BPD July 2018

BPD

JULY 2018

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

SPECIAL REPORT: MASS TIMBER & ENGINEERED WOOD PRODUCTS

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CONTENTS

July 2018 Volume 37 n Number 7

Stay connected between issues with www.building-products.com

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29 Features

29 EWP & MASS TIMBER

10 FEATURE STORY

• EWP MARKET FORECAST • THE GROWTH IN MASS TIMBER • CLT & FIRE SAFETY • NEW IN THE 2018 ENERGY CODES • AND MUCH MORE.

12 PRODUCT SPOTLIGHT

PTW ADVICE FOR YOUR CUSTOMERS: SHOULD TREATED WOOD BE PAINTED OR STAINED?

14 COMPETITIVE INTELLIGENCE

NO COOKIE-CUTTERS IN THIS 14STRONG MIDWESTERN CHAIN

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20 TRANSFORMING TEAMS

JULY 2018

Building Products Digest

WHAT THE SUPREME COURT RULING ON ARBITRATION MEANS FOR YOU

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

SPECIAL REPORT: MASS TIMBER & ENGINEERED WOOD PRODUCTS

Check Out Our New Website! www.fortresswood.com Contact

Locations

Find a Dealer

26 THINKING AHEAD

800-BUY-FORT About

Residential

Commercial

Shipping

Environmental

Resources

RULES OF THE ROAD TO BECOME A SHIPPER/CUSTOMER OF “CHOICE”

QUALITY PRESSURE TREATED LUMBER For Residential and Commercial Building Applications I’m Interested in:

Residential Products

56 EVENT RECAP

Commercial Products

It’s Responsive! Just Like Us! 800-BUY-FORT BPD front cover DigestFortress 7-18 Layout.indd 1 ad 7_18.indd 1

DO IT BEST REFRESHES ITS SPRING MARKET IN INDIANAPOLIS

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The Official Publication of

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12 Departments

ELIMINATE FINANCIAL GUESSWORK WHEN CHOOSING TO LEASE OR BUY YOUR NEXT FLEET VEHICLE

UPDATE ON THE LATEST IN ENGINEERED WOOD AND MASS TIMBER, INCLUDING:

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Special Report BPD AND APA–THE ENGINEERED WOOD ASSOCIATION PRESENT A 19-PAGE

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8 ACROSS THE BOARD 16 OLSEN ON SALES 18 THE REVENUE GROWTH HABIT 50 MOVERS & SHAKERS 52 NEW PRODUCTS 58 ASSOCIATION UPDATE 58 TALK BACK 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 61 ADVERTISERS INDEX 61 DATE BOOK 62 FLASHBACK

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

Digest 12-17 Layout.qxp_D SigNov03-1-8,41-48 11/16/17 3:28 PM Page 1

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Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John

Digest 1-17 Layout.qxp_D SigNov03-1-8,41-48 12/14/16 3:50 PM Page 1

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DECEMBER 2017

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

LBM MERCHANDISING TIPS • PROTECT YOUR DATA • EWP BUYERS GUIDE

2017: THE YEAR AHEAD • SOUTHERN PINE UPDATE • IMPORT DUTY CONFLICT

Digest 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/20/17 9:25 AM Page 1

Contributors David Barber, Chris Hurren, Paige McAllister, Andrew Owens, Bill Parson, Heather Rasmussen

JANUARY 2017

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Building Easy to o install.

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THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

ANNUAL SALES & MARKETING SPECIAL ISSUE

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HUFFING AND PUFFING WILL NEVER BLOW OUR HOUSE DOWN

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ENGINEERED WOOD PRODUCTS g Outdoor Acc ents decorative hardware . Y Yo our customers can easily Introducing nd strength to their outdoor proje ects. The new Simpson Strong--T Tie Outdoor add style an Accents line e of structural connectors featu ures an innovative screw and washer set that combines the ease of installing a screw with the look of a bolt. And, with a black powderr--coa at finish, this hardware offers st yle that’s designed to last. ®

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To lear n mo To ore about Outdoor Accents decorative hardware, visit our web bsite strongtie .c com/outdooraccents or call (800 8 ) 999-5099.

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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®2018 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. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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July 2018

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ACROSS the Board

By Patrick Adams

Life passes by... rememBer as a kid always hearing elders say, “Oh, they’re growing up so quickly….” As a child and young adult, it never made sense to me. Time is passing by at the same pace that it always has—24 hours in a day, seven days in a week.

Once I had kids I quickly began to understand. My daughter is officially becoming a 2nd grader as I write this and my son, well, he discovers a new way to get into mischief every day! I vividly remember the day they each were born, when they took their first steps, when they first smiled, and when they first ran into my arms and gave me my first hug. It seems like yesterday, but in many ways lifetimes ago.

But, there are also moments that only take seconds but seem to freeze time into hours. I remember a week after my daughter was born, on New Year’s Eve, she wouldn’t wake up. As first time parents, we didn’t want to be “those parents” and over-react. “Let sleeping babies sleep,” they say. After about 10 hours, patience became panic and I remember the four-minute drive to the hospital feeling like hours. As she was rushed in (still sleeping), I remember it feeling like a lifetime until her eyes opened and she let out the loudest and most welcome cry I’ve ever heard.

This past weekend we were at a friend’s house celebrating the start of summer fun in their new pool. There were several close friends that frankly, are more like family to us. Kids were all playing and their laughter competed with us “old” parents telling stories of our younger day’s past. My back was to the pool when I saw the look on my friend’s face quickly change. It was a milli-second, but in that time my brain processed about a lifetime of information and I knew what had happened behind my back.

As I spun and raced the 8 feet to the edge of the pool, hours went by. I saw my son sinking face up in the pool.

His eyes were open and he wasn’t flailing—just staring up at me. Literally a million thoughts ran through my mind in the two seconds it took to get to him—I’m a horrible father. My job is to protect and I’ve failed. I won’t be able to look at my wife again. How will my daughter deal with losing her brother? Why isn’t he trying to get to the surface? What if he’s actually been in there a long time and my friend just now noticed? It felt like a lifetime of days passed in those three steps to the pool.

I reached in and grabbed him under the arms and yanked him out. He wasn’t crying. I immediately spun him onto his stomach head down and started smacking him on the back.

I thought I saw him turn his head to look at me for a second and then he started wailing. It was the most welcome

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sound I’ve heard since my daughter’s emergency room cry over seven years ago. It was then I realized he was crying because he couldn’t figure out what I was doing to him.

Turns out, he was only in the water for a second and was holding his breath the whole time. Friends said the whole event, from the time he tripped and fell in until the time I was beating him on the back was maybe four seconds.

Four seconds where my entire life passed before my eyes. Where I thought about all the things that I could have done better and all the things that I haven’t made time to do. All the meaningless things that I thought were important to me and a reminder of the very few things that truly do matter.

If we’re lucky, the bad times in life pass by in seconds and the good times, we make the time so that we can fully experience them, appreciate them and remember them. It shouldn’t take an accident to remember what’s important and to appreciate what we have in life.

Yes, business and the industry is good right now, and it’s easy to spend too many hours taking care of that business.

This summer, take a few minutes (or weeks) to remember what’s really important in life and spend time making the memories that truly last a lifetime.

As always, I am honored and humbled by the opportunity to serve this great industry and to call many of you “family.” Have a great summer and Independence Day remembering all that is good in our lives and saying thanks for those who sacrificed theirs for our freedom.

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

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DRIVEN TO BE THE BEST.

STRATEGIES FOR YOUR SUCCESS. Do it Best Corp. is Driven to Be the Best in every industry we serve.

While we are a nationwide co-op, our five full-service regional offices are fine-tuned to the unique opportunities in their individual regions. Through up-to-the-minute business and purchasing strategies, cost-efficient LBM buying opportunities and attentive support, we help our Lumber and Building Materials co-op partners to continually surpass their growth forecasts.

IT’S WHAT DRIVES US TO BE THE BEST.

“We hear success stories every day. Not just from long-standing members, but from new members of the Do it Best family. Our national reach and time-tested strategies kick the competitive advantage into gear the moment we join forces.”

—Gary Nackers, Vice President, Lumber and Building Materials

WE’RE LOOKING FOR THE BEST. The Lumber and Building Materials market is growing at an amazing rate. Qualified candidates for Lumber Trader positions are in high demand. If you’re interested in joining the Do it Best team, and have what it takes to be the best, we want to talk to you. Simply apply online at www.doitbestcareers.com.

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FEATURE Story

By Chris Hurren, ARI

Eliminate financial guesswork when choosing to lease or buy a fleet vehicle control of the balance sheet, removing uncertainty is vital.

One way to do this is to leverage the power of technology and advanced data analytics to develop a comprehensive acquisition strategy.

What Factors Should Drive Your Fleet Investment Strategy?

uring a typical day, a significant portion of my time is spent navigating investment decisions and the allocation of capital. These decisions ultimately impact nearly every aspect of business operations and often serve as the foundation for our corporate roadmap, which means from the very start. If you aren’t stopping to ask these questions from the very beginning, then it’s unlikely you’ll come up with a result that will meet your business’ needs.

At the core of any significant contracting investment decision are several key factors that drive the process: • What is the potential return on investment?

• What is the time horizon: short- or long-term?

• How does this investment impact other decisions you make as a company?

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• Is the business generating the capital necessary to fund the investment and your other commitments?

• What is the exit strategy if things don’t go as planned?

The challenge most contracting companies face is ensuring these decisions are based on financial and operational facts rather than being clouded by unanswered theoretical questions. And in many ways, fleet management is a microcosm of this intricate business dynamic.

To navigate your capital spending and take better

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When acquiring new fleet vehicles, there are several key factors that should always be considered but possibly the most important one is how the needs of the fleet align with–and support–the overall objectives of your company. Developing a sound acquisition strategy begins with determining how these assets will contribute to the sustained success and growth of the business.

Once you have determined how the fleet will align with and support your business, here are a few additional factors to consider: • Depending on the timeframe, how significant is the impact of these acquisitions to your company’s available capital or cash flow? When asking this question, be sure to consider the initial acquisition expense and the full term of the lease or loan payments and how these may adjust your fiscal outlook.

• What’s the direction of your company and how will these units impact both short-term goals and long-term strategic priorities?

• What are all of the possible alternatives—cash purchase, lease, financing—and is this the most beneficial way to allocate your available capital?

• Is it important for your organization to diversify financing sources? Do you want to tie-up bank lines to pay for fleet vehicles or diversify by leasing vehicles?

The answers to these questions will ultimately help to clarify the lease versus purchase decision. Also, keep in mind that the answers to these questions may change over time and it is important to reassess your strategy on a regular basis. Additionally, the implementation of new American and international accounting standards and the potential for tax reform loom on the horizon, potentially impacting your long-term strategy as well.

Building-Products.com

For many companies, there has always been a perceived fear of leasing—a myth that the company would end up paying more in terms of total cost of ownership as compared to owning a vehicle outright. Now more than ever, technology is changing that perception by transforming historical data into actionable information that highlights the true total cost of ownership for each acquisition scenario. And when the data reveals the actual cost of ownership, leasing often becomes a more attractive option.

Informed Decisions Built on Comprehensive Analysis

By effectively leveraging data, not only will you know which vehicles are

costing you the most but also why they are costing you the most. Is a particular leasing scenario inflating costs because your company isn’t cycling them out of service at the proper time? Is purchasing vehicles restricting the cash flow of the company, negatively impacting other core areas of the business?

By taking the time to perform an in-depth analysis and ask the right questions, you gain clarity and ensure you’re making important business decisions on factual information supported by historical data—not just intuition or estimation. Good decision making is built on a foundation of thorough analysis and interpreting the proper data is fundamental to the process. Allow this to guide your strategy and tailor acquisition models

to the unique characteristics of your business.

Armed with this valuable business insight and supported by comprehensive data analytics, you can accurately forecast the outcome of virtually any acquisition scenario.

By removing uncertainty, you will be empowered to make the best possible decision for your organization. In turn, you create a fleet that is no longer a cost to the company but rather a strategic asset that delivers value and helps the business generate revenue.

– Chris Hurren is executive vice president and CFO of ARI, one of the world’s largest fleet management companies, with approximately 1.5 million vehicles under management. For more information visit www.arifleet.com.

STRATEGY FOR SUCCESS We’ve got a game plan to help you increase sales and profits.

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If you don’t have a stain line, we can help you specify and locate the right system. We’re not just a supplier of stains—we’re your strategic partner for successful delivery of a beautiful, highly marketable finished product.

www.ecochemical.com (800) 677-7930

July 2018

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PRODUCT Spotlight

By David Koenig

Should treated wood be painted or stained? ustomers frequently ask, “Can pressure treated wood be painted or stained?” BPD asked several preserved wood experts, and the common response was yes; yet there was wide divergence of opinion on if it should be.

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Juliana Rumbaugh, Lonza: “Pressure treated wood can be painted or stained. While it’s not necessary, it adds a style aspect to the finished product and is beneficial since it can be re-painted or re-stained as your style preferences change. We recommend waiting at least 60 days before applying a paint or stain to allow the wood to fully dry.

“Some homeowners may prefer to let the wood age naturally, as it slowly weathers to a natural gray color over time, but this does not affect the integrity or longevity of the project. Variation in appearance is normal.

“Regardless of whether or not the pressure treated wood is painted/stained or not, we recommend applying a water repellent every other year to help maintain its beautiful appearance.”

Jase DeBoer, Universal Forest Products: “(Painting decks) might look good, but we don’t recommend it. Paint and opaque stains don’t wear well—because wood expands and contracts with the weather. Eventually, the paint or stain will bubble or chip, and will have to be repaired.

“While this is purely an aesthetic issue and has no bearing on the performance of your treated wood, over time, you could create more of a headache—and less of a nice design— than you’d hoped.

“Extreme deck coatings that are very thick (1/8” or so) and used for deck repair are another story: these products can trap water and greatly exacerbate decay. So they can create more than an aesthetic problem.

“If you’re still determined to paint your deck, please make sure the wood is completely dry before applying paint.

“In short, we don’t recommend painting your treated deck. Staining is okay (of course, we highly recommend our color-infused treated lumber, ProWood Dura Color!).”

Jim Dudley, Fortress Wood Products, Martinsville, Va.: “Pressure treated wood can be painted or stained. I defer to

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PAINTING treated wood has its supporters as well as its detractors.

our preservative supplier: ‘If you desire to apply paint, stain, clear water repellent, or other finish to your preservative treated wood, Koppers Performance Chemicals recommends following the manufacturer’s instructions and label of the finishing product. Before you start, Koppers Performance Chemicals also recommends you apply the finishing product to a small exposed test area before finishing the entire project to insure it provides the intended result before proceeding.’”

