BPD Nov. 2018

BPD

NOVEMBER 2018

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

OUTDOOR LIVING TRENDS • SAFER, STRONGER DECKS • TREATED WOOD TRAINING

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

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

YellaWood® columns are made from high-grade pressure treated pine for a beautiful appearance and unrivaled strength. Available in natural and pre-primed options,* each column is engineered for greater strength and stability with a hollow core for ease of use in electrical applications. In addition to unbeatable strength, beauty and convenience, you can count on the unmatched reputation and support of the YellaWood® brand. Which means you also get the added support of working with the one brand consumer know and trust.

Columns KILN DRIED AFTER TREATMENT

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

Learn more at yellawood.com/columns

*Product availability varies by region YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood®, the yellow tag and the color yellow as applied to the end of pressure treated wooden columns are federally registered trademarks of Great Southern Wood Preserving, Incorporated.

TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED BOARDS KDAT SQUARE-EDGE RADIUS-MILLED EDGE PRESSURE TREATED TIMBERS ROUGH OR DRESSED SIDING LOG CABIN T1-11 RB&B PATTERN STOCK SPECIALTY POSTS PRESSURE TREATED MAILBOX POSTS STANDARD FRENCH GOTHIC DOUBLE V-GROOVE FANCY OCTAGON SLANT TOP PRESSURE TREATED DECK POSTS PRESSURE TREATED PLYWOOD YELLAWOOD COLOR-FULL COLOR INFUSED FACTORY APPLIED WATER REPELLENT YELLAWOOD OUTDOOR FASTENERS STARBORN HIDFAST FASTENMASTER OUTDOOR LIVING TRUCK FLEET SALES SUPPORT MARKETING TRAINING DIFM DIY REPUTATION ACCESSORIES OSRS #1 PRIME #2 PRIME DSS C&BTR 5/4 STANDARD 5/4 PREMIUM AZEK TIMBERTECH JAMES HARDIE AERATIS TANDO EDGEFAST COPPER CARE TENINO SPACEMAKER DEXERDRY FIBERON PRESSURE TREATED DECKING: KILN DRIED AFTER TREATMENT MASTERDECK RAINWOOD YELLAWOOD SELECT KDAT YELLAWOOD SUPERSELECT GLULAM PORCH COLUMNS YELLAWOOD ARCHITECTURAL TRIM KDAT TONGUE AND GROOVE PORCH FLOORING PRESSURE TREATED HANDRAILS PRESSURE TREATED SPINDLES PRESSURE TREATED BALUSTERS SQUARE 2 ENDS BEVEL 1 END SCALLOPED 2 ENDS PRESSURE TREATED STEP STRINGERS PRESSURE TREATED STEP TREADS WITH V-CHANNELS AND BULLNOSE EDGE PRESSURE TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED BOARDS KDAT SQUARE-EDGE RADIUS-MILLED EDGE PRESSURE TREATED TIMBERS ROUGH OR DRESSED SIDING LOG CABIN T1-11 RB&B PATTERN STOCK SPECIALTY POSTS PRESSURE TREATED MAILBOX POSTS STANDARD FRENCH GOTHIC DOUBLE V-GROOVE FANCY OCTAGON SLANT TOP PRESSURE TREATED DECK POSTS PRESSURE TREATED PLYWOOD YELLAWOOD COLOR-FULL COLOR INFUSED FACTORY APPLIED WATER REPELLENT YELLAWOOD OUTDOOR FASTENERS STARBORN HIDFAST FASTENMASTER OUTDOOR LIVING TRUCK FLEET SALES SUPPORT MARKETING TRAINING DIFM DIY REPUTATION ACCESSORIES OSRS #1 PRIME #2 PRIME DSS C&BTR 5/4 STANDARD 5/4 PREMIUM AZEK TIMBERTECH JAMES HARDIE AERATIS TANDO EDGEFAST COPPER CARE TENINO SPACEMAKER DEXERDRY FIBERON PRESSURE TREATED DECKING: KILN DRIED AFTER TREATMENT MASTERDECK RAINWOOD YELLAWOOD SELECT KDAT YELLAWOOD SUPERSELECT GLULAM PORCH COLUMNS YELLAWOOD ARCHITECTURAL TRIM KDAT TONGUE AND GROOVE PORCH FLOORING PRESSURE TREATED HANDRAILS PRESSURE TREATED SPINDLES PRESSURE TREATED BALUSTERS SQUARE 2 ENDS BEVEL 1 END SCALLOPED 2 ENDS PRESSURE TREATED STEP STRINGERS PRESSURE TREATED STEP TREADS WITH V-CHANNELS AND BULLNOSE EDGE PRESSURE TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ONBOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED BOARDS KDAT SQUARE-EDGE RADIUS-MILLED EDGE PRESSURE TREATED TIMBERS ROUGH OR DRESSED SIDING LOG CABIN T1-11 RB&B PATTERN STOCK SPECIALTY POSTS PRESSURE TREATED MAILBOX POSTS STANDARD FRENCH GOTHIC DOUBLE V-GROOVE FANCY OCTAGON SLANT TOP PRESSURE TREATED DECK POSTS PRESSURE TREATED PLYWOOD YELLAWOOD COLOR-FULL COLOR INFUSED FACTORY APPLIED WATER REPELLENT YELLAWOOD OUTDOOR FASTENERS STARBORN HIDFAST FASTENMASTER OUTDOOR LIVING TRUCK FLEET SALES SUPPORT MARKETING TRAINING DIFM DIY REPUTATION ACCESSORIES OSRS #1 PRIME #2 PRIME DSS C&BTR 5/4 STANDARD 5/4 PREMIUM AZEK TIMBERTECH JAMES HARDIE AERATIS TANDO EDGEFAST COPPER CARE TENINO SPACEMAKER DEXERDRY FIBERON PRESSURE TREATED DECKING: KILN DRIED AFTER TREATMENT MASTERDECK RAINWOOD YELLAWOOD SELECT KDAT YELLAWOOD SUPERSELECT GLULAM PORCH COLUMNS YELLAWOOD ARCHITECTURAL TRIM KDAT TONGUE AND GROOVE PORCH FLOORING PRESSURE TREATED HANDRAILS PRESSURE TREATED SPINDLES PRESSURE TREATED BALUSTERS SQUARE 2 ENDS BEVEL 1 END SCALLOPED 2 ENDS PRESSURE TREATED STEP STRINGERS PRESSURE TREATED STEP TREADS WITH V-CHANNELS AND BULLNOSE EDGE PRESSURE TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED BOARDS KDAT SQUARE-EDGE RADIUS-MILLED EDGE PRESSURE TREATED TIMBERS ROUGH OR DRESSED SIDING LOG CABIN T1-11 RB&B PATTERN STOCK SPECIALTY POSTS PRESSURE TREATED MAILBOX POSTS STANDARD FRENCH GOTHIC DOUBLE V-GROOVE FANCY OCTAGON SLANT TOP PRESSURE TREATED DECK POSTS PRESSURE TREATED PLYWOOD YELLAWOOD COLOR-FULL COLOR INFUSED FACTORY APPLIED WATER REPELLENT YELLAWOOD OUTDOOR FASTENERS STARBORN HIDFAST FASTENMASTER OUTDOOR LIVING TRUCK FLEET SALES SUPPORT MARKETING TRAINING DIFM DIY REPUTATION ACCESSORIES OSRS #1 PRIME #2 PRIME DSS C&BTR 5/4 STANDARD 5/4 PREMIUM AZEK TIMBERTECH JAMES HARDIE AERATIS TANDO EDGEFAST COPPER CARE TENINO SPACEMAKER DEXERDRY FIBERON PRESSURE TREATED DECKING: KILN DRIED AFTER TREATMENT MASTERDECK RAINWOOD YELLAWOOD SELECT KDAT YELLAWOOD SUPERSELECT GLULAM PORCH COLUMNS YELLAWOOD ARCHITECTURAL TRIM KDAT TONGUE AND GROOVE PORCH FLOORING PRESSURE TREATED HANDRAILS PRESSURE TREATED SPINDLES PRESSURE TREATED BALUSTERS SQUARE 2 ENDS BEVEL 1 END SCALLOPED 2 ENDS PRESSURE TREATED STEP STRINGERS PRESSURE TREATED STEP TREADS WITH V-CHANNELS AND BULLNOSE EDGE PRESSURE TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED BOARDS KDAT SQUARE-EDGE RADIUS-MILLED EDGE PRESSURE TREATED TIMBERS ROUGH OR DRESSED SIDING LOG CABIN T1-11 RB&B PATTERN STOCK SPECIALTY POSTS PRESSURE TREATED MAILBOX POSTS STANDARD FRENCH GOTHIC DOUBLE V-GROOVE FANCY OCTAGON SLANT TOP PRESSURE TREATED DECK POSTS PRESSURE TREATED PLYWOOD YELLAWOOD COLOR-FULL COLOR INFUSED FACTORY APPLIED WATER REPELLENT YELLAWOOD OUTDOOR FASTENERS STARBORN HIDFAST FASTENMASTER OUTDOOR LIVING TRUCK FLEET SALES SUPPORT MARKETING TRAINING DIFM DIY REPUTATION ACCESSORIES OSRS #1 PRIME #2 PRIME DSS C&BTR 5/4 STANDARD 5/4 PREMIUM AZEK TIMBERTECH JAMES HARDIE AERATIS TANDO EDGEFAST COPPER CARE TENINO SPACEMAKER DEXERDRY FIBERON PRESSURE TREATED DECKING: KILN DRIED AFTER TREATMENT MASTERDECK RAINWOOD YELLAWOOD SELECT KDAT YELLAWOOD SUPERSELECT GLULAM PORCH COLUMNS YELLAWOOD ARCHITECTURAL TRIM KDAT TONGUE AND GROOVE PORCH FLOORING PRESSURE TREATED HANDRAILS PRESSURE TREATED SPINDLES PRESSURE TREATED BALUSTERS SQUARE 2 ENDS BEVEL 1 END SCALLOPED 2 ENDS PRESSURE TREATED STEP STRINGERS PRESSURE TREATED STEP TREADS WITH V-CHANNELS AND BULLNOSE EDGE PRESSURE TREATED WOOD LATTICE: SQUARE DIAMOND PRIVACY LATTICE STRIPS POST CAPS: BALL ACORN SMALL BALL FRENCH GOTHIC PINEAPPLE OCTAGON CONTEMPORARY PRESSURE TREATED FENCE PANELS: DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX MINI STOCKADE FENCH GOTHIC ARCH TOP FENCING HALF MOON SCALLOP TOP PRESSURE TREATED FENCE PICKETS PRESSURE TREATED GATES DOG EAR STOCKADE BOARD-ON-BOARD SHADOWBOX SPACED FRENCH GOTHIC PRESSURE TREATED SPLIT RAIL FENCING 2-HOLE 3-HOLE LINE CORNER END PRESSURE TREATED CORRAL BOARD ROUND STOCK FENCING POLE BARN PILING DIMENSIONAL LUMBER PRESSURE TREATED

WE HAVE EVERYTHING FOR YOUR ANYTHING. Getting it right has never been easier with the full lineup of high-quality products from Great Southern Wood.

And with lots of options, one shipment gets you so much more than YellaWood® brand pressure treated pine.

Plus, nobody beats us when it comes to dealer support. Contact your representative to see what the YellaWood® brand can do for your business. Visit YellaWood.com/ForDealers

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

YellaWood® brand products available in all markets, other product availability varies by region.

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® 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.

