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Building Products Digest

JANUARY 2020

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

2020 VISION: THE YEAR AHEAD IN SIDING • ROOFING • DOORS • WINDOWS • HOUSEWRAP

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CONTENTS

January 2020 Volume 39 n Number 1

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Forecast

Features

Departments

10 2020 VISION

16 COMPETITIVE INTELLIGENCE

8 ACROSS THE BOARD 22 OLSEN ON SALES 26 TRANSFORMING TEAMS 28 LUMBER 411 36 MOVERS & SHAKERS 44 SELLING WITH KAHLE 46 NEW PRODUCTS 50 ASSOCIATION UPDATE 51 DATE BOOK 52 CLASSIFIED MARKETPLACE 52 IN MEMORIAM 53 ADVERTISERS INDEX 54 FLASHBACK

EMERGING TRENDS IN THE NEW YEAR FOR FOUR HOT PRODUCT CATEGORIES

(HOUSEWRAP, FIBER CEMENT SIDING & & PREFINISHED PRODUCTS), PLUS THE LATEST ON PLANS FOR NAWLA & ITS WHOLESALE MEMBERS. ROOFING, VINYL WINDOWS,

THREE DAUGHTERS PREPARE TO TAKE OVER MISSOURI LUMBERYARD

24 THE REVENUE GROWTH HABIT

SALES GRATITUDE IN THE NEXT DECADE

34 THINKING AHEAD

GET IN THE RELATIONSHIP BUSINESS

BPD

Building Products Digest

JANUARY 2020

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

2020 VISION: THE YEAR AHEAD IN SIDING • ROOFING • DOORS • WINDOWS • HOUSEWRAP

Upgrade your coiled strap.

38 PRODUCT SPOTLIGHT

SOUTHERN PINE INDUSTRY USES TECHNOLOGY TO FORGE AHEAD

42 SPECIAL FOCUS

THE ROLE OF WESTERN LUMBER IN CARBON MITIGATION

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2020 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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ACROSS the Board By Patrick Adams

When mediocre is normal

ife is full of “big” things—birth, death, marriage, first job, retirement. I also remember things like buying my first car (a used Ford pickup for $600) and I vividly remember buying my first home. Looking back today, I’m not sure why I was so stressed, but at the time I thought it might have been all the money in the world and that payment seemed like the biggest, most impossible thing ever. We’ve moved several times since then to many places in the world. Thirteen years ago, we landed back not far from where my wife and I grew up and “planted roots.” Long before kids came along, we did all of that “logical” thinking and planning and decided this would make a good “forever home.” Then kids came along and the reality of toys, clutter, storage and school systems became a harsh reality. On the surface, house shopping seemed like an exciting thing. Research, open houses, and 13 years of living have prepared us to make an even more “intelligent” decision on what we “need.” We narrowed down the area, the size, the list of must-have’s and like-to-have’s. Then, we did something unwise: we went with an agent that we “liked.” We ended up losing two “perfect” houses due to that likable individual. We found another agent, who was the pure opposite of the first one and we really liked them, too. Lost a third house due to them. Now with a third agent, we’ve been in a three-month-long reality show of mistakes, incompetence, drama, broken promises, and, I believe in a couple cases, fraud all in pursuit of the fourth “dream home” that now—one week before Christmas—will likely go to another buyer who will benefit from our chaos and “steal” the house. I try not to take these things personally. While I spent the first half of my life constantly wondering why the rest of the world didn’t take the same level of dedication, effort or pride in their work as I do, I try now to just imagine that they must find their passion and self-worth in other areas of their life. However, it seems real estate and the associated “services” (escrow, lending, inspections, etc.) have a wonderful way of attracting the most uninspired, incompetent individuals that I’ve ever stumbled on. I think about what condition our business would be in if we cared so little about our clients. Just took the approach of “well, things happen” or “oops, I know I told you XXX, but that can’t happen now.” I used to think the responsibilities of my job were so vital that at times I

treated them as though lives depended on them. I wonder now whether I’m alone in that thinking and just caused myself years of unnecessary stress and work? How is it that in anything—much less dealing in something like real estate, a person’s home, usually the largest purchase they will ever make—individuals can go back on their word, outright lie, not follow up, and still stay in business? While I sit here now, by the firepit in the backyard of our home for 13 years, I feel alone in my beliefs—perhaps those of an era that has passed. I take pride in my work. I take a daily inventory as I lay down to sleep each night— did I work as hard as I could? Did I do right by others? Did I serve my family, my country, my God, and those people and things I care about? It’s what helps me sleep each night and gives me purpose to wake up tomorrow. I remind myself that although the new home would have been great and that I could easily ruin the holidays with my anger and frustration over the behavior of others, that these are “first world problems.” I have a wonderful home and an amazing family that loves me. I have food each night and am relatively healthy given the number of miles on me. I have an amazing business, team and an industry we serve that gives me hope through their tireless perseverance and hard work. While mediocrity might be pervasive in other industries, I am proud that I am surrounded by other “rebels” who share my belief that any day that you lay your head down exhausted from serving others is indeed a good day. May the new year bring you, your family, and your team all that you hope for!

Patrick S. Adams Publisher/President padams@526mediagroup.com

Building Products Digest n

January 2020

Building-Products.com

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2020 VISION

HOUSEWRAP THE YEAR AHEAD BY ED HUDSON

BUILDERS WILL increasingly turn to multi-benefit weather resistant barriers, particularly in high-end construction. (Photo by Benjamin Obdyke)

The year ahead in residential housewrap istorically, one of the biggest challenges home builders have faced is keeping rainwater out of wood-framed walls. Earliest techniques included big roof overhangs to shelter walls from rainwater, lapping siding boards to push water away from walls, protecting the framing with moisture-resistant sheathing materials, and later, placing a water-resistant layer like asphalt felt beneath siding to protect wood elements from rot. For much of the past 100 years, asphalt roofing felt and building papers have been the most popular moisture barriers for wood-framed walls. In the late 1960s, DuPont revolutionized exterior moisture protection with its Tyvek product, a synthetic version of asphalt-and-cellulose wraps. This

new product category promised more air-tight and energy-efficient homes, protection from rainwater, and the ability for water vapor in walls to escape before initiating rot. Since the introduction of Tyvek, scores of manufacturers have begun to offer housewrap products—and now, the vast majority of wood-framed walls are covered with a synthetic, polymerbased housewrap. In more recent years, other options for water-resistant barriers, or WRBs, for homes have appeared. Integrated OSB & water barrier products, like Huber’s ZIP System, have become more common. Other water-resistant sheathing products—such as water-resistant fiberboards and foam board—represent

Source for all charts: Annual Builder Practices Survey

Building Products Digest n

January 2020

a healthy share of the primary WRB market in new homes. Self-adhered films and fluid-applied membranes, both popular in non-residential construction, are beginning to create their niche in the new home WRB market. And of course, traditional asphalt felt as a WRB still has a sizable following. Home Innovation Research Labs has been tracking housewrap usage on new homes since the 1990s with our Annual Builder Practices Survey. A few years ago, we began tracking housewrap usage in home remodeling with our Consumer Practices Survey. From these studies, we learn that about 60% of residential housewrap installations are on new homes and the remainder is installed in conjunction with home re-siding, new additions, and new detached buildings. Mechanically-attached housewrap, like Tyvek’s Homewrap, are by far the most popular and are found on about two-thirds of all new homes. In the number two position, homes with other moisture-resistant sheathing or roofing felt represent about 10% of primary WRBs in homes. A more recent market entrant, Integrated OSB & Water Barriers sheathing, holds the third position with about 9% market share. Self-adhered films and fluidapplied barriers represent 7% and 2% of this market, respectively. Selfadhered and fluid-applied barriers are now very popular in non-residential Building-Products.com

buildings and likely owe their growth in the residential sector to their success in non-residential structures. Based on Builder and Consumer Practices Survey data, there are more than 4 billion sq. ft. of home exterior

covered with housewrap annually. More than half of mechanicallyattached films come in 9-ft. rolls; about a quarter is sold in 10-ft. rolls. The remaining quarter is provided in 5-ft. or narrower rolls.

DuPont’s Tyvek continues to dominate the housewrap market with about half of all WRB installations on new homes. Early on, DuPont established leadership in technology and industry education on moisture-resistant construction and as maintained that role in the minds of builders. Asphalt-saturated felt continues to be popular in some areas of the country on homes with brick, stucco, and adhered stone veneers. Integrated OSB & moisture barrier sheathing is most popular in the Northeast and least in the West. Self-adhered films and fluid-based WRBs are more popular in high-end homes. For the future, I expect that fastener-attached housewrap will continue to be the most popular WRB option. It’s a cost-effective and wellestablished method that meets code requirements, and it’s stood the test of time for good performance. As the WRB market matures, and as building science viewpoints evolve, I believe we’ll see new WRB solutions proliferate—particularly at the higherend of the cost scale where builders continue to seek better ways to make homes resistant to moisture damage. Further, weather-resistant barrier solutions that address the rising cost of labor and the shortage of skilled workers—by reducing installation time and simplifying installation—will be favored in the future. – Ed Hudson is director of market research for Home Innovation Research Labs. For more, For more information on Home Innovation’s research tools or these specific data, contact (800) 638-8556 or www.homeinnovation.com.

Building-Products.com

January 2020 n

Building Products Digest n

2020 VISION SIDING & ROOFING BY DAVID KOENIG

The year ahead in ﬁber cement products lobal demand for fiber cement siding will climb an average of 2.5% annually over the next four years, to reach 22.1 million squares by 2023, according to a new report by the Freedonia Group. “We are seeing continued growth of fiber cement in both multifamily category along with the R&R segment,” said Mike Pidlisecky, VP of sales & marketing for Woodtone. “Builders, developers and architects are continuing to specify prefinished coating options to enhance long term performance, warranties and lower field maintenance costs.” Demand for fiber cement siding is growing primarily in the U.S., China and parts of western Europe because of its durability and low maintenance when compared to other siding. Its popularity has also increased among consumers due to its ability to mimic more expensive siding materials such as natural wood, brick and stone. According to Sean Gadd, chief commercial officer at James Hardie Building Products, “In the United States, homeowners are looking for exterior solutions that offer a wide range of customized design options, help protect their home from the elements and are low-maintenance and long-lasting. Fiber cement siding, trim and accessories allow builders and contractors to deliver protection, long-

FIBER CEMENT siding is continuing to grow in popularity, though at a more gradual pace. (Photo by James Hardie)

Building Products Digest n

January 2020

term affordability and design versatility to customers who are growing increasingly value conscious. “As urbanization continues and access to skilled labor tightens in the western European markets, long-term affordability has become increasingly important. Fiber cement siding provides an unbeatable value proposition as a non-combustible, low-maintenance solution. Since it drives exterior life cycle costs down, demand for fiber cement siding continues to rise in city environments.” Freedonia’s study, however, finds that growth tempering. In the U.S., fiber cement’s share of the siding market is flattening, due to improvements in the quality of competing materials—especially vinyl—as well as fiber cement’s growing maturity. Fiber cement will experience its strongest growth in its largest market: residential siding market, climbing 2.9% per year. Approximately 79% of all fiber cement siding produced in 2018 was used in residential. Use in residential renovation will outpace new construction, as homeowners increasingly replace existing siding with fiber cement to reduce their maintenance costs or to improve their home’s exterior performance. Interestingly, while siding remains a bright spot for fiber cement, the material’s share of the roofing market appears to have peaked, especially overseas. Fiber cement has historically been a popular roofing material in Central and South America and throughout much of the Asia/Pacific region because it has been affordable and readily available. However, as incomes rise in these regions, more builders and homeowners are switching to more expensive roofing such as bituminous and tile. Also, the replacement of asbestos with cellulose fiber in fiber cement roofing has raised its price, reducing the cost advantage fiber cement held over other materials. Manufacturers, however, continue seeking ways to better their products’ performance and aesthetics. “Marketplace trends indicate the need for durable building products that provide more design options as well as longterm quality and value solutions,” noted James Hardie’s Gadd. “We will continue to monitor and adapt to market needs as we develop the highest-quality fiber cement product concepts and innovations in the market.” Building-Products.com

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2020 VISION WINDOWS & PATIO DOORS BY JOSH WILLARD

The year ahead in vinyl windows s we enter the third decade of the 21st century, window and sliding glass door shoppers have spoken—and they want vinyl. Lots of vinyl. They also want bigger, greener, stronger and darker products. And let’s not forget price: All of these features should be packaged in a window that’s still affordable for most Americans. This sounds like a tall task, but manufacturers have risen to the occasion.

Vinyl products on the rise

Vinyl windows have taken over the industry, according to the Home Innovation Research Labs. By 2017,

vinyl made up nearly 70% of all new home windows and 50% of remodeling jobs while other materials remained stagnant or even dipped in popularity. Vinyl is not only the most popular window type, it leads in nearly every category. The study conducted by Home Innovation Research Labs found that vinyl is the most popular material in starter homes, move-up homes, and luxury homes. It’s also the most popular window type for large, medium-size, and small builders. Moreover, vinyl is either the first- or second-most popular window material for new homes in seven of nine regions in the country, and it’s No. 1 in all regions for remodeling projects.

