Digital Edition Sponsored by
BPD
DECEMBER 2019
Building Products Digest
THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982
NEWTheOVERTIME RULES • WHAT’S HOT IN PAINT • TECHNOLOGY SOLUTIONS BUYERS GUIDE Merchant Magazine (8.25” x 8.75”)
The long wait is over.
New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame* Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain. Whitish-gray when applied, the stain lightens over a six-tonine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings. The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.
Initial appearance
6 months
To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277. * Color change duration can vary due to timing, seasons and uneven exposure to sunlight. The PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. Machinecoat is a registered trademark of PPG Architectural Finishes, Inc. ©2019 PPG Industries, Inc. All rights reserved.
9 months
Raising the bar on overhead fastening.
Introducing the new Quik Stik rafter and truss fastening system. We’re taking overhead fastening to a new level. With the Quik Stik system, your customers can stand and drive truss screws quickly, safely and efficiently without ladders, line compressors or power nailers. It’s designed specifically for use with our code-listed Strong-Drive SDWC Truss screw. To learn more, visit go.strongtie.com/quikstik or call us at (800) 999-5099. ®
© 2019
Simpson Strong-Tie Company Inc. QUIKSTIK18-D
Unobstructed views of the future, now shipping.
Decked out just took on a whole new meaning. PWT Treated™ is now on deck and shipping. It’s longer lasting, with longer spans, and has a longer warranty.* Here’s to outdoor living that’s made to outlive! Find out more at pacificwoodtech.com/treated
*Excludes industrial applications, such as scaffold plank and concrete forming.
CONTENTS
December 2019 Volume 38 n Number 12
Stay connected between issues with www.building-products.com
facebook bpdmerch
twitter @bpdmerch
39
instagram @bpdmerch
pinterest bpdmerch
11
22
Buyers Guide
Features
Departments
39 TECHNOLOGY SOLUTIONS 2020
11 INDUSTRY TRENDS
8 ACROSS THE BOARD 18 OLSEN ON SALES 20 THE REVENUE GROWTH HABIT 24 LUMBER 411 32 MOVERS & SHAKERS 44 SELLING WITH KAHLE 46 NEW PRODUCTS 58 ASSOCIATION UPDATE 59 DATE BOOK 60 CLASSIFIED MARKETPLACE 60 IN MEMORIAM 61 ADVERTISERS INDEX 62 FLASHBACK
BUYERS GUIDE FOR LUMBER INDUSTRYSPECIFIC TECH SOLUTIONS, INCLUDING ERP, CMS, WMS, ESTIMATING, LOGISTICS, DESIGN/OPTIMIZATION, LABELING SYSTEMS, AND MORE.
PAINT MANUFACTURERS MAKE A SPLASH WITH THEIR 2020 COLORS OF THE YEAR
14 FEATURE STORY
BPD’S HOLIDAY GIFT GUIDE
16 COMPETITIVE INTELLIGENCE
CEDAR RAPIDS CONTRACTOR BUYS BOTH LOCAL LONG-TIME INDEPENDENTS
BPD
DECEMBER 2019
Building Products Digest
THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982
NEWTheOVERTIME RULES • WHAT’S HOT IN PAINT • TECHNOLOGY SOLUTIONS BUYERS GUIDE Merchant Magazine (8.25” x 8.75”)
The long wait is over.
TEAMWORK MAKES THE DREAM WORK
Whitish-gray when applied, the stain lightens over a six-tonine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings. The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.
50 EVENT RECAP
Initial appearance
6 months
To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.
NAWLA TRADERS MARKET IN TEXAS
* Color change duration can vary due to timing, seasons and uneven exposure to sunlight. The PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. Machinecoat is a registered trademark of PPG Architectural Finishes, Inc. ©2019 PPG Industries, Inc. All rights reserved.
Digest 12-19 Layout.indd 1 PPG TFBP Machinecoat Weathering Stain_v1 04-05-19.indd 3
WHAT YOU NEED TO KNOW ABOUT NEW FEDERAL OVERTIME RULES
36 THINKING AHEAD
New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame* Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain.
22 TRANSFORMING TEAMS
9 months
11/18/2019 8:57:35 AM 4/10/19 5:12 PM
BPD Digitial Edition at www.building-products.com
56 PHOTO RECAP
REMODELING SHOW/DECKEXPO
The Official Publication of
4
n
Building Products Digest n
Proud Supporters of
December 2019
Building-Products.com
BPD
OUR MARKET MOVES QUICKLY—SO DON’T GET LEFT BEHIND!
SUBSCRIBE
Building Products Digest President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • dkoenig@526mediagroup.com Senior Editor Stephanie Ornelas sornelas@526mediagroup.com
TODAY!
Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John Contributors Kevin Dodds, Kim Drew, Jeff Easterling, Dave Kahle, Paige McAllister Director of Sales Chuck Casey • ccasey@526mediagroup.com Sales & Marketing Coordinator Jody Bays • jbays@526mediagroup.com
E SUBSCRIB E IV E C E TO R
l, print, digittaer eNewslet & more!
Advertising Sales
(714) 486-2735 Chuck Casey ccasey@526mediagroup.com Patrick Adams padams@526mediagroup.com
The LBM supply chain’s leading publication for qualified industry decision makers! • Update your subscription • Sign up key colleagues • Enroll multiple locations
Subscriptions
info@526mediagroup.com (714) 486-2735
A publication of 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) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2019 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.
6
n
Building Products Digest n
is available on a qualified requester basis to senior management of U.S.-based dealers and distributors specializing in lumber and building materials and to others at the rate of $22 per year. Subscribe now by emailing info@building-products.com or calling 714.486.2735.
SUBSCRIBE NOW info@Building-Products.com or 714.486.2735
December 2019
Sub2019_BPD_4.5x10.indd 1
Building-Products.com
8/21/19 10:26 AM
The best of nature.
For centuries, homeowners have preferred the naturally durable properties of Eastern white cedar for their exterior shingles. Whatever your home architecture, Maibec shingles will add a timeless and organic look that’s always in style. Call today: 973-373-1881 • mrslumber.com
ACROSS the Board By Patrick Adams
Looking back to look ahead ard to believe that another year has almost passed! They say, “Time flies when you’re having fun.” True, but I think time flies regardless. I’m not sure when the kids turned 9 and 3, but I know it was in the past year! I’m not sure when the guy looking back at me in the mirror every morning got so old, but I know that started long before this year! To say it’s been a crazy year is an understatement, but if memory serves I said the same thing a year ago. Let’s see… bought an RV and started the family adventures of “camping.” Acquired an amazing company with a great team… that is 2,000 miles away. Grew our business exponentially as we get ever closer to that 100 year anniversary. Some of those around me say we should “slow down.” I’m not quite sure what that is exactly. From an early age, I feel like I learned what we are here for. What makes us “whole.” For me it is hard work and serving others. Nothing is better than laying down at the end of the day exhausted because you gave it your all. But as you get older, the feeling that we are supposed to slow down and take it easy gets louder. That voice in your head that says, “You deserve to work a half day,” or “It’s okay, you have a great team, go play golf today.” Other voices say that this stage in life is not the time to make big moves or take risks. We’re supposed to “play it safe.” Over time, I have seen that voice get so loud with others that they become a shell of what they used to be. The very thing that made them successful is the thing they become scared of. We convince ourselves that the “reckless” things we did were because we were “young and stupid.” Now, being “wise” seems to mean sitting on the couch more often? I have felt this voice creeping into my head and making me unsure of what the next chapter holds for me. It’s a funny thing about life that as you build “more,” what also builds is the fear of losing it. Self-doubt, insecurity and fear cripple the best you that has been developed over a lifetime. A good friend recently reminded me that you can only be your truly best self when you are fighting for something. This had me spend some time looking back on my life. I realized that I couldn’t remember a single day in my life where I wasn’t fighting for something and now, maybe that fight was slowing down or had even stopped. He says “Comfort breeds complacency.” I think he’s right. He says,
H
“How do you know how great your life can truly be unless you challenge it to get better?” He’s right. I also remember something my father-in-law told me before he passed away just over a year ago. He said, “Patrick, your best years are ahead of you because you don’t have to relearn the hard lessons twice. The things that used to be hard will become easy. The stressful, calming and the mistakes, fewer and smaller. Your best years are ahead of you not because you’re stronger or faster, but because you’re smarter and wiser.” I didn’t think about his words at the time the way I do now. I look back at my life and although many chapters were tough, I’m thankful for them. Looking ahead, I’ve realized the preached fiction of “take it easy” is only trying to cheat us from testing what is truly possible. Don’t wait until the new year or even a new day—take an assessment of what has made you great, polish those things up, take them out, and see what they’re truly capable of! Go to bed exhausted afterwards and be proud that you lived to fight another day! Our greatest blessing is our family, our country, and our industry full of people we are proud to serve. Have a wonderful holiday season, take a minute to count your blessings, and charge with a smile into the new year! Fight on!
Patrick S. Adams Publisher/President padams@526mediagroup.com
8
n
Building Products Digest n
December 2019
Building-Products.com
YellaWood® brand pressure treated pine is sought after by all the best builders, especially those with leather tails, buck teeth and nature’s highest building standards. Our proven reputation for having high quality products drives demand for the Yella Tag. The five-star service and unrivaled support of the YellaWood® brand puts dealers in position to meet their customer’s specific needs. See how the YellaWood® brand delivers at YellaWood.com.
IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.
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.
THE DO IT BEST SPRING MARKET
It all happens
We understand, you’ve got a business to run—your time is
By the end of the weekend, you’re ready to start
precious. That’s why we load every action-packed minute
working on practical, immediately actionable steps to
of the Do it Best Spring Market with opportunities to
build your business.
SM
grow your business and lock in exclusive savings.
Plus, you’ll have opportunities to experience everything
• Gain insights on the latest pro-tradesman trends with our LBM Industry Update.
Indianapolis has to offer. Top restaurants, big city
• Discover innovative new products and selling techniques at Construction Instruction.
attractions. No matter what inspires you, there’s
• Improve your hand and power tool assortment through our Core Solutions display.
» Join us for the Do it Best Spring Market, Feb. 7-10
• Save big with our LBM Super Saturday Specials. • Talk one-on-one with Do it Best staff, member-owners and industry experts.
shopping and nightlife, and plenty of family-friendly something for everyone in Indy.
For registration information, contact 888-DO IT BEST or sales.support@doitbest.com
INDUSTRY Trends By David Koenig
Red hot paint
Presenting paint manufacturers’ 2020 “Colors of the Year” M
ost of the major paint manufacturers have announced their Color of the Year for 2020, revealing the shades that industry color experts predict will take walls by storm in the coming year. Since each winner is a branded shade of the respective manufacturer, dealers can’t offer many—let alone all—of the exact colors. But by studying what’s
hot among all producers, they’ll be able to mix and highlight similar shades from their own paint lines, and know what to promote to trend-conscious builders, contractors and homeowners. The majority of domestic paint manufacturers have selected a Color of the Year in each of the last few years, but it’s a practice that was introduced in 2000 by color-matching firm Pan-
tone. The company reportedly combs the globe for influential colors in pop culture, art fashion, design, architecture and technology, and the top picks greatly impact designers of products of all types. This year’s picks in paint represent a wide spectrum of colors, but there are several common themes. Going away are basic neutrals like white, gray and
Benjamin Moore: First Light
HGTV Home: Romance
Beauti-Tone: Honey I’m Home
A soft shade of pink that can be used as a “new neutral.” Building-Products.com
A blush pastel pink sold exclusively by Lowe’s.
Sold exclusively at Home Hardware Stores in Canada, the gold adds depth to spaces.
December 2019
n
Building Products Digest n
11
Kelly-Moore: Sun God
Diamond Vogel: Silence Is Golden
Behr: Back To Nature
Graham & Brown: Adeline
Valspar: Soft Naturals
AkzoNobel/Dulux: Tranquil Dawn
Dunn Edwards: Minty Fresh
C2 Paint: Salty Brine
Glidden: Whirlwind
tan, replaced by stronger shades that are more natural, optimistic and calming. “We’re predicting that the next decade in color is going to be bold,” says Sue Wadden, Sherwin-Williams’ director of color marketing. “Naval merges the desire for rich, inspiring color with our yearning for relaxation and retreat. In the next 10 years, we’ll continue to move away from omnipresent neutrals and design will feel more personal again.”
Sue Kim, marketing manager for Valspar, agrees: “The palette of colors that is accepted as neutrals in the home has expanded. We are looking to bring colorful neutrals into our home to add personality and elegance while still remaining comfortable.” With PPG’s Chinese Porcelain, “this soothing blue imparts slowness, encouraging consumers to practice mindfulness and be more present in their
lives while also offering the spirit of hopefulness—a precious commodity in a restless world,” says Dee Schlotter, PPG’s senior color marketing manager. Soft golds, greens and blues echo the vibrant colors of nature. Behr even chose a color named Back to Nature. “As we look ahead to a new decade, Back to Nature encourages us to reengage with the natural world, which we know can have a real, positive impact
A “fiercely optimistic and independent yellow.”
A relaxing gold with a warm, timeless patina.
A vibrant emerald green that evokes healthier, happier spaces.
Valspar chose not one but 12 Colors of the Year for 2020 (including Mint Whisper), each shade inspired by nature, yet “subdued and livable.”
A mint-infused pastel that’s invigorating, sweet and cool.
12
n
Building Products Digest n
A rich hue that floats between green and blue, giving it the richness and depth of nature.
December 2019
A shade of green inspired by meadows to bring the colors of nature indoors.
A “delicate, fluid shade somewhere between green, blue and gray” that reflects the early morning sky.
A blue-tinged gray that’s timeless, versatile and simple.
Building-Products.com
PPG: Chinese Porcelain
Sherwin-Williams: Naval
Sico Paint by PPG: Mystic Cobalt
on our wellbeing,” says Erika Woelfel, VP of color and creative services. Dunn-Edwards, like most of its competitors, appears to believe 2020’s
top colors will provide a type of therapy, “as a range of grounded, gardeninspired shades heralds the opportunity for a fresh start. We are upbeat as we
take an optimistic approach to creating and controlling elements that are within our power.”
A rich jewel tone formulated to instill calmness, reduce anxiety, and encourage sleep.
Building-Products.com
A rich blue that pairs with both serene, muted palettes and flashy glamorous settings.
A deep, soothing blue with hints of purple inspired by the mix of pigments known as cobalt.
December 2019
n
Building Products Digest n
13
FEATURE Story By Stephanie Ornelas
Perfect Presents Industry Holiday Gift Guide The holidays are here and that means it’s time to find the right gift for the people you love most—your lumber industy colleagues! Whether they’re traveling to their next trade show or staying home for a night in, these gift ideas are meant to spark joy in every lumber person’s life this season.