CONTENTS

November 2018 Volume 37 n Number 11

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Expo Recap

Features

Departments

33 REMODELING SHOW/DECKEXPO

10 FEATURE STORY

8 ACROSS THE BOARD 22 OLSEN ON SALES 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 34 MOVERS & SHAKERS 36 NEW PRODUCTS 43 ASSOCIATION UPDATE 52 CLASSIFIED MARKETPLACE 52 TALKBACK 52 ADVERTISERS INDEX 53 DATE BOOK 52 IN MEMORIAM 54 FLASHBACK

DOZENS OF NEW PRODUCTS UNVEILED AT REMODELING/OUTDOOR LIVING SUPER-SHOW IN BALTIMORE.

5 DECK TRENDS FOR 2019

12 MANAGEMENT TIPS

7 STEPS TO SAFER, STRONGER DECKS

14 MARGIN BUILDERS

7 TRIM ACCESSORIES TO COMPLETE THE DECK (SALE)

16 PRODUCT SPOTLIGHT

BOOST SALES WITH TREATED WOOD TRAINING COURSE

18 COMPETITIVE INTELLIGENCE SHOW TIME FOR OHIO DEALER

32 THINKING AHEAD

“THIS BUSINESS IS PERSONAL”

BPD Digitial Edition at www.building-products.com

46 EVENT RECAP

NELMA ANNUAL MEETING

The Official Publication of

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Proud Supporters of

November 2018

Building-Products.com

BPD

OUR MARKET MOVES QUICKLY… DON’T GET LEFT BEHIND!

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

SUBSCRIBE TODAY

Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John

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

Contributors Butch Bernhardt, Jase DeBoer, Nick Fitzgerald, Jim Mailey, Paige McAllister, Matt Michalski

BPD

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

BPD

DECEMBER 2017

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

LBM MERCHANDISING TIPS • PROTECT YOUR DATA • EWP BUYERS GUIDE

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

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

BPD

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

JANUARY 2017

Building Products Digest

Eassy on the eyes.

Building Easy to o install.

Products Digest AUGUST 2017

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

ANNUAL SALES & MARKETING SPECIAL ISSUE

Sales & Marketing Coordinator Julie Conlan • jconlan@building-products.com HUFFING AND PUFFING WILL NEVER BLOW OUR HOUSE DOWN

Advertising Sales

(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. ®

®

1.844.IB.BEAMS (844.422.3267)

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www.ibewp.com

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.

MAXIMIZE IMIZE YOUR POTENTIAL – 7*4*5 64 "5 5)& */5&3/"5*0/"- #6*-%&34 4)08 */ +"/6"3: o MAXIMIZE YOUR#005) 4 POTENTIAL – 7*4*5 64 "5 5)& */5&3/"5*0/"- #6*-%&34 4)08 */ +"/6"3: o #005) 4

Patrick Adams padams@building-products.com

©2017 Simpson

Strong-Tie Company Inc. OA16-D

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2018 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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November 2018

Building-Products.com

ACROSS the Board

By Patrick Adams

In a minute was watching my OSU Buckeyes fight harder than they should be against Penn State when my daughter came in and sat down next to me. After watching for a while, she asks, “Daddy, can we go outside and throw the ball?” I reply, “In a minute, sweetheart.”

Following a great family dinner, I’m helping my wife clean up everything. I’m putting the dishes in the dishwasher when both kids come running in, tugging on me to come outside with the dog and play chase. I tell them, “Maybe in a few minutes, after I’m done with the dishes.”

A family member last weekend grilled some steaks in the backyard for dinner. They sat down and were eating one minute, and a minute later he was being rushed to the hospital. The doctors said his prognosis is being evaluated “minute by minute.”

A minute doesn’t sound like much and, in fact, it isn’t.

Every day, we have 1,440 minutes that we use up in a variety of ways. We change our calendars roughly every 525,000 minutes and in our life, we will have hopefully have around 7.5 million minutes to make good use of. Sounds like a lot… In some football games, a minute feels like a lifetime.

But, when something happens to family, one minute you’re laughing and taking their presence for granted and then a minute later, they’re making you question everything in your world.

It goes without saying that we take a lot for granted in our lives. It’s not a flaw per say, but just human nature. As Americans living in the greatest nation on Earth, we can’t begin to understand how to not take certain things in life for granted—that the lights go on when we flip the switch, that we can drink the water that pours from our faucet, or that we will wake up in the morning basically in the same condition as when we went to sleep.

I learned at an early age to not take things for granted. I know what it’s like to live a hard life, one where basic things are uncertain and unpredictable. I also know how blessed my life is now to have met an amazing woman, married her, and built a life and family that every day feels like a dream that I am scared to wake up from.

I was recently reminded again how precious this life we have is and how much things can change in just a minute. I was reminded that we are not entitled to live long, healthy, trouble-free lives and that life changes without notice.

Following that minute, there are now many minutes filled

I

with prayer, questions that start with “why” and “how,” and thoughts imagining all the ways that lives will change if this minute leads to a permanent absence in our lives. But this life of ours is made up of minutes and it is up to us whether or not we use them, or waste them.

Regardless of what you may think, you have no idea in how many ways that you affect so many lives. Yes, your spouse and children rely on you. But, there are countless people who are better because you are here. Don’t discount this. Take a minute, invest in yourself and your health so that you are strong, healthy and prepared for anything that is needed of you.

And, there are countless people who impact your life in ways that make it better, fuller and happier. But, none of us have guarantees or know when our—or a loved one’s— “number” will be drawn. Enjoy every minute, leave nothing unsaid, and have no regrets. Laugh at the odds and live your lives so well that death will tremble to take us. Imagine it is your last day and then think about all that you wished you had done, or said. Now, instead of replying “just a minute,” stop what you’re doing, and go do it or say it.

I am blessed to have this industry to serve and grateful to say that many of you I consider our extended “family.”

Take care of yourselves, those around you, and be grateful for every minute together because sometimes, it takes just a minute for life to change.

“It is difficult to live in the present, ridiculous to live in the future, and impossible to live in the past. Nothing is as far away as one minute ago.” - Jim Bishop

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

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November 2018

Building-Products.com

We didn’t come this far to only come this far.

History Built. Future Bound.

Over the last 20 years, our technological and operational expertise has made Pacific Woodtech a global leader in private-label EWP. Now, with the addition of our own Pacific Woodtech-branded products, we are accelerating our quest to bring superior products and service to existing customers and a world of new markets.

See what we can do for you at pacificwoodtech.com

FEATURE Story

By Jase DeBoer, Deckorators

THE COMPOSITE decking and railing market is growing approximately 5% per year as decks remain a very popular investment for homeowners. (All photos courtesy of Deckorators)

5 deck trends for 2019

eading into 2019, the composite decking and railing market continues to thrive. The segment is growing approximately 5% per year as decks remain a very popular investment for homeowners. A well-designed outdoor space not only enhances a lifestyle, it also adds value to the home and stays current much longer than some other home improvement projects.

The healthy state of composite decking and deck railing makes it especially important for lumber and building materials dealers to stay up on industry trends and opportunities. Following are five 2019 deck trends that lumberyards and dealers should consider as they set stocking strategies for the new deck-building season.

H

privacy screens that form shaded areas in pergolas or gazebos. Composite deck boards in a 4-inch width offer another visually appealing way to deliver homeowners relief from direct sunlight or privacy if the deck is next to a neighbor.

1. Deck Shade Solutions

The over-arching goal for every homeowner’s outdoor living area is to maximize time and enjoyment outdoors.

With this in mind, more contractors are working with clients to develop shade solutions that provide cover from the sun along with privacy. Two products getting more use in sun-shielding and privacy applications are lattice and 4-inch decking.

Most commonly utilized as deck skirting, UV-stabilized lattice is a versatile product that can also be used as deck

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MORE CONTRACTORS are working with clients to develop shade solutions that provide cover from the sun along with privacy. Deckorators UV-stabilized lattice can be used as a privacy screen to form shaded areas in pergolas or gazebos.

Building-Products.com

4. Water Features

Beautiful water features, such as small ponds and fountains, are gaining popularity in outdoor spaces. More deck builders and homeowners are considering floating decks and pathways around these features to capitalize on the focal point.

Deck boards that offer minimal moisture absorption, enhanced traction, and a strong warranty that covers ground and water contact are ideal for decks in and around water.

5. Trend-Forward Lighting

Deck railing systems are moving toward a clean, sleek, modern appearance. Lighting options that complement decking and railing are going the same way.

UNIQUE VARIEGATION can perfectly complement a bold decking color.

Pictured are Deckorators Vault Dusk decking and Matte Black ALX Classic aluminum railing. (Photos by Deckorators and Unique Builders)

2. Tastefully Bold Colors

Published reports from the interior design industry indicate that colors such as rich cappuccino, chocolate, and chili pepper will take hold in 2019. Expect bolder colors to also make their way into outdoor living spaces in the year ahead.

Look for deck builders and their clients to show increased interest in deck board color choice options such as red browns, earthy shades of clays, caramels, and mushroom tones. Picture framing boards, textured embossing, unique variegation and fresh railing hues will offer attractive options to contrast these bold colors.

ROOFTOP DECKS are becoming more prevalent in residential settings.

Pictured is Deckorators Vault Dusk composite decking in a rooftop application. (Photos by Deckorators and Unique Builders)

3. Non-Traditional Spaces

Homeowners want the benefits of an outdoor oasis— even if they live in an area with minimal space or do not have a standard backyard. As a result, more contractors are building decks in non-traditional spaces.

Rooftop decks and freestanding decks are becoming more prevalent in residential settings. This trend is being driven in part by the arrival of innovative, moisture-resistant deck understructure systems.

Building-Products.com

TO ADD AMBIENCE and safety to outdoor spaces, contractors are turning to low-voltage lighting with elegance and modern angles. Pictured are Deckorators Voyage Costa composite decking, SLX cable rail and Deckorators by Hinkley Luna step lights.

To add ambience and safety to outdoor spaces, contractors are turning to low-voltage lighting with elegance and modern angles. Consider offering easy-to-install lighting accessories such as post cap, step light, deck sconce, and post sconce lights.

Entering the new year, both new construction and remodeling are driving significant growth in the composite decking and railing industry. Contractors and homeowners are beginning to research the designs, materials, colors, styles and features that will help them create personalized outdoor spaces next year.

By reviewing and reacting to these five trends, LBM dealers can help inform customers about new products and industry developments. From there, aligning with manufacturers that stand behind their on-trend products can set the stage for a robust 2019.

- Jase DeBoer is senior category marketing manager for Deckorators, a Universal Forest Products, Inc. brand and manufacturer of composite decking, raiings, balusters, post caps, and other products. For more information, visit www. deckorators.com.

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MANAGEMENT Tips

By Jim Mailey, Simpson Strong-Tie

7 steps to safer, stronger decks uilding a safe deck requires research, proper hardware, and almost always the assistance of a professional builder or inspector. Of the 50 million decks in North America, it’s estimated that only half meet building code requirements.

Although many lumberyards and pro dealer suppliers may not often sell directly to homeowners, they’re typically the best source of product information to busy contractors, and are often relied upon for material recommendations, installation tips and

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tricks, and ideas for differentiating their businesses.

Consumer confusion about deck longevity offers the perfect opportunity for dealers to specify and sell higher margin, high-performance decking and deck hardware and construction systems for builders to increase their deck businesses.

In addition to falling short of code, roughly half of those 50 million decks are also likely past their useful life.

While the construction industry and even most homeowners understand

THE RIGHT SUPPORT: To provide enough support to a deck, it’s important to make sure the guardrail post is fastened to the rim joist and also tied back into the joist framing.

(Photos courtesy Simpson Strong-Tie)

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the limited life expectancy of outdoor building components like windows and roofs, decks are unfortunately— and incorrectly—expected by many to last as long as the house. Even treated wood decks and composite decks have a 10 to 20 year lifespan, and require regular maintenance and inspection to keep them safe.

