BPD November 2022

THE VOICE OF THE LBM SUPPLY CHAIN

THANKFUL

BY PATRICK ADAMS

IS IT ME or has this been another crazy year? Is this the new normal? Maybe it’s just me who is going crazy?

We had basically two years where the world was shut down due to a “pandemic.” COVID is still around, but now we seem focused on other things. Like a recession, the stock market, real estate, cost of everything, labor shortages, and oh yeah, let’s not forget about Russia and China rattling their sabers threatening a new Cold War, or is it a cyber war, or is it nothing at all?

I’m sitting in my backyard on a Sunday morning as I write this. We had a rare and odd rain last night, and there is a hint of that fall crispness in the air. Birds are singing, my coffee is steaming, and my morning cigar is quietly smoking near my chair. I find that I have this internal battle with myself more often these days. On one hand, there is a lot of concerning data and information that I am processing. Given my nature, I tend to always be evaluat ing the environment around me and adjusting to manage (and prevent if possible) the “worst case scenario.” I know how that sounds, but from the life I have had it is something that just happens in the background of my mind. These days, however, I find myself for the first time in my life feeling like I want to shut off the noise. Actually not know what is happening in the world around me because it just feels like too much data that ends up not leading to a conclusion. Take COVID, for example. What did we learn, where do we go from here, and what happens next to make us more prepared? Not sure… nobody seems concerned about those questions. It just kind of stopped… without stopping.

On the other hand, I have also learned to trust my instincts. And in these days of news chaos, what do my instincts tell me? Am I scared or concerned? Do I fear for my family and friends? Is that sixth sense telling me that it’s time to gear up for another battle? Strangely, no. Our business remains healthy, the industries we serve remain cautiously optimistic as there is still far more demand than can be serviced for the necessities they provide this nation and overall, things are good.

But I learned a long time ago that when there is conflicting information that clouds my ability to form a confident plan, not to force a decision. Instead, I go back to what I call my foundation. My foundation is what I start every day with, and end every eve ning with and it’s simple. If I wake up, the first thing I do is think about how thankful I am that I have another day because honest ly, I never expected to live this long. The last thing I do before I fall asleep is give thanks I made it through another day. That I had the chance to work and provide for my family and team. That maybe I did something to make a positive difference in the world around me. That I have the privilege of serving this great industry and the amazing men and women who serve in it. This is what brings me peace and calm in the midst of chaos.

I’ve also learned that in spite of my best attempts, control is an illusion. I can’t change the world’s illogical approach toward a pan demic, nor can I impact how the nation manages global threats. I can’t make costs go down, nor can I make young people passion ate about dedicating themselves to a profession. Instead, I try to take the approach of “until it is at my front door, it’s not a problem worth worrying about.” This is mostly figurative (although if Rus sia shows up at my front door, it would be a literal problem to deal with) but helps me put things into a more healthy perspective. For all of our worrying, how often do those things ever come to be, or provide us with actionable data? Rarely in my experience and yet, we allow this worry to rob us of living in the moment where we usually find the most peace and happiness.

So, as we move into this holiday season I’m going to work very hard at giving myself the gift of being thankful. Not just when I wake up and not just when I go to sleep, but all day. We can all make the choice of the lens to view our world through and I’m choosing being thankful for the countless things that we all should be thankful for. Living in this great country where it is still better to be an American than live anywhere else on Earth. Hav ing our health and another day to try to do better than yesterday. For having something greater than ourselves to serve.

As I get to this point of writing, my kids have come outside with our newest member of the family, the other extreme of German dogs, “Winnie” the dachshund (the kids think it stands for Winnie the Pooh, but it’s actually short for Winchester). I’m watching the kids chase Winnie, as Winnie chases our 100-lb., pro tection-trained German Shepherd, Kimber, who is running around like she’s a poodle puppy. There are laughs and all four of them are already wet, and muddy, and having a blast as I see my wife look out the window and shake her head with a smile as I’m sure she’s thinking about the disaster of clean-up as all four are likely moments from storming back into the house.

When I look at life through this lens, it’s almost impossible for me to understand how I became so blessed. I wasn’t supposed to have this life. I’m certainly not deserving of it. But, I am thankful it somehow found me. I’m thankful for each of you as well because serving this industry has been one of the great joys of my life. How each of you live, run your businesses, and openly share your stories serve as my inspiration to be deserving of your generosity.

As we start this holiday season, take a moment, borrow my “new lens” and look at your life through it. Now take a “picture” of what you see and hold on to it. I hope this image carries you through a wonderful, and thankful holiday season with those who matter most in your lives.

PATRICK S. ADAMS, Publisher/President

WHAT CLIENTS WANT IN OUTDOOR LIVING

DECKORATORS recently hosted a panel of top deck builders discussing the most important trends in outdoor living. “Imagine Outside: 2023 Outdoor Living Profes sional Insights” brought together four leading contrac tors—Blake Carter, California Deck Pros, San Marcos, Ca.; Sean Collinsgru and Catherine Lippincott, Premier Outdoor Living, Palmyra, N.J.; and Jason Varney, Dock & Deck, Lenoir City, Tn. The panelists identified homeowner demands that not only influence which products will sell, but also what new products are coming down the pike.

Calm & Collected

Sean Collinsgru: What we’re seeing with our clients is a sense that they want to relax and find a bit of peace from the day. I think that’s a little bit of a carryover from everything that’s gone on over the last couple of years. We used to see a lot of people’s wish lists were all surrounding entertainment, throwing parties. Now we’re seeing more

TOP DECK BUILDERS PINPOINT BIGGEST TRENDS IN THE BACKYARD

and more the requests are coming from a place of “we just want to have a space that’s peaceful and calming.” That’s leading to a lot of the trends that are more natu ral, more earthtones. I don’t want to say people are go ing away from a more modern aesthetic, but they want more texture, they want more of those calming tones and accessories that accentuate that.

Blake Carter: We’re using a lot of nat ural tone. People are focusing more on keeping it simpler, because using more of those natural tones will give us a timeless look. I think people are looking more long-term for this, because they’re throwing so much money into their outside space they want a color that in 10 years is not going to look dated. Doing a neutral tone you can get color by a lot of differ ent textures and materials, and also pop the color from your furniture and accents, rather than the floor itself.

Bigger the Better

Jason Varney: What we’re seeing the most that is different from the past is the scale of the projects. There’s no holding back on what people are willing to do. Maybe it’s due to the amount of projects that have been introduced into the field and them not just getting enough with just one product. The scale of the projects in my business has doubled in cost, in material, and in the footprints. The outdoor living space doesn’t extend to a 10-ft. area for a barbecue any more. It’s pushed all the way to the edge of the property and, in my case, to the water.

Inside Out

Carter: People don’t want to go back inside their house. So we’re putting everything they have inside outside. That means they’ll have a barbecue, but they’re also going to have a sink so they can go wash their hands. We’re putting everything out on the deck you need inside. Were also putting heaters and fireplaces and

firepits, anything that you can to not only to prolong the time from day to night, but also seasons to keep people out there all year long.

Collinsgru: People want features outside. I always look at it like outdoor rooms, so when I go into a design consultation it’s not like “Tell me what you want,” it’s “Tell me how you want to use it? What kind of areas do you want? Do you want an outdoor living room? Do you want an outdoor kitchen?” By looking at it like that we can focus on the features that need to go in. The features are a means to the space. If you want an outdoor kitchen, that is going to lead to counter space, a grill, a fridge, trash. It starts with the intention behind the space, which for us starts at the design process and leads to everything we do. More and more people want everything that’s inside the house outside. So heaters, a built-in cooler in a bar top, kitchens, all kinds of stuff. As soon as people see that inspiration on Pinterest or Instagram, they immediately want all these features, and it’s our job to figure out how we can realistically do that and incorporate it into their project.

Varney: With the scope and the size of the projects that we’re doing now, people are making such a huge investment it’s like if you were to build a new home these days, you wouldn’t build just a bedroom and a kitchen, you’re going to have all the extras because the cost is so grand because of the scale that they want. There are no limitations. Their designs are over the top and they literally don’t back down at all on what they want. Now it’s more of can we get the product and can we get it done in the timeframe so they can use these huge areas, that’s the biggest push.

The Full Picture

Catherine Lippincott: Our entire business is based around the whole backyard build, because it really sets off a project. Just adding simple things like landscaping and lighting can make a $30,000 deck look like a $75,000 deck. Most people, if they’re spending all this money, want it to look the best that it can, so having something to set off other features like lighting or landscaping really draws the eye to how beautiful a project can be.

Collinsgru: Our biggest objective has always been making sure the project looks like it’s supposed to be there. A lot of times you’ll see a deck that’s built off the back of the house and it might be well integrated with the architecture of the house, but not into the landscape. It’s should be a bridge between the house and the land scape. By incorporating things like planter beds around the deck you can not only soften that hard look of this big structure out there, but it helps to integrate it. When we’re done, we want it to look like it was always meant to be there. A finished look. That this is the spot for the deck, it makes sense that it’s there, and it seamlessly transitions from house to landscape.

Lippincott: Also, things like patios add more usable space. So if one space lends itself to the next and if you’re thinking about it more cohesively, you just get more space out of it.

Carter: A lot of the jobs we’re doing are big, elaborate projects that take up basically all the backyard. But we don’t want one thing to take up the whole yard. We put in some greenery to soften the hardness of the hardscape. We want the patios and the decks to be proportionate with the yard. We also want to utilize other textures so that it looks like we have a cohesive design, and it doesn’t look like something that we didn’t plan, like we just plopped it in the backyard. And we want to actually make it usable. You can build a whole project, but if it doesn’t function, it’s a waste of space.

Also in terms of are we going to be out here when it’s 110 degrees? Well, probably not unless we install some shade. So we combine everything from the deck to the patio, the pool, an area to play some games, an adult area, an area for the kids, we’re thinking about all of those things when we’re designing.

Varney: Our projects start at the back door and extend all the way to the waterfront. They used to say, “It’s got great curb appeal.” Well, a lot of these projects people don’t see from the curb. We try to make the dock or deck their front door now, and if you look at a lot of images these days out on social media, what you see is the backyard. You don’t see the curb appeal per se, what everybody saw 10, 15, 20 years ago. Now it’s shot from a drone showing their entire backyard. The homeowner used to open the front door and want to show people how pretty their foyer was. Now they’re trying to shove you as fast through their house as they can to get back to this ultimate outdoor living space in the back. BP

NATURAL NEUTRALS—including Deckorators Voyage composite decking in Sedona, ALX cable railing, muted hardscape, and western red cedar privacy wall—help create a tranquil, integrated space. (Photo by California Deck Pros)

HOT IN HARDSCAPES

MOVE TO TEMPLATED DESIGNS

BY JOE RABOINE

BEFORE JUMPING into what’s hot in hardscapes for this year, it is essential to evaluate the state of the outdoor living industry from a higher level. High demand and labor struggles are beginning to define the industry. Most contractors are booked for months or even seasons, with some stating they cannot take any more consultations this year. Thirty-five percent of contractors reported turning down work due to skilled labor shortages in a 2021 survey by the U.S. Chamber of Commerce.

To move forward and meet these heightened expecta tions and demand, we must rally around establishing new best practices and learn how to button-up project plan ning in a way that emphasizes efficiency and simplicity.

