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CONTENTS

December 2021 Volume 40 n Number 12

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Buyers Guide

Features

Departments

35 Door & Window Sourcebook

10 Feature Story

8 Across the Board 20 Olsen on Sales 22 Lumber 411 24 Transforming Teams 30 Movers & Shakers 42 New Products 52 Classified Marketplace 52 In Memoriam 53 DateBook 53 Advertisers Index 54 FlashBack

Product finder from hundreds of manufacturers of entry doors, interior doors, storm doors, patio doors, windows & skylights

The Lumberman’s Holiday Gift Guide

14 Industry Trends

The Essential Role of the Distributor in the Buying Chain

16 Margin Builders BPD

Building Products Digest

DECEMBER 2021

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

THE ADVANTAGES OF THE INDEPENDENT LBM DEALER • DOOR & WINDOW SOURCEBOOK

Why Local LBM Dealers Have the Edge in Serving Pros

18 Competitive Intelligence

Ohio’s Coshocton Lumber Draws on Experience, Relationships

32 Thinking Ahead

Fluid Mindset Pays off During Pandemic

47 Event Recap Digest 12-21 Layout.indd 1

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2021 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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MAKING OUR CUSTOMERS LOOK GOOD

ACROSS the Board

By Patrick Adams

Grateful ’m sitting on a plane as I write this. In a normal year, this would be less than noteworthy as it feels like I’ve spent my entire adult life on a plane coming from or going to somewhere. This, however, is the first plane trip I’ve made in over 18 months. Heading out to the NAWLA Traders Market, I have to admit I was questioning whether I actually enjoy traveling anymore. How I can reduce my travel and, in fact, whether it’s needed at all given our advancements in technology. I’ve enjoyed having dinner with my family every night and the routine of not juggling all of the balls involved with traveling, running a business, and balancing a family. As I’m sitting on my return flight home, however, I just feel enormously grateful for so many things. I forgot how the time away brings so many things into perspective both from the alone time, and especially because of those I get to share time with. I saw countless people who I have enormous respect for and shared stories of our time away and our gratitude for getting to see each other again following this odd time in the world. While I was optimistic for next year, I return grateful to have spoken to so many wise industry leaders who are extremely confident for our industry’s prospects in 2022, and that builds my own confidence moving into our 100year anniversary celebration. I also had the opportunity to bounce a few ideas I’ve been struggling with off of very generous individuals whom I trust completely with the thoughts and advice they shared. I’m grateful to once again be excited about the new opportunities we have to serve the industry in even greater ways! It was humbling as well. As we walked the aisles, countless people I respect went out of their way to simply say “thank you” as apparently, what we’ve done over the pandemic has served them and the industry well. Words cannot express the emotions this brings up inside of me as we view ourselves simply as servants to this great industry. And, I’m reminded of the old saying “Absence makes the heart grow fonder” and with me, being away always reminds me of how grateful I am for my amazing family and team. Coming home to my kids racing to give me hugs with excited screams of “Daddy!,” with my wife in pursuit holding that slight knowing smile that says, “I’m glad you’re home” gives me the things that words simply cannot express. As for my team holding down everything in my absence and eagerly asking for updates on all of my “discoveries” so that they too may share in the adventures of my journey? Well, I’m grateful.

For me, this list could go on forever. Every morning when I wake up, I’m grateful to have another day. Each evening, I’m grateful that I made it through another day and hopefully, did some good along the way. This I’ve found is my secret to having peace and happiness. It’s simple, but not easy. As you go through your day, imagine the alternative to everything. What if it wasn’t there? What if you weren’t needed? What if they didn’t smile when you entered the room? It’s a simple exercise, but not an easy one to remind yourself of every minute. I cannot forget how grateful I am to each of you in this great industry who have allowed us to serve you. Like most of you, we are wrapping up a record year and look into 2022 with immeasurable excitement about what we have in store! As we celebrate the honor of having served this industry every month for the past 100 years, we are going to use every issue of next year to say “thank you.” Through this history of service, we will share many surprises and trips down memory lane. We will reveal new products, new services, and maybe even a new look that prepares us for the next 100 years because no matter what the world turns into during that time, they will always need the hard working people of the building materials industry, and those people will always need a trustworthy source of news and information to guide their decisions! I am grateful for the privilege to serve you. I wish all of you, your families, and your teams a wonderful and Merry Christmas! May God bless you all.

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

n Building Products Digest n December 2021

Building-Products.com

FEATURE Story

By David Koenig

The Lumberman’s Holiday Gift Guide earching for the perfect present for your boss, employee or other forest products industry colleague? Here’s a collection of gift ideas with your woodsy brethren in mind:

Do It All

Leatherman FREE P4 Multitool Retail: $139.95 leatherman.com Everyone can use this versatile multitool— whether for serious DIY tasks, camping, or more. The latest from Leatherman’s FREE line, the P4 multitool boasts 21 tools—from knife to saw to screwdriver—packed into a compact 4.25” design. A magnetic locking system provides safe, easy opening/closing.

Grab & Go

Ryobi LINK Modular Storage System ryobitools.com The ultimate garage organizer, the new Ryobi LINK Modular Storage System includes multiple components that share a common locking

interface, to create limitless ways to easily organize, access and transport tools from the home to the job. The system’s wall rails have integrated mounting cleats that attach to hooks, shelves, bins and tool boxes. A hassle-free front release button allows users instant detachment.

n Building Products Digest n December 2021

Building-Products.com

Brand X

Williams Sonoma Monogrammed Forged Steak Brand Retail: $59.95-$69.95 williams-sonoma.com Add a fun and unique personal touch to grilled meats, with a hand-forged iron brand. A miniature version of an authentic cattle brand, the searing tool includes a wall-mounting storage rack. Choose single, double or triple initials.

Open Borders

Oakline Designs State Line Bottle Opener Retail: $39.99 oaklinedesigns.com This wall-mounted bottle opener is affixed to a wooden plaque shaped like any of the United States—or the entire USA. It includes a strong magnet that can hold five to 10 bottle caps at a time. A triple exterior finish provides weather and UV resistance.

Building-Products.com

December 2021 n Building Products Digest n

Lost & Finder

Tile Mate Retail: $24.99 (including one-year subscription to Tile Premium Attach Mate) thetileapp.com Have a loved one who can’t keep track of their keys? This Bluetooth tracker clips right onto a key ring to locate missing objects over 200 feet away. Tile Mate is water resistant, offers long battery life, and loud volume.

Pocket-Sized Drone Skyline X Drone Retail: $99.00 skylinexdrone.com

This tiny drone with an HD camera lets you take breathtaking photos and videos. It’s foldable, lightweight and easy to carry. The device can be controlled manualy or has multiple settings that allow it to follow you, focus on you, or even fly around you.

Expert Instruction

MasterClass Digital Membership Retail: $180 per year masterclass.com With more than 100 courses in 11 categories taught by well-known experts, MasterClass offers something for everyone. A digital membership will help colleagues further their careers, using sales advice from Daniel Pink and tips on business leadership from Bob Iger and Howard Schultz. But there’s also top-flight instruction on topics from cooking (with Gordon Ramsey and Wolfgang Puck) to tennis (with Serena Williams).

Grilling Guru FlipFork Retail: $24.99 getflipfork.io

FlipFork makes grilling easier with five barbecue tools in one: a spatula large enough to flip a 42-oz. Porterhouse, a fork for thinner cuts, a sharp edge for slicing, a serrated edge for tenderizing, and a bottle opener to crack open a cold backyard brew.

n Building Products Digest n December 2021

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INDUSTRY Trends

By Simon Cameron

The essential role of the distributor in the buying chain fficient and effective distribution channels are the backbone of any industry, and western red cedar is no exception. As the softwood lumber market has undergone a tumultuous period over the last year and a half, the Western Red Cedar Lumber Association’s Certified Cedar Dealers (CCDs) have adapted and worked hard to bring a wealth of services and benefits to accommodate their customers

and meet the specifications of numerous manufacturers. Even at the best of times managing the exchange of information and materials to maximize customer satisfaction in a cost-effective way has its challenges. Wood products and information in distribution networks flow in many directions and across numerous organizational networks, often involving a journey from forest contractors to saw-

ing facilities to value-added mills and then through distribution and wholesale channels before finally reaching the market. Distribution of softwoods like western red cedar also face additional industry-specific challenges characterized by a divergent product structure—a WRC log is often turned into a number of different products used in different applications—and the very diverse nature of WRC as a raw material. All of which underscores how essential the role of the Certified Cedar Distributor is to the WRC industry. In addition to ensuring that high-demand, high-value products get to the retailer and the job lot on time and on budget, CCDs provide a host of value-added services for their customers and the WRC industry. Here are just some of the important functions of the CCD:

Inventory selection

CERTIFIED Cedar Distributors attend the WRCLA’s Cedar School, Vancouver Island, B.C.

n Building Products Digest n December 2021

Most retailers and distribution yards share the common goal of minimizing the amount of time they need to keep inventory on hand—if not having it arrive just as building is about to begin— and in having the right amount to meet demand. It’s no secret the best way to manage this is by having a proven and reliable supply chain and accurate demand planning. Because CCDs are in the field and Building-Products.com

in regular contact with their customers, they have an astute sense of local market demands and materials needed for job lot supplies. While other (nonwood) industries have suffered over the last year and a half from supply chain and inventory issues, the forestry and wood products industry grew their Inventory Turnover Ratio (sales) from 8.63 in Q2 2020 to 10.36 in Q2 2021. A figure well above the industry average.

Product expertise

Distributors in other industries carry products; WRCLA CCDs specialize in theirs. As mentioned above, western red cedar logs yield an array of timbers, dimensional lumber and boards. These products are also further sorted by grade and grade classification, texture and seasoning. WRCLA Certified Cedar Dealers are extremely knowledgeable in all aspects of the species and its products and regularly lend their expertise to facilitate job lot supplies and inventory orders. With growing awareness of climate change and the need to use sustainable and environmentallyfriendly building products, they are also well positioned to help interested customers and manufacturers source certified materials or products otherwise certified as green.

red cedar business model by delivering added value in the form of pre and after sales services. CCDs work closely with WRCLA affiliates and partners and can arrange for time and cost-saving solutions with other building requirements like house wrap, fasteners and stains and finishes, among others. From technical support, in-market education, consulting, even arranging educational training in areas like installation and maintenance, CCDs have seen the value and competitive advantage in maintaining on-going relationships and exceeding expectations with customers and manufacturers.

In short, CCDs play an increasingly crucial role in strengthening the future competitiveness of the western red cedar industry. They provide a vital and valuable link both between lumber producers and lumber users; a benefit that can’t be underestimated in an evolving market rife with competitive substitute products. – Simon Cameron represents the Western Red Cedar Lumber Association. Established in 1954, WRCLA is the voice of the cedar industry and has members in 132 locations throughout North America.

One. Stop. Shop.

Jobsite delivery

The buying chain for lumber can be complex. Orders to distribution yards, re-man facilities and job sites can involve tens of thousands of board feet or more of lumber and require nimble logistics. Timely and accurate delivery has always been a part of the CCDs’ value proposition. Arranging job site deliveries to new sites that don’t have an address yet and flexible, off-hours deliveries are commonplace in the building industry and are regularly handled by CCDs. While large vehicles will still be needed to deliver product orders, the fact we are entering a period defined by “Amazon-style” purchase ordering and delivery from a smartphone can’t be ignored. What companies like Uber and Lyft have done to the taxi industry and Door Dash has done to takeout will undoubtedly influence larger scale delivery sectors, and WRCLA CCDs are at the forefront of this evolving model.

Aftermarket support

We live in an age of services, not just products. Over the years WRCLA CCDs have transformed the western Building-Products.com

Scan for the full story and video

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

December 2021 n Building Products Digest n

MARGIN Builders

By John Maiuri

BY LEVERAGIING technology, local independents have distinct advantages over big boxes in catering to contractors.