Bigger products bring the outside in

Frank Lloyd Wright and other innovative architects of the 20th century became iconic in part by using larger—and greater numbers of— windows to merge the interior and exterior worlds. Now, modern-day architects are following suit. Windows and sliding glass doors are getting bigger. At one time, sliding glass doors that were 12 ft. wide or bigger and had five or six panels would have been considered extraordinary. These multi-slide doors are becoming increasingly common, even taking on a new name: movable glass walls. Principia, a data analytics and strategy firm for companies in the building materials industry, says that movable glass walls grew at a compound annual rate of 8% over the past three years. And this trend doesn’t show any signs of slowing down: Principia predicts that movable glass walls will continue to grow.

Energy awareness leads to green building

VINYL WINDOWS and doors are trending larger, becoming “movable glass walls.” (Photo by MI Windows & Doors)

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January 2020

In an era when seemingly every industry, from automobiles to agriculture, is focused on “going green,” people naturally want windows that are energy efficient. That’s why windows with low-E glazing and gas inside a well-insulated glass unit have become the industry standard. Low-E has been the most popular form of window glazing for some time now. According to Home Innovation Research Labs, roughly 75% of new homes feature windows with Low-E Building-Products.com

coatings. Many of these Low-E windows have the added benefit of offering gas-filled insulated glass units. Indeed, windows with gas between the panes in new homes jumped 30% from 2006 to 2017. These gases help fight energy loss in the home because they’re denser than air, so they help maintain comfortable interior temperatures. And now consumers have more choices when it comes to the types of gas available. Argon is still the most popular, but the denser krypton is also widely available, and xenon, the densest gas, has come on the scene in recent years.

market in 2015; now it’s 30%.” But it’s not just black. Bronze, silver, cocoa, and forest green are also viable options when it comes to selecting window color. Considering the endless design possibilities these colors offer, it seems likely this trend will continue for the foreseeable future.

Looking at 2020 and beyond

Consumers have options in so many products these days. Why should windows be any different? Today’s consumers are more sophisticated than ever; they know how many options are out there. If they don’t, they can access the smart phone in their pocket to find

the information they need. What this means for window manufacturers, dealers, and distributors is that they must be prepared to provide these choices or be left by the side of the road. No matter their desires, customers are thriving on today’s selections, which in turn is enabling further innovation in the window and door industry to meet their evolving needs. – Josh Williard is director of products for MI Windows & Doors, the secondlargest manufacturer of vinyl windows in the country in terms of units. For more information, visit www.miwindows.com.

Standing up to the extremes

Unfortunately, extreme weather events are no longer out of the ordinary. Hurricanes, tornadoes and intense thunder storms are happening frequently in many parts of the country. Homeowners are aware of this new reality, and are demanding windows that stand up to extreme weather. Impact-resistant windows now make up nearly 10% of newly built homes. As a result, manufacturers are offering more products—or, in some cases, entire series—that are impact resistant. These products include laminated glass that can resist projectiles and often include reinforcements in the frame and sash to enhance strength and durability.

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Color choices multiply

Gone are the days when windows were only available in soft colors like white and beige. Thanks to sunreflecting technology that’s been developed over the past decade, many darker colors are now a viable option. This has given homeowners and designers a vast array of color schemes that were not feasible a generation ago, and they’re happily taking advantage of it. Of the all the colors that were previously considered too dark to be used for windows, black has arguably become the most popular. Bill Nowak, vice president of engineering and sales for window paint company ColorCoat Inc., has seen this change first hand over the past few years. “Around 2013, because of a change in pigment technology, black became very popular on the west coast,” he says. “Shortly thereafter, black was getting noticed on the east coast, and since then it’s really exploded. Black was 10% of our Building-Products.com

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Building Products Digest n

2020 VISION

PREFINISHED BUILDING MATERIALS BY DAVID KOENIG

The year ahead in preﬁnished materials oodbye, Paint chiPs Universal Forest and color brochures. Products, Salisbury, N.C., This year expect to see uses a similar color visualmore LBM dealers, distribizer from PPG. According utors, manufacturers and to Patrick Hanulak, coating prefinishers turn to technolsolutions manager for UFP, ogy to aid homeowners in “Utilizing digital visualizer selecting the perfect color tools for building materifor their homes. als allows our customers to But it’s not just paint on quickly get an idea of how walls—they can now spec their project could look. the colors of prefinished The functionality of dragsiding, trim, doors, ging and dropping multiple windows, flooring and substrate and color comCOLOR VISUALIZERS allow dealers, distributors, manufacturers and factory fin- binations can take a lot of cabinetry. to help their customers select the right hue before—or instead of—sending the guesswork out of what Just as many house ishers out samples. (Photo by Sherwin-Williams) paint manufacturers have project will it look like. done, building material Most customers will still suppliers are now using online color visualizer tools that want to see physical samples of products before making the give consumers and builders a photo-realistic preview of final decision, but allowing them to see options before getcountless colors and combinations on their home. ting samples can reduce the overwhelming feeling of what “When making changes to their home, most consumers to choose.” easily become overwhelmed with the number of colors, In all, PPG offers three visualization tools. The Previews styles and options available,” noted Doug Krusenklaus, interactive portal allows customers to apply and view industry director for Sherwin-Williams. “Even the accurate color representations of how a project will look smallest tweak can feel daunting. (Our new Color Express before actually painting. It contains PPG’s family of colors Visualizer Program) gives building product manufacturers and on-trend color schemes. Colors can be changed and the ability to make the decision-making process easier for saved in real time and then generated into a PDF for future the consumer.” viewing. The customizable tool includes a variety of sample PPG’s Color Visualizer allows end-users to quickly images, and also offers an “upload your own” functionality, and easily “paint” their project online using their mobile so consumers can see siding, doors, windows and more, phone or desktop computer. They simply select their colors blended with Sherwin-Williams colors on their home or and upload an image, and a new virtual room painter will one like it. intuitively detect the areas that need to be painted. Manufacturers can fully brand the Color Express A third, more sophisticated tool—HomeBuilder— Visualizer and customize it to align with their core color requires a login for B2B use. Builders click on materials strategy, so the tool can serve as an extension of their to choose their color, as well as select colors to paint their website. Vendors also have the option of extending the core surfaces. color offering, providing access to the entire spectrum of The visualizers make color selection quicker, easier and Sherwin-Williams colors. more accurate for everyone.

Building Products Digest n

January 2020

Building-Products.com

2020 VISION NAWLA &

WHOLESALERS BY BPD

The year ahead for

NAWLA and wholesalers uring the recent NAWLA Traders Market, the North American Wholesale Lumber Association unveiled an intricate, colorful new logo as the centerpiece of an expansive rebranding campaign. Building Products Digest asked outgoing association chair David Bernstein, Mid-State Lumber Corp., Branchburg, N.J., and executive director Scott Parker for the full story.

BPD: Tell us about the rebranding process that led to the new look. Bernstein: Over the last three years, NAWLA has been talking about how to give back to this community. We had some surpluses and wanted to reinvest in different membership programs. We came up with three primary concepts: the branding, the YELP (Young Emerging Lumber Professionals) program, and the scholarship program. All these things came to fruition this past year. BPD: NAWLA had its previous logo for a while. Did you feel the old logo did not reflect your new goals? Bernstein: Exactly. We contracted with a professional firm, Forestel, which took a lot of our feedback and came up with new concepts. Parker: We formed a small committee and looked at five different versions for a new logo. The one that we released at Traders Market just kept coming to the top. The group made a recommendation to the board of directors.

Building Products Digest n

NAWLA executive director Scott Parker with chair David Bernstein (behind podium) introduced its new logo and branding campaign at the recent NAWLA Traders Market. (Photo by BPD)

BPD: What is the goal of the new logo and rebrand? Parker: The logo is just one aspect of the overall rebranding project. What we’re really looking to do is start competing with other industries for that next generation of workers, to attract the most qualified people. As we step into 2020, we want to get across that our industry is not about just cutting down trees; there are supply chain people, marketing people, finance people. There are a lot of great jobs and a lot of great people in this industry. We want that next set of people coming into the workforce to understand that this is a heck of an industry to get into.

January 2020

Bernstein: At the Traders Market opening luncheon, (presenter) Jamie Clarke said he heard some of our constituents say our industry isn’t sexy. He pointed out that we are in one of the sexiest industries: shelter. We provide shelter to the world. It’s vital for everyone’s survival. Their first instinct is shelter. We must bring that to the forefront and make people more aware of all the great things we do and, like Scott said, all the different jobs that are available. No matter what you’re interested in—biology, chemistry, finance, sales, it doesn’t matter—this industry has something for everyone. Building-Products.com

BPD: NAWLA recently celebrated its 125-year anniversary. Share how you’re evolving while staying true to your roots. Bernstein: NAWLA remains the North American Wholesale Lumber Association. Through all the changes we’ve implemented, there’s no intention to get away from our commitment to wholesalers and their partners throughout North America. Looking at the new logo, it tells me one story, but it may tell you another story. I see a global community. I see branches reaching out to the sky instilled with a deep-rooted foundation, yet everything comes together in the center, the tree’s trunk: the wholesaler community. The fonts that have been chosen are a little softer than just bold capital letters; we believe this is a bit more inviting to today’s job seekers. BPD: What do you see for NAWLA over the next decade? Bernstein: I’m hopeful that 10 years down the road the programs continue, expand and evolve. It would be cool if 10 years from now we can look back at the first YELP class and see how the relationships between those individuals have continued on—to see their successes and where they end up, as they move from one state to another, one business to another, or even into another industry, to see how they continue to bond, talk and rely on each other. Likewise, I hope NAWLA can continue to award scholarships and that there are enough qualified applicants who are deserving of them. In the near future, we will roll out a website for job postings by NAWLA members. It will be neat to see how many people actually get their jobs through this new website of ours. BPD: What’s the one thing that absolutely can’t change? Bernstein: Our commitment to the wholesale community. Parker: Our branding campaign has a name: “Many Branches, One Industry.” As David said, the trunk that all the branches and roots come back to is the wholesalers. That’s what NAWLA will always stay true to. The branches represent many things—our YELP program, scholarships, branding campaign, the diversity of people coming into our industry, and the diversity of associations we work with. I think that “Many Branches, One Industry” will help guide us going forward. Building-Products.com

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COMPETITIVE Intelligence By Carla Waldemar

SISTER POWER: Hermann Lumber’s leadership is comprised of (left to right) Rachel Korman, Megan Stiers, father Danny Baumstark, and Chelsea Rohlfing.

Women’s work

anny Baumstark, 65, is about to retire as head of Hermann Lumber, the yard he owns, in Hermann, Mo., pop. 2,700. But not to worry: The succession plan has been in place for, oh, ever since his daughters were old enough to sweep out the driveway. That’s right: The business—which includes a second yard and a concrete plant—will be in the hands of his three daughters—Megan Stiers, Chelsea Rohlfing, and Rachel Korman, who’ve known this would be their future, and geared up for it, for decades. They’ve all grown up in Hermann, a town anchoring Missouri’s wine country (not a misprint: the West Coast can’t have all the fun this industry involves). And grape-growing has grown tourism, Hermann’s most important industry. The ladies will represent the third generation of family owners founded by a young kid who served as office manager at Klenk Lumber, and bought it in 1922 when its owner died. Megan Stiers and her sibs were born into a thriving operation where, she reveals, “I always knew I’d stay on. In college I pursued a business-management degree, in preparation. My sister Rachel studied business management, too, and Chelsea concentrated on communications. She worked for several other businesses, but was looking for a career change when an opening came up in our [second] store in New Haven. Now she’s back in Hermann, too, in the office.” Megan’s been here over 20 years by now, achieving her OTJ training by rotating through every post from the contractors’ desk to the floor to the office. “Sure,” she

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laughs, “when I helped out on the contractors’ side, I’d get a little reaction for being a woman here when someone would call—that hesitation on the phone, that things were not normal—but it didn’t bother me. Rachel worked retail in front with no problem. But with me, on the contractors’ side, the questions would be more complex, the problems a little bigger, so I got more of that. But it’s always been fine,” she asserts. As Danny’s family grew, so did the business. Looking to expand, in 1964 he bought a second store in New Haven, 15 miles to the east—a smaller (pop. 1,700) bedroom community. While the original store had (and maintains) a 50-50 split between pros and retail customers, the New Haven operation boasts a bigger contractor base—“outfits working on larger projects”—and not as much retail as in Hermann. The two stores are managed separately but maintain consistent outlooks and services; this also allows JIT transfer of products and bulk-buying opportunities. Then, along came Ready Mix. Danny got himself a concrete plant by building it from scratch in the early ’60s, because, he points out, “there was a need for concrete in Hermann, and I grew up with concrete—foundation guys, contractors. We built highways, bridges, commercial stuff.” Daughter Chelsea is “enthusiastic about it and helps run the show. She’s involved with management.” And, of course, the plant drives business to the lumberyards. Once a foundation is ordered, guess who gets first crack on the rest of the structure? Oh, and there’s a sawmill, too—“my hobby,” says Building-Products.com

MISSOURI LUMBERYARD is nearing its centennial.