Understanding industry trends and predicting future needs is a good place to start. There has been a notable shift in overall thinking about outdoor living, related to health and well-being, which gives a strong prediction for the industry’s future. Science shows us that quality design provides better space and improves our health. Thoughtful, holistic design helps us create spaces for homeowners to connect with nature and those around

them. This connection to nature improves mental and spiritual health and makes a backyard something that can truly transform people’s daily lives. In this style, hardscapes and landscapes blend in what is known as entangled, or biophilic, design. It uses true natural ele ments or materials that mimic nature to create a more organic look and feel.

The past few years of heavy self-isolation pushed homeowners to reflect on how they interact with their environment, driving them to find the most efficient, cleanest and happiest ways to function in their home. A common resolution of these considerations is a motiva tion to increase the functionality of the space. For back yards specifically, this is where hardscapes come in.

By anticipating this shift to functionality, contractors can approach homeowners with plans to elevate their designs through elements like lighting, sound, Wi-Fi and shade structures. These features are critical to ensure your customer can spend time carrying out any task outside. Contractors equipped with this knowledge and the tools to support it stand out from the rest—and can secure larger budget projects.

So, how can we use hardscapes to help design spaces that are great places to entertain, as well as relax and function for everyday use?

Templated & Modular Designs

It can be challenging to implement a more thoughtful and complete design, especially during busy seasons. However, we are seeing the launch of new tools, prod ucts and innovations that can support this initiative while boosting efficiency.

For example, the industry is working to move away from entirely custom designs, and instead encouraging a templated approach to simplify the process for con tractors—therefore positively impacting homeowners.

One way we are doing this is through the availability of templated outdoor room designs, including individual

rooms and multi-room spaces. We see defined rooms, like kitchens and living rooms, as a priority for home owners, including fully functional micro spaces, which have become a dominant form of renovation in cities where lot sizes are small.

With a templated approach, contractors can create a design based on the homeowner’s style preferences to streamline the process. Unnecessary time and resources are saved due to the automated process, giving contrac tors more opportunity for growth and profit.

Homeowners want turnkey solutions to make it easier and quicker for them to enjoy a cohesive space. Integrating hardscapes that elevate the design, such as a fire pit in the outdoor living room, a bar in the outdoor kitchen, or a modular wall around the deck, can make the space feel more complete.

On the other hand, custom designs result in the need for contractors to re-invent the wheel for each project regarding style, feature, scale and budget. It is much easier to meet homeowners where they are and emu late how they are already shopping in their daily lives. Starting with a templated approach to a kitchen, dining or living room and modifying elements based on needs yields a much higher and quicker conversion rate.

Beyond operational benefits, material and design quality also improves with this approach. The templat ed designs are built with intention and supported by data, ensuring it will streamline the installation process with less room for error or delay. Modular, linear design is essential here—and a preferred design style among today’s homeowners. Modular, geometric standard patterns comprised of clean lines and simple formats create an uncluttered aesthetic that aligns with a more modern design.

Created in true inch increments, each piece is made to fit within its counterparts, allowing for extreme

GEOMETRIC SHAPES from Belgard come in multiple shapes and colors— Charcoal, Foundry and Linen.

LARGE ANGULAR PAVERS can provide a clean outdoor living space.

ARTFORMS modular paver system showcases an outdoor kitchen.

design versatility and intricate installs with no cuts. More pavers and outdoor living solutions are being designed with these uniform dimensions to make the installation easier and faster, allowing contractors to maximize time and customers to enjoy their outdoor space sooner. Simplified quoting and design capabilities makes it easier to manage integration of other prod ucts with the hardscapes and leaves room for contractors to play with more creative patterns.

The scale of pavers has also increased, thanks to continued innovation in the industry. Products that feature large format expansion with narrow joints make installation quicker and more efficient. Larger pavers have more surface area and allow contractors to install an

increased amount of square footage quickly and efficiently. This style also gives homeowners the clean, modern look that is popular today. It is important to note that larger pavers may require additional or new equipment for transportation and installation, based on the increased scale.

Technology, Equipment & Recruiting

Technology is the new driving force behind the hardscaping and construction industries. Forty-two percent of landscape professionals are using more technology than five years ago, and 89% of landscape professionals want more efficiency and better information transfer, according to a recent report by GoMaterials. Prioritizing equipment

and technology can speed up proj ect timelines and increase efficiency across the board.

In line with this trend, one of our critical considerations as a hardscapes manufacturer is to scrutinize our installation processes. It is important to lean on technology, utilize the latest mechanical install techniques, and also innovate different types of equipment designed for lifting, setting and placing our materials. Shifting the focus from production best practices to improving install efficiencies helps meet the needs of contractors. Industry experts help us identify these needs and call out areas with room for improvement in tools and equipment—expanding the lens for innovation.

With unprecedented demand, we must consider the building blocks of our industry and where we are heading. There is no longer a need to lift by hand. Leveraging efficient equipment can encourage a lifetime career for industry professionals and is more attractive for recruiting the next generation.

Incoming innovations, such as 3D design and augmented reality (AR) solutions, are hitting the market to help consolidate the design process and allow professionals to show a more immersive version of their design plan to customers. To help alleviate some of the pain points causing installation disruptions, con tractors need to iron out the plan ning process and streamline their projects using technology.

The future of hardscapes starts with a fresh way of thinking for the industry, leaning into modular, tem plated designs and innovative tech nology and equipment for execution. regions. BP

JOE RABOINE

Joe Raboine is the director of residential hardscapes at Belgard (www.belgard.com).

MIRAGE QUARZITI and Mega-Arbel pavers from Belgard were used around this fire pit to create a cohesive space.

NATURE WALK was built using Belgard’s Mega-Arbel pavers.

WHAT’S COOKIN’ IN OUTDOOR KITCHENS

WHEN IT COMES to creating an all-season outdoor oasis that creates a transitional extension between the inside and outside of your home, nothing says outdoor living more than an outdoor kitchen. With stylish designs that seamlessly coordinate with any aesthetic and an abundance of options to choose from, it’s not surprising these amenities remain a hot commodity all year long.

“Outdoor living is no longer restricted to spring and summer, nor reserved for certain parts of the country,” said Leslie Adkins, VP of marketing for Trex Co., which offers a line of outdoor kitchens manufactured by Danver. “Thanks to new high-performance materials

and innovative design approaches, people everywhere are transforming their outdoor spaces into multi-seasonal extensions of their homes.”

Flexible options are a must

A key to making these spaces functional year-round is having options that are flexible enough so they can work in a variety of outdoor living spaces.

For example, installing cabinetry as a separate sideboard or bar can help merge the kitchen with low seating or dining elements, according to Mitch Slater, president and owner of Danver. Likewise,

STYLISH OPTIONS MAKE OUTDOOR LIVING SPACES SIZZLE

installing an outdoor kitchen immediately next to the pool, with the potential for swim-up eating and dining, can help integrate outdoor entertaining features.

A clever, outdoor kitchen solution is Danver’s Post and Panel System (PPS). The PPS is a first-ofits-kind outdoor kitchen solution that was designed for multi-family properties. It is an extension of outdoor cabinetry designed for shared common spaces, rooftop destinations, or anywhere counter space is needed but storage is not.

Constructed of stainless steel and powder coated for a modern aesthetic with exceptional durability, the PPS integrates the look of

EXPANSIVE AND FUNCTIONAL kitchens, such as this showplace from Danver, are built to withstand the elements so homeowners can enjoy year-round outdoor dining.

Danver’s existing cabinetry, while eliminating unnecessary storage areas and weight. Engineered to provide strong countertop support, the simple, inline design makes design flexibility a priority by accommodating a wide range of lengths. It also features removable panels that can easily be switched out.

In addition, Danver recently released its Cosmopolitan Table Collection that is designed to blend seamlessly with Danver’s other outdoor kitchen products so homeowners can build their kitchen space over time. The collection

is the brand’s first table offering and its latest collaboration with celebrated architect, designer, and creative director Daniel Germani.

The collection includes three new tables: the Cosmopolitan Prep Table, Cosmopolitan Dining Table, and Cosmopolitan Cooking Table. The Cooking Table introduces innovative Invisacook induction technology, that works both in a smaller outdoor space where an open flame is not permitted, or as a warming table in a larger-scale outdoor kitchen. The tables are constructed of durable, powdercoated, stainless steel.

Design with the inside in mind

Design has become a top priority for customers. According to Slater, a growing number of homeowners are prioritizing their outdoor kitchens and planning for them just as they would any interior room, including dedicating larger footprints and budgets to these living spaces.

“Outdoor kitchens have come a long way over the past two decades,” he said. “What began as a grill and food prep station against the house has evolved into a robust outdoor entertaining space that can flow seamlessly with any indoor aesthetic. Creating an outdoor space that maintains the interior aesthetic is one of the easiest ways to help outdoor design feel cohesive and intentional.”

Nature-inspired greens and blues remain a favorite among homeowners. “As bigger and brighter colors make their way into the home, our powder-coated hues span a large range of colors–like fiery Chili, sophisticated dark green Chromica Feroe, and crisp Sea Spray–and provide homeowners with a selection to fit any aesthetic,” Slater said. “These new colors reflect the forecast for bold colors finding a more prominent home in outdoor design–especially since many homeowners are more willing to take risks for their outdoor living spaces in particular.”

Tailor-made cabinetry

As the color choices have evolved, so too have the cabinet configurations. For example, the Danver and Trex kitchens feature stainless steel cabinets that are available in a wide range of configurations, in 3” increments, for nearly unlimited design possibilities. All cabinetry is madeto-order in either 304 or 316L grade stainless steel.

It’s a small wonder with so many options and colors available in outdoor kitchens, homeowners will want to eat anywhere but indoors if everything they need to keep the food hot and the company fed is outdoors in a stylishly designed outdoor living space. BP

NATURE-INSPIRED GREENS are a popular choice for homeowners who want to create a functional, yet luxurious outdoor living space.

EYE-CATCHING COLORS in the Trex Outdoor Kitchen collection transform any outdoor living space and make it an inviting place to entertain guests or enjoy a family meal.

ALWAYS AND NEVERS

BY JAMES OLSEN

THERE ARE stylistic differences in sales. Some sellers are more relationship based and laid back, while others are more hustle/bring value serious type sellers. Master Sellers calibrate their style to the customer preference. While style is important, there are approaches that are always and never techniques.

Never

Ask a customer, “What do you need today?” This brings zero value. It says, “Will you do all the work and tell me what you want and what you want to pay?”

There are some charming sellers who can get away with this. These sellers are about one in 40, so if you are Mr. or Ms. Charisma, I am happy for you, but for the rest of us this approach will create a lot of poor treatment—it’s irritating to busy buyers to deal with lazy sellers— and deservedly so.

I tell charismatic sellers, “Yes, you can get away with the lazy albeit charming approach, but your career will grow bigger and faster if you add value beyond your great personality.”

Always

Offer customers multiples of multiple items. Many sellers come to customers with one of one item. These calls are short, uninteresting, and low value for the customer and low potential for the seller. The Master Seller brings multiples of multiple items which brings more value to the customer, gives the Master Seller more chances to get an order and sends the message to the customer that they are dealing with a volume supplier, not a onesie-twosie salesperson plead ing for scraps.

Why don’t most sellers bring more items to calls? Because it’s more work.

