BPD January 2018

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JANUARY 2018

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

2018 FOREST PRODUCTS FORECAST • SOUTHERN PINE • WESTERN WOODS

CONTENTS January 2018

Volume 37 n Number 1

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Special Section

Features

Departments

30 SOUTHERN PINE

10 INDUSTRY TRENDS

8 ACROSS THE BOARD 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 20 THE REVENUE GROWTH HABIT 22 TRANSFORMING TEAMS 38 MOVERS & SHAKERS 39 TALK BACK 48 NEW PRODUCTS 51 ASSOCIATION UPDATE 51 IN MEMORIAM 52 CLASSIFIED MARKETPLACE 52 ADVERTISERS INDEX 53 DATE BOOK 54 FLASHBACK

SOUTHERN FOREST PRODUCTS ASSOCIATION SHARES HOW THE SOUTHERN PINE INDUSTRY IS

14 PRODUCT SPOTLIGHT

PROMOTING BUILDING TO A HIGHER STANDARD.

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NEW YEAR BRINGS CAUTIOUS OPTIMISM… AND CONTINUED SUPPLY CONCERNS WHAT’S AHEAD FOR WINDOWS & DOORS

26 NAWLA: THINKING AHEAD

INDUSTRY EXPERTS TO TAKE ON THE LABOR SHORTAGE

JANUARY 2018

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

2018 FOREST PRODUCTS FORECAST • SOUTHERN PINE • WESTERN WOODS

36 COMPANY INSIGHT

CANFOR SOUTHERN PINE’S AGGRESSIVE SOUTHERN EXPANSION

40 WESTERN REPORT

WWPA PROVIDES ANSWERS TO QUESTIONS ON WESTERN WOODS

46 WESTERN REPORT

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President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John

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DECEMBER 2017

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Building Products Digest

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THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

LBM MERCHANDISING TIPS • PROTECT YOUR DATA • EWP BUYERS GUIDE

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

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January 2018

Building-Products.com

ACROSS the Board

By Patrick Adams

Some things never change…

I

with each new year, we tend to reflect and plan a bit more than normal. That simple flip of the calendar does more than remind us that we need to begin remembering a new year when we write notes or checks. It gives us another chance to assess our goals and attempt to live up to being the person we aspire to be.

This time last year I made a list of things I would try to do more of. I did end up going to the gym a bit more and I did wake up most days thankful for my family, friends and this great industry that allows us to provide for those who count on us. I did try to not to get caught up in the news of the minute and rather, look through the lens of a lifetime at the events that unfold before us, and I did spend more time living in the moment because it seems my “little kids” can change in about that period of time.

I think about the many things that took place this year in my life, our business, and our industry. There is no doubt that these are what they call the “good times.” Our industry and customers report having great years and in some cases even record years and I am proud that in some small way, we played a role in that. Serving an industry for over 95 years in no small feat! We launched a few new things in the past year and I am humbled by the industry’s overwhelming support and encouragement of what we produced.

As I think about my family, I usually sit back in quiet amazement. Yes, each member is amazing in their own right, but words cannot express sometimes how fortunate I feel that we’re together, healthy and happy. My son just had his first birthday and is taking the role as the family entertainer (and troublemaker). My amazing daughter had her seventh birthday and seems to be going on 17 with the things her young mind considers and what she is passionate about taking action on. With my wife, being married to your best friend and constant champion has so many rewards that sometimes I wonder what I ever did to deserve so much good in my life. Even bringing home a new puppy to the household and a complete backyard renovation didn’t cause even the slightest hiccup to her graceful management of our household and lives.

So other than a chance to humbly express my gratitude, what is the point? I suppose it’s simply this: that some things never change. When I was young, to say I was a conT SEEMS THAT

trol freak was an understatement. There was a plan and schedule for everything! The new year only made this worse, as I documented, planned and assessed. The funny thing is that all of those plans usually centered around trying to improve the things that were lacking and eliminate the things that were bad. We never look at the good things and make plans to change them, do we? Of course not because we like the good things and what I’ve learned this year is that the TRULY good things never change.

I’ve been through tough times and looking back, my wife was always there. Launching new things created stress and a bit of chaos in the office, but my staff figured it all out with smiles on their faces and now proclaim 2017 was the best year ever. Our customers and the industry at large continue to be some of our best friends and it is a privilege to serve and play a role in their success regardless of the market conditions that have existed over the past 95 years. I was recently at a lunch where three generations of ownership of our publications all sat, laughed and shared fond memories of that privilege.

I could make a bunch of new year resolutions for 2018.

But here’s what I already know for certain: the “bad” things will slowly not seem so bad and will eventually work themselves out, while the truly good things will truly never change! I wish all of you a year full of success and gratitude and remain constantly thankful for our opportunity to serve each of you!

“Be at war with your vices, at peace with your neighbors, and let every new year find you a better man.” ~ Benjamin Franklin

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

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INDUSTRY Trends

By Jennifer Coskren and David Fortin, RISI

RISI Viewpoint:

New year brings cautious optimism‌ and continued supply concerns B

Y ANY MEASURE, 2017 was a good one for the wood products markets. The larger question looming, however, is whether 2018 will usher in a similar wave of rising prices and increasing demand.

Given the current state of wood products markets in late 2017, optimism is not unwarranted as housing is expected to finally sustain a 1.3 million unit pace next year as household finances continue to firm. However, uncertainty over the extent to which bilateral trade agreements will stifle Canadian lumber supply, coupled with tax changes and a rise in OSB restarts, will likely lead to another year of cautious inventory buying.

The length of time it takes to fully rebuild log decks from the wildfires in British Columbia and the Pacific Northwest only adds another layer of complexity. These potential supplyside constraints along with insufficient inventory buffers could ignite another round of price gains and impart increased volatility next year as demand moves higher along with housing starts.

Lumber prices charged higher through much of the first half of the year leading up to the preliminary determination on countervailing duties against Canadian producers in April. The conservative buying strategy ahead of this determination helped

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fuel the second price run that began in July, as the wood markets experienced a supply shock from the massive wildfires that erupted in British Columbia and the U.S. West Coast while demand hurtled toward peak seasonal levels.

Forest fires, some of the worst in years, raged through British Columbia last summer, destroying 53 million cubic ft. of timberland and shutting down mills. Salvage plans have not January 2018

been formulated fast enough and log decks from British Columbia to Oregon have been depleted. Markets face six to eight months of salvage at a minimum, raising the risk that mills in Western Canada could face further challenges in 2018.

Along with raging forest fires, an active hurricane season also helped reduce wood availability through temporary mill closures, while at the same time driving demand higher. As Building-Products.com

Hurricanes Harvey and then Irma approached the U.S. South, home improvement stores could not replenish wood fast enough and order files were pushed out for weeks. With supply so constrained in the third quarter just as demand moved seasonally higher, lumber and panel prices began to surge. By October, prices had reached their highest levels in years.

Such lofty price gains allowed producers to generate solid cash flow and enjoy strong profits.

Housing starts are the linchpin for the 2018 wood products forecast, and most industry watchers and participants are anticipating another year of steady, though not eye-popping, growth. U.S. housing starts have yet to consistently break above the elusive 1.2 million unit mark. After surpassing that level in the first two months of 2017, starts receded and stayed under 1.2 million units until a very strong showing in October.

Despite healthy demand, U.S. housing production has been held back by the supply-side constraints of labor and land availability. Supplyside impediments are expected to ease enough to allow housing starts to accelerate again after a relatively slow 2017. Nonetheless, estimates remain conservative, and the APA consensus forecast has housing starts up a comparatively mild 7.0% to 1.293 million units.

The risk to the forecast for wood products demand continues to revolve around the pace of the recovery in U.S. residential construction, but this risk has been mitigated to some degree by continued strength in the residential R&R market. Nonetheless, the expectation for modest demand growth remains pervasive.

One looming issue for housing in 2018 is the recent tax reform bill making its way through Congress. As of early December, the House and the Senate have yet to reconcile their differing bills. The final measure, however, could have a significant impact on both home sales and the repair and remodeling market.

The House version would halve the mortgage interest deduction to $500,000 for new mortgages, while grandfathering in existing ones. The Senate version, meanwhile, allows for the $1 million threshold to stay but eliminates the interest deduction for home equity loans, a primary source of home renovation financing. Both versions also cap the property tax Building-Products.com

deduction to $10,000. Given the potential for changes to the final bill, it is difficult to ascertain what the effects will ultimately be.

Higher property value states, however, would certainly be more negatively impacted. According to the National Association of Realtors, nearly 50% of California’s housing units had a mortgage over $500,000, while 9% paid at least $10,000 in real estate taxes. In Alabama, the figures were 4.1% and 0.2%, respectively.

On the panel side, uncertainty around the potential for excess wood supply also remains a concern. At least five idled or new OSB mills will be ramping up in 2018, with Norbord’s Huguley, Al., and the new RoyOMartin Corrigan, Tx., mills already prepping for their first shipments. In addition, Tolko’s High Prairie mill, Huber’s Spring City, Tn., plant and a new line at Forex’s Amos, Quebec, facility are also expected to begin production at some point in 2018.

This round of restarts, while not as intense as what occurred in 20122014, will likely still bring with it a period of dislocation and softening prices compared to 2017. Buyers are already anticipating that supply will be available when needed next year, placing significant downward pressure on OSB prices in the fourth quarter of 2017 and likely factoring in to inventory buying strategies for 2018.

On the lumber side, supply constraints resulting from the devastating wildfires this year and the uncertainty surrounding the ongoing negotiations

January 2018

for a new bi-lateral softwood lumber trade agreement have kept markets unsettled. In this environment, traders are likely to maintain their conservative inventory buying strategies while producers look to increase production capabilities where they are able to meet growing demand.

Despite the expected increase in supply from offshore imports and domestic producers, particularly in the U.S. South, lumber markets are expected to tighten further in 2018.

The duties imposed on Canadian shipments to the USA will temper capital investment in Eastern Canada, while timber supply constraints from the decline in the annual allowable cut in British Columbia will result in further production curtailments in the region.

These limitations on supply from Canada, which accounted for nearly 33% of the U.S. market, mean that the rate of supply growth from U.S. domestic production, specifically in the U.S. South, and offshore imports will be key to determining market tightness moving forward.

Offshore imports have buffered North American softwood lumber supply, and should play a larger role as demand continues to outpace growth in domestic supply. Offshore imports to the USA were up an estimated 36% through September as strong demand and prices attracted more offshore supply, although imports still represented just 2% of domestic consumption.

Meanwhile, the supply challenges resulting from the wildfires are expected to linger in 2018 as produc-

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ers in British Columbia and the U.S. West Coast struggle to rebuild log decks as demand rises.

Despite concerns over wood markets for 2018, the most notable reasons for optimism emanate from demand fundamentals. On the demand side, demand for shelter remains strong, although household formations have eased in 2017 as the price of shelter has spiraled upward.

Household formations averaged less than 1.0 million through the third quarter of 2017.

But in a very positive sign for wood products, growth has been completely in the owner-occupied segment of household formations.

Owner-occupied units were up by more than 800,000 through the third quarter, the largest increase in that segment since 2006. These owneroccupied units tend to be single-family units and single-family housing uses far more wood than multifamily, so although top line housing starts have been mixed, gains in the singlefamily segment have given demand a significant boost.

Demand for shelter should remain strong in 2018, supported by continued gains in employment and higher wages. With shelter inventory extremely tight, this demand will put increasing pressure on the existing shelter stock, which should eventually translate to increased residential construction as the supply-side constraints of labor and land eventually ease.

While new housing construction is critical for wood products demand, residential repair and remodeling is quickly growing in prominence. R&R expenditures are expected to remain robust throughout this cycle. Demand for shelter (household formations) remains strong and continues to outpace supply gains, driving home prices and rents higher.

This strong demand in the face of the moderate pace of residential construction has pulled the inventory of homes available for sale to extraordinarily low levels and pushed prices higher. The dearth of available housing stock significantly lowers the prospects for would-be trade-up buyers to locate a desirable home.

At the same time, price appreciation has resulted in improvements in homeowner’s equity, making more equity available for potential home renovation projects. These factors are encouraging many would-be home-

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buyers to add on rather than trade up.

In the absence of a supply-side response (e.g., a rapid acceleration in housing starts), the continued strength anticipated in both employment and wages is expected to bolster the R&R market moving forward.

Most market participants and prognosticators, ourselves included, agree demand should move steadily higher in 2018. It is developments on the supply-side of the market and buyers’ appetite for anticipatory buying early in the year that are likely to define prices. Inventory levels throughout the supply chain are razor thin heading into 2018 and are not expected to change substantially in the new year.

While there could be some impetus to build inventories in order to avoid a repeat of the supply-side shock from the wildfires and hurricanes that hit the market this summer, anticipatory buying in early 2018 is expected to be relatively modest yet again.

For lumber, elevated prices, uncertainty over the final outcome of the bi-lateral trade negotiations and the expectation for continued steady, but manageable, demand growth heading into 2018 will likely limit inventory purchases early in the year. As long as demand continues to improve at a moderate rate and there are no supplyside shocks, peak-to-peak price gains should be minimal. However, you only need to look back to 2017 to see how market shocks against a backdrop of meager inventory levels can impact prices.