SISTER STORE joined the family 55 years ago.

they’ll tell you. They can always tell a story….”) “We take a lot of time to train them to accomplish a job. They like it here because they’re treated fairly and paid well, including profit-sharing, which means that this is their business, too. Yet, “Megan acknowledges, “in a small town, good people can be hard to find. It’s been more challenging.” These days, she finds herself more in the office than on the floor. “I’ve been here full-time since 2002, with increases in pressure and responsibility as the years fly by.” She’s weathered the bad times of a few years back and delivers the outlook ahead with confidence in “another very good year.” “Though weather’s always a factor,” Danny adds. Is another acquisition on the horizon? “We’ve definitely talked about it, but there’s always a risk we need to evaluate. Yet, there’s always the potential to grow, and there’s always room for improvement. Hermann, the town, thinks just about tourism, but on the other side, it’s growing a population of people who actually live here. We’re always on the lookout, especially with the advantage of the Ready Mix….” Next generation? “There are 13 grandchildren between the four of us,” she recounts. “But the oldest is only 12, so it’s a little early to know.” Care to place any bets? Carla Waldemar cwaldemar@comcast.net

Danny. “I do custom orders for mantles, countertops….” Hermann’s customer mix is 50/50—half pros, half walk-ins, “and I like it that way,” declares Megan: “a good balance of both.” And what attracts your contractors? “Good service and a fair price. We bend over backwards for them: Do what it takes to keep them happy, and we always follow through.” What about the DIYers? “Same philosophy. They appreciate the knowledge of our staff—folks who’ll get them the parts they need, from paint to plumbing to lawn & garden. We do a lot of special orders, and spend time researching them, which people appreciate. Plus, we’ve been in the center of town since 1922. We’ll celebrate our 100th anniversary in 2022, and we’re planning to make it a big deal. “Sure, there’s competition,” she continues. “Within 15 to 30 miles, there’s a Lowe’s in Jefferson City, and Menards— and they’re always a gauge as to how we’re doing. When it comes to advertising, we still do circulars—good, oldfashioned circulars—as we’ve been doing for years, and it gets our best results. We’ve also got a Facebook presence and are looking into amping it up—a great way to attract new customers if we do it right.” The Hermann team of 25-28 staffers has been carefully selected to do it right, too. Longevity is a forte here, but new hires are needed, too, “and we’re very slow to hire. We’re looking for employees who will stay around, make their careers here. People who fit our culture.” What characteristics matter? “We talk a lot about that. Folks with ambition and desire, not necessarily knowledge.” (Interjects Danny, “You can’t always just listen to what Building-Products.com

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OLSEN on Sales By James Olsen

Fear of success

have been training salespeople for over twenty years. There are many reasons that people don’t succeed in sales. The number one reason by a large margin is the lack of work ethic. But lack of work ethic is often a symptom of psychological impediments. It’s obvious and easy to say, “Oh well, they’re just lazy.” This can be true, but I think this reason is much rarer than we think.

The Corner Office Doesn’t Understand

I work with a lot of winners. People who have made it to the lead position in their company. Many of them are confused and do not understand these (human) foibles—often because they themselves are superhuman. It takes a special kind of person to make it to the top. My brother is one. They are focused, driven and while they might have some self-doubt (many have none), it is at a much lower rate than the rest of us. To them success is obvious and necessary. I often tell them, “You are in the corner office for a reason. It isn’t luck. You are different than the rest of us, you are the exception.” I encourage them to understand and help me help their team overcome these not-so-obvious obstacles to success. I was raised in a working-class family. We were taught that hard work conquered all, to question the man, and that reading and education were the key to success. Because my parents didn’t understand the “science of money,” we were also taught directly and indirectly that anyone who had money had somehow cheated or were inherently a—holes. I carried these prejudices with me until I was 35. I was fortunate enough to work with a bunch of winners at FCTG who were good people who wanted to and knew how to succeed. Even then, it took me seven years to “shake off” my childhood prejudices and become a real producer. Some of my students have these same prejudices. They have always “fought the man” and thus don’t want to become the (wo)man. This holds them back.

Fear of Success

As a teacher, this is my most frustrating problem. I work with students who have an immense talent for sales. They are charming, smart, creative and know how to ask for the business. They have early success and are seemingly on their way to a great career… and then… they flame out. Change, even for the better, can be scary. These students

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get uncomfortable with their own talent and stop doing the things that led to their initial success. These students will start to show up late. They will stop making as many calls as they initially did. They party too hard at night or at lunch. They come to work hung-over or smelling of alcohol. They become insubordinate, questioning every company rule, bad-mouthing their manager, their co-workers, or their company at every opportunity.

Fear of Failure

Because they fear failing these students make excuses. “I could succeed but I don’t want to be a pushy S.O.B like ________” (name the most successful salesperson in your company). These students will question the very idea of selling. My customers don’t like it when I am too pushy. These sellers are uncomfortable with being uncomfortable. They would rather maintain the status quo and not do sales work than be or become successful. They will blame the boss, the economy, or their career choice rather than go for it, fall down and get back up again, which is the essence of sales work and success at anything. Sadly, they will carry this attitude with them until they find a job that is well below their talent level—something easy.

Impostorism

Impostorism is a psychology held by some that their success is only because of luck and that they will eventually be found out as a fraud. Instead of embracing and enjoying their talent and success, they question themselves at every turn, always looking over their shoulder for the boogie man of failure that they most assuredly (in their minds) deserve. This self-doubt causes anxiety and underperformance vis-à-vis their obvious talent. If you recognize these problems within yourself or your team, fight them. They are real and will hold you back. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit By Alex Goldfayn

Sales gratitude in the next decade ratitude is the feeling of conscious appreciation for what we have (in sales, customers), what we get to try to get (prospects), and even what we do not have (customers who are not yet working with us, or even those customers who have rejected us). While ungrateful is the opposite of gratitude, I wanted to use a slightly different mindset here as the negative version of gratitude. It’s a way of thinking that I see frequently among salespeople who are not proactive, confident or bold. This is an approach to life and work by salespeople who are driven heavily by fear: the word of cynicism. When I look up the definition of “cynical,” I get distrustful of human sincerity or integrity; concerned only with one’s own interest and typically disregard accepted or appropriate standards to achieve them. When we are grateful, of course we appreciate our customers, but that’s easy and obvious. They pay us. They choose us. We are grateful. But we also give thanks for prospects, who provide us an opportunity to grow every day. I have a wonderful chance to grow thanks to these prospects. But when we are cynical, prospects often frustrate us. I’m sick of chasing them! When we are grateful, we acknowledge the importance of the customers who tell us no. They keep us going. We do not give up on them. We try again with them, in different ways, with different products and services. They need us, and we get to show them this. How lucky are we? When we are cynical, we do not see the value in people who reject us. We take it personally, of course, when they tell us no. We feel that we have wasted time. We wonder why they took the time to meet with us, or even request a quote, if they were just using to compare us to the competition. They just used us to get a lower price, we say. And even when this happens, grateful people will find the positive: now I know what this person is like. This won’t happen again. Good, onward! In The Happiness Advantage, Shawn Achor writes, “Few things in life are as integral to our well-being [as gratitude]. Countless studies have shown that consistently grateful people are more energetic, emotionally intelligent, forgiving, and less likely to be depressed, anxious or lonely. And it’s not that people are only grateful because they are happier, either; gratitude has proven to be a significant cause of positive outcomes.”

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How powerful is that?! How do you think having more energy, being more emotionally intelligent, and forgiving will affect your sales? What do you think happens to sales when we are less depressed, anxious and lonely?

We Can Choose to Be Grateful Right Now

You can decide, at this moment, to live and work and sell gratefully. In Martin Seligman’s The Optimistic Child, he lays out a simple technique for practicing gratitude with kids. We have been following it for years. Seligman teaches parents to ask their kids this simple question when they are in bed, right before the lights are turned off: “What are three good things that happened today?” Sometimes we modify this with our own children to: “What are three things you are grateful about tonight?” Or, “what are three things from today that you love?” The point is to get your children to think about positivity and gratitude, in specifics, before they sleep. On many nights it’s the last thing they talk about with us that day, then they sleep on it. We are programming our kids to be grateful. Seligman writes that his research shows that this early programming inoculates children against depression now and later in life. We can do the same thing in our adult lives. Here’s what we as salespeople can be grateful for: Our customers. Our prospects. The people who have rejected us. Our colleagues. Our company. Our supportive family. The meeting you have coming up. The current problem you’re working on resolving for this customer. That the phone rings all day and people want to talk to you and buy from you! Do you know how lucky that is? That this wonderful customer only buys a small percentage of what you have to offer, but that you get to let him know what else he can buy. That your customer is happy to hear from you by phone. This list can go on for pages. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams By Susan Pale

Another new year – Time to think about bonuses • Typical award timeframe at end of fiscal or calendar year or on holidays. If you’re closing out your 2019 financials as you’re reading this, it is the perfect time to award discretionary bonuses. • Award amounts do not factor into an employee’s regular pay rate and overtime calculations. • Award amounts are typically unbudgeted. • May be “expected” and difficult to take away if circumstances change • Simple administration

Non-Discretionary Bonuses

ith 2019 over and at the dawn of a new decade, it’s an ideal time to think about bonuses for 2020. Organizations of all sizes and across all industries use bonus programs as an important component of total compensation. Over 60% of respondents in a 2016 World at Work survey reported using some type of bonus or variable pay program, as did 73% of respondents in a more recent 2019 Payscale survey. There are many different types of bonus programs. They fall into two main categories: discretionary and non-discretionary.

Discretionary Bonuses

Discretionary bonuses are just what the name implies— bonuses given at an employer’s discretion. If your organization had a successful 2019, and you decided to give each employee say $500 or $1000, you awarded a discretionary bonus. The bonus recognizes organizational achievement but isn’t linked to specific goals and objectives. Discretionary bonuses are more common in smaller organizations that do not have more formal programs. Other key features of discretionary bonuses include: • Award amounts vary and are not linked to the achievement of specific goals or objectives.

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Unlike discretionary bonuses, non-discretionary bonuses are generally tied to the achievement of specific goals and objectives and/or are governed by written policies and procedures. There are many types of non-discretionary bonuses. Here are four of the most common:

1. Annual Incentive Bonus

This type of bonus is one of the most frequent and fastest-growing. It allows organizations the opportunity to link payments to the achievement of specific goals that impact profitability. Annual incentive bonuses can be an effective way to reward top performers, and since these payments are generally one-time occurrences that don’t increase base salaries, the amounts awarded can often be larger and more meaningful to employees. Setting appropriate goals and objectives is often challenging and time-consuming. Goals for some positions may be obvious—timeframes and error rates are easy examples—but for other jobs they may be hard to quantify and document and results may not be within an employee’s control. Individual incentive plans are most common, but team and/or group incentive plans are also valuable as a way to reward collective performance. Organizations with incentive bonus plans usually require that goals be established early in the calendar/fiscal year for payout the next year. It is also common to establish a fixed budget and manage the program within budget parameters. Building-Products.com

2. Sign-On Bonus

In today’s tight labor market, where increased competition from a shrinking pool of skilled qualified workers can present major recruiting challenges, an increasing number of organizations use sign-on bonuses to attract new candidates. According to the World at Work survey mentioned previously, this is the most commonly used bonus program. These bonuses are most frequently paid as flat-dollar amounts, and may be paid at hire or structured as split payment plans that pay a portion of the bonus at time of hire and the remainder after successful completion of a specified period of service. They are particularly useful in situations where desirable candidates ask for salaries that are higher than those of current employees doing comparable work. Organizations that offer sign-on bonuses typically do not establish a budget for these payments.

3. Referral Bonus

Like the sign-on bonus, the referral bonus can be an effective recruitment tool in a tight labor market. About 65% of the World at Work survey respondents report using this type of bonus program. Most organizations using referral bonuses have some type of written guidelines that specify which positions are eligible for bonus payments (high-level management positions are often excluded) and what employees are eligible to receive these payments (high-level managers and employees involved in recruiting activities are generally not eligible). These bonuses are also most frequently paid as flat-dollar amounts, and the typical payout structure is a split payment plan that pays a portion of the referral bonus at time of hire, with the remainder paid after the new employee completes a specified period of service. Respondents to the World at Work survey reported that 13% of their new hires came from employee referrals.

4. Spot Bonus

Spot bonuses are awards given in recognition of onetime, significant contributions made by employees. Awards may be given for contributions such as completion of a special project, implementation of a work improvement idea, or successful performance of job duties under difficult conditions (e.g., doing the work of a colleague who is out ill, or other instances where an employee goes “above and beyond”). These bonuses are most frequently paid as flat-dollar amounts, and organizations often establish a budget for these types of payments. Spot awards aren’t always monetary payments. Gift cards, movie passes, and tickets to sporting events are common rewards for one-time contributions that may not warrant a large financial payment. This type of award is an effective recognition tool and may help to retain employees. So what type(s) of bonus program will help your organization achieve its 2020 goals and objectives? Now is the time to decide. Susan Palé, CCP Affinity HR Group contact@affinityhrgroup.com Building-Products.com

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LUMBER 411

A Special Series from Northeastern Lumber Manufacturers Association

By Kim Drew

Eastern white pine ou know it by its many names: EWP, white pine, northern white pine, Weymouth pine, and its given name: Pinus strobus. But at the end of the day, eastern white pine is the granddaddy, the king, the big kahuna of Northeastern lumber species. Let’s learn a little more about this versatile, strong, beautiful, sustainable species.