Small but mighty Why local dealers have the edge in serving pros he home improvement boom has taken the industry by storm, and there are no signs of it slowing down. According to iPropertyManagement, more than half of homeowners have hired a licensed tradesman to assist in home improvement projects in the past year. With this heightened demand for contractors comes the need for a trusted supplier of the products required to get the job done. Seeing this demand, many lumber and building material businesses have made investments to ensure their professional customers are equipped with everything they need— especially small- to medium-sized businesses (SMBs). According to ECI’s 2021 State of SMB Digital Transformation Report, half of SMBs in the lumber and building materials space expanded or implemented a Buy Online, Pickup in Store (BOPIS) process, and 38% created or expanded delivery services to meet the needs of their professional customers. Additionally, 43% created or expanded their ecommerce offering. These investments show that SMBs are serious about serving contractors in a way that works for their unpredictable schedules. What some might not know is that these independent LBM and home centers contain unique advantages when serving contractors that make them an even better partner than their larger counterparts. Here are some reasons why:

Special Orders

Typical independent stores are better equipped for trade partnerships as they allow for more customized ordering and manage special orders extremely well. More so than a big box retailer who typically relies on in-stock brands, products and styles, independents have broad vendor relationships with greater material access making it easy for trades to obtain items that aren’t immediately available off shelf.

Flexible Installment Plans

For big ticket items, independents have the flexibility to give professionals the option to “pay as they go.” This takes the pressure off the contractor, allowing them to pay once they receive the check from their completed project. By leveraging technology, like an enterprise resource planning (ERP) solution, independents easily manage installment payments using amortized or flat-rate interest, which enables them to increase customer share of wallet.

Personalized Pro Portals

For those independents who have invested in an ERP solution, they have the ability to offer an on-demand customer portal that gives key customers direct access to account information, delivery scheduling and online ordering. Within a customer portal, businesses can showcase their inventory and enable their customers to place orders, submit quotes and receive confirmation. This enables independents to strengthen their relationship with contract accounts, while improving efficiency by reducing incoming calls related to common inquiries. For contractors, where time is money, a meaningful relationship with their local LBM dealer can make all the difference in the world—not to mention the many other benefits of supporting a local small business. For retailers, it is important to have the right solutions in place to help garner that strong relationship with professionals while continuing to service all customers that walk through their doors. – As president of the LBM & Hardlines Group at ECI Software Solutions, John Maiuri is responsible for the vision, guidance and strategic growth of his team within the Building and Construction Division (www.ecisolutions.com).

n Building Products Digest n December 2021

Building-Products.com

COMPETITIVE Intelligence

By Carla Waldemar

Older but stronger

VENERABLE OHIO dealer Coshocton Lumber draws on tons of experience and relationships.

t’s sad, the way things are going in Ohio,” says Joel Jumper, owner of Coshocton Lumber, named for the town of 12,000 that’s nowhere near Cleveland and its potent medical industry nor Columbus with its thriving fashion base. In fact, it’s not even nudging an interstate that leads to either pulsing city. It’s—frankly—“rural,” says Joel. “You’ve got to really want to come here; it won’t be by accident. And we’ve lost a tremendous amount of industry in town.” Nonetheless, Joel is so swamped with business that he can barely snatch time to come to the phone. He took over the business from his father 20 years ago, tackling an outfit that had been launched in 1898 and purchased by Joel’s grandfather, a builder, in 1944—just in time to

“I

welcome his son back from military service after World War II. Joel himself returned in 1978 at age 21. “I was going to stay on in Indiana with a friend, but I was also dating a girl from Coshocton.” So when his dad called, saying “Come back: I need help,” Indiana was put on hold and his relationships—business and romantic—moved forward. “I worked a bit alongside Dad, but he’d soon had enough, and it was time for me to take over. I was like a deer in the headlights. I began by tweaking a few things, like changing the trucks around and adding new products.” But what he did not do was revamp that which any other industry pro might, at his most diplomatic, call a “quirky” layout. “If you came in the store, you’d be shocked,” Joel guarantees. “You’d expect to park at

n Building Products Digest n December 2021

the front and walk in the front door, but no: It’s the reversal of everything they tell you to do. You walk into the sales counter, right up front. Plus,” he adds, “the ceiling is 7 feet, 6 inches high!” Joel’s business today is fueled by a healthy mix: 40% contractors, 40% walk-ins, and 20% industrial. And it’s growing. “Ironically,” he laughs, “people are coming back here to retire, buying acreage, building houses. I’ve pushed our deliveries farther out. “Our biggest competitors are the Amish [independent yards], along with all the boxes: Depot, Lowe’s. Where we can beat them, “he declares, “is with our service—especially delivery: Call in the morning, and we’ll have it out the same day. We run our trucks hard all the time. It’s never ‘We’ll get it to you by Tuesday,’ but rather, ‘When do you want it?’ We make it work.” Joel can count on a staff of 20 to make the impossible happen. “Everybody works on everything— not in a special department. I tell them, ‘The more you know, the better you do.’ Normally, we’d give them training, of course, but nowadays it’s so busy that it’s sink or swim. But that way, they learn from their mistakes. There’s a lot of leeway; I don’t micro-manage. I’m not standing over them. They’ve got free rein to make decisions.” And he’s mighty glad they’re there. “Everybody’s looking for people right now. I just lost one person but picked up two more. In a diner, if the girl who waits on you is good… you make an offer; they’ll learn the stuff.” And learn they do. That’s what Coshocton’s pros appreciate most, in Joel’s opinion. “There’s a lot of knowledge on board here—and always Building-Products.com

a way around a problem. If there’s no vinyl siding at Point A, try Point B— and get it to our customer in a timely manner. Nobody else in the industry wants to do that, especially the boxes. Here, a contractor can focus on one guy [employee] who’ll handle the whole situation, taking it one piece at a time. “We also build things from scratch in our shop for a couple of places— custom cutting. We have a lumber mill, which is actually more of a woodworking shop. We also have a strong Kitchen & Bath department, run by a young lady who does a really good job, mostly dealing with walkins. We also sell a lot of hardware, a lot of paint. And I still stock paneling: I’m surprised at how much of it we sell—and at good margins.” Sure, Joel agrees with all of you out there, product is hard to get—“hard last year, and this year even harder. First it was hardware, then lumber; now, it’s both. We really have to dance around, trying to find product. I used to make one call; now, it’s four or five to get what you need.” Light at the end of the tunnel? “My guess,” he says, “is…no. Not until the end of next year. I talk to the steel plant (I need steel for pole barns) and clearly, it won’t end soon. And that trickles down to screws, power tools, batteries. Batteries” he underscores, “are real scarce. I usually have 50, 100 batteries around. Now… none. It’s a big shortage. And my co-op just notified us that there’s a shortage of dust pans. Dust pans? Really???” Rubbing salt into the wounds of economic turmoil, this reporter asks about the company’s website development. “It’s moving slowly, real slowly, and we need to do a lot more with that, but we’re so busy. So for now, we just fall back on what we have”—which does include consumerfriendly how-tos and buying guides. What does the future hold for the company? Joel’s three kids are happily employed in different professions elsewhere, “and I’m 64,” he notes. “It kind of snuck up on me” while the world was changing. “There used to be five lumberyards in the county; now, we’re down to one.” Still, Joel’s in no hurry for the rocking chair and the gold watch. “I love the diversity of everything here; each day it’s always different.” – Can the industry benefit from hearing your yard’s story? Contact Carla Waldemar at cwaldemar@comcast.net. Building-Products.com

December 2021 n Building Products Digest n

OLSEN on Sales

By James Olsen

The little things going to get the business and are not in a rush to get there. They genuinely want to get to know their customers and their customers feel it. The seller that takes the time to get to know their customers on a personal level wins all the ties—and there are a TON of ties in sales—and they get all of the last looks!

Offer More Than One

ales is competitive. How do we stand out from our competition? Price, value, quality are important, but these things are more about the product. How do we stand out as salespeople? My contention is that there is not one big thing that sets the Master Seller apart from the crowd but a series of little things—habits—that impact how customers perceive and more importantly, feel, about the salesperson they are dealing with.

Reception

Most sellers are professionally polite with whomever answers the phone. The Master Seller treats everyone at the account with respect and caring. The Master Seller is warm; taking the time to treat everyone they talk to as someone important, a real person. The receptionist is our number one ally, and we need to treat them as such. Students come to me all the time and say, “I had a great conversation with the buyer, but now I can’t get them on the phone.” I ask, “How long have you been calling on the account?” “A couple months.” “What’s the receptionist’s name?” Usually, they don’t know, and I say, “Well, there goes option number one.” Receptionists will help us, know what’s happening at the account, and are often related to the buyer!

The Follow-Up Question

Sellers will often ask a personal question when they get the buyer on the phone. Seller: “How was your weekend?” Buyer: “It was fine. Spent some time with my family.” Seller: “Great. Anyway, I’ve got a great deal on a 2x4.” The Master Seller will ask a follow up question. Master Seller: “How was your weekend?” Buyer: “It was fine. Spent some time with my family.” Master Seller: “So what did you do with your family?” When we don’t ask a follow-up question it means our first question wasn’t sincere. The Master Seller knows what they are going to promote, and they know why it’s a good deal. They know (have convinced themselves before they get in front of or on the phone with the customer) they are

n Building Products Digest n December 2021

As simple and obvious as this is most sellers only offer one item and only one of the item! The Master Seller offers many items and multiples of every item. Why don’t most sellers do it? Because it takes more work. What they don’t understand is that the customer knows it takes more work also. Customers will naturally side with the person who is doing more work for them, they can’t help it. The Master Seller gets more chances per call and when they do get orders, they get more of them!

Consistent Calling

When we call willy-nilly, we will get will-nilly results. Calling on accounts on the same day at the same time makes us someone they can count on. It sends the message that the customer is important to us and part of our lives. People want to connect. They want to be part of something. When we call on a consistent basis, we create partnership, not just a buy-sell relationship.

Asking for the Order

I listen to hundreds of sales calls every month. Most sellers do not ask for the order. The Master Seller asks for the order in a natural, positively assumptive manner and they do it every time. They make “asking for the order” part of the “relationship” they have with their customers. If you ask 100 sellers, “What kind of salesperson are you?” most will say, “I am a relationship seller.” The problem is most of them have a Master/Servant relationship with their customers. They put the customer above them. They present product and value(sometimes) in a timid, “what-do-you-think-of-this?” tone, which is like pushing the “I’ll let you know” button. The Master Seller explains clearly and simply why what they are presenting is a good deal and asks directly for the business. It’s the little things that make all the difference. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

LUMBER 411

By Jeff Easterling

A Special Series from Northeastern Lumber Manufacturers Association

What is HT lumber? T stands for Heat Treatment. There are three types of treatment approved for wood packaging materials items as part of ISPM 15. The most wellknown, and the one in which NELMA is the most involved, is heat treatment. Heat treatment requires that each solid wood component must be heated to a minimum of 56ºC (133ºF) for 30 minutes at the core of each piece. This is the established scientific temperature that will eliminate the dangerous pests that may be living within the wood material. Composite wood products such as plywood, particleboard, oriented strand board (OSB), flakeboard, and veneer are exempt from this standard due to the fact that high temperatures are used in their manufacturing process. Pressure-treated wood does not meet the standard unless the wood was heat-treated and stamped HT prior to preservative treatment. NELMA facilities use more than 10 million bd. ft. annually in the construction of export wood packaging, with well over 100 million bd. ft. of use in this application annually nationwide.

How did the use of HT lumber begin?

Twenty years ago exactly, NELMA was one of the first U.S. agencies to obtain accreditation to create a Wood Packaging Inspection Program designed to provide services to companies that require the IPPC ISPM 15 certification, verification, and stamping of wood packaging used in export shipments.

What is the IPPC ISPM 15 Program?

In a nutshell, it applies to all manufacturers that produce export wood packaging such as pallets, crates, and boxes, or companies that box and ship or palletize their own products for foreign customers. The longer version: the program—International Plant Protection Convention (IPPC), International Standard for Phytosanitary Measures No. 15 (ISPM 15)—is an international plant health agreement that aims to protect cultivated and wild plants by preventing the introduction and spread of pests. The convention extends beyond the protection of cultivated plants to the protection of natural flora and plant products, which includes hardwood and softwood forests. It covers vehicles, aircraft, vessels, containers, storage places, and other objects or materials that can harbor or spread pests. ISPM 15, titled Regulation of Wood Packaging

n Building Products Digest n December 2021

Material in International Trade, has been adopted by more than 150 countries to reduce the phytosanitary concerns related to growing global trade and the significant spread of pests through these solid wood packaging materials.