Never

Call customers inconsistently. This sends the message that we’re only there for the order, that we’re just a deal sell er, not a relationship seller who wants to bring persistent and consistent value. In addition, it makes building the relation ship with the customer more difficult because of the inconsistency of contact.

Always

Call customers in a consistent way. I prefer the same time and same day. This way the customer learns to expect us and count on us. We become part of their “business rhythm.” We begin to integrate ourselves into their business.

Sellers will say to me, “I only want to call them when I have a good deal.” This is a flawed strategy. First, hustle hard(er?) to find good deals. Second, our job is to be consistently competitive. We won’t always have the best deal, but consistent competitiveness trumps the occasional best deal over the long run.

Never

Flip prices. We are not in a hurry to give our customers a price.

Always

Find out the need behind the ques tion before we give the price. When a customer asks us for a price (inquiry), we slow the process down and ask ques tions first. Is our customer just pricing their inventory? Checking the market? Did they just buy three and want to see what we would have quoted? Keeping their favorite supplier honest?

When we slow the inquiry process down, we send the message that we care that we are professional, and that we expect to get the business.

Grade? Species? Tally? Quality of supplier? Shipment? Volume? What are we thinking of paying? When are you going to buy this? And any options on the above before we give a price.

Never

Give the prices without asking for the order.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Seller: “We can get those into you at $650/MBF.” (Then silently wait for the customer to buy.)

The problem with this approach is it works, leading many to think it’s good. It works. It just doesn’t work as well as...

Always

Asking for the order when we give the price.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Master Seller (after asking the ques tions above): “We can pick those up for $650/MBF, which is a good deal. Do you want to put those on?”

This approach not only garners more orders, it also sends the correct mes sage that we expect to get the order(s), which over the short and long term will bring us more business.

JAMES OLSEN

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@realitysalestraining.com.

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HOW MANY SALES CALLS SHOULD YOU MAKE IN A DAY?

BY DAVE KAHLE

Q. HOW MANY appointments or conversations per day or per week should a salesperson make in order to be successful?

A. I have no idea. How’s that for an answer you’re not expecting?

OK, you know by now that doesn’t mean I don’t have anything to say to this point. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appoint ments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 50 to 60 conversations per day. On the other hand, I regularly spent a half-day with one customer. And that one account probably bought more from me than several hundred of the phone sales accounts.

Which hits to the heart of the issue. The factor that most determines a reasonable number of appointments is the potential dollar value of the sale. The larger the potential dollar value of the sale, the fewer calls should be made. That’s because the nature of the sale requires more in-depth relationships and more involved sales dialogues. Each call is more complex, and takes longer. You can’t make as many calls.

On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they’d need to make many times the number of calls that

I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.

So, the first thing to consider in developing quantifiable expectations is the potential value of the sale.

The second is a variation of the first. In order to be profitable to the company, each salesperson’s total costs must fall within a certain range. We’ve done extensive research on this, and I can give you a broad rule of thumb. I believe that, generally speaking, salespeople’s total cost to the company should not exceed 25% of the total gross profit they pro duce. For example, let’s say you have a salesperson who makes $50,000. When you add in the cost of expens es, fringes and taxes, the salesper son actually costs you $68,000. So, if you use the 25% rule-of-thumb, that salesperson should bring in at least $272,000 in gross profit in order to be profitable to you.

Armed with this calculation, the next question is, “How many sales calls does this salesperson need to make in order to generate $272,000 of gross profit?” That will help shed some light on the subject. One caveat: the 25% figure really is a very broad rule of thumb. I know of some cases, like sub-reps for independent agents, where the number could be higher. And, for many industries, like wholesale distribution, I advocate a smaller number, like 13% to 17%.

Another thing to consider is past history. If you’ve been in business for a while, you should have some sense of how many calls or appointments it

takes to be successful. If you haven’t tracked that number, it may be a good exercise to track it for all your reps for a couple of months, and then to use that as a guideline.

Having said all of that, I don’t think the number of calls is an important issue for most salespeople. It does have some application to guide a new salesperson to an appropriate level of activity. After that, however, there are other measurements that are more important: the quantity and quality of sales opportunities unearthed. In other words, if your salesperson can uncover $1 million worth of viable sales opportunities in five calls a week, more power to him. If another makes 25 calls to uncover the $1 million, so be it.

Figure out what a viable quan tity and quality of opportunities per salesperson is and track them. It’s closer to the mark than calls. The number of calls measures the amount of raw activity in which your salespeople engage. The quantity and quality of sales opportunities measures a more significant thing— the amount of worthwhile activities in which your salespeople engage.

DAVE KAHLE

Dave Kahle is a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.

HOW TO USE SOCIAL MEDIA: 5 TIPS

BY KIM DREW

IF YOU HAVEN’T branched out into social media to showcase your dealership and what you have to offer, now is the time.

Recent national consumer re search by the Northeastern Lumber Manufacturers Association revealed the number one place homeowners go for product and project inspiration is social media. These same consum ers are the ones working with your customers, so why not up the ante in what you’re offering your customers to help them stay ahead of trends?

The bread and butter: Variety is the spice of social media. If you post the same things over and over, your audience will stop liking your posts. If they stop liking your posts, the posts will fall lower in the algorithm, mean ing they won’t be seen. Keep it fresh and exciting! You don’t have to post every single day, but plan on at least two to three times a week. Make the posts different and visually exciting: use graphics, photographs, or even memes (as long as they’re appropri ate). And please, for the love of all that is beautiful wood, use proper spelling and punctuation.

Assuming you already have social media channels created and active, here are easy tips to help build a con tent flow to engage key audiences.

Educate: Your Services

Customers might know you for one product or service you offer; take

the opportunity to raise their level of awareness with regards to everything your dealership offers and sells. But not all at one time! Consider creating a specific content calendar just for services/key products: Each Thurs day, post about a specific service or product you offer. Share details, how the service/product will make some one’s job or life easier, and always include a graphic or photo.

Educate: Deep Dives into Trends

If you’ve been selling wood for any length of time, you know what some of the trends are by now. Make these trends your own and tailor them to you and your dealership by sharing information that’s yours alone: this can be research you’ve done about this trend in your geographic area, or it could take the direction of a case study of a successful project in which your company has participated. Find what’s popular and update or enhance the material to make it spe cific to you. This is how you engage customers online!

Photos, Photos, Photos

Inspiration is what it’s all about, and no one does gorgeous inspira tional photography like the wood industry. Go out there on the internet and grab some of these gorgeous photos (with permission!) and share them on your social channels. Or use your own photos to showcase the

A SPECIAL SERIES FROM

multiple ways in which the wood you sell can upgrade and enhance any style of home.

Success Stories

When homeowners are looking for inspiration ahead of their next home build or renovation project, they want to see what others have done. Mining for ideas and inspiration is where the internet and social media shines: Throw the spotlight onto customer projects (with their permission!) to show what projects you’ve helped with, what’s possible using wood, and where to start. Highlight how the wood you sell made this project more useful/more beautiful/more sustainable. Ask your customers for photos of their projects and get their permission to share online; everyone wants to show off their gorgeous home improvement successes!

Consistency is Key

If you’re the type to post once or twice… then not again for a few weeks because you’re busy, think long and hard about engaging social media as a tool. Much like other com munications tools—PR, for example— consistency and constancy are key. The changing of minds take time but it’s well worth the effort!

– Looking for some beautiful wood photography to highlight? Please visit www.nelma.org and click on Consumers, then Inspiration.

else

is playing with fire

is playing with fire

SCARY HR STORIES

------------ BY PAIGE McALLISTER

FALL IS HERE, the time of year people gather around and tell each other scary stories. Unfortunately, the workplace has its fair share of these stories too. By bringing them to light, we hope they can become import ant lessons on what to do and not do.

Trick-or-treat — Unwelcomed birthday party cost employer $450,000: Knowing that the company cele brates employee birthdays, an employee asked the office manager to not throw him a party. However, the office manager did not pass along the request and, while he was away, co-workers planned a birthday celebration for the employee. The employee then suffered a panic attack, so he avoided the party and sat in his car during the lunch break.

AND LESSONS YOU CAN TAKE FROM THEM

A. Probably. If you own and maintain the parking lot and the employee was injured while coming to or from work, then it may fall under Workers’ Compensation. If not, it may fall under your property liability insurance.

If the parking lot is maintained by someone else, such as with an office building, it may fall under their liability insurance but could still also fall under your Workers’ Comp.

Some states even have Workers’ Comp laws that extend coverage to employees walking to and from work on public sidewalks and streets if they are required to park a distance away from the worksite.

In addition to insurance liabilities, you would need to consider any company or mandated leave laws and reasonable accommodation while they recover from the injury.

Whenever an employee is injured at or on the way to or from work, we recommend consulting your insurance carrier and HR consultant to determine the best course of action to protect yourself and to ensure the employee receives all benefits and protections they are entitled to.

The next day two supervisors confronted him about his behavior which prompted him to have another panic attack, turning red in the face and yelling at his super visors to be quiet. The employee used a coping method which involved clenching his fists, causing the supervi sors to feel threatened, so they sent him home and told security to not allow him back.

Even though the employee texted apologizing for his behavior and explained it was how he copes with panic attacks, the company fired the employee citing fear of physical harm and that his panic attacks did not meet the ADA-level of disability. The employee filed a claim for adverse employment action due to his disability. The jury agreed and awarded him $150,000 in lost wages and $300,000 for his suffering.

Moral of the story: Honor an employee’s request to not be involved in company traditions or public outings that are not directly related to their job duties.

Mummies — Applicant’s mom comes to interview: A recruiter had an interview with a 19-year-old young man for a summer internship. While it seemed to be a normal interview, the young man’s mother appeared a few min utes later apologizing for being late as she was parking the car. The mother then joined the interview, continually interrupting to extol her son’s accomplishments and explain why the company should hire him. In fact, there are numerous stories of parents involving themselves in the hiring process for their children, including submitting their child’s resumé on their behalf, asking to represent them in the interview since their child was “busy,” or calling to negotiate a higher salary.

Moral of the story: Be prepared for outsiders intruding into the process. Calmly and respectfully explain to both the child and parent that the hiring process is an inter action between the company and the applicant, which is best one-on-one. Once hired, all personnel information is confidential and can only be discussed with the employee.

Q. My employee tripped on a pothole in our parking lot and broke their arm. Do we have any obligations?

Ghosted — Employees and applicants disappear with no notice: There are numerous stories of potential and current employees ghosting their employers. Applicants fail to respond to interview requests or candidates who have been interviewed or even offered a job disappear with no warning. Even current employees, regardless of length of service, have been known to work without is sues and then POOF… without warning they do not show up to work, do not call in, and do not respond to manag ers who reach out not only to find out if they are coming in but if they are okay.

Conversely, several companies have ghosted job can didates as well. Even though recommended practice, not every application gets acknowledged or sent a rejection letter early in the hiring process. However, companies have been known to interview candidates, promise follow-up, and even make a preliminary offer of employ ment but then never contact that candidate again.

Moral of the story: Establish clear communication expectations for every stage of the hiring process and employment lifecycle. Let candidates and employees know that they are valued and who and how to reach out to communicate any issues they have. And be sure to have a welcoming, open communication style so people do not feel disappearing is their only option.

