BPD January 2022 by 526 Media Group

BPD

JANUARY 2022

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

LBM ON THE CLOUD • ALL-ACCESS PASS TO SOUTHERN PINE • SAVING DOWNED TIMBER

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CONTENTS

January 2022 Volume 41 n Number 1

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Special Report

Features

Departments

32 All-Access Pass to

10 Management Tips

8 Across the Board 16 Competitive Intelligence 18 Olsen on Sales 20 Lumber 411 30 Movers & Shakers 40 New Products 46 Classified Marketplace 46 In Memoriam 46 TalkBack 48 Centennial FlashBack 50 DateBook 50 Advertisers Index

Southern Pine

Southern Forest Products Association unreels wealth of retailer resources amid an action-packed

2021

Introduction to Cloud Computing

12 Industry Trends

Consumers Pick Favorite Windows, Doors

14 Margin Builders

The Right Coatings Give Metal Roofing Real Cache

BPD

JANUARY 2022

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

LBM ON THE CLOUD • ALL-ACCESS PASS TO SOUTHERN PINE • SAVING DOWNED TIMBER

SDWS FRAMING Screw

SDWS TIMBER Screw

SDPW DEFLECTOR Screw

Strength and selection are always in stock. SDWH TIMBER-HEX Screw

SDW TRUSS-PLY Screw

SDWC TRUSS Screw

SDWH TIMBER-HEX HDG Screw

SSTM-STRONGDRIVE21_D_8_1-2_x8_3-4.indd 1 Digest 1-22 Layout.indd 1

Surviving the Great Resignation

36 Feature Story

Turning Up the Heat to Salvage More Downed Timber

44 Photo Recap

DeckExpo Links with Pool/Spa Show

22 Transforming Teams

12/13/21 3:18 PM 12/16/2021 9:08:06 AM

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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®2022 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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8/21/19 10:26 AM

ACROSS the Board

By Patrick Adams

Tough h, a new year! I’m not sure why I get excited about the new year as if it somehow resets everything and gives a “fresh start” because when you really think about it, it’s only 24 hours removed from whatever our life was. Regardless, I am always a bit more optimistic and driven as we enter this new chapter. Part of this exercise is that I look back. On my life, my upbringing, the many interesting chapters of my adulthood and my time as an employer, husband and father. A sort of mental scoreboard of “wins” and “losses” with the lessons learned and hopefully, wisdom gained. As I’ve started going through this exercise, one word keeps popping up in my mind: tough. It’s not to say that my life isn’t far more blessed than I ever imagined or deserve. But, it’s been tough. All of my youth was tough times. The first half of my adult life was around tough people and tough challenges. In this chapter, the tough times look and feel different, but are no less of a test. I remember when I was young, there was an older man who every time he saw that look come over me that he interpreted as “quit,” he would yell out, “Get tough, Adams.” It’s funny that just the other day when my 5-yearold son fell and looked like he was going to cry, I picked him up, brushed him off, looked into his eyes, and asked him only one question: “Are you tough?” The tears left his eyes, a look of determination came over him, and his reply was, “Yes, Daddy.” While the economy is roaring and our markets are healthy, times are no less tough. Costs are skyrocketing, opportunities are always knocking presenting us with new risk/rewards, and competitors are always looking for new angles which now include the constant threat of poaching your most valuable team members. All of these variables are a constant swirl of somewhat contained chaos that my mind processes in the background of whatever else I am trying to do at the moment. But, I wouldn’t have it any other way. The old saying goes, “The tougher, the better.” But I like a friend’s perspective better. His belief is that without a “battle to fight” (figurative, or usually literal in his case), it is impossible for you to perform at your best or grow to your potential. It is that daily fight that brings out our best. Allows us to perform at a higher level. In a fight, we are sharper, quicker, smarter and when we survive, we look back smiling at being proud that we persevered and outlasted the others. I believe this, too. I don’t look forward to fighting, but

looking back, there are very few things in my life that have come easy. From that, however, I have the gratitude and humility that comes from having earned all that I have. While I may joke about wanting to win the lottery, I should not be surprised that I never do given that I never buy a ticket! With this new year comes some new challenges. Our kitchen is still torn up, my wife is dealing with some health challenges, and like everyone, we are experiencing staff turnover. Our economy is “roaring,” but it does not feel like it’s in a way that is confidence inspiring. The stock market and property values have everyone far wealthier than before, but I’m not sure that I’d retire just yet. The Fed has now mentioned “multiple” rate hikes in the coming year and the CDC seems to contradict itself daily with saying our “vaccines” are good for new variants, or we need the “booster,” or we might be in for big trouble. Extreme challenges? I wouldn’t have it any other way. As I’ve shared in prior columns, I see no prize or reward in the “easy path.” While at this age, the daily battle is a bit more tiring, I am proud that I work in an industry full of people who also wake every day before the sun and welcome whatever the day has in store. Happy New Year, everyone! 2022 begins our 100-year anniversary of service to this great industry full of people and businesses who inspire and humble me every day. You are my role models and my inspiration that in spite of the news reports, there is still a LOT that is right about this country and the people who live here. Stand by for a year FULL of exciting new things that we will be bringing you in hopes of serving you better now—and for the next 100 years!

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

n Building Products Digest n January 2022

Building-Products.com

FEATURE Story

By Susanne Tedrick

10 things to know if you’re new to cloud computing loud computing has changed how people and organizations consume information technology products and services. Given the cloud’s flexibility and agility, organizations were able to use cloud services to continue mission critical operations and allow employees to work from home. According to Flexera’s 2021 State of The Cloud report, 36% or enterprise respondents said that they expect to $12 million or more in cloud services, and 90% of enterprise respondents expected that their cloud usage would exceed their prior plans because of the pandemic. This sped up cloud use and spending has caused some additional challenges, particularly around having skilled resources. According to a recent study by the information technology research firm Gartner, many IT leaders said that they lack in-house skills to handle 60% of their current operational tasks (particularly in the areas of security, DevOps, networking and compliance), and over 50% felt that in 2022, they won’t meet their company’s cloud adoption goals because of a lack of in-house skills and experience. Now more than ever, having cloud computing knowledge and skills is important. If you’ve never heard of cloud computing or are not entirely familiar with the concept, here are 10 things you should know:

1. Cloud computing is not a new concept. At a top level, cloud computing is the delivery of information technology resources over the internet. Rather than purchasing and maintaining computer hardware and software, you “rent” services from someone else. While the term cloud computing is relatively recent, the underlying concept of cloud computing dates back all the way to the 1960s. IT was then that computer scientist J.C.R. Licklider came up with an idea for an interconnected system of computers called ARPANET (Advanced Research 10

Projects Agency Network) that laid the groundwork for what would eventually become what we know the Internet to be today. In his article “The Computer as a Communication Device,” Licklider described what the internet is—a place where everyone can be connected and access specific programs or data from any location; a precursor to what we know as “cloud computing.”

2. We’re already using cloud computing. Most modern applications and websites are using cloud services to run. If you’ve ever used online productivity software, like Office 365 or Google Suite, then you have 100% used cloud services 3. Self-service. With cloud service, no outside help is needed! Whenever a person needs a virtual machine, or needs to create a document or spreadsheet, they can create them on them on their own; resources are available automatically or near-instantly. No outside salesperson or other party is generally needed to get started with most cloud services. 4. Accessible anywhere, anytime*. If you have a connection to the Internet and device that can access the Internet (e.g., tablet, smartphone, computer), then you can access cloud services any time. * The only caveat is that if the cloud service is down for maintenance, upgrades or an outage, then you won’t be able to access the service. 5. Scales to user’s needs. People can decide how much (or little) of a service they want to use, and without making a long-term commitment. For example, if a user finds that they need additional virtual machines to complete a shortterm data science project, they can purchase those VMs and use them, and then at the end of the project, shut the extra

n Building Products Digest n January 2022

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machines down at no additional cost or commitment.

6. Pay only for what’s used. When people consume utilities, like electricity, they are charged only for what you used in each month. Cloud computing resources operate in the same way, in where users are only charged for when the cloud service is running. 7. Deployment Models. When most people refer to cloud computing, they are usually talking about “public” cloud. On a public cloud platform, anyone can access the services, which helps to keep the costs of services down. The flip side—because many people can access these services, it can lead to services not performing optimally (often referred to as “noisy neighbors” or “nosy tenants”). Enterprises often opt to develop their own cloud platforms, referred to as “private” cloud, where only those who belong to the organization can access the services on the platform. While this can help with performance and availability, it is very expensive to build and maintain. A “hybrid” cloud is where public, private and perhaps physical (or on-premises) infrastructure is used. This may be ideal for cutting costs and addressing specialized security or industry compliance concerns. This is not to be confused with “multi” cloud, which is usually two or more public clouds being used. 8. Service Models & Shared Responsibility. There are three different service models that are referred to as infrastructure, platform, and software as a service. Software as a service, or SaaS, is the most common deployment, where we purchase software on a recurring basis. The software pro-

Building-Products.com

vider handles just about everything—the software itself, the underlying platform it’s running, updates, security, etc. As the names imply, providers of infrastructure and platform as a service ensure that there are resources to support computing, networking, storage and application development services. Whatever a user places on top of those resources is their responsibility.

9. Multiple platforms. Amazon Web Services, Microsoft Azure and Google Cloud Platform are the major public cloud providers in the United States. That said, they are not the only ones—for example, Alibaba Cloud Services is the predominant provider in China. Not to mention, there is a growing market for “vertical clouds,” where the cloud platforms services are catered to a specific industry, like financial services and manufacturing. 10. Careers Galore. While there is a dearth of cloud professionals in security, networking and application development, there is just as much of a need for professionals that can help an organization with their costs and governance needs. As cloud becomes a mainstay for businesses, there’s never been a better time to learn the fundamentals, especially if you’re a technologist looking to stay competitive in the IT industry. – Susanne Tedrick is an infrastructure specialist for Azure, Microsoft’s cloud computing platform. She can be reached via www.susannetedrick.com.

January 2022 n Building Products Digest n

INDUSTRY Trends

By J.D. Power

RENEWAL by Andersen came out on top in J.D. Power’s latest Window & Door Satisfaction Study.

Consumers pick favorites in windows and patio doors espite the economic and logistical challenges introduced by the pandemic, consumer spending on home improvements and repairs grew more than 3% to nearly $420 billion in 2020 and continued its rise through 2021. One surprising beneficiary of this trend is the window and patio door industry, which is heavily reliant on in-home consultations. According to the J.D. Power 2021 U.S. Windows and Patio Doors Satisfaction Study, the industry’s efforts to adjust its business model to accommodate virtual consultation and offer discounts and incentives has helped drive higher customer satisfaction. “Unlike other areas of the home improvement marketplace, window and patio door sales are often driven by an in-home consultation with experts who can talk consumers through not only their window options but also provide specific recommendations based on the home layout and design,” said Christina Cooley, director of home intelligence at J.D. Power. She added, “Consistently, we find that manufacturers and retailers that make it easy to comparison shop and provide expert guidance are those that perform best in the study. This past year, they had to adapt, and many did so successfully. A majority—54%—of customers had some form of expert consultation and 11% of those consults were conducted virtually.”