Eastern White Pine: Just the Facts

For years, eastern white pine has been the standard in quality construction and fine woodworking. Across the board, eastern white pine sets the standard for use in building projects that require quality, appearance, and durability. It offers a unique, fine grain perfect for a variety of looks, a nice strong uniform texture, it shapes easily for appearance products that require a profile, and it holds finishes extremely well. Eastern white pine possesses a large growth footprint that begins in Eastern Canada, then moves into the U.S. throughout the New England and Northeastern states, across to the Great Lakes, and down the Appalachian Mountain ridge into Northern Georgia. It grows well in almost all growing conditions, but it likes growing in fertile, well-drained soil best. In the forest, an eastern white pine tree has a narrow head with a trunk commonly free of live branches; out in the open, the trees tend to be symmetrical and cone-shaped. The tree typically reaches 70-80 ft., with some high achievers topping the 100-ft. mark. The species is a prolific natural regenerator that lends itself to the adage, “If you have one mature eastern white pine, you’ll have a hundred seedlings of various ages underneath it!” The eastern white pine has been such an important tree to Maine, it’s reached icon status: Maine is known as the “pine tree state,” with the pine cone and tassel of the eastern white pine officially designated as the state’s floral emblem in 1895. This love and support of the eastern white pine started back in 1605, when Captain George Weymouth of the British Royal Navy carried wood samples back to his homeland. Strong material with which to

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make ship masts was in short supply, and thus the Broad Arrow Policy was enacted in 1691. All pines with a minimum diameter of 24 inches were marked with a “broad arrow” to delineate their future use by the Royal Navy.

How It’s Used

There are five primary grades of eastern white pine (we’ll get into more about grading in another column!): D&Better Select, Finish, Premium, Standard and Industrial. Available in 23 varying patterns, the species is perfectly suited to appearance-grade applications such as flooring, wall panels and wainscoting, ceilings, and beautiful accents. Don’t forget exterior siding, too! The product works well across any and all residential and commercial projects, from seaside cottages and modern cabins to horse barns, restaurants, and schools.

By the Numbers

Eastern white pine is one of New England’s most important species, with more than 420 million bd. ft. of lumber manufactured on an annual basis. Approximately 90% of all eastern white pine in the U.S. is produced by 30 mills under the grading auspices of the Northeastern Lumber Manufacturers Association (NELMA).

Sustainability

As building products across the board are under intense scrutiny to reveal and share their environmental impact and “greenness,” it’s important to take an accurate look at the lumber industry. According to many sources, the U.S. forest products industry plants, on average, 2.5-3 trees for each one harvested annually. Reforestation efforts vary from region to region, with some areas coming in with a much higher ratio. Our forests—including those of eastern white pine—are growing, expanding and healthy, which is good news to all of us who live among them. The state of Maine is an excellent example of sustainability as around 85% of the state remains forested, even after more than 400 years of harvesting!

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SUPPLIER Briefs Builders FirstSource, Dallas, Tx., completed its purchase of Raney Components and Raney Construction, Groveland, Fl. Ritters True Value Hardware

owner Jack Winchell has placed his stores in Mechanicsburg and Lemoyne, Pa., up for sale as he prepares to retire.

Red Arrow Hardware Co., Prattville, Al., has closed after 46 years with the retirement of longtime owner Don Strength. WALMART’S planned home office campus in Bentonville, Ar., will rely heavily on mass timber—all of it to be supplied by a facility Structurlam will build in Conway, Ar.

Structurlam Building Mass Timber Plant in Arkansas

Structurlam Mass Timber Corp., Penticton, B.C., will expand its masstimber operations into the U.S., with a plant in Conway, Ar., set to open in mid-2021. With Walmart as an investor, Structurlam will spend $90 million to purchase, retrofit and equip a former steel plant and create 130 new jobs. It will source softwood lumber from Arkansas-grown southern pine trees. Walmart will be the first customer of Structurlam’s Conway facility. The world’s largest retailer plans to use more than 1.1 million cu. ft. of mass timber in its new home office campus in Bentonville, Ar., making it the largest campus project in the U.S. using mass timber. “Our new U.S. location will answer the demand for mass timber building products and industrial matting products in the southern, central and eastern United States, and will complement our British Columbia operation serving the Canadian, Pacific Northwest, California and Intermountain markets,” said CEO Hardy Wentzel. Structurlam selected Conway for its proximity to 19 million acres of sustainable forestland that covers more than half of the state’s total land area. The new plant is located close to transportation corridors that reach large southern and eastern markets. Other considerations included a siteready location and available workforce. The company currently produces CrossLam CLT cross-laminated panels and GlulamPLUS glue-laminated

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columns and beams at facilities in Penticton, Okanagan Falls, and Olivier, B.C.

BMC Adds DFW Area Dealer

BMC Stock Holdings, Raleigh, N.C., has acquired DeFord Lumber, Duncanville, Tx. Founded in 1964, DeFord improves BMC’s Dallas-Fort Worth business by diversifying the customer base, adding value-added capabilities, establishing a local presence on the south side of Dallas, and adding knowledgeable leadership to the BMC team. DeFord generated $75 million in sales over its prior fiscal year.

Fire Inﬂames Mississippi Mill

Fred Netterville Lumber Co., Woodville, Ms., is steamed that the county did not do more to help after a late-night fire caused serious damage to its main mill building. The blaze, which began shortly before midnight Nov. 22 and raged well into the morning hours, caused an estimated $5 million in damage and has jeopardized 50 mill jobs. The town lacks its own regular fire department, although Netterville paid to purchase and house fire-fighting equipment for a volunteer department on its property. Netterville employees attempted to use the equipment to hose down the flames, but it operated poorly allegedly due to poor maintenance. When county firefighters arrived, they threatened the millworkers with arrest for using the equipment. The county promised to look into increasing staffing of the volunteer fire department and repairing the fire truck.

January 2020

Ace Hardware, Bradford, Pa., was opened Dec. 13 by Kate and John Vinelli. Curt Anderson is general manager, and Mark Wujastyk sales manager. J.B. Sandoz Hardware, Opelousas, La., closed its doors Dec. 14 after 141 years. Carr Hardware opened its 8th location, an 11,000-sq. ft. store in Lenox, Ma. McCormack Building Supply is working out of a temporary loca-

tion in Winslow, Me., as it plans to build its yard destroyed by an Oct. 11 fire.

Illinois Tool Works, Glenview, Il., agreed to sell its ITW Insulation Systems division to Johns Manville, Denver, Co. ITW Insulation Systems foam inslation/metal jacketing plants in Houston and La Porte, Tx.; Edmonton, Alberta; and Mississauga, Ontario. Elite Sales & Marketing, Scituate, Ma., is now repping MoistureShield decking and railing in the New England market. Summit Sales & Marketing, Houston, Tx., headed by Mike Scott, is now representing MFM Building Products’ waterproofing and weather barrier products in North Texas. Shepley Wood Products, Cape Cod, Ma., received Andersen Windows’ first-ever Dealer Community Service Award. Anniversaries: Garris Evans Lumber, Greenville, N.C., 100th ...

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Westlake Ace Expanding into NY

Westlake Ace Hardware is entering New York with the acquisition of three-unit Haggerty Ace Hardware. The purchase is set to be completed on Jan. 19. According to Westlake, it will be a seamless transition of ownership from Jeff and Wanda Haggerty, who started the business in Cooperstown in 1992. The stores will retain management, store personnel, and the current product mix. Haggerty also operates locations in Delhi and Walton. Westlake currently has over 130 stores in 11 states.

Georgia Mill Upgrades Grader

Griffin Lumber, Cordele, Ga., is upgrading its Lineal High Grader (LHG) with Deep Learning technology to detect knots and pith. The LHG was installed at Griffin in 2007, and since then it has been providing accurate grades and facilitating the production of MSR/MEL products. The upgrade is scheduled to be completed in the second quarter of 2020. As part of the modernization, the hardware will be updated to ensure continued performance and reliability of the LHG for years to come. A scan tunnel will shield the sensors from debris, new LED light bars utilize higher intensity light for more accurate defect detection, ethernet-based laser profile and vision sensors provide faster data transfer for improved defect detection, and new GPU computers afford the highest speed decision processing and Deep Learning functionality. The WinTally sorter management system will also be upgraded to the latest software platform. WinTally works hand-in-hand with the LHG to manage the products the mill is producing.

Seal-Rite Door Renamed

Palmer-Donavin, Columbus, Oh., a leading building materials distributor and door fabricator in the Midwest, is changing the name of its Seal-Rite Door Division and rebranding its corporate identity. For nearly 40 years, Seal-Rite Door has been professionally fabricating and distributing custom ThermaTru Doors in the Midwest. In 2013, the company was acquired by Palmer-Donavin, but the companies have continued to run as independent businesses until now.

Effective Jan. 1, 2020, Seal-Rite Door will begin operating as Palmer-Donavin. “Moving forward, we will operate as two divisions: Palmer-Donavin Building Materials Division and PalmerDonavin Door Division,” said Matt Kaufman, VP of the door division. “With both divisions under one name, we can more effectively drive efficiencies and innovation with the goal of making it easier to do business.” A new company logo will be introduced, and both divisions will be represented on one unified website (palmerdonavin.com).

LMC Dealers Get at an Edge at Expo

LMC dealers gathered at the LMC Expo in Philadelphia on Nov. 20-21 to gain insight, analyze the state of industry, and plan their purchasing strategies for the upcoming year. “Whenever we get an opportunity to get in front of our dealers face-to-face and network in this kind of environment, good things happen for everybody,” said Andy

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January 2020

LMC DEALERS gained insight into what’s happening in the marketplace at the recent LMC Expo in Philadelphia, Pa.

Toombs, LMC senior VP-purchasing. “It’s very intimate, very casual. It gives our members the opportunity to come and make changes or additions to their current programs depending on what’s going on in the market. For others, it’s a discovery process. We have new dealers here who may not have done this before. So we have LMC staff interacting with the members and suppliers to help guide them through the process.” The event kicked off with a component alliance meeting, which included roundtables geared towards dealers that manufacture roof and floor trusses as well as wall panels. Day two began with one of the most important events at the Expo: the 2020 Forest Products Industry Outlook Supplier Forum. The session featured key industry experts discussing their outlook for the coming year, helping dealers to create action plans and purchasing strategies for 2020. Mike Almond, GM of North American sales at Canfor, said wildfires and insect infestation in western Canada has drastically reduced overall supplies. “Domestically, in North America, there isn’t enough supply there to replace what we’ve had to curtail in Western Canada,” Almond said. “Diversification is very important. Forestry is one of those businesses where you are managing timber on a 75- to 80-year life cycle. You have to plan for these things.” Doug Asano, VP of sales & marketing at Huber Engineered Woods, agreed that shifting strategies will be necessary in the new year: “There have been some curtailments in supply, but we think there is potential for inflationary pressure and it all depends on demand.” Following the forum, dealers hit the Expo floor where they were greeted by LMC team and core supplier partners. On the final day of the Expo, NAHB chief economist Robert D. Dietz, PhD., shared insight on the economy for 2020 and its potential impact on the building industry.

Window Maker PGT Buys into Retail

PGT Innovations, Venice, Fl., is expanding into retail with its planned $92-million acquisition of NewSouth Window Solutions, Jacksonville, Fl. NewSouth is a window/door manufacturer and installer with eight retail showrooms in Florida and one in Charleston, S.C., and is the only vertically integrated window dealer in Florida. “This transaction is expected to support our diversification into growing segments in the window and door industry, by enabling us to enter the direct-to-consumer channel, where NewSouth is a market leader in Florida,” said Jeff Jackson, president and CEO of PGT. “With the addition of NewSouth, we expect to continue our strategy to grow in geographic areas outside of our core markets, with showroom openings planned for northern Florida and coastal states in the South.” Building-Products.com

THINKING Ahead By Michelle Spence, DMSi

Get in the relationship business sales manager. When a corporate buyout eliminated my position, I landed at the largest moulding distributor in Southern California—also as inside sales manager. My work implementing the Agility Enterprise Resource Planning software at both firms introduced me to DMSi, where I recently celebrated my five-year anniversary. Over the years, my career has taken me from an entrylevel administrative job to the position of senior account executive, with a degree in business management (it took a while, but I got there!) to back it up. I’ve had the pleasure along the way of becoming an Agility expert and even creating my own cycle count program to help manage inventory. More than three decades into this industry, my focus is no longer on advancement—I’m exactly where I want to be, content just to be doing the work that I really, truly enjoy. When I think back on how I got from here to there and to what I owe my success, I always come to the same conclusion: relationships.