The good news is that there are things dealers, builders and homeowners can all do to make decks safer and prevent injuries. There are several key areas of a deck that should be inspected. Checking for wood rot and large cracks is important, but you also must evaluate the deck’s structure as a whole, and inspect metal connectors and fasteners for corrosion.

To ensure the structural safety of a deck, it should always be built with a “continuous load path,” a construction method using connectors and fasteners to create a series of solid connections within the deck frame. These connections transfer the deck’s structural load (gravity, lateral and uplift loads) through the deck’s frame and to the ground and adjacent support structure, most often the house.

It’s important to realize that a continuous load path requires more than a few nails and deck boards. There are seven key areas of a deck that must be secured with connectors and fasteners to ensure that the deck can support all of the weight that’s placed on it.

When building, inspecting, or repairing a deck, you want to make sure the following connections are secure.

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1. The Ledger to the House Framing

Correct ledger attachment is critical when a deck is attached to another structure, like a house. One of the most common causes of deck failures is ledgers that are not properly secured and then pull away from the home.

One of the best ways to correctly attach the ledger to a house is to use structural screws and hardware that fasten directly into the home’s framing. You also need to be able to identify that the rim board inside the home is sufficient (solid sawn lumber, minimum 1”-thick OSB, LVL or some other solid rim board).

2. Joists to the Ledger

Deck floor joists intersect with a beam or a ledger board and must be properly secured to the framing of the house (not attached to the ledger only but directly to the framing of the house) to resist uplift, gravity (the weight of the people and furniture and grills and planters, etc.) and lateral loads.

3. Beams to Posts

At the point where a beam meets a post, it must be properly connected to the post to resist gravity, lateral and uplift loads.

4. Joists to Beams

Beams must be secured to the joists that support the floor of the deck to resist lateral and uplift forces.

Blocking is recommended to prevent the joists from overturning.

5. Guardrail Posts to the Deck

The guardrail connection is another important connection that is often overlooked. To provide enough support, the guardrail post must be fastened to the rim joist and also tied back into the joist framing.

Machine bolts through the post and rim joist alone do not meet the performance requirements of building codes.

Instead, a metal connector installed on the joist with bolts through the post or a proprietary, tested structural screw that has been shown to meet the load requirements of the codes must be used.

6. Stair Treads to Stair Stringers and Stringers to the Deck

Stair stringers must be properly connected to the deck, and treads properly connected to the stringers to support the load (weight) on them. In Building-Products.com

STRENGTH: Beams must be properly connected to the post to resist gravity, lateral and uplift loads.

addition, code requirements regarding openings between stair treads and intermediate stair rails or balusters must also be met.

7. Posts to Concrete Footings

To ensure that they can properly support weight and structural loads, posts must rest on and be anchored to concrete footings. Patios and precast concrete piers (for decks attached to the house) do not qualify as proper footings for deck construction. Posts must also be correctly attached to a concrete footing to be able to support weight and resist uplift and lateral forces.

Unless posts are naturally decay-resistant or made from preservative-treated wood and the cut ends are retreated, they must be elevated off the concrete by 1” to help prevent decay from moisture at the end of the post.

Not only should the proper connectors and fasteners be present and accounted for in these critical areas, they must also all be in good condition. Outdoor environments are generally more corrosive because the connectors are exposed to the elements.

In many cases, ZMAX and hot-dip galvanized connectors and fasteners provide adequate corrosion resistance.

There are places that are considered at a higher risk for corrosion, such as areas exposed to chemicals, industrial zones, areas along the coast or other chloride environments (e.g., when salt

is used on a deck, porch, balcony or stairs to melt snow). In these cases, the use of stainless-steel connectors and fasteners is recommended. Connectors and fasteners made from Type 316 stainless steel provide the highest level of corrosion resistance.

Adding the right connectors and fasteners to a deck is an investment of a few hundred dollars that may eliminate the need for a complete rebuild and still keep everyone safe.

It’s important to regularly inspect and maintain your deck. If homeowners are not comfortable doing this themselves, a qualified, professional home inspector should be engaged. If built and maintained properly, a deck will give you years of safe, enjoyable outdoor living.

Simpson Strong-Tie has developed a comprehensive Deck Connection and Fastening Guide that can help contractors and homeowners through the process of making sure a deck is safe, secure and code compliant.

Download the guide for free at safestronghome.com/deck.

– Jim Mailey is a technical regional training manager for Simpson Strong-Tie covering the Midwest, Northeast and MidAtlantic. He’s considered an expert in deck research and safety, and offers a “Deck Framing Connection Seminar” to help professionals get up to speed on proper deck construction, code requirements and appropriate hardware. For more info, visit strongtie.com.

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MARGIN Builders

By Matt Michalski, Boral Building Products

7 trim accessories to complete the deck

hen it comes to decks, much thought is given to the planks, the colors, the layout, and even the railings and balusters. But even the most beautiful of outdoor spaces can feel incomplete if the designer and builder neglect the other important accessories: the trim.

A few simple touches in and around the deck can make a huge difference in how decks and porches both look and function—covering up unsightly voids, adding elegance to the ceiling, or beautifying the under-deck areas.

Here are seven easy trim elements to take your customers’ decks up a notch while providing additional upgrade opportunities to increase profits.

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1. Post wraps: Nothing ruins the look of a deck like exposed treated-wood structural posts that weather over time. Cellular PVC post wraps, which wrap around the wood post and fasten in just a few steps, offer a cleaner, finished look that complements rather than detracts from the rest of the deck. Keep the posts white or paint them a complementary color.

2. Fascia: While many composite deck manufacturers make coordinating fascia board, a contrasting, traditional white fascia is often preferred in Eastern and coastal markets. Cellular PVC trimboard is an ideal option, offering similar performance as adjacent composite materials.

3. Stair stringers and risers: Though often left open, enclosing the stairs gives them a finished look that helps tie them into the rest of the deck while reflecting an interior design sensibility that is very much on trend.

Similar to fascia, using a white trimboard for the risers offers a pop of contrast against composite stair treads rather than simply blending into the background.

4. Larger deck posts: Outfit larger deck posts with raised trim panels for a bold look adjacent a more subdued railing. This offers the opportunity to stand out from other pre-assembled railing systems.

5. Porch ceilings: A bare ceiling can make an otherwise beautiful porch feel unfinished. Manmade beadboard offers a simple way to add an elegant look: It is quick to install, comes in several thicknesses and sizes, and doesn’t need much maintenance. Leave it white or add a bold pop of color to complement the other trim colors.

Molding: As interior looks continue to infiltrate the outdoor space, many builders are differentiating their

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CRAFTED WITH Kleer Trimboard, this pergola adds an elegant shading element to the back patio. (Photo by Boral/Kleer)

homes by incorporating crown molding along porch ceilings and around the deck. One popular spot is around posts; many post wraps come with pre-cut sets, but some installers are going even further with more elaborate wraps using outdoor-ready crown moldings.

7. Pergola: Pergolas offer a decorative element as well as a degree of shade. Cellular PVC trimboards provide the flexibility to craft a range of styles, from clean and modern to curved and traditional.

As homeowner demand for decked-out exterior spaces continues to surge, the pressure is on builders, remodelers, and deck specialists to create living areas that offer both the amenities and the design flair buyers enjoy indoors.

Just like crown molding, beams, and chair rail in the living room, well-thought-out trim accessories can help ensure decks and porches look and feel the part.

- Matt Michalski is product manager for Boral Building Products, Wixom, Mi., manufacturer of Kleer and TruExterior trim. For more info, visit boralbuildinproducts.com.

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

800.245.1115

PRODUCT Spotlight

By Western Wood Preservers Institute

Boost sales with treated wood training course

WHILE DESIGNED to give builders and architects Continuing Education Credits, WWPI’S new online course is also ideal for educating professionals who sell treated lumber. There is no charge for taking the course.

etailers and distributors can get a leg up on expanding treated wood sales by educating employees with a popular new online course developed by Western Wood Preservers Institute.

The course, “Preservative-Treated Wood: Specifications and Use,” was developed for AEC Daily, an online education platform that attracts 350,000 users per month. While the online platform is tailored for architects and specifiers, it is open to all and can be downloaded at no charge.

The online course provides an overview of how preserved wood products are made and used.

It includes sections on types of preservative treatments and required

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levels of retention as dictated by enduse application, desired service life, and exposure conditions; specifying with American Wood Protection Association Use Categories; preserved wood and building codes, including current issues concerning treated wood in residential and commercial construction; and an overview of Best Management Practices (BMPs).

Users can download the 80-page course then take a 10-question quiz to earn Continuing Education Units (CEUs). The preserved wood course has qualified for CEUs from 23 different organizations, including American Institute of Architects, Landscape Architects and National Association of Home Builders.

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The course debuted this spring and in the first full month it was online, it ranked as the 13th most popular download out of 550 courses.

Since May, nearly 350 users have downloaded and taken the course.

Increasing knowledge on how to properly specify and use preservativetreated wood offers bottom-line benefits, based on responses from users surveyed after taking the course. Some 56% indicated the course influenced their specifications for preserved wood.

Nearly 90% said they would use the preserved wood products in future projects.

WWPI also is introducing a course on “Specifying and Using Fire Retardant-Treated Wood.” The fire retardant course will be available on the AEC Daily site later this fall.

It will cover how these products are made, their formulations, and the building code references that guide their use in construction. This course offers a review of fire retardanttreated wood products, including their manufacture, the applications and types of fire retardants that are available, and the factors that must be considered to ensure FR wood products are properly specified for code compliance.

To download the courses, use the links on the WWPI website at www. preservedwood.org. Or go directly to the AEC Daily website (www.aecdaily. com) and search for “Preserved Wood.”

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COMPETITIVE Intelligence

By Carla Waldemar

It’s time for the show(room)!

OHIO DEALER’S mega-showroom can be traced to the owner’s original desire to establish a heavy presence in decking.

his isn’t going to be one of those “beloved, third-generation hometown yard builds on its legacy” stories.

Nope. McCabe Lumber, of Lovelace, Oh.—20 miles from the Cincinnati metro area and serving Northern Kentucky and Southeast Indiana as well—didn’t even exist in the 20th century. Today, it’s a blockbuster, both in market share and innovation.

Well, it sorta didn’t exist. There was a McCabe Hardware back in the ’80s. When the urge to expand and seize new opportunities to grow took fire, the McCabe fellas decided to launch a decking enterprise to fill an underserved niche.

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Oh, wait, they realized: We don’t have near-enough indoor space. So, long-story-short for the moment, in 2001 they erected from scratch one of the biggest, baddest full-service lumber and building supply facilities for miles around.

And that’s when young Jerry Tepe stepped into the enterprise. “I’d come out of high school and did some college while working full-time here.

With the expansion, I took the reins to build the lumber side of the business,” says Jerry, its present owner. “We got a foothold by specializing in exteriors, remodeling and decking. We paid attention to a segment of the market-

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place no one else was serving.”

Well, but how do you attract business to an unknown outfit? “Yellow Pages.” (He has to laugh at the term today’s millennials wouldn’t even recognize.) “We cold-called everybody to tell them who we were and what we could do for them: service better than the competition, who swept those folks under the rug. If they weren’t big builders, it was ‘Forget about them’.”

It worked. But soon those contractors wanted more than decks, “so it went from decks to everything they needed for their other segments: room additions, porches…. We added what we could in our small facility; then in 2001 we relocated to a 230,000-sq. ft. building where we can house everything. (We sublet half of it until we were ready to use it all.)”

Then, in 2004, the real reason for this story came to be: construction of an industry-leading showroom stocked with premier products—12,000 sq. ft., showcasing windows and doors, decking, siding, railing, and the list goes on.