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Study Rankings

Renewal by Andersen ranked highest in the manufacturer segment with a score of 886 (on a 1,000-point scale), followed by American Craftsman (878) and Milgard (874). Renewal by Andersen also ranked highest in the retail segment in a tie with The Home Depot, each with a score of 876. Window World came in third with a score of 874. The J.D. Power Windows and Patio Doors Satisfaction Study provides a comprehensive view of the window and patio door purchase and ownership experience by measuring satisfaction with window/patio door retailers and brands. The study measures satisfaction among customers who purchased windows and/or patio doors during the previous 12 months, based on performance in six factors for manufacturers and retailers: appearance and design features, operational performance and durability, sales staff and service, ordering and delivery, price, and installation. The study aimed to gauge retailers’ and manufacturers’ brands and reputations, examine pathways to purchase, drill down on problems experienced, and deliver insight on what drives customer loyalty. The most recent study was conducted during the first half of 2021. It was based on responses from 3,124 customers who purchased windows or patio doors within the previous 12 months. J.D. Power is a global leader in consumer insights, advisory services and data and analytics, and a pioneer in the use of big data, artificial intelligence (AI) and algorithmic modeling capabilities to understand consumer behavior.

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January 2022 n Building Products Digest n

MARGIN Builders

By Metal Roofing Alliance

FINISH OPTIONS such as a stone-coated metal roof offer homeowners great curb appeal and exceptional performance. (Image courtesy Boral Steel)

Finish Strong The right coatings give metal roofs real cache or homeowners looking for serious low-maintenance performance and durability for the roof over their head, it’s hard to beat metal. Quality metal roofing finishes and coatings up the ante even more, by delivering a wide range of benefits and style. The right coating can help achieve a desired look, address a particular issue and even add years of life to a roof. Yet sorting through all the choices and considerations for metal roof coatings can be confusing. There are also specific performance characteristics that span the variety of available finishes. For example, certain coatings labeled as “cool” utilize special pigments that reflect infrared radiation and UV rays. These cool coatings can help alleviate heat build-up and reduce air conditioning requirements. Here are the basics homeowners should keep in mind when it comes to selecting among the wide variety of metal roof coatings available on the market:

Painted Finishes for Metal Roofs

Modern high-performance metal roofing paints not only protect the roof but also substantially increase the energy efficiency and longevity of a roof. In addition, high-performance paint systems offer a wide range of different looks and colors to satisfy homeowners’ aesthetic desire. Quality metal roofs come with a baked-on factory finish, which also makes maintenance a snap. Most manufacturers recommend simply rinsing them with a hose and at most, using a solution of gentle soap and water to clean them. High-performance metal roofing paint systems can provide a durable finish with improved gloss retention, superior weather resistance and reduced color fading. These paint systems should be applied to a metal substrate at 0.2-0.3 mil

thick prime coat and 0.7-1.2 mil thick topcoat. Sophisticated paint systems also can help homeowners achieve a particular look. For example, quality paint finishes that closely mimic the multi-toned appearance of natural stone such as slate deliver beautiful style while offering the strength and lightweight benefits of steel.

Stone-Coated/Granular Metal Roofs

For homeowners who love the look of traditional shingled roofing materials, yet want the long-lasting performance of metal, stone-coated metal roofs are an excellent choice. Starting with a base layer of metal (typically steel), the specially-primed roofing panels are first coated with an acrylic polymer adhesive and then the granular stone coating is applied, bonding the two. Finally, a clear coat sealer is applied over the top for extra protection. This type of finish offers homeowners all the benefits of metal roofing, in addition to great curb appeal for their home. Stone-coated metal roofs also can be a solution for homeowners who live in areas where homeowner associations may not allow for standing seam painted metal roofing styles. Because stone-coated metal roofs mimic traditional shingles so closely, they can fit within certain neighborhood design requirements while offering far better protection and performance as compared to asphalt. “As represented by our manufacturer members, homeowners have plenty of industry-leading options for quality metal roofing coatings to select from,” said Renee Ramey, MRA executive director. “From outstanding curb appeal to long-term performance, there’s no doubt that choosing the right finish for your metal roof can make a world of difference for your home.”

n Building Products Digest n January 2022

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COMPETITIVE Intelligence

By Carla Waldemar

Ben’s M.O.

MICHIGAN DEALER takes its role as small-town supplier seriously and will expand into products the locals need—just as it did 20 years ago with LBM.

pen a map of Michigan, which looks like a mitten. Look harder and, nestled in the thumb, you’ll spot Marlette, pop. 8,000. It’s an agricultural community, where Ben’s Contractor Center serves as one-stop shopping for whatever’s going up— pole barns to new housing, add-ons to remodels—as it’s been doing since 1964. That’s the year when namesake Ben, a butcher in a grocery store, purchased the hardware store next door, which sold guns and convenience lumber, recounts his grandson, Jimmy Zyrowski, today’s owner. “We added building materials in the early 2000s— a big decision,” Jimmy testifies. “This is a small, rural community and there wasn’t a local source. People needed it. When my grandfather

purchased the store, it sold guns. The community and the culture supported that, so it [sporting goods] continues to be a big part of what we are today. We sell guns and ammunition and supplies for archery, hunting, fishing and camping. Clothing. Lots of outdoor stuff. And sporting goods. “It helps draw people, and also our contactor base. Pleasing the pros is built into the outfit’s DNA. “Our big thing,” Jimmy continues, “is asking what they want—then saying ‘yes’ and making it happen: moving from ‘yes’ to making things go smoothly for them. It’s not easy,” he knows all too well, “but it’s good for them: Figure out the problem of the day, find different avenues. Think outside the box.” Nonetheless, “the last two years

n Building Products Digest n January 2022

were unlike anything we’d ever dreamed of—disrupted in everything from pick-up to buying. But, by being more creative than the next guy, you make it happen. Because of our location, we take care of everybody. Business is pretty evenly divided between walk-ins and contractors, so we carry a diverse mix to make that sustainable.” Sure, Ben’s is the only buildingsupply act in town, but other nearby towns ensure lively competition. “We’re surrounded by the big boxes; we’ve got ’em all. It only makes us work harder to make things happen, to take charge of individual customers’ needs.” In order to earn repeat business, “we can’t leave problems unresolved. In a small community, everybody knows everybody”—and everybody talks. And that’s actually Ben’s best marketing tool; referrals come by word of mouth. Of course, there’s also a website, “which we’ll improve in the future: See in which direction to go,” says Jimmy, who loves his job and links his own future (and perhaps that of his three kids) to the company’s continued success. Jimmy started in early. “Like anybody in a family business, you’re signed on before you’re born,” he jokes. “My first job here was mowing grass.” His job, ever since, has been marshaling Ben’s expansions. “We purchased the new location in 2012 when the owner of an existing yard was ready to retire. It was bigger, and strictly a lumberyard. It took us to the next level: more room, more trucks, more warehouses. “But pretty soon we were pushing Building-Products.com

the walls again,” he recalls. “As we grew bigger, once again we needed more product, more trucks, more forklifts, more inventory.” So it was time to grow—again. Ben’s grew its robust sporting department with a 13,000 sq. ft. expansion in 2020, adding badlyneeded retail space. “We completed it in fall—just in time,” he laughs (or was that a groan?), “to do it all over again. This year we added yetanother 18,000 sq. ft. to extend all our categories—hardware, lumber, clothing.” Adding more square feet and more products to fill them required more employees, too. Currently Jimmy oversees a staff of 77. Turnover is low, but a number of retirements is looming. “Finding new staff members is certainly a challenge. Many of our people already are commuting pretty long distances to work here,” Ben’s owner realizes. Still, these employees continue to deliver first-class service, including “the fast and efficient, same-day delivery we pride ourselves on,” says Jimmy. “We also hold an annual sporting goods event, with vendors displaying product, demos and special sales. Plus a spring event that’s family-oriented—rock wall, sporting goods, and such.” Altogether these growth tactics have helped Ben’s LBM category’s success, which posted an enviable 543% increase last year. What drove it? “A little bit of everything,” he figures. “Our staff and our inventory. Plus, we stayed open during COVID. In our customers’ eyes not a lot changed, except we got bigger and better. It was definitely the most challenging time we’ve ever seen, when it comes to finding product and people: a lot of unknowns with COVID. How’s it going to hold up? We’re waiting for the carpet to be pulled out,” he laughs (at least, I think it was a laugh). Finding supply is this season’s biggest headache. “It’s all about relationships, what product you get and how much of it. This is NOT the time to switch vendors!” Margins, he allows, are up and down. “Some days really good, then the next day you’re looking at a price drop and losing money.” So, what does the future hold? “In January we’re doing a hardware re-set. In our new building, we’re Building-Products.com

incorporating a second entrance by the new parking lot. But in the big picture, we’ve all got to get the manufacturing side straightened out. Customers are getting burned out with long lead times, etc. It’s taking a toll. What used to take three days, now you call to check if they’re even making it. We’ve never had to work so hard: increasing our purchasing department, babysitting orders, double-checking everything, doing everything possible.” Right. So, why do you hang in there, Jimmy? Why do you still love what you’re doing? “It’s exciting

when a team of people share some idea to make our customers succeed. When they come up with ideas, it’s like, ‘Why haven’t we done this a long time ago?’ There’s input: Everybody brings a different perspective. It’s important to hear from customers, too: Get everybody involved.” Bottom line: “The buck stops with me. If there’s a problem, it ends up on my desk”—which guarantees that boredom is a foreign concept here, and that’s just the way Jimmy likes it. – Carla Waldemar is a Minnesotabased writer (cwaldemar@comcast.net).

One. Stop. Shop.

Scan for the full story and video

Storing millwork can be tough. Size variation, custom orders, temperature sensitivity—all can add to the challenges suppliers face as they seek efficient onsite storage solutions. That’s why Greg Zuern decided to try something completely different. Together with CT Darnell and Sunbelt Rack, Zuern Building Products consolidated all their millwork into one reimagined building for maximum efficiency. The results speak for themselves. Thanks to this change, they saw: 50% faster pick times $8MM more in deliveries with fewer trucks and drivers Maximized inventory efficiency and increased SKU count by over 15%

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12/7/21 8:32 AM

OLSEN on Sales

By James Olsen

Confident and caring trying to get to the point makes buyers uneasy. • Verbal tics—double words, (“good, good,” “okay, okay”), um, uhs, ya knows, likes.

How to Project Caring

hat is the demeanor of the Master Seller? If we ask 100 salespeople what kind of seller they are, 99.9% will respond, “I am a relationship seller,” but 80% of them won’t know what kind of relationship they are attempting to develop with their customers or how to do it. Many sellers try to be as agreeable as possible and hope the customer likes them best. Others are only interested in getting the order. On the surface it appears that the first strategy is the best, but both strategies are flawed and lead to poor treatment by customers and poor results for the salespeople who employ them. Obsequious sellers send the message they are not experts. This cloying approach puts off buyers because it’s obvious they aren’t being sincere. They are just boot lickers hoping for the best. Do some buyers want a master/servant relationship with salespeople? Yes. But they are a small percentage of the total and are not the strongest buyers. Great buyers want strong, confident money-making partner relationships with the salespeople they work with. “If two people agree on everything, one of them isn’t necessary,” observed Churchill. Great buyers feel the same way. The best approach is a mix of confidence and caring.

