; and Erwin Ward, Everlast Roofing, will be feted. Mid-Houston Lumber Dealers Association’s next board of directors meeting will take place Sept. 13 at Alexis Diner, Newburgh, N.Y. Central New York Lumber Dealers Association’s board meeting is Sept. 15 at Strada Mia, Syracuse, N.Y. Eastern New York Lumber Dealers will honor its Lumber Person of the Year, Jon Hallgren of Curtis Lumber, at its annual meeting Sept. 23 at The Queensbury, Glens Falls, N.Y. Building-Products.com

North American Wholesale Lumber Association is gearing up for its annual Traders Market Oct. 26-28 in Las Vegas, Nv. NAWLA confirmed its keynote presenter for the grand opening luncheon as Jim Knight, former senior director of training & development at Hard Rock International. National Hardwood Lumber Association members have a chance to meet new NHLA executive director, Lorna Christie, at the group’s annual convention and exhibit showcase Oct. 5-7 at Omni Shoreham Hotel, Washington, D.C., where as she will share her plans for the future. There will also be the nomination and selection of new NHLA board leadership—a new president, VP, and

several new directors will be elected. During an international market panel, AHEC executive director Mike Snow and several other AHEC directors will discuss U.S. hardwood exports and the international market, followed by a workshop on how social media management can improve any business. Attendees will also have the opportunity to take part in various social events, including golf on Oct. 5. at the East Potomac Golf Course, to benefit the Hardwood Forest Foundation. Composite Panel Association’s fall meeting is right around the corner on Oct. 2-4 at World Center Marriott, Orlando, Fl. The event brings together over 175 composite panel industry leaders and guests, for board and committee meetings, policy discussions, educational sessions, and social events.

Your source for

LARGE TIMBERS, SPECIALTY PRODUCTS, & REMANUFACTURING

• Redwood • Western Red • Cedar • Southern Cypress • Douglas Fir • Ipé

877.533.7695 September 2016

Building Products Digest

iN Memoriam Jack Rajala, 77, CEO for Rajala Companies, Deer River, Mn., died Aug. 2 after battling cancer. Rajala had served in leadership roles with many regional and national groups, including the Minnesota Timber Producers Association, American Forest Council, American Lumber Standards Committee, past member of board of governors for the National Forest Products Association, and Minnesota Forest Industries.

Michael John O’Malley, 64, president and owner of P.T. O’Malley Lumber Co., Rosedale, Md., died of cancer July 23. The founder’s son, he joined in the early 1970s, overseeing its purchase of a Tappahannock, Va., sawmill in 2004 (O’Malley Timber Products) and O’Malley Wood Pellets in 2009. Carter Rothrock, 65, president of MacBeath Hardwood Co., Edinburgh, In., died Aug. 20 after a lengthy battle with cancer.

cLASSiFiED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group.

Deadline: 18th of previous month. Questions? Call (714) 486-2735.

PRODUCTS FOR SALE

TRI-STATE LUMBER CO.

Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10 Tel. (662) 862-2125 • Fax 662-862-4900 email dhoman@tristatelumber.net

HELP WANTED LUMBER TRADER Seaboard International Forest Products, LLC is a premier commodity trading firm specializing in lumber and structural panels, and is a division of Forest City Trading Group in Portland, Oregon—the leading wholesaler of forest products in North America. According to Business NH Magazine, SIFP has been one of the Top 10 (by sales dollars) privately owned companies in NH for three years running. We are seeking to fill the position of Lumber Trader. The successful candidate will transition into a trading role and will be responsible for buying and selling commodity lumber on our trading floor. We are looking for a person who can recognize a unique opportunity, and seize it. Candidates should have experience in lumber and sales, integrity, a quick mind, the ability to communicate, a willingness to work hard, and be goal-oriented. To apply, submit your resume to jeff.kern@fctg.com.

NORTH CAROLINA RELOAD

Shaver Reload, Statesville, NC

• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com

WANTED TO BUY

He had been with MacBeath for 37 years, the last 18 as a director and CEO. He served as Indiana Hardwood Lumbermen Association president in 1998 and four years later was named an Honorary Life Director. David White Chapman, 61, president and co-owner of Chapman Lumber, Thomaston, Ct., died Aug. 11. He and his brother, Stuart, took over the business from their parents. Frances McClellan Rogers, 86, retired co-owner of Quincy Lumber Co., Quincy, Fl., died Aug. 6 after a lengthy illness. She and her late husband Bill purchased the yard in the late 1950s and operated it until retiring in the 1980s. Maurice O. Paul, 91, founder of Oxford Pine Products, Norway, Me., died Aug. 15. He served in the U.S. Navy during World War II and the Korean Conflict. He then worked as general manager of Cornwall Wood Products, Oxford, Me., from 1952 until 1977, when he and his wife, Betty, launched Oxford Pine. He retired in 2007 and passed the business to his son, Tim Paul.

tALK Back Send to letters@building-products.com.