Tradeshows are a big part of this industry. Gift your colleague with VooDoo Tactical’s neck pouch, a handy accessory that conveniently fits business cards, show badges and credit cards. The pouch is also available in dark blue. Add a little extra touch to your gift wrapping this year with custom wooden holiday tags by Boupha Goods. A double-sided laser engrave shows “Merry Christmas” on one side, and “to/from” on the backside. The company also offers custom wooden ornaments, keychains and nametags.
n VOODOOTACTICAL.COM [$18.99]
n BOUPHAGOODS.COM [$1.99-$10.99]
Termed a “love letter” to lumber, Wood is a fresh, insightful and surprising look at the world’s best timber architecture. With 170 structures from the last 1,000 years, the hardbound book by William Hall features projects from some of the world’s most celebrated architects. n PHAIDON.COM [$49.95]
14
n
Building Products Digest n
December 2019
Building-Products.com
Give the gift of monthly meats and cheeses with Carnivore Club. Recipients can go online and choose their favorite meats and cheeses to be delivered right to their door. The box also includes breads and pairing options. n CARNIVORECLUB.COM [$24.99-39.99/month]
Who doesn’t love the smell of sawdust in this industry? Gift your boss or co-worker with one of these custom T-shirts from DH Gate. n DHGATE.COM [$11.99]
For cigar lovers who also love to travel, consider giving them Cigar Star’s leather travel case, equipped with cigar cutter and butane lighter. The genuine split embossed leather comes in plain brown leather and snake skin. n CIGARSTAR.COM [$169.99]
Coffee lovers will find Chemex’s pour over coffeemaker a perfect gift for the holidays. The vintage glass coffeemaker features an attractive wooden handle and leather strap and makes up to eight cups of coffee.
Gentleman Jon’s travel shave kit is perfect for pros on the go. The kit includes six shaving utensils including shave soap, alum block, five razor blades, and safety razor.
n CHEMEX.COM [$45.50]
n GENTLEMANJON.COM [$49.50}
Building-Products.com
December 2019
n
Building Products Digest n
15
COMPETITIVE Intelligence By Carla Waldemar
CENTURY-OLD Cedar Rapids dealer is now owned by contractor Marty Hoeger.
One’s good. Two? Even better.
ontractor Buys Lumberyards,” the headline in this magazine’s June issue announced. Is this as newsworthy as the proverbial “Man Bites Dog”? Nah—but almost as unlikely. So, this reporter couldn’t wait to find out how, and why. It happened in May in Cedar Rapids, Ia., where longtime contractor Marty Hoeger ended up as owner of Odgen & Adams, a 113-year-old city institution. For the past 22 years, one of the yard’s best customers had been (you saw this coming) Marty Hoeger. While in his family’s business and then out on his own, building residential and light commercial properties, “I’d pretty much exclusively used Ogden. So I knew the people, knew the culture, the service, and the quality of their products,” he explains. “Three years ago, I was approached by my sales rep, saying that Ogden’s owner was ready to retire. I’d always been interested in running my own business, so I started conversations with the man, promising him I was not the person who’d come in and change everything after 113 years. I was local; he knew me. So we worked for two and a half years to come together with a win-win solution and way to purchase it and go forward.” Okay. But, man bites dog twice? And at the same time? Now we’ve got a story. Larry Paulson, Ogden’s owner, immediately started nudging Marty: “If you love the industry, you should
“C
16
n
Building Products Digest n
December 2019
really talk to Randy.” Randy Kelley owned a competing yard across town called Cedar Rapids Lumber. He had no succession plan, so was willing to start thinking about the next step. “Maybe in three years?” he responded. “Not today, but I’m ready to start slowing down, get some things off my plate.” Randy desired to stay on staff, doing what he liked, and knew, best: buying and pricing lumber. “That’s his passion,” Marty explains, rather than the directing of his staff. “If you take that part off my plate, I’d be ready to roll that over to you now,” he told Marty. So, virtually overnight, the contractor became owner of two indie lumberyards in the same town (both named Ogden & Adams today). “It really was a good fit,” Marty continues. “Randy acted as an advocate for me to the staff, touting ‘the new energy coming to work here.’ I did do due diligence on ways to pull this off, to create new synergies between the two yards. Ogden didn’t handle commercial work, which Cedar Rapids was more into. They’d kind of stayed away from each other. But when the flood of 2008 closed Randy’s location”—and the Mississippi River devastated much of the town—“Larry invited him to do business out of Larry’s yard and carry on.” As would anyone new to the industry, Marty faced a learning curve, starting with inventory and the various categories of lumber stacked on the property—“different Building-Products.com
grades, different types of wood to learn. Then, I figured out that I had 30 vendors walking in every week—three different brands of windows alone. Talking with vendors could eat up your week if you let it. “So I set up some new procedures: One, don’t walk in unannounced; make an appointment. Two, I can’t afford to shoot the breeze for an hour with you; let’s get right down to business. (Yet, I realized that this is a huge relationship business, and that included our vendors.) But we also had huge relationships with our customers, and we needed to be available for them—to cater to our customers. It was a Catch 22 situation, but it taught us to become more efficient. The point is, we needed to look at roles and responsibilities of everybody in order to become most efficient in their roles: ‘If this isn’t best, what is?’” And not to be afraid to start delegating some of those vendor meetings to other key employees. The two stores’ staffs could have given their new boss a bit of grief, but no. “I didn’t come in saying, ‘I’m fixing this to be way-better.’ I felt that, after 113 years, you don’t need to change, as much as to add, so I wasn’t met with ‘I’ve been here 26 years and here’s how we’ve always done it.’ Instead, under my leadership, we melded the companies and cultures together, plus threw in new ideas. And I was met with ‘Wow! I really see how it benefits us!’” Marty initiated staff meetings: new weekly sales meetings and monthly yard meetings, talking over delivery issues, safety, upcoming projects. “It was not inside vs. outside, as before. Rather, all under one umbrella, working together: Not yard together and sales together, but everybody.” When it came to products and SKUs, Marty did some weeding. “The two yards didn’t need Type A glue here and Type B there, so we educated customers and educated staff that it didn’t make sense to carry both.” But when it came to service, easy-peasy. “I’d been a customer for 22 years, so I knew how good their service was. On the jobsite, if they had mis-ordered and needed another three sheets of plywood, they’d call and say, ‘Can I pick it up?’
NEAR SIMULTANEOUSLY, Hoeger also purchased the town’s other longtime lumber retailer, Cedar Rapids Lumber, and has since renamed it Ogden & Adams.
and I‘d say, ‘No, I don’t want to have to leave the jobsite.’ I’d jump in a car and get it to them within an hour. What separates us from the competition is, attitude. And we take care of problems.” Who are those customers, anyway? “Nearly all of them (85%) are pros, building new homes, remodeling, adding decks. Builders constructing homes selling for $800,000 to $2 million. Builders constructing houses in the $150,000-to-$250,000 range. Commercial customers. (One works solely on hospitals, for instance.)” DIYs, too: “Lots of window replacements, from wood to vinyl. In our showroom, we walk them through the paces, offer Building-Products.com
solutions—and that’s what separates us from the boxes.” Are those big boys making an impact? “We don’t carry plumbing, and we don’t do lightbulbs. But we do offer a staff with 32, 28, 20 years of experience who can walk you through your project, be your coach. The big homeimprovement centers have to compete with us—not the other way around,” he states. There are three other good independent yards in town, too. “They fit a niche, we fit a niche. I don’t drive to a jobsite and start in with ‘We’re better.’ Instead, I like to show a level of respect.” And those clients? “They could go across the street to a competitor, but we are the best when it comes to service, products. We did upgrade our showroom and put in new computers. Still… why us?” he ponders: “Location? Anderson windows? Replace a deck? Or is it that relationship thing? After all, 113 years, family-run, in the same location….” One of the prime reasons employees like to work here, Marty thinks, is the relationships they build with customers. Staff turnover, as you might expect, is next to nothing. Retirement might be the only reason to part ways. Or, not even then. “When I first took over, one fellow, ready to retire, got his severance, but stayed on seven weeks because, he said, ‘I’d like to see you through and help you out.’ My goal was not to chop heads; everybody had a valuable role. Instead, create synergy, but not merge the two yards into one.” And certainly not ASAP. Wisely, “I spent March through January letting things live and breathe before making big changes. But we do need to get a new website design; to re-do Facebook and Instagram for today’s world and be more effective there. We need to continue to reinvest ourselves in these ways to bring in new customers. We need to tell our story. “When it comes to potential prospects, I set up and attend one or two meetings with the potential customer, then bring in a sales person who’s a good fit and, after that meeting, empower them to move forward.” Assessing the current market, Marty sees it this way: “Cedar Rapids right now is a town of single-family dwellings, and it’s just maintaining those numbers. But the surrounding bedroom-community business is still thriving. There’s lots of commercial boom. And a craze of emptynesters moving into condos downtown, so a lot of condo development.” In other words, business is just fine, thanks. In the future? “It would be easiest to say, ‘You know what? Buy new trucks, update the facility.’ But reality is, we’ll take a couple of years to be good stewards of Ogden before we move ahead with that, so that we don’t risk our employees because of a dumb move.” Future plans for Marty, himself? An heir waiting in the wings? “My son is still in high school, but he can make his own decision. If he does decide to come aboard,” Marty laughs, “he’ll start in at the bottom— framing houses, pushing a wheelbarrow. Just like I did.” And just look what that can lead to….
Carla Waldemar cwaldemar@comcast.net December 2019
n
Building Products Digest n
17
OLSEN on Sales By James Olsen
A businessperson who sells hen we start out in any industry, we have to learn our product. Our employer will give us some orientation and may send us to outside seminars to give us the basic knowledge we need to do this. We also have to learn how to sell. While not mutually exclusive in many cases the ability to sell will trump product knowledge. Give me 10 people who are charming and understand their fellow man over 10 product knowledge specialists who cannot communicate any day if we want sales results. This is why many industries use the concept of team-selling; the salesperson brings a product expert with them on the call. Some of us do not have (or do not want) that luxury. The most valuable education we will receive is from our customers, our savvy co-workers, and suppliers. Many sellers have “just enough” knowledge of the product to sell it. Master Sellers have sales skills, product knowledge, and understand their customers’ business needs.
W
Curiosity Is Key
Most sellers’ idea of curiosity does not go beyond “What do you need?,” “What do you want to pay?,” and “What else are you buying?” Master Sellers find out “What are you using that for?,” “What is your desired outcome?,” “Are there any options?,” “How do you turn your inventory?,” and “What are the costs involved with all of the aforementioned questions and their answers?”
Inventory Turn: Full Disclosure
Many sellers have only a vague idea how much their customers buy per month and/or what they will need to buy next. Using the seven questions of Full Disclosure Selling (detailed in Selling Lumber), Master Sellers have an exact understanding of the customers usage: (1) Where are you in your buy cycle? (2) How much do you have on the ground? (3) How much on order? (4) Of those, how much is already sold but not shipped? (5) Average monthly usage? (6) Average cost? (7) How low do you let your inventory go before you buy back? In addition, Master Sellers know what their customers will have to pay for product in smaller lots out of distribution and vice-versa for distribution sellers.
18
n
Building Products Digest n
December 2019
Options
The majority of sellers are only looking for what their customers tell them they need. Master Sellers are always looking for options to help their customers be more profitable. For example: 2x4 14’ #3. Our customer is buying 2x4 #3 14’s because they are one of the less expensive lengths. They are cutting the 14’s into 10’s and 4’s for their inside production needs. If we can find a mill or reman that comes up with 4’s as a fall-down of a product they’re cutting, we can buy these at discount. 10’s in general will be at a discount to 14’s. Stopover fees, LTL rates, or having to buy a truck of each instead of one truck of straight 14’s will offset the cost of buying the higher-cost product. Production Costs. Our customer may have a four-person production team that is cutting a product. If we can find a producer who will cut it, we eliminate the need for those employees, the equipment they use, maintenance costs, space needed for the equipment—and save them hundreds of thousands of dollars before we even begin to talk about the price of the product. Crossover Products and Species. We may have a customer who has been buying a product in SPF for years that has a SYP counterpart that works just as well, but for much less $/MBF. This can be true of products also. Maybe they are buying a 3/4” plywood item that can be substituted with a 5/8” product or the same thickness in OSB. Grades and Yields. If our customer is buying a Utility at $350/MBF, cutting it up, and getting a 90% yield, they are paying $385/MBF for every usable piece. We could sell them an Economy grade that delivers a 70% yield. They would end up paying $357/MBF per usable piece for a savings of $28/MBF! This math also works up-selling the grade. These are examples Master Sellers use to become business partners with customers vs. just trying to get an order. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
Building-Products.com
December 2019
n
Building Products Digest n
19
THE REVENUE Growth Habit By Alex Goldfayn
In 2020, quickly plan and quickly do aking plans is tricky. Sometimes, we get too busy reacting to customer problems and concerns and the proactive work of making a plan gets away from us. Other times, we over-plan. We try to make our plan perfect, but we will never feel like it is so. So we plan and plan, and rarely do. Of course, sales growth is about the doing, not the planning. Planning, like knowing, doesn’t make us any money. And so, with clients, my system for planning revolves around quickly planning, and quickly doing. We must not get stuck in the plan-making. But we need a plan. And we must not try to make the perfect plan, we simply need a roadmap. Similarly, we must not get stuck in preparing the action. For example, many people hold on making proactive phone calls because they’re not exactly sure what to say. And they try to come up with the perfect thing to say. Which never happens. And neither does the actual phone call! So, right now, right here, let’s go through a quick plan for a successful start to your 2020 selling year.
M
What Are Your Top 3 Selling Priorities for 2020? Your answers can include a sales goal, or details focused on customer counts, new prospects, or, really anything. 1. 2. 3. Which 5 Customers Will I Work to Expand My Sales with the Most in 2020? List the name of the company and the name of the human. Humans buy, companies do not. 1. 2. 3. 4. 5.