Costumes (Not) — Employees not allowed religious garb or grooming: Companies often have dress and appearance requirements, some due to safety while others are to achieve the desired “look” the company wants their employees to present. The EEOC protects

employees’ rights to follow the attire and/or appearance requirements dictated by their religious beliefs. However, companies often enforce their requirements for all employees without making reasonable allowances, such as skirts for women who are not allowed to wear pants or not hiring a woman who wore a headscarf to an interview (whose case was actually affirmed by the U.S. Supreme Court). Companies have had to pay large settlements due to not giving employees who wear beards and long hair the same employment and promotion opportunities.

While some requirements do not need to be accom modated due to critical factors such as safety as long as enforced consistently for all employees, many dress codes allow for some flexibility.

Moral of the story: Review your dress code to evaluate its requirements for “wants” vs. “needs.” If an employee makes an accommodation request for any legitimate reason, consider if the appearance policy can be flexed to honor the employee’s rights while maintaining safety and keeping the general “look” desired.

PAIGE McALLISTER

Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with Affinity HR Group. Reach her at (877) 6606400 or contact@affinityhrgroup.com.

HISTORY-MINDED NC LUMBERYARD ADDS HARDWARE STORE

With a nod to the past, Grand father Lumber, Pineola, N.C., has opened a full-service hardware store at its former site of century-old CL Loven Sawmill in Pineola, N.C.

Ryan Whelan purchased the property in 2019, intending to pre serve the history of CL Loven. The lumberyard specializes in custom beams for homes. It makes use of some of CL Loven’s older machin ery, some of it dating back to the early 1900s, according to store man ager Richard McKinney.

Though it has a young staff—all under 40—everyone is a lifetime local who appreciates the legacy of CL Loven. And in case any of the old equipment proves finicky, former longtimer Wayne Buchanan has offered to troubleshoot or demon strate how the machinery works.

The business has now added Grandfather Lumber Hardware Store, providing everything locals need to build a house.

RP ACQUIRES 50-YEAR-OLD

ILLINOIS DEALER KIEFFER LUMBER

R.P. Lumber Co., Inc. has acquired Kieffer Lumber in Mount Carmel, Il., becoming the chain’s 59th Illinois location and 85th location overall.

“My family has been in the hardware, lumber, and construction businesses for many years,“ said Kieffer Lumber manager Duane Kieffer, whose parents opened the yard in 1972. “We’ve been blessed with a good business and good customers, and now we’ve decided to hand the reigns to a peer of the highest caliber as our family made decisions regarding the next steps for our business.”

He added, “Some of my family will continue on with the business. As we explored this process with profes sional advisers it was very important that we selected a buyer my parents and I would be comfortable with, and the team at R.P. Lumber checked the boxes that were important to us. Our community is important to us, our customers are important to us, our vendors are important to us, and our family is, of course, important to us.”

“This new location not only allows us to bridge the gap between several of our existing locations, but it helps us better serve some of our great southeastern Illinois and west ern Indiana customers,” said R.P. president/CEO Robert Plummer.

The deal closed Sept. 23, and the store began operating as R.P. Lum ber the next day.

Big C Lumber, Granger, In., has purchased 30-year-old Delton Pole Building Supply Co., Delton, Mi., and named Kelly Parker its new GM.

Aubuchon Co. agreed to buy 50-year-old Campbell’s True Value’s stores in Madison, Skowhegan, Winslow and Farmingdale, Me., from Brent Burger. When the deal closes late this year, Aubuchon will operate 112 stores in eight states.

Curt’s Ace Hardware, Bristol, Va., opened store #3—in Gray, Tn.—with branches in Erwin and Elizabethton, Tn., and Abingdon, Va., to open later this fall.

Cutchogue Hardware, Cutchogue, N.Y., has been put up for sale with the retirement of Robert Molchan, owner since 1993.

Gerrity’s Ace Hardware added branch #4 in Shavertown, Pa.

Ace Hardware, Gretna, Ne., relocated Sept. 30 to a larger storefront.

Tomahawk Ace Hardware, Tomahawk, Wi., has been acquired by Medford Cooperative.

Horizon Distributors is opening new branches in Raleigh, N.C., and Brookshire, New Braunfels, and Denton, Tx., by the end of the year.

True Value Co. has expanded its partnership with Toro to provide the co-op’s independently owned retailers with access to the complete line of Toro’s batterypowered Flex-Force 60V outdoor power equipment.

Builders FirstSource, Dallas, Tx., has been named 2022 Distributor of the Year by D.R. Horton.

Hermann Lumber, Hermann, Mo., recently held a two-day celebration in honor of its 100th anniversary.

Nation’s Best, Dallas, Tx., hosted its inaugural golf tour nament Oct. 3 in Dallas, raising $260,000 to support the mission of Arrivederci ALD and find a cure for the debilitating disease.

REDWOOD

OLD-TIME lumberyard is expanding to hardware.

REDWOOD

WEHRUNG’S GROWS IN PENNSYLVANIA

Ottsville, Pa.-based Wehrung’s Family of Businesses held a grand opening Oct. 22 to show off its newest location, in Macungie, Pa.

Third generation Wehrung’s purchased Dries Do It Center in 2021. The store has remained open to serve professional and DIY customers throughout a roughly $3 million investment in an extensive renovation and restocking process.

From professional contractors to DIYers, Wehrung’s Macungie aims to be a “one-stop shop,” said Brad Jacobs, vice president of purchasing at Wehrung’s Family of Businesses and general manager of Wehrung’s Macungie.

“Our company culture is big on employee retention. Many of our employees are long term, serving the building industry for 15, 20, 30 or more years,” Jacobs explained.

Relationships are at the core of Wehrung’s mission statement, which allowed the company to continue to serve customers at all its locations through strong, established supply chain vendors.

NORTH AMERICAN SPECIALTY LAMINATIONS ACQUIRES WISCONSIN PREFINISHERS

North American Specialty Laminations, Osseo, Wi., a division of investment firm Building Industry Partners, has acquired both Midwest Prefinishing and Premium Prefinished Products, Middleton, Wi.

NASL is the North American leader in differentiated lamination and specialty fabrication solutions to the building products industry. Midwest Prefinishing and Premium Prefinished Products are best-in-class providers of prefinishing services for interior doors, moulding, and stair parts markets. Together the sister companies represent the largest independent prefinishing operation in the U.S.

The acquisition strengthens NASL’s prefinishing expertise, a critical capability for customers that demand color in building products. The newly combined company will continue to expand its footprint nationally in pursuit of helping its customers flexibly respond to market pressures around capital investment, labor constraints, and raising transport costs.

BRIEFS

ABC Supply Co. has added new branches in Gibbon, Ne. (Kalvin Lonowski, mgr.); Pottstown, Pa. (Dave Cahin, mgr.); Haslet, Tx. (Anthony Favara, mgr.); Danvers, Ma. (Christopher O’Leary, mgr.); and Cleveland, Oh. (Joey Fornaro, mgr.).

Beacon added new branches in College Station, Lubbock and Sherman, Tx.

L&W Supply has acquired the assets of Dana Wallboard Supply, Tyngsborough, Ma.

New Castle Building Products, White Plains, N.Y., paid $1 million for a 4-acre site in Berlin, Ct.

PotlatchDeltic Corp., Spokane, Wa., has completed its merger with CatchMark Timber Trust, Atlanta, Ga. James DeCosmo, who has served on CatchMark’s board since 2020, is now a PotlatchDeltic director.

Contract Lumber, Pataskala, Oh., has acquired 50 acres in Walterboro, S.C., to better serve the Charleston and Savannah markets.

Hood Distribution delivered an order of Chelsea Building Products’ Everlast siding as the inaugural shipment from its recently opened DC in Hagerstown, Md. Hood has sold Everlast since 2016.

BlueLinx is now distributing MoistureShield composite decking products from its branches in Dallas and Houston, Tx., and will expand to San Antonio, Tx., in early 2023.

United Treating & Distribution, Muscle Shoals, Al., is now distributing MoistureShield’s Meridian line.

DW Distribution will supply Trex products through its facilities in Arlington, DeSoto and Round Rock, Tx., and Oklahoma City, Ok.

U.S. Lumber’s distribution centers in Stillwater and Big Lake, Mn., are now carrying Silvermine Stone mortarless stone veneer siding in Wisconsin, Minnesota, North Dakota, South Dakota, Iowa, and Northern Illinois.

Atlantic Plywood is now offering Uniboard from its Bolingbrook, Il., location, including an exclusive palette of 24 specifically selected colors of TFL.

Zuern Building Products will add 25,000 sq. ft. of space to its corporate headquarters in Slinger, Wi.

National Kitchen & Bath Association relocated its corporate headquarters from Hackettstown, N.J., to Bethlehem, Pa.

Koppers Recovery Resources has entered into a new five-year, $50 million agreement with a Class I railroad customer to collect and manage end-of-life railroad crossties and other materials.

LP Building Solutions’ LP Foundation has named the Gary Sinise Foundation’s R.I.S.E. Program its first national non-profit partner. As part of the announcement, the LP Foundation made an initial $100,000 donation.

Associated Materials, Cuyahoga Falls, Oh., is celebrating its 75th anniversary.

WEHRUNG’S has refreshed and renamed the Macungie, Pa., yard it acquired last year.

Mark A. Scherer, chief operating officer, Scherer Bros. Lumber, has added the title of president. He succeeds Peter Scherer, who remains chairman and CEO. John Scherer was elected to the board. Rachael M. Scherer, former chair, has retired from the board.

Chris Galvin, president and chief operating officer, Andersen Corp., Bayport, Mn., will succeed Jay Lund as CEO when he retires on Jan. 1, 2023.

Sandra Dion, ex-Lowe’s, is now a buyer with Jackson Lumber & Millwork, Raymond, N.H.

Cody Green has joined the United Treating & Distribution sales team in Muscle Shoals, Al.

Jim Fitch, ex-Pella Windows & Doors, has been named mgr. of Tart Lumber Co., Sterling, Va.

Robby Harrell is new to outside sales for Culpeper Wood Preservers’ plant in Sweetwater, Tn. Tristan Hanks is now in outside sales for Culpeper’s plant in Shelbyville, In., and Mike Elmore in outside sales for the North Carolina market.

Paul Mills has joined the contractor sales team at Garris Evans Lumber Co., New Bern, N.C.

Aaron McClain, ex-Midwest Hardwood, has moved to Church & Church Lumber Co., Wilkesboro, N.C., as assistant mgr.

Dawn Jobst, ex-Kimal Lumber, is now sales coordinator at Tibbett’s Lumber, Port Charlotte, Fl.

Howard O’Neil has been promoted to division mgr. of forest products for Do it Best Corp., Fort Wayne, In. Jon Timmerman is now product sales mgr. of panels-West; Mallory Bates, merchandise mgr. for building materials; David Bryant, associate forest products trader; and Jen Nordmann, associate merchandise mgr.-global sourcing. New to Do it Best are Gabbie Toenges, LBM sales support coordinator; Mykaela Crowell, associate merchandise mgr.; Tahnea Cayce, merchandise coordinator; Jessica Carroll, marketing programs specialist; and Melissa García, consumer marketing specialist.

Charles Gray has joined the outside sales force at U.S. Lumber, Columbus, Oh.

Will Schwartz was named president of UFP Retail Solutions, Grand Rapids, Mi., effective Jan. 1, 2023. He replaces Allen Peters, who is moving into the newly created role of executive VP of innovation.

