BPD March 2018

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MARCH 2018

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

EASTERN WHITE PINE SALES TOOLS • THE EVOLVING CEDAR MARKET • A REDWOOD NICHE BPD Cover D-Blaze Final Paths.pdf

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CONTENTS

March 2018 Volume 37 n Number 3

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Special Report

Features

Departments

34 Eastern White Pine

10 Feature Story

8 Across the Board 16 Competitive Intelligence 18 Olsen on Sales 20 The Revenue Growth Habit 22 Transforming Teams 32 Movers & Shakers 44 New Products 51 Association Update 52 In Memoriam 52 Classified Marketplace 52 Advertisers Index 53 Date Book 54 FlashBack

Northeastern Lumber Manufacturers Association unveils its latest tools for selling more eastern species of lumber

The Future of Real Cedar in an Evolving Building Materials Market

12 Product Spotlight

Redwood Timbers & Vineyards: A Match Made in California

14 Industry Trends

The Ins and Outs of What’s Trending in Cypress

28 NAWLA: Thinking Ahead A Fresh Approach to Hiring: Planning Is Paramount

48 Event Recap BPD Digitial Edition at www.building-products.com

Enthusiasm High at Building Material Suppliers Association’s Buying Show in Hickory, NC

The Official Publication of

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Proud Supporters of

March 2018

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Peace of Mind We Can Count on Orgill’s Products, Pricing & Service

“Since we converted to Orgill, we have access to all the hardlines products our customers need and we never have to worry about our in-stock position.”

Kevin Dussault l Big Creek Lumber, California l An Orgill customer since 2010

Market Expertise

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“We’ve dealt with other distributors in the past, but after

“Orgill provides us with insights and guidance into which

working with Orgill, I can say their representation in the field is second to none.”

Keeping Us Competitive “Not only do we love the product selection with Orgill, but the prices keep us competitive with anyone in the market.”

hardlines product lines make the most sense for our customers.”

Access to Information “Orgill provides us with the information we need to make good

buying decisions. At the Buying Markets, Orgill provides us with a comprehensive purchase history report. This lets us spend more

time finding innovative products to bring back to our customers.”

For more information about how Orgill can help you grow your business, contact us today!

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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 Tim Burr, Simon Cameron, Kim Drew, Jeff Easterling, Ian Faight, Jay Lemke, John Rooks

JANUARY 2017

Building Products Digest

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Eassy on the eyes.

Building Easy to o install.

Products Digest AUGUST 2017

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

ANNUAL SALES & MARKETING SPECIAL ISSUE

Director of Sales Chuck Casey • chuck@building-products.com

Advertising Sales

HUFFING AND PUFFING WILL NEVER BLOW OUR HOUSE DOWN

(714) 486-2735 Chuck Casey chuck@building-products.com

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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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March 2018

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ACROSS the Board

By Patrick Adams

I asked for it… e careful of what you ask for because you just might get it. I’ve heard that expression throughout my life and it never made sense to me.

I asked to win the lottery… nope. I thought being a professional golfer might be a good way to make a living… we know where that stands. I suppose that saying is for those impulsive, unthinking individuals but certainly not me! I think things through, plan everything out, and am always 10 steps ahead. In fact, I can’t even remember the last time anything really surprised me—which I consider to be a good thing!

As you may know by now, by some standards we got a late start on being blessed with our family. It’s an interesting and amazing experience being a parent to two small children. Watching them learn and grow through older, wiser (and more tired) eyes is something that I can imagine is much different than if you did it in your 20’s! I often joke that my 18-month-old son, if placed in a room full of monkeys, clowns and toys would immediately race to the nearest electric plug and try to stick his finger in it! If I had a tenth of this energy, I would be dangerous!

My amazing daughter at 7 was just awarded our city’s “Citizen of the Year” for her work with the local police department in helping those less fortunate… yes, 7… going on 47! There is not a minute that goes by that she is not asking a question about something akin to the meaning of life. In that same minute, she ponders whether her life’s ambition is to be a teacher (to be a role model to kids), to be an artist (because there is so much beauty to capture), or to be a Marine (because someone needs to protect us and she says they are the bravest).

It’s also probably no secret that I’m a bit compulsive about wanting to serve this industry as well as we possibly can. Whether it’s the constant improvement of our almost 100-year-old flagship magazine or launching new publications or websites, I want it to be the “best” at providing our industry with exactly what they need and value. We have been fortunate that while our industry continues to improve from those times in the recent recession, so has the embrace from our readership and clients! The shortage in labor has not just affected you and I could write several humorous to horrific stories about the challenges of trying to find competent candidates with values and work ethic. Like many of you, this shortage of help has turned a normal full time job into something akin to an hourly fire drill!

Did I mention that while we recently had our entire back yard being renovated that I decided it would be great if

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the kids had a German shepherd puppy to grow up with?

In case you don’t have direct experience, these two things fit together in a VERY similar way as a bull and a china shop—in the end, the bull wins and there is no china shop (note to self: a very small puppy is capable of digging a LOT of big holes).

As a side note to this, every knock on the door has me worried that social services has showed up asking why my daughter looks like she was in a fight with an alligator (note to self: puppy teeth and claws are sharp)!

I wake up some days and think, “Oh boy, today is going to be crazy!” Other days, I get home and see the daily tally of destruction of my three little monsters and remember our “peaceful” home before them. These are only passing thoughts that I’m sure everyone has because I am quickly reminded that this is all that I’ve ever asked for in life—a family, a business, a team, an industry, a cause to serve.

No, it’s not always easy, but they say the best things in life never are.

I am careful about what I ask for, and I’m thankful when I receive it. My point is simply this: life is never easy. In bad times, we wish it was better. In good times like these, we wish we had more help or more free time. But, in all times I am reminded of the times when I was less fortunate, when I asked for what I now have and how now, I wouldn’t trade my worst day for anything else!

I hope this year brings you all that you have asked for and like me, that you’re thankful for it! I’m grateful for the responsibility of providing and serving and look forward to the challenging days ahead!

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

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FEATURE Story

By Western Red Cedar Lumber Association

The future of cedar in an evolving market ost would agree there are few industries with as many unpredictable variables as those found in the softwood lumber business. In fact, the last two years can be described as tumultuous, at the least. The year 2016 saw

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OVER 1 BILLION bd. ft. of western red cedar—most of it grown in Canada—is consumed by the U.S. each year.

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the end of the Softwood Lumber Agreement. With pricing uncertainty on the horizon and a strong U.S. economy and lumber prices, shipments to the U.S. soared.

However, as if to underline just how erratic the market can be, heavy snowfall at the start of 2017 followed by a severe fire season limited production and market supply.

Demand increased (housing starts were up), but new duties resulted in record prices which prompted some consumers to start looking at alternative products. As competitive composite materials continued to gain more traction, this posed an additional threat.

Furthermore, the role between distributor and retailer saw significant change, and will continue to do so. Given the unsettled nature of the market, what can 2018 and beyond look like for real cedar products?

In the search for insight, the Western Red Cedar Lumber Association worked with Home Innovation Research Labs (HIRL, formerly National Association of Home Builders) and MSC Marketing Solutions Consulting to quantify the U.S. residential WRC market and identify growth opportunities.

The HIRL research estimates that over 1.066 billion bd. ft. of western red cedar was consumed in the U.S. in 2016 in selected residential applications, in both new construction and the repair and remodeling sector, with the majority of this volume used in the latter.

Current indications are for continued economic and housing start growth, with a stable and sustainable supply of WRC to meet demand.

What’s driving usage? The HIRL study determined the R&R sector accounted for 88% of total volume (interior products and non-res construction were excluded from the study), and new construction consumed 12%, although as noted growing housing starts may increase this.

The areas of highest WRC usage were the Pacific Northwest, including Northern and Southern California and Hawaii; West South Central (Texas, Arkansas, Oklahoma and Louisiana); East North Central; and the South Atlantic. The West South Central and East North Central areas saw the highest growth rate, while the Pacific remains the area with the largest consumption.

Building-Products.com

Siding is identified as an important WRC application, as is decking, outdoor structures and living areas, and fencing. The study noted that application usage varies by region, which is very useful information from both a distribution and marketing view.

For the consumer perspective, the WRCLA engaged consumer researcher Strategic Growth Insights to determine and track WRC awareness and attitudes among homeowners, builders and architects, particularly in comparison to those of competitive composite products. Baseline data was first collected in 2014, comparative data in 2017, and additional research was done in January and February of this year and will be available shortly.

The SGI study found that western red cedar scored highly and outperformed composites on emotional drivers such beauty of the product, natural appearance, pride in my home, and, character, as well as more pragmatic values like, adds value to my home. Composites have a perceived advantage over WRC in ease of maintenance and cost. Awareness has increased overall since the 2014 baseline in regions where real cedar is actively conducting promotions, and competitors have gained ground in regions where no promotional activity was done.

REPAIR and remodeling is driving the majority of western red cedar demand, according to a new WRCLA study.

The two studies revealed detailed data on which benefits and aspects of WRC are most compelling to consumers. The data is segmented by area, usage by region, usage by application and price sensitivity (a model was created from the data to predict the point at which an increase in WRC cost

would trigger a loss in market share).

The data allows the WRCLA to tailor more targeted and effective messaging for both a consumer and professional audience, and deliver it more accurately. It also sheds light on what opportunities exist or can be created by geographic region and application, and the association can engage their manufacturer and distribution network to capitalize on those opportunities.

While there are numerous factors that will effect change in the softwood market, the rise in cost to the consumer due to new duties is arguably the most significant. Through continued consumer and market research, the WRCLA is able to continue to build awareness for WRC and position it as a premium product. The data also allows a market approach that focuses on key strategic segments and higher volume consumption regions to mitigate threats and maintain market share during this disruptive period.

With a consistent and sustainable supply, and the HIRL Consumer Practices Survey showing a positive trend in market share for WRC products, cedar appears to be adapting to an evolving market fairly well.

- Established in 1954, the Western Red Cedar Lumber Association is the voice of the cedar industry and has members in over 131 locations throughout North America. Find more info at www.wrcla.org.

WRC IS FAVORED for a wide range of exterior applications, with usage varying by region. (Photo

by Ema Peter Photography, courtesy of Sarah Gallop Design) Building-Products.com

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PRODUCT Spotlight

By Tim Burr, Humboldt Redwood Co.

Redwood timbers and vineyards: A match made in California

edwood and vineyards. They’re no doubt California cultural icons. As vineyards along the West Coast prepare for a future that blends agriculture with retail experiences, the choice of building materials matter. Whether achieving green certification or reinforcing the natural roots of the products enjoyed by customers, redwood and vineyards have more in common than you might think.

