Building Products Digest - November 2023 by 526 Media Group

Digital Edition Sponsored by

THE VOICE OF THE LBM SUPPLY CHAIN

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

PRESSURE IMPREGNATED • CODE COMPLIANT Surface applied fire retardant products for wood are not equivalent to pressure impregnated Fire Retardant Treated Wood.* Surface applied products, whether factory applied or site applied, simply don’t provide adequate protection and ARE NOT appropriate for use where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required. Visit flameprofrtw.com for additional information. * Section 2303.2. International Building Code, 2021 Edition

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

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THE VOICE OF THE LBM SUPPLY CHAIN

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

o n S p o n

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

------------| CONTENTS

November 2023

STAY CONNECTED ON SOCIALS:

VOL. 42 • NO. 11 |------------

@BPDMERCH

FEATURES

DEPARTMENTS

10 12 16 18

FEATURE STORY

08 ACROSS THE BOARD

22 26 38 60

OLSEN ON SALES

Help customers choose the right decking material

PRODUCT SPOTLIGHT What deck builders want in their tools

INDUSTRY TRENDS Bright future ahead for illuminated deck railings

COMPETITIVE INTELLIGENCE Tennessee’s Anderson Lumber gets back to business

Turn inquiry into offers and orders

TRANSFORMING TEAMS

28 LUMBER 411 34 MOVERS & SHAKERS 44 SELLING WITH KAHLE 50 PRESS INTO SERVICE 52 NEW PRODUCTS 62 DATEBOOK 64 CLASSIFIED MARKETPLACE 64 IN MEMORIAM

It’s time to review and update your handbook

65 ADVERTISERS INDEX

COMPANY CLOSE-UP

66 FLASHBACK

Combilift celebrates 25th anniversary with innovative product releases

EVENT RECAPS NELMA holds annual meeting in Maine, in conjunction with NAWLA’s Northeast regional meeting

THE VOICE OF THE LBM SUPPLY CHAIN

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

CHECK OUT THE PRESSURE IMPREGNATED • CODE COMPLIANT

Surface applied fire retardant products for wood are not equivalent to pressure impregnated Fire Retardant Treated Wood.* Surface applied products, whether factory applied or site applied, simply don’t provide adequate protection and ARE NOT appropriate for use where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required. Visit flameprofrtw.com for additional information. * Section 2303.2. International Building Code, 2021 Edition

DIGITAL EDITION

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

FlamePRO Merchant ad1B 10_23.indd 1 D cover spine 10-23.indd

10/10/23 10:33 5:16 PM 10/12/23 AM

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526 MEDIA GROUP, INC. 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 Phone (714) 486-2735 BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 4862735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2023 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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PWT Treated™ LVL is game-changing. It’s the only LVL that’s treated for exterior deck construction. And because it’s LVL, it’s stronger, straighter and more stable—resulting in the best sub-structure for any deck you build regardless of size or design. It also comes with a 25-year warranty thanks to the unique Tru-Core® treatment—applied between each veneer layer—protecting against damage from decay, fungal rot and wood-destroying insects. To learn how we’re revolutionizing deck building, visit https://pwtewp.com/products/pwt-treated/. TREATED LVL JOISTS | BEAMS | LEDGERS | STAIR STRINGERS | BRIDGING

------------| ACROSS THE BOARD

THE HUNT ------------ BY PATRICK ADAMS AS YOU READ THIS, I am in southern Wyoming on a bucket list hunting trip with one of my best friends, who has never hunted before. A lot to unpack there for those of you who hunt! Another longtime friend owns about 2,600 acres in southern Wyoming that I’ve always wanted to hunt. Schedules, life and the elusive out-of-state bull elk tag have kept me from it all of these years. Each year I miss it, and he sends me amazing pictures from the ranch that taunt and punish me for “not having my priorities straight.” This year will be different; I have blocked out the schedule, my amazing wife says, “I’ve got this,” and, most of all, we have tags, which is a fun little story all of its own. For me these days, the hunt is more about the experience. I joke that I am hunting for my old self more than something to fill the freezer. It is about the preparation and the joy of that process. It is about being in the field using a lifetime of skills to outsmart something genetically programmed to prevent you from being successful. It’s about creating memorable experiences that leave you better for having taken the time to share them with people who matter. “The hunt” applies to more than just this fall hobby of mine. I apply the hunt to everything—our business, my health, my marriage, my kids, golf and anything else that matters to me (for the record, golf matters least to me on that list!). In that example, when I started playing golf in my 20’s I treated it like a sport that I had to master. To become as good as I possibly could, balanced against the priorities of my life. This led to a very unpleasant experience because my performance did not measure up to my expectations. Granted, I couldn’t put in the time, but also it just wasn’t my top priority, so I ended up leaving each round upset and frustrated. This changed in my late 30’s when I realized that I loved golf because it was five hours, away from everything else with my buddies. My mind shut off and I simply enjoyed the

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time with them, whether I shot 75 or 95. With business, my marriage, or anything else that matters, it is the same. The hunt is to try to learn, be better each day, and be enormously grateful for the experience. No, it doesn’t always live up to my expectations, but I love these things and am grateful they are part of my life. To me, the hunt is about always having something to pursue that isn’t exactly a defined goal, but perhaps more of a feeling. That feeling when you lie down in bed at the end of a long day, go through the inventory of your day’s events, and a little smile comes over your face knowing that you crushed it today. That this will be a day that you remember. That’s the hunt I’m after. So, instead of my seasoned hunting buddies, I asked one of my best friends to come along. He is a military veteran, an active police officer, and one of the best human beings I know. He’s always wanted to hunt and has just never had the opportunity. I know and I’ve warned him: “hunting” is not like what his first experience will be like. Between us, we have tags to more than fill our freezers. But more than that, we have the foundation for a hunt that will provide a lifetime of memories that will bring smiles, and laughs, and excitement no matter what challenge we have in front of us. And, I get to experience this first-time hunt with him! Experiencing it through him will make my bucket list hunt all the better. Whether we come back with full freezers, or honestly nothing at all, the hunt is already set up to be a success. For those of you who hunt, I hope this fall brings you everything that you are hunting for. And for those of you who don’t, find something to hunt that brings you the experience and state of mind that lasts far longer than the season. As always, I am humbled and grateful for the honor of serving this great industry. Stay safe out there and good luck! PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com building-products.com

------------| FEATURE STORY

SELECT DECKING

HELP CUSTOMERS CHOOSE THE RIGHT DECKING MATERIAL

------------ BY DAVE KILE IN DECKING, the choice of material plays a pivotal role in determining how well a deck withstands the elements and time. In this article, we’ll explore the key factors to consider when choosing decking materials for longevity and performance.

Decking Material: A Crucial Decision One of the foremost considerations when selecting decking materials is durability. Different materials have

varying levels of resistance to weather, pests and wearand-tear. • Pressure-treated wood: A classic and cost-effective choice, pressure-treated wood is infused with chemicals that enhance its resistance to decay and insects. However, regular maintenance, including sealing and staining, is necessary to prevent moisture infiltration, warping, splitting and discoloration. • Composite: Composites are a blend of wood fibers and recycled plastic, offering a low-maintenance alternative to wood. They are highly resistant to moisture, insects and rot, leading to a longer lifespan compared to traditional wood. They also resist fading, staining and scratching, making them an excellent choice for longevity. Ensure that you select high-quality composites with UV protection to prevent color fading over time. • Cedar and redwood: These natural woods contain oils and tannins that make them resistant to rot and insects. While they offer a rich aesthetic, they do require regular staining and sealing to maintain their durability, preserve their color and prevent weathering. • Tropical hardwood: Hardwoods like ipé, cumaru and tigerwood are known for their extreme durability and resistance to decay, insects and even fire. They age beautifully but require regular maintenance to retain their appearance. They also come with a higher cost that may deter some clients.

Joist & Ledger Protection: Small Investment, Significant Returns

LBM DEALERS’ expertise, just like professional deck builders’ should extend beyond mere construction to selecting materials that guarantee longevity and customer satisfaction. (All photos by Trex)

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If built with wood, a deck’s substructure is highly susceptible to moisture infiltration and rot, which can compromise the integrity of the entire deck. Joist protection tape serves as a barrier between the joists and the decking material, preventing water and debris from causing damage. This simple yet effective solution can significantly extend the lifespan of a deck by preventing moisture-related issues. Here’s why it’s worth considering: • Moisture protection: Joist protection tape prevents moisture from seeping onto joists, beams and other vulnerable areas of a deck’s substructure. Butyl-based tapes, like Trex Protect, provide added moisture protection by creating a tight seal around fasteners to prevent water from infiltrating screw holes. building-products.com

• Rot prevention: Moisture accumulation is a major cause of joist rot, which can compromise the structural integrity of the deck. The tape acts as a shield against rot-causing agents. • Enhanced stability: The chemicals used in pressure-treated lumber can accelerate metal corrosion. Joist protection tape prevents direct contact between the metal fasteners and the chemicals, extending their lifespan. When selecting joist protection tape, opt for a high-quality, self-adhesive butyl tape that adheres well to both wood and composite materials. Look for tape that provides a secure seal to prevent water intrusion, has excellent UV resistance to withstand exposure to sunlight, and comes with a solid warranty of at least 25 years. And don’t forget the ledger board. This key connection point where the deck attaches to a house is especially vulnerable to moisture, but it can be fully sealed with wider flashing tapes. Recently introduced as a superior alternative to traditional flashing options, these tapes combine the structural support of metal flashing with the tight seal of butyl tape.

Deck Drainage: A Must-Have for Elevated Decks Proper deck drainage is an often underestimated aspect of deck longevity, particularly when the deck and foundation are built with wood. Poor drainage can lead to water pooling, rot and structural damage. Using a network of troughs and downspouts, an under-deck drainage system captures and diverts water away from the deck’s surface and framing, ensuring that the substructure remains dry and protected. The main benefits of adding this type of system include: • Preventing water accumulation: Water pooling on the deck’s surface or around the foundation can lead to wood rot, mold growth and deterioration of the supporting structure. • Protecting the substructure: Water that seeps through decking boards can compromise the integrity of the joists and beams, leading to weakening of the entire structure. A deck drainage system prevents this by channeling water away from vulnerable areas. By preventing moisture-related issues, a drainage system significantly extends the lifespan of your deck. building-products.com

ENGINEERED with an aluminum liner, wider deck flashing tapes such as Trex Seal are available in widths from 11” to 22” to cover the entire surface of the ledger board—both on top and beneath— creating a seamless seal between the ledger, substructure and housewrap for optimal protection from water penetration.

• Usable space: Deck drainage systems are particularly beneficial for elevated decks because they allow the area beneath the deck to be utilized for storage or as additional outdoor living space. While there are numerous options for under-deck drainage systems with various configurations, components and price points, these systems largely fall into one of two categories: those that are installed beneath the substructure framing, and those that are applied above the joists. For optimal protection and aesthetics, many contractors prefer drainage systems that install above the joists between the substructure and the deck boards. This application protects the entire substructure from moisture penetration and allows for gas and electrical lines to be run safety and discreetly between the deck surface and a soffit ceiling below to power lighting, ceiling fans, barbecues, appliances and electrical components, allowing contractors to create a space with the look and function of an outdoor room.

Environmental Impact: Longevity through Sustainability In today’s environmentally conscious world, homeowners are increasingly looking for sustainable decking

options. Consider offering eco-friendly materials that align with these values. • Composite decking: Many composite decking options incorporate recycled materials, such as plastic bags and wood scraps that would otherwise be destined for landfill, making them both a durable and environmentally friendly choice. • Certified sustainable wood: If natural wood is preferred, opt for wood that is certified by organizations like the Forest Stewardship Council (FSC), indicating responsible and sustainable sourcing. A well-constructed deck is more than just an outdoor space—it’s an investment that brings years of enjoyment and satisfaction. Choosing the right decking materials for longevity involves careful consideration of material durability, maintenance requirements, exposure and vulnerability to moisture, and environmental impact. The right selections combined with expert installation will ensure a beautiful and long-lasting deck that stands the test of time. BP – Dave Kile is the founder and owner of IBP, LLC, which manufactures and markets Trex RainEscape, Trex Protect and Trex Seal through a licensing agreement with Trex Co. (www.trex.com). November 2023

• building products digest • 11

------------| PRODUCT SPOTLIGHT

WHAT DECK BUILDERS WANT IN THEIR TOOLS ------------ BY SARA GRAVES BUILDERS’ FAVORITE tools can be as personal to them as their projects. Yet, in speaking with tool experts about what builders are looking for in choosing their favorite tools, we learned that it is often the availability of an exterior power source on the job site, the materials being installed, and whether a builder prefers to stand while working that determines the ideal tool for a project. Here’s what we learned.

Corded vs. Cordless When it comes to deciding which tool is best for your project—corded vs. cordless power tools—DeWalt’s Scott Simmons, director of product

management, advises builders to first determine if they have easy access to a power source on the jobsite. If not, cordless tools might be the only option to avoid costly generators and bringing in large compressors. “Battery technology is advancing, allowing for heavy duty applications to switch to cordless, allowing for the freedom of cordless without sacrificing performance,” Simmons explains. Anthony DiSanto, FastenMaster product manager, agrees, adding that as battery technology has continued to develop and evolve, “more professional-quality, battery-powered hand tools have

TECHNOLOGY has advanced so that even heavier dutier applications can be cordless, according to DeWalt, manufacturer of the DWAF2TX25IR5 FlexTorq Impact Driver Bit shown above.