How to Project Confidence

The Master Seller is prepared for all questions and objections they will face on every call. They anticipate their customers’ needs and trepidations before they make the call so they can stay calm, cool, and clear-headed. Confidence: •Speak in the calm lower register. We all have an upper and lower register—no need to fake or force it. • Use clear, easy to understand, declarative sentences. • Smile—whether live or on the phone. Act like we are enjoying ourselves. • Humor. A little levity here and there shows confidence. • Positively Assumptive. Master Sellers project the attitude of the possible. • Ask for the order in a natural, relaxed way. Opposite of Confident: • Interruptions. • Beat-around-the-bush-itis. Adding extra words while

Journeyman salespeople listen to the Master Seller and ask, “How do they get away with that? I could never talk to my customers like that.” The reason the Master Seller can speak to their customers with some push-back is because their customers know they are coming from a place of caring, not need or greed. Caring: • Work harder for the customer. It is hard to say no to a salesperson who is outworking the competition. The Master Seller knows that one of the best ways to stand out—and show we care, is to bring more value. • On missed orders instead of saying, “Well what are you buying?” the Master Seller gets curious about the order they just missed asking probing questions before moving on to the next item to offer. • The Follow-Up Question. When the customer is talking most sellers are thinking about what they are going to say – because they are winging it, thinking on the fly. The Master Seller already knows what they are going to say, so while the customer is talking they are thinking about an interested and interesting follow-up question. This creates conversational flow and rapport. Non-Caring • Lazy, non-value, boring sales calls. “Whaddya need today?” insults buyers and reeks of laziness and non-caring. • Offering one item only. • When the customer says no, immediately asking, “Well, what are you buying?” instead of drilling down and asking about the product we offered to set up the next call. • Never asking or following up on personal questions. Seller: “What did you do this weekend?” Buyer: “Spent some time with my family.” Seller: “Great. Anyway, I’ve got a deal on...” • Not asking for the order. Not asking for the business sends the message we don’t want it. A mix of confidence and caring creates trusting partnership relationships that are profitable for buyer and seller. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

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January 2022 n Building Products Digest n

LUMBER 411

By Jeff Easterling

A Special Series from Northeastern Lumber Manufacturers Association

White Pine Monographs ooking for a fun and different tool to help sell eastern white pine to your customers? Check out the NELMA White Pine Monographs, a series of architectural renderings coupled with stories that tells the 400-year-old tale of eastern white pine in America!

White Pine Monographs Background

Back in 1915, the White Pine Bureau decided to create an advertising campaign supporting white pine manufacturers. From this came the first edition of the White Pine Monographs: The White Pine Series of Architectural Monographs (subtitled “A Bi-Monthly Publication Suggesting the Architectural Use of White Pine and Its Availability Today as a Structural Wood”). Whew. Following issues had much shorter titles. Each issue of the Monographs focused on a specific architectural style, structures in a small town, or specific architectural elements. Design contests were sometimes promoted to encourage the use of white pine, with location spotlights included for the Eastern, mid-Atlantic, and Southern areas of the country. At the peak of its popularity, the White Pine Monographs were received by almost 10,000 lumber retailers, architects and architectural designers nationwide; they were also available in public libraries and universities. While the series of White Pine Monographs ceased publication in the early 1930s, the series was resurrected by the Northeastern Lumber Manufacturers Association (NELMA) in 2006 as part of an outreach program to lumber dealers. The new issues mimic the look and feel of the original series, with the inclusion of modern trends and architectural renderings focusing on the use of eastern white pine.

Use the Monographs to Sell More Lumber

How can you, our favorite lumber dealer, use this free resource to sell more eastern white pine now? Here are two ways.

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1. Use the White Pine Monographs to show your customers exactly what eastern white pine can do. Eastern white pine is durable, beautiful, and renewable… and the perfect truly green building product for multiple interior and exterior applications. Got a customer who wants a throwback style in their next project or home? Check out the issue on Colonial Cottages and invite your customer to lose themselves in what’s possible. Maybe they want an addition on their home to mimic an historic structure? Check out issues focusing on multiple New England towns and their architectural idiosyncrasies. Perhaps a customer wants to replicate an ornate cornice or doorway? There’s an issue for that, too. 2. Educate yourself and your team regarding the amazing history behind eastern white pine. The more you know, the easier it will be to sell! Did you know that eastern white pine played a pivotal role in the spark that ignited the Revolutionary War? It’s true. The series of Monographs do an excellent job of recording the architecture of the American Colonies and the early Republic. Download a few issues and step back in time to understand how important wood was to the Colonists (homes and businesses) and the creative and beautiful ways they used the wood literally outside their back doors to build a new country. As a dealer, you might get a special kick out of Issue Volume 1, Number 3: take a read of the article entitled “Lumber Dealers, Do You Hear the Band?” and let us know what you think about how lumber was promoted then vs. now. NELMA is honored to house in its reference library all of the original historic Monograph booklets along with the current issues published since 2006. The Series is available for reading and printing online at www.easternwhitepine.org. For more info, visit www.nelma.org. – Jeff Easterling is president of Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.

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TRANSFORMING Teams

By Susan Palé

Surviving the Great Resignation For example, entry-level pay has increased 15%-20% in many locations, and you may have needed to hire at those increased rates. That means some of your longer service employees may require larger salary increases. Across the board year-end increases don’t work well when compensation for certain groups is this volatile. Now is the time to look at other pay increase models, such as equity increases, bonus payments vs. base salary increases, and special incentive programs. A recent Business Insider survey reported that 54% of Americans live paycheck to paycheck. While advancement opportunities, good supervision, and work-life balance are important to many workers, so is salary. Make sure your compensation is and remains competitive. ou’re probably sick of hearing about The Great Resignation, but listen up! Not only isn’t it going away, it is gaining momentum. Consider the following statistics from the U.S. Department of Labor: ● 3% of the total U.S. workforce left their jobs in September. That is an astonishingly high number. ● As of November 5, there were 11.2 million job openings in the U.S. That is also a record. ● Education and health services lost more than 50,000 workers in September. Remember that these are essential workers. ● 300,000 women left the workforce in September. These are jaw-dropping statistics. For employers who want to recruit, retain, and expand in 2022, the challenges are daunting. There are some actions you should take now to help prepare for the bumpy road ahead that will be 2022.

1. Review Paid Salaries

If you typically award year-end salary increases, now is the time to determine whether you’ll award them and the amounts necessary to maintain both external competitiveness and internal equity. The challenge is that sometimes external competitiveness and internal equity are at odds.

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2. Review Those Bonus and Incentive Plans Too

Now is the time to determine whether you’ll pay 2021 bonuses and incentives. If you are a home improvement retailer or sell to a home improvement retailer, chances are you’ve had a good 2021. If, on the other hand, you’re a brick-and-mortar department store, 2021 probably isn’t your best year. The wild economic fluctuations of the last two years make planning difficult but more important than ever. Here are some questions to ask yourself as you begin to set bonus and incentive goals and measures for 2022: ● What are the objectives for your plans? Do they complement the organization’s business strategy? ● How will you pay for these plans? ● Do individual goals support business strategy? Do you need to establish new goals/revise existing goals as you develop new products, enter new markets, etc.? ● Are your performance measures appropriate? Have you included non-financial metrics such as customer satisfaction, resource utilization, people and project management where appropriate? ● Do employees understand the plans and what they must do to be successful? Building-Products.com

Q. Our employees have worked really hard this year and

we wanted to acknowledge it with a year-end bonus? Would this create any issues for us if we do not do it again?

A. It’s wonderful that you are acknowledging the role your employees played in this year’s success—we love to hear it! You can always make a one-time decision based on current circumstances. We recommend explaining that to your employees up front so they do not have the expectation of receiving this bonus each year going forward. As a one-time occurrence, this bonus should be able to be classified as a discretionary bonus, meaning there is no expectation on behalf of the employees to receive it and they did not have to meet certain criteria (like sales numbers) to get it. A discretionary bonus does not need to be calculated into compensation rate for overtime purposes whereas non-discretionary bonuses do. It may or may not be taxable so be sure to check with your accountant or payroll provider.

3. Get Ready for More–and More–Legislative Changes

We’ve been noticing for quite some time that state legislatures and municipalities have enacted all types of legislation that impacts employee compensation. The list below is just a sampling of changes scheduled for 2022: ● Illinois HB-1207 prohibits employers from seeking an applicant’s salary history but allows employers to provide compensation information about the position applied for ● California AB-701 requires warehouse distribution center employers to provide written descriptions of quotas at time of hire. ● District of Columbia B-285 amends the Universal Paid Leave Act to increase the amount of paid leave to six weeks of medical leave and two weeks of parental leave per year. ● Several bills in different areas of North Carolina prohibit discrimination in employment on the basis of protected class. The definition of protected class is amended to include gender identity, gender expression, sexual orientation, and natural hairstyle. This is particularly important if you do business in multiple locations. And don’t forget that 26 states also have minimum wage increases scheduled for 2022. The Affinity HR Support Plan is a great tool that not only tracks the legislative changes happening in the states where you do business but also provides next steps for how to stay compliant.

experiencing high turnover took a closer look at their turnover statistics and discovered that most of the employees who left had worked in two workgroups. Further analysis revealed that the first-line supervisors in these workgroups were new and pretty much untrained. These supervisors are now receiving additional training and are working closely with their managers and more experienced peers to help reduce turnover in their areas.

5. Plan Your Year-End Compensation Communications Now We hope 2021 has been a successful year for your business, and that you have good news to communicate to employees. Regardless of what the news is, there are some things that are critical to communicate: ● Legislative changes and how they will impact employee paychecks ● Plans for year-end base salary increases and incentive and bonus plan payouts ● 2022 planned changes to base salaries, incentive and bonus plans, and related compensation policies and procedures Here’s hoping your organization doesn’t just survive The Great Resignation—but thrives in 2022! Susan Palé, CCP Vice President of Compensation, Affinity HR Group contact@affinityhrgroup.com

4. Do a Deep Dive into Employee Retention

Most likely you’ve had some employees leave during 2021, and you’ve probably collected some basic exit interview information. Have you looked closely at the information you’ve collected to determine if there are patterns or reasons for leaving? According to a 2021 survey by NerdWallet, the top five reasons employees left their jobs this year were: ● Lack of respect or trust ● Low pay ● Poor company culture ● Overwork and underappreciation ● Bad management and supervision Recently a large manufacturing client that had been Building-Products.com

January 2022 n Building Products Digest n

RP Unites with Alexander

R.P. Lumber Co., Edwardsville, Il., now tops 80 locations throughout the Midwest with its acquisition of longtime competitor, 130-year-old Alexander Lumber Co., Aurora, Il. “For five generations, Alexander Lumber has been our family’s identity,” said Watt Alexander, board chair. “It has shaped our lives and our relationships to one another, but time has caught up with us. As our family has grown and spread across the country, we’ve lost the cohesiveness and focus that previously enabled us to transition leadership from one generation to the next. Once we decided it was time to make this change, our goal was to find another family-owned company—rather than a private-equity-backed competitor—where business decisions affecting our people and our customers would be made for long-term goals, instead of cashing out every few years to redeem investors. We think we’ve found that in R.P. Lumber and the Plummer family.” The acquisiton not only expands R.P.’s footprint in Illinois and Iowa, it

opens the doors to Wisconsin (where Alexander has two stores and one sales office) and expands its truss manufacturing capabilities and geographic reach with the addition of a robust production facility in northern Illinois. Alexander locations will be rebranded to R.P. in Iowa City, Ia.; Oconomowoc, Elkhorn and Twin Lakes, Wi.; and Crystal Lake, Fairbury and LeRoy, Il. Alexander operations in Champaign and Watseka, Il., will be consolidated into R.P.’s stores in those communities, while its Cortland, Il., store will give way to R.P.’s unit in nearby Dekalb.