On the panel side, it is the pace of demand growth and capacity addiJanuary 2018

tions along with inventory strategies implemented early in the year that will determine prices in 2018. RISI’s assumption is that supply growth will outpace demand and weigh on the OSB market temporarily while the market works to absorb the additional supply.

– Jennifer Coskren, senior economist, wood products, is the author of the Structural Panel Commentary, and coauthor of the North American Wood Panel 5-Year Forecast and the North American Wood Panel 15-Year Forecast. She works out of RISI’s Bedford, Ma., office and can be reached at jcoskren@risi.com or (781) 734-8929.

David Fortin, director, wood products, is the author of the Lumber Commentary, and coauthor of the North American Lumber 5Year Forecast and the North American Lumber 15-Year Forecast. He also works out of RISI’s Bedford office and can be reached at (781) 734-8974 or dfortin@risi.com.

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Relationships Orgill Knows Our Market and Our Business

“We’ve tried other hardlines distributors, Orgill was the best fit.”

Troy Bamberg l Preston Feather Building Supply, Michigan l An Orgill customer since 1998

Consistent Service

The People Make the Difference

“Ever since we started doing business with Orgill,

“Orgill sells hardware—nuts, bolts, screws, tools and rakes

our business. That attitude has never changed.”

same vein, we sell boards and sticks just like all the other

everyone we talked to was interested in helping us grow

Orgill Understands Our Business

just like all the co-ops and hardlines distributors do. In the building centers do. Orgill is different in the same way we are. The difference is in the people.”

“Orgill helped us plan and buy for our new store.

They could do that because they knew us. They aren’t just in the hardware business, they’re in the people business.”

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

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com • Orgill, Inc. 4100 S. Houston Levee Road Collierville, TN 38017

PRODUCT Spotlight

By Stephanie Ornelas

What 2018 holds for windows and doors W

INDOW AND DOOR companies are taking note of upcoming trends in the industry. The growing demand for energy efficiency, confidence during the toughest of weather conditions, and the desire to impress their peers are all things homeowners are looking for. Here are some trends the biggest window and door companies are writing down for 2018.

Easy Accessibility YKK AP America, a technologyoriented manufacturer of residential doors and windows, is picking up on the Baby Boomer shift. According to AARP, 10,000 Baby Boomers are

turning 65 every day—making the current aging population the largest in U.S. history. “As this population continues to grow, architects and contractors are increasingly designing for accessibility. We’ve seen a shift, particularly in multifamily and hospitality-related applications, toward designing for accessibility,” said Mike Turner of YKK AP. To respond to this, the company produced its YSD 600 T model door, which provides an additional entrance option for accessible design, and is particularly suited for condominiums, apartments and multi-purpose buildings. “The sliding glass door is devel-

oped to be a part of a holistic design geared toward making spaces more accessible,” Turner continued.

Weathering the Storm Other companies want to assure that homeowners have the utmost confidence during extreme weather conditions. MI Windows & Doors designed its new aluminum 100 series sliding glass door with the company’s StormArmor impact-resistant package to provide maximum protection against severe storms and extreme weather conditions.

“We designed the aluminum sliding glass door to offer not just performance, but the opportunity to blend interior and exterior, while protecting homes from the severe storms regularly experienced in coastal regions,” said Josh Williard, MI’s product manager.

Meanwhile, Jeld-Wen has made its premium vinyl line available with impact-rated glass for added protection in hurricane-prone regions. “The added layer of safety makes the windows an ideal option for homes in areas with a high rate of seasonal storms,” said Jim Parello, vice president of marketing for Jeld-Wen.

Impress the Rest

BARN DOOR OPENINGS are a growing trend, especially among Millennials, because they help separate space easier and add unique style to a room.

(Photo courtesy Jeld-Wen)

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One can argue that safety and accessibility are all necessities when it comes to a home, but homeowners will never lose the desire to impress their guests, which is why several design trends are not just emerging, but constantly growing in demand.

MI Windows’ Josh Williard has explained the growing trend of blending the inside with the outside using large, open-spaced windows. “We Building-Products.com

designed the aluminum sliding glass door to protect homes from the severe storms, but we also take note of popular design trends, which is why the door blends the interior and exterior well.”

Another design trend emerging is the “farm house look” that’s becoming popular especially among Millennials.

Social media outlets like Pinterest and Instagram are becoming a resource for companies to update themselves on the latest trends and barn doors are one of them. “Our customers want living spaces that reflect their unique personality,” said Jeld-Wen’s Parello.

More Convenient Features Whether it’s saving time (and money) on maintenance or opening your doors and windows from afar, homeowners want convenience. As technology continues to make an impact in the industry, window and door companies are using this to their advantage. Homeowners are not only looking for beautifully designed, expansive doors, they want the convenience of automation.

“There’s a growing trend of large doors that can be opened and closed from a distance. Homeowners desire an easy way to open up a home to the outdoors and we’re responding to this,” said Christine Marvin, director of marketing at Marvin Windows & Doors. Marvin’s new Sliding Door Automatic Control (SDAC) gives homeowners a chance to choose to operate the door from a wall switch or via remote control.

While some companies are designing aiming for convenience through automation, others are responding to the demand for more maintenance-free products.

MI Windows & Doors’ Obscure Glass product line Rain

Building-Products.com

MAINTENANCE-FREE products that offer convenience and style are also in demand, which is why MI designed its Rain Glass window.

(Photo courtesy MI Windows and Doors)

Glass is a visually interesting pattern that mimics the look of rain running down a smooth piece of glass. The product masks fingerprints and is stain-resistant, so it requires less maintenance than standard clear glass.

While safety always comes first, companies are finding more ways to give homeowners confidence in their homes without compromising style.

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COMPETITIVE Intelligence

By Carla Waldemar

A new start in the old part of town F

ORT COLLINS, Co., is the capital of cool. But that’s pretty recent. “In the ’70s, this was a sleepy little town of 50,000,” reports Scott Glasscock, owner of Mawson Lumber & Hardware. “Now it’s a prosperous city of 150,000, no longer a cow town.”

The turnaround—and a building boom—came about through burgeoning new business ventures: a new hotel, multiple music venues (many in rehabbed older buildings), and in the last 12 to 18 months $1 billion—“that’s with a B,” Scott makes clear—in construction on the campus of the local university. Oh, and to hydrate the swarms of Millennials now making this their home, 22 micro-breweries.

The city’s historic Old Town is the coolest of the cool scene. And right in the middle stands Mawson, occupying an entire city block in a building that once housed freight.

Just like Fort Collins, Mawson wasn’t always the epicenter of cool. Founded in 1927 by R.L. Mawson, who sold the enterprise to Tom Moore in 1975, Mawson continued to sleep along with the rest of Fort Collins—

“unknown, limited and reached down an alley with no real presence”—until Scott was brought in as a change agent in 2012. First he first resuscitated, then bought the outfit three years ago.

“My background was in hardware, in retail. I was given the mandate to update the operation.” Or, as his boss phrased it, “‘We need to put lipstick on the pig.’ We were down an alleyway with no curb presence. A dirty lot, a smoky office. So I advocated moving into an historic freight depot nearby. We did, in 2012, and the minute we turned on the lights, we were busy—and it’s been busy ever since.

“We renovated both the core and shell, keeping the original windows and doors pretty much intact. We didn’t want to do more than we had to in order to retain the building’s character. So we washed the ceiling instead of painting it. We painted the walls and re-surfaced the concrete floor to remove the shine. We added a glass window wall on the street front, along with an ADA entrance, and

COLORADO DEALER’S move five years ago into an historic freight depot coincided with the hip rebirth of the Old Town district.

FREE DELIVERY is one of Mawson Lumber’s many services that its pro customer base loves.

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CONTRACTORS also enjoy the drive-thru advantages of a lumberyard that occupies an entire city block.

widened the aisles. We brightened it with LED fluorescent bulbs, which gave the place a nice crisp look. We cleaned and brightened the whole place.”

And they added SKUS, of course, while retaining its core offerings—lumber and windows and doors, but eschewing departments such as plumbing, lighting, electricity and paint. “We have no room for the product mix of a retail store,” Scott says of a company whose business is 90% pro.

The best change, he insists, was “the culture of just dealing with our builders; it brought us customers by providing more public functioning. And it opened eyes in the commercial side of construction,” to add to as the custom homes and renovations that served as Mawson’s bread and butter. “Before, it was the same old guys we’d always been doing business with. Now we’re dealing with a whole new level of customers, doing $2 million-plus custom homes and major renovations. We get their business once they come in and see what we can, and will, do for them.”

For instance? “At the site, we’ll never just dump the whole order. We deliver it in a progression, depending on what they need that day—floors, windows. We have 11 vehicles (and don’t charge for delivery), and we can spot loads where no one else can” (accomplished without a forklift, which these tricky jobsites cannot accommodate).

Instead of a formal showroom, Mawson has charted a 5,000-sq. ft. conference room, which contains window and door displays, where builders may bring their clients. And the whole endeavor has grown by the most effective way of advertising—word of mouth, making its voice heard in a town full of indie yards, a couple of Home Depots, and a Lowe’s, as well as corporations selling lumber brought in from out of town.

Sleepy no more, Mawson is grabbing attention. “Firsttimers are a little star-struck; it isn’t what they were expecting. We’re unique—not like other lumberyards they’ve visited.” Repeat customers love the new digs, too.

“Immediately, we gave them new reasons to shop here.”

Pros also are crazy about the advantage that occupying an entire city block bestows: They can drive straight through without a turn-around, a big time-saver. They also enjoy the parking lot barbecues, of course, but above all they value Mawson (bestowing it “unbelievable loyalty,” Scott declares) “because we listen. We review the jobs, we’re up-front. We connect with them daily, or even multiple times a day. It’s all about dialogue and contact. That,” Building-Products.com

he’s convinced, “is the epitome of relationship-selling.”

Mawson’s staff of 20 is strong on relationships, too.

“They like working here because of the culture; it’s a very close, tight-knit group. We work hard, but we play hard, too. But the biggest thing they love is that we’re closed Saturdays and Sundays, so they have a weekend. That,” he says, “is huge.”

An agreement with Colorado State University’s Construction Management Program supplies the company with interns, who often segue into employees. Scott reports that it takes a full year of training in product knowledge to build good personnel (“We don’t just take orders”).

“Here,” Scott explains, “we don’t hire folks for a particular department. Everyone wears every hat.”

Speaking of hats: “We also clothe our customers— logo’ed T-shirts, sweatshirts, caps, aprons. It’s our whole advertising budget, and it’s the coolest thing in the world to see!”

Mawson’s commercial business is “fairly new, since our new building. Now, it’s become the place to go to for structural and dimension lumber, commercial lap, and windows. Again, it’s grown by word of mouth; they tell each other where to go. Everyone in the trades knows who Mawson is—guys working in Fort Collins, the county, the state.”

Custom-home builders turn to Mawson for its broad selection of moldings and trim and custom-made doors and windows. “We’re seeing an increase in window-and-door sales; it’s turned into our largest department,” Scott reports. Remodelers kept the company busy during the recent recession and continue to be major players, because “everybody wants to be in Old Town; there are projects going on all the time, and there’s no more empty dirt,” he laughs. So they’re also doing scrapes; they’ll spend $1 million on a scrape.”

The future looks bright, and Scott plans to stick around for it. “It’s a cool scene, and we deal with great people. I’m gonna continue doing what I do!”

Carla Waldemar cwaldemar@comcast.net January 2018

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OLSEN On Sales

By James Olsen

We shall overcome M

OST SELLERS do not (even try to) overcome objections. Most people confuse “agreeability” with “likeability.” They think that if they agree with the customer on everything, the customer will like them best. This is not true. No one marries the yes-man/woman. It’s boring.

Customers, on the other hand, will “date” salespeople (take their number, let them work for free), but not marry (buy from) them, because sellers let them.

Overcoming objections feels like arguing to most people, but Master Sellers seamlessly make it part of their relationship with ALL their customers. They understand we are in a yin/yang relationship and we must bring the yang!

When we are comfortable in our role, customers will be too.

I Have to Check My Inventory This is not true. They do not need to “check” their inventory. If we are calling them on an item that is integral to their business, they KNOW exactly how much inventory they have of that item! Every stick of lumber in their yard has a bar code on it. Ninety-five percent of our customers have real-time inventory right in front of them when we talk to them. We must know this in our souls. Options: Us: “OK, great. I’ll wait while you do that.”

Us: “John, are you sitting at your desk? You are, great.

Can you just pull it up right now?”

Us: “The last time we spoke you said you had enough to last a week. That was a week ago. How have sales been?

We (get in the “we” mode) probably are about due for another load, right?” (Note: WE should know where our customer’s inventory levels are on the items we sell them.

How do we find out? We ask them—all the time. Simple, but most sellers don’t.)

The Market Is Coming Off Our customers must pay their bills whether the market is going up or down. To do this they must sell their inventory.

Unless they are going out of business, eventually they will have to buy again. Options: Us: “How long can you wait before you have to buy?”

Us: “How low do you think it will go?”

Customer: “I have no idea. Probably going to zero.”

Us: “How long can you wait before you have to buy?”

Customer: “I’ll just buy out of distribution.”

Us: “What are they charging you for 2x4 16’s out of distribution?” (We should know the answer to this question before we ask. How? By asking all customers all the time what they are paying out of distribution. If we are a distribution seller, we should know where our competition is on price. Sometimes it makes sense for them to buy locally.)