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become available and are prevalent on most jobsites.” Builders in turn are avoiding related job-site issues, such as cord management and cord trip hazards, while reducing generator noise and the need to tap into the customer’s electrical power. “As the professional market continues to advance in this space, it is important for professionals to consider their power and run-time needs to best take advantevoage of the various benefits introduced by cordless power tool technology,” says Tyson Apfelbeck, VP of product management, Milwaukee Tool. Apfelbeck adds that advancements in battery, motor, and electronics have increased power tool performance in applications across the jobsite, eliminating the common tradeoff for users between the power provided by corded solutions and the ease of use by cordless alternatives. With these advancements, Apfelbeck says the jobsite has increasingly gone cordless, delivering improved productivity and efficiencies for professionals on the job. “As new cordless solutions continue to enter the market offering more power, speed, and run-time capabilities, users shift towards new innovations. It is important for users to invest in battery platforms that deliver disruptive innovation for the continued drive of power, speed and performance that is required on the job.” Milwaukee’s M12 Jig Saw, for example, provides fast blade speed, more control in application, and building-products.com

maximum versatility, offering deck-building professionals the ability to make intricate cuts around deck posts and pergolas, Apfelbeck says. DeWalt’s Simmons adds that if a builder prefers to use stainless steel nails instead of deck screws on a job, cordless nailers offer the same freedom that the other cordless tools do without the need for cords, large and noisy compressors, and air hoses that represent lost time to set up and further trip hazards.

Right Tool for the Right Job Simmons stresses that using the right tool for the right application is paramount. If the builder is installing harder woods, for instance, they will need a saw with enough power “to make all of the necessary cross, rip, bevel, miter, and compound cuts they will need to do without shutting down, especially in such expensive material.” Or if a builder is cutting Trex or composite materials, choosing the correct blade type is essential. DeWalt’s composite decking blade, for instance, uses a special tooth geometry for shearing through the wood fibers without melting the plastic caps for a cleaner finish. Simmons similarly advises builders to consider the material being used: pressure treated wood, hardwood, composite, or PVC. He adds, while the material may not specifically dictate which tool to use, it may drive the accessory need (such as the saw blade or fastener). And if a builder is looking to straighten or align warped deck boards, especially hardwoods, thermal

building-products.com

FASTENMASTER’S new EVO Joist to Ledger Deck Framing Connectors make it easier and faster to secure deck joists to ledger boards, turning a two- or threeperson job into a one-person job.

woods, pressure-treated or composite, DeckWise’s Hardwood Wrench or lighter-weight, multi-directional Hardwood Wrench Jr., would be useful additions to a builder’s arsenal, advises DeckWise marketing director Roderick Kabel.

Fasteners/Screws With fasteners and screws continually being improved according to the variety of materials they are being installed into, it’s no wonder that the tools to

November 2023

• building products digest • 13

install them are evolving just as quickly. “As wood substrates are becoming denser, added tool power is required in order to consistently drive fasteners to the proper depths,” says Senco product managers Ryan Distler and Ryan Schuler. For deck boards and railings, Distler and Schuler explain, a collated screw system not only speeds up the job, but also assist in the quality of the work. “When driving screws into the deck boards, having a straight line and a consistent depth of drive is key to a clean and uniform look.” In addition, FastenMaster’s new EVO Joist to Ledger Deck Framing Connectors are making it easier and faster to secure deck joists to ledger boards, turning a two- or three-person job into a one-person job for maximum productivity. Made of reinforced engineered polymer, the EVO connectors are stronger than traditional steel connectors, won’t rust, and are temperature and UV stable. In addition, the design is adjustable and enables decking professionals to align either 2x8 or 2x10 pressure treated lumber to the ledger in seconds, without needing to temporarily tack joists in place during installation. “This is a game-changer for professional deck builders,” says DiSanto. “The installation speed of EVO deck connectors helps pros frame decks faster. EVO provides the quickest way in the industry to perfectly level joists to the ledger, meet code, produce a long-term connection that is guaranteed for the life of the project, and provide a better finished deck.” Product marketing manager Robert Shirley adds that with advancements in Simpson Strong-Tie’s low-torque fastener design of its Deck-Drive DSV Wood screws and Strong-Drive WSV Subfloor screws, contractors are now able to drive more screws per battery charge than ever before. And since cordless tools require less skill training to use, an apprentice installer can keep pace with seasoned veterans using heavier duty tools.

DECKWISE scaled down its Hardwood Wrench to a “junior” size for the DIYer and weekend warrior deck builder who’s looking for a lighter and more economical board bender/straightener.

Tool weight, portability, and ergonomics are important issues for

many pros, DiSanto states. Standup tools, and tools that minimize bending, stretching, and twisting can help prevent or significantly reduce musculoskeletal disorders that can be debilitating. Greg Groenhout, CAMO product manager, agrees, adding that the benefits of stand-up tools, including the CAMO ClipDrive, which features a height-adjustable handle that is designed to enable contractors fasten deck clips to grooved decking while standing, help contractors get the job done faster and more efficiently so they can take on more jobs. Builders experience less fatigue on the body as the tool is more ergonomic, allowing them to work longer. Another ergonomic-friendly tool is FastenMaster’s cordless PAMFast AutoFeed System. PAMFast is a twoin-one interchangeable length tool with a removable extension pole that easily converts from a standup to a short tool for a variety of fastening applications including decks, railings, pergolas, and other outdoor living structures. It can be used in hardwood, pressure treated lumber, as well as in composite materials. Simpson Strong-Tie’s Shirley adds that he expects to see a continued, high-level focus on innovation and the development of ways

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Ergonomics

ovember 2023

to make installations faster, safer, and more efficient. To help deck contractors and builders save time and money while increasing user productivity and comfort, he says Simpson StrongTie continues to enhance its Quik Drive auto-feed screw driving systems to provide improved cordless, ergonomic means of delivering fasteners. Powered by a DeWalt cordless driver motor, Simpson StrongTie’s new Quik Drive Cordless PRO300SG2 Decking System is designed for stand-up operation to make deck and subfloor installations fast and easy, and is now available without having to purchase the duplicative charger and 5-amp batteries that most contractors already own. Senco has also addressed the need of improved ergonomics in its products. The company’s DS530-D1 3” auto-feed screwdriver attachment, for example, is perfect for those looking to extend beyond the reach of the traditional power screwdrivers, thereby making the screwdriver into a stand-up tool that is ideal for decking. “With the DS530 series extension pole, installers no longer have to fasten deck boards while crawling around the surface,” Distler and Schuler explain. BP building-products.com

------------| INDUSTRY TRENDS

CRYSTALRAIL glass railing from Regal ideas features LED lighting pre-installed into the mounting brackets.

BRIGHT FUTURE FOR ILLUMINATED DECK RAILINGS ------------ BY DAVID KOENIG FEW FEATURES add more drama to a deck than lighting incorporated into the railing. Countless styles of post-mounted lights and under-rail lighting are available to brighten up a project. But manufacturers also offer several products in which the lights aren’t add-ons... they’re an integral part of the railing.

Post Cap Lights

POST CAP light from TimberTech elegantly defines space and heightens visibility with a soft halo of light.

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By far the most popular integrated component is the lighted post cap. Although they can be purchased separately, they are a snap to install, either as easy-towire LED’s or, even easier, solar caps. Most major manufacturers of composite and PVC decking offer coordinated lighted post caps, including Deckorators, Trex and MoistureShield. building-products.com

ILLUMINATED BALUSTERS from Deck Impressions have various shaped LED bulbs embedded in the center of the pole.

Lighted Balusters Deck Impressions manufactures lighted balusters that contain a cubic, tear-, or orb-shaped LED light encased in the middle of the aluminum rod. Operated by a single 45-watt low-voltage landscape transformer, the system includes all hardware to run standard 16-gauge exterior landscape wiring underneath the rail. Dekor offers a similar-looking single basket aluminum baluster, with or without LED lights.

Lighted Glass Railing Brackets Regal ideas’ CrystalRail tempered glass panels are supported at the base by brackets that are pre-wired with LED’s. The system requires no splicing wires or direct hard wiring; just plug and play. Similarly easy-to-install LED lighting strips can also be integrated under Regal ideas’ aluminum railings.

IG RAILING’S mounting bases spray light over frameless glass railings.

And their new Yardlite accent lights also plug into the same system. Explained executive VP Andrew Pantelides: “Like everything we do, we use the easy as 1-2-3 principle that is the backbone of all our products.” For its glass railing systems, IG Railing introduced a patented LED spigot to the U.S. in 2020. According to owner Mike Kunard, “The market has been very positive on the look, feel and value of our product offering. Honestly, job by job there is an awestruck experience—for all of us as it’s so new into the LBM channel. We’ve received a lot of advocacies from first-time users as it is intuitively easy to assemble, resulting in repeat purchases from the professional contractors. It’s truly backyard changing from everyone’s perspective, following in line with the trend of bringing the inside out and the outside in from a design appeal.” BP

DECK BUILDERS ON LIGHTING A recent survey of decking contractors by Deck Specialist magazine found that post-mounted and post cap lights were the most common methods for illuminating railings. A number of builders preferred a combination of solar, recessed, post cap, and under-raiing lighting on their builds to create a complete look.

building-products.com

November 2023

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------------| COMPETITIVE INTELLIGENCE

BACK TO BASICS

RELATIONSHIP KEY TO ANDERSON’S GROWTH

------------ BY SARA GRAVES

HAVING SEEN multiple record-breaking years since the pandemic, it’s no wonder that Anderson Lumber Co. is still going strong after a century in business. Yet, with the growth comes the challenge of reaching a new and younger clientele. “Our business has been growing exponentially since the pandemic. It’s been a fast increase in the business that we’ve had for the last three or four years anyway,” says David Paine, Anderson’s marketing manager. What’s changed? Retirees have discovered that Anderson’s hometown of Alcoa, Tn., nestled in the foothills of the Smoky Mountains, makes a great place to live. “We have all the amenities of a big town and it’s still in the small town community,” Paine says. “Eastern Tennessee and western North Carolina have become the hot beds for retirees. The snowbirds from up north are going to Florida for the winter and coming back here. So, we’re catching them halfway.” More permanent residents are also moving into the area because there’s no state income, property taxes are less expensive, and companies, such as Amazon and Smith & Wesson, have opened plants in the area. As a result, housing lots have become scarce and older homes are now being renovated.

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And waiting to do the renovation work are Anderson’s customers—often second- and third-generation contractors who are friends and neighbors to Anderson’s 45 employees. It’s these local contractors and customers that are the lifeblood of our business, Paine says. Yet, for the company to continue to see more recordbreaking years, it must do what it has always done: forge lasting relationships with new customers moving into the area. “Our challenge now is to acquaint the people that are moving in with who Anderson Lumber Co. is, what we stand for, and then hopefully develop a relationship with them. People come in and say, ‘Can we trust you to do this?’ and our response is, ‘Well, we’ve been doing the same thing for almost 100 years. I think we’re doing something right.’” The company’s free in-store pickup, focus on the local community, and its specialty services, including a woodshop and custom door shop, attract a new and younger clientele. Likewise, its renovated website, and digital and social media marketing campaigns have introduced Anderson to a larger audience. But what won’t Anderson compromise on? The store hours and the company’s commitment to its employees and customers. Store hours are Monday through Friday from 7 a.m. to 5 p.m., and 8 a.m. until noon on Saturdays. Why not Sundays? Owner Steve Coleman wants his employees to have weekend time, Paine says. “We’re not going to open on Sundays ever as long as they own it.” So how do they compete against the area’s Home Depot, Lowe’s, Tractor Supply or Rural Kings that are open seven days a week? It’s the staff’s knowledge and exemplary customer service that keep the customers loyal to Anderson. Paine says that they are not in direct competition with the box stores, nor will they have to reinvent the wheel. Instead, they focus on building one-on-one relationships with their customers. “We can’t be everything to everybody—we know that.” (Continued on page 20) building-products.com

“We’re going after the people that are looking for a quality product. They want someone to sit down to take the time with them to design their windows or doors, to make sure they’re getting the right product to go out to their house, measure for them, to come back in, order it, and go out and install it, and make sure that they fit correctly. That’s the customers that we’re looking for.” Those are the same customers who come in to speak with Zelma, who has been at Anderson’s front counter answering the phones and checking people out for the past 47 years. And the customers who are welcomed by owners Steve and Landon Coleman if they have a question or an issue. “Ninety-nine times out of 100, they’ve solved that problem without any conflict, and everybody’s happy.” Or if Lisa in the cabinet department, Dana in the flooring department, or Scott or Ryan in the window and door department happen to be busy when a customer walks in, chances are home builder and long-time Anderson customer Bill Henegar will be in the store to greet newcomers. “Bill comes by at least once, if not twice, a day whether he has a job going or not; he’s always here. Bill is just like family, he just kind of comes in and does everything. Anything that an employee can do, Bill does,” Paine says. “Our retention of contractors is 100% based on relationships that we’ve built over the years. We don’t mind you calling us at 6 o’clock at night and asking a question. We’re going to answer the phone and talk to you about it,” he adds. “Even though we have changed with the times, the overall concept of the business still goes back to the basic roots Dad started when he bought this company (in the ’50s), and that is: You have your loyal customers, you treat them right, they’ll treat you right.” BP

SARA GRAVES TENNESSEE’S Anderson Lumber Co. keeps customers coming back, in part due to its expansive showrooms highlighting (top) kitchens, (middle) flooring, and (bottom) grills.