After all, the naturally occurring tannins in redwood give redwood its unique color and durability; while the tannins in grape skins give wines their unique flavor, color, aroma and other qualities. And as customers want to know more about the origins of the products they purchase, the sustainability of the product only adds to the brand’s reputation.

It only follows that redwood is a natural choice for vineyards and wineries improving their public facilities.

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Redwood is naturally strong and durable, shrinks and swells less than other woods, and is less likely to warp or split. This natural strength, combined with its environmental benefits, makes redwood an ideal choice for any number of landscaping designs like pergolas and arbors.

Take, for instance, the Jeriko Estate Resort and Winery in Hopland, Ca. Situated just north of wine country neighbors Napa and Sonoma, Jeriko is a winery, working organic farm, and overnight resort. The owners wanted to highlight the beauty of the natural surroundings on the property and honor their Tuscan design roots. To achieve that, two redwood timber pergolas were installed on the winery grounds. While visually beautiful, the natural redwood timbers also supported the Jeriko commitment to sustainability and responsible consumption; the working farm is certified organic and biodynamic.

TUMWATER Reserve Vineyard, West Linn, Or., used redwood timbers to define an outdoor patio space for the vineyard’s Barrel House. It is used for public and private events, and also serves as a gateway to a neighboring residential development.

(Photos courtesy Humboldt Redwood Co.)

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A little bit of California traveled to West Linn, Or., where Tumwater Reserve Vineyard also used redwood timbers to define an outdoor patio space for the vineyard’s Barrel House. It was the perfect complement to the main building’s timeless post and beam construction. It is used for public and private events, and also serves as a gateway to a neighboring residential development.

As the vineyard is enrolled in the Low Impact Viticulture and Enology (LIVE) program, building sustainability into every aspect of the business was critical. Humboldt Redwood timbers are Forest Stewardship Council (FSC C005200) certified. Through FSC guidelines and modern forest management practices, more redwood trees are grown each year than are harvested.

While there are many fine qualities to elevate redwood as a product when designing and building a new structure, its durability and biodegradability are important factors for the life of the project. With minimal maintenance, redwood timbers last for decades and will withstand the elements of time and weather while continuing to look great. Less time spent on maintenance means vineyard staff can spend more time focusing on farm and winery operations, and attending to their guests’ overall experience. At the end of its useful life, redwood is biodegradable, returning to the earth to help grow more trees.

The durability and versatility of redwood timbers is not limited to just vineyards, though. There’s a good chance that some of your customers are planning projects that would also benefit from the natural qualities that make redwood truly one of a kind.

- Tim Burr is a well-known redwood expert with 30 years of experience in the industry. Tim also appreciates an old vine Zinfandel.

Building-Products.com

LOCATED just north of the Napa and Sonoma wine countries, the Jeriko Estate Resort & Winery, Hopland, Ca., is a winery, working organic farm, and overnight resort. The owners wanted to highlight the beauty of the property’s natural surroundings and honor their Tuscan design roots. To achieve that, two redwood timber pergolas were installed on the grounds.

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INDUSTRY Trends

By Southern Cypress Manufacturers Association

In’s and out’s of what’s trending in cypress anufacturers of southern cypress building products are quite busy these days. The uniquely versatile wood is attracting new customers from all over the country who are discovering how cypress’ inherent beauty and natural durability can be utilized in a variety of applications for homes and offices—inside and out.

“We’ve been experiencing high demand for cypress products so far this year,” says Stephen Logue of Battle Lumber Wadley, Ga. “Both Select and #2 Common grades have been noticeably more popular than in previous years. I believe a lot of this interest is due to the strong housing market right now, and cypress is in a prime position

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to capitalize on it, probably more so than any other species since it’s well suited for interiors and exteriors. We fully expect the increased demand for cypress to continue throughout 2018.”

Nancy Tuck of Gates Milling, Gatesville, N.C., agrees and says cypress is filling a void in the market. “With the rising prices of western red cedar and Douglas fir, cypress is an excellent, affordably priced alternative,” she says.

“I get a lot of calls from people asking about cypress and its availability, specifically in areas of the country that are predominantly cedar territory.

“Cypress offers a lot of visual character through its grain pattern and knot structure that can’t be replicated with

ONE OF A KIND: Through its grain pattern and knot structure, cypress offers a lot of visual character that can’t be replicated with other species or faux wood products. (Photo courtesy of SCMA)

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other species or faux wood products.

We are finding that more and more homeowners and design professionals are turning to it for interior uses. ‘Shiplap’ is a buzzword we hear a lot these days and consumers seem to favor the look of shiplap paneling and accent walls with a nickel-sized gap separating the boards, especially in wider, 8-inch profiles.”

In Homerville, Ga., Brian Meier of Cypress Rose Sawmill says he’s noticing another new trend. “In our area, cypress paneling that is wire brushed to create a textured, industrial look is popular in both residential and commercial applications,” he notes. “It’s perfect for adding a decorative touch that people haven’t seen before.”

Geoff Chick, an architect based in Santa Rosa Beach, Fl., has built a reputation for creating impressive interiors with cypress.

“I love the look of cypress and how it performs,” Chick says. “I have used it for walls, ceilings and more recently as sliding barn doors, which are in demand for interiors. In large rooms where I have tall ceilings to work with, I typically use a coffered ceiling.

Filling in the coffers with wood helps to warm up a room and add another layer of detail. Cypress with a square groove is my favorite wood to use for ceiling treatments. I just love how it looks, especially combined with cypress beams.”

– For more info on cypress building products, visit www.cypressinfo.org.

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COMPETITIVE Intelligence

By Carla Waldemar

Small town, big success ver heard of Kremmling, Colorado? Me neither.

I had to haul out a magnifying glass to search my battered Rand McNally for the location of this tiny (pop.

1,500) town, midway between Steamboat Springs and Vail.

But those two ski meccas are part of the success story of Northwest Ranch Supply, at home here in Kremmling.

“We’re in the central mountains of Colorado, an hour from 10 major ski resorts,” explains Tim Menhennett, who launched the outfit 25 years ago, “and skiing is the number-one industry in Colorado.”

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He’s from here, but he’s not lumber-born. Tim formerly owned a fencing company in town, which operated from his great-grandfather’s livery barn of 1902, doing nicely until he received a telephone call out of the blue—after which, Tim did even better. The local historical society, said the phone voice, was looking to acquire the historical building to add to its Heritage Park Museum. “Of course, you wouldn’t be interested in selling, would you?”

Short answer: Sure! Well, that’s not exactly true. Tim actually donated the property to the cause. “And that pro-

COLORADO’S Northwest Ranch Supply was a long-vacant lumberyard, first purchased by Tim Menhennett (far right, with wife Tami and son Rory) for his fencing business, but eventually morphed back into a full-service building material supplier.

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pelled me to purchase a lumberyard that had been closed down since the late ’80s. I reopened it and ran the fencing company from it for a couple of years,” during which “things evolved.” The operation grew to encompass lumber and hardware, “so in 1994, I sold the fencing operation in order to build up inventory. Since then, it’s continued to evolve into a very strong farm and ranch business. In fact, we recently remodeled the entire store.” More on that later.

Northwest’s business with builders—it’s 70% pro, 30% retail—is what Tim calls “residential.” I’d call it “palatial”: retirement and second homes for Denver residents who yearn for ski retreats. “Very high-end. Large private estates,” Tim qualifies his niche. (“We have a jet-accessible airport, named after my great-grandfather, because he’d owned the property.”) Yes, Northwest still sells a lot of traditional fencing—wire to treated wood—and animal feed (he’s a Purina dealer), but also entire building projects like the one for Grand River Ranch, whose owners, for their own enjoyment, wanted to construct a complete, old-time Western town on their mega-acres—saloon, hotel, jail and all. “We got the entire project,” Tim reports. “We deal with that scope. It’s really terrific.”

There’s robust competition, of course, including a big box 35 miles down the highway and a respected indie here in town. So how, then, does Northwest capture those big-time clients? The answer, as you’re heard many times before, is all about relationships: “You develop them over a period of time, through good delivery service and prices that are competitive (though we’ll never aim to be the fish on the bottom). Those are the primary considerations, and the pros respect that. We’ll never drive a builder crazy with five guys sitting idle on a site, waiting for material.

“We have salesmen with product knowledge who offer personalized service, do take-offs, build relationships” populating Northwest’s staff of 15, which includes Tim’s wife, Tami, and son Rory, 27, who’s being groomed to take over the business some time in the future. As a little kid put to work by Dad, young Rory once submitted an invoice titled “Jobs” that listed seven billable functions, from “cleaning back office” and “organizing your desk” to “counting money and going back home.” Laughs Tim: “Like those Am Ex ads, it’s priceless!” And framed above his desk.

“My wife and son and I are here together every day, spending time with our staff” (Northwest is open seven days a week, by the way), “setting an example of service, building a sustainable business.”

Now let’s pause for a minute and talk about the recent recession. It wasn’t the first and won’t be the last, so there are always lessons to be learned. “After the recession, we’re doing things differently,” Tim reports. “Sales dropped off quite a bit. And ever since, the high-end has cooled off somewhat; the trend is away from those huge homes, toward energy-efficient homes.

“During the downturn, we made a decision: NOT to cut expenses. Instead, we went all-out. We opened up seven days a week. We took on a new line of snow blowers and outdoor equipment. We hired a guy to handle all types of service calls, a new niche we developed. And, lo and behold, it worked! No layoffs! Our volume is better than ever, and we’re experiencing double-digit sales increases.

“We’re doing lots of remodeling, additions and decks as well as new-home construction. We developed a nice postframe business for the farming community after the recession; we developed a reputation for that, another niche.

And we also recommend contractors for peoples’ projects.

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SMALL TOWN dealer confronted the recession head on by expanding instead of cutting back.

That, too, builds our pros’ loyalty.

“We added a Design Center after the recession as well.

We’d had a building on site which we’d rented to an architect, who now needed to pare his expenses. The Center had been in our plans all along, so now we had the space. We use it as a showroom for windows and doors, kitchens and bath, carpet, tile, etc, and it’s doing really well.” (Having a separate showroom building is a bonus, Tim notes, for those moments when a husband and wife get a little, um, vocal when discussing different points of view about kitchen cabinets.)

So, what spiked that sales increase? Factor in all of the above and the thinking behind those savvy moves. Then add the sad fact that the town’s six former lumberyards have dwindled to just two left standing. And, as Tim opines, “the other one is a good competitor, but they’re overwhelmed with business and can’t serve the smaller contractors as well.”

Then, there’s the recent storewide remodel. “With dwindling competition, we certainly didn’t have to. But it showed that we continue to step up and provide for the community. We added new fixtures, new LED lighting, Valspar paint, and new SKUS, and deepened those in tools and hardware. It’s now attracting more women shoppers.”