But it didn’t stop there. McCabe built a complete, two-story house within this showroom to set off, says Jerry, “the best of the best, trend-setting products. It anchors the store. It lets customers know they’ve come to the right place. It features the best custom products, such as French door interiors, lots of moulding, a cherry wood ceiling, a unique porch floor—a rich interior and exterior that serves as an idea-creator. A ‘What if?’ A ‘Can I?’ It assures customers that McCabe can supply everything; that we can find it Building-Products.com

and we can get it for you. It anchors the store—lets you know you’re in a unique place, the right place. The staff uses it to make an impact on clientele that’s very impressive.

“The home showcases categories,” Jerry emphasizes, “more than products.

It acts as an anchor to drive customers into the showroom to find other products. And it’s not stagnant. It’s always being updated to call attention to the latest trends.”

Who visits? “Pros are our business, 75% of it,” says the boss, “and they can use it in two ways. One, to inform themselves, and two—the biggest— to bring customers to McCabe, via a dedicated sales rep, to make their selections. So, the foot traffic is the end-user, plus remodelers and home builders. Up to 30% of visitors are walk-ins, looking for better products, better service, better solutions. It positions McCabe as the leader against the competition.”

Competition? The boxes, yes.

“But primarily, other independents.

Of course, price is definitely a topic,” Jerry concedes, “but as a rule, it centers on product, availability and quality of our employees.”

Today those employees number 110, and McCabe is always on the lookout to hire—“not just when we have a hole to fill. We’re looking for emerging, younger talent with good personalities. Smiles!” Then McCabe follows through with ongoing training, including shadowing a mentor plus one-on-one and group training November through March on new products. “And we promote from within, meaning then they are somewhat pre-trained,” Jerry stresses.

To get the word out, the company utilizes a variety of marketing media, including radio (the largest segment), print and social media. It also hosts events for pros and conducts an annual Deck Expo for consumers, involving over a dozen manufacturers and generous refreshments. Average attendance is over one thousand, with lots of first-timers.

To reach new pros, the company employs outside sales reps to cultivate relationships with builders and remodelers, stressing special services such as delivery via forklift and specified morning arrival times. “Also, we offer vertically-engaged manufacture of trusses and wall panels. And when it comes to inside sales, we have 11 reps ready to help with remodeling, decking, and maintenance.

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THE EXPANSIVE 12,000-sq. ft. showroom offers life-sized displays not only of (top) decking and railing, but also (middle) stairparts and columns, and (bottom) doors and windows.

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MULTIPLE full room settings sell high-end millwork and more.

HOME FRONT display shows off exterior products, including siding, windows, entry door, columns and porch railing.

“I attribute a lot of our reputation for service to will-call traffic to the facilities’ layout, incorporating the largest covered lumberyard in the tri-state area. Customers can drive through the covered facility to the product they’re picking up, which means efficiency for them. It’s definitely our niche.”

As with most of your own operations, the past recession took a bite. To survive and thrive, “We tended to roll back some payroll hours during slow seasons. We’d been growing at a good pace, but those years took away our growth, flattened it. During those years, we lost lots of our competition, many of whom went under. So we were able to rebound in 2010-11, with good growth. We typically grow about 12% to 15%.”

And in the future? “Growth is our business mode. We’re always looking for new opportunities, new product mix, new customers.”

What keeps Jerry rooted to the enterprise? “My passion is seeing the long-term relationships being created by our people. My reward is seeing our associates grow.” And growing McCabe right along with them.

Carla Waldemar cwaldemar@comcast.net

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OLSEN on Sales

By James Olsen

The Pareto rules

ilfredo Pareto was the son of an exiled aristocratic Italian father, forced to leave Italy because of his liberal politics, and a French mother. He became the lead professor of economics at the University of Lausanne, France, in 1893.

Pareto was a brilliant mathematician who designed railroads, and studied and taught mathematics and sociology.

For us his most important “discovery” was the 80/20 rule or the “Pareto Principle,” which states that 20% of anything we do will bring us 80% of our results.

I have done an 80/20 breakdown on hundreds of individual salespeople’s account boxes and at least 50 different sales teams. Most sellers are making 80% of their income from fewer than five accounts. Twenty percent of any sales team will be bringing in 80% of the business. (This also holds true for both NBA and NHL teams—20% of the players will score 80% of the points.)

Three things will affect our success. We apply Pareto’s Principle to all three. If we don’t we will be part of the bottom 80% fighting over 20% of the pie.

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Work Ethic

The majority of sellers that fail, simply do not work hard enough. In addition, the sellers who break out of the pack sooner are the ones who work WAY harder than their contemporaries. These sellers treat their account box as if it were their own business—which it is! These sellers are putting in a solid 48-55 week, but even those who don’t put in those hours, work while they are at work! Intensity matters.

Many sellers are “at their desk” but not working. Others still are making the calls but are not making “sales” calls because they don’t do “sales” work. They present product and let the customer decide, which is not sales but a poor, unprofitable imitation of Google or Amazon.

On any sales team there will be a genius who makes it look easy. On that same floor is a genius who works like a sales machine. The second salesperson is our role model.

Salesmanship

Many sellers have what I call the “Popeye Syndrome”— that is, “I y’am what I y’am and that’s all that I y’am.”

These sellers continue to communicate the way the always have, actively or unknowingly refusing to understand that “sales” has a special language of its own. Those who learn and apply it—the top 20%—will prosper; those who don’t will founder.

Sales is a learnable skill. Are there “natural born” salespeople? Yes, about one in 60 is my estimation. The rest of us have to learn it.

This is also true if you are only “out-working the competition.” Some of us can overcome our lack of sales ability by out-working most others, but at some point, I tell these

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sellers, “You’re already making 80 a day. You can’t make 160 and make more money; you’re going to have to work on your sales skills.”

Account Management

You work hard enough. Your sales skills are at a high level. But you are stagnated. The only answer left to increase your sales is to upgrade your account box. This is where the Pareto Principle does its magic. Exercise: 1. Make three columns in an spreadsheet.

2. The column on the left is the name of the account.

3. The column in the middle is the amount of sales/profit we made with that account over the last twelve months.

4. Once we have those numbers plugged in, sort top to bottom.

5. In the third column on the right run the accumulated profit going down the list from top to bottom. (We can automate this by using the formula in Excel (C1 = A1+B1 and so on down the column.)

6. Once we have our total and sorts done, draw a line under the accounts that represent 80% of your profit/sales.

The accounts above the line are making us money, the accounts below the line are not. Period. Any account we work for more than six months that is below the line, must go. The accounts above the line are 16 times more valuable than those below.

We use Pareto’s Principle to find the leak in our sales boat.

It gives us a clear, mathematical view of what to work on in our business.

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

THE REVENUE Growth Habit

By Alex Goldfayn

Secrets to sales growth Because we’re afraid of rejection and upsetting the customer. Fear shapes our lives. We do what we can to avoid the life-or-death scenarios (losing the customer) we fear.

Because it’s risky and uncomfortable, and who wants that? Humans are usually wired to avoid risk and discomfort.

Because we think we may not know exactly how to do it, and we don’t want to screw it up. We don’t want to look bad. We think it’s complicated. Except, actually, it is not. It is absurdly simple.

It all boils down to making ridiculously fast and absurdly simple communications to customers and prospects— repeatedly and systematically.

There’s your secret. There is your grind. y clients add 10% to 20% to their top line annually, every year they implement my approaches. As a result, people frequently ask me what the secret to this kind of predictable and consistent sales growth is.

My answer is that there is no secret. There is no magic bullet. There is only the work. The grind is secret.

Except it’s not really a secret. It’s not anything people don’t know, is it? People know this already. In fact, you already know everything you need to know to grow your sales aggressively and consistently. You do it by offering your customers additional products and services which they are currently buying elsewhere.

You grow sales by using the phone instead of email, and calling people who aren’t calling you on a regular basis.

You grow by asking for the business every time you speak to a customer. You grow by asking for referrals, obtaining testimonials, and then communicating those testimonials to prospects.

But you already know this. And that’s the thing: knowing what to do is different than doing what we know, isn’t it? Nearly everybody reading this right now—and nearly everyone in the sales profession right now—knows what to do. But knowing won’t make you one dollar. Not one. It’s the doing that makes the money. It’s the doing that feeds our family, isn’t it?

Here’s another shocking truth: Most people in the sales profession don’t consistently do what we know we should to grow our sales.

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Why We Don’t Do What We Know We Should Do

Because we’re busy. I know you’re not sitting around with lots of free time. And because we think it takes a lot of time. But, actually, it doesn’t. A did-you-know question takes three seconds to ask (“Did you know we also have or do X?”). So does a reverse did you know question (“What do you buy elsewhere that I can help you with?”).

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Truths About Doing the Work

As I work with manufacturers, distributors, service companies, and their salespeople to grow revenue, I have come to understand some simple truths: The competition isn’t doing what they know they should do either. We think they are, but they are not. We think our customers get phone calls all the time, all day long. But they do not. We think everybody is asking our customers for testimonials and referrals, but in reality, pretty much nobody is.

Next, customers want us to do this work. They crave it. As a part of my revenue growth projects with clients, I interview their customers. So many of them tell me how important regular contact is to them and how much they appreciate it when my client calls them, and visits them.

“Doesn’t that bother or annoy you,” I ask them, knowing the answer even as I ask the question.

“Not at all,” they say. “It tells me they care.”

Communicating with your customers and prospects systematically and repeatedly shows them that you care.

And finally, just as outside competition is not implementing the communications that grow sales, neither are your internal sales colleagues. And so, it is a fast and simple way to advance through your organization.

Want to make your money? Want to advance in your company? Want to help customers more? Communicate more with them, intentionally and proactively. Be present. Show you care. And they will thank you with their money.

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

TRANSFORMING Teams

By Paige McAllister

Working the holidays

ow that fall is here, we all know what is next: the holidays. And while the holidays are supposed to be a time of fun and good cheer, they can also bring stress and anxiety. As an employer, there are a lot of things you should consider.

Religious holidays of different faiths: From October through December there are holidays for at least 14 different faiths as well as cultural, federally-recognized, and sports- and shopping-related holidays. While these holidays have different levels of importance to their respective adherents, being open and understanding about their meaning to your employees is essential. While some like to say, “Merry Christmas,” others embrace “Happy Holidays.”

Neither is wrong—in fact, supporting differing views in the workplace is entirely the point.

Busy season: If your company has year-end responsibilities such as meeting client demand, inventory, closing out the books for the year, etc., make sure your employees are aware of their obligations in advance so they can plan accordingly. Consider scheduling celebrations after the season is over.

Holiday parties: There are many holiday party options depending on your size, budget and employee interest.

Some companies host big, fancy parties with dinner and dancing. Other companies choose themes such as casino night (please, no real gambling!), masquerade ball, or holidays around the world. Whatever you do, make sure everyone feels invited and included, regardless of faith or interest.

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Alternatives to standard party: A big party may not fit into the plans for various reasons—participation, budget, employee or company struggles, etc. If so, you can consider alternatives such as a company luncheon or potluck meal or a family-inclusive function. Maybe allow employees to have the rest of the day off with pay as an extra perk.

Sometimes just hosting employees in a small gathering will meet the objectives of letting employees socialize and saying “thank you” for their dedication.

Alcohol or no alcohol: Regardless of when hosted, if a company offers alcohol at a company function, there is liability to consider. If an employee drinks too much and is injured, it could have workers’ comp implications. Worse, if an employee gets into an accident while driving home after a function, the company may be liable for injuries and damages if related to alcohol served. If social drinking is part of the culture, consider limiting the number of drinks and strength of alcohol served and have other transportation options such as designated drivers or ride-share services available to get everyone home safely.

Q. In the northern States, this is the time when we get snowstorms. We have a new office network which enables access to the network remotely. Some of our customer service representatives live far away. There’s nothing about it in our handbook—can we let them work from home on an ad-hoc basis?