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Sara Graves, senior editor, is interested in your story. Contact her at sgraves@526mediagroup.com.

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------------| OLSEN ON SALES

TURN INQUIRY INTO ORDERS ------------ BY JAMES OLSEN THE MOST time-consuming thing we do as salespeople is “chasing” inquiry. Sales is a statistics business. We need to compete for as many orders as we can on a consistent basis to be successful. We don’t get every order we compete for, so we want to make sure that we go after business with the highest possibility of success.

are not in a hurry to quote us a price. They send the message that they care about us, and our desires more than they care about getting the order. In fact they act as Bill said and treat the “getting the order” as a foregone conclusion.

will not know what the options can be. We can always ask the global option question, “Are there any options on this or does it have to be straight 16’s?”

Frivolous Inquiry

What We Need to Know... with Options Master Sellers don’t “flip prices.” They find out all the details and possible options before they quote a price—and ask for the order. They ask questions in the “we” mode. Item: 2x4 7’. “Could we use 2x3 7’s?” Grade: 2/BTR. “Could we use Standard and Better?” Species: Spruce. “Euro? Western? Eastern? SPF-S? Hem Fir?” Lengths: Straight 16’s. “Could we use something heavy 16’?” Mill Preference: “Are there any mills we can’t use?” We may already know the answer to this question. If so, skip it. Shipment: Two weeks or sooner? “Would one week help us? Can we live with three weeks?” Volume: Two truckloads. “Could we use three to five trucks if we find the right deal?” When: “When are we going to pull the trigger on these?” This question will weed out a lot of “frivolous” inquiry. Price: “What are we thinking of paying on this?”

Now that we have all the information, we summarize and ask for the firm offer if we are not sure we can cover it or take the order if we can. Us: “So, Susan, if I can get three trucks of 2x4 2/BTR Euro straight 16’s at $650/MBF for three weeks or sooner can we put these together?” or “Can I have those firm?

There Is a lot of what I call “frivolous” inquiry. Our potential customer gives us an inquiry they aren’t going to buy or are not going to buy anytime soon. Why? They want to see where their inventory is in relation to the current market, they are quoting a job (that they won’t buy for another 60 days, at which time they will put the Inquiry out again), they want to keep their main supplier “honest,” or they are just trying to get us off the phone. When we start with an account we will have to quote these kinds of inquiry to show our customer that we are competitive, but we want to do our best to make sure we have at least a chance of getting the business and spend the appropriate amount of time (and our team’s time) on low-quality versus high-quality Inquiry.

Thorough Inquiry Bill Redman, RIP, was a successful trader. He told me 20 years ago, “James, I take the inquiry like they have already bought it from me.” I think Bill is absolutely correct. When a salesperson handles me this way I know it is much more difficult to say no at the end of the process. Why? Because the Master Seller slows the inquiry process down and finds out the nuances and options of what we are looking to buy. They

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Items We Know vs. Items We Don’t Options questions are easier when we are experienced or dealing with items that we know. New sellers will have a disadvantage because they

ovember 2023

Asking for the Firm Offer or Taking the Order

If No, Set a Firm Appointment If the customer says no: Us: “OK, I understand you have to shop it. Can I ask you a favor?” Customer: “Sure.” Us: “Will you talk to me before you buy these?” Customer: “OK.” Us: “Alright, it’s 11:30 your time. When do you get back from lunch?” Customer: “12:30.” Us: “OK. I will call you at 1:30 your time and we can put these together.” Taking thorough inquiry will raise our closing percentage and save time.

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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IT’S TIME TO REVIEW AND UPDATE YOUR HANDBOOK ------------ BY PAIGE McALLISTER WHETHER YOU HAVE one employee or thousands, your company should have an employee handbook containing policies applying to your workforce. Policies establish the general guidelines that serve as the basis for specific procedures and practices, which are best kept separately as they tend to need updating more frequently. Properly-drafted handbooks communicate your expectations for employees as well as their rights and benefits; establish guidelines for consistency in future situations including those that may not occur very often; give employees and supervisors initial guidance when HR or leadership cannot be reached; and can provide legal and safe harbor protections for your company. Handbooks are legal documents so you need to be sure yours is compliant, up-to-date, and matches your workplace practices. You also need to have documentation to show you have told employees and supervisors that they are expected to follow its policies consistently. If you are challenged in court or through a complaint, you will be held accountable for what is (and is not) in your handbook. Not having a handbook can be used to show a lack of consistency in your practices which will be detrimental to your defense. Best practice holds that a handbook should be reviewed and updated every year or two or when there are major federal and state regulatory changes. For this latter reason, if you have not updated your handbook in the past six months, now is the time. National Labor Relations Board (NLRB) Decision: Perhaps the biggest impact is one that few employers may have paid attention to. While the National Labor Relations Act (NLRA) mostly affects unionized workplaces, some of its provisions also serve to protect

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non-unionized employees as well. The most significant may be Section 7, which safeguards the rights of all employees to protected concerted activity when aimed at improving the workplace or working conditions for themselves or others. While it does not allow employees to violate company policies on confidentiality, harassment, or workplace violence, it does protect certain employee speech, such as sharing their wages, complaining on social media about their working conditions, or loudly expressing frustration about or to management. Past NLRB decisions established that employment policies must be drafted so that they did not specifically violate or appear to “chill” these rights, impacting wide-ranging policies including Confidentiality; Use of Social Media; Solicitation and Distribution; Use of Computers, Internet, and Email; and Employment-at-Will. However, the NLRB’s recent decision in Stericycle Inc. expands on this by stating that if a policy could have the “tendency to chill” the protected concerted activity of its employees, it is “presumptively unlawful.” An employer would have to prove that more-narrowly drafted language would not be sufficient to protect its “legitimate and substantial business interest.” Given the change that employer handbooks will be read with the presumption that they are drafted to chill employee rights under Section 7, all policies should be reviewed and updated to ensure that their language is properly drafted so no such presumption can be made. Other federal changes: There have been other federal laws, regulations, and legal opinions issued on the federal level which impact all companies and need to be addressed in your handbook. (Continued on page 26)

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Do it Best is partnering with Ryan and his team to re-envision the Cascade store brand.

The new PUMP Act provides more protections for nursing employees to pump breastmilk at work by increasing the number of employees who are protected as well as the requirements for offering breaks and creating a private space for these employees to use.

to communicate state-level rights and protections to employees, but some laws specifically require being included in an employee handbook. Because of this, a generic statement that the company adheres to state laws is not always an easy way of compliance.

Once the guidance for the Pregnant Workers Fairness Act (PWFA) is finalized, it is expected to make significant changes to how companies handle workers who are pregnant, just gave birth, or are having fertility issues. This will require updating policies and procedures in most companies.

While the federal government has only successfully passed some legislation given the deadlock in Congress, many states have seen expansive legislative changes which can impact your handbook. Some of these legislative trends that need to be considered include protected groups (i.e., natural hair and protective hairstyles); restrictive covenants (i.e., non-compete and non-disclosure agreements); right to carry firearms; legalization of marijuana; paid sick or personal time; family and medical leave (paid and unpaid); and other protected time off (i.e., voting, emergency responders, and victims of domestic violence or other crimes).

The EEOC updated the language on its “Know Your Rights” poster which should be reflected in your Equal Employment Opportunity and discrimination policies. This includes adding as protected groups sexual orientation, gender identity, and employees that file or participate in a workplace investigation. The EEOC also recently proposed new Enforcement Guidance on Harassment in the Workplace which, among many other things, reinforces the importance of having a clear, strong non-harassment and sexual harassment policy that contains a reasonable reporting procedure and is followed consistently with complaints investigated quickly and thoroughly. State laws: Handbooks need to cover state laws as well as federal ones. This may result in a seamless integration for companies who have employees working in one state. However, companies that have employees working in multiple states must draft their handbook accordingly. Not only does this serve as a practical way

Q. We are starting to have an increase in employees testing positive for COVID. What are our obligations? Can we have them report to work if they wear a mask? A. COVID-19 cases are on the rise again but, fortunately,

expectations are that we will not experience the pandemic levels from a couple of years ago. Between people who are vaccinated and/or have had COVID in the past along with the advancement in treatment and general knowledge about the virus, there is no expectation of lock-downs, vaccination requirements. However, since COVID is extremely contagious and can make some people critically ill, the CDC still requires a quarantine and isolation period. Anyone testing positive for COVID (with or without symptoms) must isolate for at least five days. If after that time the symptoms have mostly resolved, the person can end isolation but must wear a high-quality mask around others for the next five days. Anyone who is still very ill after five days should continue isolation until they feel better and for at least 10 days. If, shortly after ending isolation, the symptoms reappear, the person must start isolation again. In the workplace this means that you cannot have someone who has recently tested positive for COVID in the workplace, masked or not. Doing so puts others at risk and, by violating the CDC’s guidelines, would put the liability on you. If, after five days the person feels good enough to return, you must require them to wear a mask for the next five days for the same reason. Be sure to properly pay employees under current COVID or sick pay laws if your state has them in place.

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Some states have very specific criteria for compliant policies. For example, New York offers model Harassment Prevention and Expressing Breastmilk in the Workplace policies due to the specific criteria while also requiring all employers to include their HERO Act Plan in their handbook. Legal opinions and decisions: Changes also come through the legal process, with courts issuing legal decisions that impact all employers. While this is not as prominent, these impacts could be just as important such as how the U.S. Supreme Court decisions in Faragher and Ellerth impact today’s harassment and sexual harassment language and training. Recent legal decisions have suggested changes to confidentiality language to incorporate the Defend Trade Secrets Act and to language regarding the employer’s right to monitor an employee’s emails, phone calls, etc., while removing the assumed obligation to do so. What can you do? Make sure that you add updating your handbook to your to-do list now and repeatedly every year. Don’t try to navigate all of these legislative and legal requirements on your own. Consult an HR consultant or employment attorney to draft and/or review it for you. Affinity HR Group can help you! Our HR Support Plan includes a fully customized employee handbook tailored to address your company’s unique policies and practices. Revisions are readily available upon request, ensuring a perfect fit for your organization. Connect with us at (877) 660-6400 or hello@AffinityHRGroup.com to get started.

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.

building-products.com

On day one we started with just a truck and a commitment to be the best. When the YellaWood® brand says you can trust us to deliver, those aren’t empty words; they’re actually proven words. And words we take seriously. Which is why we’ve been striving to give our very best every day for over five decades now. We can say with confidence that the Yella Tag can deliver like no other because it’s been shown to do just that. See all the other ways the YellaWood® brand has your back. Visit yellawood.com/for-dealers

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

------------| LUMBER 411

EASTERN WHITE PINE

A SPECIAL SERIES FROM

THE BEAUTIFUL, STRONG, GEOGRAPHICALLY RELEVANT CHOICE ------------ BY JEFF EASTERLING EASTERN WHITE pine is everywhere these days: inside every Maine Cabin Masters camp, making each room a stunning, warm, welcoming haven; on the outside of a 300-year-old Cape Ann home in Massachusetts that was recently redone by This Old House; and even throughout mid-south towns where it’s the go-to product to add beauty and natural durability to a project. The aesthetics of eastern white pine are obvious, but this wood species is more than just a pretty face. Here are three additional reasons why you should encourage your customers to choose eastern white pine for their next project: 1. Geographical relevance. Where lumber is sourced does matter, and not all lumber is equal. What does this mean? If you buy something that’s created or built in your immediate region, the financial and economical benefits stay at home, so to speak. Regionally grown eastern white pine has spent centuries perfecting its endurance, not to mention a strong level of decay resistance and a tight grain that directly equates to a strong piece of lumber. As a lumber retailer, it better supports your business and your town to source, purchase, and sell local lumber.

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2. Carbon footprint… or significant lack thereof. When your customer chooses lumber from across the country, what is the environmental impact of that purchase? To ship a load of lumber from one side of the country to another requires a significant carbon footprint. Think large trucks, trains, and other shipping elements that create a negative environmental impact. Choosing regionally sourced wood not only supports jobs and people near your home, but it also greatly minimizes the environmental and logistical impact created by significant transportation efforts. Pine that is not sourced regionally can perhaps be geographically invasive and brings a whopper of a carbon footprint. Picture the CO2 released on a drive from 20 states away, versus just down the road. Fewer trucks traveling shorter distances equals less impact on the environment. 3. True sustainability. We all know that wood is the greenest product on the market. It’s naturally renewable, it’s sustainable, and it’s life cycle impact is minute when compared to alternative building products. Eastern white pine grows tall and strong thanks to the rain and the sun. A growth cycle that’s long and slow creates naturally

ovember 2023

durable lumber that’s beautiful, with a rich character and delicious wood grain. Taking it a step further: most of our member mills use every single piece of the tree. Meaning there are no leftovers, no waste. From lumber to fuel, every single piece is used to result in true sustainability and a zero-carbon footprint. So, what have we learned here today? Purchasing a regional species, grown regionally and transported regionally, is the superior option. Durable, beautiful, and sustainable eastern white pine supports your local communities in multiple economic ways. As a dealer, you can make the choice to keep your lumber choices geographically relevant, and truly make a difference: unnecessary carbon footprints are eliminated, and local jobs and people are better supported. The way it should be.