LOST & FOUND Patrick, I just read your “Across the Board” (“I’ve Lost Something,” Aug. BPD, p. 6) and am glad you found something. I found that a number of years ago and even now seem to lose sight of the important things from time to time. I guess it is just easy to get caught up in all the “stuff.” Your writing was a nice reminder. You look to have a beautiful family. That, along with health and faith, make up what is truly important. Thanks for your letter and have a blessed day! Pat Bischel, president Northern Crossarm Co. Chippewa Falls, Wi. Grand slam and way out of the park with “Across the Board” this month. There are a pile of us in the same boat… just manning different paddles. Great to hear it so well defined. Ted Whitehouse, owner Century Aluminum Railings Summerland, B.C.

Building Products Digest

September 2016

Building-Products.com

ADVERtiSERS Index

DAtE Book

AGS Stainless Steel [www.agsstainless.com]

Boise Cascade [www.bcewp.com]

ClearSpan [www.clearspan.com/adbpd]

Cox Industries [www.coxwood.com]

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

The Hardware Conference – Sept. 9-11, Marco Island Marriott, Marco Island, Fl.; www.thehardwareconference.com.

Deckorators [www.deckorators.com]

Hoo-Hoo International – Sept. 9-13, annual convention, Queensland, Australia; www.hoo-hoo.org.

Disdero Lumber Co. [www.disdero.com]

Durgin & Crowell Lumber Co. [www.durginandcrowell.com]

Everwood Treatment Co. [www.everwoodtreatment.com]

Great Southern Wood Preserving [www.yellawood.com]

Construction Suppliers Assn. – Sept. 13-14, blueprint reading class; Sept. 13-14, yard managers workshop; Sept. 14-16, annual meeting & expo, Golden Nugget, Biloxi, Ms.; www.gocsa.com.

GRK Fasteners [www.grkfasteners.com]

Northwestern Lumber Association – Sept. 15-18, NLA/NLI fall board meeting, Okoboji, Ia.; (763) 544-6822; www.nlassn.org.

Hancock Lumber [www.hancocklumber.com]

Hood Industries [www.hoodindustries.com]

J.D. Irving [www.jdirving.com]

Vermont Retail Lumber Dealers Assn. – Sept. 22, annual meeting/ golf tournament, Killington, Vt.; www.nrla.org.

Kop-Coat [www.kop-coat.com]

Cover III

Northeastern Lumber Manufacturers Assn. – Sept. 22-23, fall board meeting & golf, Harraseeket Inn, Freeport, Me.; www.nelma.org.

Lee Roy Jordan Lumber Co. [www.jordanredwood.com]

Leonard Lumber Co. [www.leonardlumber.com]

Limington Lumber [www.limingtonlumber.com]

LP Building Products [www.lpcorp.com]

Matthews Marking Systems [www.mathewsmarking.com]

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. New Hampshire Retail Lumber Association – Sept. 9, annual meeting in conjunction with Retail Lumber Dealers Association of Maine, Sheraton Portsmouth Harborside , Portsmouth, N.H.; www.nrla.org.

Peak Auctioneering – Sept. 12, LBM auction, Gibraltar, Detroit, Mi.; Sept. 19, Washington County Fairgrounds, Minneapolis, Mn.; (800) 245-9690; www.peakauction.com.

True Value Co. – Sept. 16-18, fall reunion, Denver, Tx.; (773) 6955000; www.truevaluecompany.com.

Northwestern Lumber Association – Sept. 25-30, Colorado mill tour; (763) 544-6822; www.nlassn.org. Peak Auctioneering – Sept. 26, LBM auction, Marion County Fairgrounds, Indianapolis, In.; (800) 245-9690; www.peakauction.com. Forest Products Society – Sept. 26-28, introduction to wood science & forest products course, Mississippi State University, Starkville, Ms.; www.forestprod.org.

Cover II

Sustainable Forestry Initiative – Sept. 27-29, annual conference, Clearwater Beach, Fl.; www.sfiprogram.org.

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

Wood Products Manufacturers Assn. – Sept. 27-29, annual meeting, Louisville, Ky.; www.wpma.org.

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

Redwood Empire [www.redwoodemp.com]

Northeastern Young Lumber Execs – Sept. 27-30, Louisiana timber tour; www.nrla.org.

Richardson Timbers [www.richardsontimbers.com]

Southern Pine Inspection Bureau – Sept. 28-29, dry kiln course, Hilton Pensacola Beach, Pensacola Beach, Fl.; www.spib.org.

Robbins Lumber [www.rlco.com]

Composite Panel Assn. – Oct. 2-4, fall meeting, Marriott World Center, Orlando, Fl.; (703) 724-1588; www.compositepanel.org.

Robbins Manufacturing Company [www.robbinslumber.com]

Roseburg Forest Products [www.roseburg.com]

Southern Pine Inspection Bureau – Oct. 4-6, grading course, Hilton Pensacola Beach, Pensacola Beach, Fl.; www.spib.org.