Some new customers are drawn by social media, others by print ads. But (as usual) it’s word of mouth that’s proven most effective, “especially with contractors,” Tim attests.

“They talk to each other.”

Northwest believes in giving back, too. Since 1990 the company has sponsored a charity golf tournament that raises scholarship funds to send high-school grads on to college.

Never a dull moment? That’s exactly what keeps Tim pumped.

“I love the challenge of growing the company. I just enjoy coming in each day and dealing with challenges, making things better. I love to help it grow and leave it in a better place.”

Maybe he’ll have to invoice Rory for that some day down the line.

Carla Waldemar cwaldemar@comcast.net March 2018 n

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OLSEN on Sales

By James Olsen

Stopping a slump art of what makes sales exciting is that we don’t know how it’s going to go. Sales is a results job. It doesn’t (exactly) matter how hard we work; we have to get our customers to say yes. Like the comedian, hard work is important, but we still have to get them to laugh/buy.

What do we do when we have gone a couple days—or weeks—without an order? How do we break a slump?

P

Self-Talk

What are we saying to ourselves? “Oh, here we go again….” Or “Okay, I’m probably going to be high on this one… again… but here goes.” Or “This guy. He ALWAYS says no….”

Any negative thoughts must be purged from our mind.

We must fill our minds with positive images before we enter the call: “She’s going to LOVE this deal.”

“This is a GREAT deal. Of course he’s going to buy it.”

“He’s probably going to want three.”

A lot of sellers psyche themselves out; we need to PSYCHE OURSELVES UP. Positive self-talk works.

Don’t Commiserate

When we get on a negative roll it’s natural to seek comfort. Don’t. “Everyone is slow right now.” “Even our best guys aren’t selling; of course I’m slow.” Or “This market is terrible.”

We do not allow ourselves to wallow in the self-pity of no sales. We do not participate in down markets. We are hard on ourselves when things are tough. If not us, who?

Check Our Tone

A defeated tone is felt whether in person or on the phone. Many sellers enter conversations with a “please kick me” tone and wonder why customers oblige. They can’t help it. Customers will treat us how we act. Lose the defeatist attitude. Act like you’re killing it. It’s important for our own fragile psyche and our customer’s. If we enter a sales call with a defeated attitude, then we ARE defeated before we start! We must act like we just sold 20 on the last call and we KNOW we’re going to sell 20 on the next.

Go Big

Proposing volume to customers is a great slump-stopper.

The fallback from 1 is 0; the fallback from 10 is 9-8-7….

Exercise

I am far from a health-nut, but have found that a vigorous program of exercise makes us feel more energized, which helps us make more (and better) calls and is also

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felt by our customers. When we exercise, we feel like winners—people want to associate with winners.

No Chairs

I knew a sales manager who took away all the salespeople’s chairs. When you got a sale, you got your chair back. Do you think the sales calls of the last few salespeople standing were intense enough? Are YOUR sales calls intense enough?

Call in a Favor

This is not my favorite technique, but it works. We do not over-use favors; then they stop being favors. But in dire circumstances we need to pull a favor from good customers. “What if none of my customers owe me a favor?”

Us: “Susan, I know you don’t owe me any favors, but if you do me a solid on this one I will owe you TWO favors.”

I don’t like asking for favors, but I like being in a slump even less, so every once in a while ask for a favor.

An Hour Early

When we are in a serious slump, we need to change things up. Come into work an hour earlier than normal. We can get a lot of work done before the office starts to buzz.

Coming in early helps us make MORE calls and gives us a feeling of, “Gosh darn it, I deserve the business.”

Closing on the Opening

Most sellers are not getting to yes/no conversations often enough. The Opening-Close puts us in yes/no from the beginning: Us: “John, if I had a 2x4 way below market would you be in the market?”

“Claire, get your P.O. book out.

I’ve got three trucks that you are going to love.”

“Good morning, Charlie, and what’s your order number? I’ve got 2x10s you are going to love.”

Many sellers think this kind of approach is too bold. These same sellers are in lifetime slumps.

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

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THE REVENUE Growth Habit

By Alex Goldfayn

Olympic perseverance in sales mong the many amazing achievements we got to watch in the recently concluded Winter Olympics, two stand out in my mind for the deep lessons they can teach us as salespeople.

The American Chris Mazdzer won a stunning silver medal in luge. And yet, here is what he posted on social media just three weeks earlier: “What kills me and has been driving me wild for over a year now is the fact that no matter what I do, my top speed and ability to be with the top guys in the world has disappeared, and I don’t know why… There comes a point where giving it everything you have and believing in yourself starts to fade away and I am almost to that point.”

Three weeks after openly musing about quitting, he wins the first American medal.

This is often how it goes in sales, too. You can do everything right, and not get the sale. Repeatedly. You can make the calls, set the appointment, have a great meeting, write an excellent quote or proposal, follow up repeatedly, overcome objections correctly, and still get rejected. Over and over. And this can happen for months and even years.

You might feel like the sales will never come. You might say, “I’m doing everything right, and they’re not buying,” and you’d be right. You might feel like giving up.

Do not. Keep going. Keep doing the right things. Even if they are not generating the results you are looking for, keep doing the right things. It won’t be easy, but don’t stop.

We must continue doing the things that are in our control. Communicating with customers and prospects, that is in our control. Making the calls. Making the visits.

Following up. Telling our customers how else we can help them. We control the mechanics and energy of our work.

That’s up to us.

Conversely, whether the customer buys is not up to us.

There are all manner of variables out of our control—timing, the customer’s need, the customer’s mood, the customer’s budget, the customer’s interactions with his family that day, whether the customer is dealing with a fire when we call, and dozens of other possibilities.

But what we do is totally within our control. Our approach. Our repeated efforts. Our communications. Our perseverance. Keep doing the right things. Keep trying to help your customers as much as you can, as best you know how. That’s the work. Keep going.

A couple of days after Mazdzer medaled in luge, the ageless Shaun White won the gold in the snowboard halfpipe by ripping off the highest-scoring run in his third and

A

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final effort. He had fallen on his previous run.

White is famous, and quite rich, and nearly twice the age of many of his competitors. “He’s an industry by himself,” was how the NBC announcer described him. He already had two gold medals. But he had failed to medal in the previous Olympics, and decided that’s not acceptable.

He doesn’t need to do this. He’s incredibly successful and comfortable without this, and yet, there he was, breaking down in tears while celebrating his win.

That’s because about four months earlier, he wiped out so hard and was injured so badly during a pre-Olympics competition that he had to be airlifted out. He fell directly onto his face, tearing up his money-maker.

After treatment, he left the hospital and went back to work. He landed a perfect 100 point score in the Olympics qualifier. And on the very last run of the competition, he won the Olympic gold medal.

Even after big failures, keep going. Even after long-term failure, try again. If it didn’t work the previous 18 attempts, who cares about the 19th? It’s no worse. In fact, it’s pretty much exactly the same number of failures as 18. But you never know if that next effort will be the one that makes everything happen.

Even when you feel like you have nothing else left to give, like the silver medalist Mazdzer, don’t you quit. Stay in the game.

Keep doing the right things. Keep trying to help people. And one day soon, maybe today, you may find yourself enjoying the biggest, most important sale of your life. A sales success of Olympic proportions.

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

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TRANSFORMING Teams

By Claudia St. John

Sales vs. customer service:

Natural conflicts in the workplace A client called recently with a major worry. “We have a big problem with our customer service representatives (CSRs) not getting along with our salespeople. Our CSRs are not being supportive of the new sales associates that we just hired,” she shared. “If our company is to survive, we need these new sales associates to be motivated and productive and I’m worried they may quit. Can you do anything to help?”

Ah yes, the old customer service vs. sales professional smackdown—a frequent source of headaches for many business owners. So why does it happen and how can it be resolved?

The simple answer to why these breakdowns occur relates to behavioral style. Behavioral styles are the natural ways that individuals process information, make deci-

Q. We are rolling out a new performance management program. Is there one that you prefer?

A. While I don’t have a specific program to recommend, I will confess that I remain underwhelmed with the vast majority of them. The annual process of setting goals and then reviewing goal accomplishments 12 months later is fraught with challenges. Annual conversations are hardly sufficient to truly manage performance. Oftentimes the goals change throughout the year but usually the performance goals don’t, meaning that employees are evaluated based on out-of-date criteria. And there is always the problem with recency errors—we forget about the accomplishments or failures early in the 12-month period and put added weight on the performance in the months and weeks leading up to the annual review.

Instead, I prefer quarterly goals that require ongoing feedback and communication. And if you want to tie performance to some sort of incentive pay, be sure: • The criteria upon which the incentive pay is based is transparent and understood by employee.

• The employee legitimately has the ability to affect results.

• The incentives are aligned to employee’s unique motivators.

• The program is easy to administer.

• The financial incentive is meaningful.

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sions, solve problems, and relate to one another. We all have behavioral preferences and there is no such thing as a “right” or “wrong” style. That said, certain styles do have competing preferences and, unfortunately for my client and others like her, clashes in behavioral style—particularly between sales and customer service professionals—are both common and can be detrimental.

One tool for assessing personal behavioral preferences is the DISC assessment. It is the brainchild of William Moulton Marston, who also created the lie detector and the Wonder Woman comic book character. Fascinated with the way our personalities affect workplace performance, in 1923 he developed an inventory of personal behaviors and classified these behaviors into four basic categories: Dominant (problem solvers), Influencer (people oriented), Supporter (team players), and Controller (process oriented)—hence the acronym DISC. According to Target Training International, Inc. (a company that developed a commonly-used DISC assessment), three quarters of successful sales professionals are either highly Dominant, Influencers or some combination of the two. These behavioral preferences make them wonderful at what they do—they are friendly, establish relationships easily, and are confident, enthusiastic, articulate and strategic.

They are also competitive, extroverted, have a high sense of urgency, and are able to handle adversity with optimism.

This makes them natural-born sellers. They also are not detail oriented and require frequent change and personal Building-Products.com

interactions to be happy.

Meanwhile, most CSRs are natural Supporters and Controllers, opposites from Dominant and Influencer types.

CSRs are organized, structured and methodical. They are logical thinkers, detail oriented, good listeners by nature, and are very private. They don’t like change, are introverted, have a low sense of urgency, and need time to process information and make decisions. They are the ones that get things done.

And this is where the conflict arises. While the sales professional has a high sense of urgency and is willing to take risks, the customer service representative is committed to processing all that is on his or her plate in an orderly fashion. The CSR is naturally risk averse and is made uncomfortable by the fast-acting, fast-talking sales professional.

Despite these differences, the two rely upon each other.