Who You Know AND What You Know didn’t choose the building materials industry—it chose me. The door couldn’t have opened at a better time, either! At 24 years old, I was still at a fairly indecisive and stagnant place in my life, with no real sense of direction for the future. I was living at home with my parents and enrolled in junior college, but wasn’t really serious about school then. My short professional background at that point included restaurant management work and, until layoffs came down, a stint with the local school district. I had no experience even remotely related to the wood industry; but when friends of my mom and dad came calling about a potential receptionist job at a hardwood lumber company, I jumped at the opportunity.

From There to Here

Within a year of taking the front-desk position, I moved up to become assistant to the company’s top sales representative and eventually landed the title of inside

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January 2020

As a very social person—I can walk into a room full of strangers and join a conversation or start one of my own with no problem—establishing and maintaining relationships has never been difficult for me. But because of that particular personality trait, it escaped me as a young person just how important relationships are in business—and this one, in particular. I would come to understand that later. For the time, they were simply a part

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 nawla.org.

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A Special Series from North American Wholesale Lumber Association

of my life and the anchor that kept me grounded in the industry. Relationships with two key individuals at my first job in the industry, at the hardwood lumber company, propelled me along my path. One was with the firm’s star sales rep, who just so happened to be a woman—at a time when we rarely held sales or management positions in this business. I was hungry and eager to learn; any time there was a project, I was the first to raise my hand. Yes, I’ll do it! She saw that energy in me and requested me as her assistant, which gave me the momentum I needed to advance.

Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale. Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders. This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18. Registration for the spring course is now open! Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success. What better way to start the new year than with fresh insights, connections, and experiences? Register at www.nawla.org.

But it was the owner of the company who was pivotal in making that happen. Lynn Monthaven, who eventually sold his business and has since retired, proved to be a valuable mentor, friend, and fantastic role model! Race, age and gender were never anything that he saw. That’s another reason I was successful there. He saw talent in somebody, and he wanted to hone in on that and help them grow. I was lucky—I might not have had the same experience somewhere else. The lessons I learned from him, which equipped me for success in the industry, are still applicable today. Lynn truly helped me, and won my loyalty in return. It was easy to stay on, which I did for 17 years with no regrets. Relationships continued to play a huge part in my career development even after my time with the

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hardwood lumber company. The work connections I made prior to joining DMSi, for example, eased the transition when I changed jobs. Because I previously was a DMSi customer, I already had a decent relationship with probably a dozen people working there. As a remote employee, a major adjustment for me, I might not have reached a comfortable place and found some rhythm had it not been for those preexisting ties with my new coworkers. Meanwhile, other relationships I cultivated over the years continue to serve me in my current position. Although the work is so different that I sometimes joke about “changing careers,” I’m still linked to the building materials industry—just in a less direct way. Even so, I’m able to apply the knowledge I’ve gleaned over the years for my current position and call on those contacts I’ve built over time, because I still know those people.

To The Up-And-Coming:

When I look back to the start of my career, I’ll never forget the individuals who saw talent and potential in me and invested in my growth. When I see those same qualities in young people today—the children of friends, for example, who may be now where I was back then, still trying to figure it all out—I try to instill in them the lessons I’ve learned. Chief among them is the importance of relationships, and the loyalty needed to nurture those connections. It seems that today’s workforce jumps around quite a bit. They join a company, get what they need from it, and then they’re gone. They don’t necessarily burn bridges, but it can be difficult to create and develop relationships when you’re moving and grooving like that. In sales, you have to stand out, but how do you do that if you don’t stay anywhere long enough to prove yourself? And how do you distinguish yourself if you’re selling the same product for just about the same price as another vendor? What’s going to drive that customer to make the decision to buy from you? If you haven’t maintained that relationship or done what you should have when that customer needed something or if you mishandled a problem they had, you’ve given the perception that maybe you didn’t care as much as “the other guy.” That’s when the relationship makes a difference in the decision-making; but I don’t know if you realize that when you’re young. – Michelle Spence is senior account executive for DMSi, Omaha, Ne. (www.dmsi.com).

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MOVERS & Shakers Timothy D. Parker, ex-BlueLinx, has been appointed vice president of Fortress Wood Products, Martinsville, Va. Boyden Moore, president, Orgill, Inc., Memphis, Tn., added the title of CEO, succeeding Ron Beal, who continues as chairman. Grady Gennings, VP-corporate accounts, and Mike Ferrell, mgr. of LBM, have retired after 31 years and 26 years, respectively, with Orgill. John Cook, ex-Boral, has joined MoistureShield, Atlanta, Ga., as regional sales director for the Southeast. Mark Metzger, ex-Northwest Hardwoods, is new to U-C Coatings, Buffalo, N.Y., as Northeast territory sales rep, serving New York, New Jersey, Pennsylvania, Connecticut, Rhode Island, Massachusetts, Vermont, Maine and New Hampshire. Jon Mastin, ex-Angelina Forest Products, has moved to West Fraser, Germantown, Tn., as procurement mgr. for the U.S. South.

Ed Boehm is a new lumber and panel trader for Atlantic Forest Products, Richmond, Va. Jessica Walshak has been promoted to director of marketing & advertising for McCoy’s Building Supply, San Marcos, Tx. Dave Rutherford, ex-Therma-Tru, has joined Reeb Millwork, Barclay, Md., as sales mgr. Marc Funk has resigned as CEO of Lonza, due to personal reasons. Albert Baehny, chairman, will add the role of CEO on an interim basis until a permanent successor is found. Christoph Maeder will serve as lead independent director. Ian Galbraith has been promoted to regional VP for Foxworth-Galbraith Lumber Co., Plano, Tx. Russ Jordan, VP of import sales & marketing, Arauco North America, Atlanta, Ga., has been promoted to lead the North America sales organization. Kevin Shotbolt is transitioning from VP of domestic sales to advisor to the North America sales team for the first half of 2020.

Mark Smith, ex-Construction Supply Group, is the new branch mgr. at HD Supply, Davenport, Ia. Heather Bowman has hired on at Superior Plastic Products, New Holland, Pa., as marketing mgr. Dylan Epperson, United Treating & Distribution, Muscle Shoals, Al., has been promoted from freight mgr. to the inside sales team. Nate Blommer, ex-Metal Sales Mfg., is now Rock Island, Il.-based Midwest district mgr. for Mid-Am Building Supply. Mike Thaman will retire as chairman of Owens Corning, Toledo, Oh., in April. Brian Chambers, president and CEO, will succeed him. Mike Dawson, Norbord retiree, was presented the 2019 Bronson J. Lewis Award at APA’s annual meeting in Tucson, Az. Javier Ibarra was recognized with a service award for 30 years with Hill Lumber Co., Mont Belvieu, Tx. Anna Prentice has hired on as manager trainee at Mungus Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

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January 2020

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PRODUCT Spotlight By Julia Milrod

Southern pine industry forges ahead s a new year begins, things are looking up for the southern pine lumber industry. Between steep tariffs and a slumping housing market, 2019 presented many challenges for southern pine. However, business is cyclical, and the southern pine industry holds steadfast in its commitment to continue the overall growth that has been enjoyed over the past decade. For over 100 years, the Southern Forest Products Association has worked tirelessly to honor its founding motto of “Service.” SFPA is a regional trade association that serves a global

economy representing southern pine lumber manufacturers, treaters and allied businesses. With an ever-growing digital presence and robust international efforts, SFPA continues to advance the industry for both domestic and international markets.

The New SFPA.org

For years, SFPA.org has been the online home of the Southern Forest Products Association. It serves an important role to both SFPA members and non-members, providing re-

SOUTHERN PINE’S treatability, strength, fastener-holding power, and availability in wide widths makes it ideal for joists and rafters.

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sources, an online portal for members, general association information, and membership details. Fully optimized for both desktop and mobile viewing, the new SFPA.org brings a myriad of southern pine resources to your fingertips no matter where you are. The sleek new layout is easy-to-navigate, bringing the most important information and features to the forefront. Do you have a product that you need in your inventory? SFPA’s online Product Locator is the best tool for finding just the right product to fit the bill. With a selection of over 400 products, the SFPA Product Locator connects dealers and manufacturers to the right sales contact. Grades, packing preferences, sizes and lengths, the Product Locator has it all! Traditionally accessible through SouthernPine.com, the Product Locator is also available on SFPA.org. Simply click “Find Southern Pine” from the main menu, and you are well on your way to finding the products you need. Membership information is also readily available on the new SFPA.org menu. SFPA membership is made up of more than just southern pine manufacturers. Distributors, other business owners, and individuals who are interested in the objectives of the association can also enjoy the membership benefits of SFPA through an associate membership. This inclusive membership model allows anybody who is interested in southern pine to easily become involved with SFPA. All the membership information you need, including packets, applications, and lists of existing members, can be found on SFPA.org. SFPA.org isn’t the only website managed by SFPA. Together, the SFPA family of websites makes up the most comprehensive resource for all things southern pine on the internet. From construction tips and span tables to publications and product locators, the SFPA family of websites has it all.

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SFPA.ORG’S updated layout makes it easy to find the information you need on your computer or mobile device.

They include: SouthernPine.com Span tables, design values, product locator, treated lumber, specialty products applications, DIY plans, publications, media center. SouthernPineDecks.com Building a deck, building a porch, construction details, finishing and maintenance. RaisedFloorLiving.com Raised wood floor foundations, resources for both homeowners and building professionals. SFPAexpo.com The Forest Products Machinery & Equipment Expo is the premiere venue for equipment manufacturers to display their products and services to the wood processing industry. The next Expo will be held in the Summer of 2021 (dates TBA) in Atlanta, Ga.

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COLLINS 730 djohnson@collinsco.com; (503) 826-5202; collinswood.com Founded in 1855, Collins is family-owned with over 311,000 acres of FSC-certified lands in California, Oregon and Pennsylvania. Products include softwood, hardwood, NAF particleboard, siding and trim. COLUMBIA CEDAR 712 todd.f@columbiacedar.com; (503) 8288557; www.columbiacedar.com Electric Blue, a family of premium products by Columbia Cedar, leads the industry in grade quality and manufacturing.

of SPF dimension lumber laminated and specialtyheaders, prod- beams DOUBLETREE FOREST Pare RODUCTS LTD. 330 and girders also available, inucts. The addition of an export group hasselection proselder@doubletreebc.com; cluding size and allowable load tables.(604) 294-8262; vided access to 30 countries worldwide. www.doubletreebc.com For over two decades, SFPA has distributed thousands of in thebuilders, Specialties, Doubletree its popular span cards toSpecializing code officials, and lumber DELTA CEDAR SPECIALTIES 815 Forest Products is your source for western red dealers. For use at the jobsite, SFPA offers its handy pocket deang@wshore.ca; (604) 589-9006; www. cedar, Douglas fir, Alaska yellow cedar deckspan cards. One carding, contains 12 span tables for common wshore.ca timbers, pattern stock, and more. visual and grades under different loading condiExpert in the timber lifecycle, the mechanical owner operated, boutique firm sources, selects, sorts, DUNKLEY LUMBERfor LTDtreated . 507 tions. Another card has three tables southern pine mills, manufactures andlumber marketsused on grade pnovak@dunkleylumber.com; (250)from 998for floor joists. Span cards can be ordered WRC, yellow cedar, and DF. www.dunkleylumber.com the Publications page 4415; at SouthernPine.com. Dunkley Lumber is a premium producer DIGGER SPECIALTIES, INC. 918 of high quality SPF and DF dimensional lumInternational Efforts mkittrell@diggerspecialties.com; www. ber from the northern interior of B.C. southern diggerspecialties.com; (800)The 446-7659, Ext. pine lumber industry is a global one, and 318 international markets are hungry for more southern pine. Digger Specialties, Inc. manufactures Thanks to SFPA’s international promotional efforts, manlow-maintenance vinyl and aluminum railing ufacturers are seeing unique opportunities for exports. and fencing systems. Through activities backed by funding from the USDA For-