What are wood packaging materials?

Wood packaging materials (WPM) are defined as shipping units constructed completely or partially of solid wood materials such as pallets, skids, boxes, crates, reels, etc., in addition to individual pieces utilized for blocking and bracing cargo in a shipping container for securing the shipment while in transport.

Why HT matters to retailers

Wood packaging facilities, many of which buy lumber from retailers to produce export wood packaging materials, often must return their purchase because it doesn’t contain the proper HT mark: the mark is either completely missing, or the proper one isn’t shown. The HT mark may be embedded within a grade stamp on the lumber or placed separately on the piece. With the advent of foreign lumber coming into the U.S., the wood is especially prone to not have the proper HT mark because the originating mill either isn’t part of the U.S.-recognized HT verification program, or perhaps the proper mark just isn’t shown. If the HT mark isn’t present on each and every piece, the lumber cannot be used in the manufacturing of wood packaging for export. Period. The wood must be returned to their supplier!

Protect yourself from callbacks

To eliminate these customer complaints and potential loss of sales, lumber retailers should (1) communicate with their suppliers, whether it’s a wholesaler or a lumber mill, that they wish to purchase lumber stamped with an HT on each piece; and (2) upon the lumber’s arrival at the retailer, check the lumber for the proper mark prior to transporting it to an export wood packaging customer. A successful conclusion for all! While global regulations, overall, aren’t always a good thing—this is one of the few that’s not only good, but a necessity. The purpose of this program is to reduce the number of invasive pests transferred between countries that can devastate our forests. Lumber retailers play an important supply chain role in the overall process! – Jeff Easterling is president of Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.

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TRANSFORMING Teams

By Claudia St. John

5 steps to hiring and retaining talent in 2022 was recently sharing a cab with the business owner of a print manufacturer heading to an industry conference where I was slated to be a presenter on workforce trends and solutions. He turned to me and said, “Okay, then tell me… where the heck did everyone go? Where are the workers and how do we get them to come work for us?” Where indeed! Unfortunately, they have gone to a variety of places and for a variety of reasons. Some have quit their jobs because of continued COVID hesitancy, some because of ongoing child care challenges, some have quit to join new opportunities and the chance to earn more money and gain more workplace flexibility, and some have quit just to take a much-needed break, knowing that when the savings run low there will be ample job opportunities for them to jump back into the labor market. What’s an employer to do? Well, it starts with a shift of mindset and these five steps:

Step 1: Imagine the talent you want and SWOT them!

Who are you looking to hire? Is it someone with maturity and experience? Someone with less experience but lots of enthusiasm? Someone local or someone remote? We encourage our clients to visualize the talent they seek and work to understand what their desired employees are looking for. What do they want? Too often, business leaders fail to recognize the unique needs and wants of their talent and focus instead on what they as employers want.

Don’t know what your desired hires want in their lives or in their jobs? Just ask the ones who already work for you and who are in the same demographic what they want and like about their jobs. What are their strengths and opportunities and how can you maximize those assets while minimizing the weaknesses and threats that they may possess?

are and what they want. Use videos, social media and testimonials to tell the stories of employees just like them. Show community. Show opportunity. Show your culture. Maximize social media. Yes, create a TikTok video! Don’t know how to do this? Find someone who does and put your marketing resources here.

Step 2: Shift your marketing

Try this: grab your smartphone and log on to your website and look for your career site. Is it easy to find? Next, look at your job openings. Do they look cool and would a Gen Z be inspired to apply? Remember, 90% of job seekers look for jobs from their mobile devices. Next, try applying using your mobile phone. Not easy? That’s a problem because the vast majority of employees in the first 10 years of their careers are applying for jobs using their mobile devices. Keep going—did you fill out the

spend

How much of your marketing budget are you spending to tell your story to attract talent? My guess is very little. I have spent endless hours exploring corporate career sites and company job boards and few of them show any effort to attract talent. Instead, the marketing is often re-constituted sales material that, from a potential employee’s perspective, is boring and uninspiring. Revamp it! Show prospective employees you understand who they

n Building Products Digest n December 2021

Step 3: Remove barriers

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Our company is requiring all employees get vaccinated for COVID. We received a request for an exemption to the vaccination requirement on the basis of a sincerely-held religious belief. Can we require some form of documentation or verification?

A. Under Title VII of the Civil Rights Act, employees cannot be required to get a vaccine if it violates their religious belief, practice or observance or their sincerely-held belief. Employers do not need to accept general statements or form letters, but should require documentation from the employee’s personal religious leader explaining the reason the vaccine violates the person’s beliefs. It’s important to note, the religious leaders of most major denominations have stated that mandating vaccines does not violate the tenants of their faith and have come out in support of COVID-19 vaccines in the name of public health and safety. employment application? Hard, right? Having to search for the names and phone numbers and addresses of previous employers and educational institutions and then having to populate the application fields using your smartphone is close to impossible. Simplify your application and keep revising until it’s easy to complete. Don’t forget to capture candidates who start applications because if they bailed before completion, it’s likely not because they are uninterested but because it was too hard to complete. They still may be interested.

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Step 4: Use your imagination

Wages are going up… fast. In order to remain competitive, many employers are paying more for talent than they budgeted and then they face internal inequities with their existing talent pool. Yes, pay is important, but so are other things. Young workers want to do well, but they also want to do good. How can you help them do that? Most young workers would take less pay for more time off. They want to travel—how can you help them do that? Who wouldn’t want a leased car or a holiday vacation rental as a perk? Stop thinking only about pay and look for innovative and creative perks and benefits that can attract and inspire the talent that you want.

Step 5: Focus on flexibility

It’s no surprise that after more than a year of working from home, employees want to maintain some form of flexibility. Those who cannot work from home want that flexibility, too. Survey after survey show that employees will be more loyal, more engaged, and will even accept less pay to obtain more workplace flexibility. Not sure how to do that? Ask your employees how to create and maintain a flexible workplace, regardless of job role. Yes, 2022 looks like it’s going to be challenging from a hiring and retaining standpoint.

Claudia St. John SPHR, SHRM-SCP, President Affinity HR Group contact@affinityhrgroup.com

December 2021 n Building Products Digest n

and rapidly changing marketplace,” said Brad Upton and Todd Upton. Dillman & Upton’s newly remodeled location will retain its entire team, while expanding its services through the union with Mans. Mans now operates lumberyards and showrooms in Ann Arbor, Canton, Trenton and Rochester.

Preservative Manufacturers Arxada, Troy to Combine

GRAND OPENING weekend for Nabors Do it Best in Amory, Ms., included ribbon cutting, store specials, giveaways, food and entertainment.

Mississippi Dealer Shows Off Its Fourth Location With his wife Millette at his side and surrounded by his team, independent home improvement store owner Lee Nabors cut through the ceremonial ribbon to signify the opening of his newest location in Amory, Ms. Following his acquisition of C&D Lumber in 2020, Nabors spent much of

this year transitioning the store to their brand, adding approximately 6,500 sq. ft. of retail space, as well as renovating the lumberyard and store interior. Like his other three locations in Ackerman, Eupora, and Houston, Nabors also aimed to make the store more welcoming to female shoppers.

Great Southern Buys Escue

As part of Nation’s Best’s acquisition strategy, Crafty Beaver will maintain operations under its existing name with its key leadership team overseeing company operations alongside Nation’s Best, which will provide the strategic and financial support needed for optimal growth and profitability.

Great Southern Wood Preserving, Abbeville, Al., has acquired the assets of 41-year-old Escue Wood Preserving, Millwood, Ky. With the acquisition, Great Southern further strengthens the distribution for its YellaWood brand products into markets from the Florida Keys to Texas to Canada, including all or parts of 28 states and the District of Columbia. Kevin Escue said, “Great Southern Wood’s systems, resources and ability to source products on an international scale will benefit Escue’s customers for many years to come while providing its employees a similar customer-oriented culture.”

Nation’s Best Adds in Chicago

Continuing its expansion surge, Nation’s Best has added Crafty Beaver Home Centers, with three locations in the Chicago metro area. “We couldn’t be more honored to count Crafty Beaver among the Nation’s Best family of businesses,” said Chris Miller, president and CEO of Nation’s Best. “Since 1934, they’ve established themselves as the go-to source for home improvement products and advice in the Midwest. We are proud to work with the Beres family. And we salute Paul Puttrich, who recently retired after a remarkable 40-year career, starting as cashier and then leading them to success as the company president.”

US LBM Makes More Deals

US LBM has acquired two more LBM businesses and added a greenfield location. It first purchased Arrowhead Stairs & Trim, Farmers Branch, Tx. Arrowhead president and GM Dave Harrison will continue to oversee day-to-day operations. US LBM also acquired BuilderUp, which operates LBM stores in Owings and Waldorf, Md., and a truss/prefab steel products plant in Owings. GM Jeff LeBar will continue to lead BuilderUp’s day-to-day operations. And, its Universal Supply division opened a new roofing and siding location in Millsboro, De.

Michigan Dealers Join Forces

Creating Michigan’s largest familyowned LBM provider, Mans Lumber & Millwork, Canton, Mi., has acquired 111-year-old Dillman & Upton, Rochester, Mi. “This partnership will help us to continue to grow and improve our ability to compete in today’s incredibly diverse

n Building Products Digest n December 2021

Specialty chemical manufacturer Arxada (formerly Lonza) is joining forces with Troy Corp., Florham Park, N.J., a leader in microbial control solutions and performance additives. As part of the deal, Troy’s owners will invest in the combined company. The partnership is a logical next step in Arxada’s strategy to strengthen its offering and enhance the capabilities of its Microbial Control Solutions business. Troy has broad expertise in paints and coatings, wood protection and preservation, and more. As well, Troy invented 3-iodo propynyl butyl carbamate (IPBC), which Arxada does not currently manufacture. Troy operates production facilities in Germany, Netherlands, Thailand and Newark, N.J.

DEALER Briefs Talbert Building Supply, Roxboro, N.C., has acquired 95-yearold Poindexter Lumber Co., Clemmons, N.C., as its fifth location. St. Charles Do it Best Hardware held a grand opening for its new 20,000-sq. ft. store in St. Charles, Il.

G. Proulx Building Materials, Fort Lauderdale, Fl., has been acquired by ABC Supply’s L&W Supply division. ABC Supply also added a branch in Baytown, Tx., managed by Ali Charara. New South Construction Supply, Greenville, S.C., purchased Increte of North Florida,

Jacksonville, Fl.

Medley’s Hardware co-owners Tim and Kathy Medley opened their second store in Sullivan, In., to be managed by their son James Medley. It joins Carlisle Hardware, Carlisle, In., which recently celebrated its 20th anniversary in business as a Do it Best member. Building-Products.com

THE FIRST STAIN

WORTHY OF THE YELLA TAG. Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent. It takes a whole lot to earn the right to wear the Yella tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade. Since there are no long drying times or even in-store mixing or tinting required, your customers will love how easy it is to use. Call your sales rep today or visit yellawood.com/protector and finish like a pro.

yellawood.com/protector

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.

SUPPLIER Briefs Stella-Jones agreed to purchase Cahaba Pressure Treated Forest Products, Brierfield, Al. The deal is expected to close by year’s end.

Parksite has opened a new distribution facility in East Windsor, Ct., offering 150,000-sq. ft. interior warehouse space and significant outdoor storage space. LONGTIME MANAGER Doug Carroll (left) has bought two-store Brownsboro Hardware & Paint from Jim Lehrer.

Kentucky Dealer Transitions Ownership

Jim and Marilyn Lehrer have sold two-unit Brownsboro Hardware & Paint, Louisville, Ky., to store manager Doug Carroll, who has worked for the company since he was 16. “After 23 years in the business here and decades in the hardware business, we decided it was time for a change,” said Jim Lehrer. “While we had interest from several out-ofstate owners, we wanted ownership to stay local. Doug has been with us for more than two decades, and he knows the business. It’s in good hands, both now and in the future.” Prior to owning Brownsboro Hardware, Carroll was an executive with Our Own Hardware before it merged with HWI and became Do it Best. As part of the arrangement, Lehrer will remain at Brownsboro Hardware & Paint for at least a year to ease the transition. “The difference,” Lehrer joked, “is that I’ll only have to work 40 hours a week, instead of 60 to 70.”