Without the vitality, confidence and energy of the sales professional, there are no orders and revenue. And without the CSR’s eye to detail and commitment to process, sales professionals would be forced to execute their own orders— something they are behaviorally ill-equipped to do.

Fortunately, there are some things business owners can do to help bridge these differences and ensure their teams function well:

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1. Understand style – Most conflicts that exist between salespeople and CSRs relate to behavioral preference, not personal animosity. The CSR’s lack of urgency isn’t because he or she doesn’t care, nor is the sales professional’s “dump and run” an act of disrespect—instead each is simply hard-wired to be this way. By understanding these traits about each other, your team can begin to appreciate both the differences and strengths that each behavioral type brings to the company.

2. Appreciate differences – I have yet to meet a CSR that would be happy prospecting for new clients. Likewise, few sales professionals would be fulfilled by the detail work required of the CSR position. Try to change the dialogue from conflict to appreciation. When sales and CSR teams have the opportunity to express their appreciation of each other, it leads to deeper recognition and improved morale.

3. Learn to flex – Encourage your teams to flex to accommodate the style of each other. How can your CSR accommodate the sales professional’s difficulty with details? How can salespeople accommodate your CSR’s seemingly low sense of urgency? They can’t change each other (despite their greatest efforts), so they should learn to accommodate each other.

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4. Repeat steps 1-3 – Don’t make conversations about style a one-time occurrence. Use them every time important conversations occur—either in conflict or in celebration.

Understanding style is a powerful management tool. With a better appreciation of behavioral strengths, weaknesses and differences, your sales and customer service teams will transform. I guarantee it.

Master Distributor:

Claudia St. John Affinity HR Group claudia@affinityhrgroup.com Building-Products.com

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26.09.2017 08:50:52

Weekes Acquires Snavely

Weekes Forest Products, St. Paul, Mn., has purchased 115-year-old Snavely Forest Products, with distribution facilities in Pittsburgh, Pa.; Westminster, Md.; Greensboro, N.C.; Dallas, Tx.; and Denver, Co. The deal is expected to close early in the first quarter of 2018.

Weekes will maintain the Snavely name and operate the Pittsburgh-based firm as a stand-alone business under the leadership of current COO, Clark Spitzer.

“We are thrilled to add a premier company like Snavely Forest Products to our two-step distribution family of companies,” said Weekes president Tom Le Vere. “There are so many synergies to explore between our two companies. The footprint of the Snavely distribution centers is a perfect extension to our own with zero overlap. Combined, Snavely and Weekes will service 17 states with lumber and building materials.”

Founded in 1978, Weekes currently has distribution centers in St. Paul; Fargo, N.D.; Green Bay and Jackson, Wi.; Riverdale, Il.; Comstock Park, Mi.; and Tampa, Fl., and well as a trading office in St. Paul.

Acquisition Expands Hancock into Trusses

Hancock Lumber Co., Casco, Me., has become the first retailer in Maine to own and operate its own roof and floor truss manufacturing facility, through its acquisition of Mainely Trusses, Fairfield, Me. Mike Boulet, general manager of Mainely Trusses, said, “When the opportunity to join the Hancock team presented itself, it quickly became evident that the two companies shared the same values. Transitioning ownership to a company that could help continue to improve Mainely Trusses for its employees and customers is the top priority for me.”

Manufacturing is not new to Hancock Lumber; in fact, the company’s roots began in 1848 with milling logs into lumber and continues today with its three eastern white pine sawmills and wall panel manufacturing facility.

Adding engineered truss systems to Hancock’s manufacturing portfolio offers another key product line for its customers in Maine and New Hampshire.

DEALER Briefs 84 Lumber has opened a 2,275sq. ft. showroom in Big Pine Key, Fl., to serve communities affected by Hurricane Irma.

Professional Builders Supply paid $5.5 million for a

50,000-sq. ft. building on 10 acres to relocate its nine-year-old branch in Wilmington, N.C.

Brown’s True Value , Iowa City, Ia., has begun construction on a new 14,000-sq. ft. store, anticipating a mid-summer move.

The larger space will allow the addition of lumber to the mix.

Ace Hardware operator Ben Gil opened his 3rd location Jan. 8 in Germantown, Wi. Whitmore Ace Hardware , New Leonx, Il., suffered minor damage in a Feb. 4 fire.

Bolthouse Merchandising Corp. will open its 3rd Ace Hardware about May 1 in Kalamazoo, Mi. Ace Hardware will open a new branch at the former Jackson Hardware , Palmetto, Fl., which closed in early 2017.

Revell Ace Hardware opened 13,700-sq. ft. store #7 in northeast Jackson, Ms. Burney Hardware, Aberdeen, N.C., added a 9,000-sq. ft. store Feb. 5 in Seven Lakes, N.C. Hoppe Urban Wood Lab Store, Milwaukee, Wi., is relocating to West Allis, Wi.

Menards expect a late summer opening for a new 248,000-sq. ft. store in Springfield, Mo. Habitat for Humanity opened a ReStore discount LBM outlet in the former Thomasville, Ga., showroom of Bracey Lumber Co., which closed in 2015.

Anniversaries: Mark II Lumber, Emporia, Ks., 50th … Contractors Building Supply, Marietta, Ga., 20th.

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FPS Spreads to Omaha

Forest Products Supply, St. Louis, Mo., opened a seventh distribution center in Omaha, Ne., Feb. 1.

The new DC will service most of Nebraska and western Iowa and has distribution rights to key specialty products such as TrusJoist engineered wood, James Hardie siding, and Interfor boards. Like all FPS facilities, the new branch will carry a broad line of commodity lumber and panels as well as other specialty products.

The expansion is a direct result of the success the FPS Kansas City branch has had over the last few years servicing key customers in Nebraska and Iowa. With a facility in Omaha and an expanded product base, FPS intends to substantially increase sales in both states.

Georgia Dealer Splits Lumber, Hardware Business

Mathis Builders Hardware & Supply, Rome, Ga., is splitting its hardware store from its lumberyard.

The retail hardware operation has been broken off and moved to a new building nearby, under the name Mathis True Value Hardware.

The original property remains up for sale, and owner Mike Mathis will settle on a buyer once he finds a new home for the lumberyard.

Milwaukee Tool Expanding HQ

With a planned total investment of $32 million, Milwaukee Tool is proposing another major expansion at its global new product development center in Brookfield, Wi. A 114,500-sq. ft., multi-story building would be built on an existing 3.5 acres owned by Milwaukee Tool, expanding its headquarters space to a proposed total of 504,500 sq. ft.

Over the last several years,

Milwaukee Tool has experienced rapid growth, expanding employment at its Brookfield campus from just over 300 jobs in 2011 to almost 1,300 this year.

This expansion would lead to the creation of 350 additional new jobs in the next five years.

Milwaukee Tool is exploring its incentive options, including a proposed $3.5 million in Tax Increment Financing from the city of Brookfield.

UFPI Sells Florida Property

SUPPLIER Briefs

Weyerhaeuser Distribution

in Easton, Pa., will now supply Allura fiber cement siding and trim to Pennsylvania, New Jersey, New York, Maryland, Connecticut and Delaware.

Parksite, Bolingbrook, Il., is now Boral TruExterior siding

distributing and trim.

BlueLinx, Minneapolis, Mn., has become the distributor’s second branch (following Charleston, S.C.) to carry Versatex PVC architectural trim.

Universal Forest Products has sold its 35-acre property in Medley, Fl., and will lease it back until a new site can be found for its Aljoma Lumber affiliate.

The move is part of a strategy to expand in the Southeast, while optimizing the capacity of its other three Florida operations, including two it acquired from Robbins Manufacturing in 2017, and adding a state-of-the-art facility in south Florida.

Olympic Forest Products, Cleveland, Oh., bought a larger site to convert into its new office complex.

Foundation Grows in Midwest

Fairway Architectural Railing Solutions, Mount Joy, Pa.,

Foundation Building Materials, one of North America’s largest specialty distributors of wallboard, suspended ceiling systems, and insulation, has completed the acquisitions of two specialty distributors in the Midwest to enhance its growth strategy and expand its product offerings.

Foundation purchased 30+-yearold RM Supply, with branches in Wentzville and Herculaneum, Mo., and near-70-year-old ceiling products distributor ArmCom Distributing Co., a division of the St. Paul Linoleum and Carpet Co. ArmCom has five branches: St. Louis Park and Rochester, Mn.; Fargo, N.D.; Sioux Falls, S.D.; and Omaha, Ne. Based in Tustin, Ca., Foundation operates more than 220 branches across the U.S. and Canada.

U-C Coatings, Buffalo, N.Y., has been acquired by High Road Capital Partners, New York, N.Y.

was named 2017 Vendor of the Year by 10-unit Lumbermen’s , Grand Rapids, Mi.

Lee Building Products is the new name of Lee Brick & Block, Bowling Green, Ky., reflecting its expansion into stone veneer.

Huttig Building Products , St. Louis, Mo., was recognized by the Construction Marketing Association STAR Awards as the 2017 Midwest Construction Marketer of the Year.

TAMKO Building Products’

plant in Frederick, Md., now manufactures Heritage shingles in an additional color, Timberwood, for the Northeast.

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THINKING Ahead

By Anthony Muck, DMSi Software and NAWLA Marketing and Leadership Summit Committees Member

A fresh approach to hiring ringing in new talent is serious business today, including for lumber companies. The goal is isn’t just to make a hire but to bring in someone who’s right for the role, happy in the job, and in it for the long haul.

To get those results at DMSi, we dig past the glossy resume and impressive references to find out whether a candidate might be a good

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fit in our firm. And our method is proven, if measured by a high retention rate and a satisfied and motivated workforce. Here’s how we do it:

The DMSi Way

Our process starts with OAD LLC’s character-trait survey. The questionnaire grades candidates on assertiveness, expressiveness, patience or pace, level of detail,

emotional control, and creativity.

The survey generates a five-page profile that offers greater insight into how a prospective employee might think or react under different scenarios. This helps us identify prospects who might be naturally suited for the available position.

The next step is an in-person interview. We may use the applicant’s character trait profile to guide

DMSi’S INTENSIVE hiring processes contribute to high productivity and low turnover.

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A Special Series from North American Wholesale Lumber Association

the conversation to confirm the applicant matches up on paper and in real life. For example, we might ask them to recall a difficult decision he or she was forced to make and what was learned from it, or to explain a situation where he or she struggled to complete a task because of a perfectionist attitude.

Candidates who have desirable profiles for the open slot, who line up with those profiles in person, and who appear to be a good fit for the DMSi culture advance to the next stage of the interview.