DISDERO LUMBER COMPANYeign Agricultural 640 Service, SFPA staff, and members particinternational trade shows, trade missions, and edurkline@disdero.com;ipate (800)in547-4209; SFPA Deputy Director, Eric Gee, educates a group of www.disdero.com industry professioncational seminars. Completing over 20LUMBER trips in 2019, SFPA DURGIN & CROWELL 618 als on the technical and commercial benefits of southernManufacturer pine in Alexan-and distributor of specialrepresentatives have a record of success introducing southern C OMBILIFT 327 adarrah@durginandcrowell.com; (603) dria, Egypt, October 2019. ty wood products since 1953. Lock Decktoisnew and info@combilift.com; (336) 378-8884; pine products growing markets around the globe. 763-2860; www.durginandcrowell.com structurally engineered roof deckingofused for www.combilift.com Surveys overseas buyers continue to show that SFPA’s SFI-certified eastern white pine sawmilledin SouthernPineGlobal.com ceilings, roofs in heavy timber construction asis having Combilift offers a range of forklifts includNew London, N.H. Producing 30 MMBF of ucational work a direct impact on awareness and locator, exporter directory, purchase in- and hybrid systems. well as wood frame, ingProduct pedestrian, articulated, four-way, andimporter sales of the species. 4/4 boards annually. We are Pine Passionate. quiry, publications. sideloaders engineered to save space, increase Prospects for southern seem promising EACOMpine TIMBER CORPparticularly . 924 storage and handle long loads safely through See something you like? The best way to keep any numin the Caribbean and India. A booming tourism industry stephane.boileau@eacom.ca; (514) con848narrow openings. ber of our websites handy is to add them to your internet tinues to prompt the development of new construction proj6946; www.eacom.ca browser’s bookmarks. Conveniently, SFPA.org also serves as ects throughout the Caribbean. M a j o r The C a nregion’s a d i a n wpopularity o o d p r o dwith ucts DMSI Sto OFTWARE 927 with a central hub from which you can easily navigate any one tourists combined its humid climate hasseven created a needa company encompassing sawmills, tradeshow@dmsi.com; 330-6620, remanufacturing facility, and engineered of SFPA’s websites. Simply click the Menu button and all in (402) the market for properly treated southern pineanlumber. In ext. 142; www.dmsi.com plant. is committed to investing the SFPA’s family of websites are listed in an eye-catching India, an aspirationalI-joist middle classIt and high projected GDP DMSi develops business software for the CT DARNELL CONSTRUCTION/SUNBELT RACK 907 strong assets,market including healthy forests, orange hue. One click on any site name will showmaterials a briefindustry. growth haveinvencreated aingood, potent for southern pine. building Streamline info@ct-darnell.com; (770) 569-2244; advanced technology, and talented people. description of that site’s resources. A second click on “Learn The best way to stay updated with SFPA’s international tory and accounting with Agility ERP, and www.sunbelt-rack.com/home More” takeConstruction you straightand to the site of your promotional efforts isEthrough our bi-monthly growchoosing. your sales pipeline with Building Results AGLE PLYWOOD SPECIALTIES e-Newsletter. 1101 CT will Darnell Sunbelt It not only includes summaries of the latest international efCRM. shelley@eagleplywood.com; (541) 479Rack provide customized racking systems for forts, but also provides important industry news. Signing up 3456; www.eagleplywood.com Superior Pine LBM, Power BinSpans automatedwith lumberSouthern storage DORRIS LUMBER & MOULDING 409 is easy! Eagle Specialties, established in for the Newsletter JustPlywood visit SFPA.org/newsletter. systems, steelpine buildings, faciliHigh pre-engineered quality southern lumber has a proven reputation joshuatyler@dorrismoulding.com; (916) 1972, is a privately held plywood manufacturty and yardspans. planning, and general contracting. for long Code officials, builders, dealers, and other 452-7321; www.dorrismoulding.com er in the USA. Its plywood mill is located in Social Connections industry continue to 810 utilize our Solid Spanlineal Tables & cut-to-length pine moulding DAKERYN Iprofessionals NDUSTRIES LTD. Harrisburg, provides its customer For years, SFPA has embracedOr. theEagle rapidly changing realm pagelauren_chimko@dakeryn.com; on SouthernPine.com as (604) a resource. 46 span tacompany. Full truckloads or partials. Quality 986- Here, with the most extensive selection of panel of social media, providing association updates, the latest bles covering virtually every loading condition can be found. and on-time service. CAD system ensures 0323; www.dakeryn.com sizes and plywood products in the industry. facts and benefits of building with southern pine, case studSimplified span tables for southern pine lumber and glued your items are always correct. Wholesaler, distributor & remanufacturer

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n Building NAWLA Traders Market n October n Products DigestPreview n January 2020 2019

Building-Products.com Building-Products.com

ies, southern pine success stories, and DIY posts to an ever-growing base of followers on Twitter and YouTube. As technology and social media have become increasingly important in modern day marketing, SFPA enters the new year with an expanded social media presence. Armed with a new Facebook page and renewed efforts on Instagram, SFPA is poised to further the scope of our social media influence, interact with our audience in new ways, and connect with more people than ever before. Here’s how you can connect with us on social media: Twitter: @Southern_Pine YouTube: /southernpinelumber Facebook: /SouthernPine1915 Instagram: @Southern_Pine1915

global educational and trade efforts create a preference for durable southern pine materials among designer, specifiers, and building professionals. SFPA member mills produce nearly half of our nation’s southern pine lumber and are ready to deliver the quality products your customers demand. Coming up this year, look for SFPA displays at the International Builders’ Show, JLC Live, and Deck Expo. – Julia Milrod is communications manager for the Southern Forest Products Association. Reach her at jmilrod@sfpa.org.

Looking Ahead

As SFPA enters its second century, the association’s founding motto of “Service” remains the driving force behind all its activities. Representing southern pine producers both large and small, SFPA continues to provide the tools dealers and distributors need to sell more lumber. SFPA’s

VERSATILE southern pine is the species of choice for value and durabiity among builders of pergolas, decks and other outdoor living projects.

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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. Building-Products.com

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SPECIAL Focus By Maureen Puettmann, CORRIM

The role of western lumber in carbon mitigation ustaining a growing volume of carbon stored in the forest through sustainable management while increasing carbon stored in harvested wood products provides an important climate change mitigation opportunity. Historically, a preferred environmental building product was one that was made from renewable or recycled resources. Today, building materials are held to a higher standard of transparency that goes beyond their natural attributes. Builders, designers, politicians, and the general public are asking for a full suite of environmental impacts of materials to meet â&#x20AC;&#x153;green buildingâ&#x20AC;? standards and state and national emission reduction benchmarks, to name a few. Building materials that have low embodied carbon and energy are sought out, while other functional aspects such as structural performance, ease of installation, and product durability are also desired.

LCA of Western Softwood Lumber

The production of all materials, renewable and non-renewable, has environmental impacts. The environmental consequences, beginning at the extraction of raw materials and product production, such as softwood lumber, are carried forward in the life cycle of product through use, re-use,

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AVERAGE representation of fuel source for total energy demand for production of softwood lumber in the PNW. (Milota 2015)

and ultimately final disposal. All wood products and their production are not equal when it comes to environmental impacts. Some require whole logs, while others utilize the residues produced from other production processes like lumber or plywood production. For over 20 years, CORRIM has documented the life cycle assessment (LCA) environmental impacts and benefits of using wood consistent with International ISO standards for LCA research. The majority of CORRIM work on structural wood products has been published in two special issues of Wood and Fiber Science (CORRIM 2005, CORRIM 2010) and a special issue of the Forest Products Journal (CORRIM 2017). The 2017 publications highlight many of the changes that have transpired since the first mill surveys collected in 1999 and published in 2005. These include changes in environmental regulations, both at the manufacturing facilities and in the forests; changes in operational efficiency due to forest sector restructuring after the 2008 economic downturn; and improvements in data quality across the supply chain. The growing interest in environmental product declarations (EPDs) for North American wood products warranted new data collection and LCA reports that would conform to changing standards (ULE 2019, ISO 2017). For softwood lumber 2012 production data was collected from facilities located in the Pacific Northwest. This region represents western Oregon and western Washington (west of the Cascade Range). The sawmills survey was of average Building-Products.com

technology. Most reported upgrades in the five years to either the log yard, sawmill, or boiler. Annual production of the mills surveyed averaged 170 MMBF. One of the main significant changes that occurred between the two survey years was the switch from about 50% natural gas use in drying to nearly 100% biomass. This is shown with a 53% decrease in fossil fuel use and a 54% increase in biomass for use in boilers from 1999 to 2012. Evaluating energy use and fuel source from cradle to gate for PNW softwood lumber, the chart on the previous page shows that 73% of the energy requirement comes from renewable biomass. To put the significance of biomass fuel in perspective, if all softwood lumber mills in the PNW used wood residues for onsite-energy, it would be equivalent to displacing 981 million liters of gasoline— which is 5,864 million passenger miles. The type of fuel used for production processes is directly linked to the carbon emissions. In LCA studies, carbon impacts are measure in terms of CO2 equivalents or global warming impact (GWP). The GWP for PNW softwood lumber decreased by 46% since the 1999 surveys. Total cradle to gate energy consumption for softwood lumber is consumed during production at the facilities (91%), with 5% allocated to forestry operations and 4% to transportation. The representation was a bit different for GWP, were lumber production represented 61% of the carbon impacts, forestry operations 22%, and transportation 17%.

ings. The carbon mitigation potential of mass timber buildings goes well beyond the embodied carbon from cradle-to-gate. We will not know the true carbon benefit until we assess the different applications for mass timber in high-rise buildings by displacing steel and concrete, the potential for a longer service life, and the opportunities for reuse and recycling. One can expect many innovations in how a mass timber wall or floor will be used, given that its use is just at the beginning of a technology-driven learning curve. Cross-laminated timber is still in its early learning curve, and additional research is required to track how it

responds over time to lower embodied carbon from changes in production, as well as building design. CLT could provide the opportunity for much easier reprocessing at end of life and the potential for much higher carbon stores than conventional low-rise building products. However, using it to displace conventional low-rise buildings might not prove has an efficient use of resource compared to conventional residential wood-frame walls. – Maureen Puettmann is the director of operations for CORRIM, the Consortium for Research on Renewable Industrial Materials (corrim.org).

QUALITY WOOD PRODUCTS, GROWN RESPONSIBLY

The Role of Mass Timber on Western Softwood Lumber

The majority of North American mass timber production comes from facilities located in the northwest (NW) representing western British Columbia, Washington, Oregon and Montana. There are two mass timber producers in Oregon, one producing CLT and the second producing MPP. In 2018 53% of the mass timber production capacity was from the NW region, 33% from the northeast, 11% from the SE, and 3% mid. It is reported that the estimated North American mass timber production capacity for building materials is 186,000 m3 for 2018 (65% capacity). By 2020, it is estimated that the Northwest will be producing 76% of U.S. mass timber production. We are just at the beginning of assessing the environmental impacts of mass timber components and in their environmental performance in buildBuilding-Products.com

PRODUCTS

Douglas Fir-Larch, Hem Fir, SPF – 2x4 and 2x6 framing lumber Spruce, Pine, Fir (SPF) 2x4 and 2x6 studs and 6- to 9-ft. trims Southern Yellow Pine – 2x4 and 2x12 framing lumber Machine Stress Rated (MSR) Southern Yellow Pine - 4x4 and 4x6 timbers Douglas Fir Plywood – AC, BBOES, CCPTS, CCX, Industrial Panels Medium Density Fiberboard (MDF)

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SELLING with Kahle By Dave Kahle

Take multi-tasking to task

just had a conversation with a sales manager at my last seminar. The gist of it is this: he has so many competing responsibilities, it’s difficult to spend time with his sales team. Sound familiar? It should. I have heard that idea expressed countless times by executives, sales managers, and salespeople. In one way or another, sales professionals find themselves increasingly occupied by trivial tasks at the expense of the important ones. Effective sales time management is the greatest challenge facing sales professionals in this turbulent economy. It is an epidemic that is raging unabated in our economy. It renders people unproductive, and organizations operating at a fraction of their potential. It often comes from what I call “other stuff.” This phenomenon has become so pervasive that years ago I gave it its own acronym: OSE. That stands for “Other Stuff Expansion.” The rule is this: When you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person’s labors. Here’s how this looks in practice. A branch manager needs someone to fill in a couple of hours a day for a customer service person who has taken a maternity leave. “The salesman can do it,” the branch manager thinks in a flash of inspiration. “He’s got time.” Presto. The problem is solved. But, alas, the couple of hours a day turn into a half day, and sometimes more, as the salesperson gets caught up in reacting to the inbound calls. Those proactive sales calls that should have been made in that time are never made. The silent costs of that decision and the inevitable “Other Stuff Expansion” begin to be felt months down the road. Or, you have a sales manager check out that promising new product line, or write that new procedure because he/ she “understands that,” and, of course, you’re too busy. Or, you have inside salespeople who also answer the

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January 2020

phone and respond to inbound calls, and you are constantly frustrated that they don’t make enough outbound calls. The examples can go on and on. A quick perusal of your sales efforts will unearth dozens, I’m sure. There’s a simple explanation. Making proactive sales calls is a high-risk effort that requires initiative, motivation and self-discipline. In other words, it’s hard to do. That’s one of the reasons why most people aren’t salespeople. On the other hand, taking care of “other stuff” is usually lowrisk, easier and somewhat fulfilling. And, it keeps you busy. In a bigger picture, OSE for sales personnel is just the specific application of a deeper rule. That rule is this: When you give someone something to do, you are, by that act, preventing him/her from doing something else. Or, to be more personal, when we accept the responsibility for doing something, we, by that action, eliminate the possibility of our doing something else. What sounds blatantly obvious is open reflection, so often violated that it has become one of the major productivity killers, and one of the most common mistakes made today by managers and self-managers of all kinds. Here are two solutions: (a) If you have given, or are tempted to give, anyone who has proactive sales responsibilities, other things to do—don’t! There is always a greater cost than meets the eye. If you are a salesperson who has other stuff to do, try to hand it back to your manager or pass it on to someone else. Be very careful about giving responsibilities, or accepting responsibilities, that detract from your core focus. In today’s hectic, multi-tasking world, it is more powerful to say “no” than it is to say “yes.” (b) Okay, you can’t do that. For whatever reason, your sales personnel must also do other stuff. Plan B. Keep the division between the two sets of competing responsibilities as clean and sharp as you can. So, the other stuff should be well defined, have clear guidelines for completion, and be limited to a specific period of time. So, for example, don’t say this: “John, we want you to do this other stuff.” Instead say, “John, I’d like you to spend one half-day every other week doing this other stuff.” By keeping the divisions clear between the competing responsibilities, you limit the damage done by other stuff expansion. In the long run, it’s those organizations and individuals who focus on the core tasks and don’t diffuse their efforts who succeed. – Dave Kahle is a sales trainer, speaker and author of 12 books, including Eleven Secrets of Time Management. Reach him at dave@davekahle.com or (616) 451-9377. Building-Products.com

