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MAY 2018
Building Products Digest
THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982
OUTDOOR LIVING IDEA BOOK • NAWLA SPECIAL REPORT • CERTIFYING MILLWORK
Introducing a more versatile screw plug solution
The DCU screw plug solution: fasteners and plugs sold separately to improve inventory turnover Simpson Strong-Tie offers composite deck and trim plugs à la carte to help you mix and match your inventory and reduce issues associated with discontinued colors. Our screw plug solution is designed to complement our Quik Guard® coated and stainless-steel Deck-Drive™ DCU Composite screws (sold separately), which install easily by hand or with our Quik Drive ® auto-feed screw driving system. Provide your customers with a clean finish and your business with a more versatile product offering. To learn more, visit go.strongtie.com/dcuscrewplugs or call us at (800) 999-5099. © 2018
Simpson Strong-Tie Company Inc. SREWPLUG18D
CONTENTS
May 2018 Volume 37 n Number 5
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Special Report
Features
Departments
36 NAWLA Presents
10 Industry Trends
8 Across the Board 20 Competitive Intelligence 24 Olsen on Sales 26 The Revenue Growth Habit 28 Transforming Teams 34 Movers & Shakers 60 New Products 72 Talk Back 75 Association Update 76 Classified Marketplace 76 Advertisers Index 77 Date Book 78 FlashBack
North American Wholesale Lumber Association experts counsel on transportation, hiring, sales and exciting upcoming events
Mix & Match Colors to Boost Decking & Railing Sales
14 Product Spotlight
The Advent of Steel Deck Framing
16 Industry Trends BPD
Trim Meets Outdoor Living Demand for More Color, Less Maintenance
MAY 2018
Building Products Digest
THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982
OUTDOOR LIVING IDEA BOOK • NAWLA SPECIAL REPORT • CERTIFYING MILLWORK
18 Margin Builders
Tips for Updating the Outdoors
58 Industry News
Millwork Certification Launches
66 Photo Recap Digest 5-18 Layout.indd 1
LAT Convention in San Antonio
4/19/2018 10:39:16 AM
BPD Digitial Edition at www.building-products.com
66 Event Recap
Mass Timber Conference Scores
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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
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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
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Contributors Brent Gwatney, Rick Kapres, Mel Karlson, Nicole Lewis, Paige McAllister, Doug Mucher
JANUARY 2017
Building Products Digest
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HUFFING AND PUFFING WILL NEVER BLOW OUR HOUSE DOWN
(714) 486-2735 Chuck Casey chuck@building-products.com
ENGINEERED WOOD PRODUCTS g Outdoor Acc ents decorative hardware . Y Yo our customers can easily Introducing nd strength to their outdoor proje ects. The new Simpson Strong--T Tie Outdoor add style an Accents line e of structural connectors featu ures an innovative screw and washer set that combines the ease of installing a screw with the look of a bolt. And, with a black powderr--coa at finish, this hardware offers st yle that’s designed to last. ®
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1.844.IB.BEAMS (844.422.3267)
Patrick Adams padams@building-products.com
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To lear n mo To ore about Outdoor Accents decorative hardware, visit our web bsite strongtie .c com/outdooraccents or call (800 8 ) 999-5099.
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REAL CEDAR
Cedar is nature’s most beautiful and versatile building material. No other wood has the same richness, longevity and aromatic nature. Whether adding tranquility to an outdoor oasis or warmth to home interiors, sustainably harvested Red Cedar sets any project apart with its durability, versatility and natural glow. Call 888.453.8358 or go to Weyerhaeuser.com/distribution to nd your closest distributor and product offering.
Weyerhaeuser is a registered trademark of Weyerhaeuser NR. © 2018 Weyerhaeuser NR Company. All rights reserved. Photographs: Western Red Cedar Lumber Association - RealCedar.com
ACROSS the Board
By Patrick Adams
The 30-year month just finished one of those months where 30 days felt like 30 years. I think enough changed in that time for me that the lessons learned might take a “normal” person a full 30 years to experience. The month started by losing a dear friend; someone who was one of those rare good examples of how we should all be. I traveled, too… a lot. I got to meet with many of this industry’s best and brightest who were as usual, inspiring and reinforced how lucky I am to now, be able to call some of them good friends. The 30 days closed out with losing a family member who made truly the biggest impact on my life and showed me what family really was. All of this while I balanced my team, my own family, and life in general. The point of this is not to complain—far from it. The past 30 days felt like a crash refresher course in life’s priorities and a constant reminder of what it means to have a “legacy.” For my friend who passed, it was a legacy of service to all—to God, his country, and to his family and anyone who knew him would say the exact same thing. During my travels, one thing stood out. Although everyone was upbeat about the market, there were a handful of conversations that were really memorable. As excited as these gentlemen were about business, their eyes really lit up when they discussed family. One had just become a grandfather. When he talked about the importance of his family, his son working in the business and his feelings of holding his new grandchild for the first time, it was different. Another gentleman had his son along with him and literally forgot he was standing there as he beamed about how he has already done things that he could never had dreamed of. Yet another overheard his son being gently teased by someone and he literally stepped in between them and proceeded with a beaming, 30-minute story of what an amazing young man his son has turned out to be. Each of these men’s legacies are their family and raising their children to be good adults. The same night I returned from this long trip, the matriarch of our family passed without warning. She was a powerful, independent, intelligent, generous and loyal woman long before any of those things came to be accepted or fashionable for women. She was a trail blazer and a role model. More than anything, she taught me that nothing is free and instead requires hard work, perseverance and passion—even your own legacy. I would be proud to say that perhaps in some small way, I’m part of her legacy. In thinking through this past month, “family” is all that I
I
can think about and exactly what that word means and that perhaps blood is not always the definition. I considered my friend part of our family, as did my wife and kids. Through my travels, in spite of how great business is for everyone, it was always family that brought out their passion, pride and in some cases, even tears and some of them now consider me part of their family. Upon my return, I felt that I lost a huge part of my family but instead of feeling alone, I came home that night to hugs and tears from MY family. The next day, the same from my team and several close friends and I suddenly felt assured that I’m on the right track. I remember the moment that our first child was born; truly the single most powerful moment of my entire life and it changed me forever. I used to think about legacy being defined by titles, bank accounts, or possessions. Now, it’s simple—it’s defined by my children and “family.” I remember speaking with that new grandfather on my trip and he said, “I had a blast being a father and raising my kids. But, having them now WANT to spend time with us as adults because they enjoy being around us is the ultimate reward and must mean I did something right and truly, what else really matters?” I know that everyone has their own goals, priorities and how they want their legacy defined. For me, it’s become easy—to serve those I consider to be family so that someday, someone can honestly say “job well done, that man loved his family.” Yes, it’s been a long month, but for me it’s worth it to struggle because things matter, than to have an “easy life” that is empty. I hope all of you have had a month full of worthy challenges.
Patrick S. Adams Publisher/President padams@building-products.com
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FEATURE Story
By Brent Gwatney, MoistureShield
Mix and match
Inspire your customers and boost your profits with multiple decking colors M
AS COMPOSITES can be bent easier than wood decking, adding a curved contrasting board is an excellent way to create a signature design. (All photos courtesy MoistureShield)
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aster innovator Henry Ford remarked on the Model T that customers could get the car in “any color, so long as it’s black.” Today, the Ford Motor Company makes dozens of vehicles in a wide range of colors. In a similar fashion, composite decking manufacturers have innovated with a wide palette of deck board colors and finish styles—and are introducing additional, beautiful new options every year. The range of available colors provides an opportunity to grow your yard’s decking sales, which is a winwin for your bottom line since composites boast higher margins than other decking options. In this article I’ll discuss tips you can share with your customers—both builders and DIYers—to help them enhance their deck designs using mixed and matched composite decking colors. But first, a quick note on stocking strategies in case you think advocating multiple colors for your customers means you’ll need a huge increase in SKUs. Because composites come in many colors and sizes, a good strategy is to stock the most popular ones and special order the rest. To do this most effectively requires working out a good system with your distributor to ensure quick and timely delivery to meet the customer’s schedule. (For additional details see “Stocking Strategies for Composite Decking,” Nov. 2016, p. 8-9). Building-Products.com
Using more than one color to enhance deck designs For most of history, decks were relatively simple, with rectangles of one color predominating. But, now deck builders are showcasing their creativity with multi-level decks, specialty shaped decks, and other unique designs. Today’s range of composite decking colors enables even greater creativity. Some of the ways using more than one color deck board can enhance deck form and function, include the following: • Creating visual variety • Increasing safety • Crafting a focal point design • Setting off functional areas
Creating visual variety Adding boards that contrast with the color of the main deck makes for a more visually captivating outdoor living space, especially for large decks that otherwise are un-interrupted. Examples include installing a row or two of darker boards around the edge of a light colored deck, to serve as a frame, and outlining cut-out areas for trees and shrubs (or reversing the color—using lighter boards to frame
Building-Products.com
ADDING A CONTRASTING color to the tops and bottoms of stairs helps people see the level change better, and avoid missteps.
a darker deck). For a double contrast, place the highlight board(s) on a different alignment from the boards in
the majority of the deck (either perpendicular, or at an angle). A truly adventurous builder can even bend a
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contrasting composite board to meander through the deck, for a one-of-akind design.
Increasing safety An excellent way to create visual variety and enhance deck safety is to use contrasting color deck boards to highlight level changes. Placing a different color deck board at the top and bottom of a set of stairs provides a visual cue of the stair’s presence. Likewise, framing the deck in a different color from the main decking helps to delineate edges and keep people from accidentally stepping off, when the deck design calls for a low profile and railings aren’t required by code.
Crafting a focal point design Beyond simple frames of contrasting colors, creative deck builders also are using more than one color deck board to create striking patterns that become a visual focal point. I’ve seen in-laid geometric patterns, along with one-of-a-kind designs that reflect the homeowner’s specific interests and tastes, such as a compass rose. An ultra-creative guitar-shaped deck built over water even used contrasting colors to represent the guitar’s frets.
GEOMETRIC INLAYS add visual interest and can be used to define seating areas or other functional areas.
a different color or colors can be used to highlight a conversational gathering space, a reading nook, or an outdoor kitchen.
What about railing?
Setting off functional areas Inside the home, floor coverings often are used to help delineate different functional areas. Examples include a transition from carpet to hardwood floors or linoleum between a living room and dining room or different styles of hardwoods between kitchen and dining room. Likewise, on a deck,
Railing provides an additional way to shake up designs for a more appealing deck. Thanks to a growing array of railing options now available— from wood to metal to composites and glass—it is also easy to mix and match colors and designs to complement the deck boards. Selecting railing in the same shade
as the decking can create a cozy, well-coordinated look and is a great option for traditional designs. On the other hand, a contrasting railing color, such as black or white can evoke a contemporary, sophisticated aesthetic. White railing creates a clean, crisp look against dark decking, while dark railing colors can give any space a modern look and feel, while also visually blending into the surroundings. For a truly distinctive look, builders and DIYers can mix colors and materials like combining white aluminum railing and balusters with rich brown composite posts to create a dramatic visual. Or, to add a sophisticated mix of texture and color, they can install a composite board that complements the decking color to the top of a white or black railing. Just as Henry Ford was committed to bringing people vehicles of exceptional value and design, composite manufacturers continue to innovate with products that help your customers craft outstanding outdoor living spaces—and driving more and higher sales for you in the process. – Brent Gwatney is senior VP for sales at MoistureShield composite decking. He has specialized in the building industry for over 30 years, working with manufacturers, dealers, design professionals, contractors and building officials. Reach him at brentgwatney@moistureshield.com.
NEW FOR 2018, MoistureShield Vision composite decking offers a modern, variegated appearance.
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Building-Products.com
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Feeney’s new DesignRail® Aluminum Railing Kits with CableRail infill make it easier than ever for your customers to create professional quality railings outdoors or in. The pre-packaged, component-based kit system not only simplifies railing design and installation but also makes in-store stocking a breeze, offering dealers an incredible opportunity to expand sales. • Highest quality products made from 6000-series aluminum with a durable AAMA-2604 powdercoated finish
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PRODUCT Spotlight
By Mel Karlson, Trex
STEEL DECK frames are precision engineered to ensure a flat surface for the life of the deck.
Steel the base
The advent of steel deck framing he substructure of a deck is the heart of its durability and the foundation for its aesthetics. Until recently, wood has been the go-to material for builders, contractors and architects. However, as professionals are increasingly switching to steel for its superior structural integrity and design flexibility, steel deck framing is poised to be the next big thing. Exterior structures must withstand much harsher environments, which is why steel deck framing intended for the outdoors is triple-coated—first with a layer of hot-dipped galvanized coating, then with a layer of bakedon prime coat, and finished off with a layer of baked-on exterior highperformance polyester coating. It all adds up to an unparalleled level of protection surrounding a carbon steel core, ensuring each critical joist,
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beam and ledger connection holds up to the elements and to daily wear and tear for decades. Steve and Brucie Schneider, TrexPro deck builders in San Rafael, Ca., are the most prolific users of Trex Elevations steel deck framing in the West. Since they began advising clients to choose steel deck framing as a replacement for pressure-treated wood two years ago, they have built dozens of decks using Elevations framing. The innovative and creative options steel offers makes the product their go-to choice. Elevations “allows you to create designs that are time-consuming if you tried it with other materials,” says Steve Schneider. Chief among them, curves. “We do lots of lowlevel decks, close to the ground. We do long curves that meander with the
May 2018
landscape. Steel deck framing opens up the design possibilities.” Schneider also likes that he can easily use the steel material in ways that aren’t deck-related, such as in the construction of low-level retaining walls, flower boxes, and landscape walls. The steel framing system reduces excavation time and allows builders to create longer cantilevers— saving time, material and labor costs. Because of its lightweight nature, the material is less physically taxing on the carpenters and is especially beneficial when used for highreaching structures. Admittedly, the switch from wood to steel framing is an adjustment for contractors who have dealt solely with wood substructures for decades, but many contractors are surprised at just how easy it is to work with steel. Building-Products.com
“I like working with metal— it’s all straight and each piece is the same,” said Mike Schmidlin, a general contractor from Los Gatos, Ca. “Every time I pick up a piece of wood I’ve got to look at it five different ways to see if I’m going to use it; how I’m going to use it; is it bent, bowed, cracked, curved, cupped, twisted; does it have a big knot in it—all that’s eliminated with steel deck framing because every piece is exactly the same.” For other contractors, the results alone are enough to convince them to scrap wood altogether. “I’ve been in the industry for 25-plus years and have used just about every new product that has come on the market to ensure my customers are getting the best products available,” said Robert King of NW Quality Remodeling & Decks of Snohomish, Wa. “Steel deck framing has exceeded my expectations so much that I would like to switch over to it completely. Both the look it provides from below on second-story decks, as well as the stoutness it lends to overall projects, has been met with great praise from homeowners, which will only increase the demand for it in future builds.” With superior durability and aesthetics, steel also offers the following benefits:
offers superior strength and longevity, is non-combustible, termite-proof, and free of pressure-treated chemicals. • Eco-friendly – Steel deck frames are made from recycled materials, and can be recycled themselves. With its ability to prolong the life of a deck and improve its overall appearance, steel deck framing delivers performance and design benefits that others simply can’t. It’s a
smart investment for any homeowner looking to maximize the life of their deck and a great product for architects looking to deliver decks that will maintain their beauty and performance for years to come. – Mel Karlson is senior marketing manager for Trex Co. (www.trex.com), overseeing the development of Elevations steel decking framing system.