Gideon Jenkins, CSX, Jacksonville, Fl., has been promoted to senior sales mgr.-forest products.

Ian Pontious, ex-Kuiken Bros. Lumber, has joined Huston Lumber, Oldwick, N.J., as inside sales mgr.

Mark Sabich, purchasing agent, has retired after 39 years with 84 Lumber, Eighty Four, Pa. David Guy, ex-Olde Saratoga Millwork, is new to outside sales for 84 in Albany County, N.Y.

Jennifer Stringfellow is a new inside sales/purchasing asst. at Lumber One Home Center, Little Rock, Ar.

Steve Staryak, ex-Lawrence Lumber Co., has been named VP-sales & marketing for New River Hardwoods, Mountain City, Tn.

Jeffrey Pettit is the new branch mgr. of L&W Supply, Columbus, Oh.

Shannon Drew-Wade is now a cus tomer care specialist at Hill Motely Lumber Co., Bowling Green, Ky.

Amy Boggs is now with Contract Lumber Co., Pataskala, Oh., as purchasing mgr. Tom Miller is a new BisTrack specialist.

Roee Lachmish is new to sales at Brazilian Lumber, Hollywood, Fl.

Chad Doughty, ex-Lowe’s, has joined Bender Lumber, Linton, In., as mgr. in training.

Rich Koerbel has been appointed Columbus, Oh., regional sales mgr. for H&S Forest Products.

Phil Stephens was promoted to VP of Horizon Distributors, Covington, La. Chris Hudson is now senior director of supply chain.

Pary Flynn is new to sales at Liese Lumber Co., Belleville, Il.

Tammy Scates, Cal-Tex Lumber Co., Nacogdoches, Tx., has been promoted to purchasing agent.

Brent Jones is now with Viking Forest Products, Minneapolis, Mn., as a trader trainee/panels assistant.

Keith A. Haas and Marietta Edmunds Zakas were appointed to the board of BlueLinx Holdings, Atlanta, Ga.

Tony Cook was promoted to regional field mgr. at Northwestern Lumber Association, Eden Prairie, Mn.

Rose Lee, president and CEO of Cornerstone Building Brands, was presented the Pinnacle Award by the Asian American Business Development Center.

Thurston Unger is leading a new employee weight-loss program for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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LOWE’S TESTS VIRTUAL STORE MODELS

Lowe’s Cos. has created in-depth, interactive 3D models of two of its stores to glean greater insight and visibility into inventory data and store layouts.

Called “digital twins,” the models are basically virtual replicas of the physical stores, updated in real time with information from sensors and point-of-sale devices, such as cash registers. Digital twins are currently being tested for its Mill Creek, Wa., and central Charlotte, N.C., stores.

According to the Wall Street Journal, the virtual models can help store planners optimize layouts and better perform analytics on inventory and sales data. Employees on the ground can access their store’s model by wearing augmented reality headsets, which

project detailed information about the inventory in front of them, including partially obscured items in hard-to-reach places. When restocking or reorganizing inventory, clerks can check their work by overlaying a hologram of the twin over the actual version to make sure they’ve put everything in the right place.

So far, the models have allowed Lowe’s to learn when two specific products are commonly bought together, so they can then be positioned closer to each other.

Lowe’s is unsure when or if it will produce digital twins of additional locations, but—if it did so—priority would be given to branches that frequently update their layouts to focus shoppers’ attention on seasonal products.

DMSI PURCHASES SIMPLY COMPUTING

DMSi Software has acquired Simply Computing International, a leading provider of handheld inventory software for the hardwood and softwood industries.

Based in Brewer, Me., SCi has offered unique busi ness management software for over 30 years. Barry Hodgkin, founder, will join DMSi to ensure a smooth customer transition and to guide the software’s future direction.

“We are excited to bring SCi into the DMSi family as we expand our solutions for the hardwood industry,” said Henry German, president of eLIMBS, LLC, a DMSi company. “They have a proven track record of suc cessfully serving hardwood and softwood businesses and will help us deliver the best software experience available to this market for years.”

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SCAN ME

PILOT PROGRAM: Lowe’s store in Mill Creek, Wa., has a “digital twin” that allows the chain to improve store planning, layout and stocking.

ORGILL TO BUILD NEW DC IN GEORGIA

Orgill, the world’s largest and fastest-growing independent hardlines distributor, announced plans to build a new, state-of-the-art 800,000-sq. ft. distribution center in Tifton, Ga.

The new facility will replace Orgill’s current distribution center in Tifton, which opened in 1995 and is currently the oldest location in the company’s network.

Including its current Tifton loca tion, Orgill operates eight full-ser vice distribution centers throughout the U.S. and Canada, including addi tional sites in Inwood, W.V.; Sikeston, Mo.; Hurricane, Ut.; Kilgore, Tx.; Post Falls, Id.; Rome, N.Y.; and London, Ontario.

The investment in the new facility underscores Orgill’s commitment to enhancing its distribution capabili ties and maintaining one of the new est and most advanced distribution networks in the hardlines industry, according to Boyden Moore, Orgill’s president and CEO.

“Twenty-seven years ago we opened our second distribution center ever in Tifton which was a huge milestone and foundational step in our growth to a national and international distributor. Many of our managers and employees in Tifton today helped us open that distribution center in 1995. Today,

that team will lead the company into the next step in automation and effi ciency at Orgill,” Moore said. “Get ting products to our customers in a timely and efficient manner is core to serving our customers. This new facility will enhance our ability to do that and ensure that we deliver on our promise to help our customers be successful.”

technologies to create greater effi ciencies that enhance productivity, and accuracy,” says Randy Williams, Orgill’s executive vice president of distribution. “We also project that, with the larger facility, the number of employees at the location will grow in the coming years.”

Orgill’s plans call for the replace ment facility to be located in close proximity to its current distribution center, which will make transitioning to the new location easier for em ployees, according to Williams.

“We have a great team at Tifton right now and we are excited about the opportunities this will create for them,” he says. “Along with design features and the latest in distribu tion technology, additional enhance ments in the new facility will include features such as air conditioning and productivity tools to make our world-class team more comfortable and efficient.”

Orgill’s existing facility in Tifton measures approximately 650,000 sq. ft. and employs about 355 local residents. The expanded facility will not only add additional capacity at the site, but it will also bring addi tional jobs to the community.

“The new distribution center will help increase our capacity, but at the same time we will be building in new features and utilizing new

According to Williams, work on the new site will begin toward the end of 2022, with an anticipated completion date in early 2024. Orgill will wind down operations at its current facility to coincide with the opening of the distribution center.

Orgill is working with its long time partner, Georgia-based ARCO Design/Build, for planning and con struction of the new location.

STATE-OF-THE-ART distribution center will replace Orgill’s existing facility in Tifton, Ga.

“THIS NEW FACILITY WILL ENSURE THAT WE DELIVER ON OUR PROMISE TO HELP OUR CUSTOMERS BE SUCCESSFUL.”

WESTLAKE EXPANDS IN OKLAHOMA

Westlake Ace Hardware has signed an agreement to build a new store in Jenks, Ok., which will be come its 15th location in the state.

The store will feature 13,000 sq. ft. of retail space. Construction of the building will begin in early 2023, with a tentative opening in late 2023.

In addition to offering services such as key cutting and automotive key fob replacement, propane tank exchange, and knife sharpening, the store will sell lawn and garden

supplies, fasteners, tools, plumbing, and electrical supplies. It will also feature several specialty depart ments and store-within-a-store con cepts, including The Paint Studio, Backyard BBQ, and Outdoor Power Equipment departments.

ACE ADDING 165+ STORES IN 2022

Ace Hardware has opened well over 100 stores so far in 2022, with the total expected to reach at least 165 by the end of the year.

To keep pace with the growth, Ace continues to invest in expand

ing its distribution network to house more inventory closer to the growing number of Ace stores and customers. The company plans to add 4.4 million sq. ft. of capacity to its distribution network by opening three new warehouses in the next five years. That’s in addition to the more than 2.5 million sq. ft. it’s added in the past four years.

“With over 100 new stores already opened for the year, we remain enthusiastically bullish about the continued prospect for new store growth,” said Ace CEO and president John Venhuizen. “I applaud our local Ace owners for the pace with which they’ve inte grated our digital efforts with our physical assets. Seventy percent of Acehardware.com orders are picked up in store and 20% are delivered to customers by our own red-vested heroes.”

Ace operates more than 5,600 stores in all 50 states and 70 coun tries, with global sales topping $20 billion. Ace has opened more than 840 stores in the past five years.

BEACON STRENTHENS ECOMMERCE

Beacon has partnered with SumoQuote to provide a seamless integration of SumoQuote’s tech nology with Beacon’s eCommerce platform, Beacon PRO+, to deliver a streamlined process to build custom quotes.

“Through strategic investments in new technology like SumoQuote, we’re helping contractors save time, manage their work more efficiently, and enhance their business,” said Jonathan Bennett, chief com mercial officer at Beacon. “This integration with Beacon PRO+ will help contractors create custom, accurate quotes for each client in minutes so they can win more jobs. We are pleased to continue to add digital integrations which are an element of our Ambition 2025 growth plans.”

With the integration of PRO+ into SumoQuote, contractors can access live material costs for accurate and up-to-date calculations, sync their pricelist with multiple Beacon locations for hassle-free quoting in every area they operate, and generate and send a Beacon-ready material order from a signed quote directly in SumoQuote.

CONNECTING at recent DMSi conference: [1] Alycia Hoffart, Building Products Inc.; Cindy McCarville, DMSi; Nancy Bicket, Sprenger Midwest. [2] Hunter Shelley, Jim Petry, and Erica Lee, Tri-State Forest Products; Sam Calloway, Division 7 Supply. [3] Trevor Donaldson, Max Bade, and Crystal Jahn, Biewer Lumber; Josh White, Worldview Ltd.; Biewer’s Jennifer Tauscher. [4] Andrea Whitney-Jones and Victoria Stewart, Rogue Pacific Lumber; Dan Barklow and Lynnsey Dunn, Western Lumber. [5] Mark Spitza, Kelly Jonson, and Alex Hanyard, Alpine Plywood. [6] Camille Torres, Concannon Lumber; Sara Kropp, Phillip Elenbaas Millwork; Rachel Harbottle, Michelle Mullison, and Jane Ryan, Concannon; Corey Hanna, Elenbaas Millwork. [7] Commercial Roofing Specialists’ Amy Daniely and Michael Harrel flank DMSi’s Joe Lengyel.

DMSI HOLDS RECORD-BREAKING USER CONFERENCE

DMSi’s enjoyed its highest turnout ever at its recent Partner Connect user conference in Omaha, Ne.

During the annual event, customers learn how they can use new features—and better use existing ones—in DMSi’s Agility inventory and accounting software. This year included over 60 sessions and roundtables, including the Mash-Up—an afternoon for DMSi’s developers to talk directly to users.

The three days also contained ample opportunity for networking, plus great food, drink and laughter.

MARKETS CHANGING FOR WINDOWS AND DOORS

About 75% of replacement exterior doors and patio doors were purchased from home improvement warehouse stores, while less than half of replacement windows were purchased there, according to a recent presentation by Ed Hudson, Home Innovation Research Labs.