Us: “When this bottoms out, how many trucks are we going to need?”

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Drill down and be specific on every item we sell them.

With this information we “babysit” the market and our customer’s inventory, so when the market does turn we sell them instead of getting the “I just bought that one” response.

I’m Waiting on a Couple More Numbers Us: “Susan, I’d love to let you shop this a little more, but this is the last one we have at this price. Every salesperson here knows it is a great deal and are offering it to their customers right now. It won’t be here when you call back.”

Email That Over to Me We are on the phone with our customer. Now is the time to sell, not service. Why make the communication more complicated by adding a step? They wouldn’t be asking us to send it if they weren’t interested, right? (Or are they are just giving us something to do to get us off the phone?

Hmm…). Nothing is more efficient in business than two humans on the phone. Ask for the order.

Us: “John, why don’t you give me the order on this one, and I’ll email you my confirmation?”

The highest paid salesperson in your office gets the same objections the lowest paid one does. If we present products and let the customer decide, we will get orders from time to time, but we will sell four times as much if we overcome objections. Master Sellers overcome objections on every call and sell more for it.

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

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THE REVENUE Growth Habit

By Alex Goldfayn

Snapshots in revenue growth

I

WAS TALKING with Mike, the head of sales and purchasing at a larger company where the same person handled both items. He told me a fascinating story.

One of his large suppliers made a serious mistake on one of his orders, and Mike (rightfully) came down hard on the supplier. He really chewed him out. Then, Mike says, he never heard from the supplier again.

Me: “And how long ago was this?”

Mike: “Four years ago.”

Me: “How much business did you do with them?”

Mike: “About $4 million per year.”

Me (shocked): “And how big was the company?”

Mike: “$20 million.”

At this point I have to pick my jaw up off the floor.”

Me: “But don’t you need the product?”

Mike: “It was great stuff, I wish I could still buy it now.”

Me: “So why don’t you just call him?”

Mike: “Nope, that’s not how it works. He needs to call.”

Wow. Let’s debrief this. A salesperson got yelled at, and never called again. He was afraid. He didn’t want to get yelled at again. So, he simply did not call again. Ever.

Forever.

The company has lost $16 million in revenue over these four silent years. The owner has lost a couple million dollars in profit. And the salesperson is out hundreds of thousands. Because he’s too afraid to pick up the phone.

Wrap your mind around this. And also this: the customer would still buy, if only the salesperson would call. But he is not calling. And the customer is not buying.

• • • • • • • A salesperson, Chris, is telling this story during a client workshop I am leading with around 50 of colleagues.

Chris: “I had this customer I wasn’t really clicking with, so I did what you advised me to do: just call her and talk to her.”

Me: “Great, how did it go?”

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Chris: “I called her, and I said, ‘Hi, Mary, it’s Chris.

How are you?’”

Mary: “Fine, what do you need?”

Chris: “Nothing, just calling to say hello.”

Mary: “What’s wrong?!”

Chris: “Nothing at all, I was just thinking about you.

How’s your family?”

Mary: “Really? Nobody has ever asked me that before.

They’re fine.”

Chris (talking to me now): “We had a conversation. We talked for 20 minutes. We caught up. We connected.

Business never came up.”

Me: “Excellent. She bought more later, didn’t she?”

Chris (smiling): “Yep.” Me: “When?”

Chris: “About two weeks later she called me and gave a lot more business.”

The business takes care of it self.

• • • • • • • I was on the phone with a prospect, Mark, president of a large distribution company. He relayed the following story: “I got a call on my cell phone from a new CEO of one of my suppliers, and it was the first time anybody had ever called me on that thing!”

Me: “Weren’t you annoyed that somebody called you on your cell phone?”

Mark: “No! We had a great conversation. It was great!”

• • • • • • • There are common threads. Our job is to communicate.

The more we communicate, the more people buy. The less we communicate, the less people buy. Customers like it when we communicate. They appreciate it.

We think that everybody is calling our customers. But they are not. We think that we will be bothering our customers. But we will not.

We are helping them. And they know it. And they like it.

Everybody likes to be helped. Help your customers. Communicate with your customers. They’ll thank you with their money.

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

TRANSFORMING Teams

By Charlotte White

Creating a harassment-free workplace T

against men of power in the arts, entertainment and political realms—and the rise of the #MeToo movement in response—have focused the nation’s attention on the extent of sexual harassment in the workplace. Many working women like myself are finding that few if any in our circle of friends and colleagues have not had some form of unwanted advance from a man at work.

Lest you think this is not happening in your organization, consider that surveys show that as many as 88% of women say that they have been subjected to some form of sexual harassment, so the odds are good that it has happened or could happen in your workplace.

At the same time, the Society for Human Resource Management (SHRM) found that a quarter of respondents had a consensual romance with a boss or colleague at work, and that 15% of married couples met at work. So if you are trying to grapple with what is appropriate and what is inappropriate, you’re not alone. Here are some key things for you to consider:

2. It doesn’t matter what a person’s intentions are; what counts is how the person’s actions or comments are perceived. This point is clearly lost on many of the high-profile men who have recently been accused of harassment— their public statements all seem to include some form of the sentiment: “I never intended to make [the subject] uncomfortable.” But the law does not concern itself with the intention of the harasser; rather, it is concerned with how those actions are perceived by the recipient.

3. The person filing the complaint doesn’t have to be the one directly harassed; it can be anyone affected by the offensive conduct. Conversely, the person who did the harassing doesn’t have to be an employee; it can be a client, vendor or other third party.

4. Business owners can be held liable for supervisors’ actions, even if those actions violated company policy.

Critical to this point is how the employer investigated and addressed the harassment or whether the employer created an environment whereby an individual would feel comfortable reporting an incident of sexual harassment.

Sexual harassment is not always obvious and can be difficult to detect.

1. The government has a broad definition for what can constitute sexual harassment. According to the Equal Employment Opportunity Commission (EEOC), unwelcome sexual advances, requests for sexual favors, and other verbal or physical conduct of a sexual nature constitute sexual harassment when this conduct explicitly or implicitly affects an individual’s employment, unreasonably interferes with an individual’s work performance, or creates an intimidating, hostile or offensive work environment.

What employers should do to protect themselves and their employees.

Fortunately, there are relatively simple steps you can take to protect your employees and your business.

Harassment Policy – You should have a well-written, zero-tolerance policy and detailed complaint procedure in your employee handbook. It should define what constitutes sexual harassment, the process for reporting incidents of harassment, the possible consequences for violations of the policy, and a clear statement that the company complies with all federal, state and local laws relating to harassment and discrimination of all kinds.

If you do not have a policy or have not reviewed it in recent years, now is the time to create one or dust off the old one and give it a solid review. And, in light of recent events, having everyone review and sign off on the policy again, even if no changes are made, isn’t a bad idea either.

Fraternization Policy – You may also want to consider a policy dealing with workplace romance. Such policies often require that both parties sign a statement that the relationship is consensual and that they release the employer from any liability that is the result of the relationship. The policy should also strictly prohibit relationships between a manager/supervisor and a direct report and should specify what behaviors are appropriate and inappropriate at work.

Communication – Actively communicate your policies and your commitment to a harassment-free workplace on a regular basis. Seeing that leaders of the organization take

HE CASCADING ALLEGATIONS

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this issue seriously will ensure employees will feel safe to report instances and will go a long way to showing your good-faith effort to keeping all employees safe.

Training – Train employees and supervisors on what harassment is, how to avoid it, and how to file a complaint.

While training is not a legal requirement in most states,

Q. With all of the discussion about sexual harassment in the news, I’m wondering how to handle situations where co-workers date. Should we allow it? We don’t have a policy for dealing with situations like this.

A. It’s smart that you’re thinking about this! Statistics show that 25% of workers have consensual relationships with a boss (yikes!) or co-worker at some point of time in their working career, and 15% of employee romances end in marriage. You can try prohibiting it with a no-fraternization policy, but that will likely have little effect on the romance and will keep you out of the loop.

Instead, we recommend a Fraternization Policy, which each party should sign, specifying that: (1) the relationship is consensual; (2) relationships between manager-subordinates are prohibited under all circumstances; (3) the company is released from any and all claims of liability should the relationship head south; and (4) what behaviors are appropriate and which are unacceptable.

While no one likes having these conversations, given the reality of romance at work and the possibility of the relationship souring at some time, a solid Fraternization Policy is always a good idea!

courts and the EEOC agree that meaningful, interactive training carries significant weight in determining to what extent a company attempted to protect its employees from harassment. Our best advice is to train every year or two years so that employees keep the information fresh in their minds and understand how seriously you take issue of workplace harassment.

Monitor – Be active in the management of employees and monitor their behaviors and actions. One of the biggest mistakes managers make is in assuming harassment and demeaning behavior is not happening. Given what we’re witnessing now, it is quite likely that harassment is occurring in some way, shape or form. Managers need to know how to spot possible situations and how to handle them.

And don’t assume harassment is only toward women—the law is gender-neutral, and almost 17% of claims filed in 2016 were filed by men.

These truly feel like extraordinary times, with each day bringing news of another beloved actor or TV personality or respected politician losing his job due to inappropriate behavior. Yet, as depressing as this is, it also gives us all the opportunity to look within ourselves and our companies to ensure we are doing all that we can to protect our employees from inappropriate and illegal behavior.

That can only be a good thing.

Claudia St. John Affinity HR Group claudia@affinityhrgroup.com

G

W TIN NO IBU R ST

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Kodiak Acquires ABS Kodiak Building Partners, Denver, Co., has purchased 10-unit American Builders Supply, Sanford, Fl., from New York-based private equity firm Blue Wolf Capital Partners LLC. ABS is the largest independent distributor and installer of doors, millwork, windows and trusses in Florida.

It was acquired by Blue Wolf in early 2011, in partnership with founder, Chad Barton, when the company was struggling in the wake of the 2008 housing market crash.

Following the acquisition, Blue Wolf recruited a new management team led by Bill Myrick, acquired five competitors, added four new locations, and implemented a company-wide Enterprise Resource Planning system.

BMD Acquires Midwest Millwork Wholesaler Midwest millwork distributor Moehl Millwork has been acquired by Home Factories, Inc., a wholly owned subsidiary of Building Material Distributors, Inc., Galt, Ca. Moehl’s headquarters in Ankeny, Ia., supplies windows, doors, moulding and cabinets throughout Iowa, while its branch in Olathe, Ks.— Kansas City Millwork—serves contrators in the Kansas City metro area.

“Moehl has created a strong brand name and reputation for exceptional service. We think the Moehl team will be a great addition to our employee owned culture,” said Jeffrey Gore, president & CEO of BMD, Inc. “Moehl adds to our already significant presence with strong channel partnerships that expand and strengthen our position and open up new markets and opportunities. The synergies in millwork product lines and in other specialty building product categories are significant and will bring additional value to current customers of Moehl and BMD.” Former Moehl owner Don Rudd said the sale will allow the company to increase its existing sales and expand into new product lines and territories.

fascia boards and was distributing it primarily in the eastern third of the U.S. When Jacksonville, Fl.-based Enduris decided to move away from manufacturing in the third quarter of 2017, the opportunity arose for EMS to continue the line.

The purchase includes all tooling, embossing equipment, proprietary formulations, testing, certifications, trademarks, literature and inventory.

EMS planned to restart the manufacturing in December. The early focus will be to quickly rebuild inventories in all EMS locations and at other master distributors of the Endeck lines.

Deal Expands Digger into Fiberglass Columns Digger Specialties, Inc., Bremen, In., purchased the assets of Column & Post Inc., Fuqua-Varina, N.C. Column & Post has been manufacturing fiberglass columns for distribution since 2002.

“We are pleased with this purchase, and it complements and expands our current line of DSI Aluminum Columns for our valuable customers,” said Loren “Digger” Graber, president of Digger Specialties.

According to Larry Boyts, vice president of sales and marketing, “This new offering of cast and pultruded fiberglass columns will be marketed through our distributors and wholesalers in the millwork and building products industries.”

Iowa Lumber Dealer Goes Big Marcus Lumber, Marcus, Ia., recently held a grand opening to show off its newly remodeled and expanded quarters.

The showroom now boasts 25,000 sq. ft., after more room for products and displays was added inside, as well as to the yard. A new kitchen center allows customers to put on virtual reality glasses to preview their “dream kitchen.”

Founded in 1920, the business is operated by Bob Leavitt, representing the fourth generation of the family’s ownership.

Distributor Purchases Endeck Eastern Metal Supply, Lake Worth, Fl., has acquired Enduris’ Endeck capped cellular PVC product lines of deck, dock and fascia boards. EMS will continue to service all of Enduris’ Endeck customer base and aggressively promote the product lines.

EMS had become Enduris’ largest customer for high-end dock, deck and

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Fire Damages NC Sawmill Fire officials are searching for the cause of a Nov. 17 fire at Goldston Lumber Co., Goldston, N.C. The company suffered serious damage to its sawmill, machinery and nearby inventory, but other buildings were spared. The lumber mill was reportedly built in the 1950s.

January 2018

SUPPLIER Briefs 84 Lumber has closed its 51year-old store in Murrysville, Pa., and put the 2.5-acre property up for sale.