STEEL BEAMS are lighter than wood and can span up to 15 ft., resulting in the need for fewer posts and greater flexibility in post placement.
• Stability – Traditional framing can split, warp and shift over time, leading to an uneven surface in the deck boards above. Steel deck frames are precision engineered to ensure a refined, flat surface for the life of the deck. They also are significantly more resilient to weather, moisture, time and pest deterioration. • Design flexibility – Steel beams have the ability to be bent and shaped to allow for everything from curves and angled corners to extended cantilevers. Additionally, they are more lightweight than wood and can span up to 15 ft. (vs. 10 ft. for wood), resulting in the need for fewer posts and greater flexibility in post placement. This creates less obstructed views and more open space below the deck for storage or even additional outdoor living area. • Safety – A substructure is the platform that will support your deck—not to mention your friends, family and loved ones—for decades of outdoor living activities. Steel Building-Products.com
IN ADDITION to performance advantages, steel deck framing also offers sleek, modern aesthetics. May 2018
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INDUSTRY Trends
By Rick Kapres, Versatex
Trim meets outoor living demand for more color, less maintenance uspended somewhere between handcrafted charm and the gloomy prospect of chronic maintenance are the wood-toned exterior ceilings now trending for high-end, oceanfront home designs. Homeowners love the warmth and contrast they lend to covered decks, porches and verandas. Builders, on the other hand, have grown wary. Ceilings assembled from conventional millwork can be a chore to finish and install, and they easily fall
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victim to severe coastal conditions like humidity and salt spray. A few years after move-in, when fading, peeling, cracking or checking occur, the contractor is likely to hear from an unhappy customer—especially on a “moveup” residence. Fortunately, a wave of innovative materials and techniques now reaching the market promises to deliver all the good looks with none of the aggravation. To understand how this develop-
GROWING DEMAND for indoor-outdoor spaces means maximized living areas for year-round use, much like this recently completed home in Martha’s Vineyard. The home features an enclosed porch equipped with interchangeable screen or glass panels. (Photos courtesy Versatex)
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ment can help contractors add value, as well as upsell homeowners and boost customer satisfaction, it’s important to note why exterior-ceiling finish issues have been coming out of the woodwork in the first place. Matt Gongola, project manager for Squash Meadow Construction on Martha’s Vineyard in Massachusetts, has watched it happen. “You have to remember,” he said, “that ‘outdoor living’ became a movement more than a decade ago, but the passion for it just keeps growing. We see it here in the North, especially with the climate changing and the weather getting warmer. For years homeowners have been asking for screened-in porches—transitional spaces that can be both inside and outside. The trend now is toward three-season porches with interchangeable screening or glass panels. They can be livable all year ‘round, if the homeowner adds a heating source. “Our clients today are more serious than ever about the outdoor lifestyle, and they care deeply about the details. Standing on their decks and looking up, they see a surface the size of a ceiling as another chance to make a statement. “Not surprisingly, many of them (or their architects or builders) are rediscovering the old tradition of contrast in ceiling treatments. They like the look of stained or varnished pine, cedar or Building-Products.com
hardwood. Or maybe they want something like the robin’s-egg blue paint they’ve seen in pictures of old houses along the Cape Cod area,” he added. “It might seem the obvious choice to line the overhead with natural wood, stained and varnished, or painted. But—here’s where the dream and the reality start to collide—homeowners have always hated maintenance. And, more than ever, a home on the beach is supposed to be a place for chilling out, not messing around with a scraper and a paintbrush, or hiring someone else to deal with it. “So you have people doing more of their relaxing out-of-doors. They’re paying much more attention to the aesthetics,” Gongold continued, “and they’re rejecting the very idea of maintenance. So far, the builders I know have had a solution for all that: high-quality PVC millwork. The catch is that the same material that resists the elements so well has, historically, been tricky to paint or stain. That’s where the woodgrain trend has hit a bump— until now.” New Englanders aren’t unique in their taste for low-maintenance wood grain exterior ceilings. As builder David Guzman of Hardie Boys, Pompano Beach, Fl., reports, “Wind and weather, as well as biological challeng-
es like mold and mildew, pretty much rule out prefinished or stained natural wood down here, even for relatively sheltered surfaces like the ceiling over a veranda. But so many of our clients love the effect of old-school cypress or mahogany—or even the traditional light-blue painted boards—that we’ve had to develop alternatives to plain white PVC T&G or shiplap. “Luckily, the coating technologies available today make it possible for us to replicate just about any natural shade or grain pattern on high-quality PVC, right here in our fabrication shop. So not only can we avoid the challenges of maintaining natural wood, we also eliminate the labor that used to go into staining and finishing wooden boards, and even the not-always colorfast, hand-applied, simulated wood grains for PVC that builders have experimented with over the years.” But what about cost? “Admittedly, the initial investment in a PVC product like the Canvas Series is a little higher,” said Gongola. “But, as a contractor, I’ve found ways to present the alternatives that make it easier for budget-conscious homeowners to make decisions they’ll be happier with a few years down the road. “Here’s an analogy: It’s like working with a landscaper. He’ll help you
decide what you want your grounds to look like by explaining that a grassy lawn is the lowest-cost surface to install… initially. But it will need constant attention; the long-term maintenance cost is the highest. The other end of the spectrum might be a wet-set bluestone patio. That would cost more up front, but you’d never have to give it any attention again. “In the same way, you could do your deck’s ceiling in pine, the least expensive product to purchase, but you’d still face all the effort of installing it. And then it’s going to require the most upkeep. Whether you stain it or paint it, the continuing maintenance is going to be labor-intensive. An exterior-grade laminate PVC surface carries a higher initial price tag, but, once it’s in place, you never have to touch it again.” As high-end builders are discovering, it’s possible to deliver the cozy, traditional contrast of natural wood tones on exterior ceilings, while assuring clients of minimal maintenance even in severe environments. That’s why realistic, enduring, wood-grained PVC, manufactured under controlled conditions, is fast becoming a preferred solution in luxury home construction. - Rick Kapres is VP of sales for Versatex (www.versatex.com).
ONE OF A KIND: This eastern Pennsylvania wraparound porch features Versatex’s Canvas Series walnut finish. The carpenter incorporated WP4 boards and 4” crown moulding, precisely cutting custom elements to complement a T-moulding to match the home’s existing fascia and soffit. Building-Products.com
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MARGIN Builders
By Doug Mucher, CertainTeed
Update the outdoors with decking, railing and more he long-awaited warmer temperatures of spring have finally arrived, and homeowners are beginning to prep their outdoor spaces for the warm season ahead. Years of harsh winters and hot summers can take their toll on porches and decks, making it time to rethink and upgrade living spaces beyond their home’s walls with new fence, railing and decking in coordinating colors, textures and styles. Mixing and matching colors and styles to create a personalized look indoors as well as on home exteriors is a popular trend, and now you can show homeowners how they can extend the look outside by designing long-lasting, beautiful spaces that are all their own. Here are a few ways to help homeowners update and create welcoming outdoor living areas this season that will stand the test of time:
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Increase Square Footage By adding a new deck or simply renovating an existing structure, you can help homeowners add valuable square footage to the home. Decks are the perfect in-between space that offer the comfort of indoors and the beauty of nature. Using long-lasting materials like vinyl or capped composite means never painting or staining a deck again. And white is no longer the only color option for railing—contemporary colors available today like black, rustic rose, or warm spice give a dramatic, rich look without worrying about fading. To keep homeowners dry, you can recommend a water
STYLES are no longer limited to the traditional, vertical wood planks when it comes to fencing. There are smooth-finish horizontal fences that look like vinyl or stone. (Photo of Bufftech Brookline Vinyl Privacy Fence with CertaGrain texture in Sierra Blend)
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diversion system for porch or deck ceilings. Easy-to-install vinyl ceiling products transform unsightly undersides into visually appealing spaces that will stay dry—perfect for entertaining or outdoor storage. Regardless of the railing system or style your homeowner chooses, you can find complementary porch posts and columns to tie the look together. And if you’re working with existing wood porch posts, you can cover them with a vinyl wrap product to coordinate with the new railing. Avoid costly change orders by testing out color options before the build using a free online deck and railing visualizer. A good tool will take into consideration all the details, including selection of background, deck color, and different railing and decorative baluster combinations—including a palette of colors and custom accents like metallic caps and solar lights.
Frame the Yard Fences do more than provide functionality—they can also help frame a space and provide the perfect backdrop for landscaping. Replace an old wooden fence or install a new vinyl fence. Nearly maintenance free, vinyl fences that are reinforced with steel can withstand the elements and high winds. That means less callbacks for you and more enjoyment for the homeowner. Plus, fences can provide an excellent sound barrier, which may be a requirement for some subdivisions. Fence styles are no longer limited to the traditional, vertical wood planks. From a woodgrain vinyl privacy fence, to the realistic replication of natural stone, to sophisticated, smooth-finish horizontal fences—the possibilities are practically endless. With a variety of color finishes to choose from, homeowners have more design options than ever before. Enhancements like lattice or matching gates are also easy to install and add the finishing touch to an outdoor living space. Since the days are longer and warmer temperatures are here to stay, it’s prime installation season to help homeowners improve and extend their outdoor spaces. Before they commit to an exterior design, help them be confident in their choices by viewing options with the latest technology and digital tools for a custom, cohesive look for outstanding outdoor areas that will last for many more seasons to come. - Doug Mucher is senior marketing manager for CertainTeed Outdoor Living and Trim. Reach him via www.certainteed.com. Building-Products.com
COMPETITIVE Intelligence
By Carla Waldemar
Small town success
his is not going to be one of those perky accounts of how a lumberyard in a tiny town is doing enviable business despite a puny population base because (choose one): 1. It’s a booming resort community; 2. It’s mining uranium; 3. Another miracle. Vassar, pop. 3,500—which fits in the “mitten” that’s the map of Michigan where the thumb meets the fingers—is not that town. It used to be a logging center, but those days are long gone, and no more-recent industry has moved in to take its place. Yet Mike MacKay loves it here, and Vassar, in turn, loves Vassar Building Center, which
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KEEPING UP on latest trends has been a formula for success for Vassar Building Center of Michigan, which recently added a full line of Milwaukee tools.
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he co-owns with his wife, Brenda, whose father started out here as a driver back in the day. Later he was handpicked to take over from the founding Cook family in 1985 (bypassing their own kin). Now Mike’s next in line. Mike was working in the auto body shop across the street when he heard of a job opportunity selling paint for an automotive company. Only trouble was, he had no fax machine to send off his resume. So he walked across the road to use the one at the lumberyard. “Looking for a job? Does your dad know?” the GM grilled the lad. The fellow then followed up with, “You oughta try working here.” That was 25 years ago. Along the way, Mike married the boss’s daughter and they’re both still working at the company they now own. And loving it. Back when Mike stepped aboard, the outfit was doing over $3 million in sales a year with a staff of 48. Business kept right on booming until the recent recession took the wind out of that happy sailing, plus the bad news that Mike’s father-inlaw was diagnosed with cancer. The good news is that both are doing fine today. Sales have soared by 30% since 2013 and a staff of 28 is handling the increase by working smarter. Vassar’s core business—80%—lies with the contractors it serves—repeat customers who deal, Mike says, in “a bit of everything: mainly remodeling, but also new custom homes, pole barns for the surrounding ag community, decks, anything you can think of. They like us because we deliver with a heavy truck (and return to do pick-ups, too) and because of our service, especially if there’s an issue. Plus our competitive prices. And that we’re on the cutting edge of new products,” he adds. “Our staff keeps up to speed with building codes, energy codes, everything. And these contractors especially appreciate that we offer in-house accounts, making billing really easy.” Mike learned the ropes from his father-in-law, who schooled him not only in product knowledge but in leadership, grooming him for eventually taking on the top job. “We went through tough times during the recession, but kept the cash flow good by right-sizing,” Mike attests. “We try to stay on top of trends, visiting the market twice a year, always looking for new lines that would be a good fit. We took on work wear a couple of year s back, not sure we could sell it (A: yes!). Over several visits, we looked at Yeti coolers but couldn’t believe anyone would Building-Products.com
IMAGINATIVE showcase displays and design centers help sell doors and windows (left) and cabinets (right).
spend $500 for a cooler. We finally did place a $2,500 order, though,” which sold out ASAP. “We’d been underestimating their following, for sure!” he laughs. “Same with a Traeger wood pellet grill: Do we really want to carry that? (Again: Yes! Folks ate up that aroma) Now we even sell hunting supplies because contractors seem to be outdoor people. And we recently added Milwaukee tools because we like to take the lead in offering quality products, and they’re selling really well. “We added appliances during the bad days of the downturn to attract more sales. We used to ‘give away’ that category to other stores, but they bring in a good margin, so why not keep that business in-house instead of sending customers elsewhere? Plus, with our kitchen department, it was a good fit. Yet,” Mike emphasizes, “our core business remains lumber—two grades, to satisfy everybody.” If all those new items don’t top what the boxes can offer, try this: a staff that includes three kitchen designers and two home designers, enabling homeowners or wannabes to get a preview of their dream, underscored with estimates and 3D renderings. Pros, meanwhile, benefit from the expertise of a GM who was one of their own before heavy lifting took its toll. “He’s brought in a lot of knowledge, including how to build and install cabinets,” Mike says. To market these advantages, Vassar utilizes billboards, circulars and outside salesmen. Social media plays a strong role, too. Vassar’s website is managed internally (“otherwise it’s hard to control it”) by a store manager. And Facebook. Definitely Facebook. “Contractors are definitely paying attention,” Mark reports. “We get a lot of back-and-forth because they’re on Facebook, too, checking in and looking for information. We use it to get word out on special promotions, cookouts and contractors’ breakfasts. It’s a great way to stay ahead of the competition. We don’t do Twitter yet, but I think it has great potential.” But the best marketing tool of all? Says Mike, “Good old word of mouth!”