A. Sure, flexible work arrangements are increasingly prevalent and can help minimize the office disruption that can occur with inclement weather occurrences. A couple of things to keep in mind, though—first, always require approval for ad-hoc work changes. You will need to decide if this new flexibility is a right or a benefit. If the latter, it should require approval and be well managed. Second, hourly, non-exempt employees (which is how most customer service reps should be classified) will need to be paid for all time worked—even after hours. Be sure to arrange in advance how you will track each CSR’s hours when working from home. Finally, take the time now to establish what your work from home policy is so that you are not inconsistent in your approach or management going forward.

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Gift exchanges: If you arrange or allow employee gift exchanges, be sure that rules are established and followed: everyone should be invited but not required to participate; the price should be reasonable; gifts must not violate harassment or discrimination policies; and any procedures for the exchange itself are clearly established beforehand (i.e., trades, “do-overs,” picking order, etc.).

Year-end bonuses/gifts: If your company gives employees year-end bonuses or gifts at the holidays or yearend, be sure that proper tax rules are followed. Nondiscretionary bonuses (those paid routinely or are required to be given if certain criteria are met) usually must be taxed and calculated into overtime regardless of the form.

Discretionary bonuses (those given purely by choice) may not need to be taxed. Sometimes small or non-monetary gifts may be excluded from tax calculations, but consult your accountant beforehand so employees know what to expect.

Vacations/time off: The holiday season means a lot of employees want to take time off to spend with their families, travel, or both. School-aged children have long vacations, college-aged and grown children come back home, and families travel to other destinations. Some companies close the week between Christmas and New Year’s due to low demand, but most need to keep enough staff to cover customer needs and production demands. If you are in the latter group, consider the following: • If you need coverage during all holidays, alternate who takes which holidays off. Perhaps have employees list their order of preference to come up with a fair system.

• Do not rely on seniority or “first-come, first-serve” methods to determine who gets time off around the holidays. Consider who had a holiday off previously or include performance into the equation.

• Do not penalize single employees in favor of those with children. While employees who are parents may have additional reasons to want time off during the holiday, that does not mean that single and/or childless employees should be penalized for not having a family.

Holiday pay: Review your holiday pay policy to make sure employees know the expectations for them receiving pay on holidays. Are employees required to work the day before and after or have approved vacation/PTO to receive pay? If an employee must work on the holiday, how are they paid (i.e., time-and-a-half, regular plus holiday pay, straight-time only)?

Be conscious of employees who are having a hard time: Realize that some employees may have a harder time during the holidays. Maybe they recently lost a family member, are having financial difficulties, or are far away from their family. Be conscious of those employees and, while you don’t have to do something special for them, know that a little kindness or outreach can make a huge difference.

If you need help navigating the obstacle course of the holidays, we’re here to help you. And from your team at Affinity HR Group, we wish you a happy and safe holiday season!

Don’t get caught with squeaky floors.

BECK Fastener Group®, SubLoc®, SCRAIL® and FASCO America® are registered trademarks of the Raimund BECK KG.

Master Distributor:

Paige McAllister Affinity HR Group contact@affinityhrgroup.com Building-Products.com

FASCO America Inc. 800-239-8665 | www.fascoamerica.com

November 2018

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27

Meek’s Sold to Equity Firms

Meek’s Lumber, Springfield, Mo., has been acquired by a pair of Los Angeles-based private equity firms.

Angeles Equity Partners and Clearlake Capital have formed a new entity, American Construction Source, to purchase Meek’s and additional LBM businesses, in hopes of creating a national chain.

Members of the Meek family will remain actively involved. Charlie Meek will stay on as executive VP for business development, while Carrie Meek will continue serving on the company’s board of directors.

Matt Blair will continue to lead the West Division. Tom Buckner and Eric Sachse will continue to lead the Midwest Division.

James Drexinger takes over as the new CEO of Meek’s and American Construction Source.

Founded in 1919, Meek’s operates more than 40 locations between its two regional divisions.

Boise Cascade to Buy Arling

Third-generation, family-owned wholesale distributor Arling Lumber, Cincinnati, Oh., has agreed to be acquired by Boise Cascade, Boise, Id., during fourth quarter 2018.

“Arling is an exceptional supplier of many forest products,” said Nick Stokes, executive VP, Boise Cascade.

“With their experienced and knowledgeable team, they will be a great addition to our nationwide distribution network and will enhance our service capacity in the Ohio market.”

Arling has distributed lumber, plywood, OSB and EWP, including from Boise Cascade, since 1961.

Venerable Michigan Yard Closing Up Shop

Family-owned Fulton Lumber, Charlotte, Mi., is closing after 110 years.

Founded in 1908, the fourth generation of ownership intends to wind down operations by Dec. 31 for “a combination of reasons.”

Riverhead Adding RI Chain

Riverhead Building Supply, Riverhead, N.Y., has agreed to purchase four-unit United Builders Supply, Westerly, R.I. The deal is anticipated to close by December 1.

Riverhead currently has 12 stores and eight showrooms on Long Island, and two locations in Rhode Island.

Founded in 1941, UBS has two stores in Rhode Island and two in Connecticut. Owner and president Michael Slosberg, whose father started the company, will retire after 50 years in the industry.

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Boral Divesting US Block

Boral Ltd. agreed to sell its U.S. Block business to Quikrete Holdings, Atlanta, Ga., for $156 million.

The sale is expected to finalize in mid-November.

Boral wants to focus on its core building products and fly-ash businesses in North America, its USG Boral gypsum-based wall and ceilings joint venture, and construction materials in Australia.

The company acquired the Texasbased block operations in May 2017 through its purchase of Headwaters.

November 2018

DEALER Briefs Rocky’s Ace Hardware’s

lease is expiring in Worchester, Ma., forcing it to close the Tatnuck Mall store by the end of the year. The chain is seeking a replacement location.

Weaver’s Ace Hardware , Fleetwood, Pa., acquired the former 1.8-acre home of Spayd’s Greenhouse in South Heidelberg, Pa., to open its third location.

Thompson’s True Value , Marshalltown, Ia., is operating out of a temporary location at the Marshalltown Mall, as it awaits completion of repairs to its downtown store from damage caused by an EF-3 tornado July 19.

Lakeside True Value, Springfield, Il., has been purchased by Jeff Fafoglia from his brother Steve, who is retiring after helming the store since 1998.

Cedar Terrace Hardware , Columbia, S.C., is closing after 41 years with the retirement of second-generation owner Jay McAllister.

GMS division Steven Kempf Building Materials , King of

Prussia, Pa., opened a companion location in downtown Philadelphia, Pa.

Anniversaries: RoyOMartin , Alexandria, La., 95th ... Geiger True Value Hardware , Chillicothe, Il., 80th ... Bingaman & Sons , Kreamer, Pa., 50th.

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SUPPLIER Briefs Sterling Lumber Co., Phoenix, Il., plans to biuld a new facility in Lufkin, Tx., to manufacture TerraLam cross-laminated timber mats.

Weyerhaeuser , Charlotte, N.C., and Boise Cascade, Greensboro, N.C., are now distributing the full range of James Hardie siding, trim and interior products

throughout the Carolinas. Boise, Auburn, Ga., is now supplying the Greenville area with ColorPlus and prime material.

James Hardie products are no longer carried by Diamond Hill Plywood in Raleigh and Greenville, N.C., and Darlington, S.C.

Maibec’s exterior siding products are now being distributed by the Cedar Specialty Group of Capital Forest Products, Annapolis, Md., throughout Maryland, Delaware, Virginia, Pennsylvania and Washington, D.C. GRAND OPENING of Westlake Ace’s newest store in Cary, N.C., kicked off with a board cutting Oct. 5 and a celebration Oct. 6, with family-friendly activities, demos from vendors, and chances to win Ace gift cards.

Westlake Expands in North Carolina

Westlake Ace Hardware opened a new 13,300-sq. ft. store Oct. 5 store in Cary, N.C.—its tenth location in the state and 122nd overall.

The store sells such hardware products as fasteners, tools, plumbing, electric and paint, as well as outdoor power equipment, lawn & garden, seasonal outdoor living, BBQ and a Westlake Pet Supplies store-within-a-store.

Ox Buys Housewrap Manufacturer

Housewrap manufacturer HomeGuard Building Products, Jacksonville, Fl., has been acquired by Ox Engineered Products, Northville, Mi., producer of structural sheathing and thermal insulation products.

Ox CEO Dave Ulmer said, “HomeGuard is a natural fit with Ox. HomeGuard’s complementary product offering, in combination with Ox’s existing sheathing solutions, makes us a one-stop shop for high-performance, cost-effective building envelope products.”

Masonite Plans Corporate Campus

Masonite International Corp., Tampa, Fl., will build a new headquarters/corporate campus adjacent to its office in nearby Ybor City, Fl. Construction will begin this fall, with plans to open by late 2019.

The new 56,000-sq. ft. base will accommodate about 500 employees.

ECi Battles Software Rival

ECi Software Solutions, Fort Worth, Tx., was granted a preliminary injunction prohibiting Prosperity Computer Solutions, Big Sandy, Tx., from accessing, using, modifying, copying or tampering with ECi’s Advantage software and prohibiting two former Advantage customers from using the Advantage software.

ECi filed in August alleging Prosperity had violated the terms of a 2016 settlement agreement, had misappropriated ECi trade secrets, and had conspired with two former customers to violate ECi’s intellectual property rights in the Advantage software.

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November 2018

Paralux has launched its own cable railing brand after 15 years of manufacturing for other companies from its 15,000sq. ft. facility in Drifting, Pa. Metsä Wood has started up a new birch plywood mill in

Pärnu, Estonia.

Kebony has begun operating a new modified wood factory in Flanders, Belgium.

Milwaukee Tool , Milwaukee, Wi., has acquired Imperial Blades, Sun Prairie, Wi. Founded in 2008, Imperial Blades pioneered the universal shank for oscillating multi-tools.

USG Corp. stockholders approved a proposed acquisition of the company by Knauf.

Allura, Houston, Tx., has introduced a new color palette for its family of prefinished fiber cement siding, shakes and shingles, panels and soffit products. Eleven new colors have been added, bringing the total to 25. Discontinued colors will continue to be offered until Jan. 31, 2019.

RISI, a division of Euromoney Institutional Investor, will fold 97-year-old Crow’s price reporting into its recently purchased Random Lengths by the end of first quarter 2019.

The Pau Lope Company , Cape Canaveral, Fl., recently held its third annual Pau Lope Summit, dubbed “Roll Tide Three,” in South Beach, Miami, Fl. Topics included 2018 review, 2019 forecasts, and product line updates.

Attendees included Blue Hixson, Joe Allotta and Grant Pearsall of Capital Lumber, Pete Alexander and Lance Humphrey, Holden Humphrey, and Joel Berkland, Woolf Distributing.

RoyOMartin recently held its second annual Women in Manufacturing Day at its Alexandria, La., headquarters.

Nearly 50 junior- and senior-high students, their teachers, parents and community partners heard testimonials from five successful women in manufacturing-related careers.

Makita’s 18V LXT Sub-Compact line won Home Depot’s 2018 Innovation Award.

Building-Products.com

THINKING Ahead

By Nick Fitzgerald, NAWLA Chairman

This business is personal ake a step back in time with me for a moment.

Robocop, Good Morning Vietnam, Dirty Dancing, and the first Lethal Weapon film were in theaters.

Iconic albums such as Michael Jackson’s Bad, The Joshua Tree from U2, and Appetite for Destruction from Guns N’ Roses were released.

Phil Simms, after winning Super Bowl XXI and being named the game’s MVP, was the first to utter the now-famous celebratory proclamation, “I’m going to Disney World!”

And, on October 19, 1987, the Dow Jones Industrial Average dropped 22.6% in one day.

For a guy working his first career position in the financial industry, this was a defining and actionable moment in my life.