Kari Gaviria, Madison Wood Preservers, Madison, Va.: “Yes, we definitely think people should paint/stain if aesthetically that is the look they are going for. A lot of the paints and stains repel water and provide UV protection.

“However, as we advise in our MW Installer Book, ‘it is critical to ensure the wood is dry beforehand, both on the surface and internally. Wet wood will cause blisters and poor adhesion in the paint. Wood drying times can vary greatly depending on environmental conditions, but six months is the average recommended waiting period before applying paint or solid color stains and three months before applying semi-transparent stains. “‘With any paint, stain, or water repellent coating, always follow the manufacturer’s directions on the product can and take special care in sealing end grain, holes, and other peneBuilding-Products.com

trations in the wood. Too dry is always better than too wet! “‘An average weathering period of six to 12 months is recommended before painting or staining wood treated with water repellent. A water repellent coating is not as critical for the first year, although it provides some additional surface protection. “‘On the other hand, treated wood marked as KDAT (kiln dried after treatment) is already dry and should have a water repellent coating applied promptly if it does not have water repellent additive. KDAT wood can also be painted or stained immediately following project completion.’”

Butch Bernhardt, Western Wood Preservers Institute: “Yes, you can paint or stain pressure treated wood. All the preservative manufacturers have basic guidelines for painting and staining (use high quality oil or latex paints/ stains, make sure wood is dry and clean before painting, follow the paint/stain manufacturer’s directions, etc.). These coatings can enhance the protection of the wood and are effective in reducing changes in the wood’s appearance from UV exposure.

“There are no potential health effects from painting or staining treated wood.

Most treated products are already stained, typically prior to treatment.

Preservatives contain mostly copper and a mix of biocides and/or fungicides suspended in water. There is no danger from these interacting with the oils or water in paints and stains.

“As far as precautions, we would just suggest that any cuts or holes be field treated with an end cut solution, whether additional stains or paints are used or not. Field treating cuts and holes are required under building codes and are noted in all treating standards as well. This ensures that wood that may not have treatment (particularly in western species, which are essentially shell treatment) are properly protected.”

David Mayer, Southest Wood Treating, Montgomery, Al.: “If you decide you want to stain a deck, there are a number of factors that need to be considered before starting that project. As a general rule of thumb, a waiting period of 30 days is recommended before applying any sort of stain. It takes time for the wood to dry out from the treated processes and depending on climate conditions, it could take longer for the lumber to balance with atmospheric moisture levels. After you wait the 30Building-Products.com

day period, it is a good idea to check the lumber’s ability to accept the stain. This is a simple test that is done by dropping a few drops of water on the deck boards.

If the water beads up, you will want to wait a few more days to test again. If the water absorbs into the wood, then you are ready to stain your deck.

“Choose a quality stain with UV stabilizers and that has the longest warranty. Use a semi-transparent stain instead of a solid color stain. Solid stains on a deck wear through unevenly due to weather and high traffic areas.

“For sealing, choose a quality sealant with UV stabilizers and that has

the longest warranty. If you are using a clear sealant, beware that the lumber will discolor to a weathered gray appearance, which may not be the look that you desire.

“Staining or sealing a deck is preferred over painting for numerous reasons. Paint a deck too soon and the escaping moisture will cause the paint to blister and adhesion will not be at the desired level. Another downfall to a painted deck is simply wear and tear in high traffic areas. The paint will wear unevenly and regular maintenance will be required in order to keep your outdoor deck looking good.”

The lumberyard that took 130 years to build.

When Ganahl Lumber opened the doors to its new 18.5-acre location in Torrance, CA, you could tell right away it was special.

A state-of-the-art gem.

Tom Barclay, General Manager Ganahl Lumber

Where did the vision come from? A combination of Ganahl’s 130-year history of operational excellence and CT Darnell’s experience building over one thousand LBM facilities. Together, they made a powerful team.

Go to www.sunbelt-rack.com/stories to check out the story behind Ganahl’s new state-of-the-art facility.

CT-Darnell.com

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Sunbelt-Rack.com

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800-353-0892

© WTD Holdings, Inc., 2018. All rights reserved.

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COMPETITIVE Intelligence

By Carla Waldemar

No cookie cutters in this 14-strong chain

EACH LOCATION is formatted for its hometown audience, from its (at left) older, smaller yard still in its original building in Louisiana, Mo., to (right) its newer contractor-oriented location in Fulton, Mo.

hat do you get when you plant a lumber company named Lacrosse (a town on Wisconsin’s bank of the Mississippi) into a community called Louisiana? Outside of muddled geography, you get the headquarters of a very successful, 14-location enterprise in Central Missouri, that’s what.

It’s one that was launched way back in the 1880s by the governor of Wisconsin and his brother-in-law, looking for a suitable spot to build a lumber mill for the Northern white pine logs floating down the river from their home state.

Louisiana, Mo., made the cut because the area’s east-west railroad lines intersected with the north-south river traffic here. Over time, the planing mill’s customers demanded more, and more again, in the way of products and services. Today they’ve got 11 one-stop-shopping locations in Missouri and three more across the river in Illinois to serve their needs.

President Kevin Keely, who came up through the ranks, appointed Jason Schnettgoecke as the company’s general manager just over a year ago. Jason had managed the Carrolton, Il., location since 1994, bringing a hands-on edu-

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cation in day-to-day operations to his new post.

But, he stresses, in this outfit, one size does not fit all.

No cookie cutters in the company’s tool box. “Each store is slightly different, depending on the community. Some serve the walk-in trade almost completely. Some are one-quarter pro; others, three-quarters. Some have only three employees; others, as many as 20. They run the gamut.

“Our managers all have a lot of power in how they run their operation. We tell them, ‘Manage it like you own it.’

Unlike many other chains, they have more freedom. Of course, our headquarters here in Louisiana is here to help, and to provide purchasing power.”

Product stocked also depend on the individual markets, and their unique competition, “which can be other independents or farm and home stores or big boxes.” For instance, in Glasgow (yup, also right here in Missouri) they carry a lot of seed, hanging baskets and yard supplies the others wouldn’t consider. But all of them benefit from a strong relationship with Milwaukee Tools. “We offer rental equipment in six locations, which we started last summer and are still building up. Yes, it’s a tough niche,” Jason agrees, Building-Products.com

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approach and conversation with these female customers.”

One-stop shopping is the aim. “We try to have complete lines to do the job, including farm & ranch, HVAC, lawn & garden, power tools. And we have a draftsman in our main office who can work on plans.”

To get the message out, Lacrosse knows that e-commerce is the wave of the present, to position itself for the future. “We do online advertising, and each of the stores has its own Facebook account, where they post at least once a week. (‘Advertising doesn’t come any cheaper than Facebook!’ Jason laughs.) We still do fliers and mailers, but we’re looking to change how we do things: enter the digital age.”

Lacrosse’s dedication to charitable causes has become almost legendary. “Schools,” says Jason, “are on the top of our list. Churches, too. Every town has a little different focus. We donate time, money, materials, lend people equipment.” And it all comes around. “People really appreciate it and remember it,” he notes.

All that helped the outfit pull through the recession, which “hurt. Sure did! Especially in our pro-based yards. In the retail and agricultural side, however, people still needed hardware.” To cope? “We did everything you usually do— cut costs to weather the storm. Now, we’re back—absolutely on a roll.”

And that’s the way Jason loves it. “I like getting to see a lot of different people, meet all kinds of folks. It’s a broader scope than when I was in a smaller, farming community. I can see how others do things, pass on tips. As a company, we’re looking to grow: add more locations, and grow rentals beyond our six present stores.”

That’ll keep Jason in the office for the foreseeable future, and the future looks rosy. States Jason in no uncertain terms, “I’m 45, and I plan on being a lifer!”

Carla Waldemar cwaldemar@comcast.net

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“especially getting the word out. But the margins are really very good. And everybody uses it, from the walk-in customers to contractors to municipalities.”

Because the stores are about a half an hour apart, they can quickly draw from each others’ inventory if necessary.

“There’s a lot of sharing and cooperation,” Jason stresses.

“Managers get together to talk about what works, what doesn’t, and what to watch out for. We’re one big family.”

It’s a family with a strong service ethic, and that’s one major factor in attracting and retaining the loyalty of its contractor customers. “They appreciate that we carry quality materials—top-grade lumber—and that we make a priority of timely service: You call in an order, and we’re on it!

We deliver as quickly as possible—something that puts us ahead of the competition.”

Lacrosse’s pros also benefit from events like Tool Days, sponsored by companies such as Milwaukee and Bostitch, where these customers can bring in tools, get them repaired, benefit from deals on new ones, and—of course—have a bite to eat. What are these pros up to?

“Depends on the markets where they’re located. The bigger towns, they’re building new homes, also spec homes, in the $250,000 to $300,000 range. In smaller towns, it’s more remodeling.

“Pros appreciate that we go the extra mile, provide services others may not, like timely deliveries and top-quality lumber. We’re less strict in our return policies, too. And our outside salesman in Columbia deals one-on-one with our contractors, visiting their jobsites.

“Our staff likes working here, too, because we’ve been around a long time. We treat everybody well: we’re loyal to them, and they to us. We’re a little more easygoing. And our managers like having the freedom to make important decisions.”

The company is starting to direct more attention to the retail crowd, too. “We’ve noticed that these customers are more and more female. So to appeal to them, we’ve added new products—cleaning supplies, lawn and garden, and Sherwin Williams paints, which we display right at the entrance. Also, we’ve upgraded to better displays, better lighting, and cleaner aisles. We’ll hold our first Ladies Night in July. And our managers have instituted staff training to stress being a little more refined, if you will, in our

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OLSEN on Sales

By James Olsen

Pro closer or faux closer?

just need to put the closing hook on it.

Seller: “Hi, Justin. This is a great car because: (1) $450 is a smokin’ price. (2) You love this stock. (3) The market is moving. So how many can you use?”

The You Oughta Think About

any sellers are uncomfortable asking for the order.

They know they are supposed to so they “ask” for it with an “I-don’t-mean-to-bother-you-and-please-don’t-getmad-at-me” tone and in fact don’t ask for the business at all because they “faux close;” it’s close to a close, but it’s a side-step or a beat-around-the-bush call with too many words. Whatever it is isn’t a close and produces poor treatment and results.

Here are five examples of faux closes:

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The Run-Through Seller: “So, John, we’ve got a great deal on those studs, you should really think about picking those up (no pause) and we have some 2x10 Select Struc that gets into you at $350 which is also a good deal and then…”

Buyer: “Hey, Pete, thanks SO much for the information.

I’ll look it over and get back to you.”

Seller: “OK, great.”

Solution: Make “closing” a separate “thing.” Do not run it together with the rest of the sentence. Stop and ask directly for the item, one item at a time.

Seller: “So, John, we’ve got a great deal on those studs.

You should really think about picking those up. Can I sign you up for two?” Then on to the 2x10 Select Stuc and the same, stopping at each item in the list.

The Whadya Think?

Seller: “Hi Susan, I’ve got a great price on a car of 2x10 14’s I can get into at $750/MBF Wadya-Think?”

Solution: NEVER ask “Whadya think?” again!—please.

It projects a lack of expertise and weakness.

Seller: “Hi, Susan. I’ve got a great price on a car of 2x10 14’s I can get into at $750/MBF, which is a fantastic deal.

What’s your order number on that?”

The Positive Run Down (with No Ask) Seller: “Hi, Justin. This is a great car because: (1) $450 is a smokin’ price. (2) You love this stock. (3) The market is moving.” Then silence... which buyer fills with: Buyer: “Sound good; I’ll let you know.”

Solution: The “List the Benefits” close is powerful. We

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Seller: “Terry, great news. I was able to find that 1x12 Premium we’ve been looking for. It gets into you at $850/ MBF. You oughta think about bringing that in; it’s a great deal.”

Buyer: “OK. Thanks, Bob. I’ll think about it.” (Since this is exactly what the seller told them to do!)

Solution: There is nothing wrong with a softer approach as long as we follow it up with a true ask (close).

Seller: “Terry, great news. I was able to find that 1x12 Premium we’ve been looking for. It gets into you at $850/ MBF. We oughta think about bringing that in; it’s a great deal. Give me your order number so we can lock this down before it disappears.”

The Give Details (without Adjectives) & Then Be Silent Seller: “Sheri, I’ve got a car of studs I can get into you at $450/MBF.” Buyer: “OK. I’ll let you know.”

Solution: All these faux closes are poor, but this is sadly the most common example of faux closing and the worst, laziest, most unprofessional call sellers make. These sellers get treated poorly because they give poor, unimaginative, boring effort and the customer knows it! In their defense, some sellers aren’t lazy, they don’t know any better; but that fact won’t keep customers from treating them poorly.

Faux closes are bad for four reasons: 1. They send the message that we don’t REALLY want the business, but that we KINDA want it—that’s why we KINDA asked for it, right?

2. They send the message that we are tentative or unsure. If WE are unsure, the customer will definitely feel unsure.

3. They’re easy to say no to.

4. Most importantly, they are by definition disingenuous and false. They send the message that we would kinda-maybe-possibly want the business when the truth is that we do want the business.

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

Natural or Pre-Primed, Our Columns are Predestined to be Admired.

Kiln dried after treatment and available in pre-primed or natural, YellaWood® Columns are ready when you are.

YellaWood® columns are made from high-grade pressure treated pine for a beautiful appearance and unrivaled strength. Available in natural and pre-primed options,* each column is engineered for greater strength and stability with a hollow core for ease of use in electrical applications.

In addition to unbeatable strength, beauty and convenience, you can count on the unmatched reputation and support of the YellaWood® brand.

That means working as a team to fulfill orders quickly, efficiently and economically.

Columns KILN DRIED AFTER TREATMENT

IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’t WANT IT.

Learn more at yellawood.com/columns

*Product availability varies by region YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods and technologies of unrelated third parties. For details regarding the Preservatives, methods, 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®, the yellow tag and the color yellow as applied to the end of pressure treated wooden columns are federally registered trademarks of Great Southern Wood Preserving, Incorporated.

Building-Products.com

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17

THE REVENUE Growth Habit

By Alex Goldfayn

Selling gratefully tudy after study shows that grateful people outperform ungrateful, or cynical ones. They’re more successful. They’re happier. They persevere more.

And who do you think outperforms—and, for our purposes, outsells? Happy salespeople or unhappy ones?

Perseverant salespeople or salespeople who give at the first rejection?