Those who advance will have a second in-person interview, this time with three to five additional company representatives. These may include someone currently working in the same position being filled, another manager, and another supervisor-level employee. The aim is to get independent feedback from these other participants about whether they (1) believe the candidate can understand the DMSi product and how we serve our customers, (2) sense the candidate can get along in our team environment and company culture, and (3) would feel comfortable putting the candidate in front of any customer.

A “no” response on any question generally disqualifies the prospect from consideration, while “yes” or “maybe” usually justifies a third interview. That final session is a face-to-face with our executive vice president, president or owner, who then provides input on the same three questions in order to finalize the hiring decision.

Why Lumber Should Care

This is DMSi’s process, and it works for us because of who we are and what we do. Our retention numbers bear out the success of our approach, which has produced solid outcomes for 20-plus years. Our tenure rate currently averages about 11 or 12 years, and we’ve grown roughly 20 to 25 employees over the past two to three years. We rarely lose employees, because we find the right ones from the start.

To get similar results, your company must craft a screening strategy specific to its particular needs. For instance, the OAD survey could certainly help finetune recruitment of Sales reps. A candidate with a good “patience” rating probably might flourish at inside sales, owing to a high level of patience when interacting with customers and handling orders day in and day out.

Someone with a lower patience rating but who ranks higher on assertiveness or expressiveness might excel more in outside sales, thanks to a social, competitive and detailed-oriented nature.

While the OAD questionnaire is applicable across industries, there are many other options, including the Myers-Briggs test, four-quadrants test, 16Ph survey, DISC assessment, and the Caliper profile, to name a few.

The key to achieving success with a screening approach is to, first, define what exactly it is you’re hiring for and

Building-Products.com

what kind of person you want to fill that vacancy.

If you can identify what those traits are and what you’re trying to measure and what a successful employee will be, then you can identify the processes that are available or the personality tests that are out there or whatever other resource you might use in the hiring process to match those objectives.

The Bottom Line

The benefits of personality profiles and similar tools don’t end once your make a hire. Supervisors can use this data to be more effective managers of their different team members. It might tell them whether a monetary reward or another form of recognition is more valued by a worker for a job well done, for example, or reveal the best way a person learns—a quick study or someone needing a little more handholding.

Personality profiles also can inform decisions on the best person to put on an upcoming project. As a manager at a lumber firm preparing for a trade show, you probably don’t want to assign someone with a low expressive score—basically an introvert—to man your booth.

Everything from hiring, training, onboarding, and more can be enhanced through investment in an approach like the one we have at DMSi. To be sure, it is an investment. We subscribe to OAD’s services and pay each time a prospect completes the questionnaire. We also invest a significant amount of time in making our decision, and the drawn-out time frame does mean that a few good eggs have slipped through our hands. Nonetheless, the time, energy and money that goes into our process is more than worthwhile.

If you weigh the nominal cost of the OAD survey against the cost of months of training and wages lost when a hire walks out the door, it’s a no-brainer. It’s a small price to pay to identify competent prospects who can become happy, long-term members of your team.

– Anthony Muck is manager of customer support for DMSi Software, Omaha, Ne. (www.dmsi.com), and a member of NAWLA’s marketing and Leadership Summit committees.

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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NAWLA REGIONAL MEETINGS

LUMBER DEALERS from across the country participated in LMC’s annual Executive Education Program at the Wharton School of Business.

Access trending industry insight and participate in valuable networking opportunities with local customers and suppliers in your area.

Montréal Regional Meeting March 20, 2018

Vancouver Regional Meeting April 26, 2018

Birmingham Regional Meeting May 10, 2018

San Francisco Regional Meeting June 26, 2018

Minneapolis Regional Meeting August 23, 2018

LMC Dealers Go to Wharton

The room was abuzz with inspiration and ideas as over 40 dealers from 22 states came together for their final day at the LMC Executive Education Program. The program was held Jan. 14-19 in Philadelphia, Pa., at the renowned Wharton School of Business at the University of Pennsylvania.

“The partnership with Wharton and the ability to offer this kind of program, not seen elsewhere in the industry, is part of the reason LMC dealers stand out,” said LMC president John Somerville. “Since its inception in 2015, there has been high demand to be in attendance for this unique executive education experience.”

“All the professors, everybody was wonderful,” said Mike Heim, inside sales manager of Tague Lumber, Media, Pa. “[The program] gave us an opportunity to step outside our companies and hear other people’s points of view. You absolutely need to do it.”

The exclusive event has been described as a “first class experience,” a rare opportunity to learn and grow under the guidance of Wharton professors—renowned in the field of business. For participants in this years’ program, a new case study was offered around the topic of driving growth.

This year, an entirely new curriculum was offered for the program, which led to two previous attendees coming back to learn more. Cory Jameson, CEO of Guy C. Lee, Smithfield, N.C., was one of the attendees who returned.

“It’s a whole other experience being here for a second time,” Jameson said. “It reinforces what you learned the first time and it really makes you appreciate the people that are in this room.”

Versatex Honors Top Sellers

Learn more and register at www. nawla.org/regionals

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Versatex Building Products recently handed out its annual Versatexcellence Awards, recognizing its top-selling dealers, distributor, builder and reps for 2017.

Top dealer was TW Perry, Gaithersburg, Md.; builder Seifert Construction, Mattituck, N.Y.; distributor BlueLinx, Charleston, S.C.; fabricator Flower Window Boxes, Cumming, Ga.; distributor sales rep Jim Detwiler, Dixie Plywood, Orlando, Fl.; market development specialist Nick Leugers, Semmes, Al.; and regional sales manager Matt Cullen, Columbia, Md. Regional dealer awards went to Hinckley Home Center, Norwich, Ma.; Siding Depot, Asbury Park, N.J.; Espy Lumber, Hilton Head, S.C.; Manning Lumber Co., Jacksonville, Fl.; Wilson Lumber, Wilmington, Pa.; and Spring Arbor Lumber, Spring Arbor, Mi. Building-Products.com

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MOVERS & Shakers

John Reach, ex-84 Lumber, is new to sales at Allied Building Products, Charlotte, N.C. Thomas Holewinski transferred from Indianapolis, In., to Ypsilanti, Mi., as assistant branch mgr.

Derek Zahka has moved to International Forest Products, Foxboro, Ma., as senior international account mgr.

Tim Thornton, ex-Fiberon, has joined Jeld-Wen, as Portland, Me.-based Northeast regional sales mgr. for Miratec and Extira lines.

Jamison Eige, ex-PGT Custom Windows & Doors, is now VP of sales & marketing for ODL, Gallatin, Tn. Brandon Samulewski has transferred to 84 Lumber, Raleigh, N.C., as operations mgr.

Jordan Shroyer has joined Carter Lumber, Kent, Oh., as a marketing specialist.

Joel Fernandez, ex-James Hardie, is new to Henry Co., as Miami, Fl., territory mgr.

Johnathan Boring has rejoined Great Southern Wood Preserving, Dothan, Al., as import coordinator.

Ken Rasumussen, Automated Products, Marshfield, Wi., retired after a 48-year industry career. Pete Zoellner has retired after 25 years with the company.

John Lacy, ex-Sunrise Windows & Doors, is new to sales at Beacon Roofing Supply, Birmingham, Al. Shane Beckman is a new sales & service specialist for Road Builders Supply, Hopkinsville, Ky. Aaron Mearkle is now with Modern Builders Supply, as territory sales mgr. for Canton, Oh. Brandon Childers is now an independent sales rep to the Lansing, Mi., area for Midwest Fastener Corp.

Felix Austead is working his 365th consecutive day at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Edie Kello has joined Viance, Charlotte, N.C., as director of marketing. Anya Martin is new as digital brand advocate.

Scott Moore is the new general mgr. of Hancock Lumber, Casco, Me. Matt Minchew, ex-FastenMaster, has joined Huber Engineered Woods, Charlotte, N.C., as director of market development.

Jimmy Payne, senior SYP buyer, Builders FirstSource, Dallas, Tx., has retired after 35 years with the company.

Katie Kelp, ex-B&B Lumber, is now in inside sales with Builders FirstSource, Wichita, Ks. Austin Escue has joined the sales team at Escue Wood Preserving, Millwood, Ky. John Cook, Spahn & Rose Lumber, Dubuque, Ia., has been promoted to vice president, responsible for vendor & inventory management, purchasing, assortment planning, and product distribution.

Joe Dombrowski, ex-ProBuild, is a new truss designer at Universal Forest Products, Burlington, N.C. Colby Dickover, ex-Carter Lumber, has rejoined Henry Poor Lumber, Lafayette, In., as director of purchasing.

Jamie Warrington, ex-84 Lumber, is now Jacksonville, Fl., area mgr. for BMC. Chad Maple, ex-SpecChem, has joined the sales staff of Owen Lumber Co., Lees Summit, Mo. Hawke Lott, ex-Lowe’s, is the new general mgr. of MCS Building Supply, Sumrall, Ms. Bob Hanson retired after 40+ years in the industry, the last 27 with Weekes Forest Products, St. Paul, Mn. Shannon Peyer succeeds him as corporate marketing mgr.

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SPECIAL Report

By Northeastern Lumber Manufacturers Association

How much do you really know about wood? rofessional development is key across the building products industry, from retail dealers, to builders, contractors, and architects. Some professions require a certain amount of hours of training to maintain a professional designation, while for others, continued learning is encouraged, if not tracked.

“Since wood has been one of the most popular building materials since Jamestown more than 400 years ago, it’s not often an area where professionals think they need to learn more,” notes Jeff Easterling, president of the Northeastern Lumber Manufacturers Association. “But the truth is just the opposite: as tastes and styles change, rotating in and out of favor, the ways in which real wood like eastern white pine can be used continues to grow. Whether you’re a retailer, dealer, engineer, or on the building side of things, there’s

P

always something new to learn about how wood can be used.”

To fill this learning void NELMA teamed up with AEC Daily, a leading provider of continuing education for professionals, to create the association’s first online course titled “Eastern White Pine: Sustainable Versatility” (course code AEC904).

“We were excited to show the building and design community the complete story of eastern white pine, from its rich New England history to today’s almost unlimited use in home design,” continued Easterling. “We knew the information needed to get out there and an online continuing education credit program was the answer. The results have been more than we ever expected, with professionals from across the board logging in: we’ve had entire architect staffs from some firms, and we just recently had an interior designer for

PROFESSIONALS now have a new source for continuing education with the introduction by the Northeastern Lumber Manufacturers Association of its first online course.

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a very popular fast food company not only take the course, but say she’d like to use it in future projects. This kind of reaction bodes very well for the wood industry!”

Located within Section 06 – Wood, Plastics, and Composites, the class is certified by 21 professional organizations, including the American Institute of Architects (AIA) and the US Green Building Coalition (USGBC). Professionals who take the class learn about how through sustainable management, the forests of New England have had a remarkable comeback since the 1830s with eastern white pine being the most represented softwood in these forests.