20
n
Building Products Digest n
December 2019
Which 5 Prospects Who Are Not Buying from You Yet Will You Focus on to Turn Them into Customers? 1. 2. 3. 4. 5. Which of Your Additional Products or Services Do Your Customers Currently Buy Elsewhere? List your “non-major” products that many of your customers can take advantage of. 1. 2. 3. Now, Think Weekly Create your weekly plan: Pick one person or item from each list and write them down as priorities for the first (or current) week. This is your proactive game plan for this week. Call a person from each of the three lists above, and also bring up a secondary “non-major” product to raise with customers throughout the week. When you work through your annual plan, create a new set of lists. If you have to create a new list monthly, great. Twice a year? Also great. Just have a plan, and work it. The best plans are quick ones. The best actions are ones that you take. Quickly plan and quickly do, and you will have a wonderfully successful 2020. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com
TRANSFORMING Teams By Paige McAllister and Claudia St. John
New overtime rules: What you need to know
any of our clients mistakenly believe it is up to them to decide whether to pay their employees on an hourly (non-exempt) or salaried (exempt) basis. Often, they classify employees, such as CSRs and inside sales professionals, as exempt and salaried when, in fact, the law requires that they be paid hourly and eligible for overtime. The Fair Labor Standards Act, administered by the U.S. Department of Labor, establishes a duties and a salary test that employers must consider when classifying an employee as “non-exempt” or “exempt.” Non-exempt employees must be paid at least minimum wage for all hours worked and overtime for more than 40 hours worked in a work week. Employers must track and keep record of the exact time worked to ensure all employees are paid correctly. Employees whose white-collar
M
22
n
Building Products Digest n
job responsibilities satisfy the various DOL “duties test” and who earn at least the minimum salary threshold established by the DOL can be classified as “exempt” from the minimum wage, overtime, and exact-time-record requirements (although you must keep payroll records of what all employees are paid). To review the various white collar exemptions, search online for DOL Factsheet #17. On Sept. 24, 2019, the DOL released the highly-anticipated final rule increasing the minimum salary level for “white-collar” and highly compensated exempt employees for the first time since 2004. These changes will go into effect Jan. 1, 2020. No changes were made to the “duties test.” White-Collar Exempt Employees: Typical DOL exemptions, commonly referred to as “white-collar” exemptions, are usually classified under the
December 2019
executive, administrative, and professional categories. (Again, refer to the DOL Factsheet #17 for more on these exemptions.) What has changed is the minimum salary requirement for these white-collar exemptions—it will increase to $684 per week ($35,568 per year) from the current $455 per week ($23,660 per year). Up to 10% of this new minimum salary level for white-collar classifications can be satisfied with nondiscretionary bonuses, incentive pay, or commissions. And outside sales professionals continue to have no minimum salary threshold so this change doesn’t affect them. As a result of increasing this minimum salary, the DOL estimates: • 1.2 million workers will become eligible for overtime pay if employers make no adjustments to their pay; and • 2.2 million non-exempt workers will have their non-exempt status strengthened because, even though their duties were close to making them eligible for an exemption, their salary level will now be below the required level. Highly-Compensated Employees: Highly-compensated employees (HCEs) are those who, even if they do not meet the duties test of other exemptions, are paid a high enough salary to qualify for an exemption. The DOL is increasing the salary requirement for HCE’s to $107,432 per year from the current $100,000 per year. This must include a weekly salary of at least $684 that does not include nondiscretionary bonuses, incentive pay, and/or commissions. The DOL estimates that 101,800 current HCE will be impacted unless their salary is increased. Building-Products.com
Next Steps
With this change going into effect January 1, 2020, we recommend that employers take the following steps: • Step 1 - Identify which white-collar and HCE exempt employees will fall below the new salary levels. • Step 2 - Review job duties to ensure exempt employees clearly meet the applicable duties requirement; if they do not, then, regardless of their salary, they should be reclassified as non-exempt. • Step 3 - Calculate the costs and consider the options for employees that meet the job duties tests but whose salary falls below the new $684/week $35,568 annual salary minimum. Your options include: o Re-classifying these employees as non-exempt, tracking and recording their time, paying overtime and minimum wage, and including time as compensable such as travel time, waiting time, etc.; or o Increasing these exempt employees’ salaries to meet the new exempt salary minimum; or o Structuring pay for non-exempt employees so that they still receive a salary but have their time tracked and receive overtime for all time worked in excess of 40 hours a week (or your state’s overtime requirements). • Step 4 - Communicate your plan with the employees impacted so they know what to expect and why the change has occurred. • Document everything.
will check all employees in that job group, meaning you would be responsible to pay back wages and punitive damages for multiple employees even if they didn’t complain. 4. After the previous changes in 2004, there was a dramatic increase in wage-and-hour claims from employees thinking they were misclassified and should have been receiving overtime. Chances are, another bump will happen again in 2020 as the administration and media promote the fact that more than a million workers will now be eligible for overtime. Remember, you’re only as safe as your last bad hire. Best to make sure you’ve got your employees classified correctly before they do! For more details about this rule change, read the DOL Factsheet #17G or review the full rule on the Federal Registry. Paige McAllister, SPHR HR Compliance Affinity HR Group contact@affinityhrgroup.com
Claudia St. John, SPHR, SHRM-SCP, President Affinity HR Group contact@affinityhrgroup.com
Important Notes for Consideration
1. If there is uncertainty when classifying an employee, you must classify the employee as “non-exempt” as it benefits the employee by being eligible for overtime and earning at least minimum wage. 2. An employee cannot waive his/her right to protection under wage-and-hour law. So even if the employee wants to be classified as exempt and salaried because they don’t want to track their time or they want to help you out, you are still liable for any misclassifications and underpayment that results from the misclassification. An employee who is okay with the practice now may not be in two years, and they would be within their right to bring a claim against you. 3. Wage-and-hour mistakes can be time-consuming and expensive as the DOL investigation may go back two years and include back wages, back overtime, and penalties. If the violations seem egregious, they can go back three years. Also, if one employee is deemed to be misclassified, they
Q. I have read about the new minimum salary for overtime going up from $23,660 to $35,568 starting Jan. 1, 2020. So, if we have exempt, salaried employees earning less than $35,568, do we need to increase their pay?
A. Yes, the new minimum is $35,568. So anyone earning less than that amount will need to be reclassified as non-exempt and paid overtime for any hours worked in excess of 40 hours in a workweek. (Note, some states have a higher threshold.) But remember, the employee’s duties also have to satisfy the duties test, not just the minimum salary threshold, so they could still be misclassified even though they’re earning more than $35,568. This is often the case with customer service representatives and inside sales positions. To make sure your employees satisfy both the salary threshold and the duties test, review the U.S. Department of Labor’s Fact Sheet #17a.
Building-Products.com
December 2019
n
Building Products Digest n
23
LUMBER 411
A Special Series from Northeastern Lumber Manufacturers Association
By Jeff Easterling
Is there a difference between SPFs and SPF? ife is full of many confusing questions and situations: If several cats jump on top of one another, is it still a dogpile? Why do we still have Daylight Saving Time? Is Bigfoot real? How do I tell the difference between SPFs and SPF stamped lumber? Luckily, we can help you with the last one. (You’re on your own with the other questions.) A little more than 25 years ago, new strength values in lumber were implemented for all softwood construction grades in the U.S. and Canada. The reason? To provide architects, engineers, and builders with a truer strength value for use in specifying and designing with specific wood species. The changes were for the full set of properties important to the construction of a building: fiber stress in bending, tension parallel to grain, horizontal shear, and more. Out of this change came two similar but separate grouping of species and ever since, the confusion has reigned: What is the difference between SPFs and SPF graded lumber, why do they look similar yet one has lower values for some properties, and what does that little “s” mean? Let’s start with the most basic of facts. SPFs stands for the Spruce-Pine-Fir category, with the lower case “s” indicating that the lumber was produced from logs harvested in the USA, south of the Canadian border. Conversely, SPF, also standing for Spruce-Pine-Fir but without that cute little “s,” indicates that the log source is exclusively Canadian in origin.
L
Now. Why did this happen? Because the U.S. and Canada utilize separate testing for strength values (and yes, hindsight is truly 20/20) which obviously resulted in different outcomes. That important “s” was put into service to separate the wood products of the two countries and illustrate clearly to the purchaser exactly what they were buying and what it could be expected to do. It’s a little crazy when you think about it: two trees, the same exact species, growing within feet of each other but separated by a national border, can be tested to seemingly indicate that one is stronger than the other. We agree, it’s ridiculous—and it’s caused much confusion over the decades. A little more info about the U.S.-grown SPFs lumber: there are 10 species in the SPFs grouping, grown in an area that stretches across the northern regions of the U.S. And the species are: red, black and white spruce; Norway spruce (you read about this right here last issue!); balsam fir; jack pine; red pine; Engelmann spruce; Sitka spruce, and lodgepole pine. The Canadian group, in case you’re wondering, includes red, black and white spruce; balsam fir; jack pine; Engelmann spruce; lodgepole pine; and Alpine fir. The big question remains: Are there differences in strength values between SPFs and SPF? On paper there are some differences by size and grade of lumber, resulting from that error in judgement in 1991. However, for most common applications in a building (such as studs and joists) it doesn’t impact the design and will exceed the minimum needs. If there are significant spans or heavy loads, that is a different story and neither may work! Watch your misperceptions: if you’re operating under the belief that SPFs lumber shouldn’t be used in certain applications, it’s time to lay those inaccurate concepts to rest, once and for all. Do some comparisons for your specific building project requirements using design values for both SPF and SPFs and you will be surprised! For specific grade and size comparisons of spans, or for more info regarding this total misconception, go to the Northeastern Lumber Manufacturers Association page dedicated to all things: www.sprucepinefir.com. – Jeff Easterling is president of Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.
24
n
Building Products Digest n
December 2019
Building-Products.com
DEALER Briefs Interstate + Lakeland Lumber this month will open
its fifth lumberyard in Westport, Ct.
Grayco Hardware & Home soft-opened its new 33,000-sq. ft. store in Knightsville, S.C., on Nov. 13. McCoy’s will invest $5.75 million to expand its 102,940sq. ft. door and millwork operation in New Braunfels, Tx. Harry’s Building Materials’ Troup, Tx., suffered damage to its warehouse and inventory in an Oct. 20 storm. US LBM division Universal Supply has opened a new location in Easton, Md.—its fourth to open in the state over the past 16 months and its 17th overall in the MidAtlantic. Handy Hardware, Franklin, Tn., is permanently closing its doors at the end of the month after 48 years. True Value Hardware, Arlington Heights, Il., is closing by the end of the year and will consolidate with its sister store in Palatine, Il. Southeast Ace LLC opened a new Ace Hardware Nov. 4 in Pell City, Al. Biff Harris is mgr. Steinacker Ace Hardware , Vermilion, Oh., has switched its affiliation to True Value affiliation. Shoreline Resources’ Michael and Charles Quinn submitted plans to open a 15,000-sq. ft. True Value Hardware & Marine on Popes Island (New Bedford), Ma. Ace Hardware to open this spring. Rocky’s Ace Hardware opened a new location in Worcester, Ma., down the street from where it closed last year. Aubuchon Hardware has acquired Lyndonville Hardware, Lyndonville, Vt., from Brad and Debbie Gebbie. Ace Hardware & Lumber , Bradford, Pa., was opened Oct. 23 by owners John and Kate Vinelli; Curt Anderson, store mgr. Ace Hardware, Mount Pocono, Pa., abruptly closed last month, consolidating operations at a sister store in Brodheadsville, Pa. E&H Ace Hardware will open a new location in the
spring in Bainbridge, Oh.
Ace Fix-it Hardware, Cheswick, Pa., permanently closed Nov. 27, consolidating operations at a sister store in Oakmont, Pa. 84 Lumber, Columbia Station, Oh., was named St. Jude Children’s Research Hospital Partner of the Year after donating $80,000 in materials to build a St. Jude Dream Home in Avon Lake, Oh. Anniversaries: US LBM, Buffalo Grove, Il., 10th.
26
n
Building Products Digest n
December 2019
ROSEBURG held a ribbon-cutting ceremony Oct. 28 to celebrate the grand opening of its new EWP plant in Chester, S.C., led by president/ CEO Grady Mulbery, South Carolina Governor Henry McMaster, and owner/chairman Allyn Ford.
Roseburg Christens New LVL Plant
Roseburg Forest Products has started up its newly constructed engineered wood plant in Chester, S.C., featuring the highest-capacity LVL press in the world. Reportedly the most technologically advanced manufacturing facility of its kind, the mill will produce laminated veneer lumber headers and beams used in residential and commercial construction. When fully operational, the plant will employ at least 145. Roseburg did extensive research prior to choosing a location for the new plant, with criteria including market demand, raw materials availability and cost, and business climate front and center. A ribbon-cutting ceremony was held Oct. 28, with South Carolina governor Henry McMaster participating in the festivities. The facility produced its first board on Sept. 19.
Meek’s Shutters 2 Stores
One year after eliminating six locations, Meek’s closed its stores in Mount Vernon and Nevada, Mo., on Nov. 4. Operations in Mount Vernon are being consolidated at its Monett, Mo., yard 18 miles away, while Nevada customers will be served from El Dorado Springs, Mo., 19 miles away. Spokesperson Trent Waterhouse attributed the consolidations to optimizing delivery efficiencies, made possible by improvements in delivery technology over the last year. The customer bases of both stores were 90% professional builders and contractors, who were primarily served in the field by a network of outside salespeople. “A rooftop is going away, but we spend most of our time going to see our pros face to face,” Waterhouse said. All employees at both stores have been offered positions at other locations. Meek’s Midwest Division continues to operate 28 locations in Missouri and Arkansas, while its Western Division has 15 branches in California and Nevada.
DixiePly Becomes ESOP
Eleven-location wholesaler Dixie Plywood & Lumber Co., Savannah, Ga., became 100% employee-owned through an Employee Stock Ownership Plan, effective Oct. 31. Management and personnel will remain the same and the Bradley family will continue to play a role on the board of directors. “Our company’s culture is the reason for our success,” said president Dan Bradley. “We have always strived to be a family-oriented company. We hire good people, give them responsibilities, and share the benefits of our growth with them.” Building-Products.com
Higginbotham Bros. Expanding into Oklahoma
Higginbotham Brothers & Co., Comanche, Tx., has agreed to acquire White’s Ace Building Center’s in Shawnee and Seminole, Ok. “This will be the first time HBC has operated stores outside of the Lone Star State, but Oklahoma is a logical choice for expansion and these two locations are a perfect fit to join the HBC family,” Higginbotham announced. The deal will bring HBC to 41 locations. It recently held a grand opening at store #39 in Mineola,
Tx., four months after purchasing the operation from Cade’s Building Materials.
GP Mothballing SC Mills
Georgia-Pacific will idle operations at its McCormick, S.C., lumber and Allendale, S.C., oriented strand board facilities due to overall market conditions by the end of the year. GP announced on Oct. 22 that production would continue for up to 60 days while it readied the facilities to be idled. The shipping department will continue to operate until each site’s inventory is depleted. Both plants will
be maintained in a ready state to restart production should the long-range forecast for market conditions change. “Although new-home construction demand has returned somewhat since the recession in 2007/2008, it has not returned to pre-recession levels,” said VP Satrick Anthony. “We are very proud of the employees at these facilities; they have done everything they can to make the sites profitable— but unfortunately, it has not been enough to overcome the current market conditions.” The McCormick lumber mill, built in 1966 and acquired by GP in 1988, employs 98 fulltime employees. The Allendale OSB facility, started in 2006 and purchased by GP in 2010, employs 142 full-time workers.