Beacon has acquired roofing/siding distributor Midway Sales & Distributing, Topeka, Ks., which operates 10 branches in Kansas, Missouri and Nebraska.

Specialty Building Products, Duluth, Ga., agreed to acquire 25-year-old distributor Millwork Sales, Royal Palm Beach and Orlando, Fl. GMS, Tucker, Ga., agreed to purchase drywall accessory manufacturer AMES Taping Tools , Suwanee, Ga. GreatStar Tools USA acquired century-old hand tool manufacturer SK Professional Tools, Sycamore, Il. Next year, a large portion of SK’s production will shift to Great Star’s plant in Williamsport, Pa. Cornerstone Building Brands is acquiring roofing/ siding manufacturer Union Corrugating, Fayetteville, N.C. Trex will build a new plant in Little Rock, Ar. Arauco is exploring the addition of a new MDF production line in Zitácuaro that would double its MDF capacity in Mexico. GAF has started up production at its new 250,000-sq. ft. polyiso insulation manufacturing plant in New Columbia, Pa. BlueLinx’s DCs in Oklahoma City and Tulsa, Ok.; Littlerock, Ar.; and Atlanta, Ga., are now distributing Digger Specialties Inc.’s Westbury Aluminum Railing, ADA Railing and Magena Star Lighting. Wolf Home Products’ decking and railing are expanding their reach into Illinois, Minnesota and parts of Indiana and Wisconsin via PrimeSource Brands, which acquired Wolf earlier this year. Prince Building Systems , Neillsville, Wi., is now distributing Envision Outdoor Living Products’ composite decking to Wisconsin, northeast Iowa, southeast Minnesota, northern Illinois, and Michigan’s Upper Peninsula. UFP Industries received UL listing on its V343 2-Hour Fire Retardant Wall Assembly for ProWood FR Fire Retardant. Viance launched a website focusing on its newest preservative for the wood utility pole market—UltraPoleNXT.com. LP Building Solutions, Nashville, Tn., was selected as Home Depot’s 2021 Merchandising Partner of the Year in the Lumber category. Combilift was honored as 2021 Family Business of the Year by Energia, Ireland’s largest supplier of green energy. MoistureShield unvieled a new MoistureShield Valued Partner certified contractor program.

n Building Products Digest n December 2021

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MOVERS & Shakers

Dave DeJoy has joined LBM Advantage, New Windsor, N.Y., as chief financial officer. Chuck Mailloux, ex-Honsador, has been named West Texas regional mgr. for Higginbotham Bros. Kim Dillon, ex-Raymond Building Supply, is a new market specialist at US LBM, Cape Coral, Fl. Joel Lambert, ex-Klumb Lumber, has joined Everwood Treatment Co., Spanish Fort, Al., as an inside salesman for Alabama and the Florida Panhandle. Zach Bailey, ex-All American Do it Center, is new to contractor sales at Tri County Building Supply, Spring Green, Wi. Shelly Jones, ex-Alexandria Moulding, has moved to outside sales with Carter Lumber, Valparaiso, In. Joseph Williams is a new millwork specialist for Carter Lumber in Powder Springs, Ga., and Zachary King, ex-84, is new to inside sales in Fairfield, Oh. Jon Woodall has been promoted to assistant general mgr. at Builders FirstSource, Duluth, Ga. Chris Schofield, ex-Jennings Builders Supply, is now in outside sales with Morrison Millwork, Asheville, N.C. Ray Gabriel has been promoted to vice president of information services at McCoy’s Building Supply, San Marcos, Tx.

Scott Zubrow, ex-Henry, has joined Benjamin Obdyke, Horsham, Pa., as market development mgr. for Long Island, N.Y. Andrew Graziani, 84 Lumber, Victor, N.Y., is now operations mgr. for western New York. Also recently promoted were Jameson Lilly, now store mgr. in Keller, Va.; Roland Schenk II, co-mgr., Huntersville, N.C.; and Rob Murtha, account mgr. in Atco, N.J. Greg Elliott, ex-ProMark Building Solutions, has been named sales mgr. for Stockton Building Supply, Linton, In. Keith Clark, ex-Home Depot, was appointed industrial product mgr. for BlueLinx, Long Beach, Ms. Jacob Chadderdon is a new buyer with Drexel Building Supply, Ripon, Wi. Gary Michel, president and CEO, Jeld-Wen, Charlotte, N.C., has added the title of chairman of the board. He replaces Matthew Ross, who is stepping down along with fellow director Anthony Munk. Suzanne Stefany, chair of the governance & nominating committee, was appointed lead independent director. Taylor Dudley, ex-SRS Distribution, is now managing director for Builders Supply Logistics, McKinney, Tx. Jack Seykora is new to sales.

Bob Hooley, ex-Lansing Building Products, is now GM of Talbert Building Supply, Durham, N.C. Andrew Petrozziello, SRS Distribution, was elevated to Philadelphia regional VP. Also recently promoted were Justin Eberly to district mgr. in Reading, Pa., and Dustin Smith to assistant branch mgr. in Hattiesburg, Ms. Ty Shumate, ex-American Lumber, is a new SYP lumber buyer for UFP Industries in Alabama. Joseph Gallo IV has hired on at American Builders Supply, Winter Haven, Fl., as mgr. trainee. Reid Salmon has joined the purchasing team at Horizon Forest Products, Raleigh, N.C. Jerry Eidson is now with Roseburg Forest Products, Bainbridge, Ga., as EWP product mgr. Henry Canales, ex-PrimeSource, is new to Altenloh, Brinck & Co. US, Bryan, Oh., as Florida-based regional sales mgr. for SPAX in Florida, Alabama and Georgia. Manny Rivera is now in sales with C o l u m b u s B u i l d e r s S u p p l y, Columbus, Oh. Ed Somerville has joined Do it Best Corp., Fort Wayne, In., as a merchandise mgr. for building materials. Gavin Weeks is a new millwork specialist. Thomas Missakian, ex-Sherwin-Williams, is a new Swartz Creek, Mi.-based territory sales mgr. Jeff Preston is now warehouse department mgr. in Medina, Oh. Charlie M. Chiappone, senior VP-ceilings & wall solutions, Armstrong World Industries, Lancaster, Pa., is retiring April 1. Effective Jan. 1, Mark A. Hershey will become senior VP-Americas, and Jill A. Crager senior VP-sales operations. Scott Foyt has been named CFO of Acme Tools, Grand Forks, N.D., succeeding Steve Hetland, who is retiring in the spring. Jeremy Stine, Stine Lumber, Sulphur, La., was elected to the Louisiana State Senate. Corey O’Graff is crafting the annual Christmas musical for MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

n Building Products Digest n December 2021

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THINKING Ahead

By Kyle Little

Fluid mindset pays off during pandemic he lumber and building materials industry is much different than it was before the COVID-19 pandemic struck and, in my opinion, it’s changed for the better. We’re continually in motion, and the entity that doesn’t acknowledge the evolution is the one that gets left behind. That being said, the crisis brought with it many unknowns. Despite lacking full awareness of what’s next, it’s important to recognize that in a fluid environment, plans and strategies may have to be adjusted. Your vision or strategy might still be sound and might still be where you want to go, but the route you take to get there may need to be tweaked. Instead of becoming a victim of the environment, you have to get out there and be a facilitator of the change that is happening. That’s how you survive—no, excel—in this new world, and that’s exactly what Sherwood Lumber did. In particular, we pivoted in ways that have actually fortified our company’s culture and have allowed us to grow an enviable virtual presence.

Communication Feeds Culture

Sherwood had a healthy corporate culture ahead of the pandemic, which ironically enough brought teams closer together despite distance and despite the hardships and challenges of the time.

The issue: Our senior-level management team was not meeting even on a weekly basis prior to COVID, then the pandemic made it impossible for in-person meetings to take place at all. However, close contact with regard to communication was a priority in order to keep the Sherwood family safe and secure as well as to foster trust. The pivot: We started scheduling a bi-weekly management call to share status updates and any specific situations that required immediate attention. Day-to-day volatility forced us to communicate on a high level virtually and to talk about tough subject matter that nobody really wanted to discuss but that had to be addressed so that we could stay as proactive as possible in an environment fraught with uncertainties. T h e re s u l t : We w e r e a b l e to address situations quickly, implement change, and provide a

n Building Products Digest n December 2021

culture of flexibility very quickly. (A full transition to remote work, for instance, was completed in just five business days!) Our team adapted very well, to the point where you could throw a curveball at a Sherwood associate and they’re definitely getting on base; and in some cases, they’re going to hit it out of the ball park. We created a resilient culture that’s able to handle crisis at a high level, and it’s served us well. We felt like if we were able to maintain and expand our culture in this environment, we’d get a high level of performance—which, in fact, we’ve seen.

High Touch, From a Distance

Prior to the crisis, Sherwood also was already on track to become a thought leader in the industry. We were strategizing ways to influence behavior at a high level; but COVID dictated a change in approach. Building-Products.com

A Special Series from North American Wholesale Lumber Association

The issue: Because we were no longer able to go out and touch people literally, we had to figure out how to touch them virtually. The pivot: We put a huge amount of effort into social media outreach, podcasts and webinars, and written material. We essentially became content leaders and experts inside of the lumber and building materials space. While Sherwood was already moving in this direction, the ultrahyper focus during the pandemic accelerated this transformation out of necessity, because we couldn’t touch people any other way. The result: We garnered more traffic to our website as well as more touches to our followers on YouTube and on social media in general. More opportunities also surfaced in the national media—Barron’s, The Wall Street Journal, Fortune, Bloomberg, Fox Business News, CNBC—that allowed us to continue to develop our brand. The virtual world allowed us to expand that at a high multiple during COVID.

New Normal

These, and other changes Sherwood has adopted, reflect our new normal. How we now handle

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 how NAWLA can help your business at nawla.org.

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business at the operational level and the safety steps we’ve taken are unlikely to ever convert back to the old procedures and processes. Having all of the tools necessary— including, say, the option to set up a meeting virtually—is how we’ll operate our businesses and how we’ll conduct business going forward. It’s an exciting prospect, because there was a perception that we had to be on the road in front of our customers all the time to succeed. There is a direct correlation to that in the old world, but there’s also a direct correlation of success in this new world with being able to see your customer, even though it might not be threedimensionally; it’s going to be twodimensionally on a screen. There is a specific benefit to that. Business travel, for example. We do a lot of business overseas. It’s not easy to travel—today, specifically, but even prior to that it wasn’t the best use of time. Having an opportunity for real business reviews face to face, even in a virtual environment, still provides a high level of connectivity and a high level of relationshipbuilding. Even locally, while there’s a necessity from a business development perspective to go out and see people face to face, we as a sales team are going to have to navigate those waters a little bit differently because not every person will want to participate at that level. By the same token, our virtual trading floor—built out of the necessity of COVID—likely isn’t going anywhere even when the pandemic finally does. The tools we’ve created inside of Microsoft Teams have allowed us to virtually simulate a trading pit where team members gather to transact business. The difference (and benefit) is that there might be one person sitting in Portland and another sitting in New York, but the 3,000-mile gap is removed. It’s something we feel like we’re not only going to keep but

that we’re going to try to enhance to meet the needs of an evolving marketplace—and whatever it holds. Who knows what exactly that will be. You can’t control it, but you can observe it and you can understand how it affects you and then make changes to help you navigate it. If you assemble a team that understands that and has a high level of trust in regard to making those adjustments, you’ll generate a winning atmosphere. Sherwood celebrates every Friday with a “Win of the Week” call where employees from all departments share their success stories and thank the colleagues who helped accomplish them. However small the win, we’ve found that the more wins you create, a snowball effect follows where people are just clamoring for the next opportunity. Wins don’t happen every time; failures are an outcome, too, but COVID has taught us that teams that can navigate through adversity and uncertainty are the strongest. It’s not how you do it in the best of times, it’s how you do it in the worst of times! – Kyle Little is chief operating officer of NAWLA member Sherwood Lumber, Melville, N.Y. (sherwoodlumber.com).