Decks & Docks Lumber Co. has agreed to lease the 18,000-sq. ft. former Dail’s Home Center in Portsmouth, Va.

Swanton Lumber , Swanton, Vt., has purchased a site at the town’s Memorial Business Park to open Veterans Memorial Ace. McCoy’s Building Supply opened a new location Dec. 18 in Alvin, Tx., featuring 18,000 sq. ft. of retail space and a 21,525-sq. ft. lumber drive-thru with paved parking lot.

It replaces a store in Pearland, Tx., which closed Dec. 15.

Ace Hardware plans a new store for Vernon, Tx.

Manufacturers Reserve Supply, Irvington, N.J., this year will begin offering James Hardie Building Products fiber cement siding, trim and backerboard throughout Connecticut, Delaware, New Jersey, New York, and Pennsylvania.

Weyerhaeuser Distribution

has expanded its offering of Homasote 440 SoundBarrier panels to its distribution centers in Dallas and Houston, Tx. The company has had growing success distributing the sound-deadening boards in recent years through its DCs in California and Boise, Id.

Trex, Winchester, Va., has completed its acquistion of SC Railing and renamed the business Trex Commercial Products.

It will continue to operate out of SC’s facilities in Brooklyn Park, Mn., and Fort Mill, S.C., under the same leadership team and sales network.

Atlantis Rail Systems has developed and patented a new Cable Snap Grommet system for use with its cable railing systems.

Crystal Window & Door Systems, Flushing, N.Y., redesigned its website, www.crystalwindows.com.

Building-Products.com

THINKING Ahead

By Patrick Adams, chair, NAWLA Marketing Committee

The good times are here again Although big challenges remain I

to any forecaster in the housing industry, the good times are here again!

Housing prices are up for the past 13 quarters in a row, while inventory remains at historic lows. Interest rates are still practically zero and average new home pricing continues to climb. A recent CNBC report shares that housing prices will not fully recover from the recession until 2025, and they forecast pricing and demand will continue to increase at least through that period of time. It’s hard to believe that it was almost 40 years ago in those stubborn 1980s, when mortgage rates were over 15% and we still averaged over 1.5 million starts!

All of this is great news! Tons of current demand, all while those mysterious Millennials and their massive population come of age in peak “family creation” years and just build more demand, while Baby Boomers all stay put instead of selling their single-family homes. So, why are we still struggling to surpass 1.2 million starts if things are so good?

The simple answer is labor shortage. From Reuters to the New York Times to Fortune, everyone seems to F YOU LISTEN

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Photo by U.S. Air Force Staff Sgt. Sarah Hanson

be talking about our industry’s deficit of skilled labor. From forestry to framing with transportation in the middle, for perhaps the first time in our industry’s history, we are unable to over-supply this great market!

The “perfect storm” of capacity leaving the industry during the recession, combined with 10,000 Baby Boomers entering retirement every day is leaving us without the capable labor that leaves us confi-

January 2018

dent enough to expand.

The Bureau of Labor Statistics is predicting the construction industry will face a shortage of 1.6 million workers by 2022, and this statistic does not factor in the material, manufacturing and supply side of the business. Industry observers point to several factors, including: • The recent oil and gas boom has successfully poached workers from construction companies.

Building-Products.com

A Special Series from North American Wholesale Lumber Association

• The recession resulted in laying off over 2 million construction workers who now have found other jobs or retired.

• High schools have shifted their focus from teaching job skills to preparing students for college.

The NY Times recently reported that a “new golden age for the American worker may be right around the corner” as literally every industry in America cites some degree of labor shortage. As a result, wages are increasing and the new tradition of attending university to obtain a degree and six figures of debt is being challenged.

Graph by HomeAdvisor

It’s hard to believe we have a labor shortage, though.

At industry events, I hear of things that sound downright amazing to me. “I’ll pay $65k a year to anyone who can pass their commercial license and drug tests to drive a truck,” I heard one employer say. “We have a constant job posting for site foreman. The position starts at $70k a year with full benefits and only requires a high school diploma,” another says.

Here are the facts: • Demand is strong and likely will remain that way for the foreseeable future.

• We have a great industry made up of hard-working people with values who are willing to pay good wages.

• We apparently need to figure out a new strategy to attract and retain new recruits into our industry.

Now before we all get on the “those crazy Millennials” bandwagon, let’s take a deep breath. While we make company policy changes, and move headquarters into new locations and redecorate, let’s be honest that we don’t truly know what Millennials “want.” In fact, they probably don’t either. What is true is that they need jobs and in the new world of “Indeed recruiting” perhaps we just don’t measure up. I heard one industry veteran say, “We put in our Indeed job posting ‘must apply in

Building-Products.com

person’ and I still get a ton of email applicants. If they can’t follow instructions, then they aren’t qualified to work here.” Perhaps he is correct, but I also know the problem isn’t going to be solved by waiting for applicants to conform to your desired process.

NAWLA has heard this concern from its membership and the industry loud and clear and is determined to help find solutions—so much so that the NAWLA Marketing Committee is dedicating all of 2018 toward sharing resources, experts and success stories of those in our industry who have figured out a formula for success!

Each month, we will scour the industry and provide you with examples of how to overcome this challenge and equip your organization for continued success.

One of the many strengths of NAWLA is our collective membership, our expertise, and our ability to weather any storm through networking and a shared investment in success.

I must end with a shameless plug: If you’re not currently connected with the NAWLA community, you are missing the boat. The fact is, it’s the oldest, most extensive trade association serving the entire North American lumber supply chain. But on a practical level, it connects buyers and sellers, expands personal networks, educates your teams, and expands your market. For years, I’ve had a front-row seat to see this trusted community of wholesalers, manufacturers and service providers make huge deals over handshakes. I’ve witnessed up-and-comers find their career home in this industry because of connections made through NAWLA. I look forward to our team sharing actionable, relevant content this year, curated to help you address the labor force challenges you’re facing today. And we hope you’ll share your stories with us, too.

– Patrick Adams is president of 526 Media Group, Costa Mesa, Ca.; publisher of Building Products Digest, The Merchant Magazine, and Deck Specialist; and chair of the North American Wholesale Lumber Association’s Marketing Committee.

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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Nebraska’s SA Foster Lumber Finds New Owners for Yards With the owners ready to retire, S.A. Foster Lumber, Lincoln, Ne., decided early last year to sell off its six Foster Do it Centers in Nebraska and liquidate any it couldn’t find a buyer for.

In the end, they were unable to sell off just one location—Sidney, Ne., which closed Dec. 15 after a sevenweek liquidation sale.

The Overton, Ne., branch was two months into its liquidation sale when longtime employee Tim Smith stepped in to purchase it Nov. 13, to preserve it for the community.

Over the past 14 years, the semi-retired Smith has alternated between manager and assistant manager. Current manager Billi Huckins will stay on, under the abbreviated name Foster Lumber.

Weeks earlier, a local businessman purchased the Chappell, Ne., yard and renamed it Chappell Lumber.

On Nov. 4, Chicago Lumber Co., Omaha, Ne., purchased the Kearney, Ne., store to rebrand it as its seventh Century Lumber Center.

On Oct. 17, Heartland Lumber & Supply took over in Oshkosh, Ne. Last spring, new ownership purchased the Columbus, Ne., location and have been operating it as Great Plains Building Supply.

BPI Expands to Wisconsin Building Products Inc. will open a new distribution branch in Watertown, Wi., during the first quarter of 2018.

Building Products Inc. of Wisconsin will distribute building materials and exterior doors.

Based in Watertown, S.D., BPI also has branches in Evansdale, Ia.; Sioux Falls, S.D.; Council Bluffs, Ia.; and Fargo, N.D.

Alabama Treater United Expands United Treating & Distribution, LLC has purchased the building and property adjacent to its current facility in Muscle Shoals, Al., adding 54,000 covered sq. ft. and 5.5 acres to its operations.

The expansion will provide UTD with the capacity to carry more inventory and new product lines.

Busy Beaver Getting Busy in 2018 Busy Beaver, Pittsburgh, Pa., will open five new home improvement centers throughout Pittsburgh’s tri-state region this year.

Openings are already set for Grove City, Pa., in March and Greenville, Pa., in May. Additional locations will be announced during the first quarter of 2018.

At 50,000 sq. ft., the Grove City location will be larger than the 35,000-sq. ft. average of its other 18 stores. The home improvement center will feature an expanded seasonal department, indoor lumberyard, new farm and ranch department, and designated contractor service center.

Westlake Grows in North Carolina Westlake Ace Hardware agreed to acquire Seaboard Ace Hardware, Raleigh, N.C., as its ninth location in the state.

The addition will retain its Seaboard Ace name, management, store personnel, and product mix.

According to Seaboard owner Bob King, “The sale to Westlake Ace Hardware makes sense for us on many levels. Not only did we feel it was time to pass the baton, we wanted to make sure the new owners were well established, focused on continuity—and above all else—shared our philosophy of superior customer service and community involvement.”

The deal is expected to close Feb. 19.

Tool Manufacturer Milwaukee Revs Up Expansion in Mississippi Milwaukee Tool will invest $33.4 million expanding its operations in Greenwood, Jackson and Olive Branch, Ms. The moves will increase capacity for manufacturing and distributing cordless power tools and accessories, and add 660 jobs over the next four years.

Patrick Acquires Nickell Moulding Patrick Industries, Elkhart, In., has completed the $11million acquisition of the business and certain assets of Elkhart-based Nickell Moulding Co., a custom manufacturer of hardwood and wrapped mouldings and trim, custom wood frames, and door components.

The deal included the acquisition of accounts receivable, inventory, machinery and equipment, and was funded under the company’s existing credit facility. Patrick will continue to operate Nickell on a stand-alone basis under its brand name in its existing facility.

George Nickell, founder and president of Nickell, said, “After more than 36 years in business, we look forward to partnering with Patrick, which is a natural fit with our value proposition to the various markets we serve. Our team is energized to continue to drive the business model to further expand our presence and grow our market share.”

Nickell generated 2017 revenue of roughly $21 million.

Another Fire Strikes Pellet Mill

UNITED TREATING & Distribution celebrated acquisiton of a new property with a Nov. 7 ribbon cutting ceremony.

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Investigators are searching for an exact cause of what started a second blaze in five weeks at Godfrey Lumber Co., Iredell, N.C. The second fire, on Dec. 5, began in machinery and spread through ductwork to other areas of the pellet manufacturing building.

On Oct. 30, a machine malfunctioned, igniting sawdust in the pellet mill’s dust bins.

The company lost its mill in a 2014 blaze.

Building-Products.com

FEATURE Story

By Erin Graham, Southern Forest Products Association

Southern pine industry promotes building to a higher standard A

2018 KICKS OFF, another promising year lies ahead for southern pine lumber manufacturers. Robust homebuilding and remodeling activity continues, supporting high levels of lumber shipments at mills across the Southeast.

Producers are well-equipped to deliver high-quality products, serving both domestic and international markets.

That’s good news for lumber distributors and dealers.

Like the producers, the Southern Forest Products Association is well equipped to help dealers boost their southern pine sales with services the organization has provided since its formation more than a hundred years ago.

SFPA represents southern pine producers large and small, and knows what it takes to make a sale. Today’s customers are more product savvy than ever, and maintaining their preference for durable, versatile southern pine materials calls for promotional plans and a collection of resources dealers can easily access to sell more lumber.

The recent catastrophic flooding in Houston, along the Gulf Coast, and throughout Florida has renewed calls for building homes to a higher standard. The southern pine industry stands ready to help builders and homeowners with the information they need to build raised wood floor foundations. Satisfying the higher expectations of today’s homebuyer presents new challenges. Meeting these challenges begins with a raised wood floor foundation that reduces flood risk, enhances curb appeal and provides many other benefits.

An all-new 2017 edition of SFPA’s booklet Raised Wood Floor Foundations – Design & Construction Guide is now available as a PDF download from the Publications page of SouthernPine.com. This 16-page publication is aimed at homebuilders, architects, engineers and specifiers.

It explains how to build to a higher standard, outlining the many advantages offered by building a wood floor system above grade, including long-term durability and troublefree performance.

An introductory section covers site conditions, soil properties, design considerations, and connections. Properly designed and constructed, a raised wood floor foundation accommodates all design loads and transfers those loads to the soil without excessive settlement.

S

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SFPA’S NEW 2017 design & construction guide is aimed at homebuilders, architects, engineers and specifiers.

Eight 3-D illustrations detail the assembly of foundation types, both pier-and-beam and continuous stemwall on various types of footings. Information about insulated closed crawlspaces is included.

New Web Portal for Builders Later this month, SFPA launches the remodeled website RaisedFloorLiving.com. This new site creates an information hub for both homebuilders and homebuyers about all of the advantages and specifications to build off grade. The new portal for building professionals strikes a perfect balance between clear and logical navigation and extensive details to satisfy the needs of its users. Raised Floor Living’s expertise in the industry will be demonstrated through dynamic charts, tables, diagrams and attractive imagery that will serve lumber dealers as helpful resources.

Searchability will also be incorporated into the site for easy access to information.

Do customers come to your counter asking questions about building their new home using a raised wood floor foundation? SFPA has many of the answers. The homeBuilding-Products.com

owner side of RaisedFloorLiving.com explains the features and benefits of building raised, all in simple terms. Check out the Getting Started page for a list of questions any property owner might ask an architect or builder before beginning construction of a custom home.