NEW Products

Speed Sander

Modular Pergola System The LINX Modular Pergola System from Wild Hog Railing makes building a pergola a snap. Versatile components made from high quality steel with durable finishes allow endless configuration possibilities. The connectors are compatible with 4x4 posts to easily complete a dream project in under an hour. n WILDHOGRAILING.COM (707) 483-1627

DeWalt’s new 20V MAX XR Brushless Cordless 1/4 Sheet Variable Speed Sander provides users with the power and runtime needed to get the job done. A variable, seven-speed dial offers speed control from 12,000 to 14,000 OPM, allowing users to match the sander’s speed to their application. At 5.3” tall, 6” long, 4.6” wide, and 2.1 lbs. without a battery, the sander is low-profile, sitting close to the work surface for precision in detailed applications. To aid in dust collection, the sander features a one-handed locking dust bag that attaches securely to the sander through its AirLock-compatible dust port. The tool has a rubber over-mold grip that provides comfortable sanding, while a paper clamp is designed to hold paper securely and provide easy installation. n DEWALT.COM (800) 433-9258

Welded Deck Railing Panels Fortress Building Products has added an innovative bamboo capped-composite that’s reportedly 40% lighter, yet provides twice the strength of competitive decking options and unprecedented span ratings. The Infinity I-Series is engineered, with its I-beam shape, to handle heavy loads, while its use of bamboo in place of basic wood fillers helps boards resist moisture. A range of earthtone colors are offered. Dual embossing ensures that no two boards ever have the same grain pattern. The line features increased marring and scratch resistance, fully backed with a 25-year warranty.

Deckorators has introduced ALX Contemporary pre-assembled aluminum deck railing in welded panels. The pre-assembly quickens railing installation, while the welding maximizes rigidity and strength. The railing features a modern look with a thick powder-coated finish that resists scratches and corrosion, and a sleek 2” wide rectangle top rail profile paired with square balusters. Panels come in four colors: textured black, textured white, weathered brown, and bronze. It is available in 36” and 42” heights and 6- and 8-ft. on-center lengths when installed between 2.5” posts. The 2.5” kits consist of one-piece post trim and a leveling plate. Pre-assembled adjustable stair rail panels and two-piece post trim are also offered.

n FORTRESSDECK.COM (844) 909-4999

n DECKORATORS.COM (800) 332-5724

Bamboo Capped Composite

Building Products Digest n

January 2020

Building-Products.com

Railing Rebrand AZEK Building Products is transitioning its popular composite RadianceRail, Premier Rail, and Trademark Rail lines to a universal common bottom rail and reclassifying them as the Classic Composite Series. Included in the series is a new composite Drink Rail top rail option, which allows homeowners to use a deck board as the top rail. The change gives homeowners a universal system with four distinctive top rail options. n AZEKCO.COM (877) 275-2935

Casement Corner Drive ProVia’s new corner drive system has locking points in the top corner of the window frame, opposite of the hinge and operator slides, to improve the structural performance of larger casement windows. The corner drive assembly transmits the tie bar actuation force around the corner of the window frame at an integrated locking point 3” from the top of the casement window. The integrated locking point reduces sash flex and improves air infiltration performance. This system comes standard on Endure and Aspect casement window that are 24” x 56.25” or larger, and as an option on smaller sizes. n PROVIA.COM (800) 669-4711

Invisible Gate Closer D&D Technologies has introduced the world’s first hydraulic concealed closer and hinge set in an all-in-one combination. The kit is suitable for both interior and exterior applications for both doors and gates. The ConcealFit Door Closer & Hinge set provides concealed, clean openings for an elegant, distinctive and timeless look. It includes four positional adjustments: lateral, vertical, depth and inclination to ensure perfect installation, as well as adjustable closing speed, latching speed and backcheck allowing a quiet, custom close with no slamming. n DDTECH.COM (800) 716-0888

Deck Rail Inserts Fence Quarter’s new line of wood deck and porch railing inserts is made from knot-free, marine-grade Alaskan yellow cedar. Inserts come pre-assembled, and reportedly can be installed into any existing wood posts and rails. Three designs are offered: the Landmark, a classic vertical railing style; Torrey Pine, with clean lines and two rows of grid squares; and the geometric Bellevue. They come in wood, pre-primed, or pre-painted whites. n FENCEQUARTER.COM (800) 205-0128 Building-Products.com

On Point Diablo’s next generation 6-1/2” 24-Tooth Tracking Point saw blade produces accurate, smooth cuts on framing materials without bogging down cordless power tools. D esigned for pros , the blade’s rudder-like tooth design reduces vibration and tension, allowing for true, straight cuts from the first cut to the last. It reportedly will deliver up to 65% more cuts per charge in cordless saws. n DIABLOTOOLS.COM (800) 334-4107

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Eagle-Eye Box Level Kapro Tools’ newest box level features patented OptiVision Red technology for improved visibility and readability. The 705 Eagle contractor box level is specially engineered for concrete and masonry applications, because of its continuous surfaces on the top and bottom of the level. The solid and smooth frame minimalizes areas where cement and concrete can build up and makes it easy to clean. Its center vial features gradient lines for slope measurements of 1%, 1.5% and 2%. These gradient lines on the level are engraved inside the vial, so they will not rub or fade. OptiVision Red vials have easy-to-read bubbles with super-defined edges and strong color definition. The high contrast ratio between the red bubble and vial liquid makes the vials’ visibility up to eight times easier to read—a boon in extreme lighting conditions such as bright light, direct sunlight, and low light. n KAPRO.COM (920) 648-2900

Crack Injection Epoxies Simpson Strong-Tie has launched a complete line of structural epoxy products designed for a variety of concrete crack repair jobs. Tested to the latest ASTM standards, the new CI family of crack injection epoxies have an improved viscosity range, with accelerated cure times, and can be installed at temperatures between 40°F and 110°F, to meet the demands of real-world concrete repair applications. The line includes CI-SLV super-low-viscosity structural injection epoxy, CI-LV low-viscosity structural injection epoxy, CI-LV FS fast-setting low-viscosity structural injection epoxy, and CI-LPL longpot-life structural injection epoxy, CI-GV structural injection epoxy gel. n GO.STRONGTIE.COM/CRACKREPAIRTS (800) 999-5099

Upgraded Fish Tape Lines

Kemper System America’s new single-component flashing makes durable roof repairs fast and easy. Unlike most other roof repair products, Kemperol 1K-LF Flashing is a solvent-free, low-odor system that adheres to most substrates without a primer, and is fully reinforced for more durable protection. The liquid, silane-based waterproofing fully adheres to roofing materials including most single-ply membrane roofing systems. It is rainfast in about two hours and walkable after about 16 hours. Any unused resin can be stored for later use.

Klein Tools has improved its Fish Tape Line across the board to make wire pulling easier and more efficient for electricians. With upgrades to both the steel and fiberglass models, these tapes were redesigned with feedback from tradespeople in order to maximize efficiency and durability. A new housing design improves grip, leverage, and reduces binding, while a new case design makes paying tape out easier by optimizing the payout angle through the handle. A multi-position handle gives a firm, steady grip to pull or rewind tape from the case.

n KEMPERSYSTEM.NET (800) 541-5455

n KLEINTOOLS.COM (847) 821-5617

Roof Repairs in a Flash

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January 2020

Building-Products.com

ASSOCIATION Update American Hardwood Promotion Coalition has been formed by 30 leading hardwood executives to address competition from wood lookalikes, misleading campaigns about wood’s sustainability, and the ongoing U.S. trade war with China. Their top objective is establishing a “Real American Hardwood” marketing campaign directed at domestic consumers, specifiers, educators, influencers and end-users with a launch date of spring 2020. The group meets next Feb. 3 at the Indiana Hardwood Lumbermen’s Association convention in Indianapolis, In.

VALUABLE

National Lumber & Building Material Dealers Association has opened registration for its 2020 spring meeting & legislative conference to be held March 23-25 at a new venue, the Westin Washington City Center Hotel in Washington, D.C.

INDUSTRY RESOURCES

Building Material Suppliers Association is prepping for its annual Learning Exchange and LBM Expo Feb. 5-6 in Hickory, N.C. Florida Building Material Association will hold a TopGolf tournament Feb. 5 in Tampa, Fl., following a meeting of the board of directors. A blueprint reading class is set for Feb. 11 at association headquarters in Mount Dora. Mid-America Lumbermen Association kicks off the new year with a contractor sales class Jan. 8 in Kansas City, Mo. Taught by former director of sales for Cambria, Mick Frank, the course will coach sales representatives through the builder/contractor sales process. MLA returns to K.C. Feb. 18-20 for Estimating 1-2-3.

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January 2020

Northwestern Lumber Association’s 2020 Wisconsin Lumber Dealers Leadership Conference will pack a full schedule of workshops and networking opportunities into a single day: Feb. 4 at the Glacier Canyon Conference Center, Wisconsin Dells, Wi. The agenda features a Future Lumber Leaders Roundtable and a keynote presentation by Brad Boycks, executive director, Wisconsin Builders Association. Other speakers: Rick Davis on Sales Success on Purpose; Tony Misura, Best Practices for Hiring & Retaining Quality Talent; Emily Overson, Five Key Areas of Your Business You May Be Overlooking; and Tim Peterson, OSHA at Your Door. The next day, Feb. 5, NLA will host a special LumberTech class on LBM Management: Planning for Success. In the meantime, NLA has an Estimating 1-2-3 class on Jan. 7-9 in Rapid City, S.D.; Understanding Sales Jan. 7 in Eagan, Mn.; Fleet Management & DOT Jan. 8, Twin Cities, Mn.; Estimating 1-2-3 Jan. 14-16, Madison, Wi.; Expo North Jan. 22-23, St. Cloud, Mn.; sales roundtable Jan. 23, St. Cloud; and contractor sales Jan. 28, Waterloo, Ia. Northeastern Retail Lumber Association has booked famed mentalist Oz Pearlman to perform during its LBM Expo Feb. 5-7 in Boston, Ma. Other events include a Central New York/Western New York entrepreneur seminar Jan. 13 in Geneva, N.Y.; intro to building materials Jan. 13 in Rensselaer, N.Y.; blueprint reading/estimating classes Jan. 14-17 in Rensselaer; intro to building materials Jan 27 in Mansfield, Ma.; and blueprint reading/estimating classes Jan. 28-31, Mansfield. Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Northwestern Lumber Assn. – Jan. 7, sales seminar, Twin Cities, Mn.; Jan. 7-9, Estimating 1-2-3, Rapid City, S.D.; Jan. 8, fleet management & DOT, Twin Cities, Mn.; www.nlassn.org.

Mississippi Lumber Manufacturers Association – Feb. 6-7, annual meeting, Graduate Hotel, Oxford, Ms.; www.mlmalumber.com Pittsburgh Remodeling Expo – Feb. 7-9, Heinz Field, UPMC Club Lounge, Pittsburgh, Pa.; www.homecentershow.com. Do it Best – Feb. 7-10, spring market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com.

Mid-America Lumbermens Association – Jan. 8, contractor sales seminar, Kansas City, Mo.; www.themla.com.

American Architectural Manufacturers Association – Feb. 10-13, annual conference, Marriott Harbor Beach, Fort Lauderdale, Fl.; www.aamanet.org.

Cameron Ashley Building Products – Jan. 9-12, show, Orlando World Center Marriott, Orlando, Fl.; www.cameronashleybp.com.

Northwestern Lumber Association – Feb. 11-13, Estimating 1-2-3, Eagan, Mn.; www.nlassn.org.

United Hardware Distributing Co. – Jan. 10-12, market, Minneapolis Convention Center, Minneapolis, Mn.; www.unitedhardware.com.

Baltimore Remodeling Expo – Feb. 14-16, Baltimore Convention Center, Baltimore, Md.; www.homeshowcenter.com.

LMC – Jan. 12-17, Wharton Program, Steinberg Conference Center, Philadelphia, Pa.; www.lmc.net.

Houston Home & Garden Show – Feb. 14-16, 1 NRG Park, Houston, Tx.; www.texashomeandgarden.com.

Northeastern Retail Lumber Association – Jan. 13, intro to building materials; Jan. 14-15, basic blueprint reading & estimating; Jan. 16, intermediate blueprint reading & estimating; Jan. 17, advanced blueprint reading & estimating, Rensselaer, N.Y.; www.nrla.org

Louisville Home Improvement Expo – Feb. 14-16, Triple Crown Pavilion, Louisville, Ky.; www.homecentershow.com.