Sandy Neck Traders [www.sntraders.com]

Window & Door Manufacturers Assn. – Oct. 5-6, executive management conference, Cambridge, Ma.; www.wdma.com.

Seaboard International Forest Products [www.sifp.com]

Deck Expo – Oct. 5-7, Baltimore Convention Center, Baltimore, Md. (866) 860-1964; www.remodelingdeck.org.

Sherwood Lumber [www.sherwoodlumber.com]

Simpson Strong-Tie [www.strongtie.com]

Florida Building Material Association – Oct. 5-7, annual convention, Gaylord Palms, Kissimmee, Fl.; (352) 383-0366; www.fbma.org.

Swanson Group Sales Co. [www.swansongroup.biz]

National Hardwood Lumber Association – Oct. 5-7, annual convention, Omni Hotel, Fort Worth, Tx.; (800) 933-0318; www.nhla.org.

Terminal Forest Products [www.terminalforest.com]

WoodEMA International Scientific Conference – Oct. 5-8, Belle of Baton Rouge Casino & Hotel, Baton Rouge, La.; woodema.org.

U.S. Lumber [www.uslumber.com]

Cover I

Viance [www.treatedwood.com]

Cover IV

Remodeling Show – Oct. 6-7, Lakeside Center at McCormick Place, Chicago, Il.; (866) 475-6495; www.remodelingshow.com.

Norbord Industries [www.norbord.com]

Warren Trask Co. [www.wtrask.com]

Western Forest Products [www.westernforest.com]

Weyerhaeuser [www.weyerhaeuser.com]

Building-Products.com

Do it Best Corp. – Oct. 7-10, fall market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com. North American Wholesale Lumber Association – Oct. 26-28, Traders Market, Mirage Resort & Casino, Las Vegas, Nv.; (800) 527-8258; www.dealer.org. September 2016

Building Products Digest

FLASHBack 80 Years Ago This Month

E ighty years ago, BPD’s sister publication The California Lumber Merchant devoted a lengthy editorial by editor Jack Dionne to encouraging lumber dealers to stock pressure treated lumber. Dionne, in fact, had been hyping treated wood for more than 20 years—back to his Gulf Coast Lumberman days—but back then, he admitted, the only option was creosote-treated products. That meant heavy timbers, piling, poles and other oversized, expensive, difficult-tostock, and (in the 1920s) difficult-to-ship items. But the mid-1930s saw the introduction of Wolman Salts and Chromated Zinc Chloride, “which leave the lumber clean, odorless, paintable, with no objectionable conditions or features, yet which protect against the ravages of decay and insects.” The new treatments made it feasible for dealers to inventory treated wood for residential applications. Dionne estimated that using pressure treated wood for a home’s foundation would increase the project’s lumber bill by just 1% to 1.5% over competing materials. But they would also lead to better homes and help protect dealers from potential legal action. As Dionne recounted, “All too frequently Mr. Dealer, wanting to satisfy the customer and play his own hand at the same

CHICAGO-based American Lumber & Treating Co. supplied pressure treated wood to dealers across the country. ALT, including its treating plants in Wilmington, Ca.; Wauna, Or.; Everett, Wa.; Crossett and Fordyce, Ar.; Shreveport, La.; Port Newark, N.J.; Baltimore, Md.; Florence, S.C; and Gainesville, Fl., was purchased by Koppers in 1954.

time, suggests that wood preservatives for the under part of the house can be applied with a brush. So plenty of buildings have been erected with the underneath lumber so ‘treated,’ but with a minimum of protection.” He predicted “the use of pressure treated lumber in homes and other small building construction will grow so fast that it will be a stalwart aid of the lumber industry in its effort to regain lost ground in the building field.” He was right.

RADIANT REDWOOD BARRIERS: In the 1930s and 1940s, The Pacific Lumber Co. shredded bark from the redwood logs processed at its Scotia, Ca., mill and packaged the fluffy fibers for use as residential and commercial insulation.

Building Products Digest

September 2016

In other September 1936 news: • The Federal Trade Commission filed charges against six lumber dealer associations and clubs, accusing them of restraining competition and enhancing prices. The Central and Northern California yards were accused of compelling manufacturers to refuse to sell to so-called “illegitimate” dealers (translated as those who weren’t members of the organizations), forcing those dealers to buy two-step through legitimate members. The groups also allegedly denied membership to dealers who objected to its arrangements, conspired to fix prices so everyone charged the same, and threatened to boycott producers and dealers who wouldn’t play along. The defendants denied all charges. They said that since the FTC would not reveal the name of person or business who lodged the original complaint, it must have been a disgruntled competitor. It was, they claimed, “another case where some individual or concern has succeeded in inducing the government to take up and bear the expense of fighting his personal quarrels with these repondents.”

Building-Products.com

BPD Building Products Digest 151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959

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