Disasters Spark Interest On Friday Aug. 25, 2017, Hurricane Harvey made landfall in Corpus Christi, Tx., and then continued to batter cities and towns along the Gulf Coast. On Aug. 30, a rain gauge near Cedar Bayou, Tx., measured 51.88 inches of rainfall, breaking the record for the continental United States set in 1978. Hurricane Harvey produced a rain total of greater than 40 inches that led to the largest flood event in Houston-Galveston history.

These rain totals have renewed a push to educate and promote the benefits of building a raised wood floor foundation. The durability and versatility of SP lumber provides the solution to homebuilding in these flood-ravaged areas.

By design, a raised wood floor home elevates the living space off the ground, isolating it from moisture and pests.

Elevating a structure reduces flood insurance premiums and can enhance the home’s energy efficiency.

SFPA recently renewed efforts with homebuilder associations in cities along the Gulf of Mexico. With the goal of reaching thousands of builders in affected markets, SFPA aims to educate building professionals and their suppliers, and promote the use of southern pine as a versatile resource that can be used in all aspects of building a new home.

SFPA has experience reaching building professionals.

Beginning in 2010, the association led a multi-year campaign promoting the raised wood floor foundation system.

Building-Products.com

A RAISED wood floor foundation satisfies the higher expectations of today’s homebuyer.

Working with allied organizations, design competitions, demonstration homes, seminars at construction sites, and training sessions at trade shows were tactics employed to reach target audiences.

Easy-to-Find SP Products Search the Product Locator of SouthernPine.com and select from some 400 lumber products. Do you need to adjust your product mix to suit demand in your growing market? Do you have a product need to complete your inventory? SFPA’s online Product Locator can steer dealers and distributors to manufacturers in their state. Sizes and lengths, grades, even packaging preferences are here.

Need a quantity of southern pine materials ASAP? The Lumber Purchase Inquiry space right on the homepage of

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SouthernPine.com is your one-stop spot for getting quotes from interested mills. Also on the homepage is a board footage calculator, a handy tool for dealers wanting to quickly total up orders or the yard’s inventory.

Excellent Spans with SP When it comes to long spans, quality southern pine lumber has a proven reputation. Design values for the species are comparable to other softwoods used in residential and commercial construction. Your customers can choose from a variety of visual grades and a rising supply of mechanical grades providing a wide range of dependable strength and stiffness properties to meet the needs of any project.

SFPA continues to distribute its popular pocket span cards for both untreated and treated lumber. Since they became available four years ago, nearly 7,000 cards have been distributed to code officials, builders and lumber dealers. One card contains 12 span tables for common visual and mechanical grades under different loading conditions.

Another card has a trio of tables for treated southern pine lumber used for floor joists, ideal for the professional deck builder’s tool box. Dealers can order a supply of the cards from the Publications page of SouthernPine.com.

RAISED WOOD floor foundations feature enhanced curb appeal and improved energy efficiency, among other benefits.

SFPA PROMOTIONS have included training sessions at trade shows to reach target audiences.

Treated Southern Pine Performs Consumers and builders enjoy the look and feel of real wood. Pressure treated southern pine is the most popular choice for decking because of its inherent strength and ease of treatability, value, along with its visual appeal.

Decks extend the living space of the home and offer many different design choices from simple, compact structures to elaborate multi-level decks with built-in planters, benches and railings. And, the latest formulations of preservatives are environmentally friendly and safe to use around people, plants and pets.

Why use pressure treated southern pine? Treated SP remains the most cost-effective and durable solution for outdoor building projects. Preservatives help ensure wood used in a wide range of service conditions. Pressure treated southern pine wood products are an economical, sustainable and renewable building material—important selling points for your customers.

Dealers can depend on publications from SFPA to educate their salespeople. The 24-page Pressure-Treated Southern Pine explains the standards, provides simplified specification guidelines, and includes tips on suitable fasteners and finishes. SFPA’s booklet Southern Pine Deck &

Sparkman, Arkansas

Phone: (870) 226-6850 • (870) 678-2277 • Fax: (870) 678-2522 The White Family – Serving the Lumber Industry for Four Generations

High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing.

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SOUTHERN PINE PATTERNS are ideal for both interior and exterior ceiling applications.

Porches provides deck design details, construction and maintenance tips.

Keep a copy of each booklet at the counter by downloading a PDF at SouthernPine.com.

As Houston and other floodimpacted areas rebuild, there’s a substantial sales opportunity for valueadded uses of treated southern pine.

Builders and remodelers can add the fungal decay and termite resistance provided by pressure treated lumber when used in framing high-moisture areas, such as kitchens and baths.

matte/satin, semi-gloss, or high gloss to suit individual preferences.

Southern pine readily accepts solid or semi-transparent stains, too. For painting, a coat of primer plus two coats of good-quality latex paint is recommended.

SFPA offers product details in its booklets Southern Pine Patterns and Southern Pine Flooring. Both can be downloaded from the Publications page of SouthernPine.com.

International Efforts The southern pine lumber industry continues to expand global markets for southern pine lumber, and its latest efforts are clearly paying off. Exports of southern pine lumber have reached record levels each of the past seven years. Surveys of overseas buyers continue to show that the industry’s educational work is having a direct impact on awareness and sales of southern pine. While mature markets in Europe and the Caribbean remain important,

SP for Indoors, Too Look up! A southern pine ceiling is an often-overlooked design feature that adds flair and distinction to family rooms, kitchens and porches. Southern pine V-groove pattern material, along with the popular double-beaded ceiling pattern, add value and beauty to any project. Typically sold in clear, knot-free C&Btr. grade, these patterns are available in a variety of widths and thicknesses. Dealers can assemble a sample panel of each pattern on an endcap and spark discussions with customers about the possibilities.

Southern pine brings warmth and natural beauty to any interior project from floors to walls and ceilings.

Interior wood surfaces are incredibly versatile and can be customized to a home’s unique design.

Once installed, the possibilities for adding dramatic color to a room are endless. One of the inherent advantages to specifying southern pine patterns is its superior ability to accept a wide variety of finishes. Many homeowners prefer to accent the distinctive grain of southern pine by simply applying a clear polyurethane finish to all exposed surfaces. These clear finishes are generally available in Building-Products.com

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much of the Southern Pine Council’s work is centered on expanding new emerging markets in Southeast Asia, South America, Central America, Pakistan and India. There has been unprecedented growth in exports to these markets and opportunities exist for future expansion.

The biggest challenges SP manufacturers face is the lack of education among overseas buyers about U.S. softwood lumber grades and sizes, particularly in emerging markets that are accustomed to tropical hardwoods. How the U.S. industry sizes and grades lumber is unique, and it takes a lot to train traders and specifiers about how to choose U.S. products best suited to their needs. And in markets accustomed to hardwoods, extensive training is needed on how to handle and store kiln-dried softwoods from the U.S. Nevertheless, the southern pine industry remains optimistic when considering exports for 2018. Demand in the Caribbean will grow over the coming years as it rebuilds after hurricanes ravaged several islands. Wood-frame housing—using southern pine—is becoming more popular in Central America, Mexico, Colombia and Peru, thanks in

HOOD LUMBER

INTERNATIONAL promotions reach importers and building professionals in emerging markets around the globe.

part to our efforts to encourage governments and builders there to embrace wood-frame construction. And in Southeast Asia, Pakistan and India, declines in the quantity and quality of domestic logs are driving buyers to source lumber from the United States.

Complete information about SFPA’s international promotional efforts is available at SouthernPineGlobal.com.

Social Media Supports Promotions Social media has become a very effective and costeffective promotional tool for SFPA. The association continues efforts to deliver the latest information and reinforce the benefits of using southern pine as a building product

Silver Creek, MS

Metcalf, GA Waynesboro, MS Bogalusa, LA

Hood Industries operates four quality Southern Pine sawmills in Mississippi, Louisiana & Georgia, specializing in superior SYP Lumber, providing a full product mix of 2x4 thru 2x12, small timbers, & lengths up to 24’.

“We go to great lengths to ensure your satisfaction” Phone 601-264-2559 Fax 601-296-4740

www.hoodindustries.com

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through educational videos and DIY posts.

Recently, SP was featured at the Greenbuild show in Boston within the reThink Wood Showcase, sponsored by the Softwood Lumber Board. Dealers and distributors are encouraged to follow the association on Twitter, @Southern_Pine, to receive the latest updates of our efforts to provide builders, architects, engineers and specifiers with the latest information about lumber products at trade shows and other events throughout the year.

Dealers needing training materials for their sales team

are encouraged to view the association’s YouTube channel: southernpinelumber. With over three dozen videos offering educational tools focused on raised wood construction, lumber grading and treated lumber among other topics.

For 2018, look for southern pine displays at the International Builders’ Show, DeckExpo, JLC Live, and the AIA national convention in New York City.

These exhibits are partnering efforts with the Wood, Naturally and reThink Wood campaigns sponsored by the Softwood Lumber Board.

“Pier-and-Beam Construction Is the Way to Go” Staying out of the floodplain is the Number One measure that Houston needs to take to reduce impacts from flooding. But anywhere in Houston is subject to street or sheet flooding, the kind that occurs when the amount of rain exceeds the capacity of the storm drains.

Our forebears knew what to do. They elevated their homes.

They built with pier-and-beam construction 3 to 4 ft. above the grade of their lot. And they frequently elevated their lots above the grade of the street with fill dirt.

I live in this kind of neighborhood. Just over two years ago, I finished building a house in Eastwood, Tx., a subdivision built about 100 years ago in Houston’s East End. I am a watershed scientist—thinking about flooding is a habit.

The builders of Eastwood took the dirt from the excavation of the streets and piled it on the lots. They then took some of the very first dredge spoil from the first dredging of the Ship Channel and also put that on the lots above the streets. Our lots are still today a good two and a half to three feet above the street.

The original house on the lot I bought was beyond repair and had been removed. But I elected to build following the pattern of the original houses in Eastwood—most of these old Craftsman bungalows are still intact. I put my house on 4-ft. beams above the grade of the lot. That gives me a total of over 6 feet above the street.

Six feet—that’s a real buffer. So when something like Harvey or even a direct hit by an Allison comes along, I am not too worried about my house. This is what peace of mind is all about.

Building-Products.com

Folks in low-lying areas get nervous when any rain is forecast.

Does this cost more than a slab? Yes, it does, but as best I can figure, it only added about $5,000 to the cost of my house.

The house cost me about $300,000 to build—so the pier and beam added about 1.5% to the cost of the house.

Now does this add a ridiculous amount of elevation to this house? Not at all. The elevation does not distract from the aesthetics in the least. And I get one very important additional safety feature—foundation stability. We have one of the highest concentrations of world-class gumbo clay in Houston.

Gumbo clay is a shrinking, swelling foundation-eating monster. The volume changes effected by these clays can easily crack a slab foundation. With pier-and-beam, a simple adjustment every 20 years or so is all you need if the doors won’t close. If you plant a tree next to a slab foundation on gumbo clay, just go ahead and factor in $20,000 in foundation repair 15 to 20 years out. If you live in Houston, you know you want a tree right next to your house.

A pier-and-beam house is not going to take care of overbank flooding. So just don’t build in the floodplain. For everywhere else, there’s pier-and-beam.

– John S. Jacob is professor, extension specialist, and director of the Texas Coastal Watershed Program, part of the Texas A&M University System. This is excerpted from an article that originally appeared on the Watershed Texas blog.

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COMPANY Insight Canfor Southern Pine

Canfor Southern Pine accelerates expansion A

FTER A DECADE of big-time acquisitions in the South, integrated Canadian forest products company Canfor is now entrenched in modernizing and maximizing its U.S. operations. Since June, Canfor has com-

pleted $32 million in upgrades at its southeastern mills and will invest another $115 million in the facilities by 2019.

To identify opportunities for optimization and technology upgrades,

each mill underwent an analysis of where production bottlenecks could occur and how best to address them.

In some instances, the answer was more efficient movement of fiber through the process. In other instances

MILL AND log yard in Camden, S.C., is one of Canfor’s facilities that will be undergoing significant upgrades in 2018.

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it meant purchasing new equipment with the best technology, to get the most lumber out of a log with less residual waste.

Based in Vancouver, B.C., Canfor first entered the U.S. in 2006, with its purchase of New South Companies, Myrtle Beach, S.C. And ever since, it has had an eye out for additional businesses that share its commitment for quality products, production efficiency, and superior customer service.

Today, Canfor Southern Pine operates 14 mills in the southeast U.S. and to support its growth opened its headquarters in Mobile, Al., in 2016. It has an annual production capacity of 1.5 billion bd. ft. and more than 1,800 employees. The company is a leading supplier of high-quality southern yellow pine, providing a large portion of the fiber for the machine stress-rated (MSR) lumber market. Its diverse products range from 1” boards to glulam beams that meet strict quality control procedures and are available in sizes that meet a wide range of structural needs.

When Canfor initially looked south, it sought out companies with similar histories and deep local roots.

The common denominator between the acquired operations in the U.S. is the shared values of resilience and innovation.