SUPPLIER Briefs Lincoln Lumber, Conroe, Tx., has acquired premium board manufacturer King Lumber Co., Forest, Ms. ABC Supply opened a new location in Framingham, Ma., managed by Mark Spurling. Norbord indefinitely curtailed production on Line 1 of its two-line OSB mill in Cordele, Ga., effective mid-November. Line 2 continues to run on a full production schedule.
For Kuiken Brothers, it wasn’t about getting customers in.
It was about getting them out and on their way fast. “Working with CT Darnell was like working with a partner who was as invested in the outcome of the project as we were. They truly understand the importance of our customer’s experience, and they know how to work with new and existing conditions to maximize the efficiency of the space.”
CertainTeed parent SaintGobain has acquired wallboard producer Continental Building Products, Herndon, Va., for $1.4 billion.
Matthew D. Kuiken V.P. of Operations
When Kuiken Brothers decided to renovate their 80-year-old Bergen County, NJ, location, they were laser-focused on increasing speed and efficiency. Could they transform their operation to allow their customers easy, pickable access to more inventory in a fraction of the time? By partnering with CT Darnell and Sunbelt Rack, they did just that!
Watch the video and find out how at www.sunbelt-rack.com/stories
CT-Darnell.com
28
n
n
Sunbelt-Rack.com
Building Products Digest n
n
800-353-0892
December 2019
© WTD Holdings, Inc., 2018. All rights reserved.
MI Windows & Door, Gratz, Pa., has completed its acquisition of Milgard Windows & Doors , Fife, Wa., from Masco Corp. National Nail’s Stinger CN100B cap nailer won the 2019 Pro Tool Innovation Award in the Pneumatic Tools & Nailers category. Derby Building Products’
Tando Cape Cod Perfection shake has received a Notice of Acceptance (Miami-Dade NOA #19-0829.10) from Miami-Dade County, joining its list of products capable of withstanding the severe weather conditions that impact Florida and its High-Velocity Hurricane Zone.
Building-Products.com
Building-Products.com
December 2019
n
Building Products Digest n
29
THINKING Ahead By Kevin Dodds
Teamwork makes the dream work Now or Never
chieving professional goals in the lumber industry requires time, patience, hard work, and the ability to establish strong relationships. After graduating from Oregon State University in 2005 with a finance major and an engineering minor, I began my search for a career offering a fast-paced and exciting work environment. I was fortunate that my godfather, Casey Mickelson, who at the time was president of Richmond International Forest Products, Glen Allen, Va., steered me in the direction of lumber wholesaling. After meeting with several different companies, I chose to begin a career with Buckeye Pacific,
A
30
n
Building Products Digest n
Portland, Or., in 2005. I was 23 years old, working hard as a rookie trader to make connections and establish my business, when I met Grant Phillips, another young (26 years old) trader with similar career goals. Grant and I became fast friends and eventually business partners. From 2010 to 2012, the lumber market improved and we established a thriving business together. It was in 2012 when Collins, a familyowned company with a storied history in production and ethical land management, approached us to start an integrated wholesale company. Our experience at Collins was critical in our growth in the lumber industry.
December 2019
Grant and I discussed owning a business since we started trading in 2005. We also had a mutual understanding that should the “perfect” job present itself, we would part ways amicably and maintain our friendship. Ideally, though, we aimed to build a business together. In late 2018, Grant’s father— Mike Phillips, former president of Hampton Lumber Sales— expressed an interest in returning to the business after a short stint in retirement. This was the perfect time for Grant, Mike and me to form Wildwood Trading Group in September of 2018.
About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at nawla.org.
Building-Products.com
A Special Series from North American Wholesale Lumber Association
Originally, we started with a handful of employees, but that quickly changed when Wildwood acquired the exclusive sales rights for the Vaagen Brothers sawmill. The legacy Vaagen employees were critical to the team’s success. The first year in business was a whirlwind filled with challenges and learning, but Wildwood accomplished the three main goals we had laid out for the year. We look to continue our growth in 2020 and will hire the right people when the time arises. Although we will never be considered a huge trading floor, our goal is not to be big, but to be good.
Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale. Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders. This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18. Registration for the spring course is now open! Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success. What better way to start the new year than with fresh insights, connections, and experiences? Register at www.nawla.org.
Making It Happen
Wildwood is a youthful company, but we have extensive industry experience. There seems to be a shift in the industry toward younger men and women taking on leadership roles in their respective companies. I think that this trend will continue as long as these individuals remain hard-working, determined, and forward thinking with their goals. • Be patient. The first few years in the lumber industry require a great amount of patience and hard work. When I started trading in 2005, I was told that the process
Building-Products.com
of becoming a successful trader was very similar to earning a master’s degree. The first two years are spent developing relationships and learning the business. In the third year, customer relationships have been established and sales volumes naturally increase. Finally, in the fourth year, a solid business has been built and additional hard work will determine future success. • Learn from the best. I was fortunate that my godfather, Casey Mickelson, introduced me to lumber trading and provided guidance from the moment I started at Buckeye Pacific. While with Forest City, Jeff Dill gave us the opportunity to build a department from the ground up; Craig Johnston and Scott Elston educated me on how to grow a wholesale trading business. At Collins, CEO Eric Schooler taught me a completely new aspect of the industry. He introduced me to lumber production and the process of manufacturing. Throughout my time in lumber, Grant and I have been able to glean knowledge from Mike Phillips. He was persistent in telling us to “learn our customers’ business” and figure out how to be a solid asset for each customer. I am extremely thankful for all the mentors that I have had in the business. • Build relationships. Building strong relationships is the most important element of success in this business. It is critical and exciting to meet the customers, suppliers, peers (even the competition); and it’s one of the reasons why this industry is so interesting. At Wildwood, we emphasize the importance of getting involved in the industry associations, such as NAWLA. It is through these meetings and committees that you not only create professional connections but lifelong friends. Grant and I are a case in point. We started as business partners in 2006, and now Grant is the godfather or my 7-year-old daughter Blakely. We share a mutual understanding that hard work will eventually pay off and that we each need to occasionally carry more than our share to perpetuate our combined success. In other words, “whoever has the hot hand needs the ball.” – Kevin Dodds is vice president of sales at Wildwood Trading Group, Tualatin, Or. (www. wildwoodtg.com).
December 2019
n
Building Products Digest n
31
MOVERS & Shakers Molly Werner has joined MoistureShield, Atlanta, Ga., as senior brand mgr. Vince Welch, ex-Builders FirstSource, is new to Building Products Inc., Watertown, S.D., as chief operating officer. Gary Everett, SYP mgr., Weyerhaeuser, Hot Springs, Ar., is retiring next month after 44 years in the business, the last 32 with Weyerhaeuser. Todd London, ex-James Hardie Building Products, has joined Sherwood Lumber, Melville, N.Y., as senior vice president of sales & marketing. Tony Quinn has been named general mgr. of Higginbotham Brothers, Eastland, Tx. Aaron Cox is now GM in Midlothian, Tx., and Keith Johnson is GM in Stephenville, Tx. Rob Best, ex-A&M Supply, has joined the industrial panel sales department at Atlantic Forest Products, Atlanta, Ga. Mike Wauson has been elevated to store mgr. at McCoy’s Building Supply, Corpus Christi, Tx. Chris Hegg has been named president of Hedstrom Lumber Co., Grand Marais, Mn., succeeding Howard Hedstrom, who has retired. Tim Smoyer is the new national sales mgr. for Superior Plastic Products and Key-Link Fencing & Railing, New Holland, Pa. Cory Sorice is now senior VP and chief innovation officer at Masonite International Corp., Tampa, Fl. Drew Hoeschen has joined the team at Dakota County Lumber Co., Farmington, Mn. Derek Doyle has been appointed VP, controller and chief accounting officer for Louisiana-Pacific Corp, Nashville, Tn. Andy L. Nemeth, president, Patrick Industries, Elkhart, In. will succeed Todd M. Cleveland as CEO, effective Jan. 1, 2020. Cleveland will stay on as executive chairman of the board.
Jason Cutsforth has joined UC Coatings, Buffalo, N.Y., as sales director for the western region. Peter Oltersdorf, ex-Allied Building Products, is new to Beacon Roofing Supply, Herndon, Va., as marketing mgr. Robert Harris has been appointed CEO of Accsys Technologies. David Sturdivant, COO and CFO of nine-unit Alabama dealer Russell Do it Center, and Diana Newton, VP of Bay Hardware, Seal Beach, Ca., and Lunada Bay Hardware, Palos Verdes Estates, Ca., were elected to the Do it Best Corp. board of directors. Do it Best’s Mike Melchi has been promoted to regional sales mgr. over Indiana, Michigan and Ohio. Brent Keefer, ex-Hancock Timber Resource Group, has been appointed CEO of American Forest Management, Charlotte, N.C., effective Jan. 1, 2020. He will succeed Roy Belser, who has served as interim CEO for the past six months and will continue as chairman of the board. Michael Neese has been named senior vice president of investor relations for BMC Stock Holdings, Raleigh, N.C. Garson Lee has joined the board of directors and the audit committee of Taiga Building Products, Burnaby, B.C. Paul Sorek, ex-Matson Lumber, has been appointed director of business processes for forestry machinery component fabricator Miller Fabrication Solutions, Brookville, Pa. T. Furman Brodie, Charles Ingram Lumber Co., Effingham, S.C., and Timothy Biewer, Biewer Lumber, St. Clair, Mi., have been newly appointed to three-year terms on the Softwood Lumber Board, along with Jim D. Neiman, Neiman Enterprises, Hulett, Wy., and Ray Ferris, West Fraser Timber, Vancouver, B.C. Clarence Wilkerson, Weyerhaeuser, Jacksonville, Fl., was honored with National Lumber & Building Material Dealers Association’s 2019 Chairman’s Award during the group’s recent Industry Summit. Ted Whitehouse, director of business development, Century Aluminum Railings, Summerland, B.C., is retiring after 27 years in the industry. Julia Milrod has joined Southern Forest Products Association, Metairie, La., as communications mgr. Charles Thomas III, Shuqualak Lumber Co., Shuqualak, Ms., and Doug Boykin, Rex Lumber, Brookhaven, Ms., have been elected to represent their districts as members of the 2019-2020 Mississippi Manufacturers Association board of directors. Gary Duboff, president and CEO, Arrow Fastener, Saddle Brook, N.J., was honored as an Executive of the Year by the New Jersey Business & Industry Association. Pat Aldred, Georgia-Pacifics, Diboll, Tx., has been elected chair and David Smith, Timber Products Co., Sutter Creek, Ca., vice chair of the Composite Panel Association.
CEREMONIAL CHAINSAW cutting of a 2x4 by Kuiken Brothers’ president Doug Kuiken provided a unique twist to the grand opening celebration of the company’s new location in Newark, N.J.
32
n
Building Products Digest n
December 2019
Liv Long is celebrating her 75th anniversary with Mungus Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus. Building-Products.com
1 Million Square Feet of New Products, Deals and Ideas Orgill Dealer Markets have everything you need to grow your business.
Join us February 27-29 for our Spring Dealer Market in Orlando. Visit orgill.com/Dealer-Market-Advantage for a look inside an Orgill Market!
Don’t Miss These Highlights: Deep Discounts From Top Brands
•
eCommerce Solutions
•
New Product Launches
•
How-To Demonstrations
•
Idea-Generating Concept Stores
•
Workshops From Industry Experts
•
Complete Category Showcases
•
Full Access to Orgill’s Team of Retail Specialists
•
1-800-347-2860 ext. 5373 • information@orgill.com • orgill.com/Dealer-Market-Advantage
Trex Kicks Off Expansion Project
TREX EXECUTIVES, led by (front, l-r) CFO Bryan Fairbanks, CEO Jim Cline, and Adam Zambanini, president of Residential Products, gathered to commemorate the beginning of construction on a new manufacturing facility in Virginia.
THE
WOOD TRADE VENT E
March 24 to 26, 2020
Fairmont The Queen Elizabeth Montréal, Canada Meet manufacturers of softwood and hardwood lumber, engineered wood products and wood construction components.
montrealwoodconvention.com Follow us!
#Mtlwood20
Your Canadian hosts
34
n
Building Products Digest n
December 2019
Trex Co. has broken ground on a new decking plant in Frederick County, Va. The new facility, situated adjacent to its existing production site, is part of a $200-million multi-year capital investment program that will allow Trex to increase production output for future projected growth. The company is also in the process of installing additional capacity at its Fernley, Nv., site that began coming online earlier this year. The additional lines are scheduled to come online in the second quarter of 2020. The new Virginia capacity will begin to come online in the first quarter of 2021. “This is a very exciting time for Trex with all signs pointing to continued growth and escalating demand,” said Jim Cline, president and CEO. “Given our strategic focus on delivering best-in-class products and driving increased conversion from the wood decking market, expanding our production capacity and workforce was inevitable. We’ve been planning this for some time and have been eager to break ground and welcome new talent into the Trex family.”
HDI Takes Over Pacific Mutual
Hardwoods Distribution Inc., Langley, B.C., has completed its $34.5-million acquisition of millwork distributor Pacific Mutual Door Co., Kansas City, Mo. Founded in 1912 in Tacoma, Wa., Pacific Mutual operates five distibution/manufacturing centers—PMD in in Kansas City and Albuquerque, N.M.; Olathe Millwork, Olathe, Ks.; Hardman Wholesale, Osborne, Ks.; and Warren Brothers Sash & Door, Nashville, Tn. With a combined 350,000 sq. ft. of warehouse and manufacturing space, they sell to dealers and pros in Nebraska, Missouri, Kentucky, Tennessee, New Mexico, Colorado, Alabama and Kansas. “Pacific complements HDI’s existing door and related millwork business and provides an entry point into the attractive Tennessee and Kansas markets, with minimal customer overlap and alignment of key supplier relationships,” said HDI president/CEO Rob Brown. The new locations will continue under their existing brands as part of HDI’s Rugby Architectural Building Products division. Building-Products.com
Robinson Sells Locations to OHC
Robinson Lumber Co., New Orleans, La., has sold its imported hardwood lumber operations in Chalmette, La., and Garland, Tx., to Overseas Hardwoods Co., Mobile, Al. The locations complement OHC’s existing facilities in Lufkin, Tx., and Stockton, Al., enabling the company to better serve customers throughout the Gulf South. Although Robinson has been headquartered in New Orleans since 1893, in recent years it has been consolidating its imported hardwood lumber business at its four-yearold yard in Winchester, Va., where it operates over 700 million bd. ft. of kilns and a production line. Robinson will continue to serve customers nationally, with no changes to its American Hardwood or Finished Products businesses.