In his excellent book The Happiness Advantage, Shawn Achor writes, “Few things in life are as integral to our well-being [as gratitude]. Countless studies have shown that consistently grateful people are more energetic, emotionally intelligent, forgiving, and less likely to be depressed, anxious or lonely. And it’s not that people are only grateful because they are happier either; gratitude has proven to be a significant cause of positive outcomes.”

That is, choosing to be grateful directly leads to more success.

Choosing to be the opposite of grateful, which in sales is cynicism, leads directly to less success.

First, how powerful is that?! Second, how do you come into work? Gratefully or cynically?

The beautiful thing is, we get to choose. Right now, you can choose to be grateful or cynical. You can choose every morning when you get out of bed. And you can choose before phone call and customer meeting.

Which will you choose? Since we get to decide, and since one leads directly to success and the other erodes it, why not choose gratitude?

Choose to be grateful and choose to sell gratefully!

Because there’s a lot to be grateful for, my friends: You have customers who you help in tremendous ways, and they know it! Ask them and they’ll tell you exactly what they’re thrilled about. How lucky are you?!

You have customers who have been with your firm for years, sometimes decades. They know they can buy it for less money elsewhere, and yet they stay with you. How lucky are you?!

You have customers who would be more than happy to buy more of your products and services if you systematically told them about those products and services. That’s like free money! How lucky are you?!

Your customers would also be happy to give you referrals if you asked for them. And why not? Their referral would help a friend a lot because they’d be connected to you. How lucky are you?!

And what about prospects, those people who are not working with you currently but would benefit greatly from doing so? Don’t they need your great value too? They need

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to be rescued from their current providers. There’s so much business out there! How lucky are you?!

Listen to me on this: you save your customers time. You save them money. You bring them peace of mind. You help them sleep at night. You make them look good to their customers and their colleagues. You are available, and you are on time. You do what you say you will do.

I know because I talk to your customers all the time.

I’ve talked to thousands of them. I interview my clients’ customers as a part of every project, and they tell me these things.

The competition is not these things. Don’t assume the competition is wonderful. It is not. Your customers are frustrated with the competition.

How lucky are your customers to have you?! Ask them, and they’ll tell you.

Believe them. They know how lucky they are. Now I want you to know. And then behave accordingly. Which means boldly.

Confidently. Happily. With perseverance.

With gratitude.

And don’t just believe them with your head, logically. Believe with your heart.

Internalize it. Really buy your great value. Your customers do every day. And they are grateful for it.

Now it’s your turn. Choose gratitude. It pays better.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams

By Paige McAllister

Supreme Court decision on arbitration What it means for you

n Monday, May 21, 2018, the Supreme Court issued a split 5-4 decision (along party lines) regarding the enforcement of arbitration agreement clauses prohibiting employees from seeking class or collective action for certain employment claims, in this case, FLSA claims.

The decision consolidated three cases (Epic Systems Corp. v. Lewis, NLRB v. Murphy Oil Co., and Ernst & Young LLP v. Morris) with conflicting decisions in different circuits of the U.S. Circuit Court of Appeals. In these cases, arbitration agreements required employees to submit their wage and hour claims to binding arbitration and to do so on an individual basis.

In previous decisions, the Sixth, Seventh and Ninth courts agreed with employees who claimed arbitration provisions violated the National Labor Relations Act (NLRA) because they prohibited class actions and denied workers the right to engage in “protected concerted activities” for their mutual aid and protection.

Conversely, the Second, Fifth and Eighth courts agreed with employers who argued the Federal Arbitration Act (FAA) allows enforcement of arbitration agreements as written except on very narrow grounds such as fraud.

In writing the majority’s decision, Justice Neil Gorsuch

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explained that Congress has instructed federal courts to enforce arbitration agreements “according to their terms— including terms providing for individualized proceedings” and that these provisions remain enforceable under the FAA. Justice Gorsuch writes that, while the NLRA “secures to employees rights to organize unions and bargain collectively,” it “says nothing about how judges and arbitrators must try legal disputes that leave the workplace and enter the courtroom or arbitral forum.” He stated the Court has never read an employee’s right to class actions into the NLRA. He also explains that section 7 of the NLRA was enacted in 1935 before the Federal Rules of Civil Procedure created class actions in 1966 and before the FLSA had codified its collective action provisions. The Court concluded that this timing along with the fact that section 7 does not mention the forms of group litigation that did exist in 1935 nor does it approve or disapprove of arbitration means that section 7 of the NLRA was not intended to include class or collective actions as protected concerted activity.

In the dissent, Justice Ginsburg writes that she believes “the inevitable result of today’s decision will be the underenforcement of federal and state statutes designed to advance the well-being of vulnerable workers.” She continues that the Court’s decision elevated the “FAA over workers’ rights” and “ignores the destructive consequences of diminishing the right of employees to band together in confronting an employer.”

Justice Ginsburg expressed concerns that employees will be “disinclined to pursue small-value claims” if having to proceed one-by-one and, “When workers charge their employers with unlawful conduct—in this case, violations of laws governing wages earned and hours worked—there is strength in numbers.” She also likened these provisions to “yellow dog” contracts (deemed illegal in 1932) that required employees to, as a condition to begin work, sign a contract agreeing to not join a union.

This Supreme Court decision could impact 25 million employees as the percentage of employees with mandatory arbitration agreements has increased from 2.1% of Building-Products.com

non-unionized employees in 1992 to 53.9% in 2018. It will also directly impact the 55 cases the NLRB currently has pending.

The decision gives employers a way to reduce or eliminate the threat of class and collective actions, especially under the FLSA, since companies can compel employees to arbitrate workplace disputes individually rather than as part of a class action. Supporters state that this will allow the arbitration process to work as intended under the FAA, allowing all parties to take advantage of a neutral arbitrator resulting in reduced legal fees and speedier decisions.

Detractors such as the National Employment Law Project argue that these provisions hurt workers, particularly those who make low wages, and create enormous barriers if employees have to bring claims alone since few workers have the financial resources to pursue a case on their own.

Since all the cited cases were FLSA “wage-and-hour” cases, this decision does not necessarily impact employees right to file class or collective actions for discrimination complaints as, by definition, disparate impact claims require proof of groupwide discrimination to show a pattern.

It should also be noted that the Supreme Court has granted cert to review a Ninth Circuit decision (Varela v. Lamps Plus, Inc.) regarding workers’ rights to arbitrate as a class action when it is not specifically referenced in the arbitration agreement.

Q. We have a new intern—the daughter of one of the owners. It’s an unpaid internship, but I thought those were illegal. Should we be paying her for the work she performs?

A. The answer is most likely yes. In recent years, the Department of Labor has issued clarifying guidance on what qualifies as a bona fide internship. For a review of that guidance, read https://www.dol.gov/whd/regs/compliance/ whdfs71.htm. Essentially, unpaid internships have to benefit the intern, not the employer. To be bona fide, courts have identified the following seven factors as a test: 1. The extent to which the intern and the employer clearly understand that there is no expectation of compensation.

Any promise of compensation, expressed or implied, suggests that the intern is an employee—and vice versa.

2.The extent to which the internship provides training that would be similar to that which would be given in an educational environment, including the clinical and other hands-on training provided by educational institutions.

3. The extent to which the internship is tied to the intern’s formal education program by integrated coursework or the receipt of academic credit.

4. The extent to which the internship accommodates the intern’s academic commitments by corresponding to the academic calendar.

5. The extent to which the internship’s duration is limited to the period in which the internship provides the intern with beneficial learning.

6. The extent to which the intern’s work complements, rather than displaces, the work of paid employees while providing significant educational benefits to the intern.

7. The extent to which the intern and the employer understand that the internship is conducted without entitlement to a paid job at the conclusion of the internship.

If your internship cannot pass the test above, your intern is most likely entitled to both minimum wage and overtime pay under the Fair Labor Standards Act. Building-Products.com

Additionally, this decision should not impact current or future state laws prohibiting certain arbitration provisions or the use of arbitration agreements in certain circumstances such as those in California and New York.

What it means for you: First, this decision does not change the fact that arbitration agreements are not right for all employers or for all employment claims. Every situation is different and arbitration is not always the best course of action for every company. Requiring arbitration for all claims may not be beneficial for either party.

This decision will not protect companies from action taken under a poorly written arbitration agreement. Among some of the requirements to be valid, an arbitration program and/or agreement cannot be one-sided in favor of the employer and arbitrators must be neutral. Therefore, the agreement should be drafted to specify the benefits an employee gets from mandated arbitration, usually confidentiality and a quicker resolution.

Given the Supreme Court’s decision and interest in other arbitration cases, as well as the recent passage of laws in certain states, you should consider consulting your employment attorney if you have or are considering an arbitration agreement for your employees.

Paige McAllister Affinity HR Group contact@affinityhrgroup.com

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Conifex Acquiring SYP Mills

Conifex Timber, Vancouver, B.C., has struck a deal with private investment firm Blue Wolf Capital, New York, N.Y., to help fund the acqusition of two southern yellow pine sawmills from the BW Group.

The two facilities—Suwannee Lumber, Cross City, Fl., and Caddo River Forest Products, Glenwood, Ar.—each have an annual dimension lumber capacity of approximately 185 million bd. ft. on a two-shift basis.

When the deal closes, expected by the close of the second quarer, Conifex’s annual lumber production capacity will increase by approximately 50% to 1.1 billion bd. ft., while its dimension lumber operations in the South will increase by 200% to 550 million bd. ft. The acquired mills will also add premium priced SYP decking products to our current product mix, along with long established customer relationships in Florida and the Southern and Eastern U.S. Both mills completed significant modernization projects last year.

As part of the agreement, Blue Wolf partner Charles P. Miller and strategic advisor George R. Judd will join the Conifex board.

Rugby Purchasing AHC DC’s Atlanta Hardwood Corp., Atlanta, Ga., has sold its distribution centers in Mableton and Cleveland, Ga., and Alabaster, Al., to Rugby Architectural Building Products, Concord, N.H., a division of Hardwoods Distribution Inc., for $3.7 million.

The purchased facilities currently do business as Hardwoods of Atlanta, Hardwoods of North Georgia, and

Hardwoods of Alabama. HDI will operate the Alabama DC under the Rugby name and consolidate the two others into its existing Atlanta and Suwanee distribution facilities.

According to HDI president and CEO Rob Brown, “The transaction represents an appealing strategic fit of complementary product lines and suppliers, with minimal customer overlap.”

The sale does not include AHC’s distribution yard in Huntersville, N.C.; kiln drying yards in Huntersville, Clarksville, Tn.; Crystal Spring, Pa.; and Cleveland, Ga.; or its White Mountain Mouldings/VikingWood business in Cleveland.

Vaughan Picks Up Tool Manufacturer Dasco Pro

Hand tool maker Vaughan & Bushnell Manufacturing Co. has acquired the assets of Dasco Pro, Rockford, Il., manufacturer of chisels and punches since 1922.

Dasco’s products will continue to be sold by Vaughan under the Dasco trade name.

AZEK Takes Over Versatex The AZEK Co., Scranton, Pa., has purchased Versatex Holdings, Aliquippa, Pa., manufacturer of cellular PVC building products for both the new construction and renovation/ remodel markets.

Versatex’s management team will remain with the business and continue operations from its production facility in Aliquippa.

Since 2014, Versatex had been owned by Highlander Partners, a Dallas-based private investment firm.

SUPPLIER Briefs McCoy’s Building Supply

held grand re-opening ceremonies at its recently remodeled stores in Okmulgee, Ok., and Huntsville, Tx. McCoy’s also purchased 7.13 acres in Midlothian, Tx., to build a new 18,000-sq. ft. store with 30,625-sq. ft. drive-thru lumberyard by the end of the year. Dan Buller will manage.

Drexel Building Supply is

adding a branch in Columbus, Wi.

Hoxie Lumber Co., Hoxie, Ar., was destroyed by a late night fire May 28. The blaze is under investigation.

Universal Forest Products

has completed its acquisition of North American Container Corp ., Marietta, Ga., with nine manufacturing facilities in Georgia, South Carolina, Tennessee and Wisconsin.

Homestead Building Systems, Bristow, Va., will invest $2.45 million to expand its truss/wall panel plant in Orange, Va., tripling capacity.

Building Products Inc.’s new branch in Watertown, Wi., is distributing TAMKO Building Products’ Envision composite decking.

Weekes Forest Products

has begun distributing James Hardie fiber cement products from its Comstock Park, Mi., distribution center, replacing Monsma Marketing Corp., Grand Rapids, Mi., which after 12 years will no longer carry Hardie lines effective July 30.

Michigan will also continue to be supplied Hardie siding, panels and trim

by Boise Cascade, Wayne, Mi.

Dur-A-Flex, East Hartford, Ct., is adding a 15,000-sq. ft. distribution center in Atlanta, Ga. Kubota has purchased nearly 318 acres in Ponder, Tx., to create a facility for testing, training, operating and demonstrating its equipment.

ORGILL, Collierville, Tn., was one of 43 U.S. companies honored with the President’s “E” Award, for superior growth in exports. U.S. Secretary of Commerce Wilbur Ross (far left) and U.S. Congressman David Kustoff (far right) presented the award to Orgill board member Mike Keeney (center left) and senior VP of international sales Jerry Cardwell (center right).

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DuPont will invest more than $400 million expanding Tyvek manufacturing capacity at its facility in Luxembourg. The expansion, which will add a new building and third operating line at the site, should start up in 2021.

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GRAND OPENING festivities for RoyOMartin’s new oriented strand board manufacturing facility in Corrigan, Tx., included (center) plant tours and (right) a welcome by Terry Secrest, VP-OSB.

RoyOMartin Starts Up New Texas OSB Plant Production has begun at Corrigan OSB, L.L.C., the Texas subsidiary of RoyOMartin, Alexandria, La. The Corrigan facility is situated on 158 acres and has brought 165 direct jobs and more than 470 indirect jobs to east Texas.

Construction of the greenfield plant in Corrigan began in July 2015, and, at full capacity, it will ship enough product by road and rail to supply OSB for approximately 70,000 U.S. homes per year.

The new oriented strand board

UFP Business School Graduates First Class A new website for UFP Business School features students from the school’s first class who will be graduating in August 2018 and taking jobs with Universal Forest Products operations across North America.

Visitors to UFPBusinessSchool. com will read about these students, the school they attend, the professionals who teach the courses and the opportunity that exists for graduates.

“Being a part of the UFP team is incredible,” said Calvin C., a student featured on the site. “This is a great opportunity to get a head start in your career without a cost to you.”