Fred Stimpson, president of Canfor Southern Pine, was CEO of Scotch Gulf Lumber when Canfor approached his family-owned business in 2013. “Our family had been milling and selling quality southern yellow pine products for decades,” he said. “We had a long list of qualities for potential partners, and Canfor more than met them. We have maintained our legacy of wood products manufacturing in the U.S. South, and are benefiting from Canfor’s global markets and expertise.”

Each acquisition opened access to quality southern yellow pine, strategically expanding the production capacity so Canfor can better serve its global customer base. “At Canfor Southern Pine, we have a fully integrated system that ties all of our mills together so we can provide customers with a multitude of products and schedule on-time shipping—all under one invoice,” said Stimpson.

Canfor Southern Pine’s expansion plans are evidence of the fact the company sees a bright future ahead for southern yellow pine. Within the next three years it plans to increase Building-Products.com

production capacity by 25%—with upgrades being implemented at multiple mills throughout the South. The improvements will also benefit rural communities and open up opportunities for existing employees. Canfor Southern Pine is partnering with local technical schools to meet growing demand for skilled workers, as well as continuing to grow their trucking company New South Express.

“We are always watching for innovative ways to improve production and strengthen customer support so we can remain at the forefront of our industry,” said Stimpson. “Canfor Southern Pine represents a stable source of quality southern yellow pine products as the SPF price gap widens and customers begin to look for other fiber sources.”

CANFOR’S former Anthony Forest Products mill in Urbana, Ar., just finished installation of a third kiln that is a part of the plan to increase production organically throughout its U.S. South operations.

HIGH-TECH grader is up and running at the Urbana planer mill.

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MOVERS & Shakers Jeff Landreth has been promoted to mgr. of RP Lumber, Bethalto, Il. Nick Callesis is new to export sales at Boise Cascade, Miami, Fl. Bill Ingham, ex-Roseburg, is now with Boise as area sales mgr. in Springfield, Ma. Katherine Ariza, ex-HD Supply, is now a territory mgr. with BlueLinx, Miami, Fl. Kenneth Locke, ex-BMC West, is the new North Texas sales mgr. for J.P. Hart Lumber Co., Sherman, Tx.

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Waylon Walker has been promtoed to senior vice president of operations & merchandising at McCoy’s Building Supply, San Marcos, Tx. Keith Weller, senior VP, Aetna Plywood, Indianapolis, In., has retired after 45 years with the firm.

Nick Palermo is a new territory sales mgr. with Tague Lumber Co., Philadelphia, Pa. Dave Paulson and Jim Anderson are new to sales at Cedar Creek, Minneapolis, Mn.

January 2018

Christopher Wenger has been promoted to director of operations at Key-Link Fencing & Railing, New Holland, Pa. John Piersol is now fabrication mgr.

Forrest Harwood is a new territory sales mgr. for Modern Builders Supply, Ypsilanti, Mi. Charles Lau, ex-Carter Lumber, has joined the sales team at Trussway Manufacturing, Acworth, Ga. Vinny Munnia has been promoted to branch mgr. of SRS Distribution, South San Antonio, Tx. Brendan Fitzpatrick transferred from Naperville, Il., to manage in Springfield, Mo. Ryan Hughes is now assistant branch mgr. in Jackson, Ms. Kyle Spilker is a new outside sales rep at Builders FirstSource, Lee’s Summit, Mo. Aron Selby, exZyTech Building Systems, is a new truss designer in Dallas, Tx. Will Nollenberger, ex-Universal Forest Products, is a new sales associate/mgr. trainee at 84 Lumber, Durham, N.C. Josh Lester is a new mgr. trainee at 84 in Knoxville, Tn. Jeffrey Schley is now operations mgr. at PrimeSource Building Products, Waterbury, Ct. Mel Koehler is a new field account rep for HD Supply, Baltimore, Md. Kristen Koehler has been named VP of business development for Van Millwork, Bellingham, Ma. Christian Parra was promoted to international new busines mgr. for Do it Best Corp., Fort Wayne, In. Kristian Busch is new to inside sales at ABC Supply, Cincinnati, Oh. Meghan Mamlock has joined International Forest Products, Foxboro, Ma., as an international account coordinator.

Will Rheingrover is a new sales trainee at Universal Forest Products, Union City, Ga. Chris Young, ex-Ply Gem, has hired on as supervisor of Columbia Forest Products, Chatham, Va. Chad Chester is now in outside sales with American Building Supply, Atlanta, Ga. Michael Waldron, ex-ABC Supply, is now a territory mgr. for Universal Supply Co., Cape May Court House, N.J. Allyn Ford, CEO, Roseburg Forest Products, Springfield, Or., was elected chairman of the American Building-Products.com

Wood Council. Immediate past chair is Andrew Miller, Stimson Lumber, Portland, Or.; 1st vice chair Danny White, T.R. Miller Mill Co., Brewton, Al.; 2nd vice chair Neil Sherman, LP Corp., Nashville, Tn.; and new director Sean McLaren, West Fraser.

Abhi Singh was appointed managing director for Harvey Building Products’ new Commercial Projects division, based in Londonberry, N.H. Pete Moss has been hired to manage the garden department at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

TALK Back We welcome your feedback. Send comments to letters@building-products.com.

ing, production, computer, supply chain, and sales jobs that every manufacturing industry has… we’re just not “downtown.”

Thanks for all you are doing for our industry.

Dan Paige, General Manager Sandy Neck Traders South Dennis, Ma.

RE-THINK YOUR PRIORITIES Congratulations on another terrific column in the November issue of BPD (“I Have It All!,” p. 8). I hope you’ve

considered what a positive impact you made on everyone who heard your measured response to that guy, not only the patience you exhibited, but also the message. I bet he has thought about that exchange often, and it is probably making him re-think his priorities—at least I hope so.

It really doesn’t matter what we have unless we appreciate it, and you obviously do.

Jim McGinnis, President McGinnis Lumber Co. Meridian, Ms.

Concerned About Millwork Damage?

Door and window stack racks reduce touches and damage while increasing storage capacity.

DON’T TAKE DOWN A FENCE

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RACK 3

Tie-off Holes

3,000 LB

1,500 LB

Plywood Deck

RACK 2

Typically supplied by customer

3,000 LB Optional Cart

RACK 1

Building-Products.com

1,500 LB

RACK 1

Just finished reading the December “Across the Board” and had to laugh with you… every older generation can’t think of a single good thing about the next in line!

Finding good people for all these “serious jobs” in the lumber industry is going to be a bit of a focus for NeLMA this year. We have budgeted some money in the marketing committee to see if we can find a way to show that our industry has good paying, rewarding jobs at the mills, wholesale and retail levels. We are meeting with a technical college next week to see if we can figure out to get the message out that we have the same manufactur-

Sunbelt Rack

RACK 2

Kimberley Oliver, Sales & Marketing Young Manufacturing Co. Beaver Dam, Ky.

Competitor RACK 3

Good afternoon, Mr. Adams. I read your articles every time I get the Building Products Digest. “What Do We Really Know?” (Dec., p. 8) was one of the best articles on the subject of Millennials I have read in a long time. We know NOTHING. I had an elder gentleman tell me once, “Don’t take down a fence until you understand why it was put up in the first place.” Communication and understanding of “why” will be our biggest hurdle in years to come I do believe (critical thinking).

Thanks for bringing common sense to the table. Always enjoy the read.

3,000 LB

3,000 LB

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Can hold 3,000 lb each, even when stacked.

Our racks offer 4-way fork entry.

• Each rack supports 3,000 lb on its own or stacked.

• Competitors’ racks only hold 1,500 lb on the second and third levels when stacked.

• 30,000 units sold throughout North America.

• Punched side rail holes create multiple tie-off points.

• Our racks offer four-way fork entry and are pallet jack movable from each end.

CT-Darnell.com • Sunbelt-Rack.com • 800-353-0892 To find out more or get a quote, call us at 1-800-353-0892 or go to Sunbelt-Rack.com © WTD Holdings, Inc., 2018. All rights reserved.

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WESTERN Report

By Western Wood Products Association

Stay educated with WWPA digital publications W

WPA IS THE TRADE association for western lumber and it also offers various publications that benefit lumber throughout the U.S. The association recently appointed Ray Barbee as the new WWPA president who’s

looking forward to continuing and improving the services WWPA offers. “We have a number of publications we want to push more in the industry that will help keep LBM members informed and updated. It’s going to be an exciting year,” Barbee said.

In order to keep its reputation as an accredited lumber rules writing and grade inspection agency, Barbee explained how the association will continue to work with its team of experienced lumber grade experts conducting mill inspections at member lumber mills to make sure lumber products are in compliance with the lumber grading standard. In order to do so, WWPA is working to enhance its online publication tools and partnerships within the industry.

Resource Library WWPA's website provides members access to the newly updated Western Lumber Resource Library, which is utilized by engineers, architects, specifiers, builders, and industry professionals to support the design, specification, and application of western lumber. The library resources include grade rules, design tools, as well as product and technical support literature to aid in material specification and code compliance. Most of the technical publications are available for free download.

The library consists of educational articles such as Cleaning Mold on Wood. The decision to clean and remove mold depends on multiple factors. The article touches on this process. Other articles include “Design Values and Spans for Alaskan Species: Lumber Design values for Alaska Yellow Cedar, Alaska Hemlock, and Alaska Spruce dimension lumber products,” articles on heat-resistant adhesives and fingerjointed lumber as well as “Fast Facts” are also available.

AMONG the publications offered by WWPA is the technical manual on WWPA lumber products, featuring basic categories of lumber, grades, sizes, species groups and more; and the Western Woods species book, packed with full-color photographs that show grade characteristics of Douglas Fir-Larch, Hem-Fir and Spruce-Pine-Fir (South) to assist users in properly identifying and specifying dimension grades.

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Lumber Buyers Guide The WWPA Western Lumber Buyers Guide is for wholesalers, retailers, distributors, and international buyers seeking Western lumber products. Users can select filtering categories to locate WWPA member companies by Building-Products.com

industry focused statistical reports covering softwood lumber production activity, trade statistics, and average lumber prices. Sample reports and subscriptions to WWPA's weekly, monthly and annual publications are available.

Mobile Friendly

GET DIGITAL: WWPA’s Western Lumber Resource Library is is a great product resource and is utilized to support the design, specification, and application of western lumber.

species, product type, services, or shipment methods. The association’s Softwood Export Council (SEC) can also provide additional information on American Softwood export products and services.

Lumber Market Statistical Reports WWPA is also looking to enhance its data offering features, making them more accessible online. The association currently offers North American and western U.S. lumber

Perhaps one of the most important things about WWPA’s publications is that they are mobile-friendly. While the association still offers a selective amount of publications in print, those who need quick access can reach the publications via smartphone or tablet.

The website’s advanced filtering capabilities allow members to search for specific products straight from the jobsite on their mobile device.

“This is just one of the ways we’re staying relevant and offering more convenient services to our members,” said Kevin Cheung, chief engineer of WWPA. These are just a few of educational tools WWPA is offering to members.

In addition to these resources, the association is looking to gain more exposure from young professionals and partner more with industry members. Its upcoming relationship with

LIBRARY ON THE GO: The resource library is easily accessible online and mobile-friendly, allowing users to access all of WWPA’s publications on their smartphone or tablet.

NAWLA’s Leadership Summit is a good example of that, where the association looks forward to bringing together western lumber manufacturers and their wholesale customers.

– For more information on how to access WWPA’s publications, visit www.wwpa.org.

We’re growing Colville, WA – Usk, WA – Midway, BC – Eagar, AZ

Building-Products.com

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WESTERN Report

By Western Wood Products Association

Coming to Austin:

WWPA to team with NAWLA for its annual meeting W

WOOD Products Association is teaming up with North American Wholesale Lumber Association to host its annual meeting alongside NAWLA’s annual Leadership Summit April 8-10 in Austin, Tx. The event is the culmination of member efforts from both associations to bring together western lumber manufacturers and their wholesale customers.

Known as the largest gathering of western lumber producers, the goal this year is to provide a venue to forge stronger business relationships. In doing so, attendees will have a chance to expand their network within the industry. Registrants will be able to attend all WWPA and NAWLA seminars and education sessions throughout the event.

To make the merge a little easier, an opening icebreaker reception will be offered to all guests before registration opens the following morning.

From there, an array of sessions and meetings will take place. WWPA’s Quality Standards Committee meeting will take off at 7:30 a.m. and a NAWLA joint session at 8:00 a.m. on Sunday. Members can also attend WWPA’s Technical Committee meeting at 8:30 a.m. The NAWLA Joint Wrap-up Session will conclude the morning.

Monday will be full of insight, as guests will have plenty of educational sessions to choose from that feature experienced keynote speakers.

Keynoters have not been announced ESTERN

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WELCOME TO TEXAS: Registration is open for WWPA’s annual meeting held in conjunction with North American Wholesale Lumber Association’s Leadership Summit in Austin, Tx.

yet, but last year had a great response from guests who heard from Ben Kaiser, principal, The Kaiser Group.

The industry luncheon will feature a special Master Lumberman Awards ceremony during which WWPA will honor several outstanding lumber professionals.

The event has also coordinated several activities and outings that cater to those attendees who desire to bring their spouse/companion along with them. Couples can attend a spouse & companion workout class among other events, the Wine, Dine + Nine Couples networking event is January 2018

designed for couples to network with other like-minded couples. Lunch and a nine-hole round of golf areincluded.