Among his other findings:

• Vinyl windows are the most common type in new homes overall, particularly in starter and move-up homes. Larger builders—those constructing 50 homes a year or more—are three times as likely to install vinyl windows than smaller builders.

• Wood windows are the top choice of smaller builders and builders of luxury homes.

• Recent data shows the average new single-family luxury home has about 28.8 windows, while the average starter home has only 11.3. The number of windows installed in a new single-family detached home

nue have all been trending in the right direction. Online sales, in particular, rose dramatically as a result of the market-wide shift to web-based, socially distanced shopping. With extra capital on hand, LBMH leaders have been able to invest more in technology to keep up with digital trends and expand online capabilities.

According to the survey, like many other industries, LBMH business owners are currently concerned about three primary threats:

• The cost of materials/goods (65%)

• A potential recession (55%)

• The ongoing pandemic (49%)

However, many businesses have increased invest ment in technology infrastructure (55%) to address these concerns, specifically to enable them to expand ecommerce offerings (58%) and maintain a competi tive advantage in the market (54%).

The LBMH industry witnessed an ecommerce ex plosion during the pandemic as customers grew more comfortable with purchasing building materials online and other forms of socially distanced shopping. Conse quently, business leaders have adapted their strategies to prioritize online shopping experiences. The survey found that 63% of LBMH professionals consider ecom merce to be one of the most important features in run ning their businesses, ahead of customer relationship management (41%) and cloud functionality (36%).

went up from 17.8 to 19.5, on average, after declining in each of the previous five years. This increase reflects the strength of the move-up and luxury home markets in 2021, where rising home prices sidelined buyers at the lower end of the price range.

• Over the past decade, sliding patio doors have gained share from about 40% to 60% of new single-family home installations, while swinging patio doors have declined by the same percentage.

• Moving glass walls are being used in place of traditional patio doors more than ever—now included in about 8% of all new single-family homes. Moving glass walls are particularly popular in the South and West.

ECOMMERCE TOP SOFTWARE FEATURE FOR DEALERS

LBM/hardlines businesses are optimistic about the promise of online shopping and are increasing invest ments in ecommerce solutions, according to a recent survey by ECI Software Solutions.

The results show the LBMH industry expects to face headwinds as so much activity in the space revolves around home construction and DIY projects, both of which are expected to slow down as interest rates and prices increase.

However, LBMH businesses are emerging from a strong year of growth. Sales volumes, margin, and reve

Although many expect a performance dip in the coming year, LBMH businesses have good reason to be optimistic. Consumers have readily accepted new ecommerce channels, and companies that launched effective solutions were able to take full advantage. The good news is that any investments in online capabil ities will continue to generate attractive returns in a post-pandemic world.

“LBMH businesses that hope to compete during and after the coming recession will need to lean further into digital tools, like ecommerce, that boost revenues and lower costs,” said John Maiuri, president of the LBMH Division at ECI. “Being online will not only be the status quo in the future, but it will be a critical driver of inno vation and differentiation. To do this at scale, leaders will need tools that integrate seamlessly with other business software.”

WOODBRID COMPOSITE DECKING CLEARS FR TESTING

Woodbrid LLC, El Paso, Tx., has announced the launch of its fire retardant (FR) Class A decking and siding materials for commercial and residential use.

The newly developed formula has been tested by Interntek under the strict building fire code ASTM E8421a, Standard Test Method for Surface Burning Charac teristics of Building Materials.

“An FR material of this type gives Woodbrid product line a competitive advantage to cover all of your build ing needs in decking and siding materials,” said Ricardo Castillo, general manager. “Now Woodbrid gives you long-lasting beauty, strength and safety. And that is on top of our 25-year warranty.”

Woodbrid LLC is a minority-owned, U.S.-based manu facturing facility of decking, siding and accessories.

CHAMPIONS SHARE THEIR SUCCESS STORIES AT LMC LEADERSHIP SUMMIT

Champions in various sports fields shared their secrets to achieving their goals at the LMC Leadership Summit on Sept. 20-23 at the Sheraton Phoenix Downtown, Phoenix, Az.

Award-winning educator Kathy Pearson, president and founder of Enterprise Learning Solutions, Inc., laid the groundwork for the Summit with a focus on the theme of this year’s event, “The Secret to Achieving Your Goals & Dreams.”

On Sept. 21, five-time Iditarod champion Dallas Seavey presented “Setting Goals and the Strategies to Reach Them.” Seavey grew up in a family of three generations of Iditarod champions. He started his own sled dog team when he was just 21 years old, and his team broke the Iditarod speed record twice. He shared how he built his team of dogs and humans by understanding their strengths and weaknesses and helping them reach their full potential.

Later that morning, Dave Scott, Ironman world champion, took the stage to talk about “Success vs. Failure.” Scott knows what it takes to be successful. A six-time winner of the Ironman triathlon, he was the first inductee into the Ironman Hall of Fame in 1993. Today, Scott devotes his time to educating and inspiring athletes of all ages and

abilities. He shared his techniques to stay motivated and focused on goals for success.

Science journalist Joshua Foer was on hand to discuss his best-selling book, Moonwalking with Einstein: The Art and Science of Remembering Everything. Foer is a “mental athlete” who won the U.S. Memory Championship after just one year of intensive memory training. He discussed how perseverance, concentration, and creative thinking can help overcome limitations. Foer also demonstrated some memory techniques he uses to train his brain.

In a Sept. 21 panel discussion, Ahron Cohen, a venture partner with the ADvantage Sports Tech Fund; Amiel Sawdaye, senior VP and assistant GM for the Arizona Diamondbacks; and AJ Maestas, founder of Navigate, a sports and entertainment consulting firm; talked about the core characteristics and strategies that got them to where they are today.

On Day 2 of the Summit, leadership coach Dante DiBattista navigated attendees through the role of leaders, the false assumptions associated with leadership, and the six mindset shifts needed to become an effective leader. Attendees walked away from the session with action items and resources

they can use to implement the strategies he shared with them.

Olympic silver medal-winning hockey player Lyndsey Fry kicked off the afternoon sessions with “Leading by Embracing Change.” Fry shared how transitions in her career as a pro hockey player presented her with opportunities to grow and break barriers in her own life.

In the last session, Annie Van Fossan, Tugboat Institute, discussed “evergreen” companies and the seven principles they are built on: purpose, perseverance, people first, private, profit, paced growth, and pragmatic innovation. During the session, attendees collaborated with their groups on how their company aligns with these principles and set goals for closing any gaps.

“The education this week is relative to the business in terms of setting goals for myself both personally and professionally, but also my staff. It has given me a new vision on what I can bring back to the company,” said Brad Martineaurner from Jackson Lumber & Millwork, Lawrence, Ma.

Orlando Alamano, general manager of Northwoods Lumber Co., Bemidji, Mn., said, “The Summit was extremely valuable. I almost have to slow myself down to not want to implement everything that I am taking away in one shotgun blast when I get back.”

At the end of Day 2, all attendees were invited to a Margarita Mixer for networking at the entertainment venue, The Duce. Attendees enjoyed a dinner buffet, a competitive margarita contest, games, music, and more.

The annual LMC Leadership Summit is a part of LMC’s 21st Century Leaders Program, which is designed to bring members together to learn and connect.

LMC MEMBERS gathered in Phoenix, Az., Sept. 20-23 to learn winning strategies from top performers in sports and business.

BUST OUT OF SERVICE FATIGUE

BY LAURIE GUEST

DOES IT FEEL like no matter how hard you try to please your customer, it isn’t enough? Are you in charge of leading others and the faster you train teams and build energy, the quicker it seems to fade? Are you a business owner feeling hopeless about the never-ending needs of staff AND customers while trying to achieve a profitable bottom line? You’re exhausted, right?

This exhaustion is what’s called service fatigue, defined as that feeling that keeps you from delivering the excellent customer service your staff and patrons have come to expect. Left unchecked, this weariness can impact your business in many negative ways, from short tempers to lost business.

Let’s unpack the what, where, why and how of service fatigue and get on the path to busting out of it.

What does service fatigue look like?

You know what customer service delivery should look like. Attentive. Proactive. Genuine. Service fatigue is “less than,” and it presents in many forms. It’s when your customer experience is less than you—or they— expect. It’s a lack of energy, elevated stress, constant

ambivalence, difficulty concentrating, missed deadlines, frequent mistakes, or safety compliance issues.

The trickiest kind of service fatigue to spot is the kind the team thinks they can hide from guests. It’s still there, lurking beneath the surface, threatening to bring everyone down in its undertow.

Where does service fatigue come from?

After a stressful few years, various challenges have caused service fatigue levels to skyrocket. But the truth is, service fatigue can strike at any time, and much of it is really nothing new. It’s short-tempered customers who escalate to anger quickly. It’s trying (and usually failing) to juggle multiple priorities at a time. It’s navigating ever-changing business policies. It’s responsibilities that outnumber hours in the day. It’s one bad attitude draining a team’s morale.

Service fatigue can come from anywhere and knowing how to identify it is half the battle.

Why does service fatigue matter?

The short answer: It matters because it impacts your bottom line. When service fatigue takes over at your business, everything is at risk. You can play a huge part in lessening that burden for your team and your customers.

If it’s possible, make work a welcoming, encouraging environment for your staff so they can give your customers a reason to crow about the great experience they had. By recognizing service fatigue and equipping your team with the tools to bust out of its grip before it’s too late, you’ll ensure that everyone’s experience is that much better.

How do we mitigate the effects of service fatigue?

There are countless ways to bust out of service fatigue, and no two businesses will adopt exactly the same solution. Decades of experience in the customer service industry prove that there’s no silver bullet to finally overcoming exhaustion.

Instead, it takes a combination of strategy, patience, and commitment to bolster your team and get them

back on track to deliver the kind of remarkable customer service you and your customers expect.

Re-evaluate your boundaries today and find where you can firm them up. You’ll soon see what a difference they make in boosting your energy and positive attitude.

the expansion centered across the western United States.

Bonus: When do I need to address service fatigue?

Over the past 18 months, Lowe’s opened more than a dozen facilities, including in Riverside, Ca.

CONSTRUCTION IS UNDERWAY on a new TFL plant in Klamath Falls, Or., to meet growing demand in the West.

Grant Yourself Rest! Who doesn’t love rest? While some have mastered the art of taking breaks, Americans tend to do things fast—and often multitasking. We like the concept of rest, but the demands on our time often get in the way of our ability to

Wilsonart Expands TFL in West

Wilsonart Engineered Surfaces has broken ground on a new thermally fused laminate (TFL) facility in Klamath Falls, Or.

To get you started, here are a few ways to start busting out of service fatigue as soon as today: Build Better Boundaries. Profes sional boundaries can be the single best tool to help bust out of service fatigue, whether you need to put them in place with your boss or you need to ensure your team knows that work/life separation is a good thing. Unless it’s imperative to your industry, do you really need to reply to emails at 8 p.m.? Is that gap or hiccup in a process at work really yours to lose sleep over?

Expected to be fully operational by July 2021, the new facility will feature a quick-cycle press, which will significantly increase its production capabilities on the West Coast.

“Our offerings have garnered tremendous support from both specifiers and fabricators,” said Ron Ubertini, VP-product management. “TFL is a key part of that offering, and this next expansion is a continuation of our strategy to enable us to meet growing demand and better serve our customers.”