Marwin Purchases HB&G

HB&G Building Products, Troy, Al., has been acquired by The Marwin Co., West Columbia, S.C. Founded in 1926, HB&G is a leading manufacturer of columns and other specialty millwork products. HB&G will become Marwin Co.’s fourth division, joining Marwin (attic stairways and specialty door products), SS Industries (spiral staircases), and Millwork 360 (doors and mouldings).

DEALER Briefs Your Building Centers, Altoona, Pa., acquired Allensville Planing Mill, operator of True Value Hardware/building supply stores and component plants in Allensville, Huntingdon and Lewistown, Pa. R.P. Lumber Co. opened a new location in Poplar Bluff, Mo. Aubuchon Hardware, Westminster, Ma., is acquiring Delray Plus True Value’s stores in New Hope, Doylestown, Richboro and Blue Bell, Pa., bringing Aubuchon’s overall store count to 107 locations across eight states. Johnson Hardware & Rental, Whitehall, Wi., has been sold by Glen and Kathy Johnson to Andrew and Chris Ritter, who have renamed the store Ritter Hardware. Harry’s Ace Hardware, New Orleans, La., will close in the spring after 63 years. Steffes True Value Hardware, Wisconsin Dells, Wi., has been purchased by longtime manager Gary Booth from Martin Steffes, 71, who is retiring after 47 years at the helm. Yellow Springs Hardware, Yellow Springs, Oh., was bought by Dan Badger from Shep Anderson and Gilah Pomeranz, who have owned the 94-year-old store since 2017. Ace Hardware opened a new location in Reed City, Mi. (Byron Clouse, store mgr.).

SPACE-SAVING layout and racking configuration of Palmer-Donavin’s new Hebron, Ky., facility allows it to stock significantly more merchandise.

Palmer-Donavin Now Serving Tennessee via New Facility Palmer-Donavin has relocated its West Chester, Oh., distribution operations to a more centrally located facility in Hebron, Ky. The 200,000-sq. ft. facility’s location will allow it to expand its service area to Nashville, Tn., and better serve dealers in Ohio, Kentucky, Indiana and now Tennessee. The new distribution center also features better lighting, a style of concrete with fewer control joints, and an opti-

mized racking configuration that allows more product to be warehoused. “The layout of the racking in the new building has better flow of product that will allow us to be more efficient with the handling of product and timelier on transfers and deliveries,” noted Tom Bartlett, VP of operations. “We’re also excited about the facility’s new construction as we expect less wear on equipment and on the bodies of employees.”

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Casper’s True Value Hardware, Lake Zurich, Il., is liquidating after 56 years, anticipating permanent closure by the end of January.

Butters’ Ace Hardware has broken ground on a new 17,500-sq. ft. store in Thompson’s Station, Tn., targeting an August unveiling. Tignor’s Hometown Hardware, Wooster, Ma., has liquidated and closed after 18 years and the storefront will be taken over by E&H Hardware.

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US LBM Acquires Two East Coast Chains US LBM has acquired two prominent East Coast pro dealers—Professional Builders Supply, with 12 locations in the Carolinas, and Barrons, with two yards serving the Washington, D.C., area. Founded in 2003, Professional Builders Supply sells, installs and distributes residential and commercial building materials, while providing turn-key installation services for multifamily through its PBS Commercial brand and for residential roofing and siding via SouthEnd Exteriors. “This exciting, new partnership with US LBM allows Professional Builders Supply to continue delivering an unequaled level of service while expand-

ing the range of materials and services we can provide to our customers and communities,” said Van Isley, who will continue to lead Professional Builders Supply’s day-to-day operations. Founded in 1947, Barrons operates a 6.6-acre yard in Gaithersburg, Md., and a 14.7-acre property in Manassas, Va. Both locations include a showroom, warehouse and lumberyard. “We look forward to embarking on this new chapter with US LBM to continue our growth and offer even more value to our customers and employees,” said Jim Davis, who has led Barrons since 2008 and will continue to lead day-to-day operations following completion of the acquisition.

LMC Expo Returns to Philadelphia

For the first time in almost two years, LMC hosted its network of dealers, suppliers and the LMC team in person at the 2021 LMC Expo Nov. 15-17 in Philadelphia. Dealers reconnected with exhibitors and the LMC team, bringing a sense of normalcy that had been missing over the last two years. Dealers discussed current industry challenges and gathered market intelligence from insiders to help plan their purchasing strategy for the upcoming year. “I come to the LMC Expo because it’s a great opportunity to network with my fellow yards, and also meet the people with LMC that you don’t often get the chance to see face to face and get a little bit of that personal time,” said Jason Pickelsimer, operations manager for Building Solutions, Bend, Or. “The most beneficial thing for me is actually the networking. People buy from people, but at the end of the day LMC is a big family.”

LMC CEO and president Paul Ryan addresses attendees at the 2021 LMC Expo. He recapped the year and what to look forward to in 2022.

Sessions during the Expo included the LMC Update from Paul Ryan, who assumed the role of president/CEO in July. Ryan gave his first organization-wide recap of the buying group’s past year and what to expect for 2022. Keynote speaker Dr. Elliot Eisenberg, Ph.D., president and chief economist of graphsandlaughs.net and former senior economist at the National Association of Home Builders, presented an overview of the housing and economic outlook for 2022. During the Supplier Forum, key principals from leading manufacturers touched upon their own challenges of 2021 from a supplier’s perspective and what to anticipate for 2022. “There was a unique sense of excitement about this event before it even started. The hotel lobbies were buzzing, and you could tell it was going to be a successful show,” said Sean Tighe, LMC senior VP of purchasing. “The energy once the event began really reflected that and was just further proof that relationships are always best built in-person.” The industry has changed since the last in-person event at the LMC annual in Nashville in March of 2020. Expo attendees strongly believed that learning how to overcome industry challenges is always best when you can talk to other professionals from different parts of the industry at once. “There’s a lot in our industry that’s changed in the last year and a half,” said Jeff Wolfe, owner of Montana’s Massa Home Center. “Being able to get some insight on what’s here to stay and what’s never going to be the same is vital so we can move forward and be successful.”

n Building Products Digest n January 2022

SUPPLIER Briefs Cross & Lincoln Woodworks, Door

Alma, Mi., has acquired Barn Lumber Co., Hemlock, Mi.

Woodgrain purchased Lowe’s 35-year-old Thomasville Millwork door shop in Lexington, N.C., which will continue supplying ReliaBilt interior and Therma-Tru Benchmark exterior doors to Lowe’s stores in the Southeast and mid-Atlantic. Advance Lumberworks , Douglasville, Tx., is building a 35,000sq. ft. lumber mill in Linden, Tx., on the former 25-acre site of Watson Wood

Yard.

Adelman Lumber, Pittsburgh, Pa., escaped with minor damage in a late night fire Dec. 7. DW Distribution, DeSoto, Tx., recognized GAF as its 2021 Vendor of the Year. Sakrete, Atlanta, Ga., is rolling out a redesigned website as it celebrates its 85th anniversary. Fastenal moved into its new 97,600-sq. ft. corporate office in Winona, Mn. ABC Supply has acquired the assets of Siding Sales Inc., with facilities in Bowling Green, Glasgow and London, Ky. Separately, ABC opened a greenfield location in Lufkin, Tx., managed by Carver James. L&W Supply opened new branches in New Castle, De., and Bedford Heights (Cleveland), Oh. Epicor BisTrack now integrates with Geotab fleet management solutions, Buildxact estimating and construction management platform, and the new Epicor Enterprise Content Management (ECM) module. Softwood Lumber Board will pledge $420,000 in matching funds to the USDA Forest Service’s 2022 Wood Innovations Grant Program. L.J. Smith Stair Systems, Bowerston, Oh., launched an upgraded website at www.LJSmith.com. Building-Products.com

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Canadian Softwood Duty to Double

The U.S. Commerce Department has increased anti-dumping and countervailing duties on Canadian softwood lumber imports, implementing tariffs of 17.99%—more than double the 8.99% rate of the prior administration. The National Lumber & Building Material Dealers Association said it “strongly condemns the decision by the U.S. Department of Commerce to double tariffs on Canadian softwood lumber imports and calls on the Biden Administration to reverse this unnecessary action,” said Jonathan Paine, NLBMDA president & CEO. “As the economy continues to grapple with crippling supply chain disruptions and price volatility, now is the wrong time to impose a new tax on American consumers and small businesses through additional tariffs. These tariffs will only exacerbate the nation’s affordable housing shortage and amplify existing challenges facing lumber and building material dealers. “NLBMDA strongly urges the Biden Administration to pursue a permanent trade agreement with Canada that eliminates tariffs and brings long-term stability to the supply and pricing of softwood lumber.”

Kodiak Purchases Cape Cod Dealer

Kodiak Building Partners has agreed to purchase Shepley Wood Products, Hyannis, Ma., which operates three locations on Cape Cod and Nantucket. Tony Shepley, who founded the company with a partner in 1978, will continue as president of Shepley Wood Products. It will join Kodiak’s Retail Lumber and Gypsum Group.

New Names for Concord Lumber

Concord Lumber Corp., Littleton, Ma., is rebranding as Concord Building & Design Center. Since its founding in Concord, Ma., in 1946, the company has expanded to 10 locations throughout the state. Over the next six months, its Concord and Littleton Lumber branches will be renamed Concord Lumber & Design Centers, its Kitchen Works stores will change to Concord Kitchen & Design Centers, and Forester Moulding & Millwork will become Concord Millwork & Design Center. At a later date, its ColorWorks Paint & Decorating Centers will rebrand as Concord Paint & Design Centers.

Orgill Hits Million Item Milestone

During the fourth quarter of 2021, Orgill reached a significant milestone in its efforts to help independent retailers enhance their eCommerce capabilities as the number of individual items within its shareable product information database grew to more than one million. “Nearly a decade ago, we realized that independent re-

tailers would need access to all of the product data, images and information for the products they carry in order to populate their eCommerce engines. And, if they were going to properly represent their store brands, this would also include products that Orgill may not supply,” says Boyden Moore, president and CEO. “Today, with the help of our customers and industry partners, the enriched product data that we make available to our customers has grown to exceed 1 million unique items and continues to grow.” To make this amount of data easily accessible to retailers who subscribe to the service, Orgill houses the information in what is called a Product Information Management (PIM) system. At its core, the Orgill Industry PIM is a database of enriched product data that its customers can use to populate their eCommerce websites, point-of-sale (POS) systems or in a variety of other functions, including for products not stocked in Orgill warehouses.

Redwood Empire Lands in Texas

On Dec. 1, Redwood Empire and its Pacific States Industries division started up a new distribution and value-added facility in Houston, Tx. Formerly operating as a bulk distribution center for Home Depot, the 20-acre site is situated near the Port of Houston, with nearly 200,000 sq. ft. of covered storage and two rail spurs capable of spotting six cars. It will operate as a Redwood Empire Distribution and value-added facility focused on domestic and imported softwood and hardwood with an emphasis on redwood, North American cedar, and sugi. Redwood Empire began importing lumber from South America and Asia in 2001 and has been at the forefront of popular species such as ipé and sugi lumber and fencing, becoming one of if not the largest importer and distributor of the species today. Sales for the location will be handled out of Redwood Empire’s West Coast sales office. Redwood Empire is owned by the Burch family from California. Operations include a redwood lumber sawmill; redwood fence, post and rail mill; value-added operations; treating plant; and distribution centers in Northern California, all supported by family-owned timberlands.

