Building Products Digest - December 2023

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THE VOICE OF THE LBM SUPPLY CHAIN

HOTTEST WINDOW & DOOR TRENDS • STAND-UP DECKING TOOLS • NAWLA TRADERS MARKET RECAP

December 2023

Everything you need to keep builders building.

© 2023 Simpson Strong-Tie Company Inc. PROSUPP22

As an essential partner to construction for more than 65 years, Simpson Strong-Tie knows the needs of builders before the workday even begins. Our full range of solutions is specifically designed to keep your customers productive. You already know about our connectors, fasteners and anchoring systems for any region, code requirement or application. But we also support you by installing display sets, training retail staff and providing builder software. In addition, our ecommerce portal and nationwide distribution network make it easy to keep builders fully stocked. So you can accelerate your business while turbocharging your customers’.

Supply your business with the solutions builders need. To learn more, visit our website at go.strongtie.com/buildersolutions or call (800) 999-5099.

Builder Solutions | Products, Software and Service for Smarter Building

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

December 2023

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FEATURE STORY The hottest trends in windows and doors

PRODUCT SPOTLIGHT The rise of stand-up decking tools

LUMBER 411 Deep dive into the lumber inspection process

TRANSFORMING TEAMS Celebrating the holidays in your workplace

08 ACROSS THE BOARD 16

OLSEN ON SALES

26 NEWS BRIEFS 30 MOVERS & SHAKERS 38 NEW PRODUCTS 48 CLASSIFIED MARKETPLACE 48 IN MEMORIAM

KAHLE ON SALES Should you create a sales system?

PHOTO RECAP Deck Expo makes a big splash by teaming with Pool / Spa / Patio Expo in Las Vegas

49 DATEBOOK 49 ADVERTISERS INDEX 50 FLASHBACK

EVENT RECAP NAWLA gathers for annual Traders Market in Columbus

EXTRA! EXTRA! DELUXE INDUSTRY CALENDAR OF EVENTS

THE VOICE OF THE LBM SUPPLY CHAIN

HOTTEST WINDOW & DOOR TRENDS • STAND-UP DECKING TOOLS • NAWLA TRADERS MARKET RECAP

December 2023

All mailed copies of this month’s Building Products Digest are packaged with a wallhanging 2024 calendar. Use it throughout the year to plan your travel to the more than 300 industry events.

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ecember 2023

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PWT Treated™ LVL saves you time and labor.

It’s the only LVL that’s treated for exterior deck construction. And because it’s LVL, it’s stronger, straighter and more stable—resulting in the most level structure for any deck regardless of size or design. It also comes with a 25-year warranty thanks to the unique Tru-Core® treatment—applied between each veneer layer—protecting against damage from decay, fungal rot and wood-destroying insects. To learn how we’re revolutionizing deck building, visit https://pwtewp.com/products/pwt-treated/.

TREATED LVL JOISTS | BEAMS | LEDGERS | STAIR STRINGERS | BRIDGING

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

BLESSINGS ------------ BY PATRICK ADAMS I WONDER sometimes if everyone counts their blessings? It seems the world is consumed more with what they want, what they think they need, and who has done them wrong. I wonder if you can feel blessed without the experience of having gone without? How do you know to be grateful unless you’ve experienced hardship, grief and need?

As we close out this year and I just returned from one of my favorite industry events, I am counting my blessings.

Although all around us the media and others would have us believe the “end” is near, I do not see that in my life or business. That is not to say that I am not troubled by the things I see happening, or brewing on the horizon—this is not humanity’s best chapter. Nevertheless, I am blessed.

Our business of serving those who serve in great industries in America only continues to grow. We have hired several new team members over the year and they have brought with them new perspectives, skills and personalities that have only made us better. With that new skillset, we are excited to be launching MANY new things in 2024!

This could not happen without the amazing support and loyalty of our amazing readership, so thank you. It is only because of you that we are able to do what we do.

I continue to be amazed at how quickly the time is passing with my family. My amazing wife and I have been together for over 31 years. She just passed a milestone birthday (we’ll officially say that she turned 30… I know, the math doesn’t work), but so gracefully serves her family in ways that provide us all the peace, happiness and stability that make our lives full. My “children” seem to grow by the hour and as a good friend reminded me, “You only have 18 birthdays with your kids—make them count.” We have traveled, and camped, and laughed, and cried together this year. Having the family I have is a blessing in my life that words cannot describe and something that honestly, I never thought I would experience.

I was also able to sneak in a few adventures with friends.