Appalachian Lumbermen’s Club – Jan. 14, meeting, Grove Park Inn, Asheville, N.C.; www.lumberclub.org. Missouri Forest Products Assn. – Jan. 14-15, winter meeting, Capitol Plaza & Convention Center, Jefferson City, Mo.; www.moforest.org. Northwestern Lumber Association – Jan. 14-16, Estimating 1-2-3, Madison, Wi.; www.nlassn.org. Lake States Lumber Association – Jan. 15-17, winter meeting, Green Bay, Wi.; www.lsla.com. Kitchen & Bath Industry Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.kbis.com. International Builder’s Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.buildersshow.com. Northwestern Lumber Association – Jan. 22-23, Expo North, River’s Edge Convention Center, St. Cloud, Mn.; www.nlassn.org. Massachusetts Retail Lumber Dealers Assn. – Jan. 27, intro to building materials; Jan. 28-29, basic blueprint reading & estimating; Jan. 30, intermediate estimating; Jan. 31, advanced blueprint reading & estimating, Mansfield, Ma.; www.nrla.org. Northwestern Lumber Association – Jan. 28, contractor sales class, Waterloo, Ia.; www.nlassn.org. National Association of Wholesale-Distributors – Jan. 28-30, executive summit, Fairmont, Washington, D.C.; www.naw.org. American Wood Protection Assn. – Jan. 28-29, executive committee meetings, Embassy Suites, Birmingham, Al.; www.awpa.com. International Surface Event – Jan. 28-30, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com. House-Hasson Hardware – Jan. 30-Feb. 1, winter market, Opryland Convention Center, Nashville, Tn.; www.househasson.com Peak Auctioneering – Feb. 1, LBM auction, Kansas City, MO; www. peakauction.com Indiana Hardwood Lumbermen’s Assn. – Feb. 3-5, annual convention & expo, Indianapolis, In.; www.ihla.org Northwestern Lumber Assn. – Feb. 4, leadership conference; Feb. 5, LBM management seminar, Wisconsin Dells, Wi.; nlassn.org. Budma – Feb. 4-7, construction & architecture fair, Poznan, Poland; www.mtp.pl/pl. Building Material Suppliers Assn. – Feb. 5-6, building products show, Metro Convention Center, Hickory, N.C.; www.mybmsa.org Northeastern Retail Lumber Assn. – Feb. 5-7, LBM Expo, Hynes Convention Center, Boston, Ma.; www.lbmexpo.com. Illinois Lumber & Material Dealers Association – Feb. 6, expo, East Peoria, Il.; www.ilmda.com/expo Building-Products.com

Oklahoma City Spring Remodel & Landscape Show – Feb. 14-16, Cox Convention Center, Oklahoma City, Ok.; homecentershow.com. True Value – Feb. 14-16, Spring Reunion Market, New Orleans, La.; www.truevaluecompany.com. Monroe Hardware – Feb. 15-16, spring market, Myrtle Beach Convention Center, Myrtle Beach, S.C.; www.monroehardware.com. Mid-America Lumbermens Assn. – Feb. 18-20, Estimating 1-2-3, Comfort Inn KC Downtown, Kansas City, Mo.; www.themla.com. Appalachian Hardwood Manufacturers Association – Feb. 19-23, annual meeting, Naples Grande Beach Resort, Naples, Fl.; www. appalachianhardwood.org. Cedar Rapids Home Show – Feb. 21-23, Cedar Rapids, Ia.; www. jacksonexpogroup.com. Charleston Remodeling Expo – Feb. 21-23, Charleston Convention Center, North Charleston, N.C.; www.homeshowcenter.com. Tulsa Remodel & Landscape Show – Feb. 21-23, Cox Business Center, Tulsa, Ok.; www.homecentershow.com. West Palm Beach Spring Home Show – Feb. 21-23, West Palm Beach, Fl.; www.acshomeshow.com. Peak Auctioneering – Feb. 22, LBM auction, Baltimore, Md.; www. peakauction.com. Florida Hardware Co. – Feb. 22-23, spring market, DoubleTree, Orlando, Fl.; www.floridahardware.com. LBM Advantage – Feb. 24-26, meeting & show, Gaylord Palms Resort & Convention Center, Kissimmee, Fl.; www.lbmadvantage.com. RESNET – Feb. 24-26, building performance conference, Scottsdale, Az.; www.resnet.us. Northwestern Lumber Association – Feb. 26, special order seminar, Council Bluffs, Ia.; www.nlassn.org. Frame Building Expo – Feb. 26-28, Iowa Events Center, Des Moines, Ia.; www.nfba.org. International Conference on Timber Engineering – Feb. 27-28, Novotel London Wembley Hotel, London, U.K.; waset.org. Orgill – Feb. 27-29, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com. Northwestern Lumber Association – Feb. 27-28, convention, Mid-America Center, Council Bluffs, Ia.; www.nlassn.org. Connecticut Home & Remodeling Show – Feb. 28-March 1, Connecticut Convention Center, Hartford, Ct.; www.cthomeshow.com. Tri-State Home & Builders Show – Feb. 28-March 1, Grand River Center, Dubuque, IA; www.jacksonexpogroup.com. Batibouw – Feb. 29- March 8, construction & renovation fair, NPO Brussels Exhibition Center, Brussels, Belgium; www.batibouw.com. January 2020 n

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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. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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WANTED TO BUY GOT USED/SURPLUS/SALVAGE LUMBER? Treated or non-treated. As America’s largest “industrial thrift store,” we’re also interested in wood and lumber and really anything obsolete that could be repurposed. (303) 321-1471 www.repurposedmaterialsinc.com

IN Memoriam David James Brojack, 66, sales manager for Brojack Lumber Co., Scott Township, Pa., died Nov. 15. Growing up working at his father’s sawmill, he started the wholesale division of Brojack Lumber after graduating from Lycoming College in 1974. He later opened a reload in Ontario, Canada, trading lumber until 1993 when he closed that operation. Since then, Brojack has grown into one of the largest lumberyard distributors in the Northeast. He was also certified as a lumber inspector and grader from Penn State University.

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(704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com

WANTED TO BUY

Ned Wolf, 88, longtime VP of purchasing for Do it Best Corp., Fort Wayne, In., died Dec. 13. The younger brother of former Do it Best chief Don Wolf, who passed away three months prior, Ned spent 47 years at the co-op and its predecessor, HWI, before retiring in 1995. Bob Heller, 89, former president and CEO of Heller Lumber, Arlington Heights, Il., died Nov. 6. After earning a bachelor’s degree in physics from Iowa State University in 1952, he served in the Army, first at Fort Sill, Ok., and then in South Korea after the Korean War. He returned to Arlington Heights in 1955 and joined

January 2020

his father’s lumberyard. His father died months later, and Bob took over. He retired in 1995 and passed the reins to his son Bill, who died in 2006 of brain cancer and was succeeded by his daughter, Jane Garb. Steven H. Rothrock, 57, sales manager for Atlantic Hardwoods, Portland, Me., died Nov. 30 following a lengthy battle with leukemia. A 1984 graduate of the University of Maine, Orono, he worked for Deering Lumber and Hancock Lumber before joining Atlantic Hardwoods in 2010. Leon Hardeman, 87, retired exec with Owens-Illinois’ Forest Products Division, died Dec. 9 in Rossville, Ga. An All-American football star at Baylor and Georgia Tech, he was named SEC Player of the Year in 1952 and MVP of the 1953 Sugar Bowl. Leon was drafted by the Baltimore Colts but declined to serve in the U.S. Army, rising to first lieutenant. He spent 30 years with OwensIllinois, retiring as national VP of the Southeast Region for the Forest Products Group. Mark Butler, 61, co-founder, CEO, president and chair of Ollie’s Bargain Outlets, Harrisburg, Pa., died Dec. 1. In the late 1970s, fresh out of high school, he joined a new lumberyard being launched in by Morton Bernstein. The yard didn’t last, but they did help start Ollie’s in 1982 in Hampden Township, Pa. After Butler became 2003, outside investors acquired the then 27-unit chain and enabled it to grow to 345 stores. Tim Del Hargens, 64, assistant manager at Mead Lumber Co., Grand Island, Ne., died Dec. 10. After earning a business degree, he joined Hoppe Lumber Co., Grand Island, and stayed on when the yard was purchased by Mead in 1991. Kristin W. “Kris” Bernhart, 62, co-owner of Freeport True Value Hardware, Freeport, Me., died Dec 1. After running her own graphic design firm, she and her husband, Woody Woodbury, purchased the hardware store in 2010. Garret G. “Garry” Sinning, 79, owner of the now-defunct Dillistin Lumber Co., Paterson, N.J., died Nov. 20, one week after suffering a stroke and two weeks after being reelected to the local city council. Building-Products.com

ADVERTISERS Index Page 13

Anthony Forest Products www.anthonyforest.com

Northeast Retail Lumber Assn. www.nrla.org

Building-Products.com www.building-products.com

Northern Crossarm Co. www.crossarm.com

C&C Wood Products www.ccresourcesinc.com

Cover III

OHC www.ohc.net

Canfor www.canfor.com

Paciﬁc Woodtech www.paciﬁcwoodtech.com

Crumpler Plastic Pipe www.cpp-pipe.com

PotlatchDeltic www.potlatchdeltic.com

CT Darnell Construction www.ct-darnell.com

PPG Architectural Finishes www.ppgac.com

DMSi www.dmsi.com

Ray White Lumber Co. www.raywhitelumber.com

Do it Best www.doitbestcorp.com

Redwood Empire www.buyredwood.com

Everwood Treatment Co. www.everwoodtreatment.com

Cover I

Simpson Strong-Tie www.strongtie.com

526 Media Group www.building-products.com

Snider Industries www.sniderindustries.com

LBM Expo www.lbmexpo.com

Southern Forest Products Assn. www.sfpa.org

Cover IV

Manufacturers Reserve Supply www.mrslumber.com

Southern Pine Inspection Bureau www.spib.org

Cover II

Maze Nails www.mazenails.com

Swanson Group Sales Co. www.swansongroupinc.com

MCL Wood Products www.mid-columbialumber.com

Timber Products Co. www.timberproducts.com

Norbord www.norbord.com

Versatex www.versatex.com

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North American Wholesale Lumber Assn. www.nawla.org

Westervelt Lumber www.westerveltlumber.com

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Spring Buying Issue ◊ Outdoor Living

Decking, Railing & Fencing

◊ OSB, Plywood & Panels ◊ Nails & Fasteners January 2020 n

Building Products Digest n

FLASHBack 90 Years Ago This Month

inety years ago this month, BPD’s sister publication, The California Lumber Merchant, showed a number of lumber companies getting creative in their marketing of wood products. For 14 years, a group of lumber manufacturers had been funding a Building Material Exhibit on the ground floor of a highrise office building in downtown Los Angeles. The displays, which allowed builders to view the latest trends in home construction, were originally housed inside the Metropolitan Building on Fifth and Broadway, but were relocated to inaugurate the opening of the new Architects’ Building on Fifth and Figueroa. In its new setting, the exhibit occupied the ground floor, foyer and mezzanine floor. It featured displays furnished by Hammond Lumber, Red River Lumber, Cadwallader-Gibson Co., Built-In Fixture Co., California Redwood Association, and Hardwood Dealers (E.J. Stanton & Son, Western Hardwood Lumber, W.E. Cooper Lumber, C.W. Bohnhoff, and California Panel & Veneer Co.). In other news of January 1930: • The West Coast Lumbermen’s Association planned to erect a nailed wood oil derrick at the Oil Equipment & Engineering Exposition to be held in Los Angeles’ Shrine Auditorium. The derrick was to be roughly 130 ft. tall, and built to the standard plans devised by the National Lumber

JANUARY 1930 cover highlighted Schumacher Wall Board’s Grip-Lath plaster base.

Manufacturers Association after two years of testing at UCLA. The derrick would be part of an entire wood exhibit that would also include wooden walking beams, rig members, and a display of grademarked lumber. • A Japanese construction crew excavating for a modern sewer in Tokyo dug up a network of ancient wooden water pipes—still sound after 340 years. An expert noted, “When Tokyo was a mere fishing village known as Yedo, these pipes were laid by the first shogun or feudal lord to establish an independent capital. The pipes brought water from a river about 40 miles away and when installed were considered a superlative example of modern convenience.” • As Pickering Lumber, Springfield, Mo., expanded through Texas and into California, company president W.R. Pickering jumped into aviation, flying whenever possible. On one recent trip from L.A. to Kansas City, he made the 1,400-mile journey in 10 hours, 35 minutes—a then-record for the trip. The flight usually took 13 hours. While air travel took off, Pickering Lumber did not. One year later, plagued by the deepening Depression, the owner began shuttering his 37-year-old company.

HAMMOND Lumber’s exhibit in L.A.’s Architects’ Building was of Mayan architecture, with a sand-blasted redwood frame. In all, shown were 20 hardwoods, 20 different softwood doors, quartered oak parquet flooring, and an assortment of builders’ hardware.

CADWALLADER-Gibson Co. spotlighted its new Bagac veneer doors.

Building Products Digest n

January 2020

CALIFORNIA REDWOOD Association had architect Ernest Irving Freese design an attractive redwood house, including redwood shingled sidewalls, roof, interior paneling and doors.

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