This light, yet strong, wood species has been used for generations and today meets the requirements of a renewable and sustainable building material.

The course reviews the contribution to sustainability of eastern white pine, its grading rules, wood products, and its many applications.

Since the class was launched in June 2016, upwards of 512 professionals have downloaded and completed this no-fee, one-hour class. The occupations of learners are wide spread, from architects, contractors, and engineers, to interior designers and retailers. Following the class, professionals are asked to answer five evaluation questions; on all five, the “excellent” rating has received the vast majority of responses.

“Our members are thrilled with the results, and we love that this positive wood information has a strong foothold,” concluded Easterling. “The course is open to anyone that truly wants to learn about eastern white pine.”

Building-Products.com

SPECIAL Report

By Northeastern Lumber Manufacturers Association

New NELMA video brings eastern white pine to life he Eastern White Pine Swatch. Easily one of NELMA’s most popular and successful marketing tools, the swatch was designed to illustrate the various grades of eastern white pine available. Color photographs bring the wood to have and spark the imagination.

Designed to mimic a paint sample swatch, the trim, compact design makes it easy to carry.

Jeff Easterling, president of NELMA, estimates the association has given out or shipped upwards of 6,000 swatches since the tool was originally created in 2008. “The Eastern

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NEW VIDEO on NELMA’s YouTube channel presents a real-time visualization of the variation within grades of eastern white pine.

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White Pine Swatch is a trade show favorite,” he says. “It’s a handy size for carrying, and everyone who visits the booth is fascinated with it. The ease of use and color photography make it a truly different and very impactful way to sell more eastern white pine.”

Bringing the Swatch to Life

“Our goal is to help our members sell more wood,” explains Easterling. “We are constantly asking our members for suggestions and ideas to help us continue to move forward as an association.”

Not too long ago, a NELMA member, inspired by the usefulness of the printed eastern white pine swatch, wondered if the piece could be brought to life via video. Easterling and his team ran with the idea, and the Eastern White Pine Swatch Video was born.

Titled A Video Guide to the 5 Grades of Eastern White Pine, the video is featured on NELMA’s YouTube channel at www.youtube.com/nelmatv. It showcases the important variation of characteristics permitted within each of the five grades of eastern white pine and is available in four languages (English, Spanish, French and Chinese).

For each grade, the viewer will see a layer of six boards roll down the screen, then pause as call-outs are displayed that explain specific wood characteristics important to that particular grade. A total of eight layers are shown for each grade for a total of 48 boards, creating a video representation of what customers could expect within their specific grade purchase.

Originally developed to assist NELMA members with selling to their export markets, Easterling expects expanded usage for the videos within the wholesaler and retailer communities.

“This video is a fantastic way to illustrate what your order would look like if you purchased a load of eastern white pine,” Easterling says. “It brings the wood to life like never before! For anyone who watches the videos—wholesalers, retailers, builders—it’s the perfect tool because it presents a real-time visualization of the variations within a grade.”

Building-Products.com

SPECIAL Report

NELMA SPECIALLumber ISSUE

By Northeastern Manufacturers Association

Rebuilding Tennessee The sweet smell T of wood marketing

HE FIRE STARTED inside the Great Smoky Mountains National Park in late November 2016. Driven by wind, it spread quickly throughout Sevier County, targeting the popular tourist of alternative Gatlinburg and neighor town years, products boring Pigeon Forge. have tried to replicate the look and time the massive network the By feelthe of wood grain.

But there’s one of fires had been extinguished, more element of natural, renewable wood than stands 2,400 structures were destroyed that alone, untouchable: the and 14 people had lost their lives. The smell of real wood. area declared a federal disaster Thewas smell of wood is classic and area on Dec. 15, 2016, with the total timeless. One of the most recognizable cost ofout damages billion scents there, exceeding it brings toone mind the dollars.

The 2016 Great Smoky beauty of nature and remembered good Mountains is one the times: perhapswildfires it’s a pleasant hikeofalong largest natural disasters in the history a beautiful mountain trail, the memoof Tennessee. ries of a family cabin in the woods near In the days andhappiness weeks that fola Maine lake, or the and conlowed, help poured in from around tentedness evoked when the Christmas the is country.

Mountain tree brought“Smoky home each year. girl” Dolly Parton, well-loved residents An article published onby Health.com in her home of Sevier County, entitled “The Healing Power ofhosted Pine” a telethonthis thatphenomenon raised more and than vali$10 discusses million. dates it with stories dating back hunSheoffounded dreds centuries:the My People Fund, which made an extraordinary

F

EASTERN WHITE pine from Diprizio Pine Sales leaves the Tindell's lot, bound for the rebuilding of East Tennessee following devastating of 2016.

NELMA introduced scentedthe marketing to thefires lumber industry with its scratch-and-sniff postcard included with last September’s BPD.

promise: renters and homeowners • According to legend, a French exwho had lost their primary residence plorer’s ship became stuck in the ice in the fires would receive $1,000 a near Quebec about 500 years ago. Facmonth for five months to get them

back on their feet. When the time ing certain death from scurvy, his crew came for the final payment, a $5,000 was rescued by a local tribal chieftain bonus was given to each and every and a cup of freshly brewed pine tea. family.

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Flooring Patterns Boards Beams

Call: 1-888-726-3 3963 www.SNTraders.co om 38 42

n 20182017 n Building BuildingProducts Products Digest Digest nn March September

Building-Products.com

• Skipping ahead to the 1940s, a French researcher discovered huge amounts of vitamin C packed into pine bark and needles.

• A therapeutic walk in the woods is known as shinrin-yoku in Japan, with the practice being recognized for its ability to ease stress.

• Pine essential oil added to steamy water relieves colds and opens sinuses.

According to Psychologytoday.com, olfaction is the most mysterious of our senses. As we all know, smells can bring back memories and trigger good feelings.

“Human reaction to the smell of pine is universal,” said Jeff Easterling, president of the Northeastern Lumber Manufacturers Association. “People smile. They sniff the wood again. They touch the wood and perhaps share a story. The biophilic reaction we have to wood is documented and it cannot be duplicated.”

The beauty and renewability of a species like eastern white pine cannot be denied. More trees are planted than are harvested each year, and our nation’s forests are in better shape than they were a century ago, according to the report “State of America’s Forests” published by the Society of American Foresters.

Over the last year, NELMA has created and launched two separate wood marketing tools focused on the smell of real pine. The first was a scratch-andsniff postcard promoting “Knotty by NELMA,” a fictional, humorous take on magazine cologne ads. A clever way to promote NELMA’s new Retailer

Marketing News e-newsletter, the marketing piece broke new ground for the wood industry.

Next up: a fresh new take on car scent. Packaged with most copies of this issue of BPD, the hanging car freshener invites you to “Smell the Difference Eastern White Pine Makes!”

The creative design shares ideas for way eastern white pine can be used for modern spaces, to include wainscoting and shiplap, interior walls and exterior siding, and ceilings and floors. We hope you use the freshener it in your car or truck and it reminds you of real, authentic eastern white pine.

Let NELMA help you sell more New England and Great Lakes softwoods!

Join the free Retail Outreach Program from NELMA and sign up to receive the free Retailer Marketing News e-newsletter.

Offering news and tools suitable for augmenting existing communications needs as well as driving leads, sales, and revenue, each issue features industry trends, marketing strategies, design tips, and sales tools.

Enroll today free at www.nelma.org/rop

HANGING car freshener provides creative design ideas, as well as the aroma of real eastern white pine.

Building-Products.com

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SPECIAL Report

By Northeastern Lumber Manufacturers Association

More “Skip & Wane” ELMA continues its lumber industry-first comic strip, “The Adventures of Skip & Wane,” with the release of strip No. 7. Working at a softwood lumber mill in the Northeast, Wane (experienced and wise) and Skip (the newbie employee) confront an array of happenings in their dayto-day interaction among themselves and other notables.

The use of comics is well documented throughout the

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history of advertising and marketing as a positive format to present product information to a targeted audience. In NELMA’s case, it’s the lumber retailers and wholesalers that may find this comic series humorous as the lumber industry pokes fun at itself and competing materials.

Please visit www.nelma.org/the-adventures-of-skip-wane to view the entire series online.

Building-Products.com

DO YOU HAVE WHAT IT TAKES TO MAKE THE GRADE?

Introducing The Grader Academy by NELMA, a FREE interactive on-line grader training program. Built by the Northeastern Lumber Manufacturer’s Association as a grader training tool for Eastern White Pine and Spruce-Pine-Fir species, The Grader Academy is now available to the entire industry. *Learn about lumber grading standards *Test your grade rule knowledge *Play Above-Board, the real-time Grader Game *Compete with your friends and colleagues

Visit www.graderacademy.org to test your knowledge and skills at the lumber grading profession.

Š 2017 NELMA

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LP tests OSB to the extreme

LP Building Products is once again putting its products to the ultimate test.

Last year, the company proved just how tough its FlameBlock fire-rated OSB sheathing is by lighting two structures on fire, one coated with FlameBlock and the other not. The second structure was left diminished, and the coated one still standing tall.

This year, the company tested its LP Legacy OSB subflooring. The product went through two harsh, fast-paced scenarios to prove its durability and long-lasting strength.

“As we were developing this campaign, we really wanted a way to differentiate our product from everything else in the market,” said business marketing manager Lorriane Russ. “One way to do that is to show the performance of the board in a completely different and unique way. And what better way to do that than to pit the product in some really extreme conditions that go far beyond what you might see on even the harshest jobsite.”

For the first test, the LP team trekked into the British Columbia wilderness and sent an OSB panel over a 70-foot waterfall, then left it soaking in the

Manufacturers of Quality

wake for 24 hours. When the team retrieved the board from the river, the panel showed some bumps and bruises, but no signs of swelling.

The second expedition took them into a muddy rainforest during a storm, where pro athletes Ollie Jones and Kevin Landry built bike ramps using LP Legacy panels, then showed no mercy as they rode, jumped and pounded through a torrential storm to showcase the strength and moisture resistance of the subflooring. Short videos on each test can be viewed at www.lpcorp.com.

LP used extreme testing to prove the durability of its OSB products.

PRO CYCLISTS Ollie Jones and Kevin Landry built ramps using LP Legacy panels, then rode, jumped and pounded them through a torrential storm.

Eastern White Pine

• Producing 18 million bd. ft. annually • Weinig Waco maxi planer specializes in pattern stock

• 10 USNR dry kilns – total capacity 430,000 bd. ft.