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These marketing efforts work to draw business from three neighboring towns as well, and Mike has cultivated a cadre of employees well-equipped to serve them with the attitude and expertise vital to retain loyalty. This is no accident. Vassar’s staff, numbering 28 (down from a pre-recession high, but working smarter to drive business up by that admirable 30%), flourish in what the boss calls a “family environment.” He handpicks people destined to “be right—to fit into our team”—especially vital because he makes it a practice to promote from within. As a for-instance, he points to an outside salesman, promoted from his job as dispatcher, and, before that, truck driver. “As part of our evaluation meetings, we ask about goals. When someone mentions that he’d like to do outside sales, we’ll say, ‘Then you need xxxxx product knowledge and xxxxx skill set to work toward it. Then we help him along.” It’s win/win because, as Mike puts it “He’ll be a better fit than someone from the outside.” When Mike MacKay mentions that personnel are treated “like family,” he’s not just blowing smoke. Some of them actually are family: his wife, Brenda, works in the back office and recently their son jumped into the family business. All of which reinforces Mike’s love of the community and Vassar Building Center’s place in it. “I’m interested in people, keeping a team together. I’ll be here the rest of my life,” he swears—“unless,” he adds with a laugh, “I win the lottery.” When it comes to meeting challenges and moving a company forward, looks like he already has.
Carla Waldemar cwaldemar@comcast.net Building-Products.com
OLSEN on Sales
By James Olsen
Confidence sells
hether we have the lowest price or the highest price, customers will tell us we are too high. This is a truth Master Sellers know. When we are new, it feels like we are too high every time we quote. Often, we are selling people who have more experience in the business than we do. They speak with absolute confidence when telling us we are too high. And it’s not just one customer; it’s one after another, so after a while it becomes our reality. The answer is to fight back. We need to prepare each call with a certainty that the person we are calling is going to buy from us. This takes self-talk and preparation. What will the customer’s objection be? Instead of stammering when the objection comes, what will we say?... with confidence.
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Um, Uh, Andum and You Know
Um, Andum and You Know are confidence killers and IMMEDIATELY identify us as a non-confident seller. I was admonishing a young salesperson the other day for his non-confident speech. He said, “That’s just the way I normally speak.” When I pointed out to him that he NEVER You Knows and Ums when he is speaking with me, he had to admit it was true. We need to speak to our customers like a brother, a friend, our daughter, or our college roommate.
Get to the Point Master Sellers are direct and to the point. Every word they speak has meaning. Books on writing tell us to throw away the first paragraph of what we write because it is normally warm-up gibberish to what we really want to write. The same is true in sales. Example: (This will seem like an exaggeration, but it isn’t.) Salesperson: “Good morning, John. I, er, was, uh, wanted to talk to you about, if you’re not busy... uh... I have something that might interest you. The market has been moving andum, you know, some guys think it might be
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coming off, but we are, uh, pretty confident that, uh, you know, it could possibly stay strong. So, anyway, I’ve got this car of studs that we are trying to get rid of that I thought your might be interested in. It gets in to you at $350/MBF, so wadythink?” This is the painful truth of many sales calls. If the customer had any intention of buying before the call, most of that joy has been killed with this approach. Master Seller: “Good morning, John. I’ve got a great deal for you on a carload of Triple-A-Best studs. What’s your PO number?” The first approach is so tentative that it MAKES the customer nervous while the second is direct and natural: a comfortable transaction between friends. Our customers cannot help but be affected by our emotions. If we are tentative they will be tentative. If we are calm, relaxed and positive, they will be also. The Master Seller sets the tone of the call early. This is a sales call; tell me yes or no.
Maybe, Might, Pretty and Probably
The four verbal equestrians of the non-confident apocalypse, these words strike trepidation into the hearts of our customers. Struggling sellers are so afraid of OVERpromising that they won’t promise ANYTHING. Their conversation is littered with Mights, Maybes and Probablys. The best sellers have an opinion. They bring value to their customers because of their opinion. It doesn’t mean they are always right, although they often are, but their customers can count on them to give them an honest, confident view on the market, which brings value. We are selling our fellow humans who, like us, are 99% EMOTIONAL. We AND our customers, decide with our hearts (emotions) then justify with our intellectual 1% and conclude that we have made a RATIONAL decision. George Patton said, “Men (people) want to be led.” Sales proves George correct. Our customers are searching for solutions and partners to help them navigate our market. Even the most stubborn and willful want a strong seller with an opinion. We are not talking about the weather or who will win the World Series. We are asking for people’s money. In some instances, we are asking our customers to risk their jobs to go with our solution. We better be certain. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com 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.
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THE REVENUE Growth Habit
By Alex Goldfayn
The long lost telephone call o you know what salespeople hate? The telephone. That’s right. The phone. More precisely, most salespeople do not like to make outbound phone calls. “I always have to leave a voice mail,” they say, as though reminding a customer that you care about them in a voice mail is some kind of detriment. “Nobody likes getting cold calls,” they say, as though there are no other kinds of phone calls. Guess how many hours per week, on average, salespeople spend on the telephone. Hint: It’s probably a lot less than your guess. The number is four hours. My own research among my many clients has shown this. Others have arrived at the same number. It’s a fascinating discovery. The work of selling revolves around talking to humans, right? Salespeople do this for four hours per week, on average. What in the world are they doing the other 36 hours of their work week? I ask them this question. These are the answers, and a quick analysis of each: They email. I’ve sent an email, I’ve succeeded! No you haven’t. You don’t know if the email even got into their inbox. And if it did, you don’t know if your customer even saw it. And if she did, you don’t know if they spent more than 10 seconds on it (probably not). And if she did spend time reading, you have no idea how she reacted, if she hasn’t written you back. Here’s the truth: if you sent an email instead of made a call, where are call could have been made, you’ve done basically nothing. And whatever you did accomplish, you’ll probably never know if there is no reply. They research. I need to make sure all my ducks are in a row before going to the customer. Okay, get it helpful, not perfect, and then go call the customer. Researching does not make you money. Speaking to people makes you money. Don’t try to make it perfect before calling. Because it will never be perfect. You will never feel like it is perfect. Plan less, do more. They drive in the car. I’m driving to appointments! That’s great! Does the phone work in your car? Is there a signal? If so, there are few better times to make the kind of proactive phone calls that good selling requires than when you have free time in the car. It’s incredibly valuable, highly productive time. Use it to call customers, build your
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relationships and offer them more help. Let me address the cold calling objection. I teach my clients to call customers and prospects who they already know. You should know these people, and they should know you. As one client put it recently, these are “friendlies.” They know your work and value. And, listen to me carefully on this: there are hundreds of them. Maybe more. Let me give you some examples: Call customers you haven’t talked to in six months or more. They’re not the squeaky wheels. Which means they’re probably not hearing from you, because they aren’t calling you. This is an extremely prosperous activity. Call customers who used to buy from you but stopped. Call prospects you once talked to about working together, but they did not buy. There you have three categories of people that need a long list of names and phone numbers. Make your lists. Then make your calls. Help these people with your amazing value. They deserve it. - Alex Goldfayn is the author of the brand new Wall Street Journal bestseller Selling Boldly (Wiley). Learn more about his revenue growth consulting and speaking work at www.goldfayn.com. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com
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L A P Building-Products.com S I D I N G | PA N E L S I D I N G | S H I N G L E S | S H A K E S | P LYC E M T R I M | May SOF F I T | nB AC K E R B Products OA R D/ UDigest N D E R Ln AY M ENT 2018 Building 27
TRANSFORMING Teams
By Paige McAllister
Lovers at work
Managing workplace relationships E mployers have a responsibility to create and maintain a non-discriminatory and non-harassing workplace where employees can perform the duties of their jobs as effectively and safely as possible. As most of us have experienced, co-workers spend a lot of time together, working and interacting with each other and, not infrequently, developing romantic relationships with one another. In fact, some statistics show that one quarter of employees admit to having a consensual romantic relationship with a co-worker at least once in their work life and 15% of employees go on to marry their co-worker.
Q. We’ve just learned that a supervisor and his subordinate are involved in a personal, romantic relationship. In light of the #MeToo movement, should we be requiring anything or taking any action?
A. Finding love at work is a pretty common phenomenon. In fact 15% of married couples actually met at work. So the likelihood that most employers will face this situation is pretty great. But despite the prevalence of consensual relationships at work, there are things you should consider including having employees read and sign a Consensual Relationship Policy that requires employees to agree that… • the relationship is truly consensual • all parties to the relationship are aware of the company’s code of ethics, sexual harassment, and non-discrimination policies • all parties will conform to the company’s code of conduct policy and will maintain a strict professional demeanor while at work or at work functions • employees in a supervisor/subordinate relationship will be reassigned so that no formal line of authority exists within the relationship • the repercussion of not complying with the Consensual Relationship Policy includes discipline up to and including termination, and that the burden of adherence to the policy falls largely and squarely on the highest-ranking employee in the relationship. While the popularity of such Consensual Relationship Policies is increasing due to the notoriety of the #MeToo movement, these are sound and solid policies that should be considered by any employer looking to maintain a safe and healthy workplace environment.
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Close, positive relationships in the workplace can create many positive outcomes such as more loyalty to the company and more reliability from employees. However, close, romantic relationships can also create some undesirable complications too. When co-workers become close, whether as good friends or lovers, they may waste work time talking about personal matters and may exclude and/or gossip about other co-workers. Also, it is not uncommon for one romantic co-worker to cover for the other’s inadequacies, such as mistakes, tardiness, lack of ability, or dishonesty. When this happens, the performance issues of a romantic co-worker can be difficult for supervisors to address properly. Romantic relationships can create other challenging situations, such as inappropriate physical conduct at work or inappropriate public displays of affection, which can make others around the couple uncomfortable. Also, if the couple gets into an argument or the relationship turns sour, harmful thoughts, feelings and actions can spill over into the workplace, impacting others, negatively affecting the company culture, and adversely affecting overall productivity. Moreover, if the romantically-involved employees are in a supervisor/subordinate relationship, even if not directly, there could be the appearance of or actual existence of preferential treatment. This not only creates poor morale issues but can create legal exposure if others outside the couple believe their schedules, wages, career progression, etc., are being negatively affected by the office romance of a supervisor and subordinate. Of course, it’s impossible to regulate all human interacBuilding-Products.com
tions. That said, employers can take actions to lay the groundwork to establish some structure before a situation arises. A fraternization or consensual relationship policy can be implemented which outlines the expectations, responsibilities, and repercussions should co-workers enter a romantic relationship. This policy should include explicit language that employees are not allowed to let their relationship impact workplace culture, productivity or morale and that, if it does, one of the involved employees may be transferred, reassigned or even terminated to eliminate the conflict. Transfers, reassignments or terminations may happen immediately if there is a supervisor/subordinate relationship to reduce legal exposure. The policy should also clearly state that a manager is always held to a higher standard so a violation by management will be treated more harshly than one by peer co-workers or a subordinate. Along with this policy, companies should consider drafting a consensual relationship agreement for co-workers to sign when they enter a relationship. This agreement should detail what is and is not acceptable behavior as well as the repercussions for failure to meet the expectation for appropriate behavior. It should also explicitly state that the employees are both entering into the relationship willingly and there is no violation of the company’s harassment/ sexual harassment policy. It should be signed and dated by both employees and kept in their personnel files in case any disciplinary or personnel action needs to be taken. Another related area of potential complication is with the employment of relatives or nepotism. Since employee referrals are a great source for new hires and are generally encouraged, companies are often faced with the prospect of hiring the family and friends of current employees. This is not a bad thing, but it can lead to complications. The same principles of avoiding conflicts of interest and supervisor/subordinate relationships between relatives (through marriage or blood) should apply. While relatives cannot always “end� their relationship, preferential treatment as well as personal problems can make their way into the work place and impact others. Companies can implement an employment of relatives or nepotism policy to outline the expectations of employees who work with parents, children, siblings, etc. Many companies rely on family participation so this policy should clearly outline expectations and responsibilities for peer-topeer as well as supervisor/subordinate relationships. Again, managing productivity and outlining potential disciplinary actions are crucial for the company to safely act if needed. Every company should strive to have a positive, productive work environment with cohesive relationships between and among co-workers. The positive impacts of strong workplace relationships are innumerable. However, companies need also to be prepared for the possible negative impacts of those relationships should they evolve into something more and, more importantly, if they dissolve altogether. Being prepared before workplace romance or nepotism at work occurs, and having a solid approach for handling such situations, is certainly an HR Good Housekeeping idea. Paige McAllister Affinity HR Group contact@affinityhrgroup.com Building-Products.com
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Koppers Buys Cox Industrial
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Preservative supplier Koppers Holdings, Pittsburgh, Pa., has reentered the industrial treating business with its purchase of the industrial division of Cox Industries, Orangeburg, S.C., for roughly $200 million in cash. Cox Industrial will be renamed as the Utility and Industrial Products unit of Koppers. Three years ago, Koppers sold its U.S. utility pole business to Cox. “We are thrilled to return to the U.S. utility pole market with a significantly larger presence than when we exited the business in January 2015,” said president and CEO Leroy Ball. “While we were working hard during the past several years to restructure our operations and reduce our balance sheet leverage, Cox Industrial grew to become the largest supplier of utility poles in the eastern U.S. The opportunity to re-enter this market with the scale to better compete, along with gaining a growth-focused management team, was attractive and compelling. In addition to numerous synergies being explored, we plan to focus on continuing to grow the business organically as well as through strategic partnerships and select acquisitions.” With eight treating plants, three peeling facilities, and 19 reload yards, Cox Industrial is one of a few industry players that competes on a national level due to its capacity, scale and breadth of treatment options.
UFP to Expanding in SC Universal Forest Products expects to open a 75,000-sq. ft. manufacturing facility in Orangeburg, S.C., in fourth quarter 2018. The plant, to be called UFP Cameron LLC, will manufacture products for industrial markets.
Vermont Dealer Shuts Down Welch’s True Value Hardware has closed its West Woodstock, Vt., branch and is consolidating operations at its 60-year-old flagship store in South Royalton, Vt. Owner Charlie Welch purchased the Woodstock store in 1996.
Coors Family Buys Stake in MJB Wood Group
.XTR
404.691.6872 dassoXTR.com
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AC Summit LLC, a holding company representing the interests of some members of the Coors family, is investing in MJB Wood Group, Irving, Tx. Casey Gebhard, CFO of Golden, Co.-based AC Summit, said the group May 2018
intends for MJB Wood Group to continue to operate independently. MJB president/CEO Joe Caldwell added, “This partnership will support future growth with value-added manufacturing and supply chain solutions, while continuing to build on our strong reputation of exceptional service to our customers and supply partners.” The deal was expected to close by the end of April.
DEALER Briefs Akron Lumber Co., Akron, Ia.,
was acquired April 10 by Joe and Leah Van Walbeek from Tim Philips.
Somerville Lumber , Bridgewater, N.J., has been renamed
Somerville Home Center.
Fairhaven True Value Hardware , New Bedford, Ma., is
closing afer 62 years, with the retirement of longtime owners Bob and Mike Chandler. Its 22,500-sq. ft. property is for sale.