Calvin has accepted a job with Universal in Chandler, Az. UFP Business School is a twoyear program created and operated by Universal Forest Products. The curriculum is modeled after a four-year business degree program. Courses are taught by Universal professionals (for example, the CEO teaches entrepreneurship; the executive vice president of marketing teaches marketing; etc.).

School is year-round. Students are in class 10 hours a week and in a paid internship 20 hours a week. For one term each year, they work at one of the Company’s North American operations. Those who graduate get first pick of available jobs.

Best of all, there is no cost to the students; all attend on a full schol-

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arship underwritten by the company.

While students don’t have to commit to staying at Universal upon graduation, if the first class is any indication, they will.

“We were challenged to find qualified people who were ready and able to get to work. At the same time, our CEO, Matt Missad, was considering viable options to costly, post-high school education opportunities,” said Lynn Afendoulis, director of corporate communication.

“UFP Business School isn’t the easy option—it is rigorous and we demand much of the students,” she added, “but we open the door to a lot of opportunity for those who succeed.

It’s exciting to see our first-ever students get jobs at our operations.”

Students attend courses at Universal’s Grand Rapids, Mi., campus and online.

Masonite Purchases Wood Door Makers Masonite International, Tampa, Fl., has completed the acquisition of the operating assets of the wood door companies of AADG, Inc., part of ASSA ABLOY, which includes the brands Graham Manufacturing Corp. and The Maiman Co. Graham provides the non-residential construction industry with a full range of architectural premium

July 2018

manufacturing facility was celebrated on May 30 with a grand-opening ceremony. Dignitaries, community partners, and others from across the region gathered to hear remarks from company leaders and take a guided plant tour. and custom grade flush wood doors.

Maiman is a manufacturer of architectural stile and rail wood doors, thermal fused flush wood doors and wood door frames. The two divisions employ a total of approximately 275 at their three manufacturing facilities in Mason City, Ia., and Springfield, Mo.

D-Blaze Certified for 2-Hour Wall Assembly Two-hour bearing wall assemblies utilizing Viance’s D-Blaze fire retardant treated lumber and plywood have received a new Underwriters Laboratories (UL and ULC) certification listing. Design No. V335 was certified under the ANSI/UL 263 standard for the U.S. and CAN/ULC-S101 for Canada earning a two-hour fire resistance rating for walls exposed to fire on the interior face.

Design No. V335, available at UL’s Online Certifications Directory, will allow architects and specifiers to design FRTW walls with brick, stucco, fiber cement, and other approved UL exterior facings.

Ideal for sensitive environments such as schools, healthcare facilities, hotels and multi-family construction projects, D-Blaze fire-retardant treated wood is effective at controlling the spread of flame and smoke, increasing evacuation time, and potentially reducing damages and repair costs caused by fire.

Building-Products.com

THINKING Ahead

By Andrew Owens, A&M Transport

Follow these rules of the road to become a shipper/ customer of “choice” ndustry is talking, the lumber sector included, about the transportation capacity crunch. Everyone needs to move product from one location to the next; but with the driver shortage, there just aren’t enough trucks available to make everybody happy at the same time.

Some businesses, though, may be feeling the squeeze more—and more often—than others. Most likely, from the trucking perspective, that’s because they haven’t taken the necessary steps to become a shipper/ customer of choice.

There’s a long list of incentives that can be used for leverage when companies jockey for a favored relationship with carriers, but those that want a better shot at moving to the front of the line will want to focus on the following elements: • Rate Schedule • Fuel Surcharge Program • Accessorial Charges Coverage

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Green Light We understand that the wood industry, in particular, is one built on negotiations and handshakes and with the theory that “every deal is a new deal;” but trucking companies prefer the security of an agreed-up-

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on rate schedule negotiated annually. We can’t negotiate with our fuel company, our tire provider, our drivers, and so on; therefore, we’re not really in a position to negotiate our rates, either.

Having a fair rate schedule in place—whether it stipulates payment per mile or at a flat rate—will go a long way toward elevating a customer’s position with the carrier.

By the same token, we place a lot of value on relationships with businesses that offer a fuel surcharge

July 2018

program. Base rates remain the same, but the fuel surcharge adjusts weekly based on U.S. Department of Energy pricing to compensate for the wild fluctuations that have come to be associated with fuel prices.

Removing the burden of yo-yo fuel prices from the carrier’s back, along with working up a reasonable rate schedule, can position a customer as a preferred partner that the trucking business will be motivated to service.

Accessorial charges represent

Building-Products.com

A Special Series from North American Wholesale Lumber Association

another opportunity for shippers/customers to capture the attention of trucking lines. Most lumber mills, for instance, are receptive to tarping fees—that is, paying the carrier to protect the shipment from the elements so that it arrives at the destination in the same condition as when it was loaded. Other examples include paying the carrier for multiple stops, with portions of the load dropped off at different locations, and extending fair compensation when drivers are kept waiting at a facility for an unreasonable amount of time, through no fault of their own.

Here’s yet another scenario: my company, A&M Transport, is based in southern Oregon, home to at least a dozen sawmills. We work the I-5 corridor crossing Oregon, Washington and California. When we send one of our trucks into California or some point south to deliver lumber, we also need to load something for the return trip to the Pacific Northwest—typically delivering it to the major metropolitan areas of Salem and Portland.

Now we have an available truck and a sawmill that needs it but that is located several hours south. In a situation where the carrier and the customer have forged a solid alliance, the sawmill might tack some extra money on to the normal rate to help offset the cost of the “empty miles” that must be covered for the truck to get back. The carrier would accept that bonus as an accessorial charge and, again, see that particular customer as the kind of fair and accommodating business that it wants as a partner.

Red Light If you want to alienate your carrier, there are a couple of no-nos that could send you to the back of the line for deliveries: • Treat drivers poorly • Do not have truck scales onsite • Keep limited hours of operation A customer’s culture in terms of interaction with drivers is huge and has an equally huge impact on the relationship with the carrier. No one deserves to be treated like a second-class citizen, but there are still some places where truckers are not welcomed beyond the loading area—and, sometimes, they aren’t received much better there. Gaining favor with a trucking firm means having restrooms and break rooms available to drivers who have been on the road for hours, and it also means treating them with basic courtesy and respect. If drivers feel ostracized, that could explain why their carriers opt to take on a delivery for your competitor instead.

It may seem like a trivial detail, but having truck scales on the premises is also a big plus in truckers’ eyes.

It’s a major inconvenience and loss of time to wait for a shipment to be loaded only to have to return to the facil-

Building-Products.com

ity, get back in line, and unload or adjust freight because truck scales miles down the road show that the load is over the legal capacity.

Perhaps the biggest factor that might make a trucking company take on another job instead of yours is hours of operation. Facilities that have expanded their hours to accommodate drivers are having fewer issues getting their product moved. A plywood manufacturer that limits shipping hours to 6 a.m. to 1 p.m., for example, could find carriers passing it by. If a driver misses that window, there’s no waiting until the next morning to pick up the load. The truck moves on to the next location on the list, because that company may be open for loading until as late as, say, 8 p.m.

Speaking of loading and unloading, getting it done expeditiously also bears a lot of value for carriers. Yes, there is a shortage of labor; and everyone is scrambling for workers. But if you can man your facility with enough staff to get trucks in and out within an hour, you’re bound to climb to the top of the carrier’s list of favorite customers. If everyone could focus on that, there’d be many more happy truckers—and customers, too, I think.

And by customers, I mean shippers and receivers.

“Shipper of choice” has become a buzz phrase in the trucking industry, but the definition is generic. In the wood sector, the customer might be lumber brokers, manufacturers, sawmills, lumberyards, or another business. Whichever one you are, if you aren’t locking in rate schedules, offering a fuel surcharge program, covering accessorial charges, accommodating drivers, expediting loading/unloading, and keeping longer shipping hours, you’re already playing catch-up. Plenty of your rivals have already incorporated these components into their processes, but it will take newcomers time to build up their reputation as a good customer and the loyalty of carriers.

– Andrew Owens is CEO/manager of A&M Transport, Glendale, Or. (www.amtransport.com).

About 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.

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EWP & MASS TIMBER

SPECIAL Report

By APA - The Engineered Wood Association

Skilled labor a top concern for builders

2018 market outlook

or the most part, the level of residential construction in the United States in 2018 is going to be in line with what was discussed a year ago. In total, housing starts are projected to run at 1.3 million units, with single-family starts at 890,000 units and multifamily starts at 410,000 units.

Securing skilled labor remains a primary concern for home builders, apartment developers and remodelers.

The scarcity of skilled labor is not unique to the construction industry, as the unemployment rate is less than 4%

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and at the lowest level in 17 years.

The current level of housing starts is still insufficient to meet the demand for new housing units, which is driven by household growth, replaced units removed from the stock due to demolition or disaster, and other factors, such as second-home demand. This helps explain the sustained upward pressure on prices and rents, signaling that construction activity should continue to rise through 2020. However, the supply-side constraints of labor and available lots are likely to inhibit

the capabilities of home builders and apartment developers to respond fully to the demand pressures.

Federal Reserve, Government Spending, Interest Rate Hikes In last year’s discussion, the prospects for the Federal Reserve beginning to reverse its policy stance and start to reduce the size of its balance sheet in the second half of 2017 was mentioned, but not pursued in detail. It is a year later and we have a better idea as to the likely path of monetary policy through 2020.

Based on statements made by new Federal Reserve chair Jerome Powell and other board members, it is expected that the target range for the federal funds rate will be raised four times in 2018 and at least twice in 2019. The target range was already raised once in 2018 and the current federal funds rate is 1.75%. With the guidance the Federal Reserve is providing, this suggests the federal funds rate will be in the 3% range sometime in 2019.

That is not the total story though.

The Federal Reserve also plans to reduce its holdings of U.S. Treasury securities and mortgage-backed securities. In other words, the Federal Reserve will be a seller of long-term financial assets. The stated plan, which can be scaled back should economic conditions warrant, calls for the Federal Reserve to sell $500-600 billion of the combined securities on an annual basis.

As shown in the graph on the left, this is a big change from the policy stance that was in place during the

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quantitative easing positions taken earlier in the decade when the Federal Reserve was purchasing U.S. Treasury securities and mortgage-backed securities.

This tightening of monetary policy comes at the same time the federal government’s deficit is going to be on the rise. Tax cuts enacted at the end of 2017 combined with an increase in spending points to the federal government deficit approaching $1 trillion in 2019 and 2020. (See the middle graph at left.)

Budget deficits of this magnitude were experienced earlier this decade, but the Federal Reserve was very active in absorbing the growth in federal government debt. That is not going to be the case this time.

The implication from this mix of policy decisions is that interest rates are going to be on the rise.

As it applies to the rate on a 30-year fixed-rate mortgage, we should not be surprised to see that running in the 5-5.5% range by 2020.

Housing Starts & Inventory The inventory of homes available for sale is very low, contributing to the rise in existing home prices, which this year will be around 6%, similar to 2016. The scarcity of homes for sale is not expected to ease for the next two years, so further increases in home prices are in the cards.

The combination of higher mortgage rates and home prices will heighten the affordability challenge faced by potential home buyers, whether they are renters or existing owners looking to trade up.

With both the supply and demand forces at work, the forecast calls for housing starts in the U.S. to gradually move into the 1.35–1.4 million unit range by 2020. Single-family starts are not expected to return to the one million level though. The last time single-family starts were at or exceeded one million units was in 2007, when they totaled 1.05 million.

– The entire 2018 market forecast, including all market segments and production outlook, as well as statistical data, is included in APA’s 2018 Structural Panel & Engineered Wood Yearbook (Form MKO-E184). The publication can be purchased from APA’s website at www. apawood.org/resource-library.

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Francis Powell – Plywood Sales Manager • Charlie Doby – Asst. Sales Manager Plywood & Veneer Barry Beightol – Plywood Sales

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EWP & MASS TIMBER

SPECIAL Report

By Bill Parson, WoodWorks – Wood Products Council

Mass timber:

A growing market for lumber

CURRENTLY under construction, First Tech Federal Credit Union headquarters includes a CLT floor system and heavy timber post-and-beam structure. (Photo courtesy Hacker Architects)

ecause of their strength and dimensional stability, mass timber products offer a carbon-friendly alternative to fossil fuel-intensive materials for many applications where wood hasn’t always been considered. This, combined with the aesthetic possibilities of exposed wood, is driving what many are calling a mass timber revolution across the U.S.—but are we really seeing evidence of that beyond the groundbreaking “tall wood” buildings that tend to make the news?

The team at WoodWorks is uniquely positioned to answer this question. Our role is to work one-on-one

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with architects, engineers, contractors and others involved in the design and construction of commercial and multi-family wood buildings. We provide technical support on projects (at no cost), as well as education and resources—and I can say, without hesitation, that the interest we’re hearing so much about is resulting in real mass timber buildings.

In the last two years, WoodWorks staff have supported 339 mass timber and/or heavy timber projects across the U.S. Of those, 93 have been built and the balance are in design or nearing construction. Products and sys-

tems being used include cross-laminated timber (CLT), nail-laminated timber (NLT), dowel-laminated timber (DLT), glued-laminated timber (glulam or, in panel form, GLT), and solid wood.

For example, when Hacker Architects began designing the First Tech Federal Credit Union headquarters in Hillsboro, Or., it had finally found the perfect project for mass timber. Hacker staff had been making use of WoodWorks education opportunities for a couple years, and had called the Regional Director in the Pacific Northwest various times to discuss the use of CLT. The First Tech headquarters consists of a CLT floor system and heavy timber postand-beam structure—five stories in total, and more than 150,000 sq. ft.

WoodWorks provided support on topics that included diaphragm design, acoustic assemblies, vibration, locally available products, and protecting panels from moisture on site.

Certainly, some jurisdictions have been quicker to embrace mass timber than others. Portland continues to be a leader, most recently permitting a 12-story CLT office building, Framework, designed by LEVER Architecture. Framework is part of a trend toward mass timber offices that started in the Pacific Northwest but is increasingly widespread.

Consider that most offices in the U.S. could be built with a wood structure yet very few are. Many develop-

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ers and designers think they’re limited to concrete and steel for workplace environments—because that’s the common default—but, in fact, wood systems can accommodate the space and performance needs of office occupancies while providing advantages such as cost savings, versatility, and a reduced construction schedule.1 For some, creating a unique, interesting space is a priority, both to impress clients and potential staff. As businesses compete for employees, many seek to attract top talent with a workplace that fosters creativity and teamwork while also reflecting the company culture. To achieve this, there is a trend toward customizable space with open floor plans and exposed “honest” structure that attracts tenants looking to inspire their workforce. Mass and heavy timber building systems are ideally suited to meeting these objectives.