December 2021 n Building Products Digest n

SPECIAL SECTION

2 0 2 2

Door & Window

Sourcebook Entry Doors • Interior Doors • Storm Doors • Patio Doors • Windows • Skylights Kohltech

ENTRY DOORS airmasterwindows.com Aluminum ___________________________

kohltech.com Fiberglass (Classic, Elegance, Traditional) Steel (Novatech) Vinyl (900 Series) ___________________________

Arcadia Custom

Kolbe & Kolbe

Air Master Windows & Doors

arcadiacustom.com Aluminum (Thermal Aluminum swinging) Wood ___________________________

Champion

championwindow.com Fiberglass Steel ___________________________

Clopay

clopaydoor.com Fiberglass (Arbor Grove, Craftsman, Rustic, Smooth collections) Steel ___________________________

Durabuilt Windows & Doors durabuiltwindows.com Fiberglass (Therma-Tru) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass Steel ___________________________

GlassCraft Door Co.

glasscraft.com Fiberglass (FiberCraft Composite) Steel (Buffalo Forge ThermaPlus Steel) Wood (WoodCraft) ___________________________

Jeld-Wen

jeld-wen.com Fiberglass (Architectural Fiberglass, Design-Pro, IWP Aurora, Smooth-Pro) Steel Wood (Authentic Wood, IWP lines) ___________________________ Building-Products.com

kolbewindows.com Aluminum (VistaLuxe AL Line) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass Wood (Heritage Series) ___________________________

Masonite

masonite.com Fiberglass (Barrington, Belleville, Heritage, VistaGrande) Steel (Sta-Tru) Wood (DuraStyle) ___________________________

Mastercraft/Midwest Mfg. mastercraftdoors.com Fiberglass (Smooth, Woodgrain) Steel ___________________________

groupenovatech.com Steel ___________________________

Panda Windows & Doors

panda-windows.com Aluminum (Voyage Select) ___________________________

Pella Corp.

pella.com Fiberglass (Solid, With Glass) Steel (Solid) Wood (Solid, With Glass) ___________________________

Polaris Windows & Doors

polariswindows.com Fiberglass (UltraEntry Cambridge, Valueline, Norwood, Trugrain) Steel (UltraEntry Timberline, Timbergrain) ___________________________

ProVia

provia.com Fiberglass (Embarq, Heritage, Signet) Steel (Legacy) ___________________________

RSL Inc.

rslinc.com Steel (Classic, Design, Prestige, Shaker) ___________________________

Simpson Door Co.

Solar Innovations

NewSouth Window Solutions

Novatech

plastproinc.com Fiberglass ___________________________

simpsondoor.com Wood (Nantucket) ___________________________

Division of Menards

newsouthwindow.com Fiberglass ___________________________

Plastpro

solarinnovations.com Aluminum Clad (swinging, terrace) ___________________________

Stanley Doors

stanleydoorproducts.com Fiberglass (Fibermax) Steel (Classic, NewEdge, Polytech) ___________________________

Steves & Sons Inc.

stevesdoors.com Fiberglass (Legacy, Regency, Reliant) Steel (Element) Wood (Premium) ___________________________

Taylor Entrance Systems Division of Wausau Supply

taylordoor.com Fiberglass (Grand Marais, Timbergrain) Steel ___________________________ December 2021 n Building Products Digest n

ENTRY DOORS, INTERIOR DOORS, STORM DOORS Therma-Tru Doors

thermatru.com Fiberglass Steel (Profiles, Pulse, Traditions series) ___________________________

Thompson Creek Window Co. thompsoncreek.com Fiberglass Steel (Smooth, Textured) ___________________________

Trinity Glass International

trinityglass.com Fiberglass (Feather River brand) Wood (Signamark brand) ___________________________

Tru Tech Doors

trutechdoors.com Fiberglass Steel (Euroline, Steel Mark, Urban) ___________________________

TruStile

Division of Marvin Windows

trustile.com Wood ___________________________

Wincore Windows & Doors wincorewindows.com Composite ___________________________

Woodgrain Doors

Division of Woodgrain Millwork

woodgraindoors.com Wood ___________________________

Woodport Doors

woodportdoors.com Wood ___________________________

INTERIOR DOORS Air Master Windows & Doors airmasterwindows.com Aluminum ___________________________

GlassCraft Door Co.

glasscraft.com MDF (BarnCraft sliding barn doors) ___________________________

Jeld-Wen

jeld-wen.com Composite (Molded Wood Composite, Tria) MDF (MODA) Wood (Authentic Wood, Flush Wood, IWP) Wood/MDF (Studio, WoodView) ___________________________

Masonite

masonite.com MDF (Hollow, Solid Core) Wood (Hollow, Solid Core) ___________________________

Mastercraft/Midwest Mfg. Division of Menards

mastercraftdoors.com Wood ___________________________

Panda Windows & Doors

panda-windows.com Aluminum (S.20, @.21, TS.64, TS.68) Wood (S.23) Wood-Clad Aluminum (S.22, TS.69) ___________________________

Steves & Sons Inc.

stevesdoors.com Molded Panel Ultra HDF Wood Panel ___________________________

Trinity Glass International

trinityglass.com Wood (Feather River brand) ___________________________

TruStile

trustile.com MDF Wood ___________________________

Woodgrain Doors

woodgraindoors.com MDF (Router Carved) Wood ___________________________

Woodport Doors

woodportdoors.com MDF Wood ___________________________

STORM DOORS Andersen Windows & Doors andersenwindows.com Aluminum ___________________________

Champion

championwindow.com Aluminum (Premium, Standard series) ___________________________

PATIO DOORS ABC Windows

abcwindows.net Vinyl (sliding) ___________________________

Air Master Windows & Doors

airmasterwindows.com Aluminum (folding, pivot, sliding, swinging) ___________________________

Alside

alside.com Vinyl (Promenade, 6100, A170 sliding) ___________________________

Amerimax Windows & Doors Division of Cascade Windows

amerimaxwindows.com Vinyl ___________________________

Amsco Windows

amscowindows.com Vinyl (Artisan, Restoration, Studio) ___________________________

Andersen Windows & Doors andersenwindows.com Aluminum (E Series) Fiberglass (A Series) Fibrex Composite (100 Series) Vinyl (200, 400 series) Wood (200, 400, A, E series) ___________________________

Anlin Window Systems

anlin.com Vinyl (Malibu sliding, swinging) ___________________________

Arcadia Custom

arcadiacustom.com Aluminum (Thermal Aluminum) Steel (Thermal Steel) Wood (folding, sliding, swinging) ___________________________

Croft LLC

Assura Windows & Doors

Gerkin Windows & Doors

Atrium Windows & Doors

Larson Manufacturing

Burris Windows

Pella Corp.

Cascade Windows

ProVia

CGI Windows

Thompson Creek Window Co.

Champion

croftllc.com Aluminum (Continental, Gibraltar, Imperial) ___________________________ gerkin.com Aluminum (Cabrio, Classic, Uniquely Yours) ___________________________ larsondoors.com Aluminum ___________________________ pella.com Aluminum (Pella Select Fullview, Rolscreen) ___________________________ provia.com Aluminum ___________________________ thompsoncreek.com Aluminum ___________________________

n Building Products Digest n December 2021

assurawindows.com Aluminum ___________________________ atrium.com Vinyl (sliding) ___________________________ burriswindows.com Vinyl (TectView PD sliding patio doors) ___________________________ cascadewindows.com Vinyl (Cascade, WinPro series) ___________________________ cgiwindows.com Aluminum (Scout, Sentinel, Sparta) ___________________________ championwindow.com Vinyl (sliding) ___________________________ Building-Products.com

PATIO DOORS

Coeur d’Alene Window Co.

coeurdalenewindow.com Vinyl (3800 Modern Rail, 5000 Wide Rail) ___________________________

Jeld-Wen

Croft LLC

croftllc.com Vinyl (Vicksburg sliding) ___________________________

jeld-wen.com Clad Wood (Siteline, W-2500, W-5500) Fiberglass (F-2500, IWP Aurora) Steel Wood (Authentic, Custom, IWP) Vinyl ___________________________

Crystal Window & Door

Kasson & Keller

Durabuilt Windows & Doors durabuiltwindows.com Aluminum (Alpha sliding, swinging) ___________________________

Earthwise Group LLC

earthwisewindows.com Vinyl (sliding) ___________________________ gerkin.com Aluminum (Rhino Series sliding) Vinyl (Comfort Series sliding, swinging) Vinyl-Clad Wood (Comfort Series Wi) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass (sliding, swinging) ___________________________

Great Lakes Window

Division of Cornerstone Building Brands

greatlakeswindow.com Vinyl (Comfort Smart, ecoSmart, Harbor Light sliding) ___________________________

Harvey Windows & Doors

harveywindows.com Vinyl (sliding) Wood (Majesty sliding) ___________________________

kolbewindows.com Aluminum (VistaLuxe AL) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass/Wood Composite (Forgent) Wood (Heritage) ___________________________ koemmerling.us Hybrid PVC/Aluminum (Unity System) Vinyl (KomaDoor, PremiDoor, PremiSlide) ___________________________

LaCantina Doors

hayfieldwindows.com Vinyl (Heritage, Vinyl Classics series) ___________________________

Ideal Window

idealwindow.com Vinyl (Series 100, Victorian sliding) ___________________________

International Window Corp.

lacantinadoors.com Aluminum Aluminum-Clad Wood Hybrid Aluminum/Wood Wood Vinyl ___________________________

loewen.com Cyprium (sliding, swinging) Metal Clad (folding, sliding, swinging) Wood (folding, sliding, swinging) ___________________________

Marvin Windows & Doors

marvin.com Aluminum (Signature Coastline) Fiberglass (Signature Modern, Essential) Fiberglass Clad (Elevate) Wood (Signature Ultimate) ___________________________

Interstate Window & Door Co.

MI Windows & Doors

interstatebldg.com Composite (CompositWood Architectural) Vinyl (4202, 6400 sliding) ___________________________

newsouthwindow.com Vinyl (sliding) ___________________________

North East Windows USA

northeastwindowsusa.com Vinyl (PD400 sliding) ___________________________

Novatech

ntwindow.com Vinyl (R301, R370 sliding) Aluminum (R1600 swinging; Loft, Urbania) ___________________________

lincolnwindows.com Aluminum Clad (folding, sliding, swinging) Hybrid (folding, sliding, swinging) Wood (folding, sliding, swinging) ___________________________

Mathews Brothers Co.

NewSouth Window Solutions

NT Window

Lincoln Windows

intlwindow.com Aluminum (6800 Economy, 6900 Imperial) Vinyl (Lanai swinging; Keltic, Majestic, Crown) ___________________________

mosssupply.com Vinyl (21st Century 7300 sliding) ___________________________

groupenovatech.com Aluminum (Loft, Urbania sliding) Hybrid (Element sliding) Vinyl (301, 310, 370, 650, 1600, Imagine) ___________________________

Division of Jeld-Wen

Loewen Windows & Doors

Hayfield Window & Door Co.

Building-Products.com

Moss Supply Co.

Kolbe & Kolbe

Kommerling USA

Gerkin Windows & Doors

mastercraftdoors.com Fiberglass (swinging) Steel (sliding) ___________________________

milgard.com Aluminum Fiberglass (Ultra C650) Vinyl (Trinsic V300, Tuscany V400) ___________________________

kohltech.com Vinyl (Select sliding) Vinyl-Clad Wood (Estate sliding) ___________________________

cws.cc Aluminum (ICON impact sliding) Vinyl (Aria, WindPact Plus) ___________________________

Mastercraft/Midwest Mfg.