ACPI Buying Masco Cabinetry
ACProducts, Inc., The Colony, Tx., has agreed to acquire Masco Cabinetry, Ann Arbor, Mi., from Masco Corp. Masco Cabinetry has over 70 years of manufacturing experience and well-known brands such as KraftMaid, Merillat, Quality Cabinets, and Cardell. “We continue to be laser focused in our commitment to growth in this dynamic cabinetry industry. We understand the market needs and are proud to offer high-quality domestic cabinetry to our customers in all channels and at all customization levels and price points,” said Larry Denbrock, president and CEO of ACPI. “Masco Cabinetry is the logical choice to help us further execute ACPI’s brand promise: high-quality cabinetry at a great value, and peace of mind for our customers.” The deal is expected to be completed by the end of the first quarter of 2020.
Gypsum Board Demand Rising, Especially Overseas
The global market for gypsum board reached $37.25 billion during 2018 and is estimated to grow 11.4% a year from 2019 to 2025, climbing to $79.17 billion, according to a new report by Market Insights. Key drivers are increasing demand from the subdivision of residential real estate and growing expending capacity of the consumer for the construction materials. The Asia Pacific region, led by China, is responsible for about 40% of the demand, primarily for pre-engineered metal building construction and residential construction. Iran, China and the U.S. are the main manufacturers of gypsum. China single-handedly produces more than half of the world’s supply. North America’s market share is likely to dip as it gradually migrates to more renewable materials.
84 Lumber Extends Credit Facility
Eyeing future expansion efforts and system enhancements, 84 Lumber Co. has entered into a new seven-year, $310 million Senior Secured Term Loan B Facility and five-year $400 million Asset Based Revolving Credit Facility. The proceeds will be used to refinance the $307.5 million outstanding Term Loan B and $400 million ABL Revolver. In addition to extending the maturities, the Term Loan B reduced pricing by 100 basis points to LIBOR plus 425 basis points. As a result of the refinancing, the chain now has no debt maturities prior to 2024. “Our capital structure will continue to provide us the flexibility to opportunistically expand and build on our current and future successes,” said president Maggie Hardy
36
n
Building Products Digest n
December 2019
NEW CREDIT facility will help 84 Lumber expand beyond its nearly 250 locations.
Knox. “We continuously evaluate opportunistic transactions that not only lower our interest expense, but strengthen our balance sheet and improve cash flows. The new term loan facility will reduce our future annual cash interest by approximately $3 million, as well as extend our debt maturity profile.”
Pella Buys Impact Window Maker
Pella Corp., Pella, Ia., has acquired Custom Window Systems, Ocala, Fl.-based manufacturer of vinyl and aluminum impact-resistant windows and doors. The acquisition enables Pella to strategically expand and build scale in the high-growth Florida area and coastal regions in the Southeast. CWS will benefit from Pella’s expertise in driving operating improvements and innovation, while Pella will leverage CWS’ impact-resistant expertise into its distribution channels. “CWS enhances our product offering and increases our penetration in the large and growing Florida area,” says Tim Yaggi, Pella’s president and CEO. “We expect to grow faster together by leveraging Pella’s capabilities and CWS’ regional knowledge, impact-resistant product lines, and strong customer relationships.” CWS team members, about 500 across Florida, will continue to work for the company, serving its dealers through the CWS brand name.
Professional Builders Buys H2H
Professional Builders Supply has purchased the assets of H2H Commercial, provider of turnkey services for multifamily projects that include interior doors and trim, closest shelving, mirrors, bath hardware and commercial door frames. Scott Hollowell, H2H president, will report to John Merritt, president of PBS’ Multifamily Division which will be rebranded as PBS Commercial as part of the integration. Professional Builders Supply currently operates nine facilities in five metropolitan markets in the Carolinas.
Boise Settles Infringement Suit
Boise Cascade, Boise, Id., has dropped its trademark infringement suit after the defendant—a Massachusetts marijuana dispensary—agreed to alter its logo. Boise Cascade had filed suit in April claiming the green “tree-in-a-circle” logo it has used since 1964 was “confusingly similar” to that of New England Treatment Access (NETA), Northampton, Ma. Both companies dismissed the case without costs, after NETA changed its logo from green to blue, and removed the circle. Building-Products.com
Your Finishing Touch . . . for Ge n e r a ti o n s
PREMIUM W H I T E
CEDAR SHINGLES
Natural & Factory Coated
waska.com
1.877.992.2152
On the same path. Your journey to streamlined operations begins and ends with DMSi. Because we build software solely for the lumber and building materials industry, we understand your day-to-day needs and long-term goals. Our unmatched knowledge and personal service mean we’ll be there, helping you navigate the road to profitability. Always by your side.
38
n
Building Products Digest n
December 2019 Visit DMSi.com
Building-Products.com
SPECIAL FEATURE
2 0 1 9
Technology Solutions Buyers Guide
ERP • CMS • WMS • Estimating • Logistics • • Design & Optimization • Labeling • More
BUSINESS MANAGEMENT
BisTrack (Cloud-ready business management software for building centers, pro dealers and lumber distributors) LumberTrack (ERP solution for wood products manufacturers) RF Navigator (Cloud-enabled Warehouse Management Solution) ___________________________
Acctivate
acctivate.com (817) 870-1311 Acctivate Lumber Inventory Software (Automated, all-in-one solution with seamless QuickBooks integration for lumber distributors and remanufacturers) ___________________________
CAI
caisoft.com (800) 422-4782 Ponderosa ERP Software (Sales management, POS, production/ inventory tools, administrative, BI for LBM distributors) ___________________________
ContractERP
contracterp.com (866) 743-5665 ContractERP (Business management software for construction material suppliers) ___________________________
DMSi
dmsi.com (402) 330-6620 Agility ERP (Sales, purchasing/ inventory management, BI, CRM for LBM distributors and remanufacturers) Building-Products.com
Focus Information Systems Building Results CRM (Stand-alone, cloud-based customer management solution integrates with any backend system to convert sales data into a meaningful planning asset) ___________________________
lumberjack.com (727) 786-8070 Velocity LBM (Windows-based business management software for small to midsize LBM, millwork and pre-hung door companies) ___________________________
ECI
Kerridge Commercial Systems
ecisolutions.com (866) 374-3221 ECi Spruce (Cloud-based software for every aspect of a LBM business—POS to inventory to accounting) RockSolid Max (Cloud-based POS software for hardware stores, home centers, and convenience lumberyards) ECi Advantage (Legacy software for lumber and hardware retailers) ___________________________
Epicor
epicor.com (800) 999-1809
kerridgecsna.com (800) 299-7010 LBM Software (Business management software for lumber, roofing & building materials distributors, integrating ERP, CRM, inventory control, and BI) ___________________________
LBM Lift Off
lbmliftoff.com (732) 800-2666 LBM Lift Off (Cloud-based ERP software featuring POS, delivery/ dispatch, and e-commerce) ___________________________
December 2019
n
Building Products Digest n
39
BUSINESS MANAGEMENT, LABELING LISA Technologies
Lumber Expert (Complete solution for lumber wholesalers and distributors, with Lumber Expert, Trader Expert, Management Reporting, and Executive Information modules) MRP Express (Lightweight MRP system to track products by customer, job and “production traveler”) ___________________________
lisalumber.com (604) 207-1363 LISA Lumber Software (Uses eTag technology for inventory management, order processing, and CRM) ___________________________
LABELING E-Limbs
elimbs.com (888) 520-1951 ELimbs INK (Scan-and-print alternative to lumber stenciling) ___________________________
Saberis
saberis.com (800) 387-7963 SaberisConnect (Cloud-based integration solution for the LBM industry) Saberis XpressPOS (Point-of-sale module) ___________________________
Majure Data
Majure Data
Sales-I
majuredata.com (770) 587-3054 RF Navigator WMS (Uses barcoding and wireless technology to improve accuracy, control and productivity in warehouse and yard operations) ___________________________
sales-i.com (847) 868-8175 Sales-I Building Industry Software (Sales management that integrates with DMSi, Epicor and other LBM ERP systems) ___________________________
MillTech
TGI
milltechims.com (778) 574-4477 MillTech System (Wood products sales and inventory management system for sawmills, remans, wholesalers and treaters) MillTech In-The-Mill (Mobile computing system) ___________________________
tgiltd.com (800) 837-0028 Enterprise 21 (Sales management and inventory control system for wholesale distributors) ___________________________
Windward Software
paladinpointofsale.com (800) 725-2346 Lumber Point of Sale (Lumberspecific POS and inventory management system) ___________________________
windwardsoftware.com (800) 663-5750 Windward System Five (Cloud-based business management software for hardware and lumber stores including POS, accounting, inventory control, CRM, BI) ___________________________
Prosperity Computer Solutions
WoodPro Software
Paladin Data Corp.
prosperityerp.com (903) 636-3000 Prosperity ERP (All-in one business management solution for lumber and hardware business incorporating POS, accounting, payroll and inventory management) ___________________________
RDB Solutions rdbsolutions.com (541) 330-5483
40
n
Building Products Digest n
woodprosoftware.com (800) 755-2402 WoodPro ERP Business Management Software (Integrated business management software for LBM wholesalers, retailers, distributors, importers, exporters, sawmills, remanufacturers, treaters and manufacturers, offering inventory management, accounting, sales, POS, WMS, logistics) ___________________________
December 2019
Matthews’ MPERIA marking system
Matthews Marking Systems
matthewsmarking.com (888) 233-1060 MPERIA (Marking and coding automation platform that integrates with your current ERP system) ___________________________
Samuel Packaging Group
samuelsystems.com (800) 667-1264 Labeling Software (for PC, Mac or mobile applications) ___________________________
Weber Packaging Solutions
weberpackaging.com (800) 843-4242 Legitronic Labeling Software (Runs on most Windows-based PCs to design, print and RFID encode labels) ___________________________
TALLY & ESTIMATING Alpine
alpineitw.com (800) 521-9790 VisionREZ (Takeoff & estimating solution using Autodesk’s BIM technology) ___________________________
E-Limbs
elimbs.com (888) 520-1951 QR Tally (Allows users to simply scan bundles, with their detailed tallies, into their lumber inventory system) ___________________________ Building-Products.com
TALLY & ESTIMATING, LOGISTICS Esti-Mate
eolnow.com (800) 244-6945 Esti-Mate (Residential lumber & building material estimating software) ___________________________
Forestry Systems
forestrysystems.com (800) 868-2559 Chain Tally (Bridges the gap between the back office and the front line and an ideal tool for green chain production of vendor/mill loads) Chain Tally Export (Specifically designed for length/width piece count) End Tally (Allows a user to perform a length/width bundle tally) Yard Tally (Comprehensive utility program ideal for the wireless realtime movement and processing of lumber packs between changing yard locations) ___________________________
MiTek USA
mitek-us.com (314) 434-1200 Sapphire Supply (Whole-house estimating, EWP and lumber design for the supply chain) Sapphire Viewer (Unites suppliers and builders in a virtual jobsite review. Free) ___________________________
RDB Solutions
TradeTec
Sierra DigiTally
Turtle Creek Software
rdbsolutions.com (541) 330-5483 Tally Expert (Windows-based program to create tallies and load trucks) ___________________________ sierrais.com (770) 432-7844 Sierra DigiTally (Measures and counts lumber via scanners and mobile devices in Standard, Ranger, economical Express, and Cloud-based packages) Sierra DigiTally Inventory (Inventory solution) ___________________________
Simpson Strong-Tie
strongtie.com (800) 999-5099 Pipeline LBM (Cloud-based material management, estimating and takeoff) ___________________________
Tally-I/O
tally-io.com (217) 549-5995 Tally In (Cloud-based log inventory system) Tally Out (Cloud-based lumber inventory system) Company Portal (Yard-management app) ___________________________
Picture Tally
picturetally.com (603) 686-5525 Picture Tally (Camera-based system for fast, accurate tallies of lumber bundles) Picture Tally for Logs (Scales logs on a knuckle boom or on a production line) Picture Tally LineView (Real-time pictures of lumber faces without turning lumber) BinTally (In-line tally system for measuring and sorting lumber) ___________________________
Prebuilt
prebuiltml.com (866) 827-1299 PrebuiltML X (Material takeoff software for dealers, builders and framers) ___________________________ Building-Products.com
tradetec.com (800) 278-1098 TallyWorks (Log inventory and procurement software) ___________________________
turtlesoft.com (607) 220-4514 Goldenseal (Lumber estimating software for Windows or Mac) ___________________________
VisionTally
visiontally.com (215) 393-5300 VisionTally (Laser-based tally scanning system) ___________________________
LOGISTICS Applied Data Consultants
eliteextra.com (888) 484-8729 Elite Extra (Cloud-based dispatch management solution for LBM distributors) ___________________________
Descartes
descartes.com (800) 419-8495 Descartes Transportation Management Suite (Automated routing and scheduling technology for LBM distributors) ___________________________
GPS Insight
TallyExpress Pro app
TallyExpress
tallyexpress.com (402) 996-2706 TallyExpress PRO (Lumber tally app from DMSi in web and mobile) ___________________________
TimberSoft
timbersoft.com (317) 207-0522 Sawmill & Lumber Tally System (Tallies logs using Motorola handheld units) ___________________________
gpsinsight.com (888) 271-2259 GPS Insight Fleet Tracking Solution (Real-time fleet visibility and analytics) ___________________________
Omnitracs
omnitracs.com (888) 627-2716 Omnitracs One (Consolidated platform designed to streamline everyday processes while optimizing every mile for logistics fleets) ___________________________
Princeton TMX
princetontmx.com (800) 435-4691
December 2019
n
Building Products Digest n
41
DESIGN & OPTIMIZATION, DECK DESIGN Princeton TMX TMS (SaaS transportation management software for truck and rail shippers) ___________________________
in residential and light commercial construction) isPlan (Layout and design solution to model an entire structure with 2D and 3D views) isDesign (Single-member solution to size floor and roof joists, beams and posts) isWall (Stand-alone wall design application that allows users to model a tall wall and run gravity and wind analysis for all the components of the wall) isOptimize (Stand-alone module without having to purchase additional iStruct modules) ___________________________
Raven Logistics
ravenlogistics.com (239) 596-6314 R-Tracker (Internet-based rail shipment management tool) R-Demurrage (Rail demurrage management tool) RateSelect (Advanced rate retrieval system) ___________________________
RSI Logistics
rsilogistics.com (517) 349-7713 RSInet (Railcar tracking and management software) USRail Impact (Rail rate and traffic analysis software) ___________________________
MaxCut
maxcutsoftware.com MaxCut Business Edition (Software to optimize cutting diagrams and generate estimates) MaxCut Community Edition (Basic version for free download) ___________________________
TMW Systems
tmwsystems.com (440) 721-2020 Appian (Delivery logistics for LBM shippers; integrates with DMSi Agility ERP) ___________________________
Simpson Strong-Tie
strongtie.com (800) 999-5099 Component Solutions Director (Windows-based software to manage component projects) Component Solutions Studio (Windows-based layout and truss design solution) ___________________________
DESIGN & OPTIMIZATION Alpine
alpineitw.com (800) 521-9790 IntelliVIEW (Structural modeling and component design) ___________________________
Weyerhaeuser
Boise Cascade
bc.com (951) 343-3000 BC Calc Software (Sizes beams, joists, columns, studs and tall walls for projects and specs applicable Boise Cascade engineered wood products) BC Framer (CAD program to create floor and roof framing layouts using Boise Cascade’s engineered wood products) ___________________________
Calculated Structured Designs csds.com (800) 406-6235 iStruct Solution (Apps to design, spec and deliver structural products
42
n
Building Products Digest n
weyerhaeuser.com (206) 539-3000 Forte (Performs load calculations and identifies solutions for conditions and geometry provided when sizing joists, beams, posts and studs. Free) Javelin (Allows dealers to optimize combinations of residential engineered wood products and dimensional lumber in layouts for floor, wall and roof systems. Free) Stellar (Integrated into other Weyerhaeuser software to help dealers manage their material handling and fabrication operations. Free) Estima (Jobsite take-off software to quickly estimate an entire structural frame) ___________________________
December 2019
DECK DESIGN AZEK Building Products
azek.com, timbertech.com (877) 275-2935 Deck Designer (3D design tool for desktop or mobile) ___________________________
Deckorators’ Deck Visualizer
Deckorators
decorators.com (800) 556-8449 Deck Visualizer (3D design software for desktop, tablet or smartphone) ___________________________
Fiberon
fiberon.com (800) 573-8841 Deck Design Tool (Web-based tool) Outdoor Living Visualizer (Webbased visualizer) ___________________________
Idea Spectrum
ideaspectrum.com (866) 894-4332 Realtime Landscaping Architect (Desktop software for professionals) Realtime Landscaping Pro (Desktop software for DIYers & aspiring pros) Realtime Landscaping Plus (Desktop software for homeowners) ___________________________
MiTek USA
mitek-us.com (314) 434-1200 Mitek Deck Designer (Free webbased design software) ___________________________
Seljax
seljax.com (780) 960-9515 Seljax (3D design for decks & homes) ___________________________
Simpson Strong-Tie
strongtie.com (800) 999-5099 Deck Planner (Web-based software) ___________________________ Building-Products.com
DO YOU HAVE WHAT IT TAKES TO MAKE THE GRADE?