Not long after that day, which remains the largest single-day percentage drop for the Dow, I had the opportunity to change the course of my career, and move to a more tangible industry. One I could see, smell, and feel. The forest products industry.

A company in Des Moines hired me, right around the time it was being acquired by Universal Forest Products. The following spring, in 1989, I began UFPI’s highly-revered training program, and soon began selling specialty products like pine

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boards, cedar and redwood.

Just a couple of years later, an opportunity arose to move to pressure-treated work in Janesville, Wi. I jumped at the opportunity to move to a new state and to sell pressure treated lumber and other commodity items across the northern Midwest.

In Wisconsin, I fell in love with a lifelong Badger, Kim, and we started a family. In the late ’90s, UFPI went through a restructuring, and with my wife and two children, we relocated to Union City, Ga. It

November 2018

was then, in 1998, that I attended my first NAWLA Traders Market.

By that time, my career had shifted to be more on the supply side of things, and as a buyer and purchasing manager, those meetings at Traders Market were invaluable to me in making connections and getting deals done.

Around 2007, knowing that I could contribute, and gain, so much more from NAWLA involvement, I reached out to a mentor of mine, the late Mike St. John, the vice president

Building-Products.com

A Special Series from North American Wholesale Lumber Association

of sales for Pacific Woodtech and NAWLA board member at the time. He connected me with some additional folks, and I soon knew that becoming involved in the Education Committee was the best fit for me. In the span of just a few years, I became chair of the committee, then was invited to join the board of directors. During that time, NAWLA partnered with SmithBucklin for our management needs, and after 25 years at UFPI, I switched jobs to be branch manager with Building Products, Inc. (BPI) and relocated my family back to the Midwest.

Whew.

Today, as I wrap up the honor of serving as NAWLA’s chairman, I’m thrilled with the progress the association has made in the last several years. Our membership is growing, even as our industry consolidates and the companies within it strive to be more efficient. It’s apparent that NAWLA membership is growing because of the efficiency and value we provide our member companies.

Our committees are active and strong. As chairman, I have immense trust in the individuals who serve in these capacities and have enjoyed learning from each of these groups and their volunteers.

NAWLA events continue to evolve and improve. We are identifying more qualified and engaging speakers than

Building-Products.com

ever before, taking regional meetings to new cities, and upping our game with offerings at all our events.

No matter how you choose to engage, meeting people from all walks of this industry, at every level within companies is something unique to the NAWLA experience. For me, when I meet someone at a Traders Market, even if the deal isn’t ‘there’ immediately, it sometimes is there—later on. I’ve had several instances where I’ve met someone, talked about their products or mine, and went about our days. Then, months or even years later, with a shift in vendors or suppliers, that chance encounter comes back to my head, and a new partnership is born. You may not use that connection immediately, but it’s there if and when you need it.

I’m also immensely encouraged and inspired by the younger generation now entering the business. I have learned that these emerging professionals have passion, grit, and innovation in their DNA—and I’m thrilled to see where they take our industry, and NAWLA, in the future.

My only words of advice: Become involved. You can make it as intense or as casual as you like. Find a board member or a committee member you already know (you can find them listed on the NAWLA website) and talk with them. Or, call me. Really. If I can help someone move their career forward by growing their involvement in our association, it would be my pleasure. Don’t delay getting involved just because you aren’t sure how to start.

My own entré to the forest products industry was a bit circumstantial, and very much unexpected by me. I respect, and have learned so much from those of you who grew up in this business and are carrying on family legacies. But what I’ve come to appreciate is that this industry, no matter how you got here, is built on relationships.

My success has been a result of the people I’ve met and the people they’ve been kind enough to introduce me to.

Quite simply, everything about this business is personal.

Many of you reading this are my colleagues, my business contacts, and truly my friends. Thank you for the honor.

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

Learn more about how NAWLA can help your business at www.nawla.org.

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MOVERS & Shakers Dan Schmidt has been promoted to purchasing mgr. for Pukall Lumber Co., Arbor Vitae, Wi. Edwin Murray, ex-ABC Supply, is the new general mgr. at Huttig Building Products, Newington, Ct. Josh Arrowood, ex-84 Lumber, is a new lumber trader at Bridgewell Resources, Tampa, Fl. Brian Atkins, ex-Builders FirstSource, has moved to Carter Lumber, Kent, Oh., as director of forest products.

Joe Gatta, ex-Park Building Supply, is new to contractor sales at 84 Lumber, Malta, N.Y. Coleman Davis is a new management trainee in Savannah, Ga. Jason Flack has been appointed VP of sales at Firestone Building Products Co., Nashville, Tn. Jamie Schafer has been appointed branch mgr. at Gilcrest Jewett Lumber Co., Waukee, Ia. Doug Goforth, CFO, GMS Inc., Tucker, Ga., is exiting his post by the end of the year, but will serve as an advisor until March 31.

Byron Stewart, PrimeSource Building Products, Kansas City, Mo., has been promoted to district sales mgr.

Carlos Hernandez, ex-PPG, has been named sales mgr. of Foxworth Galbraith Lumber Co., El Paso, Tx. Jenna Myers is the new paint merchandise mgr. for Do it Best Corp., Fort Wayne, In. Zach Vanlandingham, has moved to associate lumber trader.

Kevin Molesworth, ex-Capitol Building Supply, is now an account mgr. for Allied Building Products, Baltimore, Md. Chris Rowe, ex-Weyerhaeuser, has joined Builders FirstSource, Arlington, Tx., as product sales mgr.

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November 2018

Cher Dambrosio, ex-Masco Cabinetry, has been named director of kitchen & bath for Curtis Lumber Co., Ballston Spa, N.Y. Gary Moore, ex-Lumbermen’s, is now West Branch, Mi.based regional sales mgr. for ASI Doors, Milwaukee, Wi. Matt Moser has been promoted to branch mgr. of L&W Supply, Roanoke, Va. Matt Polansky is new to outside sales in Andover, Mn. Robin Chaiken is a new door & window specialist wtih Hamilton Building Supply, Newtown, Pa. Darin Taber is new to sales at Park Building Supplies, Schenectady, N.Y. Craig Webb, longtime editor and construction supply analyst, has launched a new firm, Webb Analytics LLC, Washington, D.C., offering custom research, consulting, data and analysis, and business development services.

Cameron Goodreau has joined Southern Forest Products Association as lumber products mgr.

Ken Hoffman, Southern Staircase, Alpharetta, Ga., has been promoted to senior VP of sales.

Doug Bevill has been appointed product general mgr. of Avitru’s Building Product Solutions group, Atlanta, Ga. Christina Hunkus has rejoined Masco Cabinetry, Ann Arbor, Mi., as customer experience mgr.

John Vukanovich has been named vice president of marketing for Derby Building Products, Quebec City, P.Q., overseeing the Tando and Novik brands.

Hiram Cheep is new to recruitment and compensation at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

NEW Products

High-Performance, Low-Cost Decking Green Bay Decking’s new Indura Deck capped composite decking provides a premium product at a lower price point.

The line is similar to Green Bay’s top-of-the-line Optima Deck, but with a reduced profile, which lowers the cost and the weight.

The product will not rot, since it contains no wood filler to break down with environmental exposure.

And because of its patented blend of BioDac, rice hulls, and virgin high density polyethylene, it is naturally resistant to the effects of mold and mildew. n GREENBAYDECKING.COM (877) 804-0137

Flexible Deck Clip Nova USA Wood Products’ new ExoDek QuickClip hidden fastener deck clip system allows for the natural expansion and contraction of wood decking with changes in the material’s moisture content.

The clips are made from spring steel, similar to the steel used in automotive springs, and E-coated for maximum long-term durability and exposure to the elements.

The #8 deck screws fasten from the top for speedy installation; a 1/4” gap between the boards is built into the design. n NOVAUSAWOOD.COM (503) 419-6407

Deck Weatherproofing Coils

Dexerdry themoplastic weatherproofing strips are now available in a flexible coil, making them easier to install, ship and handle.

The strips are placed between deck boards to prevent water and the elements from pentrating the surface of the deck, creating a dry space under any outside deck.

Coils initially will accommodate certain Trex, Deckorators, MoistureShield, AZEK and TimberTech decking, with more on the way.

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Freedom Fill is a powder-coated aluminum in-fill made by Wild Hog Products to fit perfectly into Trex Transcend top and bottom rail. The slots in Freedom Fill will hold Wild Hog railing snugly in place between the rails.

It comes in black and white, in 6-ft. and 8-ft. kits. n WILDHOGRAILING.COM (800) 221-7671

n DEXERDRY.COM (732) 551-9969

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Adaptable In-fill Kit

November 2018

Building-Products.com

Find Out What An Orgill Dealer Market Is All About Discover fantastic buying opportunities, walk through fully merchandised concept stores and explore special product showcases!

Join us February 21-23 for our Spring Dealer Market in Orlando!

Register online or give us a call today!

• Fantastic buying opportunities • Deep discounts from thousands of vendors • Fully merchandised concept stores • Special product showcases

Scan the QR code to watch a video about Orgill Dealer Markets!

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com

Reformulated Composite Decking

Adjustable Cable Rail New adjustable cable railing systems have been introduced by Paralux.

The systems feature either a patent-pending swivel design for wood posts or a toggle design for metal posts, allowing adjustability between posts and preventing bulky fittings from being exposed on the exterior of end posts. n PARALUXCABLERAILING.COM (813) 727-2589

Cali Bamboo has redesigned its BamDeck bamboo composite decking product.

BamDeck 4G, the fourth generation line, now has planks that are scalloped on the bottom and grooved on the sides. Planks come in a wide plank size (8 ft. long by 8-1/4” wide) and in extra long (16 ft. long by 5-7/16” wide).

A smooth, matte finish allows for modern-looking decking. Planks sport a solid composition with uniform hues from top to bottom and never require sealing or staining.

BamDeck 4G retains the same sustainable bamboo composite formula, composed of 60% reclaimed bamboo fiber left over from the bamboo flooring manufacturing process, and 40% recycled HDPE. The new line comes in three colors: coffee, slate and charcoal. n CALIBAMBOO.COM (888) 788-2254

More Rail Options for Your Deck DuraLife is expanding its deck railing product offering with a new line called Merrimack. The system is made of a non-wood PVC composite and is available in a bright white finish.

The new line features a contoured top rail, a hidden fastening rail connection system, and an innovative (optional) drink rail deck board adapter allowing contractors to easily match the top of the railing to any DuraLife decking color to create an elegant, cohesive design. n DURALIFEDECKING.COM (800) 866-8101

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Fiberglass Measuring Tools Cementex has made available its fully non-conductive fiberglass measuring tools. Available are a 33-in. measuring tape and a 6-ft. measuring stick.

Their composition eliminates the potential for a common cause of arc flash—inadvertent contact with metal measuring tools. And because they’re not wood, they are unaffected by environmental changes; even if they get wet, they won’t change shape. n CEMENTEXUSA.COM (800) 654-1292

November 2018

Building-Products.com

T R I M YO U R B U D G E T.

allura. the ultimate building material allternative.

Beautiful, all-weather strong Allura fiber cement siding, soffit, shingles, panels and Plycem trim not only give you the look you want, but its advanced formulation and incredible durability means there’s practically no need for repairs or replacement.

And that means big savings all the way around. Get the most out of your home by building it with the best fiber cement products, Allura.

AlluraUSA.com 844.4. ALLURA 844.425.5872

L A P 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 | S O F F I T | B AC K E R B OA R D/ U N D E R L AY M E N T

Rich, Earthy Hues

Super-Strong Decking Deckorators has expanded its line of wood-alternative decking with the launch of Voyage, a new line of composite decking featuring patented Eovations technology.