• All shipments via truck or van are paper wrapped

• Marketing throughout the U.S. and Canada via Wholesale & Wholesale Distributors

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

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Building-Products.com

NEW Products

Fencing Innovations

CertainTeed’s newest designer horizontal fence innovation, Bufftech Brookline vinyl privacy fencing offers homeowners a durable, contemporary privacy fence featuring steel reinforcement for added support.

Available in two textures–Smooth or CertaGrain– it provides a striking, custom look to enhance any outdoor living space. The Smooth texture creates a clean, modern appearance, while the CertaGrain texture delivers the tried and true beauty of wood without the burden of frequent or expensive maintenance. n CERTAINTEED.COM (800) 233-8990

Earthy Curb Appeal

Deckorators has added a third color choice to its popular Heritage line of composite decking: Ciderhouse. With a light brown hue and the distressed embossing characteristic of the Heritage line, Ciderhouse has the rustic look and feel of distressed hardwood.

Ciderhouse joins Riverhouse (dark brown) and Smokehouse (gray) in the Deckorators Heritage family, which delivers a natural appearance and texture with the ultra-low maintenance performance of wood-plastic composite. n DECKORATORS.COM (800) 556-8449

Beachy Keen Shakes

Tando Building Products’ Beach House Shake is now available in two additional colors: Hatteras, a mid-tone gray that emulates weathered white cedar, and Pacifica, offering the appeal of brand new western red cedar.

They join the line’s initial color, Sandcastle, which has the look of freshly installed white cedar.

Unlike real wood, the shakes require no upkeep and will not deteriorate. Impervious to moisture, they are lightweight and can be used at the roofline or ground level without issues.

A new hinged roof connector by Simpson StrongTie makes it easier for modular builders to construct stick-frame roofs in the factory that will fold flat during shipping.

The patent-pending MMHC connector features an innovative hinge that rotates easily from open position to folded. It nails in place for easy installation. The connector has been tested and load-rated in multiple directions. An offset nail pattern allows for installation on both sides of the roof rafter assembly.

n TANDOBP.COM (844) 698-2636

n GO.STRONGTIE.COM/MODULARBUILDING (800) 999-5099

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Hinged Roof Connector

Building-Products.com

Prefinished to perfection

Advanced machine-applied primers, finishes and stains from a global industry leader Homeowners, builders, architects and lumber retailers have trusted PPG machine-applied coatings for more than 90 years. Whether you use wood, fiber cement or composite substrates, our machine-applied coatings offer significant performance advantages over field-applied coatings, including edge-to-edge substrate protection, more consistent film builds and color, and improved durability. Substrates arrive at the job site fully coated and ready to install.

Our team works alongside machine applicators to assist with line design, equipment setup and troubleshooting. Once you get going, you’ll receive continuous support that includes color matching, performance testing and regular line audits.

Our regional or local distribution and inventory management programs mean you’ll always have access to our renowned MACHINEPRO™, MACHINEPURE®, MACHINECOAT® and DURACOLOR® coating products exactly when you need it.

To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.

Duracolor, MachineCoat, MachinePure and the PPG Logo are registered trademarks and MachinePro and We protect and beautify the world are trademarks of PPG Industries Ohio, Inc. ©2017 PPG Industries, Inc. All rights reserved.

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Power-Packed Tool Bags Porter Cables’ expansion of its 20V MAX cordless tool battery system comes with the introduction of the 20V MAX Charging Storage Bag and 20V MAX Charging Radio.

Both new products have a charging capability so users can charge their 20V MAX batteries. n PORTERCABLE.COM (866) 375-6287

The Right Kind of Level

Redstick Concrete Levels by Milwaukee Tools are built for concrete and offer an industry-first, three-inone solution for a variety of screeding and smoothing applications.

The levels take a three-tool operation down to one by allowing users to screed, smooth and level with the same tool. Their magnesium base features a 2” wide working surface with a rounded edge for smoothing and an angled edge optimized for screeding and striking.

Their overall design makes them easy to clean after the messiest concrete jobs. n MILWAUKEETOOL.COM (800) 638-9582

Barnwood Stone Veneer

Barn Wood by Environmental StoneWorks combines the natural look of wood with the beauty, quality and installation ease of stone veneer.

The veneer can be used in vertical and horizontal installations. n ESTONEWORKS.COM (800) 891-5402

Never Lose Your Turbo Hammer

Bosch’s Brute Turbo is the world’s first breaker hammer with GPS tracking that makes sure jobsite managers know where this powerful tool is at all times. A retrofit option (GPS25-4) brings the same capability to all current Bosch SDS-max hammers.

The GPS device and the SDS-max hammer retrofit offer always-on location tracking.

Diverse Drywall Solutions

n BOSCHTOOLS.COM (877) 267-2499

n FLUIDAPPLIED.TYVEK.COM (302) 415-2400

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The DuPont Tyvek Fluid Applied WB+ System combines superior air and water barrier and vapor permeability into a reformulated fluid-applied membrane for ease of use on most commercial substrates.

It offers enhanced spray characteristics for fast, effective application in nearly any weather condition.

Building-Products.com

ASSOCIATION Update Lumbermens Association of Texas & Louisiana’s annual convention & buying show is rapidly approaching April 4-5 at JW Marriott Resort, San Antonio, Tx. Guests will hear from relevant and engaging speakers on several different topics including emergency readiness in the event of an active shooter and succession planning.

Northwestern Lumber Association will hold a Legacy Roundtable March 13-15 at Spahn & Rose, Dubuque, Ia. Members will discuss the operations, challenges and future plans of their businesses.

NLA will then host a yard & delivery workshop March 19-20 at Gilcrest/ Jewett Lumber Co., Waukee, Ia. Instructor Emily Overson will discuss the essentials of inventory management and materials handling.

A Business Management 2 training class will take place March 22-23 at Forius, Golden Valley, Mn. It will focus on advanced financial management practices including understanding the real cost of doing business, understanding cash flow, the impor-

tance of budgeting, and managing capital expenditures.

The association is also looking forward to blueprint reading courses March 26-27 at Mathew Hall Lumber, Saint Cloud, Mn., and March 28-29 at Simpson Strong-Tie, Eagan, Mn. North American Wholesale Lumber Association’s 25th annual University of Innovative Distribution will kick off March 11-14 at JW Marriott, Indianapolis, In. NAWLA is also reminding members to save the date for its next leadership summit April 8-10 at Westin La Paloma Resort & Spa, Tucson, Az. National Lumber & Building Material Dealers Association is looking forward to its spring meeting & legislative conference March 19-21 at The Wink Hotel, Washington, D.C. Speakers include Senator Joni Ernst and Congressman David Young.

International Wood Products Association is gearing up for its 62nd World of Wood conference March 14-16 in New Orleans, La.

New this year will be a SupplierImporter Exchange to help make connections between domestic importers and overseas suppliers.

Southern Forest Products Association is hosting its spring meeting along with Southeastern Lumber Manufacturers Association March 14-16 in Atlanta, Ga. Speakers include Bob Glowinski, American Wood Council; and Jennifer Cover, WoodWorks; and a Softwood Lumber Board panel.

Hardwood Manufacturers Association’s conference & expo will take place March 21-23 at Hyatt Regency Greenville, Greenville, S.C. Southern Cypress Manufacturers Association is looking forward to its annual meeting March 21 in Greenville, N.C. National Wooden Pallet & Container Association booked Michael Abrashoff, retired Navy commander and leadership expert, to keynote its leadership conference & expo March 7-9 at Marriott Harbor Beach Resort & Spa, Fort Lauderdale, Fl.

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Busy show for BMSA Enthusiasm was high among both dealers and exhibitors at Building Material Suppliers Association’s annual building products buying show Feb. 7-8 in Hickory, N.C. The show floor boasted 73 exhibiting companies—14 of them first-time exhibitors. Rockwool, Inc. (formerly Roxul) won the Best of Show booth award.

Carolina Atlantic Distributors, Sanford, N.C., and Greenville, S.C., was honored as 2018 Supplier of the Year,

while the six-unit eastern North Carolina chain Goldsboro Building Supply, Goldsboro, N.C., was Dealer of the Year.

On both days drawings were held on the show floor.

Grand prize $4,000 winners were Carroll Turner, Catawba Valley Building Supply, Hickory, N.C., and Chris Yenrick, Smith Phillips Building Supply, Winston-Salem, N.C. BMSA’s next big event is its annual summer conference, to be held in late July in Virginia Beach, Va.

Photos by BPD

BMSA BUYING SHOW

ON THE SHOW FLOOR [1] Drawings kept dealers engaged.

[2] Clint Darnell, Thad Shuler, Lawrence Puckhaber. [3] Wayne Brackett, Steve Brackett, Reed Hill. [4] Dean Scott, Brian Bonsal.

[5] Billy Narron, Al Rogers. [6] Stephen Allen, Mike Daignault, David Rumsey. [7] Scott Robinson, Jason Morris. [8] Steve Stewart, Phil Heck. [9] Steven Dillon, Jim Byrd. [10] Norwood Morrison, Jonathan Whitehead, Jeremy Good. [11] Greg McClelland, Randy Moshinski.

(More photos on next 2 pages)

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AT BMSA (continued from previous page): [12] Matt Black, David Rogers, Brandon Barnes. [13] Al Delbridge, Larry Adams, Bill Phillips.

[14] Jim O’Brien, Zach Crews. [15] Scott Sheppard, Danny Hayes, Steve Collins. [16] Phil Osborne, David Welborn. [17] Dan Shiels, Solomon Amegatcher, Chase Shiels. [18] Brett Shuler, Brad Smith, Heath Smith.

[19] Chris Kollwitz, Edie Kello. [20] Raymond Ing. [21] Emil Reinwald, Building-Products.com

Photos by BPD

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Donna Hicks, Amy Schulz, Wayne Simpkins. [22] Jim Hunsuck, Kala Badger. [23] Jeff Epstein, David Cox, Ted Smith, Ron White, Matti House, Dennis Ramey, Mark Rummage. [24] Michael Bowers, Dan Sculliou, Graham Thick. [25] Tommy DeLoach, Cory Peters, John Edwards, Scott Chiccarello.

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HICKORY SHOW held by the Building Material Suppliers Association (continued from previous two pages): [26] Shawn Brandenburg, Mark Holloman, Scott McCarl, Scott Warren, Craig Doehner. [27] Norwood Morrison, Carrell Turner, Thad Shuler. [28] Lisa Meadows, Cindy Rosser, Jeff Tice, Gale Mahaffey. [29] Gina Myers, Chris Poindexter, Brent Richardson. [30] Aaron Minton, Harris Gant. [31] Neil Brunson,

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Dwight Simmons, Brandon Barnes. [32] Jane Gillespie, Barb Strickland.