Hamilton & Son Hardware, Caledonia, N.Y., will close June 2 after 160 years. Arrow Ace Hardware is liquidating its 10-year-old branch in Mankato, Mn., cutting back to eight locations. Ace Hardware , Wichita Falls, Tx., has been opened by Windol Robbins. Danville Lumber , Danville, S.C., has closed after 75 years, after auctioning off the last of its inventory April 12. Bill Thompson, owner for last 53 years, has retired. Muller True Value, Ferdinand, In., closed its doors April 30 after more than 45 years. GMS, Tucker, Ga., has acquired the assets of CMH Distributing, Kearney, Ne., through its Cherokee Building Materials division. It will become its third Drywall Supply, Inc. location in Nebraska. Ace Hardware is partnering with designer/TV personality Joanna Gaines to launch Magnolia Home by Joanna Gaines Paint. The brand is available on acehardware.com and at nearly 500 Ace stores nationwide. Building-Products.com
Arson Claims Indiana Yard At least for now, Graber Sullivan Building Supply, Sullivan, In., does not intend to rebuild after a devastating arson fire March 31. The blaze began about 2 a.m. and took several hours to extinguish. No one was injured, but the yard was a total loss. Officials are searching for any clues as to how the fire may have started.
Westervelt Eyes 2nd Mill Westervelt Co., Tuscaloosa, Al., plans to build a new lumber mill in south Alabama, to complement its
existing mill in Moundville, Al. Although the facility is still being planned, its exact location and design are expected to earn final approval shortly from the board of directors. Westervelt describes its existing sawmill as the second-largest SYP production facility in the U.S. The proposed new location will have a capacity of 250 million bd. ft. per year.
GMS Rebrands in Texas GMS has consolidated its seven Dallas area locations under the name of its Cowtown Materials division, based in Fort Worth, Tx.
Renamed were Contractors Choice Supply, Lubbock and Midland, bought in August 2014; Longhorn Materials, Dallas and Frisco, merged with in October 2015; and Southwestern Building Materials, Amarillo, picked up in December 2017. “We have many customers that work across all of these areas, and we wanted to make it as easy as possible for them to work with all of our locations,” said Cowtown GM Russell Hughey. “That’s why Cowtown decided to rebrand all of its locations under the Cowtown name.” The rebranding means more convenience for customers. In addition to filling out only one credit application, they can now remit payments at any location and access their information through a single Cowtown website, www.CowtownMaterials.com. In all, GMS operates a network of more than 200 distribution centers across the U.S.
SUPPLIER Briefs BlueLinx , Atlanta, Ga., has completed its acquisition of Cedar Creek, Oklahoma City, Ok.
The lumberyard that took 130 years to build. When Ganahl Lumber opened the doors to its new 18.5-acre location in Torrance, CA, you could tell right away it was special. A state-of-the-art gem. Tom Barclay, General Manager Ganahl Lumber
Where did the vision come from? A combination of Ganahl’s 130-year history of operational excellence and CT Darnell’s experience building over one thousand LBM facilities. Together, they made a powerful team.
Go to www.sunbelt-rack.com/stories to check out the story behind Ganahl’s new state-of-the-art facility.
CT-Darnell.com
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800-353-0892
© WTD Holdings, Inc., 2018. All rights reserved.
Overseas Hardwoods Co ., Mobile, Al., will invest $2 million expanding its operation in Lufkin, Tx., including moving into a larger facility with room for more OHC product lines. Metsa Wood USA has moved its corporate office from Fort Gratiot, Mi., to Norwalk, Ct. Forest Products Supply Co. is now distributing Wild Hog Railing from its six locations, sup-
plying dealers from North Texas to Pittsburgh, Pa.
Dealers Choice , Suwanee, Ga., is now distributing TAMKO Building Products’ Envision composite decking along with color-match deck screws and Everclip hidden fasteners in the Atlanta area. DMSi Software , Omaha, Ne., was recognized for its contributions to the School of Business at the University of Nebraska at Lincoln. DMSi team members have presented to classes, been guests on panel discussions, and hosted students tours of its operations. DMSi also donated to the construction of a new 240,000-sq. ft. hall for the College of Business. Building-Products.com
Orgill Makes Success Personal Reliable Relationship, Sharp Pricing
“Orgill’s people are smart and they care. You can call them any time and they always know who you are.” Bobby Fuller l Fuller & Son Hardware, Arkansas l An Orgill customer since 2002
Promises Kept
Great People
“I love doing business with Orgill because I know that when
“We have a really close relationship with Orgill. It feels
stone because it’s a done deal.”
big operation, but you wouldn’t know it by the way they treat
someone from Orgill tells me something, you can chisel it in
Competitive Advantage
like we pretty much know everyone at the company. Orgill is a their customers. They are just very real people.”
“We are known for being competitively priced with everyone in
Market Benefits
We also use their Market Specific Pricing system that makes sure
saw before. We also take advantage of the Market pricing to
our market, including the boxes. Orgill’s pricing lets us do this.
“At the Dealer Markets, we always see things we never
we are always competitive on price without giving up any margin.”
remain competitive and boost our margins.”
For more information about how Orgill can help you grow your business, contact us today! 1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com • Orgill, Inc. 4100 S. Houston Levee Road Collierville, TN 38017
MOVERS & Shakers Ron Coker has retired as sales mgr. of Hood Industries, Hattiesburg, Ms. He is succeeded by Orjan McCarty. Tracy Daniels has joined the sales team. Tony Frias, ex-84 Lumber, has been named outside sales mgr. for Koopman Lumber & Hardware, Sutton, Ma. Gregg Chapkowski has been hired as VP of sales at Lumber Trades, Middletown, N.J. Ryan Wolters has been promoted to general mgr. of CMPC USA, Atlanta, Ga. Kemp Miller, ex-Cedar Creek, is a new lumber trader for Georgia-Pacific, Atlanta, Ga. Stuart Simpson, ex-MJB Wood Group, has joined the purchasing staff at Foxworth-Galbraith Lumber Co., Plano, Tx. Bret Thompson, ex-Forest Building Materials, has rejoined FoxGal as general mgr. in Waco, Tx. Joe Jeffries has been named president and CEO of Westlake Ace Hardware, Lenexa, Ks. He succeeds Tom Knox, who retired as CEO. Andrew Schmitt is now VP and chief operating officer. Todd Dame has been promoted to president of Woodgrain Distribution, Lawrenceville, Ga., succeeding Barry Dale. Dan Ohmer, ex-Knauf Insulation, has been named member sales mgr. of LBM Advantage, New Windsor, N.Y. Mikael Cook has rejoined FastenMaster, as field sales rep in Ann Arbor, Mi. Mike Altendorf, VP of information technology, Do it Best Corp., Fort Wayne, In., is retiring Aug. 10 after 30+ years in the industry, the last nine with Do it Best. Christopher Payne has joined Wilson Lumber Co., Huntsville, Al., as outside sales coordinator/estimator.
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Don Krieger has retired after 13 years managing O’Hara True Value Hardware, Albia, Ia. Ben Shipman, ex-Alexander Lumber, has joined Kirchner Building Centers, Kansas, Il., in outside sales to the Urbana-Champaign area. Cory J. Boydston, chief financial officer of homebuilder Ashton Woods USA, Roswell, Ga., was appointed to the board of directors for BMC Stock Holdings, Atlanta, Ga. Robert Goldstein is retiring from the board. Jason Boer, truss technician, Zeeland Truss Components, has moved to Builders FirstSource, Charleston, S.C. Nick Longman has been named president and chief operating officer of Harvey Building Products, Waltham, Ma. Mike Griffin joined Keene Building Products, Mayfield Heights, Oh., as division mgr. of building envelope. Dan Belisario is the new territory mgr. for Delaware, eastern Pennsylvania, N.Y.C. Metro, and New Jersey. Caroline McIlvain, J. Gibson McIlvain Co., White Marsh, Md., was elected president of the International Wood Products Association. Raymond O’Brocki is new to the American Wood Council, Leesburg, Va., as mgr.-fire service relations. John Paesano, director of product category management, HD Supply White Cap, Atlanta, Ga., was appointed to the Tilt-up Concrete Association board of directors. Megan Menzer, Newton’s True Value, Cherryvale, Ks., and Angela Merritt, Ederer’s Do it Best, Plain, Wi., were honored as Top Guns by the North American Retail Hardware Association. Milly Graham is now manning the truck scales at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.
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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
NAWLA STAFF welcomed members to the annual Leadership Confernce in Austin, Tx.
AUSTIN BIKE TOUR
NAWLA conference draws top decision-makers The 2018 NAWLA Leadership Summit and Western Wood Products Association annual meeting was held last month, April 8-10 in Austin, Tx. With an increased attendance over previous years, the event proved to be successful for all attendees and a beautiful week in Austin. Guests traveled about 30 minutes outside of Austin to the Hyatt Regency Lost Pines Resort & Spa. With a ranch feel on the banks of the Colorado River, the resort provided a perfect backdrop for industry leaders and their guests to enjoy the event. Saturday welcomed the attendees with an icebreaker time for networking. Despite chilly temperatures on Sunday, attendees enjoyed the annual Wine, Dine + Nine friendly golf tournament and viewing of the final day of The Masters golf tournament. Opposite of the golf tournament, nearly 30 attendees took a scenic bike tour of downtown Austin and Lady Bird Lake and took in the views. Sunday wrapped up with an evening reception in a pavilion overlooking the river. Monday was a jam-packed day of networking, education and activity.
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Before the opening education session, attendees had time for breakfast and visiting with the 28 table top exhibitors that lined the meeting space foyer. Adrian Blocker, senior VP-Wood Products, Weyerhaeuser, was first on the stage to discuss today’s employment climate and the challenges of attracting and retaining talent. Blocker shared Weyerhaeuser’s strategic focus on People Development.
Save the Date for the 2019 Leadership Summit March 10-12, 2019 Westin La Paloma Resort & Spa Tucson, AZ Following this discussion was Eric Grandeen, president and CEO, Idaho Pacific, with his presentation: “Optimizing Customer Service through Technology for Both Internal & External Customers.” Grandeen talked about implementing new technology for the younger generation and
May 2018
how that will create long-term value for your company. Spouses and companions snuck away for a few hours mid-morning to head downtown to the flagship Kendra Scott store, a high-end jewelry designer founded in Austin. They took advantage of a private tour and shopping session before taking in the other shops and restaurants downtown. Meanwhile, back at the Resort, attendees heard from Brad Conlon, VP-national accounts, DR Horton, as he discussed the general purchasing structure of a big builder and how they make decisions on products and trades. This session really shared insights on what makes a builder tick and served as a nice breaking point before the Industry Luncheon & Awards. During the annual luncheon, WWPA presented their prestigious WWPA Master Lumberman Awards to: Randy Allen, Idaho Forest Group; John Arlich, Mendocino Forest Products; Sam Garcia, Hampton Lumber Mills; Dean Harding, Idaho Forest Group; Ronald McCutcheon, Mendocino Forest Products; Jeff Quimby, Bennett Lumber Products; Building-Products.com
ASSOCIATION president Marc Saracco received farewell gifts, including a beach towel and suntan lotion, as he prepares for new opportunities in California.
Nathan Rasor, Idaho Forest Group; Dave Reader, Hampton Lumber Mills; and Ray Stegman, Hampton Lumber
Mills. Safety, Hi-Q, District, and Service awards were also presented. After lunch, Brian McCoy, pres-
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ident and CEO, McCoy’s Building Supply rounded out the day’s education sessions by sharing how his com-
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LEGENDS: [1] Grant Phillips (center) moderated the Legends of Lumber panel, with Mike Phillips and Rick Ekstein. [2] Keynote speaker/ Navy SEAL Rear Admiral (Ret.) Scott Building-Products.com
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Moore. [3] Rick Ekstein, Clark Spitzer. [4] Mike Limas, Thomas La Vere. [5] Mary Ann & John Stockhausen. [6] Vicki & Carl Lamb, Mary Jo & Joe Honochick. [7] David Brown, Mark Wells.
[8] John & Pam Arlich. [9] Laurie McCabe. [10] Morgan Wellens, Ian McLean, Brandon Desyatnik. (More photos on next 3 pages)
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crowd-favorite hits played by local artist, Haywire. Tuesday, the final day of events, finally brought some nicer weather. After time networking with table-top exhibitors, attendees convened in the main event space to hear from keynote speaker, Scott Moore, Navy SEAL Rear Admiral (ret.), as he shared stories of teamwork and focused on how to transform individuals into a cohesive team. Attendees also heard from Laurie McCabe, marketing & sales supervisor, TradeTec Computer Systems, reflect on how the modern sawmill has evolved into the array of technologies
that it is today, how those technologies are being maintained, and what that means for the future as mills become more integrated into the IoT (Internet of Things). Back by popular demand, the Legends of Lumber session rounded-out the event’s program on Tuesday afternoon. Rick Ekstein, CEO, Weston Forest, and Mike Phillips, president and COO (retired), Hampton Affiliates, shared their history, experience and industry insights with attendees. Grant Philips moderated the interactive session where attendees asked questions the two Legends of Lumber could respond to.
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NAWLA LEADERSHIP CONFERENCE
pany braced themselves for Hurricane Harvey and the challenges that faced them in the aftermath. He spoke to his leadership through this time and how he led his company to best serve their customers in need and build back Texas with a mission and purpose. The evening was capped with the annual Chairman’s Dinner, this year hosted by outgoing NAWLA chairman Jim McGinnis and incoming chairman Nick Fitzgerald. They presented updates to the organization and the announcement of the return of the John J. Mulrooney Award that will be presented at Traders Market this fall. The night ended with dancing to some
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NAWLA honored its [11] outgoing chairman Jim McGinnis, Karli & Davis McGinnis. [12] Dan Semsak, Cinius Lee, Randy Schillinger, Mauricio Bravo. [13] Julie McLean, Emy Trousdale, Sally Killgore. [14] Wayne Trousdale, Ian McLean. [15] Rob Hruby, Nancy & Kent Beveridge. [16] Todd Lindsey, Jim Enright, Phillip & April Odom. [17]
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Sam Sanregret, Julie & Mark Resper. [18] Lawrence Newton, Harris Gant. [19] Mark & Julie Kasper, Ryan Chandler, Dave Destiche. [20] Jen & Kip Fotheringham. (More photos on next 2 pages)
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28 NAWLA LEADERSHIP conference attendees (continued from previous page) included [21] Steve Swanson, Steve Killgore. [22] Daphne & David Cox. [23] Mark Swets, Marc Saracco. [24] Nick Fitzgerald, Mike Mordell. [25] Marilyn Hendrick, Aly Kingsley, Mark Auxier. [26] Brandi & Warren
29 Reeves. [27] Richard Fortunaso, Donna Whitaker, Bart Bender. [28] Nicholas Peterson, Anthony Muck, Lori Hart. [29] Mark Erickson, Cinius Lee, Jake Orand. (More photos on next page)
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NORTH AMERICAN Wholesale Lumber Association drew hundreds to Texas for its annual Leadership Conference. [30] Rob & Amy Latham, Carly & Kevin Dodds. [31] Steven & Elizabeth Rustja. [32] Chris & Melissa Knowles. [33] Tom & Kimberly Gennarelli. [34] Shelly & Scott Elston. [35] Frank Deshler, Jim Sullivan. [36] Mike & Jessica Severance. [37] Alden & Amy Robbins, Karen, Cal, Annie & Henry German. [38]
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Nicole Lewis. [39] Devin Stuart, Phil Duke, Laura Ebersbarger. [40] Paul Owen, Eric Hansen, Kevin Cheung. [41] Trish & John Morrison, Paige & Mark Westlake. [42] Eric Schooler, Susan & George Emmerson. [43] Brian Boyd, Barbara & Steve Boyd. [44] Shenell & Grant Phillips. [45] Stephen & Melanie Rykard. [46] Marc Saracco, Claudia St. John.