Introducing The Grader Academy by NELMA, a FREE interactive on-line grader training program. Built by the Northeastern Lumber Manufacturer’s Association as a grader training tool for Eastern White Pine and Spruce-Pine-Fir species, The Grader Academy is now available to the entire industry. *Learn about lumber grading standards *Test your grade rule knowledge *Play Above-Board, the real-time Grader Game *Compete with your friends and colleagues
Visit www.graderacademy.org to test your knowledge and skills at the lumber grading profession.
Š 2017 NELMA
Building-Products.com
December 2019
n
Building Products Digest n
43
SELLING with Kahle By Dave Kahle
The flip side to customer relationships
n the B2B world, the relationship between the customer and the vendor—and more specifically the vendor’s salesperson—can be of utmost importance. It doesn’t take long in the business to understand that if the customer dislikes you, he is rarely going to see you. And if he does know you and trust you, he is more likely to do business with you. Creating positive business relationships is, then, a fundamental step in the path toward success for any B2B salesperson. Having said that, the existence of positive business relationships is also one of the primary hindrances to success for the typical field salesperson. I know that seems like a contradiction, but let’s dissect how this works. The typical field salesperson, when presented with a sales territory, naturally attempts to see as many people as possible, and sets about building relationships with some of them. Since he typically has more accounts than he can effectively handle, he tends to spend time with those he has some affinity for. He likes those customers who like him, and he spends more and more time with those with whom the relationship is easy and natural. Over a few years, these relationships become solidified, and the salesperson is content to work with that set of people with whom he gets along. Given the choice of making a cold call on a prospect and visiting an existing relationship, the inclination is to go where it is easiest. Relationships coalesce, and routines develop. For years, this was acceptable. In a growing economy, most customers grew as well; all the salesperson had to do was show up and he’d expect a certain percentage of the business. Life was good; the job was easy. Now, most customers aren’t growing, and most sales territories are down. Many of those same customers are struggling. The salesperson’s market, defined as those he has positive relationships with, has shrunk. If a sales terri-
I
44
n
Building Products Digest n
December 2019
tory is going to grow or gain market share, the salesperson has to look outside of his current relationships. Salespeople, who became comfortable calling on the people who liked them, are now faced with an uncomfortable prospect: In order to gain market share, they must go where the market is. And, the market is bigger outside of their relationships than inside of them. If they’re going to grow their sales, and their income, they must call on people who don’t know them. Unfortunately, many are hampered by their existing relationships. They have invested so much time in some customers, who frankly aren’t worth it, they can’t extricate themselves and devote the time and energy to creating new relationships and new customers. Their existing relationships are the greatest hindrance to their success. Ultimately, there must be a change in the salesperson’s routines. He has to spend less time with those of his current customers who are struggling or of smaller volume, and more time with customers who offer greater potential. But changing established routines is an arduous task that requires, in most cases, both management intervention as well as willing salespeople. The starting point is for sales management to create specific expectations, measurements, rewards and consequences for the salespeople. It’s no longer effective to announce, “We need more new customers, guys,” and think that will get results. Changed behavior requires specific expectations, something like “One new customer per month, for the next 12 months.” It requires regular measurement and mid-term corrections. Once the expectations are created, the measurements put into place, the consequences and rewards fixed and articulated, then management needs to educate the salespeople in the best practices of creating new relationships. Some are absolutely unsure of how to make a cold call, and most have totally unrealistic expectations. That’s where training and education come in. You can’t expect people to do something if they have never been educated in how to do it. That said, you can’t expect every relationship-oriented salesperson to change his routines and excel at the new expectations. For those who don’t seem to be able to make the transition, you must decide whether they are profitable with their base of customers and reduced sales volume, or whether it may be wiser to find someone more trainable. Don’t let their relationships hinder your business. – Dave Kahle is of the world’s leading sales authorities and has written 12 books—including his latest The Good Book on Business. Reach him at dave@davekahle.com or (616) 451-9377. Building-Products.com
NEW Products
Mixed-Width Decking Stone Gray TandoStone has added two new colors to its lines of composite stone. Nordic Mist, a cool subtle gray with warm accents, is new to the Tando Creek Ledgestone Collection, while Glacier Bay, with its striking array of frosty gray hues, is now offered under the Stacked Stone line. Impervious to moisture, TandoStone is perfect for ground-level or roofline applications and reportedly can be installed in any climate. n TANDOBP.COM (844) 698-2636
Deckorators has expanded its Voyage composite decking line to include a fifth color—Khaya, a true brown—and varied-plank decking, bringing the interior design trend of mixing widths of hardwood flooring to outdoor living. Formulated to meet demand for a darker brown composite, Khaya joins four other color options (Sierra, Tundra, Costa and Mesa). All are offered in 12-, 16- and 20-ft. grooved and solid-edge profiles, as well as 12-ft. fascia. The varied-plank decking comes in widths of 3-1/2”, 5-1/2”, and 7-1/4”—the first two widths with grooved-edge profiles for use with hidden fasteners. n DECKORATORS.COM (800) 332-5724
Affordable Capped Composite
MoistureShield’s new Elevate capped wood composite decking offers advanced protection and beauty within an entry-level budget. The strong, protective cap shields each board from impact, corrosion and harsh weather. Offered in Lake Fog gray and Canoe brown, Elevate also features the Solid Core Difference, a proprietary manufacturing process offering protection against moisture absorption, warping, rotting, and damage from insects right at the core of each board. The 5/4” deck boards come in 12- and 16-ft. lengths in grooved profiles and 20-ft. lengths with a solid edge for deck stairs and picture framing, as well as fascia boards in 12-ft. lengths. n MOISTURESHIELD.COM (866) 729-2378
46
n
Building Products Digest n
Shingle Power IKO’s new Nordic heavy-duty laminated performance architectural shingles are specially constructed for superior wind and impact resistance. Available in nine high-definition colors, they derive their impact resistance from a coating of polymer-modified asphalt, which acts as a shock absorber to cushion the roof from impacts from hail. The shingles feature ArmourZone 1-1/4”-wide, reinforced nailing surface and Fastlock sealant strips, forming a strong bond to the shingles below. n IKO.COM (888) 456-7663
December 2019
Building-Products.com
No More Squeaky Subfloor
Simpson Strong-Tie’s new line of Strong-Drive WSV Subfloor screws reduces driving torque, increases installation speed, and nearly eradicates the squeaking caused by poorly fastened subfloor sheathing. Re-engineered from head to point, the screws feature a ribbed head design to countersink screws for a clean, finished appearance and a variable thread to ease driving torque and speed fastening jobs when used with the Quik Drive auto-feed screw driving system. The fasteners come in 1-3/4”, 2”, 2-1/2”, and 3” lengths. n STRONGTIE.COM/WSV (800) 999-5099
Flash Longer in the Sun Contractors can now get three times longer UV protection with TAMKO’s newly-upgraded TW-105 Flashing Membrane. Used for balconies and breezeways, the self-adhering SBS-modified bitumen membrane now includes white polymer surface film technology, increasing its UV resistance from 60 days to 180 days. n TAMKOWATERPROOFING.COM (800) 641-4691 Building-Products.com
December 2019
n
Building Products Digest n
47
Engineered Wood Fencing Ferociously Strong Duct Tape Traditionally, ropes or chains have been the only option for contractors and installers when they encounter jobsite tasks that require intense strength and durability. But one 36” loop of new T-Rex Brute Force duct tape holds more than 700 lbs. of weight and offers superior adhesion, so contractors can quickly secure, fasten and hold loads that no other tape would dare attempt. The high-bond, double-thick adhesive allows the tape to stick to rougher, dirtier surfaces and offers a durable waterproof backing suitable for all-weather performance. The tape comes in 25-yard rolls.
LP Elements, reportedly the first engineered wood fence solution, has been introduced by LP Building Solutions. Available in seven natural colors, the new fencing is said to offer greater durability than softwood and vinyl fencing. Its 6-ft. long by 6” normal width features a dog ear picket design that is engineered and tested to withstand hail and impacts, high-velocity winds up to 130 mph, humid temperatures and more. It is protected to the core with LP’s proprietary zinc borate-based process to resist against termites. n LPCORP.COM (888) 820-0325
n TREXTAPE.COM
Radical Vinyl Flooring Spray Insulation for Touch-ups Icynene-Lapolla’s new low-pressure, low-density, two-component spray polyurethane foam provides a compact and convenient size for contractors looking to complete touch-ups on the job. OC-450, which covers 450 bd. ft., and OC-1350, which covers 1,350 bd. ft., are ideal for touch-up jobs such as filling and sealing various sized voids and surfaces, deadening sound, and reducing vibrations in the structure. The spray foam may be applied to a variety of clean, dry substrates including wood, masonry, metal and drywall. Its excellent adhesion properties create an air barrier, improving indoor air quality and reducing heating and cooling costs. n ICYNENE-LAPOLLA.COM
48
n
Building Products Digest n
December 2019
Longer, broader and with a more authentic hardwood look than ever before, the coastal-inspired Cali Vinyl Longboards luxury vinyl plank collection from Cali Brands is an instant classic. The extra-large planks in eight different styles measure 70-7/8” long by 9” wide. The expanded rigid core boards allow installations to go faster and deliver more open-looking spaces. Longboards are 100% waterproof and can be installed in kitchens, bathrooms, and below grade. They feature a commercial-grade, 20-mil thick, scratch-resistant wear layer for high traffic walkways. A GeoCore limestone composite foundation increases dimensional stability, with acoustic padding lining each plank for quieter rooms and softer steps. n CALIFLOORS.COM (888) 788-2254 Building-Products.com
VALUABLE
INDUSTRY RESOURCES
SIGN UP NOW!
Building Products Digest
The industry s most read & trusted publication since 1 22! a e sure all of your ey staff receive this leading information resource!
www.building-products.com
Industry s eading News & Information website.
eBPD Magazine
The industry s most read and trusted publication now at your fingertips anywhere!
BPD eWeekly Newsletter
lot happens in our industry! et the hottest news delivered to your inbo every wee !
Bring Your Team On Board!