[33] Roland Paiva, Jessica Barringer, Matt Fox, Jason Sparger, John Hogan, David Szilezy. [34] John Ramsey, Susie Vanlandingham. [35] Jordan Lynch, Jason Niemi, Cindy McCarville. [36] Casey Parker, Lou Kurcsics, Rick Benton. [37] Dave Hunt, Steve Moore, Jody Duggan. [38] Houston Crumpler, Bryan & June Strickland.

Building-Products.com

Building-Products.com

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CLASSIFIED Marketplace

PRODUCTS FOR SALE

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.

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IN Memoriam

Roderic J. “Rod” Campbell, 92, longtime president of Campbell Lumber, Superior, Wi., died Feb. 1.

While serving in the Army during World War II, he earned a Bronze Star and two Purple Hearts. After the war, he graduated from the University of Minnesota and joined his grandfather’s business. He continued working at the yard every day, even after selling it to his employees.

Richard A. “Dick” Jones, 98, former owner of Alliance Builders

Supply, Alliance, Oh., died Feb. 4, two days after the passing of his wife of 74 years.

He had retired upon selling the business to R.W. Sidley.

Jerry M. Chaney, 73, retired manager and secretary of Chaney Lumber Co., London, Ky., died Feb. 7.

Glenn Ladison Hamm Sr., 87, owner of Hamm Hardware & Building Supplies, Prosperity, S.C., died Feb. 6.

He ran the business for 75 years.

Richard P. ‘“Dick” DeLong, 96, former operator of Rum River Lumber Co., Anoka, Mn., died Dec. 31.

He grew up working for his father’s lumberyard, joining full-time after graduating from Macalester College and serving as an officer in the Navy during World War II. When his father passed, he and his brother, Scott Jr., became co-owners.

He also served as VP of the Midwest Lumberman’s Association.

Herbert “Lloyd” Dewberry, 74, retired owner of Midway Forest Products, Spanish Fort, Al., died Jan. 9.

National Hardware Show [www.nationalhardwareshow.com] 51

ADVERTISERS Index

North American Wholesale Lumber Assn. [nawla.org] Norbord [www.norbord.com]

CMPC [www. www.selex.cl.com] Crumpler Plastic Pipe [www.cpp-pipe.com] Culpeper Wood Preservers [www.culpeperwood.com]

30, 43

33

Northeastern Lumber Manufacturers Assn. [www.nelma.org] 41

42

Orgill [www.orgill.com]

5

PPG [www.ppgmachineappliedcoatings.com]

45

Cover I

DassoXTR [www.dassoxtr.com]

7

24

Redwood Empire [www.redwoodemp.com]

9, 25

Durgin & Crowell Lumber Co. [www.durginandcrowell.com] 37

RFP Lumber [www.rfplumber.com]

26

Everwood Treatment Co. [www.everwoodtreatment.com]

27

Richardson Timbers [www.richardsontimbers.com]

32

Fasco America [www.fascoamerica.com]

23

Robbins Lumber [www.rlco.com]

35

Feeney [www.feeneyinc.com]

15

Roseburg Forest Products [www.roseburg.com]

Cover IV

Fortress Wood Products [www.fortresswood.com]

Cover II

Sandy Neck Traders [www.sntraders.com]

38

Great Southern Wood [www.yellawood.com]

Cover III

Seaboard International Forest Products [www.sifp.com]

40

Hancock Lumber [www.hancocklumber.com]

39

Simpson Strong-Tie [www.strongtie.com]

21

Limington Lumber [www.limingtonlumber.com]

42

Stringfellow Lumber Co. [www.slco.com]

47

Masisa [www.masisa.com]

13

Swanson Group Inc. [www.swansongroupinc.com]

31

Maze Nails [www.mazenails.com]

19

Weyerhaeuser [www.weyerhaeuser.com]

3

Mid Valley Lumber Specialties [www.midvalleylumber.com] 53

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Williams Lumber Co. of North Carolina [wilcocypress.com] 53 Building-Products.com

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

Northwestern Lumber Association – March 13-15, legacy roundtable, Spahn & Rose, Dubuque, Ia.; March 19-20, yard & delivery workshop, Gilcrest/Jewett Lumber, Waukee, Ia.; www.nlassn.org.

North American Wholesale Lumber Association – March 11-14, University of Innovative Distribution, JW Marriott, Indianapolis, In.; www.nawla.org.

International Wood Products Association – March 14-16, World of Wood annual convention, New Orleans, La.; www.iwpawood.org.

Southern Forest Products Association/Southeastern Lumber Manufacturers Association – March 14-16, joint spring meeting, Atlanta, Ga.; www.sfpa.org.

Kentucky Forest Industries Association – April 10-12, annual meeting, Louisville, Ky.; www.kfia.org.

National Wood Flooring Expo – April 11-14, sponsored by National Wood Flooring Association, Tampa, Fl.; www.nwfaexpo.org.

Panel & Engineered Lumber International Conference & Expo – April 13-14, Atlanta, Ga.; www.pelice-expo.com.

Peak Auctioneering – April 14, LBM auction, Concord, N.J.; www. peakauction.com.

Forest Resources Association – April 16-18, annual meeting, New Orleans, La.; www.forestresources.org.

Associated Building Material Distributors – April 19-22, convention, Orlando, Fl.; www.abmda.com.

Kitchen Cabinet Manufacturers Assn. – April 21-24, annual convention & leadership conference, San Diego, Ca.; www.kcma.org.

Ace Hardware Corp. – March 15-18, spring show, Kay Bailey Hutchison Convention Center, Dallas, Tx.; www.acehardware.com Peak Auctioneering – March 17, LBM auction, St. Charles, Il.; www.peakaution.com.

National Lumber & Building Material Dealrs Association – March 19-21, legislative conference, Washington, D.C.; www.dealer.org.

Window & Door Manufacturers Assn. – March 19-21, spring meeting & legislative conference, Washington, D.C.; www.wdma.com.

New Hampshire Retail Lumber Association – March 20, crane certification, Hooksett, N.H.; www.nrla.org.

Mass Timber Conference – March 20-22, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

Southern Cypress Manufacturers Association – March 21, annual meeting, Hyatt Regency, Greenville, S.C.; www.cypressinfo.org.

Hardwood Manufacturers Assn. – March 21-23, national conference & expo, Hyatt Regency, Greenville, S.C.; www.hmamembers.org.

LMC – March 21-23, annual meeting, Tampa, Fl.; www.lmc.net.

Northwestern Lumber Assn. – March 22-23, business class, Golden Valley, Mn.; March 26-27, blueprint reading/take-off, St. Cloud, Mn.; March 28-29, blueprint reading, Eagan, Mn.; www.nlassn.org.

Blish-Mize – March 23-24, market, Overland Park Convention Center, Overland Park, Ks.; www.blishmize.com.

JLC Live New England – March 23-24, Rhode Island Convention Center, Providence, R.I.; www.jlclive.com.

Lumbermens Association of Texas – April 4-5, annual convention & buying show, JW Marriott, San Antonio, Tx.; www.lat.org.

Peak Auctioneering – April 7, LBM auction, Louisville, Ky.; www. peakauction.com.

North American Wholesale Lumber Association – April 8-10, Leadership Summit, Austin, Tx.; www.nawla.org.

CYPRESS SPECIALISTS SINCE 1912 KD Rough Stock S1S2E Boards Mixed T/L’s

Pattern Stock Cypress Timbers Bevel Sidings Since 1912

Williams Lumber Company of North Carolina, Inc. Rocky Mount, North Carolina

Fax (252) 442-0765

Building-Products.com

(252) 442-2136

www.wilcocypress.com

March 2018 n

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FLASHBack

58 Years Ago This Month

F

ifty-eight years ago, BPD’s sister publication, The California Lumber Merchant, reported on a panel of building supply experts who gathered from across the country to advise retailers on “101 Ways to Build Store Traffic During the Weekday.”

Much of the advice was timeless, stressing the importance of marketing and customer-centric service.

Evergreen suggestions included increasing sales training, providing installation services, expanding into “more products that women buy,” and stocking everything a customer needs to complete specific projects (as well as packaging related items together).

Several of the ideas, however, sound rather unique, even unconventional now 58 years later: 13. Distribute shopping lists and idea sheets. The customer can check off the items he needs, either before or after entering the store.

28. Arrange for a gas station nearby so customers can have their car greased and oil changed, while shopping in lumberyard.

32. Follow department store technique for directing store traffic to different areas where more profitable items are displayed. Have lines or arrows painted on floor to lead customers to the most profitable items.

70. Have a baby sitting service. Put in a circular pen with toys for both boys and girls, or a rack with comic books.

75. When a father buys a saw, for example, give a toy saw for his child.

SIGNALING a move to racier advertising, Twin-City Lumber kicked off the 1960s on the cover of the March 1960 issue with a new ad campaign that would picture sets of pretty twins.

81. Buy garden gloves and send one of the gloves to women, telling them they can get the other glove by coming into the store. Do the same with pairs of nylon hose.

The customer gets the other stocking in the right size by visiting the store.

99. Rent space in a nearby supermarket parking lot to set up a small display: “This is one of 2,000 items found at So-and-So Lumber Center.”

Other headlines in March 1960: • Nineteen panel manufacturers teamed up to form the National Particleboard Association, as an Illinois non-profit. The NPA was charged with establishing industry standards, developing new markets, and promoting particleboard to architects and the construction industry.

Charter members included International Paper, Pope & Talbot, and Weyerhaeuser.

In 1997, the National Particleboard Association would merge with the Canadian Particleboard Association into the Composite Panel Association.

• Weyerhaeuser opened a new lumber and plywood warehouse five minutes from Disneyland in Anaheim, Ca., to better serve east Los Angeles. The facility, 33 miles east of its downtown L.A. location, was its eleventh.

• Harmon “H.F.” Anawalt, founder of Southern California lumber dealer Anawalt Lumber, died Feb. 21, 1960, at the age of 93. He had retired at age 84 from the firm he founded in 1921, leaving the operation of his three yards to his children and grandchildren. He was “known and respected for his forthright opinions, which he expressed with frankness and vigor.”

• Sterling Wolfe announced that Marquart-Wolfe Lumber Co., Hollywood, Ca., was adding a branch March 1 in Santa Ana, to serve dealers in Orange, San Diego, Riverside and San Bernardino counties. A few years later, Wolfe would move the entire company to nearby Newport Beach. He retired in 1992 and passed away in 2001.

UNION LUMBER introduced nicely wrapped, easy-to-handle bundles of its Noyo brand redwood.

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• Simmons Hardwood Lumber added a new moulding storage shed at its wholesale complex in Downey, Ca. Today, the property features a Coca-Cola bottling plant.

Building-Products.com

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YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”), 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® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated.

BPD

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

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