In the Midwest, for example, T3 Minneapolis was a game changer for office design. At seven stories and 220,000 sq. ft., it demonstrated the feasibility of exceptionally large timber projects as a means to reduce carbon footprint while creating warm, appealing spaces.

Inside, exposed glulam columns and beams, and NLT floors, offer a modern interpretation of historic wood buildings found in many U.S. cities. From a cost and construction standpoint, a great deal of effort went into developing efficient systems to reduce schedule and allow for potential replication. The timber erection was completed in two and a half months at an average of nine days per 30,000-sq. ft. floor. The project team estimates that the building is 30% lighter than a comparable steel design and 60% lighter than post-tensioned concrete, which allowed a reduced foundation depth. The developer, Hines, is now moving forward on similar T3 projects in Atlanta and Chicago.

At seven stories and 220,000 sq. ft., T3 Minneapolis was a game changer for office design.

ARCHITECT: MGA | Michael Green Architecture, DLR Group STRUCTURAL ENGINEER: Magnusson Klemencic Associates DESIGN ASSIST/BUILD + NLT SUPPLIER: StructureCraft CONTRACTOR: Kraus-Anderson Construction WORKSPACE: Perkins + Will

The four-story Albina Yard office building was designed as a precursor to LEVER’s 12-story Framework project. It includes a glulam frame and CLT panels.

The John W. Olver Design Building at UMass Amherst is one of the most advanced mass timber projects in the country.

ARCHITECT: LEVER Architecture

STRUCTURAL ENGINEER: Equilibrium

STRUCTURAL ENGINEER: KPFF Consulting Engineers CONTRACTOR: REWORKS CLT SUPPLIER: DR Johnson PHOTO: LEVER Architecture

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ARCHITECT: Leers Weinzapfel Associates Consulting; Simpson Gumpertz & Heger (EOR) CONSTRUCTION MANAGER: Suffolk TIMBER SUPPLIER: Nordic Structures TIMBER INTALLATION: North & South Construction; Bensonwood PHOTO: Alexander Schreyer, UMass Amherst

PHOTO: Corey Gaffer

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For office applications, roof and floor decks of CLT, NLT, or tongue-and-groove decking over glulam sub-purlins are often paired with glulam columns and beams. Many office developers assume they need open interiors free of columns or bearing walls for space flexibility. However, while heavy and mass timber systems can be built efficiently with ample column spacing (in the range of 30 by 30 feet), wood columns can be a desired feature without hindering flexibility—which can lead to smaller column grids and further economy.

Given that one of the key features of mass timber is the aesthetic of exposed wood, it makes sense that it’s also being used in an increasing number of schools. Biophilia, which is the innate human attraction to nature, has been extensively studied, and research has shown that the presence of visual wood in a room has impacts similar to the presence of plants and natural views. This includes reduced stress, improved cognitive function and creativity, and overall well-being. For office design, these benefits can translate to improved productivity and employee satisfaction, but they’re equally applicable to learning environments.2 The new John W. Olver Design Building at UMass Amherst is one of the most advanced mass timber projects in the country—a four-story, 87,500-sq. ft. building comprised of innovative wood systems.3 Designed to bring students of architecture, landscape architecture and building construction under one roof, the building itself is a teaching tool. The structure, which includes a glulam column-andbeam frame, glulam brace frame and CLT shear walls, is largely left exposed, as are many of the MEP systems.

Features also include an advanced timber-concrete compos-

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Building-Products.com

ALBINA YARD commercial project in Portland, Or., mixes cross-laminted timbers and glulam.

ite floor system, and a unique timber-steel composite zipper truss. Use of mass timber allowed the team to demonstrate key aspects of wood design, including fire resistance, acoustic control, energy efficiency and sustainability.

As a product category, and from a market perspective, mass timber is a complement to other wood building systems—one that offers a unique combination of aesthetics, structural performance and opportunity for innovation.

Because of its strength and stability, it tends to be used as an alternative to concrete, steel or masonry in many applications, often in conjunction with post-and-beam or

Building-Products.com

light-frame systems, or in hybrid systems with steel or concrete. Where light wood framing is permitted by code, mass timber isn’t a frequent substitute because dimension lumber framing offers such a compelling combination of performance and cost.

While mass timber is at its most dramatic in largescale projects like T3 Minneapolis and the UMass Design Building, it is being used to great effect in projects of all size, bolstered by testing results that have led (and continue to lead) to greater code acceptance, as well as easier availability through an increasing number of manufacturers. Combined with the interest we’re seeing among design and building professionals, it is reasonable to assume that mass timber will soon be as rooted in the U.S. market as other building systems.

– Bill Parsons, PE, is vice presidentoperations, for WoodWorks – Wood Products Council and a licensed engineer in the State of California. He can be reached at bill.parsons@woodworks.org.

Footnotes: 1 Breaking Convention with Wood Offices, WoodWorks, 2018 2 Wood in the Human Environment: Restorative Properties of Wood in the Built Indoor Environment, David Fell, 2010; Wood and Human Health, FPInnovations, 2011 3 Inspiration through Innovation, a case study of the John W. Olver Design Building at UMass Amherst, WoodWorks, 2017

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EWP & MASS TIMBER

SPECIAL Report

By APA - The Engineered Wood Association

New in the 2018 energy codes A brief lesson on buried ducts he 2018 International Residential Code (IRC) and the International Energy Conservation Code (IECC) offer new provisions for HVAC duct design within ventilated attic spaces. These provisions will increase the options for builders who are working to meet the requirements of the energy code using the performance path or Energy Rating Index (ERI) method of compliance.

The energy codes address all major components and systems in a structure, including building envelope, mechanical systems, service water

T

heating, lighting, and air infiltration.

Compliance with the energy code has primarily been driven by a prescriptive method, until recently. The new options with the performance path method use energy modeling to demonstrate how the building as a whole uses equal or less energy than a home built to the prescriptive path.

The performance path allows builders to maintain their preferred building specifications for structural design and comply with energy code requirements using energy-neutral alternatives for energy performance.

FIGURE 1: Method 1: Partially buried ducts

In addition to buried ducts in ventilated attic spaces, a few examples include: attic insulation, tight air leakage rate (air sealing), efficient wall construction, insulated foundation walls, and energy-efficient heating, ventilation and air conditioning (HVAC) systems.

Two Provisions, Three Methods

In the first provision for HVAC ducts, when ducts in ventilated attic spaces are “deeply buried” they can be considered to be insulated to an effective R-25 value for energy modeling purposes. Under the second provision, the ducts within a ventilated attic space can be modeled as being in conditioned space, provided additional criteria are met.

To meet the 2018 IRC and IECC installation criteria for ducts buried in insulation, heating and cooling system ducts within ventilated attics must be installed in accordance with one of the three methods, dependent on specific climate zone requirements.

Method 1: Partially buried ducts R-Value = Minimum Figure 1 (at left) illustrates ducts partially embedded in attic insulation, ducts resting on top of truss or rafter chords and ducts resting between truss chords.

Method 2: Deeply buried ducts R-Value = Effective R-25* Figure 2 (at left) illustrates ducts that are “deeply buried” in attic insulation.

FIGURE 2: Method 2: Deeply buried ducts

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Method 3: Ducts in conditioned space R-Value = Minimum+* Figure 3 (at right) illustrates ducts considered to be in a conditioned space. (*Criteria must be met to meet the stated R-value.)

Added Benefits of Radiant Barrier Sheathing Radiant barrier roof sheathing absorbs solar energy and heat. In the summers, when the sun heats the roof, the roof assembly absorbs the solar energy and heat. When the roof assembly’s temperature exceeds the ambient temperature within the attic, heat from the roof assembly is transferred into the attic. Similarly, when ventilated attic ambient air is cooler than the air inside the building envelope, heat from the conditioned space transfers through the ceiling assembly and into the attic.

A radiant barrier on the underside of the roof deck helps maintain the ambient temperature in attics.

Radiant barrier roof sheathing panels are most effective in warmer climates, but can also be used in colder climates. For climates where heating is the dominant consideration, the energy savings is less than in warmer, cooling

Building-Products.com

FIGURE 3: Method 3: Ducts in conditioned space

dominated climates.

The 2018 IECC delivers more flexibility for meeting the code’s performance pathways, including Deeply Buried Ducts and Ducts Considered in Conditioned Space. These options can reduce energy use and, when radiant barrier panels are added, further reduce the radiant heat gains in homes.

The results for homeowners are cooler

homes, lower utility bills, improved energy efficiency, and a more comfortable indoor environment. – For more information on the performance path or to download The Performance Path to Energy Code to Compliance (Form R505), visit www. apawood.org/energy-efficiency.

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The go-to screw from foundation to rafters. © 2018

Simpson Strong-Tie Company Inc. SDWSFRAME17

The versatile Strong-Drive® SDWS Framing screw is a code-listed, high-performance screw designed for a wide-variety of remodeling projects. The screw’s SawTooth™ point gets you started fast with no predrilling, while the serrated threads reduce torque in every drive.

Load rated to replace 16d, 10d and 8d nails in most framing applications, try the new SDWS Framing screw. To learn more, visit go.strongtie.com/framingscrew or call (800) 999-5099.

SDWS Framing Screw

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Building-Products.com

EWP & MASS TIMBER

SPECIAL Report

By David Barber, Arup

An update on fire safety in CLT buildings uildings using new innovations in construction such as mass timber are becoming prevalent worldwide. Mass timber is becoming popular because it offers an economically favorable construction method for mid-rise buildings, provides for greater sustainability, and looks very different. Buildings with a mass timber structure are being planned and constructed in the U.S. as building owners and designers realize mass timber offers a positive construction solution.

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What is Mass Timber?

The two most common forms of timber construction are light timber framing and mass timber. Mass timber differs in that the products are “engineered,” being factory made from smaller sawn wood members and the sizes are typically 12 inches or more.

Mass timber solutions include prod-

ucts such as glulam, cross-laminated timber (CLT), nail laminated timber (NLT), mass plywood panels (MPP), laminated veneer lumber (LVL) and dowel laminated timber (DLT).

CLT panels are becoming a very popular form of mass timber construction, given their two-way span and highly efficient construction for walls and floors. As more mass timber buildings are completed in the US, the benefits are starting to become more wellknown—including lighter construction that can result in savings in foundation works when compared to other materials; offsite prefabrication that allows for highly accurate production, leading to faster overall construction times; and smaller work crews that are safe and quiet. Owners and developers looking for a highly sustainable building solution can also achieve their goals through mass timber.

Mass Timber & Codes Within the U.S., each state adopts one or more model building codes, and all 50 states adopt the International Code Council (ICC) International Building Code (IBC), with some states also adopting the National Fire Protection Association (NFPA) Life Safety Code, otherwise known as NFPA 101. Many states further amend the model codes to provide the basis for construction compliance.

Other codes and standards impact construction, fire-protection systems, maintenance and firefighting operations, including the International Fire Code (IFC).

Within the IBC, timber can be utilized in Types III, IV and V construction. Types III and IV can be constructed to a maximum building height of 85 feet. The American Wood Council (www.awc.org) and WoodWorks (www.woodworks. org) provide resources and technical guidance on how timber construction can be utilized to maximize height and area. The IBC requires buildings with an occupied floor above 75 feet (defined as “high-rise”) to have an increased level of fire protection and structural performance. Compared to a mid-rise building, there’s a significant increase in expected structural performance for all high-rise buildings in fire.

Mass Timber Construction: What About Fire?

B SKY B: This four-story building in London was constructed of CLT. (All photos by Arup) Building-Products.com

For fire performance, light-timber construction is encapsulated within non-combustible gypsum drywall to achieve protection from fire and a FRR. Mass timber is different in that when it is exposed to fire it achieves a FRR through the insulating benefits July 2018

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of charring, a process of inherent protection based on the section size and mass. The char protects the load-carrying ambient temperature wood, allowing the member to be designed to carry applied forces, given the rate of charring is highly predictable. Guidance on engineering design for mass timber fire resistance is provided within the National Design Specification (NDS) for Wood Construction (AWC, 2018).

To assist architects, engineers and contractors, mass timber suppliers provide code-compliant fire tested solutions, for building permit approval.

The IBC has several methods for fire resistance compliance, through fire testing or calculation. Fire testing must meet either ASTM E119 or UL 263, which apply a standardized heating regime to a loaded building element to determine the fire rating.

CLT Performance in Fire

CLT performance in fire has been very well studied, but the performance is not always well understood. There has been significant fire testing in Europe, Canada and more recently, in the U.S. The outcomes from fire testing have been consistent, showing that CLT will char in a predictable manner and fire resistance is based on the number and thickness of “plys� that each panel is made up of.

All North American CLT suppliers have had their CLT panels fire tested to meet ASTM E119, demonstrating a two-hour FRR. These test reports are available from each supplier to support the use of their products as load-bearing floors or walls. This has led to CLT guides such as the NDS and CLT

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FIRE PROTECTION Research Foundation completed CLT compartment testing, in concert with National Research Council, Canada and SP Research Sweden.

Handbook providing a FRR calculation method to support building permit applications for CLT being used for floors and walls.

An area of recent research is the differing adhesives being used by manufacturers. There have been two types of CLT adhesive used, with one adhesive system being more resistant to the heat. To therefore improve CLT performance in fire, the North American manufacturing standard (ANSI-APA PRG-320) has recently been updated. From 2021, all CLT panels are required to use adhesives that provide a greater resistance to the heat of a fire and therefore, improve the fire performance of the CLT panels.

CLT Construction Details Details to provide compliant construction are particularly important for mass timber buildings. Some key

July 2018

areas are described below.

Concealed Spaces Mass timber buildings that utilize CLT as the primary wall and floor elements have no concealed spaces within the primary structure, due to the solid timber construction of CLT. Spaces for building utilities such as pipes, cables and ducts can be pre-formed with gypsum drywall solutions providing fire separation, similar to other forms of construction. Therefore, concealed spaces, which are an issue for potential fire spread, are mostly eliminated with mass timber construction.

Connections Connections in mass timber construction aren’t as uniformly specified.

CLT panel-to-panel connections are specified by each supplier, with the connections having been fire tested as part of a wall or floor assembly, to meet ASTM E119.

Building-Products.com

Penetrations “Through penetrations” occur in all buildings for plumbing, electrical cables, telecommunications, heating and cooling. For penetrations in CLT walls and floors, the installation of a collar, fire mastic or fire damper that has been previously tested for use in a CLT wall or floor penetration is specified. Currently, there are few of these products available in the United States, and more fire testing is underway to increase the catalog of products available to designers.