Division of MI Windows & Doors

Kohltech

Custom Window & Door

midwaywindows.com Vinyl (Alliance, Hawthorne, Windgate) ___________________________

Milgard Windows & Doors

ecoshieldwindows.com Vinyl (3200 sliding) ___________________________

crystalwindows.com Aluminum Vinyl ___________________________

Midway Windows & Doors

mathewsbrothers.com Vinyl (Sanford Hills, Spencer Walcott) ___________________________ miwindows.com Vinyl (EnergyCore Multi-Slide, HM290, Pro390) ___________________________

OKNA Windows Manufacturing

oknawindows.com Vinyl (Elegante 880, Forester 8200 sliding) ___________________________

Panda Windows & Doors

panda-windows.com Aluminum ___________________________

Pella Corp.

pella.com Fiberglass (Impervia sliding) Vinyl (250, Encompass, Hurricane Shield) Wood (Architect, Lifestyle, Reserve) ___________________________

PGT

pgtwindows.com Aluminum (ClassicVue Max, WindGuard) Vinyl (EnergyVue, WinGuard) ___________________________

Ply Gem/Simonton

Division of Cornerstone Building Brands

plygem.com • simonton.com Aluminum (4780, 4880, MaxView) Aluminum Clad (MIRA Series) Vinyl Wood Composite (200 Series) ___________________________

December 2021 n Building Products Digest n

PATIO DOORS, WINDOWS Polaris Windows & Doors

polariswindows.com Vinyl (DynaWeld, ThermalWeld+, UltraWeld) ___________________________

ProVia

provia.com Fiberglass (Designer) Steel (Designer) Vinyl (Aeris, Aspect, ecoLite, Endure) ___________________________

Quaker Windows & Doors

quakerresidentialwindows.com Aluminum (ModernVu) Vinyl (Manchester sliding) Wood (Brighton) ___________________________

Right Window Co., The

vinylwindows.co Vinyl ___________________________

Seaway Manufacturing. Corp. seawaymfg.com Vinyl (Encore, Prima Vista sliding) ___________________________

Sierra Pacific Windows

Thompson Creek Window Co. thompsoncreek.com Vinyl (sliding) ___________________________

Trinity Glass International

trinityglass.com Fiberglass (Feather River brand) ___________________________

United Window & Door Mfg. unitedwindowmfg.com Hybrid (4700 sliding) Vinyl (1200, 4500 sliding) ___________________________

Vector Windows

vectorwindows.com Vinyl (French, Full View sliding) ___________________________

Vinyl Kraft Inc.

vinylkraft.com Vinyl (Elite sliding) ___________________________

Vinylmax Windows

vinylmax.com Vinyl (Elegance, High Pointe, Trends sliding) ___________________________

sierrapacificwindows.com Aluminum Clad (folding, sliding, swinging) Vinyl (sliding) Wood (folding, sliding, swinging) ___________________________

Viwinco Inc.

Silver Line Windows Doors

viwintech.com Vinyl (Grand Vista multi-track, sliding) ___________________________

Division of Cornerstone Building Brands

silverlinewindows.com Vinyl (V1, V3 sliding) ___________________________

Solar Innovations

solarinnovations.com Aluminum (folding, sliding, swinging) ___________________________

Stanley Doors

stanleydoorproducts.com Vinyl (800 Series sliding) ___________________________

Sunrise Windows & Doors

sunrisewindows.com Fiberglass (FiberCore+) ___________________________

Sun Windows Inc.

sunwindows.com Aluminum Clad (SunClad) ___________________________

Therma-Tru Doors

thermatru.com Fiberglass (Classic Craft, Fiber-Classic, Smooth-Star) Steel (Profiles, Traditions series) ___________________________

Thermal Windows & Doors thermalwindowsanddoors.com Vinyl (L’egance Patio Door sliding) ___________________________

Thermal Windows Inc.

thermalwindows.com Aluminum (9900 sliding) ___________________________

viwinco.com Vinyl (Multitrack 650, OceanView sliding) ___________________________

ViWinTech Windows & Doors

Vytex Windows

vytexwindows.com Vinyl (Signature, 7000 series) ___________________________

Weather Shield

weathershield.com Aluminum Clad Wood ___________________________

Wincore Windows & Doors wincorewindows.com Vinyl (sliding) ___________________________

WinDor

windorsystems.com Vinyl (2750 sliding; 3750 fold, slide, swing) ___________________________

Window Mart

windowmart.com Vinyl (5000 sliding) ___________________________

Windsor Windows & Doors

windsorwindows.com Hybrid (Legend HBR sliding) Vinyl (Next Dimension sliding) Wood Clad (Pinnacle, Pinnacle Select) ___________________________

YKK AP America

ykkap.com Vinyl (StyleGuard, StyleView sliding) ___________________________

n Building Products Digest n December 2021

WINDOWS ABC Windows

abcwindows.net Vinyl ___________________________

Air Master Windows & Doors airmasterwindows.com Aluminum ___________________________

Alside

alside.com Vinyl ___________________________

Amerimax Windows & Doors Division of Cascade Windows

amerimaxwindows.com Vinyl ___________________________

Amsco Windows

amscowindows.com Vinyl (Artisan, Serenity, Studio, Vista) ___________________________

Andersen Windows & Doors

andersenwindows.com Aluminum (E, Heritage series) Fiberglass (A Series) Fibrex Composite (100, A series, Renewal) Vinyl (200, 400 series) Wood (200, 400, A, E series) ___________________________

Anlin Window Systems

anlin.com Vinyl (Anlin DM, CAT, COR, PAN series) ___________________________

Arcadia Custom

arcadiacustom.com Aluminum (Thermal Aluminum) Steel (Themal Steel) ___________________________

Assura Windows & Doors

assurawindows.com Aluminum (Impact, 580 non-impact) ___________________________

Atrium Windows & Doors

atrium.com Vinyl (8300, 8700, 8900 series) ___________________________

Boral Windows

boralwindows.com Aluminum (Krestmark, Legacy, Magnolia) Vinyl (Krestmark, Legacy, Magnolia) ___________________________

Burris Windows

burriswindows.com Vinyl (TectView AC, CA, Ex) ___________________________

Cascade Windows

cascadewindows.com Vinyl (Cascade, WinPro series) ___________________________

CGI Windows

cgiwindows.com Aluminum (Scout, Sentinel, Sparta) ___________________________ Building-Products.com

Champion

championwindow.com Vinyl ___________________________

Coeur d’Alene Window Co.

coeurdalenewindow.com Vinyl (1000, 3000, 4000, 6000 series) ___________________________

Comfort Windows

comfortwindows.com Vinyl (Energy Thermal Star, Comfort Window) Wood-Clad Vinyl (Aeris) ___________________________

Croft LLC

croftllc.com Aluminum (Capstone, Reliant, Summit) Vinyl (Savannah, Magnolia, Charleston) ___________________________

Crystal Window & Door

crystalwindows.com Aluminum Vinyl ___________________________

Custom Window & Door Systems cws.cc Aluminum (Clear Advantage, ICON) Vinyl (Aria, Storm Strong, WindPact Plus) ___________________________

Durabuilt Windows & Doors durabuiltwindows.com Vinyl (Alpha, Omega series) ___________________________

Earthwise Group LLC

earthwisewindows.com Vinyl ___________________________

Gerkin Windows & Doors

gerkin.com Aluminum (Rhino Series) Vinyl (Comfort Series) Vinyl-Clad Wood (Comfort Series Wi) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass Vinyl ___________________________

International Window Corp.

intlwindow.com Aluminum (6200 Series) Vinyl (Acoustic, Crown, Gentry, Keltic) ___________________________

Interstate Window & Door

interstatebldg.com Composite (CompositWood) Vinyl (InVision, InVue, Euroview Commercial) ___________________________

J. Sussman

jeld-wen.com Aluminum (Builders Atlantic, Premium) Clad Wood (EpicVue, Siteline, W) Vinyl Wood (custom) ___________________________

Kasson & Keller

Hayfield Window & Door Co. hayfieldwindows.com Vinyl (Heritage, Vinyl Classics series) ___________________________

kensingtonhpp.com Vinyl (Huntington, Kingston, Quantum2) ___________________________

Kohltech

Ideal Window

idealwindow.com Vinyl ___________________________

Building-Products.com

Midway Windows & Doors

Division of MI Windows & Doors

milgard.com Aluminum (Standard, Thermally Improved) Fiberglass (Ultra C650) Vinyl (Tuscany, Trinsic, Style Line) ___________________________

Moss Supply Co.

newsouthwindow.com Vinyl ___________________________

North East Windows USA

northeastwindowsusa.com Vinyl ___________________________

kohltech.com Vinyl (Select, Supreme collections) ___________________________

NT Window

Kolbe & Kolbe

kolbewindows.com Aluminum (VistaLuxe AL Line) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass/Wood Composite (Forgent) Wood (Heritage Series) ___________________________

Kommerling USA

koemmerling.us Hybrid PVC/Aluminum (Unity System) Vinyl (Kommerling 70, 76, 88 series) ___________________________

Lincoln Windows

ntwindow.com Aluminum (Twinsulator) Vinyl ___________________________

OKNA Windows Manufacturing oknawindows.com Vinyl ___________________________

Pella Corp.

pella.com Fiberglass (Impervia Series) Vinyl (Defender, Encompass, Hurricane Shield) Wood (Architect, Lifestyle, Reserve) ___________________________

PGT

pgtwindows.com Aluminum (ClassicVue Max, WinGuard) Vinyl (EnergyVue, WinGuard) ___________________________

loewen.com Cyprium (copper and bronze cladding) Metal Clad Wood ___________________________

Marvin Windows & Doors

miwindows.com Aluminum (180, 200, 505 series) Vinyl (EnergyCore HomeMaker3, Pro) ___________________________

NewSouth Window Solutions

Kensington HPP Inc.

Loewen Windows & Doors

harveywindows.com Vinyl (Classic, Slimline, Tribute series) Wood (Majesty collection) ___________________________

MI Windows & Doors

mosssupply.com Vinyl (3000,3300/3400, 3500/3600) ___________________________

ecoshieldwindows.com Vinyl (EcoShield) ___________________________

Harvey Windows & Doors

mathewsbrothers.com Vinyl (Sanford Hills, Spencer Walcott) ___________________________

Milgard Windows & Doors

Jeld-Wen

greatlakeswindow.com Vinyl (Comfort Smart, ecoSmart, Harbor Light) ___________________________

Mathews Brothers Co.

midwaywindows.com Vinyl (Belmont, Hawthorne, Windgate) ___________________________

sussmanarchitectural.com Aluminum ___________________________

lincolnwindows.com Aluminum Clad Hybrid Wood ___________________________

Great Lakes Window

WINDOWS

marvin.com Aluminum (Signature Coastline) Fiberglass (Signature Modern, Essential) Fiberglass Clad (Elevate) Wood (Signature Ultimate) ___________________________

Ply Gem/Simonton

plygem.com • simonton.com Aluminum Aluminum Clad (MIRA Series) Vinyl Wood Composite ___________________________

Polaris Windows & Doors

polariswindows.com Vinyl (UltraWeld, ThermalWeld+, DynaWeld) ___________________________

December 2021 n Building Products Digest n

WINDOWS, SKYLIGHTS ProVia

provia.com Vinyl (Aspect, ecoLife, Endure) Wood-Clad Vinyl (Aeris) ___________________________

Quaker Windows & Doors

quakerresidentialwindows.com Aluminum (CityVu) Vinyl (Manchester, VuPoint) Wood (Brighton, TimberVu) ___________________________

Quality Lineals USA

qualitylineals.com Vinyl ___________________________

Right Window Co., The

vinylwindows.co Vinyl ___________________________

Seaway Manufacturing. Corp. seawaymfg.com Vinyl ___________________________

Sierra Pacific Windows

sierrapacificwindows.com Aluminum Clad H3 FusionTech (aluminum/vinyl/wood) Wood Vinyl ___________________________

Vector Windows

vectorwindows.com Vinyl (Advantage, Envision series) ___________________________

Vinyl Kraft Inc.

vinylkraft.com Vinyl (Heritage, Legacy, Trustgard) ___________________________

Vinylmax Windows

vinylmax.com Vinyl ___________________________

Viwinco Inc.

viwinco.com Vinyl (Cambridge, Edgemont, S series) ___________________________

ViWinTech Windows & Doors

Wallside Windows

wallsidewindows.com Vinyl ___________________________

Weather Shield

Sun Windows Inc.