While the event is packed full of keynote presentations and learning seminars, both WWPA and NAWLA acknowledge the importance of networking and have made it a point to include as much “bonding” time as possible. Receptions are designed to make attendees feel more comfortable with each other and offer a chance to talk about their companies, catch up with old friends and ultimately grow their businesses.

Building-Products.com

WESTERN Report

By Western Wood Products Association

Update:

Protecting your lumber from mold L

REVISED: WWPA’s Mold, Housing & Wood was revised in June to provide updated information and recommendations on mold in response to the current information from the CDC, EPA and OSHA. Users can download the free PDF after registering at www.wwpa.org.

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UMBER IS ONE of the many materials that, under the right conditions, can be a potential residence for mold. In a vast majority of cases, mold problems in homes are related to flooding or water leaks that affect many materials in the structure, including lumber.

Of particular interest lately is the ability of mold to grow on lumber in situations with adequate moisture and how to control and clean it. In most cases involving mold growth indoors, underlying problems such as flooding or water leaks can affect many materials in the structure. While it’s been an issue for many, many years, mold is still a common topic of interest and the U.S. Centers for Disease Control (CDC) and Environmental Protection Agency recently changed their cleaning methodology.

The decision to clean mold from lumber depends on the amount of mold present and how likely it is to be disturbed. In nearly all cases, mold cleaning should be undertaken only after moisture problems are resolved.

The molds seen on lumber are largely a collection of fungal spores on the surface of the wood. As such, wet wiping or scrubbing the lumber will remove the mold. Simply wiping the wood, however, can release those spores into the surrounding air.

A better approach is to gently spray or wet down the mold prior to removal. Once it’s been wetted, it can be removed by wet-wiping the surfaces with a water-and-detergent solution, scrubbing if necessary.

There are a number of products on the market, from commercial mildew-

Building-Products.com

CAREFUL CLEANUP: While mold has been a pressing issue for as long as we can remember, the EPA and CDC recently updated its cleaning methodology when it comes to mold on lumber.

ly not practical for wood products used in active construction projects, it is possible to remove moisture as quickly as possible during manufacturing. Reducing the moisture content of lumber to less than 20% will significantly decrease the opportunities for mold to form on the wood.

WWPA revised its publication Mold, Housing & Wood in June to provide updated information and recommendations on mold in response to the current information from the CDC, EPA, OSHA and the World Health Organization. A PDF is available for free download at www.wwpa.org.

cides to household bleach, which are promoted for removing mold from wood. The CDC recommends using a bleach solution of 1 cup bleach in 1 gallon of water when the water damage is due to contaminated water, such as floodwaters.

For large mold clean-ups, the U.S. Environmental Protection Agency suggests using mild detergent and water. Specifically, for cleaning wood surfaces, the EPA recommends wet vacuuming the area, wiping or scrubbing the mold with detergent and water and, after drying, vacuuming with a high-efficiency particulate air (HEPA) vacuum.

Removing small amounts of mold from wood is relatively straightforward. Mold removal becomes more complex when there are heavy amounts of growth on a majority of the lumber or if the building has been in service for some time and the mold originated from leaks into the building cavity.

Molds are part of the fungi kingdom and all fungi have four basic requirements for growth: suitable temperature, oxygen, food and moisture.

Controlling moisture offers the best opportunity to prevent mold growth on lumber and wood products.

While LBM professionals can’t control all environmental aspects around them, certain precautions can be taken to prevent mold. One method for preventing stain fungi and mold in lumber during production and storage is to submerge it in fresh water, which fills the wood cells with water and limits the availability of oxygen.

Lumber and wood product mills often utilize this method by spraying log decks with water or storing logs in ponds at the plant. While controlling temperature and/or oxygen is generalBuilding-Products.com

January 2018

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WESTERN Report

By Western Red Cedar Lumber Association

Maximizing the value of real cedar T

axiom in marketing: “If you don’t want to lower your price, maximize your value.”

While this applies to virtually all marketers in a competitive environment, it’s been the M.O. of the Western Red Cedar Lumber Association during this tumultuous period for softwood lumber.

The WRCLA spoke at the most recent NAWLA Traders Market in Chicago, and presented its strategy and tactics for keeping the register ringing at the retail level. Some of their insights are worth repeating here.

While the western red cedar industry is fortunate to have a consistent and sustainable supply of quality fiber, as well as demand for the product, recent disruptions including HERE IS AN

Softwood Lumber duties and head-to-head advertising campaigns from composite material competitors with deep pockets have made business anything but usual.

The WRCLA has utilized two resources to guide a program to mitigate these threats: on-the-ground member supplier sales teams and distributors in key U.S. regions, and market benchmarking and research done in 2014 and 2017, respectively.

Supplier sales reps teamed with a vast network of distributors are able to identify application opportunities, which in turn direct the choice of products being manufactured. Take the example of the opportunity to supply more appearance timbers in Texas. Although 2x6 decking is

WESTERN RED CEDAR was used extensively at CHS Baseball Field, St. Paul, Mn.

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always a good bet, timbers are a higher-margin product, and where demand is noted and suitable fiber exists, manufacturing can shift to supply this growth.

The WRCLA then coordinates advertising, marketing and PR efforts to promote these applications in that region and take advantage of these higher-value opportunities.

As with decking in the Pacific Northwest and siding on the East Coast, materials and resources are targeted to these areas to push and capitalize on both long-term plans and opportunities as they arise.

Another example of where the distribution network has provided market intel is the 7,210-seat CHS Baseball Field in St. Paul, Mn. Distribution and WRCLA field reps were able to convince the Field’s owners and architectural firms to use real cedar over another material. As a result, WRC is

streaming TV, social media, PR and online advertising, among others, to promote WRC’s value proposition to their target audience.

So far it seems to be paying off. Awareness of the species and the brand have increased from 54% to 61%, and 30% to 48% respectively, while interest in knowing more has grown 24%.

Specific characteristics of the wood including beauty, durability and ease of installation have also improved in perception as well: 10%, 9% and 30%, respectively.

While the numbers indicate the association’s strategy is working, it is also worth noting that in markets where promotional efforts are less active perception of western red cedar drops, and plastic composites are better positioned on core attributes like perceived environmental advantage, and ease of maintenance.

It’s evident the softwood industry is in a turbulent state and prices are increasing; increases that homeowners will ultimately have to pay. As consumers become more discerning and are exposed to competitive alternatives, the necessity to remain top of mind and reinforce a value proposition that is appealing and persuasive becomes paramount.

By tracking programs and monitoring results, as well as conducting in-market research, the WRCLA has been able to implement a strategic plan to position real cedar as a premium, specialty product, and stay competitive in a crowded, changing market.

All without having to lower price.

– Established in 1954, Western Red Cedar Lumber Association is the voice of the cedar industry and has members in over 131 locations throughout North America (www.wrcla.org).

WRC MANUFACTURING has shifted to address higher-margin timber opportunities.

now the exterior’s central visual feature, and the stadium is a visual showcase, and has been awarded by the American Institute of Architects for its excellence in architecture, interior architecture, and urban design.

In addition to field work, the WRCLA is also following a strategic plan created through consumer and market research. Beginning in 2014, research was conducted in key markets for WRC sales to determine benchmarks for consumer awareness and attitudinal drivers to sales using a controlled set of products: western red cedar, treated pine, standard composite, and premium composite. The data collected was used to shape advertising messaging and strategy. In 2017 a follow-up survey was conducted to track changes in awareness and perceptions of western red cedar and the real cedar brand.

It’s important to note that increasing awareness of WRC is key to increasing its value perception. Studies have shown that consumers who are very familiar with western red cedar are 15 times more likely to consider it, and seven times more likely to select and purchase it.

The WRCLA has focused on a multi-platform advertising and communications plan utilizing traditional media, Building-Products.com

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NEW Products

A Confident Hold

New Cellular PVC Railing in Town

LP Building Products’ LP Legacy OSB subflooring is packed with more resin, wax and wood fiber, and made with Gorilla Glue Technology. The engineered subfloor boasts superior moisture resistance that prevents edge swell.

As a result, the product carries a “Covered Until It’s Covered” no-sand warranty, as well as a Lifetime Limited Warranty that lasts as long as the home.

Fairway Architectural Railing Solutions is now offering Cellular PVC railing.

The product features top and bottom rail reinforced with aluminum insert for added durability, hidden stainless steel fasteners and extensive infill choices including square cellular PVC balusters, round aluminum balusters, 4” glass slats, and horizontal cable.

In addition, the square and round balusters fit securely in pre-punched top and bottom rails–no screws needed.

n LPCORP.COM (617) 876-1400

n FAIRWAYARCHITECTURAL.COM (800) 332-5724

A New Pair of Hues

Easy Installation, Easy on the Eye

Deckorators’ new color choices for Ciderhouse, its new Heritage line of composite decking, delivers a natural appearance and texture with the ultra-low maintenance performance of wood-plastic composite.

Riverhouse (dark brown) and Smokehouse (gray) are designed with an innovative embossing process that creates a distressed pattern that doesn’t repeat for at least 12 feet.

EchoPanel Balance Tiles are made from recycled polyethylene terephthalate materials and offer a wide range of design possibilities with three different sizes and nine colors that range from neutral to vibrant.

With self-adhesive backing, the installation process of simply peeling and sticking the tiles on any smooth surface makes the tiles an easy sound solution for any space where noise matters.

n DECKORATORS.COM

n ECHOPANEL.COM

(800) 556-8449

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(617) 876-1400

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Saw That Cuts It All The 7” Medusaw walk-behind worm drive saw from Skilsaw provides a complete, ergonomic solution for scoring concrete in larger-area applications.

The tool incorporates a wet/dry dust management system and powerful worm drive motor.

n SKILSAW.COM

Safe Strike

(877) 754-5999

Demo Driver from Milwaukee Tool is built to withstand aggressive applications on the jobsite and features multiple strike surfaces to give users more force when prying and chiseling.

The tool has been designed with an all-metal core that defends against bending or breaking of the shank and ensures the strike cap doesn’t pop off. A ductpiercing tip is designed with an offset blade so users can pierce through sheet metal without damaging the tip of the tool.

n MILWAUKEETOOL.COM (800) 729-3878

Rooftop Straps & Caps Green Link’s newest family of custom-engineered, molded straps and caps are designed to secure pipes and struts for its KnuckleHead rooftop support line.

All are molded from tough, weatherproof urethane and feature a striking safety yellow color.

n GREENLINK.COM (617) 876-1400

Tough Packs Klein Tools’ Tradesman Pro Tool Gear Backpack has 35 variously sized pockets and is the right size to fit the tools and gear construction professionals need to stay organized. Its tall interior pockets are perfect for long screwdrivers, while covered pockets are designed for meters, testers and leads.

The backpack is also designed with extra padding in the shoulder straps for easy carrying, as well as a constructed bottom made of a diamond-textured coated material to increase toughness.

Kett Tool’s KL-200 double-cut shears slice coldrolled steel, stainless steel, plastic and Formica without warping or bending the finished piece.

Capable of cutting a radius as small as 6”, the shears are lightweight and maneuverable, and can easily follow a scribed line.

n KLEINTOOLS.COM

n KETT-TOOLS.COM

(800) 553-4676

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(800) 215-3210

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ASSOCIATION Update National Association of Home Builders is getting ready for its annual International Builders Show Jan. 9-11 at the Orange County Convention Center, Orlando Fl. The show will have an array of educational seminars and keynote speakers including Daymond John from Shark Tank, a sales rally, happy hour at the show village, and a lively tradeshow.

Northeast Retail Lumber Association is reminding members to save the date for its 124th annual LBM Expo Feb. 14-16 at the Rhode Island Convention Center, Providence, R.I. In addition to a massive buying show, the event will feature presentations by consultant and educator Shawn McCadden, Remodel My Business, Inc.; on the importance with Tim Costello, Builder Homesite, Inc.; and a luncheon panel discussion with Reed Kneale Sr., OC Cluss Lumber; Neal Fruman, Principal, National Lumber; and Zach Williams, Venveo.

In the meantime, NRLA affiliates will not be idle in January. New Hampshire Retail Lumber Association will have a roundtable & board meeting Jan. 9 in Bedford, N.H.; Western New York Lumber Dealers, code training, Jan. 24., Mount Morris, N.Y.; Retail Lumber Dealers of Maine, board meeting, Jan. 17, Macpage, Augusta, Me.; and Northeastern Young Lumber Execs, winter outing & meeting, Jan. 18-19, Stratton Mountain Resort, Londonderry, Vt. Northwestern Lumber Association will offer a business management seminar Jan. 8 at SpringHill Suites, Wisconsin Dells, Wi. A seminar on yard safety is set for Jan. 12 in Golden Valley, Mn. On Jan. 22-23, the association will host its building products expo at Rivers Edge Convention Center, St. Cloud, Mn. The event will feature a welcome mixer, grand prize drawing for exhibitors, a student career panel, and celebrity keynote.

Building Materials Suppliers Association’s building products show is just around the corner on Feb. 7-8 at Hickory Metro Convention Center, Hickory, N.C. This year the association has added private meeting areas in the back of Building-Products.com

the show floor for attendee use, Hot Topic Tables at lunch to discuss cyber updates and HR regulations with dealer peers, and Vendor Showcasing in exhibitor booths.