JEFF EASTERLING Jeff Easterling is president of the Northeastern Lumber Manufacturers Association, Cumberland Center, Me. Reach him at info@nelma.org.

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US LBM BUYS FLORIDA’S MANNING BUILDING SUPPLIES US LBM has acquired Jacksonville, Fl.-based Manning Building Supplies, a provider of building products and manufactured components to professional builders throughout eastern and central Florida. Founded in 1979, Manning’s product portfolio includes lumber and trusses, along with custom doors, windows and millwork, which it also provides installation services for. Manning operates nine locations throughout Florida, seven building

materials distribution yards, six of which include custom door shops, and two truss manufacturing plants in Jacksonville and Ocala. “US LBM shares Manning Building Supplies’ mission of providing our customers with the best products and experience. We’re looking forward to this new opportunity and continuing to serve our communities,” said Jimmy Cissel who, along with Steve Wiechens, will continue to lead Manning’s day-today operations.

With this acquisition, US LBM now operates 19 locations in Florida, which includes five truss manufacturing facilities.

------------| DEALER BRIEFS Hobbs’ Lumber & Hardware, Thurmont, Md., permanently closed on Sept. 22 after nearly 80 years. Hardware Hank, Crookston, Mn., has converted into an Ace Hardware store. New signage goes up this month, with a two-tosix-month remodel planned for the spring, followed by a grand opening. Vicksburg Do it Best Hardware, Vicksburg, Mi., has been purchased by Johnny and Melani DeBault.

Nash True Value Hardware, Jacksboro, Tx., is closing after 80 years with the coming retirement of fourth-generation owners Tammy Malone, Doug Malone, and Holly Berglund. Westlake Ace Hardware held a grand opening celebration Sept. 28-Oct. 1 at its new 18,000-sq. ft. branch in Twin Oaks, Mo. (Jason Teems, general mgr.). Petro’s Hardware & Supply, Inkerman, Pa., is closing late this year after more than 50 years, with the retirement of owners Joseph and Thom Petro.

PIVOT!

Old Town Ace Hardware, Alexandria, Va., held a grand reopening celebration Oct. 13-15, following an extensive makeover.

Griffin Lumber & Hardware was thrilled with CT Darnell’s comprehensive design for their newest yard in Warner Robins, GA. Things were humming, ground had been broken, and CT Darnell was overseeing the construction. And then everything changed. Find out how Griffin and CT Darnell turned a design curve ball into an operational home run.

Ace Hardware filed permits to open a 12,760-ft. branch in the Baymeadows neighborhood of Jacksonville, Fl. A&N Hardware, North Kansas City, Mo., is closing after 81 years. Owner Bill Ragan has sold the building and anticipates completing the liquidation by the end of the year. Lowe’s Home Improvement opened a new home center Sept. 19 in Leland, N.C.

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White Cap has acquired concrete products dealer BrownCo Manufacturing & Sales, Tulsa, Ok. Kodiak Building Partners has acquired Don’s Appliances, with 12 locations in western Pennsylvania and West Virginia.

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ed for ExpertFinish production due to its proximity to the Northeastern U.S. and eastern Canada siding markets. LP will receive its exterior home siding product at the new facility via rail from its siding production mills. The material will then be painted, packaged and distributed via LP’s existing network throughout the Northeast and beyond. The facility, which first broke ground in July 2022, was celebrated by more than 100 attendees at an Oct. 3 ribbon-cutting ceremony. ON HAND to get LeMoyen Mill & Timber’s new CCA facility up and running are (left to right) IWT-Moldrup’s Philip Moldrup, LeMoyen Mill’s Shane Broussard, fleet manager Cory Barron, Bror Moldrup, and sawmill manager André Herpin

LOUISIANA MILL ADDS CCA TREATING PLANT

LeMoyen Mill & Timber, Bunkie, La., has begun production of CCA treated wood at its newly installed plant. According to equipment supplier Moldrup, it is reportedly the first turnkey CCA plant in the U.S. with integrated fully automatic, one-man-operated material handling. Equipped to work with several types of water-borne preservatives, the state-of-the art plant is capable of treating 8,500 bd. ft. per cycle, and with the automatic handling system up to 170 MBF/day and 4,760 MBF/ month with just one operator.

FOURTH GENERATION TAKES OVER MICHIGAN CHAIN Brothers Gerry and Korey Mortimer have taken over for their father and assumed ownership of four-unit Michigan dealer Mortimer Lumber. Their father—Franklin “Chip” Mortimer II, whose own father and grandfather founded the company in 1945—is retiring. Chip joined the business in 1977, and was named president when his father retired in 1995 at age 90. The brothers will split responsibilities, with Gerry concentrating more on operations and Korey on purchasing. They expect the transition to be seamless, since it has been in the works for three years. Traditionally known for its lumberyards/hardware stores, the brother’s main change will be a greater focus on and reinvestment in the showrooms, with kitchen & bath, plumbing, electrical and more. Mortimer Lumber employs a total of about 70 at its yards/design centers in Port Huron, Imlay City, Sandusky and Bad Axe, Mi.

LP OPENS NY PREFINISHING FACILITY

LP Building Solutions has begun production at its new state-of-the-art LP SmartSide ExpertFinish prefinishing facility in Bath, N.Y. Located on 75 acres, the 90,000-sq. ft. facility will bring more than 60 new jobs to the area over the next several years. It is LP’s first New York-based facility, 23rd manufacturing site, and 13th siding facility across North and South America. This new facility joins LP’s three existing siding prefinishing facilities—LP Roaring River, LP Green Bay and LP St. Louis. The Southern Tier region of New York is ideally suit-

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------------| SUPPLIER BRIEFS L&W Supply has acquired D&E Supply, Tulsa, Ok. Beacon purchased waterproofing distributor Garvin Construction Products, Medford, Ma., with four additional locations in North Haven, Ct.; Beltsville, Md.; Carlstadt, N.J.; and Long Island City, N.Y.

Saint-Gobain North America announced a $28 million expansion at its CertainTeed Siding facility in Williamsport, Md. WF Cabinetry Group, Alexander City, Al., acquired Woodharbor Molding & Millworks, Mason City, Ia. Beers Millwork relocated to a larger 26,000-sq. ft. facility in North Charleston, S.C.

Warren Trask Co., Lakeville, Ma., and Menands, N.Y., is now distributing Accsys’ Accoya wood products in the Northeast. Cameron Ashley Building Products’ distribution centers in Alexandria, Covington and Lafayette, La., are now carrying Roseburg Forest Products’ RigidLam LVL and RFPI Joist products. Coastal Forest Products, Bow, N.H., now distributes RDI Railing by Barrette Outdoor Living in Massachusetts, Connecticut, Rhode Island, New Hampshire, Vermont, Maine and New York’s Hudson Valley. Lumberman’s Wholesale Inc. is now supplying decking and railing from Envision Outdoor Living Products at its location in St. Louis, Mo. High Country Lumber & Mulch, Wilkes County, N.C., is replacing its current optimization system with USNR’s Bioluma Sawmill Grade Optimizer, which will improve output through a highly configurable system that best fits their needs. Mill River Lumber, North Clarendon, Vt., was damaged in a Sept. 12 fire.

AZEK Co., Chicago, Il., agreed to sell its Vycom business to engineering thermoplastics manufacturer Plaskolite, LLC, Columbus, Oh. Combilift’s new Combi-CB15-5E won the Italian Terminal & Logistics Award. Weyerhaeuser, Seattle, Wa., received approval from the American Carbon Registry on a 50,000-acre carbon credit project in Maine. Andersen Windows & Doors was named 84 Lumber’s 2023 Vendor of the Year. Weston Forest, Mississauga, Ont., was again certified as a Great Place to Work by Great Place to Work Institute Canada.

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------------| MOVERS & SHAKERS Michael Leal, Lodge Lumber, Houston, Tx., has been promoted to regional sales mgr. for the Gulf Coast. Robert Barry, ex-84 Lumber, is the new general mgr. of millwork for National Lumber, Mansfield, Ma. Tommy DeLoach, ex-Diamond Hill Plywood, joined Eastern Engineered Wood Products, Bethlehem, Pa., as sales mgr. He will report directly to Brian Johnson, who was recently promoted to director of sales & business development. Dave Hensley, ex-Carter Lumber, is a new account mgr. at Contract Lumber, Mason, Oh. Donna Fodor has been promoted to plant mgr. at the Culpeper Wood location in Roanoke Rapids, N.C. Bill Ross, ex-Fortress Building Products, has been named senior VP of sales & marketing for Eva-Last Americas, Plano, Tx., which recently acquired Fortress’ decking, cladding and fastener lines. Ted Garrett has been appointed VP of manufacturing & installed sales for Your Building Centers’ three manufacturing plants in Allensville, Berlin and Beech Creek, Pa. He succeeds Tim Leupold, who was earlier promoted to president and CEO. Gordon Staley, ex-Spahn & Rose, has moved to Wilson Lumber, Huntsville, Al., as director of sales. Chris Elliott, M-D Building Products, Oklahoma City, Ok., is now a regional sales rep for its Cardinal Architectural division. Rusty Winter, ex-Boise Cascade, is new to Contract Lumber, Flowery Branch, Ga., as director of exterior trim and siding for the Southeast region.

Nichole Cordon has joined U.S. Lumber, Mansfield, Ma., as outside retail sales rep for New England. Ken Stott, ex-Andersen, is new to millwork sales at Ricci Lumber, Portsmouth, N.H. Ezekiel Harnish has been promoted to chief operating officer for Superior Plastic Products and Key-Link Fencing & Railing, New Holland, Pa. Raj Pathak is now director of engineering, and Dave Lechlitner director of information systems. Joe Burcham, ex-Ace Hardware, has joined Do it Best, Fort Wayne, In., as a retail performance mgr. Also new: Whitney Bullion, forest product trader; Jasmine McClanahan, consumer marketing specialist; and Steve Poole, territory sales mgr. Sam Huff was promoted to store operations mgr., and Jake McGee to building materials trader. Dave Wittenberg, ex-Watson Homes, is a new account mgr. with Ridout Lumber Co., Conway, S.C. Josh Newton is now with Buettner Brothers Lumber Co., Cullman, Ar., as sales coordinator. William Forson, ex-Oldcastle BuildingEnvelope, moved to Cassity Jones Building Materials, Terrell, Tx., as operations mgr. Deanna Voorhees, ex-Amerhart, is now inside sales mgr. for DuxxBak Composite Decking, Green Bay, Wi. Peyton Mitchell is a new national account specialist for building products at Georgia-Pacific, Atlanta, Ga. Marc Brown has been named CEO of HD Supply, Atlanta, Ga. Alfredo Tua-Lugo is now operations mgr. at Biewer Lumber, Lansing, Mi.

LUGBILL SUPPLY CENTER, Archbold, Oh., celebrated its grand reopening Sept. 23, after recently completing a comprehensive renovation and addition of a 2,000-sq. ft. Outdoor Living Center.

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Chad Urban was named national sales mgr. for the PFC/steel vertical for Ambassador Supply, Fort Wayne, In. Paul Agnese is now VP of sales Wehrung’s M&W Precast & Construction Supply division, Ottsville, Pa. Marc Menoscal has been named location mgr. of Decks & Docks Lumber Co., Mooresville, N.C. Lane McAlister joined inside sales at Hixson Lumber, Plumerville, Ar. Kyle Deutsch, ex-Walpole Outdoors, is now in outside sales of masonry for Arnold Lumber Co., Westerly, R.I. Peter Clifford, senior VP/CFO, AZEK Co., Chicago, Il., added the title of chief operations officer. Randy Herth is now VP, chief accounting officer, and treasurer. Ben White, ex-Ikon Windows, is new to Huston Lumber & Supply, Brooklyn, N.Y., as inside sales mgr. Barry Barth was named branch mgr. of L&W Supply, South Houston, Tx. Other new mgrs. are: Timothy Long, Greensboro, N.C.; Brent Hendrick, Winder, Ga.; David Jones, Sarasota, Fl.; Josh Goodin, Alpharetta North, Ga.; Pat Sloan, Appleton, Wi.; Mike Packer, Fayetteville, N.C.; Christian Daniels, Roscoe, Il.; Arely Polanco, West Palm Beach, Fl.; Richard Brown, Chattanooga, Tn.; and Ron Shillingburg, Fishersville, Va. Richard Westenberg has been appointed VP and chief financial officer Masco Corp., Livonia, Mi. David Smith, ex-Arclin USA, has been named president of Garnica’s North American Division, Wilmington, De. Michael Mendoza has been appointed director of business development for Sightline Commercial Solutions, Minneapolis, Mn. Riz Karim has joined ECI Software Solutions, Fort Worth, Tx., as chief customer officer. Sam Sprague is now director of national & regional accounts for Accent Building Materials, Tomball, Tx. Sanjeev Rastogi was appointed CEO of Arxada. He succeeds Marc Doyle, who moves to the board of directors. Dan Starr, president & CEO, Do it Best Corp., Fort Wayne, In., was presented the 2023 Sagamore of the Wabash award by Gov. Eric Holcomb, honoring distinguished statewide service. Fonda Cash is new to the accounts receivable department at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus. building-products.com

MANN & PARKER, SPECIALTY LUMBER MERGE INTO LANDMARK Hardwood producer Mann & Parker Lumber has merged with softwood supplier Specialty Lumber into Landmark Lumber Group, New Freedom, Pa. The company will operate two divisions—Landmark Lumber Softwood and Landmark Lumber Hardwood—but sales personnel will represent products for both. Specialty Lumber Co. was founded in 2001 in Manheim, Pa., and acquired by PNC Lumber Co. in 2018. In 2021, PNC bought Mann & Parker and merged the two to form a full-service mid-Atlantic distributorship based in New Freedom.