WinDor

sunrisewindows.com Vinyl Vinyl Clad ___________________________

Thermal Windows & Doors thermalwindowsanddoors.com Vinyl ___________________________

Thermal Windows Inc.

thermalwindows.com Aluminum (500, 525/725, 700 series) Vinyl (6625, 6800, 6853 series) ___________________________

Thompson Creek Window Co. thompsoncreek.com Vinyl ___________________________

United Window & Door Mfg. unitedwindowmfg.com Vinyl ___________________________

babcockdavis.com Roof Hatches ___________________________

CrystaLite

crystaliteinc.com Roof Hatches • Skylights Tubular ___________________________

FAKRO

Firestone Building Products

vytexwindows.com Vinyl (Potomac-hp, Fortis, Georgetown) ___________________________

Wincore Windows & Doors

Sunrise Windows & Doors

Babcock-Davis

Vytex Windows

Solar Innovations

sunwindows.com Aluminum Clad (SunClad brand) Vinyl (Sun Vinyl ___________________________

americanskylights.com Skylights (Circular, Fixed, Venting) ___________________________

viwintech.com Vinyl ___________________________

silverlinewindows.com Vinyl (V1, V3 series) ___________________________ solarinnovations.com Aluminum ___________________________

American Skylights

fakrousa.com Roof Hatches • Skylights (Fixed, Venting) ___________________________

weathershield.com Aluminum Clad Wood ___________________________

Silver Line Windows Doors

SKYLIGHTS

wincorewindows.com Vinyl ___________________________ windorsystems.com Vinyl (1550, 1750, 2750 series) ___________________________

Window Mart

windowmart.com Vinyl (4000, 7100, 7200, 9000 series) ___________________________

Windsor Windows & Doors

windsorwindows.com Aluminum Clad (Pinnacle, Pinnacle Select) Cellular PVC (Legend) Cellular PVC Clad (Pinnacle, Select) Hybrid (Legend HBR) Vinyl (Next Dimension) Wood Clad (Pinnacle, Pinnacle Select) ___________________________

WinTech

wintechinc.com Aluminum (Commercial, Light Com) Vinyl (Residential, Commercial, Light Com) ___________________________

YKK AP America

ykkap.com Vinyl (Precedence, StyleGuard, StyleView) ___________________________

n Building Products Digest n December 2021

firestonebpco.com Skylights (SunWave Prismatic Skylights) ___________________________

Kingspan Light + Air

kingspan.com Skylights (Fixed, Venting) ___________________________

Major Industries

majorskylights.com Skylight Panels ___________________________

Marvin Windows & Doors

marvin.com Skylights (Awaken, Marvin brands) ___________________________

Plasteco

plasteco.com Skylights (Fixed) ___________________________

Skyco Sylights

skycoskylights.com Skylights (Fixed, Venting) ___________________________

Solar Innovations Architectural solarinnovations.com Skylights (Aluminum, Wood) ___________________________

Solatube

solatube.com Tubular ___________________________

Sunoptics Prismatic Skylights

sunoptics.acuitybrands.com Skylights • Tubular Daylighting Systems ___________________________

Velux

whyskylights.com Skylights • Tubular ___________________________

Wasco Products

wascoskylights.com Skylights (Fixed, Venting, Solar) ___________________________ Building-Products.com

Building-Products.com

December 2021 n Building Products Digest n

NEW Products

Outdoor Accents

Hidden Trim Clip A new hidden clip and fastener system from Versatex Building Products speeds up and simplifies the installation of PVC 3/4” trim profiles, while keeping the boards firmly in place even at wind loads in excess of 125 mph. The VZClip is compatible with Versatex Canvas Series and reversible WP4/Nickel Gap trimboards, reducing installation time while ensuring the board is properly secured to the framing member. The system also eliminates running fasteners through the face of the board, preserving the smooth curb appeal of unmarred PVC or film-laminated color surfaces. No more nail holes or screw holes to touch up, and no plugs to install.

Simpson Strong-Tie has introduced a new bottle opener kit, a 4x lumber gable plate, and a series of gazebo ties to its popular line of Outdoor Accents decorative hardware. The bottle opener comes as a three-piece kit that installs easily on any wood post, including metal bottle opener, UV-protected composite plastic backplate, and removable catch cup to collect bottle caps. The new Avant 4x steel gable plate provides reinforcement for a connection between a wood beam and three angled wood braces, and features angled braces at 12:12 pitch (45°) for 4x lumber. Also finished with ZMAX galvanization and black powder coat, the gazebo ties add strength and rigidity to six-sided gazebo connections. n STRONGTIE.COM/OUTDOORACCENTS (800) 999-5099

n VERSATEX.COM/FINISHING (724) 857-1111

Insulation in the Background Owens Corning is expanding its Thermafiber RainBarrier continuous insulation portfolio with the introduction of Thermafiber RainBarrier Dark, designed to blend into the background and let the façade take the spotlight. Equipped with a fiberglass dark veil facing material that is adhesively applied and manufactured to maintain its integrity post-installation, the mineral wool insulation defends against thermal bridging and suppors the energy efficiency of the envelope. Noncombustible mineral wool continuous insulation is also engineered to repel and drain water and manage vapor moisture. It even brings acoustical benefits to help manage noise in the outer assembly. n OWENSCORNING.COM/RAINBARRIER (800) 438-7465

n Building Products Digest n December 2021

Five Ladders in One Werner’s LeanSafe X5 is a fully integrated, 5-in1, multi-position ladder that’s ideal for professionals who require flexibility, stability and durability. It features a one-handed lock adjustment for seamless transitions through all five ladder positions: step ladder, stairway ladder, leaning ladder, twin ladder, and extension ladder. At 6-ft. tall—with a maximum reach height of 14 ft.—it’s easy to store and transport. A magnetic tool bin holds tools, parts and paint trays for easy access and is safe to lean on flat walls, corners and studs. The fiberglass model supports 375 lbs. and the aluminum model supports 300 lbs. n WERNERCO.COM/LEANSAFE (888) 523-3370 Building-Products.com

Smart People Know It’s Not About Price

Most lumber producers are competitive on price, and Idaho Timber competes with the best of them. But far more important than what you pay for lumber is what you make on it. We work hard to ensure you make the most possible: n Our 10 mills are strategically located across the USA to deliver your wood

in 24-48 hours. You get just what you want, right when you want it, on highly-mixed trucks for much greater control of your inventory and cash. n Our just-in-time service sharply reduces stock and capital requirements, cuts

carrying costs and multiplies your turns and GMROI for higher true net profit. n Fast delivery with quick turns on less inventory protects against market risk.

Best price doesn’t necessarily mean best deal. Call Idaho Timber to learn how we can help you make the highest net return on your lumber inventory.

We make you more profitable.

(800) 654-8110 Building-Products.com

December 2021 n Building Products Digest n

South Pacific Redwood Decking

Nova USA Wood Products, Inc. has added South Pacific redwood, also known as manilkara, to its exotic hardwood decking line. Known for its strength, durability and lustrous dark brown or reddish-brown color tones, manilkara is ideal for beautifying outdoor spaces with decking that will last for decades even under the most dramatic seasonal and climatic weather conditions. Imported from Southeast Asia, the exceptionally heavy, strong hardwood offers superior resistance to fungal and insect attacks and a high-density rating of 900—1150 kg/m3 at 12% moisture content. In addition to being kiln-dried to minimize shrinkage and warping, it is Lacey Act approved and comes with a V-Legal Document license issued by the Indonesian export assurance system. Featuring a 25-year warranty, it is available in 1x4, 1x6 and 5/4x6 S4SEE boards.

Electric Pneumatic Forklifts Toyota Material Handling’s two new 48V and 80V electric pneumatic forklifts are powered by Toyotadesigned AC motors, designed for indoor/outdoor versatility, and improved efficiency and productivity. The lifts offer maintenance-free operation, programmable performance, and a power-select function for customization based on application and driver preference. Max capacity ranges from 3,000 to 4,000 lbs. (48V) and 4,000 to 17,500 lbs. (80V). n TOYOTAFORKLIFT.COM (800) 226-0009

n NOVAUSAWOOD.COM (503) 419-6407

Thermally Modified Saunas

Crystal Window & Door Systems now offers nearly twice the number of stock architectural colors for its aluminum window and door products. In addition to limitless custom options, 20 stock colors are now available in durable AAMA 2604 and an additional 16 are available in even more durable AAMA 2605 powder coat finish. Colors range from the basics (white, black, bronze) to beiges, greys, greens, reds, blues, silver, gold and more.

Made from stunning Nordic spruce, Sauna by Thermory barrels offer proven rot resistance and a functional curved design encourages heat to flow naturally along the rounded walls. With a diameter of more than 7 ft., the interior offers a greater height for standing and deeper benches for laying down. Every sauna comes with pre-cut and pre-milled staves and cradles that can be set up in just four to six hours by a team of three to four people with moderate DIY skills. Four models are available: four-person with porch and window, four-person with porch, six-person with window, and six person.

n CRYSTALWINDOWS.COM (800) 472-9988

n THERMORYUSA.COM (585) 250-4074

Rainbow of Windows

n Building Products Digest n December 2021

Building-Products.com

The jubilant return of NAWLA Traders Market

ttendance at North American Wholesale Lumber Association’s annual Traders Market may have been lighter than during more “normal” years. No matter, enthusiasm was through the roof. Attendees were clearly elated to be back meeting face to face during the Nov. 1012 event in Louisville, Ky. Expect even more at next year’s Traders Market in Phoenix, Az.

WELCOMED to the show by [1] NAWLA chair Bethany Doss and past chair [2] Tom Le Vere. [3] Speaker Mark Scharenbroich gets an assist from Jim Stuckey. [4] Scharenbroich pumps up the audience. [5] Andres Sosa, Building-Products.com

9 Chris Leslie, Scott Skinner. [6] Brian Betz, Jeff Baggett, Brent Gwatney. [7] Jim McGinnis, Davis McGinnis, Scott Parker. [8] Erin Hlavacek, Chelsea Brown, Brystol Koch. [9] Chuck Smith, Mark Wells. (More photos ahead) December 2021 n Building Products Digest n

NAWLA TRADERS MARKET Photos by BPD

TRADERS MARKETERS (continued) [10] Chris Knowles, Alicia Powells. [11] Adam Cooley, Ray Barbee, Buzz Nielsen. [12] Rick Brignac, Patty Cook. [13] Win Smith, James Webb, Alden Robbins, Jim Robbins. [14] Mark Reum, Anne Haakenson, Chuck Hayes. [15] Preston Johnson, Zack Halsey, Rich Yonke, Robert Phillips, Mark Swinth, Kalayna Crook, Cam Stevens. [16] Sheldon & Bethany Doss. [17] Mike Thelen, Brian Delbrueck,

23 Rob Dennison. [18] Ryan Traczewitz, Kelly Matthews, Lori & Bobby Byrd. [19] Trent Johnson, Doris Tegelkamp, Mark Erickson. [20] Tony Hester, Christy Hollenbach, Dean Johnson, Cami Waner, Larry Broadfoot, Joe LaBerge, Jeff Stoddard. [21] Kip Anderson, Noelia Ragland, Chris Fehr. [22] Kirk Todish. [23] Dave Lefler, Mike Limas, Chris Mergel, Anthony Muck. (More photos on next two pages)

n Building Products Digest n December 2021

Building-Products.com

NAWLA TRADERS MARKET (continued from previous two pages): [24] Brystol Koch, Emily Schmitt, Brooke Beissel. [25] Rich Yonke, Tayler Slaughter, Mark Swinth. [26] Terry Haddix, Brad Mehl. [27] Ed Acher, Mauricio Bravo. [28] Brian Oberg, Brittany Coltrane, Jay McArthur. [29] Ian Kelly, Mark Rodakowski, Nick Smith. [30] Pike Severance, Brian Boyd, Marcus McCallum. [31] Steve Cheatham, Cheryl & Jay Hudson, Patrick Adams, Warren Reeves. [32] Mark Westlake, Jeremy Becker. Building-Products.com

Photos by BPD

NAWLA TRADERS MARKET

40 [33] Bill Reynolds, Craig Combs, Shane Glascock. [34] Joe Honochick, Jeff Fantozzi, Gunnar Brinck. [35] Dave Cordle, Cami Waner, Rick Engebresten. [36] Joe Pruski, Dustin Jalbert, Gary Zauner. [37] Jeff & Cassidy Bowers. [38] Henco Viljoen, Jeremy Howard, Jeremy Pitts. [39] Drea Deford, Alison Deford. [40] Bob Pope, Dwayne Wilson. (More photos on next page) December 2021 n Building Products Digest n

NAWLA TRADERS MARKET Photos by BPD

WHOLESALERS REUNITE (continued from previous three pages): [41] Charlie Haines, Shara Gamble, John Purvis. [42] Terry Fangrad, Mike Kunard, Stan Weiland. [43] Mark Rohrbaugh, Annette & Dale Bartsch. [44] Steve Getsiv, Naomi Comstock. [45] Terry Rasumussen, Mike Taron. [46] Mark Kelly, Tayler Slaughter, Brett Slaughter. [47] Robin Gardner, Emilly Russ. [48] Rich Mills, AJ Webb. [49] Brian Thomas, Marty Hawkins. [50]

n Building Products Digest n December 2021

56 Bill Price, Mark Saracco. [51] Steve Boyd, Susan Cho, Steve Firko. [52] Jamie Kreiser, Lisa Martin. [53] Patrico Diaz-Valdes, Felipe Magofke, Blair Flanagan, Mirta Chagas, Alejandra Pavon, Martin De Mussy. [54] Jamie Hursch, Joe Honochick. [55] Aaron Shoup, Hunter Huddleston, Adam Blodgett. [56] Bill Malloy, Steve Rouse.