Lowe’s Bulking Up in the West

We all can and should go above and beyond to deliver customer service excellence. But when you’re doing far more than is expected, you may be bringing service fatigue on yourself. Be honest: Are you guilty of your own boundary breakdowns? Are there honest conversations you can have to get those boundaries— and your energy levels—back on track?

To meet fast-growing demand for building materials, Lowe’s Home Improvement Centers, Mooresville, N.C., will invest $1.7 billion to update its supply chain—with much of

Over the coming year and a half, the chain is expected to open 50 more cross-dock terminals, seven bulk distribution centers, and four e-commerce fulfillment centers. It recently inked deals for new distribution space in California, Arizona and Washington, among other states.

In October, Lowe’s opened a West Coast e-commerce fulfillment center in Mira Loma, Ca., said to improve two-day deliveries.

No surprises here: If you recog nize the signs of service fatigue, now is the time to bust out of it! Start by identifying what’s causing the fa tigue, then set aside time to plan for change, including both big and small steps to reinvigorate your team and return to delivering customer service excellence.

Lowe’s has leased 116,934-sq. ft. in a new industrial park in Gilbert, Az., to open a distribution and fulfillment center in early 2021.

When you commit to the change, the hardest part is already over. All

bust out of service fatigue once and

It reportedly also agreed to lease 1.2 million sq. ft. at the Benaroya Pacific Northwest Regional Logistics Center in Winlock, Wa.

Second-Hand Lumberyard Reopens in Flagstaff

After being closed for nearly nine years, E.R.I.C. Building Supply, Flagstaff, Az., has reopened with a new owner.

Construction industry veteran Darwin Dahozy purchased the business and inventory, and reopened in early October after a month of prepping the long-vacant space. He admits their current collection of used, recycled and discarded building materials will require more time to organize, so initially will be closed on Mondays through Wednesdays as it continues to “clean up and organize.”

Dahozy, 49, moved to the area two years ago looking to buy or start his own business, after a career as a welder and residential/commercial fencer.

HORIZONTAL STEEL RAILING

Fortress Building Products’ new Fe26 Axis horizontal steel railing delivers sought-after contemporary aes thetic to decks, front porches, patios and balconies.

Backed by a 15-year limited warranty, it is offered in Black Sand, and can also be used for indoor applica tions.

Axis is the newest infill option for Fe26, Fortress’ panelized, quick-to-install railing system.

FORTRESSBP.COM (866) 323-4766

MASS TIMBER SPLINE STRAP

Simpson Strong-Tie’s new all-steel, light diaphragm spline strap are designed to replace traditional plywood splines for joining mass timber diaphragm panels. The LDSS spline solution includes a steel spline with embossed fastener holes to help connect mass timber panels quickly using collated Strong-Drive WSV screws driven by a Quik Drive cordless tool modified with a unique noseclip. The embossed holes increase capacity and help guide installation to increase speed, reduce contractor fatigue, and eliminate the bulky hoses and equipment associated with pneumatic nailers.

Unlike plywood splines, which require routing of the panel surface, the LDSS is placed directly on top of pan els. By eliminating CNC routing, manufacturers can save significant time and cost on fabrication.

STRONGTIE.COM (800) 999-5099

SLIP & SLIDE

Combilift’s new Combi-CSS is a free-standing, elec tric-powered, semi-automated machine for loading and unloading of 20-ft., 40-ft., and 53-ft. containers trans porting lumber and panel products.

It features a container-chassis docking system and a bi-direction, horizontally moving Hardox Steel Slip-Sheet with a capacity of 65,000 lbs.

To load, the container-chassis docks to the CSS and the pre-loaded slip-sheet powers into the container. With the load securely inside the container, the load reten tion gate closes across the doorway, holding the load in place until the slip-sheet fully retracts. To unload, the container-chassis docks to the CSS, and the slip-sheet power-glides under the load into the container. With a single operator, the procedure enables cycle times of six minutes with greater safety and reduced product handling, lift-truck use, and product damage.

COMBILIFT.COM (877) 266-2456

QUICK CHANGE

MicroJig’s next generation of the ZeroPlay Miter Bar helps make building table saw sleds even more quickly and accurately, while allowing for fast adjustments when moving around to different machines in the shop. The upgraded system allows woodworkers to mount and square top-down through the sled’s surface for eas ier installs. Users can also calibrate the miter bar with out removing it from the sled, meaning they can move from machine to machine quickly and easily.

MICROJIG.COM (855) 747-7233

HEAVY LIFTING

Mitsubishi Logisnext Americas has launched the new

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CONSTRUCTION TAPES

Avery Dennison Performance Tapes is rolling out a interior surface bonding solutions for the building and construction segment. Offered are nine pressure-sensi tive tapes featuring a variety of adhesive technologies applicable for bonding materials to commercial and resi dential interior surfaces.

Strong, durable, flexible and easy to use, the tapes can join, mount, attach or fasten without the use of mechanical fasteners or wet glue systems.

include wall mounting, backsplashes/ tiles, ceilings, flooring and blinds.

TAPES.AVERYDENNISON.COM (866) 462-8379

LIGHT MEASURING

DeWalt’s new 20V MAX 3x360 Green Line Laser pro vides 11 hours of runtime, enabling long, uninterrupted time on the job. The laser is ideal for framing, drywall, MEP, building and remodeling applications. Incorporating green beam diode technology, the tool delivers optimal visibility in bright environments, with accuracy of up to 1/8” at 30 ft. with a 130-ft. visible dis tance. The individual on/off buttons put the user in con trol of which lines to activate with the benefit of extend ing run time when only select lines are in use. The laser also utilizes last mode memory which illuminates the beams last used to quickly begin work again.

DEWALT.COM (800) 433-9258

JOIST HANGER NAILERS

Senco has introduced two powerful metal connector nailers that fire 2-1/2” nails commonly required in hurri cane and seismic zones.

The JN91P1 and JN91P2 pneumatic metal connector nailers are used for fastening pre-punched metal struc tural connectors like joist hangers, seismic/hurricane straps, and rafter ties. They deliver 10% more power than competing nailers and previous-generation tools. The increased power allows consistent, complete sink ing of nails in ultra-dense engineered lumber.

The JN91P1 features a short magazine that holds a single rack of 34° paper tape-collated nails, offering a high degree of mobility between joists and rafters. The JN91P2 has an extended magazine that can accommo date two racks of nails, allowing users to maintain high er production rates with fewer reloads.

SENCO.COM (800) 543-4596

WHAT A RELIEF

Rhythm, Island Stone’s new col lection of dimensional stone tiles, incorporates modern manufac turing techniques with precision

machinery to offer a new take on the popular wedge design relief.

Rhythm offers a smooth tran sition between the highest and lowest points of each slender tile strip. The elimination of rugged, angular joints at the apex creates a soothing appearance, while high lighting the natural stone.

The 3-1/8”x15-3/8” tiles come in a honed finish and choice of four colors (Crystal White, Sandstone Grey, Sandstone Mint, Sutra Black).

ISLANDSTONE.COM (800) 371-0001

STYLISH CABINETRY

Wood-Mode Fine Custom Cabinetry has added two new cabi net door styles.

Arlington, which exudes quality with its 1” thickness, sports an ele gant cove profile to add visual inter est and a slight nod to classic cabine try features. Burlington, a 3/4” door, entails a subtle cove feature for a more streamlined appearance. Both styles come in frameless and inset and can be designed in any

wood species and finish. WOOD-MODE.COM (570) 374-2711

DRILL ‘N DRIVE

RIDGID’s new R861152B 18V Brushless 1/2-in. High Torque Hammer Drill/Driver delivers top performance and longer runtime. With a two-speed gearbox and max RPM of 2,000, the hammer drill/driver can complete a wide range of demanding applications, including drilling into wood with up to a 2-9/16 in. bit in high speed. Anti-kickback technology pro vides added control by preventing over rotation in a bind-up, while a 1/2-in. all metal ratcheting chuck adds durability and an LED light improves visibility.

RIDGID.COM (800) 474-3443

ELEGANT SHOWERS

Wolf Home Products has expanded its bath offerings with the introduction of Wolf Showers. The new line allows homeowners to create a refreshed style for their bathroom with a variety of shower bases, wall panels, accessories and more to match their home aesthetic. Showers are made of cultured marble that mirror the colors and detail of natural stone, but at a fraction of the cost. Homeowners can piece together custom com binations by selecting components in the color and size of their choice, with over 36 finishes offered. Bases come with a non-slip and pitched-to-drain floor and accept standard size drains. Shower accesso ries include soap trays and shelves..

WOLFHOMEPRODUCTS.COM/SHOWERS (800) 388-9653

EVOCATIVE TILES

Emser Tile has released several new collections of glazed porcelain and ceramic tile. Inhale glazed porcelain, available in four colors, offers a stylish version of the classic subway tile. The five rustic hues of Exhale glazed porcelain are a nod to Italian architecture.

New mosaic collections are Ornami (offset glazed ceramic tiles), Souvenir (look of stacked glazed por celain), and Cuadro (a nod to Shaker style doors). New textured tiles are Jute glazed porcelain (jute textile look), Moriyo glazed ceramic plank tile (wood look), and Reform glazed porcelain (stone look).

EMSER.COM (323) 650-2000

SMOOTH SAILING AT NELMA MEET

The Northeastern Lumber Manufacturers Association held its 89th annual meeting Sept. 21-23 at the historic Wentworth by the Sea Hotel & Spa in New Castle, N.H.

Themed “Double Down with NELMA,” the event supplied members and guests with winning strategies to improve their business. The agenda featured the annual Golf Scramble, association updates, exhibits, speakers, board meeting, and all-important customer networking opportunities. Presenters included Forest Economic Ad visors’ Paul Jannke; Maine Cabin Masters’ Chase Morrill, Ryan Eldridge, and Ashley Morrill; and, during the Indus try Luncheon, 6’5” Donna Blevins, the “Big Girl of Poker.”

During Day Two, NELMA partnered with the North American Wholesale Lumber Association for its North east regional meeting. Like last year, the networking session took the fast-paced form of “Speed Dating.”

For its 90th annual meeting, NELMA will head for the Samoset Resort in Rockport, Me., Sept. 20-22, 2023.

NAWLA SPEED DATING

MAINE CABIN MASTERS’ hosts Ashley Morrill, Chase Morrill, & Ryan Eldridge recorded a live episode of their From the Woodshed podcast during NELMA’s annual meeting, with special guest BPD publisher Patrick Adams (far right).

SPARKLING Atlantic Ocean provided an idyllic backdrop for NELMA’s 89th annual meeting in New Castle, N.H.

In partnership with NELMA’s annual meeting, the North American Wholesale Lumber Association held its Northeast regional meeting, which featured the return of “Speed Dating.” Wholesalers and mills were paired up, then after

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MARKETPLACE

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch.

Deadline: 10th of the previous month. Questions? Call (714) 486-2735.

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------------| IN MEMORIAM

DeGraff “Bill” Billings Swain, 92, retired president of Swain Industries and National Veneer & Lumber Co., Seymour, In., passed away on Sept. 4.

He served in the U.S. Army, then received a degree in forestry from Purdue University. He would also serve as a director for the Indiana Hardwood Lumbermen’s Association, a director and president of Forest Products Research Society, chairman of secondary products committee of the Governor’s Conference on Agri culture, and a director of KCL Corp., Shelbyville, In.