SRS ACQUIRES SUNNILAND

SRS Distribution has acquired Sunniland Corp., a distributor of residential & commercial roofing products and related accessories. The company also provides professional grade fertilizers to the landscape supply market. Headquartered in Sanford, Fl.,

Sunniland was founded in 1884 and is currently owned and operated by Tom Moore. The company has a branch network of 22 locations across Florida and south Georgia. Tom and the rest of the company’s leadership team will continue to lead Sunniland’s dedicated employee base under the existing brand, ensuring continuity and consistency for customers, suppliers, and employees. Dan Tinker, SRS president and CEO, said, “We could not be more excited to welcome Tom and the Sunniland team to the SRS family. The company is one of the most respected independents in the industry and will be an excellent fit within our existing branch network in the important Florida market.” Tom Moore said, “My family and I have spent over 40 years building Sunniland’s brand, reputation, and culture. We have always prided ourselves on being an independent distributor, so the decision to join forces with SRS was not taken lightly. SRS’ employee-first mentality and familial atmosphere has created a truly unique platform where

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GREAT LAKES ACE TAKES OVER KENTUCKY TRUE VALUE STORE Great Lakes Ace has acquired Bellerive True Value Hardware, Nicholasville, Ky. The store was completely remodeled and reopened as a Great Lakes Ace Hardware on Oct. 12. A grand opening celebration is planned in mid-November. Bellerive True Value owner Bruce Tassin will continue to manage the store team, many of whom have been retained after the acquisition. Founded in 1946 and headquartered in Farmington Hills, Mi., Great Lakes Ace has been part of the Ace Hardware Cooperative since 2014 and operates more than 60 stores in Michigan, Ohio, Indiana, and Kentucky.

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------------| COMPANY CLOSE-UP

MILESTONE: Heather Humphreys, Ireland’s Minister of Social Protection, Community & Rural Development, addresses staff and media gathered at Combilift HQ. To her right: general manager Josh Moffett and managing director Martin McVicar.

COMBILIFT SALUTES 25 YEARS COMBILIFT celebrated 25 years in business by transporting hundreds of special guests to its headquarters in Ireland to thank longtime customers, suppliers, employees and international media—and to brief them on the company’s latest innovations. During the Sept. 25 event, visitors enjoyed tours of the 11-acre manufacturing plant and an update by man-

aging director Martin McVicar, who shared the secret to his company’s success: “Our investment in research and development creates solutions to solve customers’ needs.” Combilift invests 7% of its revenue in R&D. Indeed, Combilift spotlighted three new products: the Combi-AGT Autonomous Guided Forklift Truck Combi-Connect telematic software,

PARTNERS in distribution and the media toured Combilift’s expansive 11-acre manufacturing facility.

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and Combi-LC, designed to meet the load handling demands of large-scale offshore wind manufacturers. Delivering long loads in narrow aisles safely and reliably, around the clock, the Combi-AGT can operate autonomously in guided aisles and free-roaming, while also featuring a manual driving option. Combi-Connect provides customers with greater levels of insight into fleet management and usage, providing real-time data on fleet performance, including location tracking, usage analytics, and maintenance alerts. With this information at their fingertips, businesses can improve operational performance. The Combi-LC, developed in collaboration with Siemens Gamesa, allows for the movement of massive wind turbine blades and towers through production stages and on to storage locations. Event festivities were capped by an elaborate dinner party at a nearby castle—a huge undertaking that the company repeated the next night in appreciation of local media and its distribution partners, then yet again the following evening for its longtime employees. BP building-products.com

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SHERWOOD ADDING PENNSYLANIA DC

Sherwood Lumber Co., Melville, N.Y., has purchased a warehouse on 12 acres in Danville, Pa. Expected to begin operations in second quarter 2024, the new distribution center will allow Sherwood to provide faster delivery and greater inventory to customers. The site was chosen in part because of its proximity to highway and railway. Because the business handles a lot of railcars, its goal is to eventually make it a railserved site.

FBM ADDS 11 BRANCHES IN ONE DAY

On the same day, Foundation Building Materials completed three acquisitions—A&D Supply, Henrietta Building Supplies, and KCI Doors & Hardware—adding a total of 11 new locations in six states. The purchase of A&D Supply LLC/Studs Unlimited LLC added three locations in Oklahoma, two in Arkansas, two in Texas, and one in Tennessee. A&D Supply has been family owned and operated through three generations since 1974. It distributes drywall, steel framing, Armstrong ceilings, insulation and general building materials. Leadership, including owner George Hughes III, will continue with FBM. A&D Oklahoma City is one of Armstrong’s oldest distribution partnerships, and the two Oklahoma branches are FBM’s first branches in that state. The addition of Henrietta Building Supplies/HBS Building Supplies brings new locations in the Rochester and Buffalo, N.Y., areas. Henrietta Building Supplies was started in 1970 by Dick Ski, who has run the business for the past 53 years. HBS is a specialty distributor of commercial and residential building products including drywall, steel framing, USG ceilings, insulation, EIFS and general building products. HBS also has a door, frames and hardware facility that distributes through the branches in both Rochester and Buffalo. Ski and his leaders will continue with the business and join the FBM team. FBM also bought KCI Doors & Hardware, Phoenix, Az.

MARYLAND STORE REOPENS AS PARK HARDWARE

Park Hardware celebrated its grand opening in Severna Park, Md., with special events, product demonstrations, live entertainment, and giveaways for home improvement shoppers on Sept. 15. Following a ribbon-cutting ceremony, participants enjoyed product demonstrations with representatives from brands like Big Green Egg and Diablo Tool, as well as live entertainment from the School of Rock House Band. The first 100 community members to visit the new store received a voucher for a free sub from Truck of Deliciousness food truck, as well as a voucher for a free snow cone from Go Melvo Snoballs. Community members also had the opportunity to win door prizes, including Park Hardware-branded apparel, a Solo Stove, and a MiniMax Big Green Egg. Park Hardware and Zeskind’s Hardware & Millwork owner and president Rick Miller Jr. acquired Clement Hardware in April, which carried a reputation of having

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REPRESENTATIVES from the Greater Severna Park and Arnold Chamber of Commerce kicked off the grand opening celebration at Park Hardware, Severna Park, Md., with a ribbon cutting on Sept. 15.

knowledgeable staff who know their customers by name, and immediately began a store redesign, changing the name to Park Hardware. “It wouldn’t feel right putting my family’s name on a Severna Park icon,” Miller said. “This store belongs to the people and the town of Severna Park, and so Park Hardware is the only option in my opinion.” The new store includes Zeskind’s Door & Window Showroom, a decorative/architectural hardware showroom featuring a combination of doors, windows, and decorative hardware. It also offers comprehensive home improvement products and services. The store’s modern design; clean, organized layout; and wide product selection all combine to make it an ideal resource and destination for both DIYers and professional contractors alike. Working closely with his co-op team at Do it Best— an international distributor of hardware, lumber, and building material products—Miller planned the new store redesign, ensuring each detail was carefully thought out to provide the best possible shopping experience. The store retained all full- and part-time employees of Clement Hardware. “This project means a lot to me personally, having grown up in Severna Park,” said Miller. “I can’t emphasize enough the amount of respect I have for the Clement family, and their amazing team of people. Having the opportunity to carry on the legacy of this store is a responsibility we do not take lightly.”

BUILDDIRECT NOW TARGETING PROS

Online retailer BuildDirect.com Technologies Inc., Vancouver, B.C., has launched new service offerings for pro customers. The firm now offers pros a platform to help build their businesses, including customized e-commerce sites, white-label branded flooring products, free flooring samples, and fulfillment services to meet their needs. According to CEO Shawn Wilson, “We aim to become a leading provider of products and services for flooring professionals and, as a result, we launched these services in order to support pro customers across various aspects of their business.” building-products.com

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ACE RELOCATES HEADQUARTERS

Ace Hardware Corp. has moved into new headquarters in Oak Brook, Il. The 80-acre complex was formerly occupied by and in 1988 originally built for McDonald’s, which relocated to downtown Chicago in 2019. General contractor Skender worked with Ace to transform the main 250,000-sq. ft. building into a “modern, amenity-filled workplace.”

equipment, and upgraded packaging equipment. They also upgraded the employee facilities. G-P has invested more than $735 million into its Texas facilities since 2013. The company has approxi-

mately 2,520 employees in Texas, and operates 10 facilities that produce plywood, lumber, particleboard, gypsum and corrugated products.

GP STARTS UP NEW WALLBOARD FACILITY IN TEXAS

Georgia-Pacific officially opened its new gypsum wallboard production facility in Sweetwater, Tx., on Oct. 4. Initially announced in September 2020, the $325-million facility is G-P’s second gypsum wallboard production facility in Nolan County, and the first the company has built since 2004. The Sweetwater complex encompasses more than 700,000 sq. ft. One of the most innovative gypsum facilities in the country, it features state-of-the-art technology and is designed to help ensure safety, quality and efficiency. “Georgia-Pacific is keenly focused on the future and committed to innovation and meeting the needs of our customers,” said David Neal, president of Georgia-Pacific Gypsum. “The two operations combined will supply customers and distribution partners with more than 1 billion sq. ft. of gypsum products each year and create more than 100 new jobs. This investment strengthens Georgia-Pacific’s capacity to meet growing customer needs in Texas’ residential, commercial, and industrial construction markets.” The new facility is adjacent to Georgia-Pacific’s first gypsum wallboard facility in Sweetwater, purchased by the company in 1996. The existing facility has been operating since the 1950s. Over the last year, Georgia-Pacific has invested approximately $16 million in technical and safety upgrades at the plant, including an Energy Optimization System (EOS), auto-guided vehicles (AGVs), an automated robotic riser system, auto-splicing

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RDI ELEVATION RAIL from Barrette Outdoor Living

GOOD HOUSEKEEPING LAUDS TOP CONSUMER BRANDS The Good Housekeeping Institute has handed out its second annual Good Housekeeping Home Renovation Awards, recognizing top brands in decking, railings and more. Over a rigorous, four-month testing period, experts put every submission through its paces, often with multiple forms of assessment. Hands-on testing started in the Home Improvement & Outdoor Lab, running abrasion tests on paints to measure durability, checking the run time on power tool batteries, and more. Products were also sent into the homes of consumer testers, who evaluated them under realworld conditions. For items that were too big or complex to call into the lab for testing, for example whole-house heating and cooling equipment, engineers reviewed technical data and any third-party testing provided by manufacturers to verify claims around performance, safety and efficiency. Home design editors, meanwhile, weighed in on style and aesthetics—like assessing the texture of various lines of decking and the color depth of new countertop materials.

ovember 2023

Finally, two outside judges were brought in—Houston-based homebuilder Fernando Pagés Ruiz and Boston contractor Marc Savatzky—to install products in an actual build. Winners were grouped into eight categories, including: • Exterior Enhancements: Barrette Outdoor Living RDI Elevation Rail, Deckorators Voyage composite decking, AZEK Exteriors TimberTech Cladding, Trex Transcend Lineage composite decking, Zuri decking, CertainTeed CERTAplank Single 7’ Reinforced Siding, James Hardie Architectural Collection siding, GAF Timberline UHDZ shingles, and Benjamin Moore element Guard exterior paint. • Peerless Power Tools: Ryobi 18v ONE+ HP Brushless framing nailer, Ridgid 18v Brushless Two-Tool Combo Kit, and Bosch ProFactor 18v reciprocating saw. • Outdoor Living Essentials: Backyard Discovery Rockport XL steel grill gazebo. • Tip-Top Windows & Doors: Masonite M-Pwr Smart Doors, Andersen Contemporary A-Series patio doors, and Milgard AX550 moving glass walls.

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------------| SELLING WITH KAHLE

ARE YOU SIGNIFICANT? ------------ BY DAVE KAHLE “MY WHOLE LIFE, I was told that we were one of the richest nations on earth, but now I see that we are one of the poorest. It’s like my whole life has been wasted.” That comment marked one of the saddest and most poignant moments of my life. Here’s the story: At one point in our life together, my wife, Coleen, and I were foster parents. Over the years we had 19 foster children of various sexes, races, and physical and emotional disabilities. One of those was Michael, who arrived in our home as a 17-year-old refugee from Albania, which was then the most closed and repressive socialist country in the world. Michael had escaped the regime by swimming across a portion of the Adriatic Sea and eventually landing in a U.N. refugee camp in what was then Yugoslavia. During the time that Michael was in our home, the regime fell Albania and the country opened up. Michael was able to speak with his parents via a phone in the village where his family lived. One thing leads to another, and a couple of years later Coleen and I visited his parents in their village in the remote foothills in Albania. We eventually hosted John, Michael’s 80-ish father, for a couple of weeks in our home. Culture shock is too mild a term to describe John’s experiences. For example, Albania at that time did not have a single stop light in the country because there was no need for one. There were no cars; people walked or traveled in oxcarts. Bringing John to

America was like time travel—fast-forwarding him a couple of hundred years. He was overwhelmed and awestruck. The treadmill, for example, was a source of amusement. “Why would somebody walk on it when they could just walk outside? Silly Americans.” Expressways provided a terrifying experience; air conditioning was a wonder. As we escorted him to the airplane that would take him back to Albania, he thanked us, said good bye to his son, and then said, “My whole life, I was told that we were one of the richest nations on earth, but now I see that we are one of the poorest. It’s like my whole life has been wasted.” For years that moment stuck with me like a weight on my heart—every time I thought of it, I felt sad. But, in recent years I’ve seen it differently. John was wrong. His life wasn’t wasted, unless of course you judge your life solely by the amount of material possessions you’ve accumulated. It is true that the socialist government lied to him for a lifetime, and that those lies narrowed his world and prevented him from seeing opportunities he never had. But John made the most of the situation in which he found himself. He was the village elder, and helped his villagers survive in a difficult time. He and his wife raised two children and instilled a sound character in them, embedding one with the self -confidence and courage necessary to escape. There was something in John that sought for more, and he instilled that hunger to do more, see more,

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be more, and accomplish more into his prodigy. He made an impact. He had influence. In John’s world, he was significant.