U-C Coatings Adds Repair Products

U-C Coatings, Buffalo, N.Y., has acquired Abatron, Inc., Kenosha, Wi, manufacturer of LiquidWood and WoodEpox wood restorers and Abocrete and Aboweld concrete repair products. “Abatron is a great addition to U-C Coatings that will expand our specialty offerings, especially to the contractor and DIY markets. The acquisition continues our emphasis on environmentally friendly, high performance products,” said Eric Degenfelder, CEO of U-C Coatings. Operations will continue in Buffalo, Kenosha, Seattle and Portland, Or.

CNRG Acquires Frattallone’s Ace

Larry Frattallone, founder and operator of Frattallone’s Ace Hardware in Arden Hills, Mn., and his two sons, Tom and Mike Frattallone, have sold their 22-store chain and operating assets to Central Network Retail Group, Collierville, Tn. CNRG now operates 139 hardware stores, home centers, and lumberyards in 16 states. Frattallone’s will become the eighteenth brand operated by CNRG. It began in 1975 when Larry Frattallone opened his first store in Arden Hills, a suburb of St. Paul. Their most recent store opened a year ago, in Little Canada, Mn. Mike and Tom Frattallone are joining the CNRG team.

n Building Products Digest n January 2022

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MOVERS & Shakers

Randy Aronofsky, ex-Arnold Lumber, is new to Riverhead Building Supply, Westerly, R.I., as sales mgr.

Tom Beaty, ex-4U Roofing, is a new trader with Lumber One Wood Preserving, Fairhope, Al.

Brandon Beard has been named president of DuxxBak Composite Decking, Green Bay, Wi.

Irene Tasi has been appointed chief growth officer for PPG, Pittsburgh, Pa.

A n d re w C o o p e r , e x - A m e r i c a n Builders Supply, has joined the outside sales team at Builders FirstSource, Bunnell, Fl. Don Hess transferred to Paradise, Pa., as assistant general mgr.

Stinson Slawson Jr., ex-Boise Cascade, has rejoined Southeast Forest Products, Montgomery, Al., in inside sales.

Jim Wilson, ex-Select Door & Window, has been named national director of commecial windows & doors for 84 Lumber Co., EightyFour, Pa. Brian Freer, ex-Trussway Mfg., is now general mgr. of 84’s yard in Camden, S.C. Kevin Goff has retired after 33 years in the industry, most recently with National Building Products, East Hartford, Ct. Eric Neal, ex-Lowe’s, is now retail sales mgr. for Peach State Lumber Products, Kennesaw, Ga. Kimberley Rodriguez, Charlton, Ma., and Brendan Carney, Batavia, N.Y., have joined the outside sales team at Russin, Montgomery, N.Y. Joel Alonso is a new territory mgr. with BlueLinx, Miami, Fl. Blake Harper has joined Trex Co., as territory account rep for Louisville, Ky.; Nashville, Tn.; and West Virginia. David Warlick has retired after 35+ years in the business, most recently as mgr. of McCray Lumber & Millwork, Kansas City, Ks. Jim Miller has retired as president and CEO of Screw Products Inc., Gig Harbor, Wa. He founded the company in his garage in 1999 with one box of screws. Art Cassidy has joined Warner Robins Building Supply, Warner Robins, Ga., as VP of operations & purchasing. Also new are Nick Witcher, leading finance, and Tawana Muhammad, senior HR mgr. Kathy Chamblee was promoted to sales mgr. Corey Elmore, McCoy’s Building Supply, has been promoted to regional mgr., overseeing eight stores in south central Texas.

J. Adam Carson, ex-Crane Johnson Lumber, has moved to inside sales with GMS subsidiary Tamarack Materials, W. Fargo, N.D. Jose A. Bayardo has been appointed to the board of directors at LP Building Solutions, Nashville, Tn. Matt Burdine, ex-Dixie Lumber, has joined the inside sales force at Richards Building Supply, Greer, S.C. Mark Bixler has returned to UFP Industries, Cincinnati, Oh., as an account mgr. Jeramy Simmons, ex-Everwood, is a new purchasing agent in Mobile, Al. Jacob Folmar is now managing UFP’s pallet plant Shawnee, Ok. Reanna Miller is sales coordinator in Grandview, Tx. Daniel Murphy, ex-ISC Building Materials, is a new territory mgr. at RSI Building Products, Dallas, Tx. Jen Nordmann is a new LBM operations analyst at Do it Best Corp., Fort Wayne, In. Colleen Myrick is new as a Lexington, S.C., warehouse department mgr. Recent promotions include John Brinker, now a forest products trader; Ceirah Heyneman, associate forest products trader; Peggy Chen, associate merchandise mgr. for outdoor living; and Nathan Selvey, associate merchandise mgr. for plumbing. Tim Milroy has been promoted to senior director of sales-roof insulation for Atlas Roofing Corp., Atlanta, Ga. Richard Owens is now director of national accountsroof insulation; Craig Woodson, director of national accounts-wall insulation; Kyle Rowe, Midwest regional mgr.; and Jenny Sansone, West regional mgr. Lisa Watkins is now in counter sales at Huskey Truss & Building Supply, Franklin, Tn.

n Building Products Digest n January 2022

Summer Loveland has been appointed chief financial officer for Nation’s Best, Fort Worth, Tx. Tanner Robinson is now with FastenMaster, as field sales rep to lumberyards and home centers in Maine and New Hampshire. Daniel Cortez, ABC Supply, Dallas, Tx., was promoted to outside sales. Cole Turner has joined the inside sales staff of Griffith Lumber Co., Manhattan, Ks. Alex Harriman has been promoted to assistant branch mgr. for Beacon Building Products, Roanoke, Va. Andrew Moss is now in inside sales with Gilcrest/Jewett Lumber Co., Waukee, Ia. Sean McLaren was promoted to chief operating officer for West Fraser Timber Co., Vancouver, B.C. Kevin Burke is now senior VP-wood products; Keith Carter, senior VP-Western Canada; and Alan McMeekin, senior VP-Europe. Eric Cremers, president and CEO, PotlatchDeltic, has been elected chairman of the American Wood Council board. Ricky Stanley, TR Miller Mill Co., is now 1st vice chairman; Sean McLaren, West Fraser, 2nd vice chairman; and Duane Vaagen, Vaagen Brothers Lumber Co., new director. Emily Vella, Atlantic Plywood, Woburn, Ma., was elected president of the North American Building Material Distribution Association, succeeding Tom O’Neill, Wurth Group, Vernon Hills, Il. Joining them on the board are president-elect Matt Huber, Allegheny Plywood, Pittsburgh, Pa.; VP Don Plunkett, Plunkett Distributing, Fort Smith, Ar.; treasurer Wayne Moriarty, Atlantic Plywood; and directors Danny Bachman, Dixie Plywood; Lynn Hill, Compi Distributors; Rob Haines, Distributor Service; Steve Holinshead, Aetna Building Solutions; Erik Dedekam, Tafisa; Carl Gaynor, Axalta Coating Systems; Brian Joyce, Blum; Lorne Smith, Berenson Corp.; Tom Wardach, Roseburg; and Jeff Winters, Kessebohmer. Austin Tashus has joined the design team at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus. Building-Products.com

Building-Products.com

January 2022 n Building Products Digest n

SPECIAL Report

By Southern Forest Products Association

All-access pass to southern pine SFPA notches successes in 2021 for southern pine, and more than 100 member companies that provide products and services to the industry. “We are the backbone of the southern pine lumber industry,” said Eric Gee, executive director of SFPA. “Our sole job is to build and create programs that serve our members, and that’s what we do. Even during the challenges of the past year and a half, we haven’t stopped growing, pushing, and educating.” Let’s take a deeper look at the extensive list of SFPA accomplishments and areas of growth from 2021.

SFPA Retailer Resources

n interesting thing happened in the lumber industry in 2021: The wood world stepped up and led the way back toward a more normal work world. It doesn’t matter if it was virtual, or if hybrid work became the everyday way of doing things. After staying home, not traveling, and becoming all-too-familiar with video calling apps in 2020, this past year saw people return to work with a vengeance, determined to grab that sense of familiarity they missed. Nowhere was this more true and more evident than in the southern pine industry. Following a strong year faced with multiple, many-layered challenges, the staff and members of the Southern Forest Products Association

dug in its heels, pivoted when necessary, kept their focus, and took significant steps toward a more normal year, both for themselves, and for their members.

Who We Are

SFPA is America’s first and oldest southern pine trade association—we came to be in 1915 as the Southern Pine Association. Since then, SFPA remains dedicated to advancing the southern pine lumber industry, promoting the use of member products in domestic and international markets, and facilitating the exchange of information and ideas. SFPA boasts an impressive membership roster that represents 45% of industry capacity

n Building Products Digest n January 2022

SFPA.org serves as a pivotal point of information gathering for both SFPA members and retailers through the providing of multiple resources designed to make the purchase of southern pine even easier. Product Locator: Looking for a specific southern pine product? Hop on over to the Product Locator and peruse a selection of over 400 products. One click connects dealers and manufacturers to the appropriate sales contact. Concerned about grades, specific packing preferences, particular sizes, and lengths? No worries—all parameters are covered within the Product Locator. Span Cards: Need a handy way to carry and reference southern pine span data? Visit SouthernPine.com and order one! Each card contains 12 span tables for common visual and mechanical grades under different loading conditions. A separate card offers three tables for pressure-treated southBuilding-Products.com

ern pine lumber used in floor joists for outdoor projects. Everything you need, right at your fingertips!

Environmental Advantages

It’s important we continue to share correct information and education as to the environmental strengths and true impact of choosing wood as your favorite building material. Here’s the main fact to pass along to your customers concerned about choosing wood: We are not running out of trees. The U.S. forest industry as a whole plants between three to five trees for every one harvested. Combined with strong methods of forest management, much of our country is enjoying healthier, stronger, larger forests than we’ve seen in decades. Back in November 2021, a segment on National Public Radio discussed the impact to the environment of consumerism. Part of the discussion centered on the environmental impact resulting from consumption. What few people realize is that choosing lumber building materials directly affects the environment… in a GOOD way. Choosing wood equates to a lower carbon footprint and environmental impact than many building product competitors. Why? Because wood is the most renewable building product on the country. We are nowhere close to running out in this country. With the aggressive replanting rate referenced above, the forest industry ensures healthy, thriving forests for decades and centuries to come. Healthy forests build healthy breathing environments. And who doesn’t want more of that?

Great Under Pressure

The 2021 uptick in nationwide lumber production transferred to the pressure-treated southern pine industry, as our

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AGGRESSIVE REPLANTING combined with wood’s innate renewability makes it the ideal enivironmental option for construction.

members enjoyed a higher overall demand for most of the year. Why? Because southern pine is easily treated and the perfect solution for outdoor projects. When it’s time to use the product to build or install a project, no special knowledge is needed, and no special tools are required – pressure-treated southern pine defines “ease of use.” “What we saw in 2021 was homeowners getting out of their houses and into their workshops,” said Gee. “DIY home improvement projects of all parameters and sizes skyrocketed across the country. Garage and home projects took off as people worked with their hands, ventured outside of their comfort zones, and took on the challenge of building and creating things on their own.”

January 2022 n Building Products Digest n

Gee went on to comment on the return of the popularity of woodworking and DIY project building, emphasized by the lack of availability of necessary tools both in independent retailers and in the big box stores. “In the southern pine industry, we’re seeing an increased desire to get back to the old ways, to the comfortable things of their childhood,” concluded Gee. “People are transforming their backyards into the family oasis: whether it’s a deck, a pergola, a custom pool deck, or something else, 2021 saw a larger number of people get outside and create their dream backyard.”