Fire Risk During Construction Fires during construction are a significant issue with light-frame timber buildings, given that the fire protection of gypsum drywall and sprinkler protection aren’t installed until the building is nearly completed, placing the incomplete building at risk. A major advantage of mass timber construction is that structural members, such as glulam and CLT, do not rely on additional protection measures, such as drywall, to resist fire. The required structural fire ratings are provided by each member as soon as it is installed.

Preventing construction fires from starting is always important, and the methods used include eliminating cooking onsite, improved nighttime security, and hot-work supervision (where required). Most mass timber buildings have no need for welding or grinding, eliminating one of the major ignition sources. The use of NFPA 241 “Standard for Safeguarding Construction, Alteration, and Demolition Operations” provides a means by which to reduce the fire risk and consequences of construction fires.

What’s Next for Mass Timber & CLT?

In many jurisdictions, there has been a reluctance to approve mass timber buildings, primarily due to a lack of familiarity with the material and the extent of fire testing available. Although considered ambitious by some, there are high-rise mass timber buildings being planned and constructed in the United States. Realizing that code revisions are needed, given the market demand, the ICC has convened an Ad-Hoc Committee on Tall Wood Buildings to research and address future code changes to allow mass timber buildings to be built above 75 feet. The initial voting has been very positive to the code change proposals.

As knowledge and understanding of mass timber’s fire performance continues to develop, there are more opportunities for mass timber construction to be designed and approved. Continued education by organizations such as WoodWorks, Think Wood, and AWC are key to increasing the number of skilled architects, engineers and contractors with mass timber experience. Through increased education, the industry should expect to see more mass timber buildings being constructed.

– David Barber is a principal with multi-disciplinary engineering firm Arup, where he specializes in the fire safety of mass timber buildings. For over 20 years he has assisted with fire testing, developing new timber technologies, authoring fire safety design guides for construction, working with wood product suppliers, and completing fire safety solutions for midrise and high-rise timber buildings. He is currently working with the project team for the USDA Tall Wood Building Competition, Framework in Portland, as the design fire protection engineer.

Building-Products.com

GLULAM BEAM joint after test: a full-size glulam beam to column connection has just undergone a one-hour fire test.

GLULAM CHAR depth, before and after.

CLT CHAR depth: a CLT floor panel is cut after a two-hour fire test, showing the depth of charring.

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EWP & MASS TIMBER

SPECIAL Report

By APA - The Engineered Wood Association

Get the right roof, right from the start plus dead load, and 1/240 under live load only. Special conditions, such as heavy concentrated loads, may require constructions in excess of these minimums, or allowable live loads may be to be decreased for dead loads greater than 10 psf, such as tile roofs.

Tip: Panels should be continuous over two or more spans with the long dimension or strength axis across supports.

Is the Nailing Surface Level?

To get the roof right, be sure to start with a level nailing surface. If it isn’t level, use shims and/or trusses as necessary. This is where a 6 to 10 foot length of straight lumber or long carpenter’s level may come in handy.

Consider Air Flow & Ventilation PROPER DESIGN and installation of roof sheathing is integral to the roof’s long-term performance.

ood roof design and installation are key to long-term performance of the roof assembly and to the comfort and satisfaction of the homeowner. By following a few simple steps in roof construction, builders can prevent many of the common problems that lead to callbacks.

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Start with a Solid Base The wood structural panels selected for the job will play a significant role in the stability and structural integrity

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of the roof. Considerations include panel span rating, panel performance category, and allowable loads. APA recommends any of the following options for roof sheathing: • APA Rated Sheathing Exposure 1 or Exterior • APA Structural I Rated Sheathing Exposure 1 or Exterior • APA Rated Sturd-I-Floor Exposure 1 or Exterior Uniform load deflection limits are 1/180 of span under live load

July 2018

Building codes identify minimum net free ventilation area for roof cavities and attic spaces. For example, a net free ventilation area of 960 square inches for each 1,000 sq. ft. (or 1/150th) of ceiling area is required. Net free ventilation area may be reduced based on certain building code provisions identified in the International Residential Code and International Building Code.

Exhaust air from kitchens, baths and laundry should be run through the roof cavity or attic through roof ventilators to the outside. To ensure proper ventilation of the roof cavity or attic space, install baffles with a minimum Building-Products.com

of 1 inch of clear space between the framing and/or under roof sheathing at the eaves. This will prevent the roof insulation from blocking the ventilation paths.

Installing Wood Structural Panel Sheating APA Rated Sheathing panels should be spaced 1/8 inch at panel ends and edges unless otherwise indicated by the panel manufacturer. Use 8d common (0.131 inch x 2-1/2 inches) nails spaced at a maximum of 6 inches on center at supported panel ends and edges. At intermediate supports, panels should be fastened 12 inches on center.

Fasteners should be 3/8 inches from panel ends and panel edges.

Tip: A reduction of stress accumulated in the panels leads to fewer issues with buckling and deflection.

This results in fewer callbacks and, thus, minimized internal stress for the dealer/distributor, too.

Once the panel is square, install using the specified fasteners and fastener spacing, starting at the top edge of the panel and working across the width of the panel. Repeat for each row to the bottom of the panel. Stand on the panel over framing near the fastener location to ensure contact with the framing while driving fasteners.

Drive fasteners flush with the panel surface.

Tip: Options for improved performance: (1) thicker roof sheathing panels, (2) panel edge clips, or (3) panels with tongue-and-groove edges.

Building-Products.com

APA recommends using a shingle underlayment felt to minimize roof sheathing exposure to weather, unless otherwise recommended by the sheathing manufacturer. Shingles should be installed according to the

manufacturer’s recommendations.

More information, guides, and tips on proper installation of APA Rated Sheathing in roof applications is available on the APA website at www. apawood.org.

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EWP & MASS TIMBER

SPECIAL Report

By APA - The Engineered Wood Association

Clear the air

What you need to know about the new formaldehyde emissions regulation ew national formaldehyde emissions regulations took effect June 1, prompting questions about chemical allowances in certain building materials. These U.S. Environmental Protection Agency regulations apply to composite wood products in the entire United States and are based on the California Air Resources Board (CARB) requirements for similar products.

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Steven Zylkowski is the director of Quality Services Division at APA – The Engineered Wood Association in Tacoma, Wa. He received a B.S. degree in Forest Products from the University of Minnesota, and a M.S. degree in Forest Products from Oregon State University. He chairs the ASTM Subcommittee D07.03 on Wood Panels, the U.S. Technical Advisory Group to the ISO Technical Committee TC89 on Wood Panels and coordinates the NIST committee for U.S. Product Standards PS 1 and PS 2.

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Here are answers to common questions about the EPA’s regulation on wood-based products from Steve Zylkowski, director of Quality Services for APA – The Engineered Wood Association.

Question: Let’s clear the air on formaldehyde—what exactly is it?

Answer: Formaldehyde is an organic compound found naturally in wood and organic products. It’s also a normal product of human metabolism. Because formaldehyde occurs naturally in wood, there is no such thing as “formaldehydefree” wood. The regulatory focus on formaldehyde has generally centered on the emissions resulting from wood adhesives, such as urea formaldehyde used in interior-type, nonstructural panels like particleboard, medium density fiberboard (MDF) and decorative hardwood plywood.

Q: California developed its own regulation several years ago. What role did CARB play in the development of the U.S. EPA regulation?

A: CARB’s Air Toxic Control Measure (ATCM) for Composite Wood Products is the foundational guide for the national regulation. The CARB Composite Wood formaldehyde regulation is considered the most stringent formaldehyde emissions regulation in the world. It applies to particleboard, MDF and hardwood/ decorative panels, and finished goods from them, sold into California. The wood industry and several nongov-

July 2018

ernmental organizations sought and supported U.S. legislation for a national regulation compatible with the CARB regulation. On July 7, 2010, President Barack Obama signed The Formaldehyde Standards for Composite Wood Products Act, which was based on CARB’s ATCM. Q: The regulation specifies composite wood products. What products are defined as composite wood products?

A: Particleboard, MDF and hardwood/decorative plywood.

Q: What wood products are exempt from the regulation, and why?

A: Structural plywood, OSB and other wood structural panels, as well as other structural engineered wood products, such as wood I-joists, laminated veneer lumber and glued-laminated timber are not included in the scope of the CARB and EPA formaldehyde regulations. These wood products are manufactured for construction applications governed by product standards and building codes requiring they be manufactured with moisture-resistant adhesives only. The structural engineered wood products have low formaldehyde emission levels. That, and the fact that they are used for construction, led CARB and the EPA to exempt them from the scope of wood composite panels as defined in the regulations.

Q: How do dealers and distributors identify exempted structural engineered wood products?

(Continued on page 60) Building-Products.com

Wood done right Engineered Wood Products / Studs & Timbers Real Wood Siding / Softwood Plywood Roseburg.com

800.245.1115

EWP & MASS TIMBER

SPECIAL Report

On Pacific Woodtech Corp.

The best known EWP company you may not know acific Woodtech Corp. is a mega-producer of engineered wood products that many have not come across—or have you? It has been producing laminated veneer lumber and I-joists with others’ names on them for about 20 years—until recently.

Certainly, lots of distributors are familiar with Pacific Woodtech, or PWT, as it is often called for short. And, of course, its competitors have been keenly aware of its presence in the market through the years. Established over 20 years ago, PWT historically did not put its own name on the products it produced. Finally, just a couple of years ago, it decided it was time to start applying its name to I-joists and LVL that were already in the market.

Pacific Woodtech’s is one of the largest LVL plants on the planet. It is located halfway between Seattle, Wa., and Vancouver, B.C., in the heart of North-

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west timber country, where there’s an abundance of strong Douglas fir fiber.

PWT was started as a greenfield plant, breaking ground in 1998. It more than doubled its production capacity with an additional LVL press in 2006—unfortunately just as the housing market was beginning to crash. With support of its parent company, it weathered the storm and came out stronger during the upturn with additional investments in capacity.

We sat down with Pacific Woodtech president and CEO Jim Enright and VP of sales & marketing Dan Semsak, to get a little background and find out why the change of direction.

BPD: What prompted you to come out of the shadows?

Semsak: Private-label doesn’t work for every distributor or every market.

As the North American residential market improved, we realized that we need-

UNTIL RECENTLY Pacific Woodtech’s engineered wood products have primarily been sold under other manufacturers’ labels.

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ed to develop a national brand to grow.

Private-label can result in an exponential number of SKUs, if not managed properly. Through this change, we have become more efficient. However, more importantly, we can better serve all our customers with more production and on-ground inventory.

BPD: What makes you unique?

Semsak: It really comes down to service and support. We service our customers well with the whole of the company. We do make some of the highest quality EWP in the industry, but our competitors also make good quality products. So, we set ourselves apart by being straight up with our customers. It is a shared commitment to the market.

BPD: How did you adopt what you have learned from producing private-label products to the new Pacific Woodtech brand?

Semsak: Every market is different.

We learned to customize our approach to specific markets by working closely with our customers on the support needs of downstream accounts. Sometimes, that is with a specific product line or with customized literature. We try to create tools to make our customers successful. There are complementary products to our EWP that our customers may need to better compete. We will help them secure those suppliers weather it is software, glulam beams, fasteners or rimboard.

BPD: What is your path to market?

Semsak: We strongly support twostep distribution. EWP sales is an area where stocking distribution brings real value to the chain. We operate a huge facility. It is not possible for us to ship job packs or make onesy-twosy type Building-Products.com

product orders. We rely on the efficiencies of the distribution chain to offer maximum support to downstream customers. It’s a partnership.

BPD: Where do you ship?

Throughout North America and overseas. We have three main product lines: residential and commercial, export, and industrial products.

BPD: How did you get started in the industry?

Enright: Purchasing TJI’s for construction projects in Southern California. Eventually, I went to work for Willamette Industries selling I-joists, LVL and glulam beams.

Before Willamette was purchased by Weyerhaeuser, I moved onto Rosboro, in charge of sales. Finally, I ended up at Pacific Woodtech as they went through some leadership retirements.

Semsak: I studied Japanese in college. Little did I know at the time, the Japanese build a lot of wooden houses. I was hired on with Vanport International to sell metric-size lumber, produced here, to Japan. When the Japanese market collapsed in the late ’90s, I went to work for Jim at Willamette in EWP. After a few years as the lumber sales manager at Plum Creek, I started at Pacific Woodtech.

Building-Products.com

PACIFIC WOODTECH’S LVL plant in Burlington, Wa., is one of the industry’s largest.

We are glad to have Jim leading PWT. Most of our team hails from the EWP industry.

BPD: What challenges do you see on the horizon?

Enright: Labor supply, mostly.

Labor is the governor on housing starts.

There are not enough loggers, truckers, framers and anywhere in between to fill the pipeline. Housing starts seem to only be able to grow in the 8-10% path we have been on in recent years due to lack of supply directly tied to lack of sufficient labor. So, is that a bad thing?

Not necessarily, because it limits the chances of a bubble and resulting crash.

BPD: What would you say to a young person looking to get into your industry?

Semsak: The opportunities are amazing. Have patience and initiative. Somebody will grab ahold of you and show you everything they know. Many people are close to retirement and looking to pass the torch. We are a relationship business where most offers are done on a handshake. Integrity means something. And, we have a lot of fun!

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Wisconsin True Value Chain Grows

Dorn True Value Hardware has opened its fourth Madison, Wi., area location at a former Ace Hardware building in Verona.

It is managed by Olga Fish, who had spent years working at Dorn’s Midvale Boulevard store.

The new store replaces a location Dorn had been leasing in downtown Madison, which closed Feb. 16.

Softwood Board Upping Its Game The Softwood Lumber Board is embarking on an ambitious new initiative to establish softwood lumber as the preferred choice for the built environment by 2024.

“We will move from re-think wood when we started, to think wood today, to of course wood in five years,” said SLB chairman Marc Brinkmeyer.

To reach the goal, SLB will review and refine its strategy, tactics and funded initiatives to ensure all are optimized and aligned given the changing dynamics in the market.

The conditions in 2018 are very different and more advantageous for lumber than they were when the SLB was established in 2011, as such the approach to delivering on its objectives will also need to evolve.

The SLB also announced Steve Lovett’s plan to step down as CEO at the end of November, to be replaced by Cees de Jager. Ryan Flom has joined the organization as VP of market promotion & research.

Dealers Fight Back Against Credit Card Scams Bay Area lumber dealers are on high alert after thieves tried—in some cases successfully—to obtain building supplies using fraudulent credit card numbers over the phone.

Building materials are attractive targets for such swindlers, because they are expensive, in high demand, and commonly sold by the truckload.