Understanding Significance According to Meriam-Webster, significance is defined this way: “the quality of being important: the quality of having notable worth or influence.” Wiktionary sheds this light on it: “extent to which something matters.” While there is a degree of significance to be achieved though one’s family—John had influence on his family, for example—my focus in this article is on a higher level of significance. Having “notable worth or influence” implies that significance on that level is relatively rare. People take note of it. Suppose you could lay a foundation of significance with your family, and then reached out to “matter” to a larger world. Suppose you could seek significance in your career and your business. Just that idea alone would put you in as special category. The sad truth is that very few people seek to be significant to anyone over and above their core family. Most people are content to just get by. In my work of helping sales forces sell better, for example, I’ve often observed that if you randomly select 20 salespeople and survey them, you’ll find that only one of those 20 have spent $25 of their own money on their own improvement over the course of the year. While salespeople happen to be the (Continued on page 46) building-products.com

professional group with whom I am most familiar, I suspect that salespeople are not unique in their indifference to personal improvement. Probably the same thing could be said about product managers, customer service representatives, social workers, and every other job title. Gaining significance means, among other things, performing in such a way as to be notable. Notable implies performance above and beyond the average. And that means striving for excellence in your work or business. Striving for excellence means continually improving yourself. You can’t become excellent unless you do better—forever. And doing better means sharpening the saw and continually improving. So, being indifferent to personal improvement is to deny an attraction to significance.

Why Bother? There are compelling reasons to strive for significance in your career and your business. One is the exceptional positive impact on people. As we noted in the definition, significance is defined by its impact on others. To be “notable” requires people to notice. To be “important” requires someone else to deem it so. So, significance is achieved through positive impact on other people. There is something in the soul of human beings that compels us to help others. So many of these ideas rise out of the Judeo-Christian mindset and scriptures. We only have one life, the Bible tells us, and we should live it with an eye toward eternity. “Love your neighbor as yourself” Jesus commanded. Significance is one manifestation of that command. It informs the way you do your job and live your life, encouraging you to make the most of every minute by positively impacting others. But significance also reaches inward and prompts us to attain more of our potential, to be more, and to achieve more. Insignificant people are content to utilize a fraction of their potential. Those who strive for significance stretch themselves, put themselves in challenging situations so that they stretch and build the abilities and competencies they were born with. Show me a person who continually challenges himself/herself, who pushes the boundaries of latent

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potential to exercise more of that potential, I’ll show you someone who is growing in significance. Significance then, can be much more than just a handy phrase. It can be an organizing principle in one’s life, ordering priorities and organizing actions in pursuit of a higher calling.

The Price to Pay Maybe that’s why so few people seek it. Its not easy, it doesn’t come quickly and there are prices to pay as you seek it. Significance in your job or business requires several things: motivation, focus, sacrifice and discipline, to begin with. Motivation speaks to that desire that wells up from inside a person to be significant. It probably won’t happen by chance. You’ll need to want it. As a lifetime student of motivation (I’m forever asked how to motivate a salesforce, for example) I’ve observed that motivation is rarely injected from outside, but instead is often instilled during our formative years—typically very intentionally by parents or circumstances. Motivation is often kept in check by our beliefs and our thinking habits. Once we have the idea that we can be significant in our careers and our businesses, that concept can free us to unleash motivation that has lain dormant. Focus speaks to our ability to prioritize and harness our resources to the highest priority tasks. Once we have decided to seek significance, we need to focus on those things that will bring us closer to that goal. Sacrifice is that dragon that guards

ovember 2023

the path to significance and discourages most people from taking the next step. The idea of giving some things up now in exchange for greater influence later just doesn’t resonate with many of our colleagues. For many, the choice between buying tickets to a ball game, or paying for a seminar is a no-brainer. Taking a cut in pay for a promotion that brings greater influence is, for those uninterested in significance, an unreasonable choice. Discipline is, like sacrifice, a word that scares many people. It this context, discipline means that you exert your will to invest time and energy into things that move you closer to significance, even if they are difficult and uncomfortable. Sounds like a challenge, and it is. That’s why few people really choose to seek significance in their careers and businesses. But for those believe there is more to life than just this, that they can be more, achieve more, and impact more, it can provide an overarching way of life and a lifetime of fulfillment. The first step is to recognize that it is available to you, and to decide you want it.

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.

building-products.com

LMC LEADERSHIP Summit drew dealers from across the country to Columbus, Oh., to provide practical concepts for leading their teams into the future.

LMC SUMMIT EQUIPS INDUSTRY’S LEADERS The recent 2023 LMC Leadership Summit in Columbus, Oh., brought together LMC dealers for a pivotal moment in leadership evolution, focusing on practical concepts to shape their future. The event was led by Kathy Pearson, president and founder of Enterprise Learning Solutions, who shared insights on achieving “Business Excellence.” John Humphrey of North Atlantic Corp., Somerset, Ma., noted, “The LMC Leadership Summit is an important setting for current and up-and-coming industry leaders to build relationships with one another, and to discuss innovative ways to improve our businesses in the near future.” Dr. Angus Fletcher, an Ohio State professor known for his leadership development work, introduced “Simple Not Easy,” a new leadership training program rooted in the wisdom of U.S. Army Special Operations. Dr. Fletcher’s sessions tackled leadership challenges with practical solutions, providing insights into cognitive barriers and actionable strategies for improvement. Melissa Johnson, VP of Cameron Mitchell Premier Events & Community Relations, discussed how faith in people and a culture of hospitality have driven Cameron Mitchell Restaurants’ success. This conversation highlighted the importance of culture in shaping the company’s identity and operations. Dr. Fletcher continued to empower leaders on the

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second day, offering insights into envisioning the future, team empowerment, emotional intelligence, and innovation. Attendees learned techniques for sharpening foresight, making informed decisions, and navigating complex situations confidently. Lanny Rubin, assistant VP of technology staff operations at Nationwide Insurance, shared Nationwide’s success in crafting a strategic multi-year plan while enhancing the customer experience. Lanny emphasized the importance of aligning long-term planning with a company’s vision and values. Kelsey Paasch, founder of Contour Consulting, guided attendees in designing deliberate steps and routines for their leadership journey. Real-life examples and proven strategies facilitated the creation of personalized strategic plans. The Summit was more than just an event; it was a platform for transformation, set to redefine leadership in the LBM industry. Attendees left Columbus inspired and ready to pioneer a new era in leadership excellence with practical insights and a memorable networking experience. “The Summit was a practical source in giving me tactical ways to strengthen my leadership as an individual and improve our team as a whole,” said Allison Carter, Builders Supply Co., Lancaster, S.C.

building-products.com

------------| PRESS INTO SERVICE

MIND THE GAP

WHAT TO DO WHEN CUSTOMER EXPECTATIONS AND REALITY COLLIDE

------------ BY KATE ZABRISKIE “I DON’T UNDERSTAND. This hotel has no restaurant, no concierge, and no valet. It’s not at all what I expected. The place had no standards.” - Guest at a Roadside Motel “I showed her the picture of Jennifer Aniston and asked for the same haircut. She cut my hair, but I still don’t look a thing like Jennifer Aniston. I’m not going back there.” -Client at a Salon

• Do we provide a premium, mid-grade, or budget offering? • Are our prices aligned with the experience?

Step Two: Provide Clear Product and Service Descriptions

First-rate service providers are clear about what they have and don’t. For instance, you have opulence if you work in a well-maintained historic hotel with old-world charm and a beautiful lobby. What you likely don’t have, however, is large bathrooms, soundproof walls, and other modern amenities. Pretending you’re something you’re not is the first step toward disaster.

Accuracy and transparency are the cornerstones of trustworthiness. As a service provider, strive to give clear, concise, and accurate descriptions to ensure customers’ expectations align with what you offer. Detailed Listings: Provide specific details about the product or service. For a hotel, this might include room sizes, available amenities, the age of the building, and any unique features. Use High-Quality Visuals: Images and videos can provide a genuine sense of the product or service. Ensure that visuals accurately represent what customers will receive. Highlight Unique Features: Emphasize what sets your offering apart. If it’s that old-world charm in a historic hotel, showcase it. Make it clear why it’s a selling point. Address Potential Shortcomings: Be upfront about any limitations. For instance, if the hotel rooms have smaller bathrooms due to the building’s historic nature, mention it. Transparency can prevent future dissatisfaction. Customer Reviews: Allow space for customers to leave reviews. Prospective customers often find real-world experiences valuable, and it adds an additional layer of transparency. Frequently Asked Questions (FAQs): Include an FAQ section addressing common queries and concerns. The extra information can help clarify any ambiguities about the product or service.

Questions to Consider • Does this product or service last forever, or does it need to be replaced at some point?

Questions to Consider • Have we described the product or service using straightforward and jargon-free language?

“We went to the National Park and didn’t see a single buffalo. They really need to do a better job scheduling the animals. I’m very disappointed.” - Guest at a National Park Most of us know motels aren’t hotels, a haircut isn’t cosmetic surgery, and wild animals don’t follow a viewing schedule. So, how does the minority conclude otherwise? The answers are endless: lack of information, misinformation, wishful thinking, etc. Regardless of the source of the confusion, service providers must address the misalignment. The easiest way to handle such issues is to avoid them. When that can’t happen, we must address them with calm, empathy and a willingness to educate.

Step One: Be Clear About What You Have

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• Do our visuals align with the actual experience or product? • Are there any features or limitations we’ve overlooked in our description? If any of those suggestions scare you, go back to step one and get real about what you have.

Step Three: Leverage Calm and Empathy When a customer, client, or guest reaches an inaccurate conclusion, responding with patience and understanding can make all the difference. Listen Actively: Before jumping to solutions or defenses, take a moment to listen to the concerns. “You haven’t seen a single buffalo in three days? That is a surprise.” This simple act can often diffuse heightened emotions. Empathize with Their Perspective: Put yourself in the other person’s shoes. Even if expectations seem misplaced, understand that the feelings are valid from that person’s viewpoint. “It’s never fun to think something is going to happen, and then it doesn’t.”

building-products.com

Clarify Without Condescension: Offer clear explanations without talking down to the individual. “I wish every guest would have the opportunity to see these beautiful creatures. If they weren’t wild animals, they might be more accommodating.” Offer Solutions When Possible: If there’s a way to address the concern, even if it’s not exactly what the customer hoped for, it can still go a long way. “Our museum does have an extensive exhibit about buffalo. You can visit today or see it online. Also, they have an IMAX film that features buffalo. Although not the same as seeing them live, some angles in the film are magnificent.” Revisit Your Written Promises as a Last Resort: If there is no solution or a limited solution, refer customers to the written statements you crafted in step two. We know the walls are thin, and that’s the nature of a historic property. That’s why we asked you to acknowledge possible noise when booking your room. What I do have is earplugs. Most guests have told me they greatly reduce the noise. Would you like to have a pair or two?

Questions to Consider • Are there common themes in customer misunderstandings that we can address proactively? • What resources can we provide our team to equip them with the right information and approach? Navigating customer expectations is a nuanced dance. While you can’t control every perception, you can influence it through clarity, empathy, and education. Embrace every positive and negative interaction as a learning experience and a chance to enhance your service. The journey of aligning expectations and reality is ongoing, but with dedication and understanding, it benefits service providers and their clientele. BP

KATE ZABRISKIE Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm (www.businesstrainingworks.com).

November 2023

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------------| NEW PRODUCTS ,

L0CK MITER BIT MicroJig’s FitFinder Lock Miter Bit simplifies the lock miter joint, which is traditionally difficult to execute correctly. The bit has a Center Finding Platform milled into its body at the precise center of the cutting profile, providing a measuring point to set the proper bit height the first time. Once the height is correct, only the fence needs to be adjusted to perfect the fit, simplifying the router table setup for precise joints with minimal test cuts and wasted stock.

HARDSCAPE SUPPORT The Dynamex Rise-It Paver Pedestal System from StoneDeks is designed to fully support the load of installed pavers, outdoor porcelain tiles and foot traffic, while reducing vibration and shock. The system’s main advantages are simplified and reliable installation, improved drainage, and protection of critical roofing membranes and moisture barrier systems. Precision manufactured and durably made from 100% recycled materials, the pedestal system can be used to convert unused roof space into valuable patio real estate. it can be applied over broken sidewalks, sand, gravel or uneven concrete to convert them into well-drained, level surfaces.