Southern Pine by the Numbers

In 2020, southern pine manufacturers cranked out an alltime high amount of 20.8 billion bd. ft. Looking at 2021: shipments year-to-date through August are trending up from 2020 levels. Within these numbers, No. 2 and No. 2 Prime are most widely produced, feeding the demand for pressure-treated lumber projects. SFPA Family of Websites: In addition to SFPA.org, we offer a series of websites designed to provide information and education to each of our key audiences. Next time you’re online, check out these sites: • SouthernPine.com: span tables, design values, product locator, treated lumber, specialty products and more; • SouthernPineDecks.com: everything you need to know about building a deck or porch; • RaisedFloorLiving.com: Want to learn more about raised wood foundations? This is the spot! • SFPAexpo.com: The Forest Products Machinery & Equipment Expo is the premier venue for equipment manufacturers to display their products and services to the wood processing industry. It is held every other year.

2021’S BOOMING construction market can thank southern pine manufacturers for tallying an all-time high in production during the year.

• SouthernPineGlobal.com: Here you’ll find the product locator, exporter directory, importer purchase inquiry, and publications.

Forest Products Machinery & Equipment Expo

A highlight of SFPA’s 2021 activities: the return of Expo! In spite of a few lingering restrictions from the pandemic, the 2021 gathering was a shining star for SFPA. Nearly 1,600 attendees met in the Georgia World Congress Center and enjoyed mingling, networking, and exploring the 126 exhibitor booths. “The purpose of Expo is to bring the industry together,” commented Gee. “The show presents the perfect opportunity for all sides of the buying equation—manufacturers, marketing, sales—to join together, in person, in one location, to celebrate the industry and learn from each other.” Gee reported that the vibe at 2021 Expo was upbeat and forward-thinking, with attendees happy to see each other face-to-face and reconnect in person after 18 months of looking at each other through laptop cameras. Who attends Expo? Member companies dedicated to investing in technology in order to operate their businesses more efficiently and successfully plan for the future. Whether it’s investing in operations, supply chain management, material handling, or grade recovery, there’s something for everyone at Expo. The 2021 show represented the 36th coming together of the industry under the Expo banner; the show has been held every other year since 1950, mostly in Atlanta. With regards to the future location(s) of the show, Gee reports that the association is listening to feedback and requests from both attendees and exhibitors, and multiple sites are under consideration for 2023. More information will be forthcoming from SFPA in early 2022.

International Efforts to Drive SP Traffic

A prominent part of SPFA’s activities in the promotion of southern pine includes maintaining a robust schedule of international seminars and trade missions aimed at developing the market for southern pine lumber in key areas around the world. These international outreach events are integral as to how SFPA serves both its members and the industry as a whole. With seminars tailored for a wide range of industry professionals—from dealers and contractors to architects— each opportunity to learn more about southern pine addresses relevant topics designed to specifically address the exact needs of each country. SFPA didn’t skip a beat in 2021 when it comes to export

n Building Products Digest n January 2022

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promotion programs, despite travel disruptions. A successful pivot toward virtual events ensured that the association was able to reach a record number of timber traders and construction professionals worldwide and to safely meet their needs effectively. Let’s break down the activities and successes and take a closer look at each. FEA Strategic Planning Webinar As a gold sponsor of this online or virtual event, SFPA was able to provide member access to information, which helped each better define their international goals moving forward. Worldwide Conference on Timber Engineering SFPA’s participation bolstered the Association’s seminar programs across the globe to enrich international outreach and education. With international advertising and messaging support in multiple global markets, southern pine information was showcased internationally through a variety of channels. Japan Technical Committee (JTC) In partnership with American Softwoods, SFPA and the Southern Pine Inspection Bureau banded together to jointly present information on the southern pine resource and clarify the grading procedures for dense vs. non-dense grades. Outreach: Caribbean Throughout the southern pine-loving Caribbean, virtual seminars targeted hundreds of key buyers in both traditional markets and new markets—some of which SFPA reached for the first time. Outreach: Central America Multiple southern pine lumber events were held in Guatemala, with brand-new outreach activities expanding into the Panamanian building market. Outreach: South America Targeting potential southern pine lumber buyers across the continent, a first-ever virtual education seminar was held and pulled in excellent results. Outreach: Latin America Enhanced with upgraded discussions focusing on using southern pine lumber to build for high winds and in seismic zones, SFPA targeted audiences throughout Latin America with these solutions to these key discussion points.

INTERNATIONAL MARKETS have become an important focus for the southern pine industry.

Outreach: International Trade Shows While many lumber industry trade shows across Europe, India, the Middle East, and Asia were cancelled or postponed in 2021, plans are well underway for a full slate of in-person trade shows in 2022. Members are keen to take advantage of these face-to-face opportunities, and SFPA stands ready to serve member needs.

Southern Pine Exports

Export numbers calculated throughout the majority of 2021 are roaring back to pre-pandemic levels, an encouraging sign as plans are underway for 2022. Southern pine lumber shipments surged 57% through September of 2021 to a whopping $222 million, and exports of pressure-treated lumber—almost all of which is southern pine—jumped an incredible 31% to $93 million.

New Outreach for 2021

Brand new for the southern pine international outreach in 2021: SFPA launched informational newsletters in the Caribbean and Latin American markets aimed at maximizing engagement with a growing in-house database of traders and specifiers. – For more information on all the activities managed by the Southern Forest Products Association, to access our numerous pieces of free educational information, or to become an SFPA member, please visit www.sfpa.org.

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January 2022 n Building Products Digest n

FEATURE Story

By David Koenig

Turning up the heat to salvage more downed timber

he hits keep coming. Recent years have seen what feels like an unprecedented onslaught of wildfires, hurricanes, beetle infestations, and other calamities that have downed millions of trees. Unfortunately, far too much of the downfall is never salvaged for use as lumber or other wood products, and is instead left to rot or quickly pulverized in a chipper, to “make the problem go away.” What can the industry do to increase the reclamation rate of disaster-damaged wood?

A Short Window of Opportunity

Before joining the Southern Forest Products Association in 1997, SFPA executive director Eric Gee worked as a forester for a south-wide private forest management consulting company. He is a Society of American Foresters Certified Forester and Alabama Registered Forester. He cites several explanations for why only a fraction of downed timber is utilized as lumber products. “Natural disasters can be particularly challenging for timberland owners,” Gee said. “There is a short window of opportunity

WHILE IT’S HEARTBREAKING that only a fraction of downed timber will be utilized, this landowner was able to find a local operator of a portable sawmill who was capable of turning his felled loblolly pines into beautiful lumber. (Photos courtesy of Eric Gee)

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for salvaging downed or damaged timber before fallen timber loses any residual value. Combined with the challenges of harvesting/removing timber that is oriented in many different directions and establishing harvesting operations in a wide disaster area that is limited to normal infrastructure like clear roads, labor, and fuel; salvage operations can often be a secondary concern to recovery. If timber can be salvaged and delivered to a sawmill for processing, there is no guarantee it will even yield the expected grades.” What happens to the rest? “Woody debris collected after a major event, especially in urban areas, is brought to concentration yards where it may be sorted and ground up using large grinders, turning the debris into mulch for easier decomposition and disposal,” Gee said. “Wood that is unable to be salvaged remains on-site, decaying and providing nutrients to the soil for the remaining vegetation.” Sadly, these trees can be hundreds of years old—containing beautiful wood that could be turned into lumber, siding, furniture—but instead are destroyed either because the salvage agencies lack either the patience or the insight to know what to do next.

SOUTHERN RED OAK had stood for more than 150 years before succumbing to Hurricane Ida’s winds. (Photo courtesy of Eric Gee)

Salvage Solutions

Fortunately, some reclaimed woods companies across the country have begun banding together to offer solutions. First off, Urban Lumber Market is currently developing an inventory management app and marketing platform to keep track of how much disaster-damaged timber

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WALNUT LOGS salvaged from a neighborhood in Sacramento, Ca., will see a second life. (Photo courtesy of Urban Wood Network)

January 2022 n Building Products Digest n

REDWOOD SIDING originated with trees salvaged from a neighborhood in Orangevale, Ca. (Photos courtesy of Urban Wood Network)

is salvaged. The app will track the total board footage of urban and salvaged wood (and chart the reason for the removal and all of the backstory of the wood through their internal program, AncesTREE) as well as the total carbon stored or diverted from the waste-stream. This is being tested now and very near completion—this will provide the industry with some of the answers it has been searching for. The second challenge is education—of the public as well as architects, designers and builders of the potential from this overlooked resource. “We believe if the public is made aware of this wood and the environmental benefits of it as well as the beauty, that they will choose this wood over imported woods,” said Jennifer Alger, CEO of Far West Forest Products, Sheridan, Ca. After helping to launch the 501c3 Urban, Salvaged and Reclaimed Woods Inc., Alger later realized there were other small factions of networks around the country all operating under different names with similar purposes, but no consistent messaging or focus. In 2020, she helped form one united group—the Urban Wood Network (UWN). “We are still growing, but we are working on helping cities, municipalities and other large tree owners develop written policy as to what to do when trees are removed due to death, disease, wildfire or other natural disaster and construction,” said Alger, who serves as executive director. “These policies will ensure that there are processes in place and they have coordinated with local networks for these eventualities instead of scrambling when they occur and there are so many other things to think about.” UWN is working to set up chapters in each state and to have a presence across all of North America. It works closely with and is supported by state forestry departments and the U.S. Forest Service. Additionally, as UWN reached out to wood specifiers, architects and designers, it identified a need for certification so suppliers can verify the history and chain-of-custody of the wood. “They also want to know how many miles it traveled and other info for LEED certification,” Alger said. “So we in the industry wrote urban wood standards so we now have USRW Certified Urban Wood. These standards include best business practices, moisture content and labeling guidelines, special grading system to minimize waste and more. This will allow for urban salvaged wood to be incorporated into more buildings and utilized in a far greater way than ever before. As our cities grow and

n Building Products Digest n January 2022

TWO URBAN-salvaged black oak live edge slabs were rescued from a Yuba County, Ca., orchard.

LIVE EDGE deador cedar slab was salvaged from Marysville, Ca., and lives on in a home in Redding, Ca.

population increases, more and more people live in an urban environment and many of the disasters and wildfires are within them and we need to consider and respect the natural wood resource that comes from these areas.” The overriding goal is to make sure less wood is wasted after being struck down by disaster or disease. SFPA’s Gee does see a silver lining amid the destruction of recent years. “While the damage was not insignificant, especially to the timberland owners’ assets, the good news is that forests are highly resilient,” he said. “The logging community and foresters assist in accelerating the recovery by clearing stands and replanting forests. The best defense against significant natural disasters is to practice good silviculture and forest management.” Building-Products.com

NEW Products

More Options Outdoors Deck Quickly The Trex Universal Fastener Installation Tool is an innovative handheld tool proven to reduce installation time for composite decking by up to 50%. Utilizing a nose cone to ensure the bit hits the fastener head, along with a unique drive angle, this tool allows the installer to fully actuate and tighten the fastener in one easy step and easily slide the next board into place. It also features a user-friendly rotatable handle and integrated bit holder. n TREX.COM (800) 289-8739

Among numerous product additions, Deckorators’ Voyage composite decking is now available in Sedona, a warm brown earthtone inspired by the desert landscape and redrock buttes of the western U.S. Voyage 11-1/4” Step Treads now come in Tundra and Khaya, 3-1/2” Picture Frame Board in Dark Slate, Low Voltage Recessed Lighting in black or white trim, and ADA-compliant Aluminum Secondary Handrail in Bronze. n DECKORATORS.COM (800) 556-8449

Magnetic Barriers

Knipex Tools’ new CutiX universal snap knife features an innovative stabilization bar that keeps the blade from bending for quicker cutting. The extendable stabilization bar can be engaged or retracted based on application, allowing users to apply more pressure directly on the blade. The tool also has a hardened steel pin to secure the blade. Constructed with a lightweight magnesium housing, the CutiX has non-slip gripping surfaces and two separate sliders—one for the blade and one for the stabilization bar.