The new line absorbs virtually no moisture, and allows virtually no thermal expansion or contraction, and adds to these benefits unique textured embossing for superior traction on the deck surface, along with the bold look of vertical grain variegation. n DECKORATORS.COM (800) 556-8449

Tando’s Signature Stain added a new color— Graphite—to its innovative cladding line.

Manufactured by Derby Building Products, the new hue expands the stained shake line beyond current wood-like browns to an earthy, deep gray. The color joins Signature Stain’s original colors of Fawn, Bark and Acorn, capturing the natural hues and variations of stained wood.

Graphite offers the beauty and authenticity of stained wood but without the continuous maintenance or upkeep, and is a good solution for home exteriors, with a lightweight design for fast, easy one-person installation. n TANDOBP.COM (844) 698-2636

Metallic-Look Post Caps DeWalt’s new 20V MAX Cordless Cable Stapler is a compact and lightweight solution and replaces manual cable fastening methods.

Twice as fast as manual hammer stapling, the new tool helps provide fast and efficient wire-ups in residential wiring applications and is primarily designed for fastening NM-B (Romex) wires and cables.

It can also be used for low-voltage applications. A proprietary cable guide helps to drive staples safely and accurately over the cable.

American Pro Building Products by Patwin has introduced a new cellular PVC rail system with the option of metallic-look Living Finish top caps.

The Living Finish option allows you to cap the rails with the classic look of bronze, copper and stainless—as well as real mahogany—at a fraction of the cost.

The caps snap on the top rails the same as standard white ones, but give the rich look of real metal. They are strong, fade resistant, and UV stabilized for outdoor use.

n DEWALT.COM (800) 433-9258

n PATWIN.COM (800) 225-0957

Staple Down Your Project

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November 2018

Building-Products.com

Rainscreen Protection Updated Connections

PopTop post cap system is the first and only interchangeable deck cap, allowing the homeowners to change the look and functionality of their deck.

The cap has interchangeable receivers to hold lighting, cupholders, trays, flags, birdfeeders, or about any decorative element the homeowner can dream up.

Knight Wall Systems is collaborating with Rockwool to create a continuous insulation (CI) rainscreen attachment system utilizing stone wool insulation rather than rigid foam.

Developed for commercial uses, Comfortboard 110 is thermally efficient, moisture-resistant, vapor permeable, and supplants other external sheathing insulations to create high-performance wall assemblies.

n POPTOPPOSTCAP.COM (301) 948-6600

n KNIGHTWALLSYSTEMS.COM (855) 597-9255

n STRONGTIE.COM (800) 999-5099

PopTop Post Cap

Simpson Strong-Tie has redesigned its RCKW rigid kneewall connector for cold-formed steel construction to provide a two-anchor option for contractors using 1/2”- or 3/8”-diameter concrete anchors.

When higher loads are required, combine the RCKW with the RCKWS stiffener to maximize overturning moment resistance.

– Serving the industry for over 30 years – Phone:

800-763-0139

• Fax: 864-699-3101

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Building-Products.com

ASSOCIATION Update National Lumber & Building Material Dealers Association elected its new leadership team for 2018-2019 at its annual ProDelaer Summit.

Robert P. Sanford, Sanford & Hawley, Unionville, Ct., was elected as the new chair, replacing Rick Lierz, Franklin Building Supply Co., Boise, Id. In addition, the board of directors named chair-elect Russ Kathrein, Alexander Lumber, Bloomington, Il.; first vice chair Jim Bishop, Vesta Lee Lumber, Bonner Springs, Ks.; Manufacturers & Services Council chair Clarence Wilkerson, Weyerhaeuser, Federal Way, Wa.; Federated Association Executives chair Cody Nuernberg, Northwestern Lumber Association, Dakota, Wi.; and treasurer Scott Engquist, Engquist Lumber, Harcourt, Ia. Florida Building Material Association will host a blueprint reading seminar Nov. 6 at its headquarters in Mt. Dora, Fl. Eastern New York Lumber Dealers Association will hold a holiday trade show Dec. 4 at the Holiday Inn, Saratoga Springs, N.Y. Mid-America Lumbermens Association has begun planning its annual holiday party Dec. 12 in St. Louis, Mo. Northwestern Lumber Association will stage an estimating classes where members can learn how to read blueprints and do a material take-off. The classes will take place Nov. 13-15 at Country Inn & Suites, Coralville,

Building-Products.com

Ia., and Dec. 11-13 in Omaha, Ne. Students will discover short-cut formulas that are designed to speed up the material take-off process.

Other upcoming NLA events include Future Lumber Leaders/Wisconsin roundtables Dec. 7 in Columbus and Madison, Wi.; a yard and delivery workshop Dec. 11-12 in Allenton, Wi.; and a project management seminar Dec. 13 in West Bend, Wi. Building Material Suppliers Association is hosting an executive committee and board meeting Nov. 7 in Columbus, Oh. The following week the association will host a sales manager roundtable Nov. 15-16 in Charleston, S.C. National Hardwood Lumber Association elected Darwin Murray, McClain Forest Products, West Plains, Mi., as the new president during its recent annual convention in Toronto, Canada.

Jeff Wirkkala, Hardwood Industries, Sherwood, Or., will serve as vice president and seven new board membersat-large will each serve a three-year term beginning immediately: George Bach, East Ohio Hardwood Lumber Co.; John Griffin, Frank Paxton Lumber Co.; Joey Josey, Josey Lumber Co.; Darrell Keeling, Northwest Hardwoods; Dennis Mann, Baillie Lumber Co.; Cameron McRae, McRae Lumber Co. Ltd.; and George Swaner, Swaner Hardwood Co. North American Wholesale Lumber Association kicks off its annual Traders Market Nov. 7-9 in Chicago, Il., celebrating the group’s 125th anniversary.

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SFPA meeting flies high Southern Forest Products Association welcomed a new slate of officers during its recent annual meeting at The Greenbrier Resort in White Sulphur Springs, W.V. New chairman is Donny White, Ray White Lumber Co.; past chair Donna Whitaker, Interfor U.S.; vice chair Steven Mason, PotlatchDeltic; treasurer Neal Shunk, Weyerhaeuser; and executive director Tami Kessler.

Some 70 members, spouses and guests assembled for

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SOUTHERN FOREST Products Association annual meeting Oct. 2-5 at the Greenbrier Resort, White Sulphur Springs, W.V. [1] Outgoing chair Donna Whitaker was honored for her service, presented by Donny White. [2] A falconry demonstration entertained guests during the opening reception. [3] Claude Gregory, Suzy Kennedy, J.R. Stanley. [4] James Bentley, Delton Alderman. [5] John Rhea, Chris Matier. [6] Robin & Janet Swift, Jerry Hingle, Peggy King. [7] Tom Van Horn, Mark Partyka. [8] Chuck Casey, Scott VandeLinde.

[9] Scott Elston, David Cox. [10] Mike Gall, Art Mordecai. [11] Mark Stock, Jim Sowers.

[12] Richard Wallace, Rachel Elton, Cameron Goodreau. [13] Tom Van Horn, Matthew Vallance, Simon Good. (More photos on next page)

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informative sessions and association business, plus golf, sporting clays, and fly fishing.

Presenters included Ryan Flom, Softwood Lumber Board; Jerry Hingle, Southern Pine Council; Bryan Beck, The Beck Group; USDA’s supervisory forester James Bentley; Interfor’s Mark Stock on its innovative apprenticeship program; and Paul Jannke, Forest Economic Advisors, on “Lumber Market Retreats.”

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SFPA ATTENDEES (continued from previous page): [14] Peggy King, Jerry Hingle. [15] Eric & Lauren Gee. [16] Tommie & Gale Miller. [17] Meg & Bob Browder. [18] Ellen & Harry Hardin,

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SOUTHERN PRODUCERS

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Donna Whitaker, Jerry Schoendienst. [19] Mark & Angela Culpepper. [20] Jeff & Sandy Miller. [21] Will & Adrienne Lampe. [22] Tayja & Vince Almond. [23] Liz & Barry Bauman.

[24] Neal Shunk, Donny White. [25] Kerry & Tami Kessler. [26] Mary Alice & Rob Girardi.

[27] Bryan Smalley, Scott Jones. [28] Reid & Joannah Manning.

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NELMA treks to the Cape Northeastern Lumber Manufacturers Association headed to Cape Cod, to convene its 85th annual meeting Sept.

19-21 at the century-old Chatham Bars Resort, Chatham, Ma. The association got down to work, reviewing committee activities and NELMA’s latest marketing and PR initiatives, listening to a full slate of forward-minded presenters, and honoring design and safety award winners.

Safety awards were presented in five divisions (based on man hours) and three categories (sawmills, planers and combined operations). Combined operations winners were Lovell Lumber, Lovell, Me. (runner-up Cass Forest Products, Cass Lake, Mn.); Pukall Lumber, Arbor Vitae, Wi.; Madison Lumber Mill, West Ossipee, N.H. (runner-up Limington Lumber, East Baldwin, Ma.); and Robbins Lumber, Searsmont, Me. (runner-up Pleasant

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NELMA based its exhibits, opening reception, and other activities at [1] the resort’s woodsy Beach House. Event presenters included [2] Timber Experts’ Zaid Agloria, on selling eastern white pine to Pakistan; [3] Craig Webb, construction forecast; [4] Russell Edgar, NELMA’s lumber testing on mass timber; and [5] Forest Economic Advisors’ Paul Jannke,

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River Lumber, Dover-Foxcroft, Me.).

Sawmill winners were Hammond Lumber, Belgrade, Me. (runner-up Pleasant River Pine, Sanford, Me.); Pukall Lumber (runner-up Lovell); Robbins Lumber (runner-up Limington); King Forest Industries, Wentworth, N.H. (runner-up Potlatch Corp., Bemidji, Mn.); and Pleasant River, Dover-Foxcroft (runner-up Pleasant River/Moose River Lumber, Jackman, Me.).

Planer mill winners were Cass Forest Products (runner-up Lovell); Madison Lumber Mill (runner-up Limington); Pleasant River/Moose River (runner-up Diprizio Pine Sales, Middleton, N.H.); Pleasant River, Dover-Foxcroft (runner-up King Forest); and Irving Forest Products, Dixfield, Me. Next year’s annual meeting is set for Sept. 18-20, 2019, at the Woodstock Inn, Woodstock, Vt.

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on 2019. [6] Nearby golf. [7] Dave Fenuccio, Larry & Donna King, Bill Edwards. [8] Alex Darrah, B. Manning, Eric McCoy. [9] Ingo Wallocha, Bob McSorley, Jeff Evans, Paul Lennon. [10] Prisco & Phyllis DiPrizio, Evelyn & Hal Smith. [11] Kim Watson-Pitts, Suzy Kennerly, Claude Gregory, Jeremy Pitts. (More photos on next page) Building-Products.com

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24 NELMA’S annual meeting (continued from previous page): [12] Jeremy Howard, Chris & Ashley Brochu, Jethro Poulin, Ginny Pray. [13] Joe & Christine Robertie. [14] Stuart Toof, Doug Chiasson, Phil Ruck, Ryan Satterfield. [15] Kim Drew, John Rooks, Katie Gatti. [16] B. Manning, Anthony Baroni, Lizzie Manning, Dan Paige. [17] Richard & Annette Freeman, Marge Collins, Scott Brown. [18] Alden Robbins, Recard Building-Products.com

NELMA ANNUAL MEETING

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25 Robbins, Will Robbins. [19] Don Carrier, Jeff Easterling. [20] Henry Lamothe, Keegan Holt. [21] Chris Matier, John Rhea. [22] Tonia Tibbetts, Matt Duprey, Kourtney McLean. [23] Bilal Piperdi, Abdul Agloria, Zaid Agloria, Robert St. Laurent. [24] Jon & Denise Keene, Kim Drew, Rose LeBarron, Matt Pomeroy, Ken Legendre, Ken Sweet. [25] Chuck Gaede, John Krueger.