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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
Delivery debacle
Perspective from the trucking side Root Causes I ’s no secret that trucking customers—lumber, beam and panel producers included—are struggling to move product from Point A to Point B on schedule. The frustration flows both ways, however, as carriers find themselves with trailers that are road-ready but that remain parked and unseated. Demand for their services is there, but the drivers are not. The American Trucking Association (ATA) doesn’t see the problem abating anytime soon, with the current estimated shortage of about 50,000 driving professionals potentially expanding to 174,000 by 2024 unless something gives.
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Before talking solutions, however, there has to be an understanding of the underlying problems. According to Andrew Owens, CEO/manager at A&M Transport, Glendale, Or., and Rick Benton, owner of Center-Line Group in Dallas/Fort Worth, Tx., these are a few: • Stigma/image: Trucking isn’t “glamorous.” • Demographics: The overall employment sector is in crisis. The worker shortage is widespread, affecting everything from transport to nursing. • Regulation: Federal mandates requiring drivers to
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replace paper records of their time behind the wheel with electronic logging devices (ELDs) has put off some seasoned drivers. Whether they are resistant to technology or dislike the “Big Brother” potential of digital tracking, many are not on board.
What Needs to Happen?
For starters, Owens and Benton insist, the stigma staining the profession must be scrubbed away. It’s not particularly sexy, they acknowledge, but it can be a pretty good living. According to Owens, A&M’s top driver earned nearly $80,000 last year accompanied with a robust benefits package. “That’s not chump change,” he says. Benton agrees, noting that salaries for experienced truckers at big carriers can approach six digits or more. “They’re making as much money as management at some levels,” he says. “But the thought process is just not there, to try to direct kids to a trade side.” Both industry insiders point out that, for so long, it has been drilled into students that they must attend college to be successful. But post-secondary education isn’t for everyone, they insist, and many of these future workers could find careers in the trades—including trucking. Owens is pinning a lot of hope on these young workers. Generation X, he explains, turned out to be relatively small in size, which has had the effect of shrinking the workforce. He is confident, however, that Millennials—the biggest generation in this country’s history—will help turn things around. “With numbers, you get productivity,” Owens says, though it may take a while for the workforce to right itself. Attracting Millennials to trucking will no doubt be challenging, he admits; but this demographic loves technology; and that’s one aspect that could work in the industry’s favor. Today’s trucks are loaded with mobile communications and all kinds of other bells and whistles, Owens reports, making the experience “like driving a little spaceship.” Recognizing Millennials’ proclivity for all things technology, he says, also means using social media to reach them. For existing drivers, the fallout from ELDs has been offset somewhat by the rollback of a 2013 regulatory change that the trucking industry opposed. The repeal alleviated some of that pressure, but Owens believes that introducing greater HOS flexibility would be even more driver-friendly. Recently, a Texas law maker introduced legislation that would “modernize” current HOS for drivers and create more flexibility and efficiencies. Owens is hopeful Congress will follow through on this much needed legislation.
through trucking school with the caveat that they commit to the firm for a period of time. After completing their education and getting some road time under their belts, they may be tasked with training new recruits. “Here you have a guy who’s been out on his own driving for six months… he shouldn’t be training,” Owens chides. Although it’s happening, he says it isn’t happening on a large scale. More likely, he says you’ll find carriers enticing drivers with sign-on bonuses and similar perks. For example, experienced drivers who join his 150-truck outfit receive a sign-on bonus plus full access to benefits on the first of the month—even if they started on the 31st. With benefits normally not taking effect for two months after a start date, Owens says that’s a great incentive—for any industry. A&M and others also have found relief through the federal EB-3 visa program, which helps foreign workers legally immigrate to the United States for employment purposes. Not only does it ease the shortage, but bringing in drivers and their families from Mexico aligns well for the regional carrier, which is in its third generation of ownership and prides itself on a family-oriented culture.
A Lumber-Oriented Solution
Benton, whose company is not a carrier but a manufacturer of curtain-side flatbeds, says the product is itself something of an answer to today’s trucking crunch. Given the shortfall of drivers, he reasons, tenured operators are an important asset; and the design of his trailers protects that asset by “increasing the productivity in the material handling of product.” The upper structure that Center-Line adds to a standard flatbed allows workers to remain safely on the ground to tarp the load and gives them access to any part of the trailer at any time during their haul. While not ideal for all products—Benton says televisions wouldn’t be a good fit, for example—Sheetrock, moulding and the like work well with curtain-side trailer loads. In the building materials industry, more than in others, he has observed that the ability to deliver product in a professional and timely manner often means the difference between a sale or not. Curtain-side trailers are especially beneficial in moving product from lumber distribution centers to the customer base. “Those trailers go out and they may make 10-15 deliveries a day,” he says. “In order for them to protect the load, get in to a customer, offload, and move on, this allows them to perform this function.” The approach not only addresses insurance issues, but allows older drivers work as long as possible before retiring.
What Is Being Done Now
Contrary to chatter in some corners, Owens denies that carriers are lowering hiring standards—by not requiring drug testing, say—in order to get more drivers in the door and on the road. That’s because, he explains, we aren’t the ones who dictate the criteria—the federal government is. “We don’t make the rules,” he says. Federal DOT, for example, stipulates what’s required for a CDL (commercial driver’s license), and regulation like that is what steers staffing practices. Insurance requirements also are a big factor, both he and Benton add. What is suspect, based on what Owens has learned from A&M drivers that previously worked for other carriers, is that some companies are putting inexperienced drivers
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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
Hiring Case Study A RoyOMartin integrates marketing into recruitment campaigns
s the workforce continues to evolve, companies are choosing to find alternative measures to reach top talent. Gone are the days of simply posting on job boards and letting employees find you. Instead companies are being proactive, opting to invest in brand positioning, while touting employee perks and company culture as rationale for why prospective employees should call their company “home.” If that sounds more like marketing than recruiting to you, that’s because this new practice borrows a number of tools from the marketing discipline. We spoke with Leigh Ann Purvis, corporate communications manager, and Donna Bailey, vice president of human resources, for some insights into how Alexandria, La.-based RoyOMartin has blended marketing and recruitment in order to appeal to
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the interests and demands of today’s workforce. NAWLA: What is your approach to recruiting top talent? Bailey: Recruiting top talent is our goal throughout all of our recruiting efforts. It is not just about posting on a job board anymore; it is about creating an experience and recruiting socially. Today, candidates are not afraid to move halfway across the world to the right “place” for a career, referring to a company’s culture and environment, rather than geographic location. Jobs are no longer just about salary, but rather, include considerations regarding company reputation, advancement opportunity, and opportunity cost. These candidates question every career move, wondering, “How will the company look on my resume?”
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P u r v i s : We o f f e r s e v e r al touch points to engage potential RoyOMartin team members. Probably the most effective way is through our social-media presence. We have been active on Facebook for a number of years and have increased our activity on LinkedIn, Twitter, and Instagram as well. These forums allow us to interact with followers of all types, including jobseekers. For recruiting, specifically, we share job postings, promote career fairs, and answer candidates’ questions. Job postings are linked to our newly designed corporate website, which allows candidates the opportunity to submit a resume for most positions. Our local educational partners and Louisiana and Texas job centers also provide us with applicants and ways to engage them through career fairs. Building-Products.com
Networking with other businesses—such as through trade and professional associations, Chambers of Commerce, and nonprofits—allows us to collaborate and stay current on workforce-development initiatives and trends. NAWLA: What emphasis does RoyOMartin place on marketing for recruitment of talent? Bailey: These days, human-resources departments need to function more like marketers. At RoyOMartin, ensuring that our company brand is clear and attractive is a main element in our recruitment and talent-acquisition activities. A solid brand attracts top candidates, while giving them an inside look at what it’s like to work for our company. Most candidates will not accept a job with an organization that has a bad reputation. Therefore, we utilize marketing strategies to concentrate on talent acquisition instead of simply recruiting. Talent acquisition is a cyclical approach geared towards building relationships, anticipating future hiring needs, and creating a sustainable pool of candidates. One example of this in our company is a proprietary year-long high-school program, called WoodWorks, that teaches students to become work-ready. We have experienced great success with this program for the past 10 years. In fact, 33% of team members at our Oakdale, La., OSB facility are WoodWorks graduates. Marketing has been a big piece of this program. Purvis: At RoyOMartin, we view recruiting as part of our corporate-level marketing communications and public relations strategy. Many years ago, our leaders put in writing their mission to be “employer of choice” in the areas
in which we operate. That value is one we communicate publicly, and our employee-driven compensation practices and benefits package speak to that. It’s also important to note that we don’t wait for a position opening to undertake recruiting efforts. We consider every day a day to promote the organization and its people. We are blessed to have many long-term RoyOMartin team members who provide us with a number of quality candidate referrals. In fact, most of our recruitment advertising features these employees. NAWLA: In terms of outreach, do you cast a wide net or continue to return to certain outlets?
Everything we do sends a message in the public eye. To truly attract top talent, the message must be right. At RoyOMartin, we accomplish that by: * Showing how our company is unique, focusing on our values, safety culture, unique career paths, and stewardship by being a face in the community, “made in the USA,” and by maintaining our Forest Stewardship Council (FSC) certification on our forest-management practices and wood products. * Creating experiences consistent with our brand, such as interactivity through video, images, social media, and educational materials. * Showing we appreciate diversity, multi-generational hiring, industry experience, and culture. * Keeping our message consistent in all communications, such as career portals, social media, job listings, and candidate screening and interviewing processes. Bailey: At RoyOMartin, we strive to be the employer of choice in all that we do. We feel we have experienced success with this strategy due to our concentrated effort on branding. Because we have been successful with our branding, applicants are eager to work for us, and we receive unsolicited resumes on a regular basis. Therefore, we typically utilize our proven outlets for outreach and are spared the higher cost of widening the net. NAWLA: Are there certain outlets that have delivered better returns than others? Bailey: Digital ads and social media have been the big hitters over the past few years, which is not surprising. Digital ads have proven more successful for us than traditional media, plus using digital ads allows us to measure our success and share valuable data with our leaders. This real-time data allows us to adjust our hiring strategy midstream, if needed, to achieve the desired end result. Such metrics are virtually impossible with traditional media. Using social media for recruiting and talent acquisition has also proven to be an effective method for our company. When jobs are posted on our social-media pages, they reach people who are already following our company. What better candidate to attract than those who are already existing advocates of our brand?
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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
Hiring Case Study B
Roseburg shifts to an active approach for recruiting top talent S imilar to a number of companies in the forest products industry, conversations about recruitment go hand in hand with conversations about a company’s marketing and communications strategy. That certainly remains the case for Roseburg, a company that sees marketing and recruiting as tactics that go hand-in-hand with one another. While they address this symbiotic relationship, their attention is currently turned toward the development of an internal recruiting team for the first time in the company’s history. Earlier this year, Roseburg hired Christine Collins as its first director of recruiting. Collins had been one of the company’s contracted recruiters for the previous eight years, and bringing her on full-time was a strategic move to harness her industry knowledge and empower her to build out a proactive, innovative plan for the future of the Roseburg’s recruitment. Why now? The answer is simple: the industry has evolved to a point that it has become necessary to take an active, rather than passive approach to recruiting top talent. “It used to be in our industry— if you go back not even 20 years— that the common approach was if you needed a supervisor you asked your managers and supervisors, ‘Who’s a good supervisor at the mill down the road?’ and then you went down the road to look for that particular supervisor,” said Kelleye Wise, senior
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vice president of HR & labor for Springfield, Or.-based Roseburg. Wise went on to say that it was incredibly common, especially on the operational side, to see mill managers and supervisors rotate through a couple of plants over the years. “The industry was really internalized,” said Wise. Over the last 15 years, however, these localized pools of candidates are decreasing. As you look down the I-5 corridor, for example, the number of wood products companies has rapidly shrunk, forcing companies
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like Roseburg to go farther outside their typical radius when looking for candidates. This is especially true for positions in HR, finance and IT, where industry knowledge is seen as a skill that can be acquired with training rather than a requisite for employment. Rebecca Taylor is an example of an employee whom Roseburg looked outside of the industry to fill a position. She was recruited from the healthcare industry and now serves as Roseburg’s corporate communications director. Building-Products.com
“It’s been two and a half years now. I had a steep learning curve, but I felt very supported,” said Taylor. “You have a certain set of skills you just have to apply to a different arena.” Identifying skills that are critical to positions is just as important as identifying the strengths and weaknesses of a potential candidate. Knowing as much as you can while prospecting will put an HR team in the best position to not only fill staffing needs, but also to retain employees. “We look for what’s called humble, hungry, smart,” said Wise. These traits are borrowed from the book The Ideal Team Player by Patrick Lencioni. All Roseburg HR staff are trained in this process and look for these traits in the candidates they are recruiting and interviewing. Not only do they find that this gives their HR team focus, but it also allows them the opportunity to identify candidates much earlier on who may have incredible work experience on paper, but just don’t meet the criteria for “fit.” Ideally this approach helps to avoid people joining the company and realizing a few days or month into employment that it isn’t going to work from one side or the other. To date, this approach certainly seems to have been working. Roseburg has a high retention rate, with turnover averaged at just under 15% over the last five years. The industry average for turnover is 25%. Utilizing the “humble, hungry, smart” method isn’t the first time that Roseburg has placed value on external methodologies for recruiting and evaluation of their staff. A number of years ago, the company implemented the Hogan Tests and Assessments, which uses 11 personality scales to help leaders recognize shortcomings, maximize strengths and build successful teams. The test isn’t seen as a pass/fail model, where candidates have to achieve a certain score to even be considered for employment, but rather as a way to highlight strengths and weaknesses. This approach allows Roseburg to tailor training and coaching to individuals who may need professional development in certain key areas, as highlighted by the evaluation, and are able to fuel their success as new members of their teams. “When we do hire someone who may have an opportunity to improve in a certain area, depending on what position they’re coming into, we provide training to augment and strengthen those areas that could be stronger,” said Collins. Another key way that Roseburg has continued to strengthen its staff is through their internship program. A few years ago, the program was restructured to make it more mutually beneficial—students are able to learn and Roseburg is able to attract top talent just out of their undergraduate programs. “We get 25 to 30 interns ever summer and last year we hired four or five of the interns after they graduated from college,” said Wise. “From that standpoint the program has been successful.” Those benefits extend far beyond their internship pool as Roseburg is also increasing their visibility at a grassroots level. Previous interns are wearing branded apparel and walking around campus and are then able to answers questions and shed light on their experiences with the Roseburg. These interns function as brand ambassadors and have helped to a point that Roseburg representatives attend job fairs and are able to skip the explanation of what Roseburg is and where they’re located and dive into specifBuilding-Products.com
ic benefits for potential internship program candidates. “We had been limited to the Pacific Northwest, but in the last couple of years we’ve pulled candidates from Cal State, Penn State, and Louisiana Tech just to name a few,” said Wise. Making the company attractive to students and millennials extends beyond name recognition, and Roseburg has taken steps to address those needs as well. “Nearly all of our plants are located in rural communities, which is an increasing challenge because most millennials do not want to live in rural communities,” said Wise. That fact is one of the major influences for relocating their corporate office from Dillard, Or., to Springfield in 2016. The move brought jobs for those in finance, IT, sales, HR and a few other positions to an area that has more of an urban vibe. Dillard has a population of 478 compared to Springfield’s population of 61,893. While not a full blown urban environment, the location in Springfield has more of the features that the younger workforce demographic finds to be attractive. “I think where we are now as a company is that Roseburg has taken a good step to get on the level with other wood products companies who have internal recruiting teams. This is a big step for Roseburg,” said Collins. When we connected with the team, Collins was currently on day 27 of her full-time employment with Roseburg, but the team has big plans for recruiting in the future. They’re poised to be a company to watch as they put these plans into action to continue to build their pool of candidates.