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Barrette Rebrands Lines

Barrette is consolidating several of its individual brands under the Barrette Outdoor Living umbrella. DuraLife, Xpanse Greater Outdoors and RDI will now be known as the RDI Collection within Barrette Outdoor Living. This move is intended to leverage the full power of the manufacturer’s brand to create more value and brand equity for the overall business. Concurrently, Barrette launched a new brand campaign and tagline, The Outside Company.

Homeowners Prefer EcoFriendly Materials, Practices

From reducing air pollution to using renewable energy as a power source, U.S. homeowners have an overwhelming desire for more information, more choices, and more action across the industry for eco-friendly construction materials and practices, according to the 2021 3M Home Renovation Study. “Homeowners are now inspired to choose construction materials that both serve their conventional purpose and make a positive impact for the environment,” said 3M’s Josh Orman. “It’s encouraging to see consumers and 3M taking action to improve our environment.” The majority of homeowners surveyed (74%) agree that using eco-friendly construction materials would make a strong impact to the environment, and 70% plan to buy eco-friendly materials for their next renovation. Not only do those homeowners find eco-friendly products appealing, but they are also taking the advice of others to influence their purchases; for ex-

ample, 52% of homeowners surveyed stated they would be more active in considering eco-friendly materials if their friends and family were integrating eco-friendly options into their lives. “Essentially, what homeowners say and do highly impacts those in their circle of influence,” said Orman. “Consider the positive ripple effect of homeowners making eco-friendly choices that educate and influence their friends and family in the process.” Homeowners believe most in recycling and reducing waste as the top activity that will positively impact the environment. Eliminating single-use plastics, using renewable energy, reducing air pollution and selecting energy efficient products round out the top five.

IN Memoriam Louis Frederick “Lou” Kreyer, 91, former president of Dykes Lumber Co., Weehawken, N.J., died Oct. 19. After graduating from Johns Hopkins University and serving in the U.S. Army, he spent 40 years with Dykes Lumber, including as president from 1973 until his retirement in 1995. Michael Peter “Mike” O’Shea, 78, founder, president and CEO of O’Shea Lumber Co., Glen Rock, Pa., passed away on Oct. 6 after a brief illness. After a stint in the U.S. Army, he went to work for Baltimore Contractors and Mann & Parker Lumber Co. He started his own business, O’Shea Lumber, in Baltimore in 1971. He relocated the operation to Glen Rock in

n Building Products Digest n December 2021

1987. Mike also opened CraftWoods, a woodworking retail store, in Cockeysville, Md., in 1977. Arthur James “A.J.” Harris, former president of Baton Rouge Lumber Co., Baton Rouge, La., died Nov. 13 at the age of 89. A Navy veteran, he earned a business degree from LSU in 1961, then began a long career at Baton Rouge Lumber Co. He later co-founded Martin Lumber Co., Baton Rouge. Albert E. “Bud” Huber Jr., president of Huber Lumber Co., Norwood, Oh., Cincinnati, Oh., passed away Oct. 31. He was 96. After serving in the U.S. Navy during World War II, he graduated from the University of Cincinnati College of Administration. He spent over 70 years in the family business. William L. “Bill” Reese, founder of Spartywood Products, Spartansburg, Pa., died Oct. 27 in Spartansburg. He was 80. After years as an NHLA-accredited lumber inspector, Bill established Spartywood as a division of SEMAC Industries in 1970. Twice he was honored by the governor as Pennsylvania Exporter of the Year. In 1995 he and his four children founded Penn-Sylvan International, Centerville, Pa. Carl Robert Hodnett, 86, former chief engineer for Osmose Wood Preserving’s Southern-Western Division, Griffin, Ga., died Oct. 26. He spent 53 years with Osmose, the last 28 as divisional chief engineer. Building-Products.com

ADVERTISERS Index Page

Arxada Wood Protection www.wolmanizedwood.com

Swanson Group Sales Co. www.swansongroup.biz

Blink Blinds + Glass www.blinkblinds.com

Timber Products www.timberproducts.com

Crumpler Plastic Pipe www.cpp-pipe.com

TIVA Building Products www.tivabp.com

CT Darnell www.ct-darnell.com

Cover II

Culpeper Wood www.culpeperwood.com

Cover I

Do it Best www.doitbestlbm.com

Cover IV

Everwood Treatment Co. www.everwoodtreatment.com

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

526 Events www.526.events

New Jersey Building Material Dealers Association – Dec. 1, holiday lunch & board meeting, Wolfgang’s Steakhouse, Somerville, N.J.; www.nrla.org.

Great Southern Wood Preserving www.yellawood.com

Northwestern Lumber Association – Dec. 1, contractor sales seminar, Sioux Falls, S.D.; Dec. 6-7, Estimating 2 & 3, Omaha, Ne.; www.nlassn.org.

21, 23

Huber Engineered Woods www.advantechxfactor.com

Northeastern Retail Lumber Association – Dec. 7-9, fall roundtable; Dec. 8-9, 128th annual LBM Expo, Rhode Island Convention Center, Providence, R.I.; www.nrla.org.

Idaho Timber www.idahotimber.com

Manufacturers Reserve Supply www.mrslumber.com

Montreal Wood Convention www.montrealwoodconvention.com

North American Wholesale Lumber Assn. www.nawla.org

Northeastern Lumber Manufacturers Assn. www.nelma.org

Orgill www.orgill.com

ProWood www.prowoodlumber.com/fr

31, Cover III

Redwood Empire www.buyredwood.com

Simpson Strong-Tie www.strongtie.com

Siskiyou Forest Products www.siskiyouforestproducts.com

Building-Products.com

West Fraser www.westfraser.com/osb Weyerhaeuser www.weyerhaeuser.com

DATE Book

Mid-America Lumbermens Association – Dec. 8-9, Estimating 2 & 3, Kansas City, Mo.; www.themla.com. Northwestern Lumber Association – Dec. 14, contractor sales seminar, Lake Delton, Wi.; www.nlassn.org. House-Hasson Hardware – Jan. 6-8, winter dealer market, Opryland Convention Center, Nashville, Tn.; www.househasson.com. Charlotte Build, Remodel & Landscape Expo – Jan. 7-9, Charlotte Convention Center, Charlotte, N.C.; www.homecentershow.com. Appalachian Lumbermen’s Club – Jan. 11, meeting, Asheville, N.C.; www.lumberclub.org. Northwestern Lumber Association – Jan. 11, Wisconsin Lumber Dealers Leadership Conference, Glacier Canyon Conference Center, Wisconsin Dells, Wi.; Jan. 11-13, Estimating 1-2-3, Inver Grove Heights, Mn.; www. lassn.org. Mid-America Lumbermens Association – Jan. 18-19, Estimating 2 & 3, Little Rock, Ar.; www.themla.com Frame Building Expo – Jan. 18-20, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; www.nfba.org. Lake States Lumber Association – Jan. 19-21, winter meeting, Tundra Lodge Resort, Green Bay, Wi.; www.lsla.com. National Association of Wholesale Distributors – Jan. 22-25, Executive Summit, Washington, D.C.; www.naw.org. Mid States Distributing – Jan. 28-30, Winter Rendezvous, Phoenix Convention Center, Phoenix, Az.; www.msdist.com. Minneapolis Home Building & Remodeling Expo – Jan. 28-30, Hyatt Regency, Minneapolis, Mn.; www.homecentershow.com Northwestern Lumber Assn. – Feb. 1-2, Expo Nebraska, Embassy Suites Hotel & Conference Center, LaVista, Ne.; www.nlassn.org. International Surface Event – Feb. 1-3, Mandalay Bay Convention Center, Las Vegas, Nv.; www. intlsurfaceevent.com. December 2021 n Building Products Digest n

FLASHBack

50 Years Ago This Month

ifty years ago this month, in December of 1971, BPD’s sister publication, The California Lumber Merchant, reported on the lumber industry grappling to deal with government-mandated wage and price freezes. The regulations had created severe “inequities” for lumber companies, charged John Hampton, president of the Western Wood Products Association and of the Willamina Lumber Co., Portland. “Probably the most serious inequity,” Hampton noted, “is a price freeze with no concurrent freeze on the cost of government timber. As a consequence, many mills dependent on federal timber are finding that they must sell their lumber at a loss. Others cannot afford to cut timber purchased at public auction and sell manufactured products at price levels established under the presidential freeze order. “When the freeze was announced,” Hampton said, “we assumed lumber prices would be established on the basis of sales we had made during the base period. Lumber sales are completed at the time the order is accepted and shipments may lag by as many as 12 weeks. Rail car availability, long

THE DECEMBER 1971 issue of The Merchant Magazine spotlighted moulding products from industry powerhouse American Forest Products Corp. Formed in 1910 as the Stockton Manufacturing Co., AFP soon became Tartar, Webster & Johnson and grew to encompass a multitude of sawmills, distribution centers, and timberlands. AFP was acquired by Georgia-Pacific in 1988.

order files, lumber inventories, and other factors affect the time interval between an order and a shipment.” Hampton said the Cost of Living Council rejected pleas by lumbermen for relief. “Basing prices on ship ments,” he explained, “has resulted in establishing any number of different price ceilings for identical products. Obviously the mill which ships late will have a comparatively low product price and mills with short order files which ship quickly will have a higher price more in line with the current market.” Dr. George Cline Smith, noted construction economist, concurred, calling the wage/price controls “the

damnedest Rube Goldberg structure that has ever been worked out by any government.” In other news of 50 years ago: • Charles Bloedorn, Nebraska banker-turned-lumber merchant, passed away Nov. 1, 1971, at the age of 91. He co-founded the Bloedorn Lumber chain in 1919, serving as president until 1964, when he became chairman of the board. • Western red cedar manufacturers set their sights on a new market for their shingles and handsplit shakes— mobile homes. According to the report by the Red Cedar Shingle & Hand Split Shake Bureau, “Although long associated with the premium end of the single-family residential hosuing market, both shingles and shakes offer numerous practical and ‘cosmetic’ advantages to the low-cost mobile or modular unit devleoper. Chief among them, of course, is the ability to dress up the unit, give it a respectable degree of warmth, and just generally uipgrade its appearance with a touch of quality.” The Bureau had begun “actively engaging” designers, architects and mobile home manufacturers to develop “new product approaches” that would appeal to the fast-growing market, predicting they could move well over a half-million units annually.

FREMONT FOREST PRODUCTS announced the opening of its wholesale lumber distribution yard at the Port of Long Beach, Ca. The facility is currently operated by Weyerhaeuser Co.

n Building Products Digest n December 2021

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BPD December 2021

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