Building-Products.com or info@526mediagroup.com
Big reveal at NAWLA Traders Market
2
1
4
3
5
6
7
9
8
10
13
14
NORTH AMERICAN Wholesale Lumber Association unveiled a new logo during its recent Traders Market in San Antonio, Tx. [1] Association executive director Scott Parker and chair David Bernstein handled the honors. [2] Orjan McCarty, Jonny Wilford, Rich Mills. [3] Scott Nowatzki, Brent Keutzer. [4] Dave Durst, Scott Collins. [5] Eric Ortiz, Tyler Freres. [6] Les Timar, Mike Pidlisecky, Chad Richmond. [7] Joshua Gilbert, Megan
50
12
11
n
Building Products Digest n
December 2019
15 Fangrad, Chuck Zhou. [8] Tim Debelius, Kyra Felsch, Brian Carrington, Connie Phillips, Jim Pepple, Joani Reimer, Ricky Straughn, Judy Haney. [9] David Vick. [10] Humphry Wildeboer, Jim VanPelt, Parker Wildeboer. [11] Jordan Lynch, Kerry Blusys, Anthony Muck. [12] Drew Schasney. [13] Paul Pfingsten, Connie Baker, Bobby Byrd. [14] Bill Malloy, Alicia Powell, Randy Setzer. [15] Shane Glascock, Sharon Bird. (More photos on next 5 pages) Building-Products.com
17
18
20
21
27
30
22
23
26
25
29
28
32
31
TRADERS MARKET (continued): [16] Janet Pimentel, Michael Parrella, Nestor Pimentel. [17] Lee Greene, Leslie Southwick, Nick Johnson. [18] Seth Mauch, Bill Elmore. [19] Patricio Diaz-Valdez, Silvia Ibarra, Carolina Shaw, Felipe Magofke. [20] Mark Auxier, Mark Richardson, Rick Brignac. [21] Julie Rowan, David Ower, Jim Carroll. [22] Julia Milrod, Tami Kessler. [23] Mark Vanhuffel, Jay Peterson. [24] Keith Lolley, Gene Fitzpatrick, Building-Products.com
Photos by BPD
19
24
NAWLA TRADERS MARKET
16
Jordan Graves. [25] Danny Trevena, Doug Krusenklaus, Joe Meemken. [26] Patrick Power, Sharon Bird. [27] Ryan Holwege, Chad Warren, Max Livingston. [28] Jeff Easterling. [29] Thomas Mende, Katja Kabisch, Lu Riebel, David Stallcop. [30] Jim McGinnis, Brandon Cox, Truss Beasley. [31] Tad Cleve, David Conner. [32] Randy Schillinger, Dan Milfred. (More photos on next 4 pages) December 2019
n
Building Products Digest n
51
NAWLA TRADERS MARKET Photos by BPD
33
34
36
37
35
38
39
40
41
42
43
44
46
47
48
MORE NAWLA Traders Market (continued from previous pages): [33] Hannah Traphagen, Jay Bishop, Dawn Flynn. [34] Phil Schumock, Mark Kleps. [35] Harold Dodero, James Danielsen. [36] John Branstetter, Greg Martin, Paul Waldon. [37] Keith Welch, Andrew Perez. [38] Nicholas Peterson, Elizabeth Leddy. [39] Clarence Young, Rodney Cox, Ryan Williams, Mark Dickerson. [40] Kirk Westerbeck, Jim Enright, Brian
52
n
Building Products Digest n
45
December 2019
Hutchinson. [41] Aly Kingsley, Adam Hazelwood, Ryan Hagen, Hanna Smith. [42] Mike Boone, Jim Brady, Mark Cheirrett. [43] Rick Sanders, Dan Beaty. [44] Tara Murray, Mike Taron. [45] Matt Hungerford, Ted Mick, Jeff Bowers. [46] Kassy Stout, Tom Gennarelli. [47] Kent Beveridge, Tim St. John. [48] Peter Krihak, Janne Heikkinen, Maija Masalin. (More photos on next 3 pages) Building-Products.com
56
58
61
60
62 EVEN MORE Traders Market (continued from previous page): [50] Jim Biewer, Kevin Sedler, Bill Schlottman. [51] Steve Lonsway, Jim Poulin. [52] Kevin Hynes, Chris Fehr, Matt Duprey. [53] Austin Godfrey, Doug Willis, Tim Hummel. [54] Anne Haakenson, Mark Reum. [55] Win Smith, Dan Edwards. [56] Dustin Jalbert, Dennis Badeshein, Greg Porcoro, Kevin Sedler, Jim Vandegrift. [57] Dan Bouchard, Keith Mullins, Chris Sainas,
Brad Taylor, Russ Kimbell, Doc Smith. [58] Janne & Max Jones. [59] Thom Wright, Russ Lee. [60] Dean Jones, Cami Waner, Kyle McWhirter, Joe La Berge, Larry Broadfoot, Tim Stoval, Lee Jimerson, Eric Schooler. [61] John McCarter, Aidan O’Leary, Alex McCarter. [62] Kalayna Crook, Jim Robbins, Alden Robbins, Chelsea Brown. (More photos on next 2 pages)
Photos by BPD
54
57
59
NAWLA TRADERS MARKET
53
52
55
51
50
49
NAWLA TRADERS MARKET Photos by BPD
63
64
65
67
66
68
69
70
NAWLA preceded the show with a festive opening reception (continued from previous pages): [63] John Kuch, Ron Sangara. [64] Kevin Dodds, Ryan Pearson, Joe Buttice. [65] Paul Zartman, Brad Taylor. [66] Brett Kelly, Steve Osterman. [67] Paul Ericson, Chris Knowles, Michelle Maller,
71
Gunnar Brinck. [68] Mark Tucker, Davis McGinnis, Joani Reimer, Steve Boscawen. [69] Mark Westlake, John Funch, Jim Funch, Krissy Danielsen. [70] Cheryl & Jay Hudson. [71] Andy Faircloth, Mike Purcell. (More photos on next page)
Softwood Plywood Manufactured Just For You. Timber Products Company has a longstanding reputation for manufacturing the highest quality commodity and industrial softwood plywood. We use veneer from our own timberlands and carefully control the production process from start to finish. Tell us what you need, and we can make it happen.
54
n
Building Products Digest n
December 2019
Building-Products.com
NAWLA TRADERS MARKET
72
73
77
Photos by BPD
75
74
76
78 PRE-TRADERS Market reception (continued from previous pages): [72] Barry Schneider, Nick Matute, Matt Oubre, Brad Schneider, David Ower, Vanessa Herrera. [73] Preston Johsnon, Kalayna Crook, Cam Stevens. [74] Dylan Tripp, Laura Ganatos, David Tripp. [75] Mike & Mary McInnes,
Greg Harasemow, Michelle Field. [76] Perry Rutkowski, Ed List. [77] Kevin Murray, Kevin Smith. [78] Nate Benitez, Mark McNion, Lisa Martin, Robin Dudrey, Kim Pohl, Eric Bennett, Bill Hesselgrave, Scott Robbins, Ed Boehm.
Specialty Products Made to Order. When you need a specialty softwood plywood product, Timber Products Company can help. We have a team of production managers who will work with you to get exactly what you need, when you need it. As a fully integrated company, we can control the product process from start to finish. For all your softwood plywood needs, think Timber Products Company.
1-800-547-9520 timberproducts.com Building-Products.com
December 2019
n
Building Products Digest n
55
Remodeling/deck show The combined Remodeling Show/ DeckExpo landed in Louisville, Ky., at the Kentucky International Convention Center Nov. 6-8. Builder confidence was high as several new products were introduced and attendees were given access to numerous educational sem-
inars aimed at helping them improve their businesses. After the first day of the show, North American Deck & Railing Association hosted its annual meeting and a reception/award presentation honoring outstanding deck builders.
2
3
5
6
9
4
7
8
10
12
11
13
14
15
DECKEXPO/REMODELING Show kicked off with “Get Found,� a marketing presentation by [1] Morris Carey, James Carey, and Brendan Casey, columnists for our sister publication Deck Specialist. [2] Scott Willis, Kim Pohl, Chad Hall, Rocky Behlke, Paul Gensler, Jamie Kreiser. [3] Richard Wallace, Julie Milrod. [4] Carole & Mike Tipps. [5] John Bailey, Jim Pollock. [6] Nick Burckel, Phil Lail. [7] Jeff Bowers, Matt Hungerford. [8] Kurt Hogard, Swen Ruhmann. [9] Brian Delbrueck,
56
1
n
Building Products Digest n
December 2019
Jonathan Whitehead. [10] Tom Gifford, Tim Smoyer, Sean McPeak. [11] Jim Storrer, David Morgan. [12] Joe Jackson, Andrew Pantelides, Wes Kain, Ernie Couillard [13] Lindsey Camp, Lee & Bonna Greene, Kim Breedlove. [14] Ryan Phillips, Joel Klippert. [15] Louie Barlow, Pat Gallagher, Gary Kauffman, Rich Peterson, Kathy & Larry Boyts, Mary Kittrell, Ken Hotchkiss, David Szilezy. (More photos on next page) Building-Products.com
19
20
21
23
22
24
26
25
27
28 EXHIBITORS (continued from previous page) included Wild Hog Railing’s [16] Brooke Crist, Craig Smalley, Samantha Roman, Robb Starrett, Kelsey Uuskallio, Emily Bastardo. [17] Laine Sleppin, Allison Flynn, Maureen Murray. [18] Ken Scott, Brent Gwatney. [19] Jeff & Loriann Baggett. [20] Len Moscowitz, Peter Krihak. [21] Jay & Cheryl Hudson, Raymond Dumas. [22] Bill Langmaid, Dan Milanowski, Jeff Falke, Jase DeBoer, Chad Adler, Chris Lopez, Lindsay Hannan, Peter Schneider, Building-Products.com
17
Photos by BPD
18
REMODELING/DECK SHOW
16
29
30 Chris Camfferman, Myke Worthem. [23] Cindy Martin, Chad Engelsma, Alicia McArdle. [24] Jennifer Wilde, David Frick, Nick Larr. [25] Eric Ashack, Kent Radcliff, Nathan Haynes, Bryan Hord, Greg Harman. [26] Mark Richardson, Lydie Paulsen, Mike Parker, CJ Dal Pra. [27] Meagan Fangrad, Andrea Pearce, Terry Fangrad, Chuck Zhou, Stan Weiland, Tim McDermott, Tom Jollie. [28] Paul Logue, Derek Bolster. [29] Lindsey Fox, Scott Wyatt. [30] Gary Daley, David Elenbaum, Andrew Clements. December 2019
n
Building Products Digest n
57
ASSOCIATION Update Mid-America Lumbermens Association is sponsoring an Estimating 1-2-3 class Dec. 4-6 in St. Louis, Mo. On Jan. 8, Mick Frank will lead a contractor sales seminar at Delden Manufacturing, Kansas City, Mo. Construction Suppliers Association has lined up a dealer roundtable Dec. 4-6 at Sandersville Building Supply, Sandersville, Ga., followed by a Next Gen roundtable Dec. 9-10 in New Orleans, La. Building Material Suppliers Association is hosting a dealer roundtable Dec. 4-5 in Charlotte, N.C. Northeastern Retail Lumber Association is entering the winter with its affiliates serving up a full plate of activities. On Dec. 3, Eastern New York Lumber Dealers Association holds its annual meeting and trade show at the Holiday Inn, Saratoga Springs, N.Y. Eastern Building Material Dealers Association will convene its annual meeting Dec. 5 at Hilton Garden Inn Baltimore Inner Harbor, Baltimore, Md. New Jersey Building Material Dealers Association gathers for a board of directors meeting and holiday lunch Dec. 5 at Wolfgang’s Steakhouse, Somerville, N.J. Massachusetts Retail Lumber Dealers Association is staging a dealer roundtable Dec. 9 at Courtyard, Stoughton, Ma.; board meeting Dec. 12 at BROSCO, Wilmington, Ma.; and four seminars at Boston Cedar, Mansfield, Ma.: intro to building materials Jan. 27, beginner blueprint reading and estimating Jan. 28-29, intermediate blueprint reading and estimating Jan. 30, and advanced blueprint reading and estimating Jan. 31. Two weeks prior, NRLA will present the classes at association headquarters in Rensselaer, N.Y.: intro to building materials Jan. 13, beginner estimating Jan. 14-15, intermediate estimating Jan. 16, and advanced estimating Jan. 17. Long Island Lumber Association’s board meets Dec. 11 in Melville, N.Y., while Western New York Lumber Dealers Association has a board meeting and holiday dinner Dec. 13 at Tony D’s, Rochester, N.Y. Western New York and Central
58
n
Building Products Digest n
New York Dealers join for a Mindset Entrepreneur seminar Jan. 13 at Ramada Geneva Lakefront, Geneva, N.Y. New Hampshire Retail Lumber Association congregates Jan. 21 for a legislative breakfast in Concord, N.H. Retail Lumber Dealers Association of Maine’s next board meeting is Jan. 22 in Augusta, Me. Vermont Retail Lumber Dealers Association is planning a Mindset Entrepreneur seminar for Jan. 17 at Britton Lumber, Fairlee, Vt., and board meetings Dec. 5 at Fire & Ice, Middlebury, Vt., and Jan. 28 at Hotel Coolidge, White River Junction, Vt. Northwestern Lumber Association is finishing out the year with a fleet management and DOT class Dec. 3 in Fargo, N.D.; a yard and delivery workshop Dec. 4-5 in Alexandria, Mn.; Estimating 1-2-3 Dec. 9-11 in Omaha, Ne.; and a meeting of the Nebraska chapter of Future Lumber Leaders Dec. 13 in Waverly, Ne. The next year kicks off with Estimating 1-2-3 Jan. 7-9 in Rapid City, S.D.; Understanding Sales: How to Sell Efficiently & Effectively Jan. 7 in Twin Cities, Mn.; fleet management and DOT Jan. 8 in Lakeville, Mn; Estimating 1-2-3 Jan. 14-16 in Madison, Wi.; Expo North Jan. 22 in St. Cloud, Mn.; a sales roundtable Jan. 23-24 in St. Cloud; and a contractor sales workshop Jan. 28 in Evansdale, Ia. The Nebraska Lumber Dealers board of directors and scholarship committee are making up to 10 $100 employee scholarships available to help offset the cost for Nebraska members to attend any LumberTech class. As well, one $1,000 college scholarship will be awarded to a high school senior or a current college freshman, who is enrolled or is planning to enroll in a construction-related college or technical school program for the 20202021 academic year. North American Wholesale Lumber Association has nominated a new slate of candidates to join the board of directors for a three-year term expiring at the end of 2022. Proposed new members are Lori Byrd, RoyOMartin, Alexandria, La.; Carl Lamb, Snavely Forest Products, Westminster, Md.; and Grant Phillips, Wildwood Trading Group,
December 2019