After being hit with two such scams within 30 days, Economy Lumber, Campbell, Ca., briefed all employees and stopped allowing credit card orders by phone except to known customers. When a third suspicious call came in soon after, the transaction was spiked.

In early May, San Mateo Lumber Co., San Mateo, Ca., received a similar phone order, but warned the caller he would have to show the card and ID, and sign when he arrived. San Mateo pulled the $9,000 worth of materials.

But when a common carrier truck arrived to pick them up, the driver drove off upon realizing no card, no signature, no merchandise.

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Here are several red flags that tipped these dealers off: • The buyer is from out of the area. San Mateo’s suspicious order, according to John Myers, “came from across the Bay, which is close to Economy Lumber. It didn’t make sense that they would drive across the bridge.”

• Orders are big ones. The first Economy thief ordered four highly expensive tools, totalling $1,800.

• Facts or requirements suddenly change or are oddly flexible. The most recent Economy scammer originally said his job was in Sun Valley. When questioned about the distance, he said it was actually in Santa Clara. He wanted 350 sheets of OSB. When told he’d need to show his card, he was willing to settle for 250 sheets instead.

• Their first card is declined, so they offer others. The first Economy crook tried four bad numbers, before he found one that was approved. John Saunders explained, “They can buy lists of credit card numbers with expiration dates. One out of 20 might work. So they’ll try the first one and if it fails, they’ll say, ‘Try this one.’”

• The buyer won’t show the card. Dealers are now limiting phone sales to small amounts or to regular longtime customers. “Sixty percent of my credit card sales are over the phone,” Myers said. But if he wants to make sure the bank stands behind the sale, he needs a paper trail.

New Utility Pole Treatment OK’ed The U.S. EPA has approved the registration of a new oilborne wood preservative system, UP-23, to be produced by Viance, Charlotte, N.C., to protect utility poles, cross arms, and transportation bridge timbers from decay fungi and subterranean termites.

Based on the active ingredient DCOI, the formulation is a rigorously tested, environmentally-advanced preservation system that offers municipalities and utilities an alternative to preservative systems currently in use. Viance will brand UP-23 in the marketplace as UltraPoleTM NXT. “We are pleased to introduce UltraPole NXT, as it represents the next generation of industrial wood preservatives designed for the 21st century,” said John Hussa, president of Viance. “UltraPole NXT treated poles are backed by a 50-year warranty against termites and decay and offer the industry’s only warranty for an oil-borne preservative.”

The active ingredient, DCOI, used in UltraPole NXT is a major component of the marine antifouling paint, Sea-Nine, which in 1996 won the US Presidential Green Chemistry Challenge Award; Designing Greener Chemicals. DCOI is also an active ingredient in Ecolife treated wood products used in backyard projects.

Building-Products.com

MOVERS & Shakers John H. Mize has retired from active management of Blish-Mize Co., Atchison, Ks., after 56 years, but will remain chairman of the board.

Chase Magee, Superior Plastic Products, New Holland, Pa., has been promoted to Southeast territory sales mgr., to be based near Tampa, Fl. Adrian Schoonover, vice president of engineering, RoyOMartin, Alexandria, La., has reitred after 19 years with the company.

Gordon Staley, ex-Prairie Pella, has been appointed general mgr. of Spahn & Rose Lumber, Dubuque, Ia. Philip Jagiela has joined the Northeastern Retail Lumber Association, as regional director for the Eastern Building Material Dealers Association.

Steven Shepard, ex-Stanely Black & Decker, has been named director of product management for Ridgid, Elyria, Oh. Joe Munoz has been appointed store mgr. of McCoy’s Building Supply, Brazoria, Tx. He succeeds Robert Paul, who is now store mgr. in Richwood, Tx. Jeff Cook has been appointed president of Binford Supply, Balch Springs, Tx. Justin Heineman has been named VP, general counsel, and corporate secretary for BlueLinx, Atlanta, Ga. Brendan Deely is the new group chief executive officer for Midwest Wholesale Hardware, Kansas City, Mo. Brett Emerson, ex-All In Logistics, hired on at LouisianaPacific, Nashville, Tn., as strategic sourcing mgr.

Brian Hitz has been named senior VP of operations for Harvey Building Products, Waltham, Ma.

UNITED STATES Senator Chuck Grassley (right) made a public appearance at Marcus Lumber’s recently remodeled store in downtown Marcus, Ia., here greeted by co-owner Bob Leavitt. The fourth-generation family business played host to the Senator May 30 as he made his way through all 99 Iowa counties in his typical annual tradition. Grassley toured the facility, then answered questions from Marcus Lumber team members and other local community leaders.

Marilyn Thompson, director of marketing & communications, APA – The Engineered Wood Association, Tacoma, Wa., retired June 29 after 33 years with APA. Joey Hardison has been promoted to president of Oldcastle Architectural Products’ East region, based in Atlanta, Ga. Marvin Ellison, CEO of JC Penney, has been appointed president of Lowe’s, Mooresville, N.C., succeeding retiring Robert A. Niblock.

Michael Birk has been named VP of logistics & fleet maintenance at Builders FirstSource, Dallas, Tx. Carol Suman, ex-Benjamin Moore, is now export sales mgr. for Marjam Supply, Miami, Fl. John Mergy has been promoted to VP of information technology for Do it Best Corp., Fort Wayne, In. Juancarlos Alvarez has joined the outside sales team at Gulf Coast Supply & Manufacturing, New Berry, Fl., serving South Florida.

Ben Johansen is retiring next month as CEO of Kyocera Senco Industrial Tools, Cincinnati, Oh. He will be succeeded by Clifford Mentrup, currently chief operating officer.

Sharon Cheralike is now handling employee compensation programs for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Do It Best Teams with Paint Supplier Do it Best Corp., Fort Wayne, In., has formed an exclusive strategic partnership with national paint supplier Paint Sundries Solutions, Seattle, Wa. The deal will provide Do it Best members additional opportunities to grow and strengthen their paint departments with greater access to PSS’s customized retailer solutions, merchandising design services, and broad product selection. As a no-adder vendor, PSS purchases by retailers can now bill through the co-op and accrue toward their rebates.

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Building-Products.com

NEW Products

PVC Color Treatments Digital Fence Designer CertainTeed’s new online home exterior visualization tool, Fence-It, creates a realistic rendering of how various CertainTeed Fence Collection products will look in a yard before homeowners spend a cent out of their budget.

Using the digital desktop tool, contractors can walk homeowners through various fence styles by placing digital renderings over a stock home photo to visualize which products will best fit their overall outdoor design. n CERTAINTEED.COM (800) 782-8777

Thermally-Modified Barnwood

Versatex Building Products is joining forces with Aqua-DIY to offer a line of environmentally friendly color treatments and woodgrain finishes for cellular PVC. Meant for architects, builders and homeowners who desire the weather-resistance of cellular PVC, the line is designed to confidently apply any color imaginable—even realistic woodgrain patterns—to standard white PVC components such as trimboards and mouldings. n VERSATEX.COM (724) 857-1111

The Ultimate Trimmer

Drift by Thermory USA provides the popular look and texture of rustic/weathered barnwood right out of the box—along with consistent quality and stability, plus Class 1 durability (25+ years) for resistance to rot and decay.

The modified wood line offers the gray aesthetic many want, while also being readily available and offering dependable performance for their projects.

The Bosch Max Palm Edge Router offers the power and cordless freedom to deliver advance routing and trimming results.

The lightweight 12V tool weighs 2 lbs. and has an ergonomic offset design that makes it the choice for comfortable, compact edge routing and trimming.

A compact grip area is positioned over the workpiece for maximum stability when edge forming and trimming.

n THERMORY.COM (847) 256-8828.

n WWW.BOSCHTOOLS.COM (877) 267-2499

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Building-Products.com

Flame-Fighting FRTW FlameTech fire retardant treated wood is designed to reduce the spread of flames and smoke development caused by fire.

The pressure-impregnated treated lumber and plywood is recognized by building codes as an ideal alternative to other construction materials, which are classified as noncombustible.

This gives builders and architects flexibility in design for both residential and commercial projects. n PACIFICFLAMEPROOF.COM (971) 600-7570

Connect with Your Tools ZipWall has introduced the MagStrip Dust Barrier Fastener for drop-ceilings.

The fastener offers commercial contractors a quick, safe way to keep a dust barrier tight between poles. Each magnetic strip attaches onto the steel grid of a drop-ceiling using a ZipWall pole and the specially designed applicator.

Each package contains four 26” magnetic strips and one applicator. n ZIPWALL.COM (800) 718-2255

Black Capped Sliders MI Windows and Doors’ HomeMaker3 and EnergyCore 190 sliding glass door product lines are now available with the company’s black SuperCapSR co-extrusion exterior color technology.

The line is a scratch-resistant, molecularly-fused color layer that reflects up to 76% of infrared light, helping to prevent heat build-up and frame distortion caused by high outdoor temperatures and extreme sun and UV exposure. n MIWINDOWS.COM (928) 772-7000

A New Set of Ratchets Milwaukee Tool is offering new Ratchet and Socket Sets, designed for better access in tight spaces.

Each of the new sets feature a slim profile 90-tooth ratchet and wrench-compatible sockets uniquely designed with four parallel flats to deter rolling.

The ratchet in the set is designed with 90 teeth for 4° of arc swing and also has a slim profile and flush directional lever which allow it to conveniently access the most hard-toreach applications. n MILWAUKEETOOL.COM (800) 729-3878

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Laser Connections Dewalt’s 20V MAX Tool Connect Red and Green Tough Rotary Lasers feature Bluetooth connectivity, allowing them to connect to the Tool Connect app for approximate location tracking and tool customizations.

The lasers offer IP67 debris/ water resistance, 2-meter drop protection, and traditional beam or high-visibility green beam.

They have a 250-ft. interior range or a 2,000-ft. exterior range when used with a detector. n DEWALT.COM (800) 433-9258 July 2018

Axe Away Hults Bruk has added a new felling axe to its line of Swedish hand-forged axes.

The new design is based on professional felling axes made popular during the 19th-century American forestry industry boom.

By pairing the right style of axe head with the right kind of handle, the axe drops dense, large sized trees effectively, allowing the user to work longer without tiring. n HULTSBRUK1697.SE

Building-Products.com

Do it Best refreshes spring market The 2018 Do it Best spring market in Indianapolis, In., featured a number of event enhancements, making an already valuable and rewarding experience even more so for the co-op’s LBM-focused member-owners.

It began Friday May 18 with the LBM Industry Update, which once again brought members together over lunch to learn from Do it Best Corp. subject-matter experts about the latest forecasts and insights in lumber and building materials. Trends include the expectation for continued price

increases of lumber and other key building materials—which can bring with it uncertainty for dealers, builders and remodelers.

The learning opportunities extended into the evening with an LBM Reception, providing members an outstanding venue for networking to share best practices, connect with friends, and learn about special buys available exclusively at the market.

The co-op also highlighted the success of its new LBM School, which brought nearly 60 dealers to its world

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MARKET EXHIBITORS included [1] Big Timber Fasteners. [2] Deckorators decking and railing. [3] Superior Plastic Products railing and fencing. [4] Mr. Friendly, Jenni Tucker. [5] Rick Stout, Chuck Casey.

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headquarters in March for an intensive, week-long learning and training program. Demand for the LBM School was so strong that Do it Best announced that it will be offered annually, beginning in the spring of 2019.

Its fall market is set for Oct. 12-15, with the next spring market May 17-20, 2019. After that, most future spring markets will be moved up to the second weekend in February (except for 2021, when it momentarily returns to May, to accommodate the NBA All Star Game).

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10 [6] Bev Parish, Bill Merlock. [7] Scott Dunn, Jordan Engelhard. [8] Jeff Santella, Mason Bailey, Mark Brown. [9] Josh Worth, Josh Billian. [10] Tom Allen, Stacie & Daniel Fields. (More photos on next page) Building-Products.com

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DO IT BEST SPRING MARKET

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DO IT BEST (continued): [11] Adam & Holly Satterfield. [12] Tom Gifford, Chase Magee, Scott Barn. [13] Paul Vercher, Codi Beane, Josh Dickman. [14] Ron McClain, Ric Study, Jeff Martin. [15] Ken Ellerbrock, Larry Grooms, Matt Carney, Jeff Dahl, Mark Nelson. [16] Eric Mayfield, Jodi Nagy. [17] Stefanie Snyder, Rob Everson. [18] Dan Bogner, Chris Mehl, Randy Monahan, Curtis Stewart. [19] Tim Quanstrom, Cindy Building-Products.com

27 Chandler, David Lawson. [20] Francine Shanahan. [21] Paul Smith, Ted Morgan. [22] Chad Dunwiddie, Craig Kapp. [23] Brent Hodgkins, Steve Semmler, Greg Zabel, Rick Friesen, Renae Korell, Tammy Minnis, John Johnson, Norma Dagley, Mark Stevenson, Larry Dagley. [24] Kimberly Rogers. [25] Jennifer Miller, Taylor Lauderdale, Tammy Flippo. [26] Ted Honeycutt, Lynne Gravalle. [27] Paul Kinney, James Labelle.

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ASSOCIATION Update North American Wholesale Lumber Association has set aside Aug. 23 for its Minneapolis, Mn., regional meeting.

Florida Building Material Association has recruited legendary college football coach Steve Spurrier to be the keynote speaker Aug. 23 to kick off its annual convention and Gulf Atlantic Building Products Expo at the Rosen Shingle Creek Resort and Convention Center, Orlando, Fl. The day prior is the Tom Stead Memorial Golf Tournament.

Convention highlights include an executive industry panel discussion on hiring, training and retaining employees of the future, innovation sales and marketing forum, and Hall of Fame luncheon honoring Kirby Manning, Manning Building Supplies, and Dionel Cotanda, Robbins Manufacturing.

Building Material Suppliers Association is reminding members to save the date for its upcoming summer conference July 26-29 in Virginia Beach, Va. This year’s theme is “Up Your Game.”

Lumbermen’s Association of Texas & Louisiana is hosting a networking/professional development lunch July 11 in Houston, Tx. Midwest Building Suppliers Association’s 24th annual Sycamore Scramble will take place Aug. 2 at Dye’s Walk Country Club, Greenwood, In. The tourney will conclude with social hour, dinner and presentations.

On Aug. 6, MBSA will host its White Pine Classic Golf Tournament at Hawk Hollow Championship Golf Course, Bath, Mi. Proceeds from both golf events will benefit the Blair F. Collings Scholarship Program.