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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
One event. Big impact.
NAWLA’s 2018 Traders Market returns to Chicago this fall I n-person exposure to current and prospective business partners through networking is consistently cited as the most important factor in the decision to attend the North American Wholesale Lumber Association’s Traders Market. Attendees at last year’s event raved about the value of those interactions by saying: • “In my opinion, there is no better
time and money spent during the year to develop business relationships that that invested in the Traders Market,” said Matt Hamilton, general manager, Klumb Lumber Co., Atlanta, Ga. • “NAWLA Traders Market is the best event where suppliers, customers, and colleagues can meet at a central location,” said Curt Stuckey, general manager, Wholesale Wood Products, Dothan, Al. “I always get a lot done in
NETWORKING OPPORTUNITIES abound on and off the show floor
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the three days I spend at the event.” • “We see more customers at the NAWLA [Traders Market] than any other event,” said Jim Olson, sales manager, Coastal Forest Resources, Chapman, Al.
Traders Market by the Numbers 3 Days 1,400+ Attendees 20,300 sq. ft. of Show Floor 250 Exhibitors
With its return to the Hyatt Regency Chicago, Nov. 7-9, the 2018 Traders Market will once again deliver countless opportunities to build relationships and create business opportunities in one of the most historically popular venues for the event. “Chicago, once again, provides a great background for this NAWLA cornerstone event. Having access to hundreds of entertainment and dining options located in close proximity, makes networking with customers and prospects after Traders Market hours easy,” said Clark Spitzer, chief operations officer for Snavely Forest Products, Pittsburgh, Pa., and 2018 Traders Market committee chair. “The city seems to be a crowd-favorite location and is very accommodating to Building-Products.com
We produce enough EWP to build a new home every eight minutes. That takes a commitment to product and process quality, technical expertise and customer service that is unmatched in this industry. And that’s how we roll. For 20 years we’ve been a respected manufacturer of private-label EWP and are now producing our own Pacific Woodtech-branded products with the same dedication to innovation and quality.
pacificwoodtech.com
NAWLA members. We’re excited to return this fall.” For more than 20 years, the key players across the lumber supply chain—wholesalers, manufacturers and transportation and related service providers—have converged at the Traders Market for the chance to accelerate their companies’ long-term growth and success. “Simply said, Traders Market is the place to be. It’s the only trade show that brings together organizations from all facets of the forest products industry all in one location. The ability to meet face-to-face with more than 250 industry leaders and build new relationships in such a short, concise trip is invaluable to your business,” said Spitzer. “Outside of the eight hours of trade show floor hours, there are plenty of opportunities and networking events to have conversations with attendees to broaden your network share ideas with business leaders.” The central feature of the Traders Market, its trade show floor, will retain a similar schedule and layout as in years past, to help attendees maximize networking opportunities
NAWLA 2018 Traders Market Nov. 7-9, 2018 Hyatt Regency Chicago Chicago, IL Registration Opens in June at nawla.org
throughout Thursday Nov. 8 and the morning of Friday Nov. 9. In addition to the many connections attendees will make just by walking the aisles during show hours, there are two networking receptions where buyers and sellers can continue conversations at the event. Other popular aspects of the event that participants will experience in Chicago include Networking Central for impromptu meetings on the show floor, an event-focused mobile app with interactive floor plan and attendee messaging capabilities for ease in locating and scheduling meetings with exhibitors, and enlightening education session. In addition to the usual Traders Market schedule of events, this
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ALWAYS-BUSTLING show floor is the heart of the annual NAWLA Traders Market.
year Traders Market can continue t o c e l e b r a t e N AW L A’s 1 2 5 t h Anniversary. This added dimension to the event this year should encourage attendees to continue sharing their My NAWLA Story with others to demonstrate the benefits of this longstanding institution. A d d i t i o n a l l y, t h e J o h n J . Mulrooney Award will return to NAWLA after taking a several-year hiatus and the 31st recipient will be announced at Traders Market. This prestigious award is presented to an individual who has made significant contributions to the forest product industry and demonstrated strong personal integrity and a record of service to others. Nominations are currently being accepted for this award and the Mulrooney Award Committee will present this award on Thursday, Nov. 8 at Traders Market. Registration opens in June for the Traders Market and the Wood Masters course. NAWLA will once again restrict Traders Market attendance to NAWLA members only. To ensure you can attend, be sure your membership is renewed or new member application is submitted well in advance. Those interested in exhibiting may also secure their booth space now, on a first-come first-served basis. Visit www.nawla.org to learn more about the event, and check back often and new details are provided. Save the
May 2018
date and start planning your trip now. Those planning to attend Traders Market are encouraged to arrive in Chicago a day early to take advantage of high-caliber training tailored to industry professionals at NAWLA’s third annual Wood Masters course, Nov. 6-7 in Chicago. Past courses have helped participants build advanced negotiation, communication, time management, prospecting, memory and other skills related to improved performance.
Wood Masters Nov. 6-7, 2018 Hyatt Regency Chicago Chicago, IL
Across the two-day course, presenters employ a combination of case studies, presentations and panel discussions to maximize knowledge retention. Registration for this course will also be available in June, and must be completed separately from Traders Market registrations. Learn more and sign up for this limited-enrollment learning opportunity at www.nawla.org. Building-Products.com
NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT
Managing information By Dave Kahle
’m spending more and more time dealing with information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five years ago, salespeople were not too concerned with it. Today, dealing with information is so critical that it is an important part of almost every seminar I present. Here’s the issue: Technological advances in recent years have multiplied the amount of information that you must handle. The quantity of information landing on your lap has increased from sources all around you. Think about how much information you must keep about your customers. A few years ago, it was okay to keep everything in your head. Today you need forms, documents, files and systems, both electronic and paper, to keep it all straight. Consider the technical details of the products and programs you sell. Aren’t they more complex and sophisticated than just a few years ago? And all that complexity takes the form of additional information that you must organize and master. What about the computer systems you use and the information produced by them? Most salespeople I know could spend eight to 12 hours a week just reviewing computer printouts if they so choose. Add in memos from the boss, service bulletins, price increases, government regulations, new product specifications, the details of ever more complicated applications, etc., and your job is awash in information. The sheer volume of information coming at you is like an approaching tidal wave. If you don’t create some safe haven for yourself, you’re going to be rendered ineffective by the absolute mass of information. Imagine how many precious selling hours you could waste each week if you don’t harness that tidal wave of information. Or, imagine the time robbed from your family and personal life by the time it takes to handle more and more stuff. It’s time to recognize the problem for what it is: A serious and malevolent new threat to your effectiveness. So, what do you do? How do you overcome this threat? How do you get control over the flow of information and protect your valuable selling time? Defend yourself! One strategy is to become defensive. In other words, to develop ways to defend yourself from being overcome with useless information. The idea is to keep tempting but useless information from stealing your time.
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To do so, you need to understand and implement two key processes. The first is “screening.” Imagine the screen on your window. This fine mesh allows those breezes that you want to flow into the house, while it keeps out of the house those insects that you don’t want. So, it allows in that which you want, and keeps out that which you don’t want. That’s the idea behind the process of screening—allowing in that which you want, and keeping out that which you don’t want. Unfortunately, you can’t surround yourself with a physical screen. But you can implement the discipline of “screening” all the information that comes your way. To do so, you need to establish the habit of quickly assessing every piece of information that cries out for your time and to quickly decide if it is likely to be useful. Useful is the key and operative word.
If your quick perusal of a piece of information leads you to believe that it may be useful, you let that piece in. If you believe it will not be useful, you keep it out. In other words, you dispose of it. Let’s imagine a scenario. You’ve come into the office and pulled a pile of stuff out of your mailbox. The first thing you see is a new price list for a product line you rarely sell. Is this useful to you? Probably not. You throw it out. Next is a service bulletin on a piece of equipment that you haven’t sold in years. Is it useful? Probably not. Out it goes. Next is a computer report comparing last year’s sales in three product lines to the sales from two years ago on those same lines. Is it useful? In the round file it goes. Finally, there’s a memo from the boss outlining the agendas, location and schedules of sales meetings for the next two months. Better hold on to that one. You continue on this way, quickly appraising every piece of information, and disposing of every piece you deem to be not useful. This whole process may have only taken a few seconds. But your disciplined “screening” process kept a lot of “useBuilding-Products.com
less” information from sucking away your time. The net effect was that you created more selling time for yourself by disciplining yourself to keep out that which is useless, and to allow in that which is useful. Okay, so now you have a pile of stuff that, on first glance, looked like it might be useful. Now what do you do? Implement the second key process—triaging. You may be familiar with the word. It has a medical origin. In every hospital emergency room, there is someone who performs the triaging function. They make a quick assessment of the condition of the incoming patients, and then send them to different degrees and types of treatment depending on that initial assessment. So, one person is told to wait in the waiting room for a while longer, another is sent directly to the OB department, yet another is admitted to surgery, etc. The person who does the triaging sends each patient to a location for treatment based on that initial assessment. That’s what you do with the pile of information on your desk. You look at each piece of information, and send it to the location where it can be dealt with appropriately. So, for example, you have a spot for “Read and handle immediately.” You have a file for “Put this stuff into my account folders.” You have a folder for “Study this when you have time.” You have yet another marked “File with product information.” Now that you know what your options are, you are ready to “triage” the pile of information on your desk. Look at each piece, and place it in the location where you can deal with it appropriately. If you have thought about this beforehand and arranged an effective file system, this process may take you a just a few moments. At the end of that time, you have everything in its place and you can
Building-Products.com
now deal with it in the time and place you choose. You sit down with the “Read and handle immediately” pile and process it. The “study this when you have time” file goes in your briefcase to be reviewed while you are waiting for appointments, or on those occasions when you are having lunch by yourself. The stuff for “account folders” and “product folders” goes home with you and is reviewed and filed in your home office all at once on Friday afternoons or Saturday mornings. By implementing these two disciplines, you’ve taken what could have been an hour or two of information-engagement and turned it into a few moments of disciplined involvement on your part. You’ve gotten back hours of selling time, and not allowed the tidal wave of information to wash you away. This process of screening and triaging can work for you with any kind of information. Apply it to your list of daily emails and email attachments. Ditto the stuff in your inbox, and the pile of envelopes and catalogues that appear every day in the mail. Do the same with your choice of Internet surfing and TV channel hopping. Unfortunately, the information-rich world in which we live has created a situation where some of the techniques and strategies that used to work for you are no longer as effective as they once were. To maintain your effectiveness in a rapidly changing world, you need to take on new skills and processes. Defending yourself from the tidal wave of information which threatens to drown you is one of them. – Dave Kahle has presented in 47 states and 11 countries, and has written 12 books including the new Good Book on Business. Reach him via davekahle.com.
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INDUSTRY News
By David Koenig
Millwork certification program launches orld Millwork Alliance is partnering with Keystone Certifications to introduce a new product certification program. Sponsored by WMA and administered by Keystone, the new program is targeted toward door pre-hangers, and is intended to provide a simplified means for certification while offering competitive product differentiation in the marketplace. WMA CEO Rosalie Leone said, “WMA is excited to be able to offer certification solutions and an efficient process to demonstrate code compliance to our members and the door pre-hanger industry.” The WMA Certification Program will provide third-par-
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ty certification for structural, thermal, hurricane impact, insulating glass, and manufactured housing compliance under the WMA and Keystone label. Additionally, Quality Assurance services will be offered for the assessment of manufacturer quality management systems in compliance with requirements for Florida Product Approval. “The recent adoption of WMA 100 in the International Residential Code dramatically simplifies the ability of entry door prehangers to meet the code with minimal testing through certification. The launch of the new WMA Certification Program couldn’t have come at a better time,” noted Jessica Ferris, WMA director of codes & standards. The WMA Certification Program will offer a premier service to the millwork industry, founded on professionalism and a solid infrastructure by WMA and Keystone. Keystone president Jon Hill said, “Keystone Certifications is excited about the opportunity to support WMA in this new venture and to make product certification for the entry door market simple and streamlined.” BPD asked Ferris about the breadth and impact of the new program: What exactly will certification prove? • It demonstrates product conformance to specified building code product performance requirements. The certification label on the product conveys to the building code inspector what he needs to know to verify that the product complies to an AHJ’s building code. • It demonstrates to consumers that the product has been tested, analyzed, and rated to specific performance standards by a third-party entity.
WORLD MILLWORK Alliance’s new certification program demonstrates to inspectors that the product is code compliant and to consumers that it has been tested and rated to performance standards. (Photo by Araupel)
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What is the importance of offering certified product for the distributor and for the end-user? • From a marketing perspective, it provides competitive product differentiation. Marketing of certification requirements raises awareness of performance and quality benefits, and it challenges competitive products that are not certified. • It enhances internal quality assurance programs of the certificant, and formalizes their processes and procedures since this is a requirement for maintaining product certification. Building-Products.com
• It promotes standardization of product performance within the marketplace. • And it encourages product development to increase product performance for a competitive advantage. Is certification proof of the viability of the finished product or of the competence of the pre-hanging company? No, certification is the process of certifying through an independent third-party entity, such as Keystone Certifications, that a certain product has passed performance and quality assurance tests or qualification requirements stipulated in building codes and nationally accredited standards, or that it complies with a set of regulations governing quality and minimum performance requirements.