Portland, Or., while up for re-election are Bethany Doss, Capital Lumber, Healdsburg, Ca.; Rob Latham, TriState Forest Products, Springfield, Oh.; Bill Price, All Star Forest Products, Jackson, Ms.; and Alden Robbins, Robbins Lumber Co., Searsmont, Me. National Lumber & Building Material Dealers Association presented its 2019 Chairman’s Award to Clarence Wilkerson, East Division manager, Weyerhaeuser Co., Jacksonville, Fl., during the group’s recent Industry Summit in Colorado Springs, Co. Wood Products Manufacturers Association elected its 2020 officers and board of directors during the group’s annual meeting in Savannah, Ga. New president is Chris Moore, Graf Brothers; VP Sandra Ann Bean, J.M. Champeau; treasurer Terry Gross, Brown Wood, Inc.; and assistant treasurer John Lentine, Boyce Highlands Inc. Philip Bibeau is WPMA executive director. Directors are Bob Chase, Jr., Quabbin Timber; Scott Ferland, Maine Woods Co.; John Mauro, Stiles Machinery; George Melnyk, Jr., Premier Millwork & Lumber; Peter Puttmann, Atlas Dowel & Wood Products Co.; Mike Schulke, Tigerton Lumber Co.; Tom Slater, KeiverWillard Lumber Corp.; Simon Varney, Wells Wood Turning & Finishing; and Arie Vink, Holland Bar Stool. Quebec Wood Export Bureau, in conjunction with the Quebec Forest Industry Council, the Maritime Lumber Bureau, and the Ontario Forest Industries Association, has lined up a powerhouse slate of speakers for the 2020 Montreal Wood Convention. Headlining are Brendan Lowney, Forest Economic Advisors; elite sustainable builder Tedd Benson, Bensonwood/Unity Homes; and entertainer Steve Patterson. A panel discussion will feature Craig Johnston, Forest City Trading Group; Ted Ellis, Idaho Timber; Kevin Edgson, Eacom; and Bill Kordyban, Carrier Lumber. The convention, to be held March 24-26 at the Fairmont Queen Elizabeth Hotel, Montreal, P.Q., will also include networking activities and more than 100 exhibitors showcasing Canadian wood products in hopes of increasing their exports to various markets. Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Eastern New York Lumber Dealers Assn. – Dec. 3, annual meeting & trade show, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org. Northwestern Lumber Association – Dec. 3, fleet management & DOT class, Fargo, N.D.; Dec. 4-5, yard & delivery workshop, Alexandria, Mn.; www.nlassn.org. Building Material Suppliers Association – Dec. 4-6, roundtable, Charlotte, N.C.; www.mybmsa.org. Construction Suppliers Association – Dec. 4-6, roundtable, Sandersville, Ga.; www.gocsa.com. Mid-America Lumbermens Assn. – Dec. 4-6, Estimating 1-2-3, Forest Products Supply, Brentwood, Mo.; www.themla.com. Construction Suppliers Association – Dec. 9-10, Next Gen roundtable, New Orleans, La.; www.gocsa.com. Northeastern Retail Lumber Association – Dec. 9-11, roundtable, Courtyard Boston, Stoughton, Ma.; www.nrla.org. Northwestern Lumber Association – Dec. 9-11, Estimating 1-2-3, Omaha, Ne.; www.nlassn.org. Western New York Lumber Dealers Association – Dec. 13, board meeting & holiday dinner, Tony D’s, Rochester, N.Y.; www.nrla.org. Northwestern Lumber Assn. – Jan. 7, sales seminar, Twin Cities, Mn.; Jan. 7-9, Estimating 1-2-3, Rapid City, S.D.; Jan. 8, fleet management & DOT, Twin Cities, Mn.; www.nlassn.org. Mid-America Lumbermens Association – Jan. 8, contractor sales seminar, Kansas City, Mo.; www.themla.com. Cameron Ashley Building Products – Jan. 9-12, show, Orlando World Center Marriott, Orlando, Fl.; www.cameronashleybp.com. United Hardware Distributing Co. – Jan. 10-12, market, Minneapolis Convention Center, Minneapolis, Mn.; www.unitedhardware.com. LMC – Jan. 12-17, Wharton Program, Steinberg Conference Center, Philadelphia, Pa.; www.lmc.net. Northeastern Retail Lumber Association – Jan. 13, intro to building materials; Jan. 14-15, basic blueprint reading & estimating; Jan. 16, intermediate blueprint reading & estimating; Jan. 17, advanced blueprint reading & estimating, Rensselaer, N.Y.; www.nrla.org Appalachian Lumbermen’s Club – Jan. 14, meeting, Grove Park Inn, Asheville, N.C.; www.lumberclub.org. Missouri Forest Products Assn. – Jan. 14-15, winter meeting, Capitol Plaza & Convention Center, Jefferson City, Mo.; www.moforest.org. Northwestern Lumber Association – Jan. 14-16, Estimating 1-2-3, Madison, Wi.; www.nlassn.org. Lake States Lumber Association – Jan. 15-17, winter meeting, Green Bay, Wi.; www.lsla.com. Kitchen & Bath Industry Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.kbis.com. International Builder’s Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.buildersshow.com. Northwestern Lumber Association – Jan. 22-23, Expo North, River’s Edge Convention Center, St. Cloud, Mn.; www.nlassn.org. Massachusetts Retail Lumber Dealers Association – Jan. 27, intro to building materials; Jan. 28-29, basic blueprint reading & estimating, Mansfield, Ma.; www.nrla.org. Northwestern Lumber Association – Jan. 28, contractor sales class, Waterloo, Ia.; www.nlassn.org. National Association of Wholesale-Distributors – Jan. 28-30, executive summit, Fairmont, Washington, D.C.; www.naw.org. American Wood Protection Assn. – Jan. 28-29, executive committee meetings, Embassy Suites, Birmingham, Al.; www.awpa.com. Building-Products.com
December 2019
n
Building Products Digest n
59
CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Deadline: 18th of previous month. Questions? Call (714) 486-2735.
Is this your copy?
PRODUCTS FOR SALE
Subscribe to
NORTH CAROLINA RELOAD
Building Products Digest
Statesville, NC
BPD
Shaver Reload,
WANTED TO BUY GOT USED / SURPLUS / SALVAGE LUMBER? Don’t Landfill OR Compost Usable Lumber! We deal in used, surplus or salvaged lumber and building materials. We can help with both treated and non-treated lumber materials. AND, as America’s largest “industrial thrift store,” we’re also interested in anything obsolete… materials, equipment, inventory, or machinery, etc…that could be re-used/“repurposed” anywhere in the U.S. www.repurposedmaterialsinc.com (303) 321-1471
• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com
WANTED TO BUY
Gerald Hugh “Jerry” Johnson, 74, former co-owner of Williams Bros. Lumber Co., Suwanee, Ga., died Oct. 9 after a lengthy battle with cancer. After graduating from the University of Houston, he became an accountant with Price Waterhouse. In 1989, he became CFO at Williams Bros., and with a partner purchased the business in 1991. They eventually expanded from four locations to 17. He retired upon selling the firm to Home Depot in 2005. James Hayward “Jim” Ward, 76, retired Eastern Division president for Universal Forest Products, Moultrie, Ga., died Nov. 9 in Tifton, Ga. A U.S. Navy veteran, he spent 30 years with UFPI before retiring in 2000. James Villars “Jim” White, 92, namesake of Jim White Lumber Sales, Saginaw, Mi., died Oct. 22. After serving in the U.S. Navy, he graduated from the University of Michigan with a degree in wood technology in 1950. He promptly entered the wholesale lumber business, operating Jim White Lumber Sales until his retirement in 1982. William G. “Bill” Plymell, 79, retired vice president of Albert Tamm Lumber Co., Kansas City, Mo., passed away Oct. 15 in Hampton, Mo. He retired from the company in 2002. Roger LaVerne Ringelman, 78, former owner and operator of Ringelman Lumber Co., LaCrosse, Wi., passed away Nov. 2 in Summerfield, Fl. He served as an Army helicopter mechanic during the Vietnam War. After selling his lumberyard, he opened Taylor Rental and spent 25 years operating Allways Rental Center.
IN Memoriam Robert Cecil “Bob” Kanode, at age 100 the world’s oldest lumber trader, died Oct. 22 in Reisterstown, Md. After serving in the Air Corps during World War II, he started in the lumber industry as a bucket boy and worked his way to owning his own business, Chesapeake Wood Products, Cambridge, Md. Adrian Adelard Brochu, 72, coowner of Pleasant River Lumber, Dover-Foxcroft, Me., died Oct. 27 after a struggle with cancer. After serving in the U.S. Army during the Vietnam War, he moved to Stratton, Me., to work with his father and brother Andre, eventually forming
60
n
Building Products Digest n
A&A Brochu Logging. In the early 1980s, the brothers partnered with the Fontaine family to build Stratton Lumber, Stratton. In 2004, the Brochus sold their stake in Stratton Lumber, and teamed with Adrian’s sons and two friends to purchase Pleasant River Lumber and, in 2015, Moose River Lumber, Moose River, Me. Terrell “Lee Terry” Toney, president and co-owner of Whit Davis Lumber Plus, Jacksonville, Ar., passed away Oct. 25. He was 50. With the firm since high school, he also served on the Bill Lee Roundtable Group, LBM Advantage’s national accounts committee, and secretary of the Cabot Home Builders Association.
December 2019
James Thomas “J.T.” Allen, 82, vice president of Troy Lumber Sales, Norman, N.C., passed away Nov. 12. He was a veteran of the U.S. Navy. David D. Jordan, 72, owner and operator of Jordan Forest Products, Houghton, Mi., died Oct. 31. He served in the U.S. Army during the Vietnam War and received his master’s degree from Central Michigan University. Joseph Herbert Lord, 77, founder of J.H. Lord Lumber Co., Farmington, Me., died Nov. 1. He worked as a logger and ran his own lumber company after serving in the U.S. Army in the mid-1960s. Building-Products.com
ADVERTISERS Index Page
THE Northeast Lumber Manufacturers Assn.
Building-Products.com www.building-products.com
43
21
C&C Wood Products www.ccresourcesinc.com
27
23
Crumpler Plastic Pipe www.cpp-pipe.com
33
28
CT Darnell Construction www.ct-darnell.com
3
38
DMSi www.dmsi.com
Cover III
49
10
WOOD TRADE VENT www.nelma.org
E
OHC www.ohc.net
Orgill www.orgill.com
March 24 to Pacific 26, 2020 Woodtech
Fairmont The Queen Elizabeth www.pacificwoodtech.com Montréal, Canada Meet manufacturers of softwood and Palram Americas hardwood lumber, engineered wood products and wood construction components.
www.palighttrimboard.com
Cover I, 37
Do it Best www.doitbestcorp.com
montrealwoodconvention.com Follow us!
Your Canadian hosts
THE Everwood Treatment Co.
PPG Architectural Finishes #Mtlwood20 www.ppgac.com
34
Quebec Wood Export Bureau www.montrealwoodconvention.com
526 Media Group www.building-products.com
19
Redwood Empire www.buyredwood.com
Great Southern Wood Preserving www.yellawood.com
Cover II
Simpson Strong-Tie www.strongtie.com
March 24 to Lonza 26, 2020 Wood Protection
47
Siskiyou Forest Products www.siskiyouforestproducts.com
Meet manufacturers of softwood and Manufacturers hardwood lumber, engineered woodReserve productsSupply and wood construction components.
45
Swanson Group Sales Co. www.swansongroupinc.com
MCL Wood Products #Mtlwood20 www.mid-columbialumber.com
54-55
Timber Products Co. www.timberproducts.com
34
Montreal Wood Convention www.montrealwoodconvention.com
35
Versatex www.versatex.com
5
Norbord www.norbord.com
37
Waska www.waska.com
59
North American Wholesale Lumber Assn. www.nawla.org
29
Western Lumber Co. www.westernlumber.com
Cover IV
WOOD TRADE VENT
www.everwoodtreatment.com
49
E
9
25
7
Fairmont The Queen Elizabeth www.wolmanizedwood.com Montréal, Canada
www.mrslumber.com
13
montrealwoodconvention.com Follow us!
Your Canadian hosts
Welcome Aboard!
BPD is excited to introduce our readers to a new advertiser, Waska. Currently celebrating its 50th anniversary, Waska has been a major white cedar shingle manufacturer since 1969 and since then, has grown to include aspen or cedar laths, fencing, R&R shingles, bleached and color coated R&R shingles, as well as paterned shingles (Victorian Series).
Building-Products.com
With quality Olympic factory applied coatings, Waska now manufactures a beautiful new line of finished products including weathered stain shingles and color coated shingles, using Olympic’s Machinecoat. The prefinished cedar shingles give an incredible look to the roof or siding of a building. Consider Waska the next time you’re looking for such products.
December 2019
n
Building Products Digest n
61
FLASHBack 58 Years Ago This Month
F ifty-eight
years ago this month, BPD’s sister publication, The California Lumber Merchant, led off its December 1961 issue with the latest marketing venture by Los Angeles wholesaler Ed Fountain Lumber Co. While large national companies were sponsoring exhibits at the six-year-old Disneyland, Ed Fountain Lumber found an equally effective method for promoting its products for a lot less at nearby Pacific Ocean Park in Santa Monica. Fountain donated a sheet of its Lam-Loc Pecky Cedar to be used as the backdrop for an art exhibit, helping to create an exotic Bombay Beach setting. In six months, over 500,000 people viewed the display. Fountain also made arrangements to slip shots of Lam-Loc into TV shows, movies, home magazines, model homes, and home shows. “The good acoustical qualities of the product make it desirable for movie applications, and several studios are using it as backgrounds for their pictures,” the company noted. In addition, Fountain supplied dealers with attractive 4’x6’ displays or free paneling for the boss’s office to make sure the product remained as visible as possible. • Johns-Manville introduced a new low-maintenance, stone-like exterior trim crafted from cement and available in six different colors. A forerunner of fiber cement products, Permatone Flexboard Trim could be
DECEMBER 1961 cover advertiser Rockport Redwood Co. had shuttered its huge Northern California sawmill four years prior, but continued selling timber, selectively cut, from its expansive Mendocino County forestlands. The holdings were purchased by Georgia-Pacific in 1968, spun off with Louisiana-Pacific five years later, and today are owned by Mendocino Redwood Co.
nailed and sawed, resisted termites and flames, and wouldn’t rot, crack or peel. It came in 8-ft. and 10-ft. lengths, either pre-primed or with a factory-applied acrylic coating developed by DuPont. The product’s downfall was its use of asbestos as a binder. By the 1980s, Johns-Manville and manufacturers of similar asbestos-cement products either switched to fibers as a binder or ditched their lines altogether. • Longtime Northern California sawmill operator Clark Golden opened his own state-of-the-art retail yard in Phoenix, Az. Golden & Son Lumber Co.’s ultra-modern showroom featured “completely glassed-in” walls on an allpaved, 21-acre site, serviced by all-mechanical material handling.
THE EXOTIC atmosphere of “Maharaja’s Bombay Beach Palace” was designed by Antone Dalu as part of a decorators’ tourist attraction at Pacific Ocean Park, Santa Monica, Ca. Ed Fountain Lumber’s LamLoc Pecky was used as background for priceless art treasures.
62
n
Building Products Digest n
December 2019
• Oakland Hoo-Hoo Club 39 “fought City Hall” and won—receiving permission to park a massive highway rig loaded with lumber across from the Oakland, Ca., City Hall in observance of National Forest Products Week. The truck from Oakland-based Casella Transportation was loaded with enough lumber to build an average three-bedroom home. Hoo-Hoo Club members manned the exhibit for a weekend, handing out literature and soliciting entries to guess the retail dealer’s price for the wood. Guesses ranged from $14.25 to $32,800. The winner, whose entry of $1,680 was off by $2, received a $50 savings bond. Hoo-Hoo, on the other hand, received terrific publicity and the makings of a nice mailing list.
Building-Products.com