MICROJIG.COM (855) 747-7233

STONEDEKS.COM (330) 821-1585

GRAVITY-FED STAND-UP DRIVER

Westlake Royal Roofing Solutions has just released two new Unified Steel Stone Coated Roofing cool-rated colors—Harborwood and Stirling Gray. Both available in Unified Steel’s Pine-Crest Shake and Pacific Tile profiles, they provide a high Solar Reflective Index, helping to keep homes significantly cooler in warm months. Harborwood is a beautiful taupe, and Stirling Gray a cool gray tone.

Simpson Strong-Tie has introduced Timber Drive—a first-of-its kind, heavy-duty structural fastening system designed for stand-up, semi-automatic operation while driving 3” to 6-1/4” structural screws. Ideal for heavy-duty jobs that require repetitive fastening, such as decks, docks and floors, as well as for fastening metal straps to wood, engineered wood, or mass timber panels, the system’s ergonomic design makes it a faster, easier way to work. A patent-pending drop-feed loader allows for semi-automatic driving of a wide variety of Simpson Strong-Tie fasteners. Engineered to vertically drive large structural screws without the operator having to bend over, the system causes less fatigue for knees, back and shoulders, increasing user comfort, speed and productivity. The tool has four adjustable countersink depth settings, two interchangeable nosepieces that accommodate either face-screwing or connector fastening, and a positive placement tip that locates connector holes and provides true, straight, perpendicular driving when fastening metal straps to mass timber panels.

WESTLAKEROYALROOFING.COM (800) 658-8004

GO.STRONGTIE.COM/QUIKHD (800) 999-5099

TWO NEW ROOF HUES

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Swanson

Group,*.\ SUPERIOR SIDING

WITH AN ENVIRONMENTAL CONSCIENCE

The clear choice for hardwood siding. Superior Siding by Swanson Group® , comes in a premium grade. It combines the beauty of real saw textured wood with the ease of working with a plywood panel. Superior Siding designed to protect your property from the elements while respecting the environment.

MADE IN USA I SUSTAINABLE I RENEWABLE I RECYCLABLE www.swansongroup.biz Swanson Group Manufacturing 1651 South F Street Springfield, OR 97477 building-products.com

Phone: 541-832-1660 Email: joe.buttice@swansongroup.biz

Swanson Group

November 2023

• building products digest • 53

MINI PALM NAILER Weighing only 1 lb., Ridgid’s new R350MPF Mini Palm Nailer is 65% more compact than the previous model. Great for installing metal connectors in the framing stage, the tool gets into tighter spaces that framing nailers or hammers can’t. Its magnetic nail channel keeps nails in place for efficient one-handed operation. An integrated quick-connect swivel coupler delivers more maneuverability with fewer air hose kinks.

RIDGID.COM (800) 474-3443

DOUBLE THE NAILS RYOBI Framing Nailer Extended Capacity Magazines hold two full strips of nails, allowing for extended continuous usage and increased productivity on the job, offering a perfect solution for larger framing projects. Designed to accept 2” to 3-1/2” clipped (30°) or full round head (21° and 30°) nails, the magazines ensure that you can accomplish any type of job or application. The magazines are compatible with the RYOBI 18V Brushless 21° and 30° Framing Nailers.

RYOBITOOLS.COM (800) 525-2579

SMART PRIVACY WINDOWS Kolbe has partnered with Gauzy Ltd. to integrate LCG Smart Glass Technologies into select window and door products, for various levels of privacy on demand. Premium Polymer Dispersed Liquid Crystal (PDLC) films are laminated between two panes of glass to create switchable smart glass. When electricity is applied, the glass changes from obscure to transparent, allowing adjustable shading. Single, as well as multiple, windows and doors can be controlled with a wall-mounted touch panel, remote or home automation system. Applications include main entrance doors, sidelites, bathrooms, patios, home offices, or sides of a home that share a common space. This new glass option is available in white or gray within select products, including VistaLuxe WD Line direct sets; Ultra Series casements, awnings, direct sets and swinging doors; and Forgent Series All Glastra casements, awnings, and direct sets.

SOFT CLOSES FOR HEAVY DOORS Johnson Hardware has expanded its line of softopen/soft-close sliding door hardware with the introduction of the 2066 Soft-Close Kit. It offers all of the benefits of the original 1060 SoftClose kit, with one major advantage: it can support extra-heavy doors weighing up to 330 lbs. Here’s how the mechanism works: When the door is slid open and is within about 2” of the side jamb, the door automatically, slowly and silently glides on its own to the fully opened position. When the door is pulled closed and is within 2” of the fully closed position, the mechanism automatically engages and the door glides to a stop.

JOHNSONHARDWARE.COM (574) 293-5664

KOLBEWINDOWS.COM (800) 955-8666

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Sample the variety and versatility of eastern white pine. Read grade rules, span details, and get new promotional ideas for your business.

Plastic, concrete or pine? Learn why consumers prefer natural over fabricated.

Reach more customers by getting listed on NELMA’s Retailer Directory.

Listen to and watch product installation and comparison videos, plus grade representations.

Use all your senses. Visit nelma.org for all things eastern white pine, spruce-pine-fir and other softwood species grown in the Northeast and Great Lakes region. Ever see a paint swatch for wood grades? Scan here to see it. Simply open the camera on your smartphone or tablet, and hold it over this image.

@NortheasternLumberMfg @WoodInspiration @wood_inspiration1933

GREEN CROSS-LINE LASER LEVEL Klein Tools’ Rechargeable Self-Leveling Green Cross-Line Laser Level provides high performance laser leveling and alignment for professionals. The device projects high-precision horizontal and vertical lines and plumb up/down spots independently or together to address various alignment tasks with accuracy up to 3/32’’ at 33 ft. The tool features easy-to-read, high-visibility green horizontal and vertical laser lines; red plumb spot lasers with a working range of 165 ft.; rechargeable Li-ion battery with 15 hours of run time; integrated magnetic 360˚ mounting bracket with 1/4” and 5/8” tripod mounting threads for attaching to ferromagnetic objects; and an additional mounting clamp attachment for use on ceiling grids.

ROUTER ADD-ON The cordless AdvancedTrimRouter 18V-8 from Bosch can now be turned into a cordless plunge router with ease thanks to a clever attachment. With the new router plunge base, DIYers can mill slots and pockets with even greater precision. The base is available as a separate attachment or as a 2-in-1 set comprising the AdvancedTrimRouter 18V-8, trim router base, router plunge base, and other helpful accessories.

BOSCHTOOLS.COM (877) 267-2499

KLEINTOOLS.COM (847) 821-5500

STRAIGHTEN MORE BETTER Light Weight

Economical

Multi-Directional

SELF LOCKING DECK BOARD STRAIGHTENER

THE ULTIMATE BOARD BENDING TOOL!

Give yourself the freedom you need with a tool that delivers true “One-Man, One-Hand Installation ” for hidden clips or face screws. ®

The Ipe Clip® Fastener Company, LLC

SET  LOCK  FASTEN

The Ipe Clip® Fastener Company, LLC

Whether you are a Pro deck installer or a weekend DIYer, increase your deck installation efficiency on any type of hardwood, composite or thermally treated boards.

Manufacturers of Hidden Deck Fasteners & Accessories

Call 866.427.2547 or Chat Online

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HIGH-TECH HARNESS

GLASS RAIL Superior Aluminum Products’ new Series 9G glass railing provides a high-end, modern look without impeding the view. It features a code-complaint, affordable design with no clips or fasteners, and tempered and laminated glass. The low-maintenance aluminum frame provides a cost-effective alternative to traditional stainless steel. Square frames come in six different finishes, including black, white, dark bronze, sandstone, gray, and satin anodized, and include caps and bases for a polished look.

Raymond has introduced the Integrated Tether System, a first-of-akind operator assist tool designed to alert operators and managers and to limit lift truck functionality if an operator is not properly tethered. The system features a smart tether that uses a sensor to communicate with the lift truck and offers audio and visual notifications to alert the operator of tether status (connected or disconnected). When operators pair Raymond lift trucks and iWarehouse and iMonitor Telematics, the truck will be limited to 1 mph and lose lift capability if the harness isn’t properly connected to a self-retracting lanyard.

RAYMONDCORP.COM (800) 235-7200

SUPERIORALUMINUM.COM (937) 827-0626

BATTEN CHAMP Longboard Architec tural Products’ Link & Lock line of two-piece aluminum battens now includes new dimensions, a Heavy Duty (HD) model, and an array of new mounting hardware options. New dimensions are 4x4 and 4x6. The HD option allows for greater spans at higher wind loads and requires less labor. New fixed and sliding brackets can be used across the standard and HD ranges to create dynamic new designs at 45° and 90° in the “fin” orientation.

LONGBOARDPRODUCTS.COM (800) 604-0343

building-products.com

November 2023

• building products digest • 57

LUAU CELEBRATION

FLORIDA DEALERS SCORE BIG The Florida Building Material Alliance gathered in Orlando, Fl., Sept. 27-29 for its annual trade show and convention. The event started off with FBMA’s largest golf tournament of the year at Orange County National Golf Course, followed by an evening reception. The next day kicked off with breakfast and keynote address by Major League Baseball’s “iron man,” Cal Ripken, Jr., who spoke on longevity and perseverance. Following breakfast, attendees had the opportunity to listen to an industry panel discussion organized and moderated by Don Magruder, CEO of Ro-Mac Building Supplies, exploring the biggest challenges facing Florida’s housing market. The Hall of Fame luncheon honored Charlie Babb,

of Raymond Building Supplies, and—posthumously— Charlie Hain, of 84 Lumber, and Cecil Shine, of BlueLinx. The show floor was packed as attendees visited with building supply manufacturers and industry services from all over the U.S. and Canada. The day ended with a luau celebration where friends, both old and new, got acquainted and gambled the night away. The third and final day wrapped up with more trade show hours and inspirational speaker and Basketball Hall of Fame inductee Pat Williams, speaking on what it takes to be a great leader. FBMA will host the 2024 Gulf Atlantic Building Products Expo at Rosen Shingle Creek in Orlando from Sept. 18-20, 2024.

DURING FBMA’s convention, [1] Cal Ripken, Jr., who played in a Major League Baseball record 2,632 consecutive games, spoke on longevity and perseverence. [2] Best of Show Booth Award winners All Points Screw, Bolt

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4 & Specialty Co. and [3] Great Southern Wood Preserving/Yellawood. [4] Incoming chairman of the board Tom Minick, Tibbetts Lumber Co., presented the Golden Gavel to outgoing chair Chris Lee, 1st Choice Door & Millwork. building-products.com

NELMA ANNUAL MEETING Northeastern Lumber Manufacturers Association’s recent annual meeting marked the group’s 90th anniversary as well as its return to the state of Maine for an association meeting for the first time since 2016. Held Sept. 20-22 at the waterside Samoset

Resort in Rockport, Me., the event featured exhibits, displays, insightful presentations, and ample opportunities for invaluable networking. Well attended were an economic forecast by Forest Economic Advisors’ Paul Jannke, and Rich Brooks exploring “How AI Changes Everything.”

NELMA ANNUAL: [1] Matt Eirvin, Martin Vaillancourt, Neill Gibson. [2] Vincent Houle, Louis-Phillipe Deschenes. [3] Adam Duplisea, Jeremy Howard, James Dermody. [4] Morgan Wellens, Karl Seger. [5] Jim Conlon, Steven Rustja, Benoit Tremblay. [6] John Krueger, James Dermody, Eric McCoy. (More photos on next page)

Alongside the NELMA annual meeting, the North American Wholesale Lumber Association held its Northeast regional meeting Sept. 21 at Rockport, Me.’s Samoset Resort.

NAWLA NE REGIONAL

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For the third straight year, the meet took the fast-paced form of “Speed Dating,” as wholesalers rotated from table to table at regular intervals to speak with mill reps.

building-products.com

NELMA ANNUAL MEETING Photos by BPD

building-products.com

THE RESORT’S [7] rustic ceiling and posts down to [8] the old growth timbers underfoot made it the perfect site for NELMA’s annual meeting. [9] Chairman Chris Brochu. [10] B Manning. [11] Past chairmen assemble. [12] Ken Sweet, NELMA president Jeff Easterling, Matt Pomeroy. [13] Tim Stovall, Alex Darrah. [14] Steven Rustja, Alden Robbins. [15] Kim Drew, John Rooks. [16] Ryan Satterfield, Prisco DiPrizio, Henry Lamothe. [17] Robert & Pam Johnson. [18] Carter Zierden, Madison Roy. [19] Brian Moses, John Moses. [20] Jeff Hardy, Karl Smith. [21] Doug Chiasson, Jim St. John.

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------------| DATE BOOK Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. LMC – Nov. 6-8, LMC Expo, Philadelphia, Pa.; www.lmc.net. Eastern New York Lumber Dealers Assn. – Nov. 7, annual meeting & tradeshow, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org. Builder’s Supply Association of West Virginia – Nov. 7-8, ACI Grade 1 Field Testing Technician review & exam, Fairfield Inn & Suites, Charleston, W.V.; www.bsa-wv.com.