Mid-America Lumbermens Association is getting ready for its Kansas State Lumbermens committee meeting Jan. 18 in Flint Oaks, Ks. Appalachian Hardwood Manufacturers’ annual meeting will be held Jan. 17-20 in Marco Island, Fl. Window & Door Manufacturers Association is encouraging members to attend its Northeast winter conference Jan. 22-23 in Philadelphia, Pa.

National Association of Wholesaler-Distributors has chosen the theme “Transform or Be Left Behind” for its upcoming executive summit Jan. 30-Feb. 1 in Washington, D.C. Indiana Hardwood Lumbermens Association is gearing up for its next convention & expo Feb. 6-8 at the Marriott Downtown, Indianapolis, In. Seminars will cover automated hardwood lumber grading and an industrial markets outlook.

Lake States Lumber Association has booked the Paper Valley Hotel, Appleton, Wi., Jan. 17-19 for its annual meeting. Speakers include Michigan Forest Biomaterials Institute’s Mark Rudnicki, Dept. of Ag, Trade & Consumer Protection’s Jennifer Lu, and forest health specialist Linda Williams.

IN Memoriam Norris Perry Rader Sr., 83, owner of Norris Rader Lumber Co., New Iberia, La., passed away Dec. 10 in Lafayette, La. He was a graduate of St. Peter’s College and SLI (now the University of Louisiana - Lafayette). He grew his business to three locations, before reorganizing into a single location, Rader’s Builders Express, Lafayette, in 2002.

He also served on the board of directors of Do-It Best Corp. and the Southwest Hardware Association.

C. Jay Buikema, 78, longtime CEO of seven-unit Buikema’s Ace Hardware, Naperville, Il., died Dec. 6.

He starting working in his parents’ hardware store as a stock boy, rising to department manager before taking over the business. He began adding other locations in the 1970s, running as many as nine in the 2000s.

Last fall, the family agreed to sell the chain to Westlake Ace Hardware, with the deal set to close by Jan. 2.

He was a past president of the Illinois Retail Hardware Association and served the National Retail Hardware Association as president in 1994 and on its board starting in 1985.

James Alfred Tallon, 79, founder of Tallon Lumber, Canaan, Ct., died Oct. 14.

After receiving a forestry degree from Paul Smith College in New January 2018

York, he joined Cookson Lumber, Southfield, Ma., in 1958. In 1961 he moved to Great Mountain Forest, Norfolk, Ct., charged with setting up and running a sawmill and planing operation.

He started his own mill in Norfolk in 1970, later adding a surfacing operation, dry kilns, and a showroom.

Larry L. Cardinal, 77, former plant manager of Southern Indiana Wood Preserving, Winslow, In., died Nov. 26 in Cape Coral, Fl. He retired in 1996.

Joseph Elmer Richardson II, 91, retired co-owner of Houston Wood Treating, Houston, Mo., died Nov. 27.

A graduate of Southwest Missouri State University, he and partner Andy Stoops acquired the treating plant in the 1960s.

Homer C. Earll, 89, retired cedar shake and shingle entrepreneur, died Dec. 2 in Annapolis, Md., following a lengthy illness.

Through Earll Forest Products, New Freedom, Pa., the Western Maryland College graduate spent 30 years representing shingle, shake and plywood mills. Later, he served as district manager and educator for the Cedar Shake & Shingle Bureau, which recognized him with its Lifetime Achievement Award.

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6.

Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

Send ad to Fax 714-486-2745 or david@building-products.com.

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ADVERTISERS Index

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

25

Building-Products.com [www.building-products.com] Cover III

Northeastern Retail Lumber Assn. [www.lbmexpo.com]

49

Canfor Southern Pine [www.canfor.com/syp]

29

Orgill [www.orgill.com]

13

Columbia Vista Corp. [www.columbiavistacorp.com]

43

Potlatch Corp. [www.potlatchcorp.com]

45

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

53

PPG [www.ppgmachineappliedcoatings.com]

19

CT Darnell Construction [www.sunbelt-rack.com]

39

Ray White Lumber Co. [www.raywhitelumber.com]

32

DassoXTR [www.dassoxtr.com]

15

Roseburg Forest Products [www.roseburg.com]

Everwood Treatment Co. [www.everwoodtreatment.com]

7

Simpson Strong-Tie [www.strongtie.com/strongdrive]

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

Cover III

Cover IV Cover I

Snider Industries [www.sniderindustries.com]

35

Hood Industries [www.hoodindustries.com]

34

Southern Forest Products Assn. [www.sfpa.org]

33

International Beams [www.ibewp.com]

3

Southern Pine Inspection Bureau [www.spib.org]

34

Jordan Lumber Co., Lee Roy [www.lrjlumber.com]

23

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

9

LBM Expo [www.lbmexpo.com]

49

United Treating & Distribution [www.unitedtreating.com]

38

Vaagen Brothers Lumber [www.vaagenbros.com]

41

Mid Valley Lumber Specialties [www.midvalleylumber.com] 47

Versatex [www.versatex.com]

21

Norbord [www.norbord.com/tallerpanels]

Westervelt Lumber [www.westerveltlumber.com]

31

Maze Nails [www.mazenails.com]

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

True Value – Feb. 10-12, Spring Reunion market, Washington, D.C.; www.truevalue.com.

North American Wholesale Lumber Association – Feb. 13, regional meeting, Providence, R.I.; www.nawla.org.

Mid-America Lumbermens Association – Jan. 5, Missouri state committee meeting, St. Louis, Mo.; www.themla.com.

South Dakota Retail Lumerman – Feb. 13-14, convention & show, Sioux Falls, S.D.; sawbucks@q.com.

United Hardware Distributing – Jan. 5-7, market, Minneapolis, Mn.; (763) 559-1800.

Frame Building Expo – Feb. 14-16, Columbus, Oh.; www.nfba.org.

Northwestern Lumber Association – Jan. 8, business management seminar, Wisconsin Dells, Wi.; (888) 544-6822; www.nlassn.org.

Missouri Forest Products Assn. – Jan. 9-10, winter meeting/legislative breakfast, Jefferson City, Mo.; www.moforest.org.

International Builders' Show – Jan. 9-11, sponsored by National Association of Home Builders, Orange County Convention Center, Orlando, Fl.; www.buildersshow.com.

Kitchen & Bath Industry Show – Jan. 9-11, Orlando, Fl.; kbis.com.

Guardian Building Products – Jan. 11-14, dealer show, Lake Buena Vista, Fl.; www.guardianbp.com.

North Dakota Retail Lumber Association – Jan. 16-18, annual convention, Holiday Inn, Fargo, N.D.; www.ndrla.com.

Lake States Lumber Association – Jan. 17-19, annual meeting, Appleton, Wi.; www.lsla.com.

Appalachian Hardwood Manufacturers Association – Jan. 17-20, annual meeting, Marco Island, Fl.; www.appalachianwood.org.

Do it Best – Jan. 18-19, winter conference, San Diego, Ca.; (260) 748-5300; www.doitbestcorp.com.

Northeastern Retail Lumber Association – Feb. 14-16, LBM Expo, Providence, R.I.; www.nrla.com.

LBM Advantage – Feb. 19-21, annual meeting & show, Kissimmee, Fl.; www.lbmadvantage.com.

American Architectural Manufacturers Association – Feb. 19-22, annual conference, Orlando, Fl.; www.aamanet.org.

Northwestern Lumber Association – Feb. 20, Iowa lumber convention, Altoona, Ia.; www.nlassn.org.

Mid-America Lumbermens Association – Feb. 21, Arkansas state committee/legislative day, Little Rock, Ar.; www.themla.com.

Orgill – Feb. 22-24, market, Orlando, Fl.; www.orgill.com.

Batibouw – Feb. 22-March 4, international construction fair, Brussels, Belgium; www.batibouw.com.

Peak Auctioneering – Feb. 24, LBM auction, West Friendship, Md.; www.peakauction.com.

Structural Insulated Panel Association – Feb. 26-28, annual meeting, Jacksonville, Fl.; www.sips.org.

IDEAS Show – Feb. 28, King of Prussia, Pa.; wwwlbmideas.org.

Mid-America Lumbermens Association – Jan. 18-19, Kansas state committee meeting, Ft. Scott, Ks.; www.themla.com.

Northwestern Lumber Association – Feb. 28, Nebraska lumber convention, La Vista, Ne.; www.nlassn.org.

Northwestern Lumber Association – Jan. 22-23, Building Products Expo, St. Cloud, Mn.; www.nlassn.org.

Ohio Forestry Association – Feb. 28-March 1, annual meeting, Dublin, Oh.; www.ohioforest.org.

Window & Door Manufacturers Association – Jan. 22-23, Northeast winter conference, Philadelphia, Pa.; www.wdma.com.

Fargo Remodeling Expo – Jan. 26-28, Fargo Civic Center, Fargo, N.D.; www.homecentershow.com.

Greater Cincinnati Remodeling Expo – Jan. 26-28, Sharonville, Oh.; www.homecentershow.com.

Northwestern Lumber Association – Jan. 30-Feb. 1, estimating class, Madison, Wi.; www.nlassn.org.

Budma – Jan. 30-Feb. 2, international construction fair, Poznan, Poland; www.budma.pl/en.

National Association of Wholesaler-Distributors – Jan. 30-Feb. 2, executive summit, Fairmont Hotel, Washington, D.C.; naw.org.

House-Hasson Hardware – Feb. 1-3, market, Nashville, Tn.; www.househasson.com.

International Roofing Expo – Feb. 4-8, New Orleans, La.; www.theroofingexpo.com.

American Fence Association – Feb. 5-9, FenceTech, Phoenix, Az.; www.americanfenceassociation.com.

Northwestern Lumber Association – Feb. 6, contractor sales seminar, Owatonna, Mn.; www.nlassn.org.

Indiana Hardwood Lumbermen’s Association – Feb. 6-8, annual convention & expo, Indianapolis, In.; www.ihla.org.

Building Materials Suppliers Association – Feb. 7-8, building products show, Hickory, N.C.; www.mybmsa.org.

Illinois Lumber & Material Dealers Association – Feb. 8, convention & expo, E. Peoria, Il.; www.ilmda.com.

Mississippi Lumber Manufacturers Association – Feb. 8-9, annual meeting, Natchez, Ms.; www.mlmalumber.com.

Monroe Hardware Co. – Feb. 9-11, market, Myrtle Beach, S.C.; www.monroehardware.com.

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FLASHBack 75 Years Ago This Month

Seventy-five years ago, World War II was the primary topic of most conversations, including on the pages of BPD’s sister journal, The California Lumber Merchant. In fact, the majority of personnel changes reported on involved lumbermen leaving their current companies to enlist in the service.

Among the other headlines in January of 1943: • The Riverside Lumber Co., Los Angeles, Ca., announced it was closing for the duration, but would be back, in the same location, as soon as the war was over.

• Four thousand industrialists attending the War Congress of American Industry in New York adopted a resolution vigorously condemning the pending proposal by the U.S. Forest Service to use $100 million of borrowed funds to subsidize hundreds of small lumber mills in the South and East, with the intent of supplementing lumber production for war needs.

The proposal, known as the Forest Products Service Plan, would endow the Forest Service with broad powers to “procure, produce, store and sell forest products.” It was awaiting final approval by President Roosevelt. The group’s resolution, as approved by the representatives of every field of American industry, stated: “The government should not compete directly with private industry and private labor, nor should it subsidize any private producers in competition wth other private industry.

WAR SAVINGS BONDS ad was sponsored by The Merchant.

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JANUARY 1943 cover advertiser WendlingNathan Co. was not so much promoting its products to dealers, but more apologizing for shortages due to the massive consumption of the war effort.

“The U.S. Forest Service, before a committee of the U.S. Senate on November 25, 1942, stated in a public hearing that it proposed to the War Production Board, and that the Board has assented to, a program to subsidize production of lumber, pulpwood and other forest products and to subsidize competitors with the forest industries, in order to aid the war effort. This proposal will not only fail to relieve the present shortage of certain forest products, but would reduce the output. The current shortage is caused not by lack of production facilities but principally by lack of manpower.

“It has also proposed a program of federal regulation of timber cutting and utilization as a war production measure. This plan in our opinion is an attempt to foist upon the country, under authority granted for other purposes, an unsound plan for extending governmental control over private enterprise and private industry. We are unalterably opposed to the policy of putting the government in competition with private industry.”

In addition, individual lumber companies wired the President, Congressmen and the War Production Board, urging them to stop the plan and pointing out that log shortages could be better releived and production substantially increased by instead adding manpower and equipment. The Western Pine, California Redwood and West Coast Lumbermen’s Associations, also called on the President.

After two months of lobbying, President Roosevelt would indeed kill the Forest Products Service Plan.

• The war hung heavy even over festive occasions, such as Oakland Hoo-Hoo Club No. 39’s annual Christmas party. Among the more than 200 attendees were a number of former lumbermen-turned-servicemen and 20 wounded sailors and Marines who were recovering at the Oak Knoll Naval Hospital, but were brought to the party as guests of individual members of the club.

The crowd enjoyed dinner and 13 vaudeville acts, chipped in on a collection for the Good Fellowship Christmas Fund, and bid on prize packages (most of which contained Victory Stamps) to benefit the Mayor’s Hospitality House for Service Men and the American Women’s Volunteer Services.

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