Northwestern Lumber Association is gearing up for a dealer roundtable July 23-25. The group will focus on helping owners improve their overall business performance.

New Jersey Building Material Dealers Association will hold its annual meeting Aug. 13 at Neshanic Valley Golf Course, Neshanic Station, N.J. Other events this summer for affili-

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ates of Northeastern Retail Lumber Association include Rhode Island Lumber & Building Material Dealers Association golf outing and clam bake July 11 in Newport, R.I.; New Hampshire Retail Lumber Association golf outing, July 12, Lake Sunapee Country Club, New London, N.Y.; Central New York Retail Lumber Dealers Association day at the races, July 14, Oswego Speedway, Oswego, N.Y.; Mid Hudson Lumber Dealers Association golf outing, July 15-16, Powelton Country Club, Newburgh, N.Y.; Rhode Island Dealers’ crane certification training, July 16, Arnold Lumber Co., West Kingston, R.I.; and Northeastern

Young Young Execs summer outing, Aug. 15, Saratoga Race Course, Saratoga Springs, N.Y. National Lumber & Building Material Dealers Association has opened up early bird registration for its ProDealer Industry Summit Oct. 17-19 at the Radisson Blue Aqua Hotel, Chicago, Il. Mississippi Lumber Manufacturers Association’s annual convention will take place July 5-7 at Beau Rivage Resort & Casino, Biloxi, Ms. Along with the tradeshow, the event will offer a range of social events including fishing and golf tournaments, a pool party, ladies brunch, and cocktail receptions.

TALK Back TRUE VALUES I just finished reading “The Value of Values” in your June publication (page 8). I wanted to write to you for a couple of reasons. First, just to encourage you.

I believe that you are not only doing a good thing, but the right thing. Emphasizing work ethic and a values system in a world that has become convinced that all one needs is a degree or some impersonal skill set is difficult, but it is the better choice. The finished product produced by a team built on values is far superior to those with a more shallow approach, even though that is not the reason I think it should be done that way. It’s just the right way to do it. So, please be encouraged to keep up the good fight.

Second, I just wanted you to know that you are not alone in this. I can sympathize with your statement that more and more people don’t know what you mean when you describe your company as values-led. I see more and more of a disconnect between values and the professional life among people, up to and including people who have completely replaced any type of values with some type of hollow professional existence (that actually extends well into their personal lives). I have hired and fired many people in the six years of managing the company, and most of the mistakes I have made revolved around basing the hiring decisions on a skill set or a simple desperation to fill a spot rather than being patient and finding the right person. But that is getting harder and harder to do. At 41 years of age, I too feel like I’m becoming the “old guy.”

July 2018

Finally, thank you for the work you do for BPD. Your writing has always carried a personal tone to it that I find inviting and engaging. I receive several building materials publications here and most of the articles I see are rehashed drivel that could have been written by a bot. I have never thought that about your work. It stands out in a world that desires a homogenized product. Please keep this up.

Jeff Molock Etowah Builders Supply Rainbow City, Al. Congratulations on your thoughtful column about values. If more companies exhibited strong core values and then put those into practice by truly “valuing” their suppliers, customers and employees, all of the other metrics to gauge success would take care of themselves.

Jim McGinnis McGinnis Lumber Meridian, Ms. I just finished reading “The Value of Values” in the June issue. I loved it!

After I hire people and they have been around for a while, I then boil it down into a personal review in one of two words: effective or tolerable.

I have mountains of “wordy” things I am supposed to say as a coach, but it boils down to the phasing above!

Doug Chiasson JD Irving St. John, N.B. Building-Products.com

IN Memoriam

Clear the Air

Darryl G. Taylor, 81, former owner of C&J Hardware, Olathe, Ks., died May 30.

After graduating from Central Missouri State-Warrensburg in 1965, he worked for Gulf Oil, before purchasing Midland Hardware, Kansas City, Mo., in 1973. He then bought Waldo True Value, Kansas City, and C&J Hardware and opened stores in Paola, K., and El Dorado Springs, Mo. He was a past president of the Southwestern Hardware & Implement Association.

(Continued from page 44) A: Engineered wood products with the APA trademark are exempt.

In some cases, APA member mills may supply structural products with no stamp on the product. For those unstamped structural engineered wood products, an APA certificate of conformance can accompany the invoice to identify it as an exempt product produced by the APA member mill.

Q: For products within the scope of the regulation, what certification and

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.

WANTED TO BUY

WANTED TO BUY

labeling of products is required?

A: They’ll be labeled as TSCA Title VI or CARB ATCM Phase II to identify compliance.

Q: What certification system is used, and what are they certifying?

A: Composite wood product manufacturers are required to use a Third Party Certifier (TPC). The TPCs verify that the manufacturer of composite wood products is capable of complying with the ATCM’s emission regulations. TPCs conduct quarterly inspections and testing, and review routine quality control testing conducted by each manufacturing mill.

Q: What should dealers and distributors look for on the regulated products, and when do these regulations take effect?

A: The first major implementation date was June 1, 2018. That’s when composite wood products sold, supplied, offered for sale, or imported in the U.S. were required to be certified as compliant with either of the emission regulations. A label will identify which regulation the product is in compliance with.

The next big date to keep in mind is March 22, 2019. After this date regulated products must all be TSCA Title VI compliant, whereas before it was one of two options of compliance.

– More information about the formaldehyde regulation is available on the APA site at www.apawood.org/resource-library, search term “Formaldehyde.”

FACILITIES FOR SALE

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Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

Mississippi Lumber Manufacturers Association – July 5-8, convention & show, Biloxi, Ms.; www.mlmalumber.com.

Rhode Island Lumber & Building Material Dealers Association – July 11, golf outing & clam bake, Newport, R.I.; www.nrla.org.

ADVERTISERS Index APA-The Engineered Wood Association [www.apawood.org] 37 Coastal Plywood [www.coastalplywood.com]

40

Colliers International [www.colliers.com]

60

New Hampshire Retail Lumber Association – July 12, golf outing, Lake Sunapee Country Club, New London, N.H.; www.nrla.org.

Combilift [www.combilift.com]

35

Central New York Retail Lumber Dealers Association – July 14, day at the races, Oswego Speedway, Oswego, N.Y.; www.nrla.org.

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

50

Mid Hudson Lumber Dealers Association – July 15-16, golf outing, Powelton Country Club, Newburgh, N.Y.; www.nrla.org.

CT Darnell Construction [www.ct-darnell.com]

13

Culpeper Wood [www.culpeperwood.com]

53

DassoXTR [www.dassoxtr.com]

15

Do it Best Corp. [www. www.independentsdoitbest.com]

9

Eco Chemical [www.ecochemical.com]

11

Everwood Treatment Co. [www.everwoodtreatment.com]

25

Building Material Suppliers Association – July 26-29, summer conference, Virginia Beach, Va.; www.mybmsa.org.

United Hardware Distributing – July 27-29, market, Minneapolis Convention Center, Minneapolis, Mn.; www.unitedhardware.com.

Midwest Building Suppliers Association – Aug. 2, Sycamore Scramble golf outing, Dye’s Walk Country Club, Greenwood, In.; Aug. 6, White Pine Classic golf outing, Hawk Hollow Championship Golf Course, Bath, Mi.; www.thembsa.org.

New Jersey Building Material Dealers Association – Aug. 13, annual meeting, Neshanic Valley Golf Course, Neshanic Station, N.J.; www.nrla.org.

Northeastern Young Lumber Execs – Aug. 15, summer outing, Saratoga Race Course, Saratoga Springs, N.Y.; www.nrla.org.

Ace Hardware Corp. – Aug. 15-18, fall market, McCormick Place, Chicago, Il.; www.myace.com.

Fortress Wood Products [www.fortresswood.com] Great Southern Wood [www.yellawood.com]

Cover 1 17, Cover III

International Beams [www.internationalbeams.com]

Cover II

Jordan Lumber [www.jordanlumber.com]

21

Southeast Building Conference – Aug. 16-17, Gaylord Palms Resort & Convention Center, Kissimmee, Fl.; www.sebcshow.com.

Lonza Wood Protection [www.wolmanizedwood.com]

51

World Conference on Timber Engineering – Aug. 20-23, Seoul, South Korea; www.wcte2018.kr.

Matthews Marking Systems [www.matthewsmarking.com]

43

Florida Building Material Association – Aug. 22-24, annual convention & Gulf Atlantic Building Products Expo, Rosen Shingle Creek Resort & Convention Center, Orlando, Fl.; www.fbma.org.

Norbord [www.norbord.com]

5

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

59

International Woodworking Fair – Aug. 22-25, Georgia World Congress Center, Atlanta, Ga.; www.iwfatlanta.com.

Northeastern Lumber Manufacturers Asn. [www.nelma.org] 47

Central New York Retail Lumber Dealers Assn. – Aug. 23, annual clambake, Spinning Wheel, North Syracuse, N.Y.; www.nrla.org.

Orgill [www.orgill.com]

3

OZCO Building Products [www.ozcobp.com]

49

Pacific Woodtech [www.pacificwoodtech.com]

32

North American Wholesale Lumber Association – Aug. 23, regional meeting, Minneapolis, Mn.; www.nawla.org.

Orgill – Aug. 23-25, fall dealer market, Sands Expo & Convention Center, Las Vegas, Nv.; www.orgill.com.

Palram [www.palramamericas.com]

28

BC Wood – Sept. 6-8, Global Buyers Mission, Whistler Conference Centre, Whistler, B.C.; www.bcwood.com.

Peak Auctioneering [www.peakauction.com]

48

The Hardware Conference – Sept. 7-9, JW Marriott, Marco Island, Fl.; www.thehardwareconference.com.

Redwood Empire [www.redwoodemp.com]

19

Vermont Retail Lumber Dealers Association – Sept. 18, annual meeting/golf tournament, Okemo Mountain Resort, Ludlow, Vt.; www.nrla.org.

Roseburg Forest Products [www.roseburg.com]

45

Scotch Plywood Co. [www.scotchplywood.com]

31

Southern Pine Inspection Bureau – Sept. 18-19, dry kiln operator course, Pensacola Beach, Fl.; www.spib.org.

Simpson Strong-Tie [www.strongtie.com]

38

Construction Suppliers Association – Sept. 19-21, annual convention & expo, Hilton Sandestin Resort, Sandestin, Fl.; www.nrla.org.

Sunbelt Racks [www.sunbelt-rack.com]

13

Northeastern Lumber Manufacturers Association – Sept. 19-21, annual meeting, Cape Cod, Ma.; www.nrla.org.

Swanson Group Sales Co. [www.swansongroupinc.com]

23

Versatex [www.versatex.com]

55

Eastern New York Lumber Dealers Association – Sept. 27, annual meeting, Saratoga National Golf Course, Saratoga Springs, N.Y.; www.nrla.org.

Southern Pine Inspection Bureau – Sept. 27-28, treated wood quality control course, Pensacola Beach, Fl.; www.spib.org.

Building-Products.com

Viance [www.treatedwood.com]

Cover IV

Weyerhaeuser [www.weyerhaeuser.com] July 2018

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FLASHBack 60 Years Ago This Month

S

ixty years ago, BPD’s sister publication, The California Lumber Merchant, reported on a group of lumberwomen in Sacramento created the nation’s fifth HooHoo-Ette Club, starting with the induction of 11 “kittens.”

Other clubs were active in Los Angeles (No. 1); Eugene, Or.; San Francisco; and San Diego.

The Hoo-Hoo-Ettes faded away after Hoo-Hoo International began allowing female members in 1993.

Hoo-Hoo’s executive secretary Beth Thomas became the first woman to be inducted that year and in 2014 was the first female elected Grand Snark of the Universe. The international club is currently headed

by Robyn Beckett Young, Gutherie Lumber, Livonia, Mi. Other happenings in July of 1958: • The National Lumber Manufacturers Association honored actor George Montgomery as its first Woodmaster of the Year during the group’s annual meeting in Santa Barbara.

Mongtomery, who had appeared

IN THE LATE 1950s, Plywall was originally the brand name of longdefunct Davidson-Western Plywood Co.’s prefinished plywood paneling.

Today, Plywall is the copyrighted name of Hoover Treated Wood Products’ pre-engineered, ASTM tested, preservative treated wood noise barrier system.

in dozens of western films and was married to Dinah Shore, took time out from filming his new NBC-TV series Cimarron City to pick up the award—a large clock fabricated from several different hardwoods and softwoods.

He was selected because of his achievements and skill as an architect, designer, furniture builder, and DIYer. He served as architect-builder on eight different homes, including his own, for which he made most of his own furniture.

Unfortunately, his TV series lasted just one season, his movie offers began to dry up, and in 1963 he divorced Shore. He officially retired from show business in 1972 and died in 2000.

• Covelo Lumber installed perhaps the industry’s first “footage calculator” at its mill in Ukiah, Ca. The brainchild of mill foreman Earl Clark, the machine was installed directly behind the trim saw, automatically stamping the length of each board on one end.

He described it as akin to a pinball machine—each piece of lumber self-selected the correct stamp from 6 to 20 ft. in length by hitting a series of electronic trips as it made its way down the chain.

IN ADDITION to having lumber milling in his lineage and owning a stake in several lumber companies, crooner Bing Crosby also promoted building products, such as the latest ADCO door.

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• Lumber grading was finally coming to Southern California, after the California Lumber Inspection Service received approval to expand its service from San Jose all the way down to San Diego.

July 2018

CLIS now had permission to grade all species of lumber under Western Pine Association and California Redwood Association rules, per the Department of Building and Safety of Los Angeles and eight surrounding counties.

The long-awaited service was expected to eliminate long delays for on-the-job inspections.

• Crenshaw Lumber Co., Hawthorne, Ca., headed by Lloyd Olson, purchased Gardena Lumber Co., from Dick Learned and Charlie Smith, and Learned bought out partner Smith’s interest in Learned Lumber, Hermosa Beach, Ca. Both lumberyards continue to this day and, in fact, the Gardena location has become Crenshaw’s headquarters.

• The National-American Wholesale Lumber Association held its 66th annual meeting at The Broadmoor in Colorado Springs, Co. John J. Mulrooney, H.M. Bickford Co., New York, was selected as the new treasurer, beginning his ascension up the ranks of NAWLA leadership. In 1960, he would leave his successful wholesale business to become NAWLA’s chief of staff executive.

After he unexpectedly passed in 1979, NAWLA created the John J. Mulrooney Award, honoring significant contributors to the association from 1980 to 2010. The award will once again be presented at this year’s Traders Market.

Building-Products.com

HAVE IT ALL IN ONE HAUL. One shipment from Great Southern Wood gets you so much more than

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.

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