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Remodeling/Deck show draws crowds to Baltimore The combined Remodeling Show/DeckExpo returned to Baltimore, Md., with added excitement from a growing outdoor living presence and dozens upon dozens of new product introductions.

One of the most popular sessions was a panel discussion, moderated by BPD publisher Patrick Adams, on “Build Outside the Box: Crafting Your Brand Your Way,” featuring radio personalities The Carey Bros. and Jason “Dr. Decks” Russell.

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The show, held Oct. 9-11 at the Baltimore Convention Center, also featured workshops and panel discussions, and coincided with the annual meeting of the North American Deck & Railing Association.

DECK EXPO HIGHLIGHT: [1] Publisher Patrick Adams moderated a roundtable featuring Dr. Decks and The Carey Bros. [2] Brendan Casey, Paul LaFrance, Jason “Dr. Decks” Russell. [3] Morris & Carol Carey, James Carey. [4] Jon Vukanovich, Anne-Andree Morin, Mike Morris, Jason Lyle, Hillary Depper, Gary Kessler. [5] Cameron Goodreau, Jay Poppe, Sydni Dobson, Eric Gee. [6] Chad Hall, Kim Pohl, Steve Rees, Scott Willis, Jamie Kreiser. [7] Sabrina Byrum, Katya Stuart. [8] Chris Dooley, Phil Lail. [9] Kevin Harris, Matt Hungerford, Darrell Hungerford, Mike Nachreiner. [10] Matt Fogel, Greg Palmer, Eric Ashack, Greg Hartmann. (More photos on next two pages)

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BALTIMORE Convention Center welcomed (continued) [11] Andrew Pantiledes, Rob Bickel. [12] Kathy Gibson, Patrick Clanton, Lynn Liebertz.

[13] Catherine Carlstedt, Craig Smalley, Ashley Finger. [14] Don Hayes, Brian Delbrueck. [15] Matt Chambers, Eric Skelton, Zach Bennett. [16]

Photos by The BPD

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REMODELING/DECK EXPO

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22 Scott Nowatzki, Andrew Ryan. [17] David Morgan, Jim Storrer. [18] Seth Aranson, John Scarborough. [19] Ben Desantis, Lainie Sleppin. [20] Andrea Munday. [21] Tom Horvath, Chuck Casey. [22] Mike Descoteaux, Jay Penney, Jim Poulin. (More photos on next page)

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November 2018

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REMODELING/DECK EXPO Photos by The BPD

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REMODELING SHOW/DeckExpo (continued from two previous pages): [23] Bill Ross, Edie Kello. [24] Scott Marshall, Kevin Garman. [25] Daniel Franklin, Becky Duffy, Kristin Sparbeck. [26] Bill Griffith, John McGill.

[27] Shawn O’Keefe, Zachary Sayre, Frank Vara, Kevin Kelly. [28] Len Moscowitz, Wayne Bennett, Peter Krihak. [29] Nick Prazuch, Chris Johnson, Keith Richardson, Ion Holtie. [30] Rick Hess, Andres Smucker, Sean McPeak, Ted Parmor. [31] Robert Savard, Samantha Smitchko.

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[32] Kimberly Smitchko, Daniel Smitchko. [33] Michael Nolan, John Ardolina, Jody Nolan, Jesse Khan. [34] Andy Hackerson, Mary Kittrell, Jude Kundla, Terry O’Connor Jr., Ken Hotchkiss, Chris Boyts. [35] John Lampe, Maggie Lampe, Will Lampe. [36] Jim Mailey. [37] Matt Shaner, McKinley Harris, Jonathan Honcher, Shara Gamble, Chris Day, Kim Eckerman. [38] Jack Joyce, Colleen Seal, Phil Hrack.

Building-Products.com

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Shaver Reload, Statesville, NC

TALK Back LIVE LIKE A DOG Just a quick note as a dog person to say I loved your editorial this month (“Act Like a Dog,” Sept., p. 8) and the lessons we can learn from our relationship with man’s best friend.

I shared your line—“Loyal, brave, happy with what you have, and showing love unconditionally to those close to you while happily risking your life to protect and serve them”—with family, friends and colleagues.

Catherine Fox Combilift Monaghan, Ireland

CASHING IN I just finished reading your “Across the Board” (Oct. p. 8) posing the question, “Are you wealthy?” I don’t think I’ve ever responded to any article I have ever read in any publication, but wanted to tell you how much I enjoyed it.

With more than one billion people around the world who live on less than $1 per day, I’d say we, as a nation, are all wealthy. It’s truly a matter of perspective. As someone who chased the dollar much too much in earlier years, I agree and “believe we’re here for much bigger things than to keep score using dollars.” I am far blessed beyond even my wildest imagination—or certainly much more than I deserve.

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Mid Valley Lumber [www.midvalleylumber.com]

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Allura [www.allurausa.com]

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

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Atlantis Rail Systems [www.atlantisrail.com]

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Norbord [www.norbord.com]

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Combilift [www.combilift.com]

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Orgill [www.orgill.com]

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

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OZCO Building Products [www.ozcobp.com]

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Everwood Treatment Co. [www.everwoodtreatment.com]

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Pacific Woodtech [www.pacificwoodtech.com]

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Fasco America [www.fascoamerica.com]

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Palram [www.palramamericas.com]

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526 Media Group Inc. [www.building-products.com]

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Redwood Empire [www.redwoodemp.com]

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Cover II, 3

Roseburg Forest Products [www.roseburg.com]

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Cover IV

Screw Products, Inc. [www.screw-products.com]

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Great Southern Wood [www.yellawood.com] International Beams [www.internationalbeams.com] Jordan Lumber [www.jordanlumber.com]

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Koppers Performance Chemicals [kopperspc.com]

Cover I

Simpson Strong-Tie [www.strongtie.com]

Cover III

Spartanburg Forest Products [spartanburgforestproducts.com] 42

Lonza [www.wolmanizedwood.com]

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Swanson Sales Group [www.swansongroup.biz]

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Madison Wood Preservers [www.madwood.com]

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Versatex [www.versatex.com]

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Matthews Marking Systems [www.matthewsmarking.com]

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Weyerhaeuser [www.weyerhaeuser.com]

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IN Memoriam Luther Clary Anthony Sr., 93, former president and CEO of Anthony Forest Products Co., El Dorado, Ar., passed away Sept. 20.

A veteran of the U.S. Navy, he served as chairman of the Southern Forest Products Association in 1993.

Stephen E. Welter, 77, former owner of Quality Wood Treating, Prairie du Chien, Wi., died Sept. 27.

A graduate of the University of Wisconsin-Madison, he owned and operated Quality Wood Treating for over 30 years, until selling its Everx composite decking plant to Universal Forest Products in 2002 and its treating facilities to UFP in 2003.

Glennis Wayne “Glen” Buckner, 76, co-founder of Big 4 Lumber Co., Morehead, Ky., died Sept. 2.

A graduate of Morehead State University, he worked at Carr Lumber Co., Morehead, before teaming to open Big 4.

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

Mid-Hudson Lumber Dealers Association – Nov. 3, Army football bus trip, Michie Stadium, West Point, N.Y.; www.nrla.org.

Northern New York Lumber Dealers Assn. – Nov. 3, 20th annual bowling tournament, Market Lanes, Potsdam, N.Y.; www.nrla.org.

Florida Building Material Association – Nov. 6, blueprint reading seminar, Mt. Dora, Fl.; www.fbma.org.

Lumber Dealers Association of Connecticut – Nov. 7, annual meeting, Aqua Turf Club, Plantsville, Ct.; www.nrla.org.

Lumbermens Association of Texas – Nov. 7, networking/professional development lunch, San Antonio, Tx.; www.lat.org.

Building Material Suppliers Association – Nov. 7-8, Ohio education summit, Columbus, Oh.; www.mybmsa.org.

North American Wholesale Lumber Association – Nov. 7-9, Traders Market, Chicago, Il.; www.nawla.org.

Central New York Lumber Dealers Association – Nov. 9, joint annual meeting with Western New York Lumber Dealers Association, Del Lago Resort & Casino, Waterloo, N.Y.; www.nrla.org.

Epicor LBM User Conference – Nov. 12-14, Aria Resort & Casino, Las Vegas, Nv.; www.epicor.com.

Northwestern Lumber Association – Nov. 13-15, estimating class, Coralville, Ia.; www.nlassn.org.

Greenbuild – Nov. 14-16, Chicago, Il.; www.greenbuildexpo.com.

Building Material Suppliers Association – Nov. 15-16, sales manager roundtable, Charleston, S.C.; www.mybmsa.org.

Rhode Island Lumber & Building Material Dealers Assn. – Nov. 16, holiday party, Downtown Marriott, Providence, R.I.; www.nrla.org.

Eastern New York Lumber Dealers Association – Dec. 4, holiday trade show, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

Massachusetts Retail Lumber Dealers Assn. – Dec. 4, mindset entrepreneur seminar, Boston Cedar, Mansfield, Ma.; www.nrla.org.

Northwestern Lumber Assn. – Dec. 7, Future Lumber Leaders/ Wisconsin roundtables, Columbus and Madison, Wi.; Dec. 11-12, yard & delivery workshop, Allenton, Wi.; Dec. 11-13, estimating class, Omaha, Ne.; Dec. 13, project management seminar, West Bend, Wi.; www.nlassn.org.

Mid-America Lumbermens Association – Dec. 12, holiday party, St. Louis, Mo.; www.themla.com.

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FLASHBack 64 Years Ago This Month

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ixty-four years ago, BPD’s sister publication, The California Lumber Merchant, reported on the Western Red Cedar Lumber Association’s opening of a new office in Seattle, Wa. The group announced the opening by mailing out thousands of postcards made of cedar shingles—enough to cover 17 “modern two-bedroom homes.”

In other news from November of 1954: • Hollow Tree Redwood Co. relocated its headquarters from Northern California to the site of its Southern California sales office: the famed Ocean Center Building in Long Beach.

The company also purchased a new twin-engine, eight-seater Beech aircraft for shuttling executives between the nearby Long Beach Airport and the companies’ mills in Ukiah, California.

The Ocean Center Building, an

WALT DISNEY teamed with Shell Oil to promote forest conservation through billboard ads.

iconic, 14-story beachside office tower, was acquired earlier this year by a developer that plans to restore it to its 1920s splendor.

WHOLESALE distributor Lumber Products Inc. advertised the wide range of products sold from its Sacramento, Ca., distribution center on the cover of The Merchant Magazine’s November 1954 edition.

Lumber Products would grow to nine locations by 2012, when it fell into bankruptcy. Most assets were acquired

by Rugby Architectural Building Products.

• San Joaquin Hoo-Hoo Club 31 held its first “Lumbermen’s Information Forum,” a series of free workshops to be held each month for lumber dealers and wholesalers.

The club’s directors saw the idea as a “business-builder for members, believing that information and ideas are the life-blood of the industry and it can best present new merchandising methods, new methods of application for the do-it-yourself trade, and new building materials to dealers through the fraternal medium of Hoo-Hoo.” Held at the Marion Nine Lumber Co. in Fresno, California, the debut class featured W. Dahl Wheeler, a Dale Carnegie instructor, addressing “Human Relations.” Future classes would cover sales, merchandising and publicity.

• Oakland Hoo-Hoo Club 31 planned a “Sports Night” for its forthcoming meeting at the old Fishermen’s Pier in Oakland.

Lead after-dinner speaker was to be Bill Laws, sports reporter for Oakland’s radio station KLX and announcer for the Oakland Oaks minor league baseball team. Joining him on the dais were fellow Bay Area sports legends Jackie Jensen, Boots Erb, and “Toe” Cullom.

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

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