Robert G. Hacker, 87, former president of Hacker Lumber, Joliet, Il., died Oct. 1.

He started working at the family lumber when he was 14 and became president when his father passed away in 1964. He closed the business in 1985, then spent 36 years in lum ber sales at Alexander Lumber, until that yard closed late last year.

Jeff Womack, Greensboro, N.C.based outside salesman with Culpeper Wood Preservers, passed away unexpectedly on July 24. He was 50.

After graduating from the Univer sity of South Carolina, he was hired in 1999 at Colwood Wood Preserving, Columbia, S.C. In 2001, he moved to

Fortress Wood Products, Greensboro, N.C., and then on to Culpeper in 2018, representing South Carolina, Tennes see and Georgia.

Paul R. Wells, 67, multi-family project manager with Griffin Lumber & Hardware, Leesburg, Ga., passed away on Oct. 3.

After serving in the U.S. Navy aboard the USS Forrestal, he entered the construction industry. He worked for ProBuild before joining Griffin Lumber.

Ray E. Wilson, 80, former oper ator of Ray’s Home Improvement, Grundy Center, Ia., died Sept. 25.

He worked at Fullerton Lumber Co., Grundy Center for 13 years, be fore striking out on his own. After 28 years of running his own business, he became a truck driver.

Michael J. Picard, 66, president of CP Building Supply, Kensington, N.H., lost his fight with cancer on Sept. 15.

He and his wife, Maryann, ran their store for 38 years.

Paul A. Baker, 86, retired owner and president of Deer River Lumber Corp., Carthage, N.Y., died Aug. 17.

After working for Deer River for several years, he and Bernard Brady purchased the mill in 1966. In 1995,

Paul purchased his partner’s interest in the business, and continued its operation until his retirement in 2016 at the age of 80. In his 56 years, Paul never missed a day of work.

Weyman Isaac Dooly Jr., 90, president of the old Conasauga River Lumber Co., Conasauga, Tn., died Sept. 5.

He served in the U.S. Air Force.

Ronald G. Murphy, Sr. 75, retired salesman for Home Builders Supply and Yeager Hardware, Fort Smith, Ar., died Sept. 12.

He was a U.S. Army veteran of the Vietnam War.

Barbara Fay White, 89, cofounder of Harold White Lumber Co., Morehead, Ky., passed away Oct. 4.

She and her late husband, Harold, launched the wholesale company, later adding a sawmill and in 1989 Harold White Millworks. She retired after more than 50 years with the family business.

Charles S. “Charlie” Kyle, 86, former owner of Haverhill Builders Supply, Haverhill, Ma., died Aug. 28.

He was a U.S. Army veteran.

Joseph A. DePetris, former part ner in Howard Lumber Co., Runne mede, N.J., died Sept. 25. He was 102.

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

Eastern New York Lumber Dealers Assn. – Nov. 8, annual meeting & trade show, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

Northwestern Lumber Assn. – Nov. 9, inventory management class; Nov. 10, loss prevention seminar, Brooklyn Park, Mn.; nlassn.org.

ECI – Nov. 9-11, 2022 Connect Conference, Gaylord Rockies Resort & Convention Center, Aurora, Co.; www.ecisolutions.com.

North American Wholesale Lumber Association – Nov. 9-11, annual NAWLA Traders Market, Phoenix, Az.; www.nawla.org.

Massachusetts Retail Lumber Dealers Association – Nov. 10, hatchet throwing, Crazy Axes, Hanover, Ma.; www.nrla.org.

Western New York Lumber Dealers Association – Nov. 11, annual meeting, The Carlson, Rochester, N.Y.; www.nrla.org.

Construction Suppliers Assn. – Nov. 15, intro to building material sales; Nov. 16-18, Estimating 1-2-3, Tulsa, Ok.; www.gocsa.com.

PSP/Deck Expo – Nov. 15-17, Las Vegas Convention Center, Las Vegas, Nv.; www.poolspapatio.com.

Indiana Hardwood Lumbermen’s Association – Nov. 16, grade-sawing hardwood logs workshop, Pike Lumber, Akron, In.; www.ihla.org.

Eastern Building Material Dealers Association – Nov. 17, TopGolf, Philadelphia, Pa.; www.nrla.org.

Rhode Island Lumber & Building Material Dealers Assn. – Nov. 18, holiday party, Downtown Marriott, Providence, R.I.; www.nrla.org.

Northwestern Lumber Association – Nov. 29-Dec. 1, Estimating 1-2-3, Inver Grove Heights, Mn.; www.nlassn.org.

Illinois Lumber Dealers Association – Dec. 6, board Christmas party; Dec. 7, annual meeting, Springfield, Il.; www.ilmda.com.

Mid-America Lumbermens Assn. – Dec. 7, LBM inventory management class, Forest Products Supply, Kansas City, Ks.; www.themla.com.

Northeastern Retail Lumber Assn. – Dec. 7, annual LBM Expo, Earth Expo & Convention Center, Uncasville, Ct.; www.lbmexpo.com.

Constrution Suppliers Association – Dec. 7-9, roundtable, Social Circle, Ga.; Dec. 8-9, roundtable, New Orleans, La.; www.gocsa.com.

New Jersey Building Material Dealers Assn. – Dec. 13, holiday lunch & meeting, Wolfgang’s Steakhouse, Somerville, N.J.; www.nrla.org.

Northwestern Lumber Association – Dec. 13-14, Estimating 2 & 3, Urbandale, Ia.; Dec. 15-16, Omaha, Ne.; www.nlassn.org.

Western New York Lumber Dealers Association – Dec. 15, holiday dinner & board meeting, Tony D’s, Rochester, N.Y.; www.nrla.org.

Mid-America Lumbermens Association – Jan. 9-10, yard & delivery workshop, Little Rock, Ar.; www.themla.com.

Appalachian Lumbermen’s Club – Jan. 10, meeting, Embassy Suites Greensboro, N.C.; www.lumberclub.org.

Missouri Forest Products Association – Jan. 10-11, winter meeting & legislative breakfast, Jefferson City, Mo.; www.moforest.org.

Northwestern Lumber Association – Jan. 10-12, Estimating 1-2-3, Wisconsin Dells, Wi.; www.nlassn.org.

Mid-America Lumbermens Association – Jan. 12-13, yard & delivery workshop, Wichita, Ks.; www.themla.com.

House Hasson Hardware – Jan. 12-14, winter market, Opryland Hotel, Nashville, Tn.; www.househasson.com.

Minneapolis Home Building & Remodeling Expo – Jan. 13-15, Hyatt Regency Minneapolis, Minneapolis, Mn.; www.homeshowcenter.com.

Northwestern Lumber Association – Jan. 17, Wisconsin Lumber Dealers Leadership Conference, Wisconsin Dells, Wi.; www.lassn.org.

Lake States Lumber Association – Jan. 18-20, annual winter meeting, Green Bay, Wi.; www.lsla.com.

ADVERTISERS INDEX

Technologies www.accoya.com

Arxada www.lotusprotechnology.com

Atlantis Rail Systems www.atlantis rail.com

Barrette Outdoor Living www.barretteoutdoorliving.com

BlueLinx www.bluelinxco.com

Crumpler Plastic Pipe www.cpp-pipe.com

CT Darnell www.sunbelt-rack.com

Culpeper Wood Preservers www.culpeperwood.com

Digger Specialties www.diggerspecialties.com

Everwood Treatment Co. www.everwoodtreatment.com

FastenMaster www.fastenmaster.com

Great Southern Wood Preserving www.yellawood.com

Hoover Treated Wood Products www.frtw.com

Humboldt Sawmill www.mendoco.com

Jordan Lumber www.jordanlumber.com

Madison Wood Preservers www.madwood.com

Manufacturers Reserve Supply www.mrslumber.com

NAWLA www.nawla.org

NELMA www.nelma.org

ProWood www.prowoodlumber.com

Redwood Empire www.buyredwood.com

RoyOMartin www.royomartin.com

Simpson Strong-Tie www.strongtie.com

Sure Drive USA www.suredrive.com

Swanson Group Sales Co. www.swansongroup.biz

TIVA Building Products www.tivabp.com

III United Treating & Distribution www.unitedtreating.com

Versatex www.versatex.com

West Fraser www.westfraser.com/osb

Weyerhaeuser Distribution weyerhaeuser.com/distribution

FLASHBACK: 1968 TIMBER POLITICS

OVER THE DECADES, BPD and sister publication The Merchant Magazine have tried their best to tread carefully in political waters, knowing that even within the industry there are frequently two sides to every story. But 54 years ago, in November of 1968, the magazine made an exception, perhaps with one eye on an impending presidential election, one in which the incumbent had opted not to run in.

In the lead Editorial, entitled Presidential Double Talk, the editors wrote, “If the recent Olympics had awarded medals for talking out of both sides of your mouth, President Lyndon B. Johnson would easily have won not only the gold, but the silver and bronze medals too for his recent remarks about the forest products industry.

“On the same day that he signed four park and recreation measures into law, he also proclaimed National Forest Products Week, Oct. 20-27. In calling on the people to observe NFPW, he said it was ‘designed to direct public attention to the essential role that our forest resource plays in stimulating the advancement of our rural economy and the continued growth and prosperity of our entire nation.’

“Then he almost literally turned around and before a distinguished White House gathering for the signing of the park bills, described the establishment of a redwood

national park as a victory for every American ‘because we have rescued a magnificent and meaningful treasure from the chainsaw. For once we have spared what is enduring and ennobling from the hungry and hasty and selfish act of destruc tion.’ How about that!

“Mort Doyle, just before he resigned as executive VP of the National Forest Products Association, sent a telegram to President Johnson that said in part:

“‘Your prepared remarks asserted that timber harvesting is a ‘hungry and hasty and selfish act of destruction.’ They further suggested that the forest products industry by planting, growing, harvesting and converting our American resources is engaged in exploiting our national wealth, damaging our environment, and debasing the quality and beauty of American life.

“‘Mr. President, the forest products industry practices more sound conservation in the public interest through multiple use of forestlands than any other element in American society. Millions of men, women and children in all 50 states derive their fundamental livelihoods from reforestation, timber management, timber harvesting and manufacture, distribution and use of the more than 5,000 products provided by wood.

“‘It is regrettable that your advisors chose the occasion of park

and scenic area establishment to perpetuate the myth that while it is proper to designate forest areas for recreational and beautification benefits, it is improper to harvest mature trees for the ultimate economic, social, material and governmental benefits which are provided by a responsible and contributive industry.

“‘We respectfully urge that you and the cabinet, in your current appraisal of national goals, assign top priority to a comprehensive land use study to determine the facts necessary to assure that national economic and material requirements as well as recreational and scenic requirements will be met.

“‘lt is essential that advocates of parks and recreation, as well as their champions in government, cease looking upon forest enterprise as the enemy of the people and recognize that some balance in land use is necessary if the public interest is to be well served.’

“Let’s hope that Mr. Johnson’s successor proves to have a more enlightened attitude toward the forest products industry.”

In November 1968, Union Pacific Railroad booked the inside back cover of BPD’s sister publication, The Merchant Magazine, to spotlight its fleet of more than 19,000 gondola cars.

REDWOOD

DECKING

can’t compare.