Products, once certified are eligible to display a certification mark, such as the WMA product certification label. Are there different types, levels or degrees of certification for door pre-hangers? (Are there already other certification system(s) offered to door pre-hangers?) There are different types of certifications offered by WMA’s sponsored certification program. And there are other certification programs out there that offer similar programs for fenestration products, but none that are tailored specifically for the pre-hanging industry. That’s because the WMA program is the only program that currently offers certification to ANSI/ WMA 100 – Standard Method for Determining Structural Performance
Ratings for Side-Hinged Exterior Door Systems, and Procedures for Component Substitution. The WMA Certification Program offers product certification to: • structural standards, such as the ANSI/WMA 100; • impact performance standards; • thermal performance standards established by NFRC (National Fenestration Rating Council); • insulating glass standards; and • manufactured housing standards. What other types of millwork products/producers can be certified? In addition to side-hinged exterior doors, windows and sliding glass doors can also be certified in the WMA program—so all fenestration products.
Our patented DeckLok® System provides Code Compliant bolted connections at all critical structural locations of your deck. Available in post-manufactured, hot-dip galvanized and 316 stainless steel, DeckLok helps you exceed IRC and IBC 2006, 2009 and 2012 code requirements.
Building-Products.com
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Ledger Connections: Anchors against deck pullout and collapse, 4,000 lbs. per set.
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Rail Post Connections: Increases connections over 500%.
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Stair Stringer Connections: Provides bolted connection for Stair Stringer to deck substructure.
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NEW Products
Railing of Distinction Healing Broken Posts The Post Doctor post repair kit eliminates the need for a high-cost brand new wooden fence after wooden posts have rotted from lack of maintenance or have fallen victim of destructive lawn equipment. The system uses the original post and restores it back to its former façade, without the hassle of removing or digging up existing posts. The system is designed for fences, posts for outdoor structures, and mailbox posts.
Wolf Distinction Railing is a new line of deck railing by Wolf Home Products that combines the perennial look of real painted wood with durable, low maintenance materials. The line features Wolf’s unique Optibracket Technology, which utilizes a single bracket that can be used in four configurations—22.5°, 45°, flat and stair—making installation simple and seamless. n WOLFHOMEPRODUCTS.COM (800) 388-9653
n THEPOSTDOCTOR.COM (937) 665-0464
Triple Power Lasers Leica Lino point and cross-line lasers can be operated with Li-ion rechargeable or alkaline batteries or they can be connected directly to the power supply. The triple power concept ensures uninterrupted use. The lasers connect to the precision-made adapters by strong magnets, thus ensuring work is done quickly and precisely. The rotating twist adapters can be set up on edges and profiles or fixed to tubes and rails. The laser is infinitely adjustable in height thanks to the setting wheel on the magnetic wall bracket. n LASERS.LEICA-GEOSYSTEMS.COM (877) 412-7467
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Plug Up Your Deck The DuraLife Cortex Plug System helps create a seamless perimeter and stair treads when installing DuraLife composite decking. The system conceals exposed screw heads and since the plugs are made of actual DuraLife boards, the color and wood grain match is exact, providing a continuous, uniform aesthetic. n DURALIFEDECKING.COM (800) 866-8101
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Strong-Performing Nailers
National Nail upgraded its 18-gauge Stinger Cap Stapler with an enhanced design that improves performance with easier loading, longer tool life, and tool-free adjustable exhaust. Shooting 200 caps and 200 staples before reloading, the versatile cap stapler now also provides a wider range of operating pressure (up to 120 psi) which makes it ideal for installing roofing underlayments, housewrap and foamboard. n NATIONALNAIL.COM (800) 968-6245
Perfect Spirals Trex Spiral Stairs added a new Multi-Line Handrail system to its collection, designed specifically to complement the view-enhancing spacing and sleek styling of cable and rod railing. The new option provides a functional, space-saving alternative to standard stairs. The ultra-thin, metallic railing balusters create the illusion of cascading cable railing winding its way down the staircase, while offering the strength and durability of stainless steel. n TREX.COM (800) 289-8739
Purple Gypsum
National Gypsum is offering building owners, contractors and homeowners a solution to improve sound heard between rooms without the need for disruptive demolition. Gold Bond SoundBreak XP Retrofit is a 5/16” sound-damping gypsum board with a viscoelastic polymer adhered to the back paper. The high-density material is encased in heavy mold-, mildewand moisture-resistant Purple face paper, providing the same sound damping benefit as our original SoundBreak XP board, but with no need to tear down existing walls. n NATIONALGYPSUM.COM (704) 365-7300
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The Right Kind of Tread
L.J. Smith’s Square Nosed Tread Collection is a selection of treads, false treads and landing tread all featuring square nosing. Available in lengths of 42”, 48” and 54”, the treads come in red oak and poplar wood species. There are plain treads, treads with miter returns on one end (that are reversible), and treads with miter returns on both ends. The treads are made to harmonize with many home designs, including Contemporary, Retro, Modern and Craftsman. n LJSMITH.COM (740) 269-2221
May 2018
Building-Products.com
Stronger Walls
Drive, Plug, Tap
Wooster Brush Co. has extended its Bravo Stainer line to include 2-3/4” brushes in both blends. Designed to offer excellent quality and versatility for nearly any staining project, Bravo Stainer brushes are available in a variety of sizes in both 100% white China bristle and a white China bristle/sable polyester blend.
Johnson’s 1515-PLY Pocket Door Frame Plywood Clip Set delivers a solid inner structure so users can hang cabinets, towel racks, tiles and other heavy materials to pocket door walls. Quick to install, the steel clip set anchors your plywood panels to the pocket door frame split studs and the wall studs. The clip set can be used in 2x4 or 2x6 stud walls and with doors weighing up to 400 lbs.
Simpson Strong-Tie’s DeckDrive DCU screw plug is part of a complete hidden deck-fastening system that also includes the premium DCU Composite and Auto-Set Driver bit. Ideal for decking and trim applications using composite or PVC lumber, the screw plug solution offers a simple way to cover exposed fastener heads that’s as easy as drive it, plug it, and tap it flush.
n WOOSTERBRUSH.COM (800) 392-7246
n JOHNSONHARDWARE.COM (800) 837-5664
n STRONGTIE.COM (800) 925-5099
Brush Up
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Spring Hues for Decking AZEK Building Products’ three new deck colors offer a realistic, wood-like appearance, including diverse color palettes, realistic grain textures, and superior durability. The new Vintage Collection colors are Coastline, English Walnut, and Weathered Teak. The collection is backed by an industry-leading 30-year limited fade and stain and a limited lifetime warranty and meets criteria for a Class A on the flame spread index. The lightweight boards make AZEK an ideal choice for both commercial and residential roof decks. n AZEK.COM (877) 275-2935
POS Assurance on the Job POS Assured by ECi Software Solutions is an offline option for Spruce and RockSolid MAX software. It allows businesses to process emergency front counter sale transactions when access to their cloudbased system isn’t available. In the event of store internet connectivity problems, power outages, or other temporary connection issues, the system offers a quick transition to offline mode and queues sales data. Once connectivity is restored, queued data synchronizes with the business system resulting in complete transaction records with no duplicates. n ECISOLUTIONS.COM (800) 560-9068
Bamboo Composites Cali Bamboo is adding to its outdoor product repertoire with all-new rail and post systems and fresh decking colors. Rails and posts are color-matched and made of the same ultra-durable composite material as TruOrganics–Cali’s low maintenance planks, which are especially popular for their authentic wood grain beauty. This ensures finished decks are more cohesive in their overall look, performance and ease of installation. n CALIBAMBOO.COM (888) 788-2254
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Building-Products.com
WHITE
Natural trim colors are gaining in popularity. But to a
SAND
contractor, that means losing time and margin on painting. Give your customers – and their customers – peace of mind
CLAY
with PALIGHT Trimboard in Clay or Sand with Color2Core.™
PALIGHT Color Trim: Better than a shrink. EVERCLEAN™ PROTECTIVE FILM
Photos by BPD
LAT TEXAS DEALERS SHOW
LAT ropes in Texas dealers
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LUMBERMEN’S Association of Texas & Louisiana held [1] its 132nd annual show in San Antonio, Tx. [2] Matt Harrington, Jean Fahy. [3] Rick & Susan Benton. [4] Mark Stevenson. [5] Ben Hevenor, Jerry Atkins, Art Wallace. [6] Mark Dodson, Bob Applegate. [7] Chuck Murdock. [8] Daniel Salinas, Mike Vallejo, Jeremy Kolenovsky. [9] Scott Stanford. [10] James Bergman, Ben Albert. [11] Terry Bailey, Todd Raines. [12] Jamie Hursch, Nick Zilliken, David Lawrence. [13] Mike Musselman, Ron Kennedy. [14] Chad Mizell, Bill Laughlin. [15] Tony Rocha, Kimberly Watts, Paul Pfingsten, Zach Zimmerman. [16] Rod Sims. [17] Donnie Wright, Mireya Zapata, Nathan Sikes. [18] Mark Cofer, Amy Pierce. [19] Velvet Phillips, Michael Rowland. [20] Quinton Pugh.
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Building-Products.com
Interest sky high at Mass Timber Conference The 3rd annual International Mass Timber Conference rolled into the Portland Convention Center, Portland, Or., with an ambitious agenda examining the new face of mass timber construction, offering attendees unparalleled knowledge and networking opportunities. Over 1,000 people from more than 20 countries attended the March 20-22 conference, co-produced by Forest Business Network in coopera-
new manufacturing technologies, and design aspects. Embedded in many of the discussions was the ongoing topic of responsibly sourcing wood within the broader context of forest health. “If we’re talking about wood in building construction, we should be talking about forestry, and we are,” said Craig Rawlings, CEO of Forest Business Network. On the opening day of the conference, attendees had the opportunity to visit Freres Lumber’s Mass Plywood Panel manufacturing plant in Mill City, Or. Plant construction was recently finished in December 2017 and MPP production is now running. Freres also had Mass Plywood Panels on display at the show. The company had award-winning firm Lever Architecture and KPFF Engineering custom-design and construct a lounge for the show out of its MPPs. (Visit building-products.com to view a brief video on the amazing construction process.) In all, 62 companies exhibited at the conference. The event closed with a wrap-up panel focused on mass timber mes-
tion with the wood design experts at WoodWorks–Wood Products Council, offered a primer on cross laminated timber (CLT) and other engineered wood innovations, their safety, and their potential in a world dealing with climate change, forest health, and urbanization. Sessions featured more than 70 experts, some from countries with a lengthy history of using mass timber, and covered safety and durability,
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MASS TIMBER Conference kicked off with attendees given the opportunity to tour [1] Freres Lumber Co.’s Mass Plywood Panel facility in Mill City, Or. [2] Over 70 present-
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ers explored a wide range of mass timber-related topics throughout the three-day conference in Portland, Or. [3] Todd Davis, Mike McCollum, Eric Geyer. [4] James Guerard,
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6 Stacy Thompson. [5] Randy Daudet, James McPherson. [6] Brett McCutcheon, Chad Giese. (More photos on next page) Building-Products.com
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ON THE SHOW FLOOR (continued from previous page) [7] DR Johnson erected an impressive display. [8] Freres built a lounge from Building-Products.com
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MASS TIMBER CONFERENCE
saging and engagement, featuring Mike Bradley, a CLT advocate and building contractor from Spokane, Wa; Nicole Miller, managing director of the Biomimicry Institute; Mark Wishnie, director of forestry and wood products at The Nature Conservancy; and Portland-based architect Thomas Robinson, who won the USDA’s award for the Tall Wood Building Competition with his firm’s design of the Framework building. The 12-story wooden building, soon to be built in Portland’s trendy Pearl District, features CLT and other engineered wood as key components. The Pearl building, to be constructed not far from the conference venue, will provide an unmistakable message that mass timber is here to stay.
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Mass Plywood Panels. Other exhibitors included [9] International Beams, [10] SCM, [11] SmartLam, [12] StructurLam, [13] WoodWorks,
[14] Sierra Pacific Windows, [15] Nordic Structures, [16] MetsaWood, [17] Koppers Performance Chemicals, and [18] Katerra.
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LMC shows and tells
NAHB-accredited courses. Featuring two professional facilitators to guide the conversation, the Marketing Idea Exchange began with a case study and ice breakers where the group got to know one another, explored challenges everyone was facing, and proposed new solutions to overcome those challenges.
Photos by BPD
LMC ANNUAL MEETING
LMC recently brought together buying group members to learn and network for its 83rd annual meeting in Tampa, Fl. Highlighted were The Marketing Idea Exchange, which catered to the LBM industry, and the new Kitchen & Bath Showcase, which offered kitchen and bath designers the opportunity to see the latest products, network and complete
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LMC SHOW introduced a [1] Kitchen & Bath showcase. [2] Josh Nau, Geoff Ferreira. [3] Mark Swinth, Rob Endres. [4] Ed Rekos, Lisa Martin, Krystal Lugo. [5] Dan Nicklin, Steve Firko, Maurice Netemeyer. [6] Chuck Casey, Mark Swinth. [7] Liz Langen, Cindy McCarville. [8] Jonthan Weiss, Tony Moss. [9] Brian Bunt, Adrienne Kazarian, Lindsey Grove. [10] Bob Loew,
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David Fincher. [11] Corbin Rinehart, Sean Pasell. [12] David Lewis, Sue Cuming. [13] Jeff James, Ryan Cornutt. [14] Andy Faircloth, Dave Penny, Don Judd. [15] Kelly Matthews, Wayne Miller. [16] George Pendleton, Marty Hawkins. [17] Chris Kollwitz, Jeremy Good, Donna Fodor, Jim Powell. [18] Curt Allen, Tony Butler. (More photos on next page) Building-Products.com
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36 LMC (conintued from previous page): [19] Matt Black, Harris Gant. [20] Bryan Kubitz, Mark Przypek. [21] Jeff Womack, Jim Dudley. [22] Brett Shuler, Bryan Kubitz. [23] Juliana Rumbaugh, Phil Herman. [24] Phill Odom, Mark McLean, Blake Keitzman. [25] Matt Lufkin, Brock Marlin, Jim Abbott. [26] Tom Micka, Butch Thurston, Michael Grant. [27] Lou Taback, Kelly Jones, Mike Randazzo. [28] Chad Warren, Chris Bartimioli. [29] Building-Products.com
LMC ANNUAL MEETING
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Marshall Neal, Laurie & Jay Wrenn. [30] Rich Kessler, Kevin Dill, Ashton Avarell. [31] Craig Little, Michael Melczarczyk. [32] Myron Boswell, Paul Dupont, Bruce Blake. [33] Ron Herrin, Kraig Berglund. [34] Joe Fleming, Phil Jenkins, Dom Lanzilatti. [35] Jimmy Welch, Michael Leckwatch, David Gibson, Pat Coddington. [36] Dennis McWhirter. [37] Tammy Minnis, John Johnson. [38] Sam Esler, JP Adams. [39] Aaron Flemming. May 2018
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TALK Back Send comments to letters@building-products.com.