ZipWall has introduced its most versatile door kit, the ZipDoor Magnetic Door. The system can be used for sealing a doorway or creating a self-closing entry in a plastic barrier. It is quick and easy to set up with ZipWall double-sided tape, specially designed not to damage the doorframe. Powerful magnets ensure the door maintains a tight seal while providing easy access. Ideal for both residential and commercial, the magnetic door panel is flame retardant and fully reusable. It comes in a sturdy, reusable box and contains one self-closing magnetic door panel, three rolls of 1”x24’ double-sided tape for four installations, and a special ZipWall plastic sheeting cutter.

n KNIPEX-TOOLS.COM (847) 398-8520

n ZIPWALL.COM (800) 718-2255

Slice in a Snap

n Building Products Digest n January 2022

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Super Sealants Pros and DIYers will be amped to try DAP’s advanced hybrid sealants that outperform silicone and provide maximum performance for every project. AMP advanced hybrid sealants offer a wide variety of project and application solutions. Developed for exterior (windows, doors, siding, trim, gutter, flashing, concrete) and interior uses (kitchen and bath projects), the line delivers a 100% weatherproof and waterproof seal. It can be applied on wet and damp surfaces, offers extreme temperature use of 0°F to 140°F, features fast and efficient 30-minute paint and rain/water ready times, and is backed by a lifetime mold and mildew resistance guarantee. The line features Kitchen & Bath; Window, Door, Siding & Trim; Self-Leveling Concrete; and Gutter & Flashing sealant. n DAP.COM (800) 543-3840

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Steel to Concrete

DeWalt’s 20V MAX* Pruner requires—on average—16 times less effort to make cuts than does a manual pruner. Weighing just 3 lbs., the lightweight tool was designed to cut unwanted branches, trim bushes, and clip flowers. It delivers up to 1,100 cuts per charge with a 1-1/2” cut capacity for thick stems and shrubs and features an on-board LED work light for improved visibility. The pruner makes smooth, swift cuts with its non-stick coating and easy-to-switch blades, and also comes equipped with a tool for blade changes.

Simpson Strong-Tie has expanded its lineup of rigid connector angles with the addition of the RCA-C, an ideal solution for attaching cold-formed steel (CFS) stud framing to concrete supports. Designed to save installers time and reduce the cost of drilling connector holes at the jobsite, the RCA-C provides the most anchor options available, including holes for a 1/2”-diameter anchor screw or bolt, or for two 1/4”-diameter concrete screws positioned to allow a variety of fastening options. Fabricated from G90 galvanized steel for enhanced resistance to corrosion, it’s ideal for fastening stud framing to concrete supports where versatility and productivity are required on the jobsite.

n DEWALT.COM (800) 433-9258

n STRONGTIE.COM (800) 999-5099

Prune with Juice

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UL Listing for FR Wall Assembly Latest in Decking Lanai Outdoors is bringing its cutting-edge premium PVC decking to the U.S., following a successful launch into Canada. Made from 100% premium capped PVC, Lanai Premium Plank Decking replicates the beauty of genuine hardwood with the durability of PVC, making it ideal for any North American climate. It offers a truly different look, with smaller gaps, hidden fasteners, beveled edges, and variegated coloring, to create an interior hardwood look in an exterior decking product. The 4”x48” planks look more like interior floorboards. They are extremely stable, with lineal channels that provide structural support, and resist slipping, UV, heat, insects, mold, scratching and stains.

ProWood FR achieved UL Listing on a fireretardant, pressure-treated wall assembly (UL 263 Listed), allowing it to be quickly spec’ed and approved by builders, architects, specifiers and code officials. Available exclusively through ProWood, the code-compliant, ProWood FR UL V343 2-Hour Wall Assembly bears a Class A Flame Spread Index of 25 or less, the best possible rating awarded to fireretardant building products. n PROWOODLUMBER.COM (844) 529-5882

n LANAIOUTDOORS.COM

Moving Mast Reach Trucks

Klein Tools’ new KTB1000 Portable Power Station provides up to 1500W of continuous power to corded electrical tools. Featuing a built-in Lithium-ion battery pack, it quickly charges to 80% in 2.5 hours. It can charge and power up to 11 devices simultaneously using four 120V outlets, six USB ports, and a 12V car port.

The new Toyota Moving Mast Reach Trucks are equipped with the most advanced technology, features and ergonomics, making them versatile enough to handle any indoor or outdoor application. They enhance warehouse productivity and visibility at height due to an innovative mast design, a revolutionary tilting cab option, and an optional transparent roof that delivers exceptional visibility with minimal load view obstruction. Clear and precise controls provide faster and smoother handling with 360º or 180º steering options for ultimate versatility and maneuverability. The six models—including a versatile indoor/ outdoor unit—offer lift capacities ranging from 1,400 to 5,500 lbs. and lift heights up to 43 ft.

n KLEINTOOLS.COM (800) 553-4676

n TOYOTAFORKLIFT.COM (800) 226-0009

Portable Power Station

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Building-Products.com

A Bit Longer The new Crescent Vortex Bit Holder extends the life of any 1/4” hex shank bit by 500 times when using an impact driver. The bit’s exclusive Dual Impact Zone absorbs the shock of repeated, heavy usage in impact applications while still delivering maximum torque from the impact driver—making it ideal for jobs like decking, fencing, subflooring, metal framing, and metal roofing. The holder is available as a single item and is included in eight Vortex Bit sets ranging up to 55 pieces. n CRESCENTTOOL.COM (919) 362-1670

Variations in PVC As builders, distributors and homeowners rediscover the warm appeal of wood-look porch ceilings, soffits and accent walls, Versatex continues to expand its Canvas Series palette of realistic colors and textures, all brought to life in maintenance-free PVC. Added are three new matte-finish Canvas Series products— Natural Amber (warm and light with a slight contrast and attractive

grain), Driftwood (light, neutral tan with a deeper grain texture), and Copper (saturated medium brown with a moderate woodgrain texture and a subtle contrast). All variations have weather-resistant exterior-grade laminates, permanently bonded to a premium PVC substrate, and offered in four profiles (stealth beadboard, WP4, crown moulding, and bed mould). n VERSATEX.COM (724) 857-1111

Decking Clips Nova USA Wood Products has introduced a new line of hidden fasteners that expand and contract with the natural swelling and shrinkage of hardwood and softwood decking products as well as PVC and composite deck boards. Composed of glass fiberreinforced nylon, ExoDek Quickclips were specifically designed for Nova’s line of premium hardwood decking, including ipé, batu, cumaru and mahogany. Exceptionally easy to install, the system was engineered to ensure boards remain securely fastened and properly spaced through all four seasons. n NOVAUSAWOOD.COM (503) 419-6407 Building-Products.com

Healthy Insulation Choice CertainTeed’s new InsulPure Building Insulation offers less dust and an easier installation. The formaldehyde-free fiberglass batt and roll insulation lets contractors optimize time on the jobsite while delivering exceptional energy efficiency and thermal performance. Made with an acrylic-based binder, the product features a distinctive white tone, is lightweight

and easier to handle, cuts and installs quickly, and offers better recovery and rigidity than other types of insulation. It is engineered for use in residential and commercial structures and can be specified for thermal and acoustic insulation in ceilings, walls, basements, attics and floors, in a range of R-values. n CERTAINTEED.COM (800) 233-8990

January 2022 n Building Products Digest n

DECKEXPO Photos by BPD

12 DECKEXPO, which formerly shared space with the Remodeling Show, enjoyed its first year cohabitating with the Pool Spa Patio show Nov. 13-18 in Dallas, Tx. [1] Brian Magstadt, Roger Dankel, Phil Burton. [2] Nicole Kelly, Sandy Cabelis, Gary Einloth, Sean McAleer, Lynn McAleer, Seth Kott. [3] Doug Allen, Sean Hutson, Billy Viars, Steve Hughes, Andy Severg. [4] Gwladys Petit, Ryan Adamson, Brett Kelly, Joel Mellon. [5] Brad Kuhn, Carson Bittner, Bobby Parks, Bryan Bittner, Scott Oswald. [6] Mark Fisher,

n Building Products Digest n January 2022

Sarah Gaenzle, Chris Boronaro. [7] Kristi Hull, Casey Herschberger, Chantell Martin, Chris Manduva. [8] Frank Hooijkaas, Jim Miller. [9] Marianne Trusty, Julie Hamlin. [10] Gordy Kerschner, Brandon Kerschner, John Squire. [11] Margie Beaudry, Brent Gwatney, Ken Scott, Megan Blair. [12] Tom Harley, Mary Gearhart, Gary Kauffman, Pat Gallagher. [13] Pat Noonan, Mike Kunard. [14] Jay McCarthy, Duffy McCarthy. (More photos on next page) Building-Products.com

DECKEXPO

DECKING SHOW (continued from prior page) attendees: [15] Tom Horvat, Gary Converse. [16] Nick Larr, Jase DeBoer. [17] Bob Knecht, Jeremiah Windle. [18] Steve Thurber, Pat James. [19] Mike Reasons, Heath Bowman, Michael Beaudry, Tim Sandlund. [20] Lynn Decker, Matt Hungerford, David Decker. [21] James Shaw, Hallie Currigan, Gary Smith. [22] Patrick Slayter, Richard Pearson. [23] Jim Poulin. [24] Christopher Price, Joel Klippert. [25] Building-Products.com

Photos by BPD

TJ Haas, Adam Morin, Will Lacina. [26] Jason Moore, Kelly Curran, Jimi Smith. [27] Bill Ross, Kim Boos. [28] Teresa Duncan, Kevin Harris. [29] Drew Stamp, Jacob Rhodes, Joe Morin, Spencer Berube, Eric Helmick, Brett Hebberecht. [30] Gary Smith, Mike Walsh, Stuart Rosenfield, Brandon Sniegowski, John Karas, Jeff Schulz, Mason McWilliams, Don Douglas. [31] Andy Clement, Ricardo & Sylvia Castillo. January 2022 n Building Products Digest n

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IN Memoriam Thomas Stephen Alexander, 81, longtime CEO of Alexander Lumber Co., Aurora, Il., died Nov. 17 due to complications from Parkinson’s disease. A graduate of Phillips Academy, Andover, Ma., and the University of Colorado-Boulder, he spent his summers working at several of the yards of Alexander Lumber Co., the business founded by his grandfather, John Alexander in 1891. Following graduation, Tom served in the U.S. Coast Guard Reserve before returning to work at Alexander Lumber, where he served as an executive officer for over 60 years right up until his death. James Ellison Mauldin Sr., 87, owner for more than 40 years of Mauldin & Mauldin Lumber Co., Jefferson, Tx., died Nov. 23. He graduated from East Texas Baptist College, Marshall, Tx., and earned his master’s degree at East Texas State College, Commerce, Tx. After more than a decade in education, James took over his father’s sawmill business in 1971. The hardwood lumber and crosstie facility expanded to include a pallet board mill and continued in production until Mauldin retired in 2011 at age 77.