Northwestern Lumber Assn. – Nov. 28-30, Estimating 1-2-3, Simpson Strong-Tie, Inver Grove Heights, Mn.; members.bldconnection.org. Illinois Lumber & Material Dealers Association – Dec. 5-6, board meeting & dinner, Springfield, Il.; www.ilmda.com. Northwestern Lumber Assn. – Dec. 5-6, sales development class, Simpson Strong-Tie, Kansas City, Ks.; members.bldconnection.org. Builder’s Supply Association of West Virginia – Dec. 6-7, ACI Grade 1 Field Testing Technician review & exam, Fairfield Inn & Suites, Charleston, W.V.; www.bsa-wv.com.

Construction Suppliers Association – Nov. 7-8, Next Gen 5 meeting, Milledgeville, Ga.; www.gocsa.com.

Northeast Retail Lumber Association – Dec. 6-7, annual LBM Expo, Earth Expo & Convention Center at Mohegan Sun, Uncasville, Ct.; www. lbmexpo.net.

Northwestern Lumber Assn. – Nov. 8, Nebraska Connection Conference, Marriott Regency Hotel and TopGolf, Omaha, Ne.; members.bldconnection.org.

Construction Suppliers Association – Dec. 6-8, roundtable, Albany, Ga.; www.gocsa.com.

North American Wholesale Lumber Association – Nov. 8-10, annual Traders Market, Columbus, Oh.; www.nawla.org. Retail Lumber Dealers Association of Maine – Nov. 9, board meeting & tour, TBA; www.nrla.org. Western New York Lumber Dealers Association – Nov. 10, annual meeting, Rochester, N.Y.; www.nrla.org. Mid-American Lumbermens Association – Nov. 14, Gross Margin Mastery online seminar.; www.themla.com. National Association of Wholesaler-Distributors – Nov. 14-16, Innovators Summit, Austin, Tx.; www.naw.org. Northwestern Lumber Association – Nov. 15, LBM inventory management seminar, Country Inn & Suites, Mason City, Ia.; members. bldconnection.org. Rhode Island Lumber & Building Material Dealers Assn. – Nov. 17, holiday party, Graduate Providence, Providence, R.I.; www.nrla.org.

National Hardwood Lumber Assn. – Dec. 11-14, Hardwoods Processing 101, Memphis, Tn.; www.nhla.com. Northwestern Lumber Assn. – Dec. 11-12, blueprint reading & material take-off, Drury Hotels, Coralville, Ia.; Dec. 13-14, BlueLinx, Brooklyn Park, Mn.; Dec. 14-15, Cambria Hotel Downtown, Omaha, Ne.; members.bldconnection.org. Greater Philadelphia Spring Home Show – Jan. 5-7, Valley Forge Casino Resort, King of Prussia, Pa.; greaterphillyhomeshows-vf.com. Madison Home Expo – Jan. 5-7, Monona Terrace Convention Center, Madison, Wi.; www.homecentershow.com. Orlando Home & Garden Show – Jan. 5-7, Orange County Convention Center, Orlando, Fl.; www.showtechnology.com. National Hardwood Lumber Association – Jan. 8-March 1, inspector training school, Memphis, Tn.; www.nhla.com. Appalachian Lumbermen’s Club – Jan. 9, meeting, Embassy Suites Greensboro, N.C.; www.lumberclub.org. Missouri Forest Products Association – Jan. 9-10, winter meeting & legislative breakfast, Courtyard by Marriott, Jefferson City, Mo.; www. moforest.org. Midwest Assn. of Rail Shippers – Jan. 9-11, winter meeting, Westin Lombard Yorktown Center, Lombard, Il.; www.mwrailshippers.com. Northwestern Lumber Association – Jan. 9-11, Estimating 1-2-3, Madison, Wi.; www.members.bldconnection.org. Minneapolis Home Building & Remodeling Expo – Jan. 19-21, Hyatt Regency Minneapolis, Minneapolis, Mn.; www.homeshowcenter.com. Suburban Maryland Home Show – Jan. 13-14, Show Place Arena, Upper Marlboro, Md.; www.mdhomeshows-hf.com. Retail Lumber Dealers of Maine – Jan. 16, board meeting, Hallowell, Me.; www.nrla.org. Northwestern Lumber Association – Jan. 17-18, yard & delivery workshop, Jefferson City, Mo.; www.members.bldconnection.org. Charlotte Build, Remodel & Landscape Expo – Jan. 19-21, Charlotte Convention Center, Charlotte, N.C.; www.homecentershow.com. Low Country Home & Garden Show – Jan. 19-21, Savannah, Ga.; www. showtechnology.com. Sarasota Bradenton Spring Home Show – Jan. 19-21, Sarasota, Fl.; www.homeshowflorida.com. Baltimore Home Show – Jan. 20-21, Baltimore Convention Center, Baltimore, Md.; www.mdhomeshows-hf.com. Hartford Home Show – Jan. 20-21, XL Center, Hartford, Ct.; www. homeshowhartford.com. Suburban Pennsylvania Home Show – Jan. 20-21, Lancaster County Convention Center, Lancaster, Pa.; www.lancasterhomeshow.com. American Fence Association – Jan. 23-26, FenceTech, Nashville, Tn.; www.americanfenceassociation.com. House Hasson Hardware – Jan. 26-27, winter market, Opryland Hotel, Nashville, Tn.; www.househasson.com.

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building-products.com

SUMMER, ALL YEAR LONG

TO EXPLORE ADVERTISING, CONTACT:

(714) 486-2735 Chuck Casey ccasey@526mediagroup.com Nick Kosan nkosan@526mediagroup.com building-products.com

Target Outdoor Living Contractors through Deck Specialist magazine and Deck-Specialist.com

November 2023

• building products digest • 63

------------| CLASSIFIED MARKETPLACE Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch. Deadline: 10th of the previous month. Questions? Call (714) 486-2735.

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------------| IN MEMORIAM Robert S. “Bob” Neumann, 82, CEO and founder of Erie Materials, Albany, N.Y., Sept. 18. He founded in 1973 when he purchased a small warehouse in Mattydale, N.Y., in time expanding the business to 10 locations in New York and Pennsylvania. Kenny Wilson Doby, 63, lumber salesman with Talbert Building Supply, Clemmons, N.C., passed away on Oct. 1 at age 63. Kenny started with Caudell’s Lumber Co., Mocksville, N.C., before moving to Poindexter Lumber, which was acquired by Talbert in 2021.

ity Office and the Internal Revenue Service. He launched Powell Valley Millwork in 1993 with his son, Jimmy. John Duncan “Johnny” Ghee, Jr., 58, national vice president of multifamily construction for UFP Industries, passed away on Aug. 12. A 1988 graduate of East Carolina University, Johnny spent a year with Burton Window & Door, Greenville, N.C., before joining Universal Forest Products in multifamily sales in 1989. He was promoted to national VP in 2019. Harold Eugene “Joe” Stuck, 88, former operator of Ralph Stuck Lumber Co., Mount Pleasant Mills, Pa., died Oct. 2. Since childhood, he worked at his father’s lumber business, except for a stint in the U.S. Army from 1957 to 1963. He retired from the lumber company in 2008.

James Tennyson Thornberry, 86, co-founder of Powell Valley Millwork, Lexington, Ky., died Oct. 4. After serving in the U.S. Marine Corps during the Korean War, Jim returned home to attend Eastern Kentucky University. After graduating with a business degree focused on accounting and finance, he worked for the U.S. Government Accountabil-

William Duncan Harvey, 87, former owner of Empire Lumber & Supply Co., Kingwood, W.V., died Oct. 3.

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Bill graduated from West Virginia University in 1958 with a degree in marketing, then served in the U.S. Army, attaining the rank of captain. After operating his own lumberyard, he spent 20 years working for Lowe’s. Dennis Lee Schmidt, 73, former owner of Smith Center Building Center, Smith Center, Ks., died on Oct. 8. A U.S. Army veteran of the Vietnam War, he operated his own lumberyard for 42 years until retiring in 2020. Donald Bruce Gorden, 70, general manager of Southern Forest Products, died of cancer on Oct. 3. He headed the firm for 40 years, continuing even in his illness as oversaw the reconstruction of the mill after a devastating fire. Geoffrey Deuel-Whitney, 70, operator of Dogtrot Lumber.com, Angie, La., died of cancer on Oct. 1. A skilled carpenter, he launched his online cypress dealership in 2001. building-products.com

ATURES

d wood product on the market b-300Fv-2.1E r installation - 3 1/2” and 5 1/2” s Timber wood framing systems Initiative (SFI®) Certified nce PAGE uperior strength e MSR Lumber 39 strength solution for ral applications

800.221. B E A M

------------| ADVERTISERS INDEX Anthony Forest Products www.anthonyforest.com

NELMA www.nelma.org

Nova USA Wood Products www.novausawood.com

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

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

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Anthony Forest Products Company, LLC

Arxada www.wolmanizedwood.com 12/17/18 1:25 PM

Avon Plastics www.armadillodeck.com

Pacific Woodtech www.pwtewp.com

Baillie Lumber Co. www.baillie.com/s4s

Patrick Lumber Co. www.patlbr.com

Crumpler Plastic Pipe www.cpp-pipe.com

15, 31

ProWood www.prowoodlumber.com

CT Darnell Construction www.ctdarnell.com

41, Cov. IV

Redwood Empire www.buyredwood.com

Culpeper Wood www.culpeperwood.com

Simpson Strong-Tie www.strongtie.com

Deck Specialist www.deckspecialist.com

Southeast Forest Products www.southeastforestproducts.com

DeckWise www.deckwise.com

Sure Drive USA www.suredrive.com

Do it Best www.doitbestonline.com

Swanson Group Sales Co. www.swansongroup.biz Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

Everwood Preserving Inc. www.everwoodtreatment.com

United Treating & Distribution www.unitedtreating.com

Cover III

FastenMaster www.fastenmaster.com

Versatex www.versatex.com

FlameFreez www.yellawood.com

West Fraser www.westfraser.com/osb

Forest Products Supply www.fp-supply.com

Western Red Cedar Lumber Assn. www.realcedar.com

9, 27

Great Southern Wood Preserving www.yellawood.com

Weyerhaeuser www.weyerhaeuser.com/distribution

Humboldt Sawmill www.mendoco.com

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1. 8 0 0 . 4 4 4 . 7 3 1 3

constructionscrews.com

building-products.com

Koppers Performance Chemicals www.flameprofrtw.com Midwest Fastener Corp. www.midwestfasteners.com NAWLA www.nawla.org

WELCOME ABOARD! BPD is excited to introduce readers to 2 new advertisers: • Baillie Lumber is one of North America’s largest hardwood lumber manufacturers, providing hardwood lumber, hardwood logs, and proprietary grade hardwood lumber products to the world. • Western Red Cedar Lumber Association is the voice of the western red cedar industry representing manufacturers, distributors and supply chain partners. Keep them in mind when you’re looking for such products!

November 2023

• building products digest • 65

------------| FLASHBACK

48 YEARS AGO THIS MONTH

FLASHBACK:

PAUL BUNYAN SIGHTING FORTY-EIGHT YEARS ago, Building Products Digest’s sister publication, The Merchant Magazine, shared how a longtime lumberyard off Route 66 in New Mexico remade history by resurrecting Paul Bunyan. As reported in our November 1975 issue: “Some businessmen tend to forget that the signs, symbols and statues they use to decorate their places of business, when done well, become more than an indentifying feature for their firm, they become a community landmark. Such was the case with the huge Paul Bunyan figure that topped Shofner Lumber Co. in Albuquerque, N.M. When a fire gutted their yard at Central and Louisiana, about 13 months ago, doing in Big Paul in the process, the response was enormous. “We had literally hundreds of people ask us, ‘What are you going to

do with the big guy with the ax?’” recalls Frank Shofner. “Four families told us that their kids even cried on learning that Paul Bunyan was destroyed in the fire.” Replacing the statue was a problem as its manufacturer had gone out of business. For a while Shofner intended to replace the figure with a painted sign, but continued public response and Shofner’s awareness that he had a On the November 1975 cover, Louisianagood thing meant that somehow he Pacific promoted redwoods from its had to recreate the huge figure. Northern California timberlands, which He put the word out to the today are held by Mendocino Redwood. trade and to anyone else he could think of in hopes of getting a lead. “Then one day I got a call from former place of honor atop the newly Don McNeill of Ideal Cement. As he rebuilt store.” was passing a used furniture store in Later reports added some colorful Gallup, N.M., he noticed some giant feet,” detail. The replacement statue was Shofner said. Sure enough, behind the actually of a giant chef, requiring store was an enormous figure, similar to workmen to remove its fiberglassPaul Bunyan. encased apron and toque. The Bunyanesque problem of dressing In 1992, the building was sold to a a 27-ft.-tall man with a waist of 143” and Vietnamese restauranteer who opted to a 60” collar was approached. Roman keep the iconic Bunyan on the roof of his Fountains in Rio Rancho pitched in, May Cafe, where it remains to this day. making a beard and mustache that took 75 lbs. of modeling clay. Buttons for the A few years ago, a windstorm took out shirt were made out of 2x8s. Bunyan’s hands as well as his 13-ft.-long ax handle. The restaurant owner chose to The clothes were made by Mrs. Ada restore the statue as a lumberjack, rather Johnson, using heroic quantities of than convert him back into the chef it cloth and fiberglass until finally, properly was in a previous life. outfitted, Paul Bunyan returned to his

27-FOOT-TALL mascot had to be replaced after the original was destroyed in a fire.

TALL PAUL remains a Route 66 landmark long after the demise of its lumberyard.

66 • building products digest • N

ovember 2023

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