Checking the Checkers Today I’ve been catching up on some industry reading and enjoyed your March and April issues of BPD—especially your always-thoughtful editorials and the March issue’s industry association coverage on cedar, redwood and cypress. I’m way overdue to send a note of appreciation for the service you provide the industry, and the zest and purposefulness with which you pursue your work. Good show! I’m a bit sheepish in admitting that the occasion prompting me to finally get around to thanking you was my coming across what appears to be another case of the now rampant inappropriate use of apostrophes, as found in the cypress article’s headline (“In’s & Out’s of What’s Trending in Cypress”). I may be mistaken, and will welcome any correction for the sake of my own punctuation improvement, but it appears there are two too many apostrophes in the headline. As I’ve understood it from my grammar school English class, apostrophes are properly used to show possession, as in “Pat’s German shepherd puppy is destroying his recently landscaped backyard,” and to show the contraction of two words, such as “He’d train the dog to refill and reseed the holes but he’s short on time,” contracting He and would, and he and is. So far as I can see, neither of these proper uses apply to the headline. It seems the correct punctuation would be, “Ins and outs of what’s trending in cypress.” I’m guessing the misuse making it into print was a mere oversight by whomever proofread the piece, which only serves to show that this error is now so frequently made that it’s commonly overlooked due to familiarity. For me, this “familiarity breeds contempt”—I hate to see such errors in print, as they only reinforce like misuse amongst the public, whose use of the language seems to be ever declining since the advent of
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public school’s. (Just kidding on schools!) Thanks for reading my rant, and thanks again for such a fine and productive tool as BPD. Mike Jacobs, Idaho Timber, Boise Id.
– You are correct. We inserted the felonious punctuation because In’s and Out’s was easier on the eye than Ins and Outs. Plus, we really like apos’tro’phe’s.
You Can’t Buy Time
Patrick, I saw the picture first, and smiled. I remembered telling you at IBS how I always look forward to your column because I get to see pictures of your beautiful family. Then I read your column (“You Can’t Buy Time,” April, p. 8). Then I re-read it. What a beautiful tribute to a friend and to life in general. You captured so many emotions in your column. It made me stop and think... and remember to be grateful that I’m working in an industry I love with caring people. And that I’m happy each day to say I hope my legacy is one filled with love to animals, friends and family, to being kind to people, and to loving every day of my life. Thanks for making me stop and think about that again. Kathy Ziprik Ziprik Consulting, Mills River, N.C. I look back to when my son and daughter were little (he is 27, she is 23) and yes, back then, I was younger too and more ambitious to work and earn more money. I did make time for my kids, but I could have made more. Regrets, yes, but that’s the choice I made during that time. My wife is my rock (going on 37 years of marriage). She would drop anything for them now or then; I have learned to do the same. Take lots of pictures and give lots of LOVE. David Beckham Payless Surplus & Building Material, Fort Worth, Tx.
Building-Products.com
HAVE IT ALL IN ONE HAUL. One shipment from Great Southern Wood gets you so much more than
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YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, systems, and technologies of unrelated third parties. For details regarding the Preservatives, methods, systems, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission. *Availability varies by region. YellaWood® available in all markets.
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ASSOCIATION Update Lumbermen’s Association of Texas installed Jimmy Pate, Pate’s Lumber, Comanche, Tx., as its new president during its recent convention and buying show in San Antonio, Tx. (see photo coverage on page 66). Other new officers include 1st VP David Ward, Red River Lumber, Texarkana; treasurer/secretary, Grant Foxworth, Foxworth-Galbraith, Plano; sgt.-at-arms, Brian McCoy, McCoy’s Building Supply, San Marcos; and immediate past president Chris Miller, Parker’s Building Supply, Beaumont. Northeastern Retail Lumber Association’s Spring Leadership meeting is just around the corner May 15-16 in Rensselaer, N.Y.
CONGRESSMAN David Young (R-IA), who represents the 3rd District of Iowa, was among the legislators who addressed lumber dealers during the National Lumber & Building Material Dealers Association’s recent Legislative Conference in Washington, D.C.
North American Wholesale Lumber Association will hold its Southeast regional meeting May 10 in Birmingham, Al., followed by a Wood Basics Course May 21-24 at Virginia Tech, Blacksburg, Va.
Northwestern Lumber Association is staging Estimating 1-2-3 May 14-16 in Roseville, Mn., and a business management course May 16-17 in Eagan, Mn.
Southern Forest Products and Southeastern Lumber Manufacturers Associations enjoyed a successful joint spring meeting in Atlanta, Ga., with over 200 attendees and over three dozen exhibitors.
Mid-America Lumbermens Association is hosting its Sunflower Shootout June 7-8 in Hesston, Ks. Day one is a BBQ dinner, day two the four-person scramble golf tournament.
Southern Cypress Manufacturers Association elected Mark Tuck, Gates Milling, Gatesville, N.C., president and Tripp Josey, Josey Lumber
Building-Products.com
Company, Scotland Neck, N.C., vice president during its annual meeting April 21 in Greenville, S.C. Western Red Cedar Lumber Association is hosting its Cedar Summit May 10-12 at The Inn at Laurel Point, Victoria B.C. Hardwood Plywood & Veneer Association has changed its name to Decorative Hardwoods Association. The change comes with a new logo, website refurbishment, and URL (www.decorativehardwoods.org). The group’s spring conference will take place at Kiawah Island Golf Resort May 6-8 at Kiawah Island, S.C.
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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. WANTED TO BUY
WANTED TO BUY
NORTH CAROLINA RELOAD
Shaver Reload, Statesville, NC
• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com
ADVERTISERS Index
Mid Valley Lumber [www.midvalleylumber.com]
48
Allura [www.allurausa.com]
27
North American Wholesale Lumber Assn. [nawla.org]
Atlantis Rail Systems [www.atlantisrail.com]
72
Norbord [www.norbord.com]
Building-Products.com [www.building-products.com]
74
Northeastern Lumber Manufacturers Assn. [www.nelma.org] 75
CertainTeed [www.certainteed.com]
21
Orgill [www.orgill.com]
33
CMPC [www.selex.cl.com]
45
OZCO Building Products [www.ozcobp.com]
19
Crumpler Plastic Pipe [www.cpp-pipe.com]
64
Pacific Woodtech [www.pacificwoodtech.com]
53
CT Darnell Construction [www.ct-darnell.com]
32
Palram Americas [www.palramamericas.com]
65
Culpeper Wood [www.culpeperwood.com]
31
PPG Architectural Finishes [www.ppgac.com]
49
DassoXTR [www.dassoxtr.com]
30
ProWood [www.prowoodlumber.com]
3
Deckorators [www.deckorators.com]
Cover IV
57, 77 9
Redwood Empire [www.redwoodemp.com]
Cover I
DMSi [www.dmsi.com]
39
Robbins Lumber [www.rlco.com]
55
Do It Best Corp. [www.doitbestcorp.com]
5
Roseburg Forest Products [www.roseburg.com]
41
Duralife [www.duralifedecking.com]
23
RoyOMartin [www.royomartin.com]
43
Everwood Treatment Co. [www.everwoodtreatment.com]
47
Screw Products [www.screw-products.com]
59
Fasco America [www.fascoamerica.com]
29
Simpson Strong-Tie [www.strongtie.com]
Feeney, Inc [www.feeneyinc.com]
13
Snider Industries [www.sniderindustries.com]
59
Great Southern Wood Preserving [www.yellawood.com] 25, 73
Swanson Group Sales Co. [www.swansongroupinc.com]
61
Harmony Railing [www.harmonyrailing.com]
63
Tek-Rail [www.tek-rail.com]
34
Jordan Lumber [www. jordanlumber.com]
51
UltraLox [www.ultralox.com]
63
Koppers Performance Chemicals [kopperspc.com]
35
Weyerhauser Co. [www.woodbywy.com]
Lonza [www.lonza.com]
67
Woodway Products/LWO [www.woodwayproducts.com]
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Cover II
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Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Moulding & Millwork Producers Association – May 1-3, annual meeting, San Diego, Ca.; www.wmmpa.com. Woodworking Industry Conference – May 1-4, Hyatt Regency Maui Resort & Spa, Maui, Hi.; www.wmia.org. Construction Suppliers Association – May 3-4, Women in Lumber Leadership, Doubletree Hotel, New Orleans, La.; www.gocsa.com. Mid-America Lumbermens Association – May 3-4, Swing into Spring, Lake of the Ozarks, Mo.; May 7-8, estimating workshop, St. Louis, Mo.; www.themla.com. Material Handling Equipment & Distribution Association – May 5-9, annual convention & show, Miami Beach, Fl.; www.mheda.org. Decorative Hardwoods Association – May 6-8, spring conference, Kiawah Island, S.C.; www.decorativehardwoods.org. Massachusetts Retail Lumber Dealers Association – May 8, western golf outing, Southwick, Ma.; www.nrla.org. National Hardware Show – May 8-10, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com. Coverings – May 8-11, Atlanta, Ga.; www.coverings.com. Western Red Cedar Lumber Association – May 9-11, Cedar Summit, Victoria, B.C.; www.realcedar.com. North American Wholesale Lumber Association – May 10, regional meeting, Birmingham, Al.; www.nawla.org. Peak Auctioneering – May 12, LBM auction, Howard County Fairgrounds, West Friendship, Md.; www.peakauction.com. Northeastern Loggers Association – May 11-12, Loggers Expo, Essex Junction, Vt.; www.northernlogger.com. Northwestern Lumber Association – May 14-16, estimating class, Roseville, Mn.; www.nlassn.org. Southern Pine Inspection Bureau – May 14-17, lumber quality & process control/lumber quality leadership workshops, Atlanta, Ga.; www.spib.org. Do it Best – May 18-21, spring market, Indianapolis Convention Center, Indianapolis, In.; www.doitbest.com. Peak Auctioneering – May 19, LBM auction, The Historic West Bottoms, Kansas City, Mo.; www.peakauction.com. North American Wholesale Lumber Association May 21-25, Wood Basics course, Blacksburg, Va.; www.nawla.org. Peak LBM Auction – June 2, Berea, Oh.; www.peakauction.com. Mid-America Lumbermens Association – June 7-8, Sunflower Shootout, Hesston, Ks.; www.themla.com. Peak Auctioneering – June 9, LBM auction, Kane County Fairgrounds, St. Charles, Il.; www.peakauction.com. National Lawn & Garden Show – June 12-13, Hilton St. Louis Ballpark, St. Louis, Mo.; www.nlgshow.com. Forest Products Society – June 12-15, international convention, Madison, Wi.; www.forestprod.org. East Coast Builders Conference – June 14-15, Music City Center, Nashville, Tn.; www.ecbcshow.com. House-Hasson Hardware – June 14-16, market, Sevierville, Tn.; www.househasson.com. Peak Auctioneering – June 16, LBM auction, The Historic West Bottoms, Kansas City, Mo.; www.peakauction.com. Houston Home & Garden Show – June 16-17, NRG Center, Houston, Tx.; www.texashomeandgarden.com. Retail Lumber Dealers Association of Maine – June 19, golf outing, Belgrade Lakes, Me.; www.nrla.org. Building-Products.com
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FLASHBack
69 Years Ago This Month
Sixty-nine years ago, BPD’s sister publication, The California Lumber Merchant, announced the recent launch of a weekly radio show for the lumber industry. Called Logger Lumberjack, the half-hour show aired every Sunday evening at 6:00 over KIEM AM and KRED FM from Eureka, Ca. The show was the brainchild of Cy Bendorf, longtime president of the California Redwood Box Co., Oakland, Ca., and an authority on Scandinavian music and dance, who had previously hosted a weekly music program in the Bay Area. When he moved to Humboldt County in 1948, his first effort was to produce a local Folk Music Show, starting in January 1949. At the time, his brother Derby Bendorf, who worked for The Pacific Lumber Co., Scotia, Ca., was serving as current president of the California Lumbermen’s Accident Prevention Association. In March, Cy convinced the association to sponsor a show he would produce and narrate, consisting of roughly “half talking and half musical recordings.” According to The Merchant, “The story line tells about the forests and their products, featuring the important part that wood has played in man’s prog-
SAN FRANCISCO Bay Area hardwood wholesaler White Brothers celebrated its 77th anniversary on the cover of the May 1949 edition of The Merchant.
ress toward civilization. The story is interrupted occasionally during this period by musical selections. “The talks concerning accident prevention are made in a calm and sincere manner and follow the general policy of the sponsoring association in that there is no citing of horrible examples nor implications of carelessness in reference to causes of accidents. The talks are designed solely with the idea of creating a feeling of equal joint responsibility between supervisors and employees in accident prevention work.” Sponsoring members of the show included Palco, Arcata Redwood, and Holmes-Eureka Lumber Co. • In the same May 1949 issue, The Merchant reported that plywood had become “flywood” in Central America. A Pan American World Airways cargo Clipper flew 55 bundles of plywood, weighing 10,263 lbs., from Merida, Mexico, to San Salvador, El Salvador.
DESPITE HIGH hopes, Dri-Rite Kilns did not last long at its new high-tech site. The facility has gone through many new tenants over the years and was most recently remodeled into a wood-sided Starbucks.
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Three three-ply cedar wood, believed to be the first ever transported by air, was consigned to the Bank of London and South America at San Salvador. The alternative to sending it by air was to ship it by sea from Merida to New Orleans. There it would have had to be transferred to another vessel en route to Puerto Barrios, Guatemala, from where it would continue by train to El Salvador. Aside from the time element— the shipment by PanAm took only a few hours vs. many days—there was an appreciable saving in shipping costs. Most of the plywood was to be used in the construction of doors for the new Regalado Building in San Salvador, but a portion also went into manufacturing furniture. • Texoak Flooring Co., Crockett, Tx., figured out a method for nearly tripling its production from the same machinery. Initially the workers were turning out about 80,000 linear ft. of flooring in a 10-hour day. The boss offered a bonus for every day they could hit at least 100,000 ft. a day. At first skeptical they could reach the total, they quickly exceeded it. “The men soon became conscious of the fact that they were not only working for the management, but were also working for themselves,” we noted. “The figures went up and up, and the peak production for one day now stands at 215,237 linear ft. for a 10-hour run!”
Building-Products.com
ONE FLOOR. ONE NAME. WEYERHAEUSER. ALWAYS BUILDING. WEYERHAEUSER FLOOR SYSTEMS When floors are engineered together, they work together. Start with the best framing components in the industry, Weyerhaeuser Trus Joist ® TJI ® Joists, Framer Series ™ Lumber and TimberStrand® LSL Rim Board. Pull them together with our Diamond ™ subfloor with patented Down Pore® technology and you’ve got a floor system built to last, from a company that’s stood for building since 1900. Call 888.453.8358 or go to Weyerhaeuser.com/woodproducts to find your Territory Manager and closest Trus Joist® dealer. Weyerhaeuser, Trus Joist®, TJI® Joists, Framer Series™, Timberstrand® and Diamond™ are registered trademarks of Weyerhaeuser NR. © 2018 Weyerhaeuser NR Company. All rights reserved.
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Building Products Digest 151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959
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