Joseph F. Keller, 95, lifelong New Jersey LBM salesman, died Nov. 23. A highly decorated Army veteran, he was stationed in Europe during World War II. He spent many years in the lumber business at A.C. Dutton Lumber and then with Landis Supply, Vineland, N.J. Joseph Hubert “Joe” Jernigan Jr., 81, owner of Jernigan Forest Products, Bonifay, Fl., died Dec. 1. After graduating from East Carolina University in 1962, he managed a sawmill then purchased his own, then known as Arnold Lumber Co. John “Scott” Crall Jr., 75, retired president of Brian Lumber Co., Springfield, Oh., died Dec. 5. A U.S. Army veteran of the Vietnam War, he spent his entire career wtih Brain Lumber. James Michael Rich, 66, outside salesman with Malone Lumber Co., Greenville, Ky., died Dec. 12.

James A. Hawkins, 88, longtime New England building supply sales rep, died Nov. 29. A Navy veteran of the Korean War, he ended his career at National Lumber.

Larry George Nelson, 73, former building material salesman in Minnesota, passed away Nov. 21 after a 16-month battle with cancer. For 22 years, Larry operated Precision Drywall, Delano, Mn., before moving west in 1990 to operate California Design Wood Products. He then worked in outside sales for Chaska Building Center, Chaska, Mn., and The Builders Choice-Fullerton, Watertown, Mn., before retiring from Arrow Building Center, Watertown, in 2018.

Arthur C. Wiggins, 87, president of Holt Lumber Co., Carbondale, Pa., died Dec. 4 in Carbondale.

Joan Lowry Eggleston, 76, retired owner of Mountainhome True Value, Mountainhome, Pa., died Dec. 4.

n Building Products Digest n January 2022

George LeRoy DeLay, 77, retired lumber sales rep with Concordia Lumber, Concordia, Mo., died Dec. 1. He managed Meyer Lumber, Odessa, Mo., before beginning his 22-year career with Concordia Lumber.

TALK Back HIT THE NAIL ON THE HEAD Great article and great words of wisdom (“Asking Favors,” BPD Nov., p. 8). Boy, did you hit the nail on the head. Well said and another reminder of what we as 150%’ers need to do way more often. If we don’t—even with guilt—carve out our own time we are missing the boat. I’ve especially learned that in my last one-and-a-half years of semiretirement. Keep on asking for favours! Ted Whitehouse Century Aluminum Railings Edmonton, Alberta, Canada I enjoyed your “Across the Board” editorial as I always do. I would especially like to congratulate you and all your staff on your 100-year anniversary. My grandfather started our company in 1922, so we will also be celebrating this milestone in the upcoming year. Knowing the next 100 years are starting in our hands is exciting and challenging. Keep up the good work. Many of us look to you as we move forward, for information and insight. Pat Bischel Northern Crossarm Co. Chippewa Falls, Wi. Building-Products.com

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CENTENNIAL Flashback

The 1920s • Pacific Lumber Co., forerunner of Humboldt Sawmill, started in 1908 and quickly became one of the largest producers in California’s Redwood Region. First advertising in January 1923, PALCO became a division of Maxxam Inc. in 1986, before being rescued from bankruptcy by Mendocino Redwood in 2008.

his year marks the 100th anniversay of BPD’s sister publication, The Merchant Magazine, as well as the 40th anniversary of BPD. Like the lumber industry itself, which we strive every day to inform and serve, our own business is wholly built on relationships. For us, those are relationships with our valued readers as well as with our invaluable advertisers, who have helped to make this journey possible. So as a prelude to a massive Centennial Special Issue in August, every month beforehand we will celebrate a different era of advertisers—showcasing the history of those companies that are still going strong all these years later and looking back at their very first advertisement in our publications. • Bruce has been manufacturing hardwood flooring since 1884 and has been promoting them in our pages since our very first issue—in July of 1922. Bruce later became a brand of Armstrong, was purchased by AIP in 2018, and last summer was acquired by AHF Products.

• White Brothers’ milling operation in Oakland, Ca., has always been a kindred spirit of The Merchant, with its founding coming exactly 50 years before our own. Consequently, ever since first advertising in January 1923, the company regularly ran milestone anniversary ads on our own anniversary—only 50 years apart.

• Weyerhaeuser Co. began in Tacoma, Wa., in 1900 as a timberland owner, quickly growing into one of the world’s largest lumber manufacturers and distributors, and—since October 1922—our longest consistently-running advertiser.

• Moore Dry Kiln Co.was founded in 1879 and became p a r t o f U S N R ’s Dry Kiln Division in 1969. It first promoted its dry kilns in our pages in April 1923. • California Panel & Veneer Co., Cerritos, Ca., has been serving the woodworking industry since 1917, growing into the foremost distributor of wood panels and Formica brand laminates in Southern California. The company first joined forces with The Merchant in July 1923.

n Building Products Digest n January 2022

Building-Products.com

• J.H. Baxter, San Mateo, Ca., has been a leader in preservative-treated forest products for four generations. The company was founded in 1896, incorporated in 1915, and first advertised with us in February 1925. • Robbins Flooring began in 1894 as a Wisconsin-based installer and gradually expanded to manufacturing hardwood flooring, which it first promoted in The Merchant in November of 1927. In recent years, the company has begun to specialize in hardwood and synethetic flooring for gym flooring, and is now known as Robbins Sports Surfaces.

• Andersen Windows & Doors was founded in 1903 by Danish immigrants to Wisconsin. First advertising with us in January 1923, Andersen is now headquartered in Bayport, Mn.; employs more than 12,000 at sites in North America and Europe; and produces window and door products under the Andersen, Renewal by Andersen, Weiland, EMCO and MQ brands. • Simonds Saw traces its roots back to Abel Simonds, who partnered to form scythe-maker J.T. Farwell & Co., Fitchburg, Ma. Twenty years later, he went into business on his own, expanding into machine knives and mower and reaper sections. By the time they first advertised in The Merchant in December 1924, the company had grown to over 2,200 employees and offices across North America. As the oldest cutting tool manufacturer on the continent, it now goes by Simonds International. • Creo-Dipt Co., now known as PPG Machine Applied Coatings, began manufacturing solid color oil stain to prestain shakes and shingles in 1925 and immediately began advertising the fact, in February 1925. It became Olympic Stain Products in 1950 and was acquired by PPG in 1989. Building-Products.com

• Bohnhoff Lumber Co. was launched by pioneering lumberman C.W. Bohnhoff in 1910 at the corner of 15th and Alameda in Los Angeles. First advertising in The Merchant in October of 1928, the company is still going strong five generations later. • The Sisalkraft Co. of Chicago was the first and foremost producer of housewrap, which it began promoting with us in November 1929. Sisalkraft is now a brand of Henry Co.

January 2022 n Building Products Digest n

ADVERTISERS Index

ATURES

d wood product on the market Page b-300Fv-2.1E r installation - 3 1/2” and 5 1/2” 13 s Timber wood framing systems Initiative (SFI®) Certified nce uperior strength e MSR Lumber 27 strength solution for ral applications

800.221. B E A M

Advanced Building Products www.mortairvent.com

Southern Pine Inspection Bureau www.spib.org

Anthony Forest Products www.anthonyforest.com

Swanson Group Sales Co. www.swansongroup.biz

Timber Products www.timberproducts.com

Anthony Forest Products is part of the Canfor Group of Companies |

W W W. A N T H O N Y FO R E S T. CO M

Coastal Forest Products www.ironwoods.com

Anthony Forest Products Company, LLC

12/17/18 1:25 PM

Crumpler Plastic Pipe www.cpp-pipe.com

CT Darnell www.ct-darnell.com

DMSi www.dmsi.com

Do it Best www.doitbestlbm.com

Everwood Treatment Co. www.everwoodtreatment.com

526 Events www.526.events

Humboldt Sawmill www.mendoco.com

Manufacturers Reserve Supply www.mrslumber.com

Cover II

Maze Nails www.mazenails.com

Cover III

North American Wholesale Lumber Assn. www.nawla.org

Northeastern Lumber Manufacturers Assn. www.nelma.org

PPG www.ppgac.com

Ray White Lumber Co. www.raywhitelumber.com

29, Cover IV

Redwood Empire www.buyredwood.com

Cover I

Simpson Strong-Tie www.strongtie.com

Snider Industries www.sniderindustries.com

Southern Forest Products Association www.sfpa.org

n Building Products Digest n January 2022

West Fraser www.westfraser.com/osb Westervelt Lumber www.westerveltlumber.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. House-Hasson Hardware – Jan. 6-8, winter dealer market, Opryland Convention Center, Nashville, Tn.; www.househasson.com. Appalachian Lumbermen’s Club – Jan. 11, meeting, Asheville, N.C.; www.lumberclub.org. Northwestern Lumber Association – Jan. 11, Wisconsin Lumber Dealers Leadership Conference, Glacier Canyon Conference Center, Wisconsin Dells, Wi.; Jan. 11-13, Estimating 1-2-3, Inver Grove Heights, Mn.; www. lassn.org. Mid-America Lumbermens Association – Jan. 18-19, Estimating 2 & 3, Little Rock, Ar.; www.themla.com Frame Building Expo – Jan. 18-20, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; www.nfba.org. Lake States Lumber Association – Jan. 19-21, winter meeting, Tundra Lodge Resort, Green Bay, Wi.; www.lsla.com. National Association of Wholesale Distributors – Jan. 22-25, Executive Summit, Washington, D.C.; www.naw.org. Mid States Distributing – Jan. 28-30, Winter Rendezvous, Phoenix Convention Center, Phoenix, Az.; www.msdist.com. Northwestern Lumber Assn. – Feb. 1-2, Expo Nebraska, Embassy Suites Hotel & Conference Center, LaVista, Ne.; www.nlassn.org. International Surface Event – Feb. 1-3, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com. Building Material Suppliers Association – Feb. 2-3, annual Learning Exchange & LBM Expo, Hickory, N.C.; www.mybmsa.org. Appalachian Hardwood Manufacturers Assn. – Feb. 2-6, annual meeting, Hollywood, Fl.; www.appalachianhardwood.org. Illinois Lumber & Material Dealers Association – Feb. 3, Expo, ParA-Dice Hotel, East Peoria, Il.; www.ilmda.com/expo. Mississippi Lumber Manufacturers Assn. – Feb. 3-4, annual meeting, Providence Hill Farm, Jackson, Ms.; www.mlmalumber. com. Northwestern Lumber Association – Feb. 3-4, EXPO Iowa, Sheraton, West Des Moines, Ia.; www.nlassn.org. Peak Auctioneering – Feb. 3-5, LBM auction, Kansas City, Mo.; www. peakauction.com. Indiana Hardwood Lumbermen’s Assn. – Feb. 7-9, convention & expo, Marriott Downtown, Indianapolis, In.; www.ihla.org. International Builder’s Show – Feb. 8-10, Orange County Convention Building-Products.com

BPD

Building Products Digest 151 Kalmus Dr. Ste. E200 Costa Mesa, CA 92626-5959

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BPD January 2022

Articles inside

feature story

new products

centennial flashBack

all-access pass to southern pine

olsen on sales

transforMing teaMs

across the Board

ManageMent tips

industry trends

luMBer 411

Margin Builders

coMpetitive intelligence