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ecember 2023

Hunting, fishing and simply sharing time is something that I never take for granted because I know all too well that in a moment, any of us can become a memory. Many of us never imagined that we would be here this long and so, every moment is a gift that we cherish. I was able to take one of my best friends on his first hunting trip, which turned out to be so amazing that words simply cannot describe it. While many would never take a “newbie” on a bucket list hunting trip, experiencing the “first hunt” through his eyes and emotions made it all the better and something I will never forget.

I cannot forget the countless blessings of the many, many true friends I have made in these industries that we serve. I cannot even begin to describe how speechless I am that we work in industries FULL of so many truly great people. I recently brought my family to an industry event.

There, as we walked through the hotel lobby, I encountered dozens of industry friends whom I introduced to my family who up until now, were just pictures in the publication they read every month. Each time, my wife and kids would walk away saying something like, “Oh my gosh, they are SOOOO nice!” It reminded me of how blessed I am that I work in industries full of people who every day remind me that the entire world is not bad. Sometimes, you just have to pay attention or look a bit more carefully to find that there are still many great people out there who literally would give you the shirt off their back if asked.

So, as we wrap up this year and enjoy the holidays, don’t turn on the TV. Stay off the internet and your favorite social media full of angry people proclaiming the end of the world as we know it. Settle into the silence and holiday cheer and smile as you count your blessings. As always, I am grateful to serve each of you and this great industry.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com building-products.com

Reliability Meets Availability.

FlameFreez® brand fire retardant treated wood from the makers of YellaWood®.

When you choose to carry FlameFreez® brand FRTW, not only are you choosing a product that meets all certifications for commercial and residential builds, but one that is also in stock and available now. And because you’ve come to count on YellaWood® for providing other top-quality products when you need them, you can be confident you’ll receive the same dedicated customer service with the FlameFreez® brand and beyond.

yellawood.com/flamefreez

FlameFreez® brand 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 yellawood.com/flamefreez/ or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details or visit yellawood.com/flamefreez/. For important handling and other information concerning our products or for a copy of the appropriate Safety Data Sheet (SDS), please visit us at yellawood.com/flamefreez/ or write us at P.O. Box 610, Abbeville, AL 36310. FlameFreez®, the flame icon and YellaWood® are federally registered trademarks of Great Southern Wood Preserving, Incorporated.

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

MILGARD AX550 Moving Glass Walls meet the trend for expansive patio doors enabling more natural light and scenic views.

THE HOTTEST TRENDS IN WINDOWS AND DOORS ------------ BY NICK BOARD AS A BUILDING material dealer faced with rising interest rates and slowing demand, we know that it’s imperative to stay up to date on the latest industry trends and challenges. Windows and patio doors are a key component of most every home building or renovation project, as they comprise a large portion of the budget as well as the ambiance. Selecting the right types of windows and working with reputable brands can make a huge difference in multiple ways, from energy efficiency and style to profit margins.

The world of windows and doors is constantly evolving, with the continuous introduction of new materials and technologies. Here are some current trends that you should be aware of:

1. Energy Efficiency: Homeowners are increasingly concerned about energy efficiency and the impact it 10 • building products digest • D

ecember 2023

has on both the environment and their wallets. With the latest round of tax rebates, more homeowners will upgrade their windows and doors for the tax benefits as well as the energy-efficient enhancements they’ll experience. Windows that are energy efficient can help lower heating and cooling costs, reduce the home’s carbon footprint, and increase comfort levels inside the home. Energy-efficient windows are typically made with double- or triple-paned insulating glass and low-emissivity coatings, which can help keep heat inside during the winter and outside during the summer.

2. Larger Windows and Expansive Patio Doors: More and more homeowners are opting for larger windows that allow for more natural light, create an open ambiance, and grant views of the outdoors. Floorto-ceiling windows, sliding glass doors, and multi-panel building-products.com

MODERN FARMHOUSE style features white vertical clapboard and trim offset with black V3000 Series windows from MI Windows & Doors.

THE ORNATE detailing of this Victorian-style home is enhanced by the tall, narrow sashes and rounded bay windows of Milgard’s C650 Ultra Series.

windows are all popular choices. Moving Glass Walls are an innovative solution that expand the living area by blending interior and exterior spaces; they’re available in sliding, pocket and bi-fold configurations.

rary technology, homeowners can choose simulated divided lites or grids between the glass—delivering a quintessential colonial look coupled with modern convenience that makes washing them a breeze.

3. Complementary Colors: The trend of consumers seeking customization and personalization doesn’t end on Instagram. Homeowners look to express themselves by installing non-white doors and windows. In 2015, less than 1% of the products MI Windows and Doors produced featured an exterior color. By the end of 2022, windows and doors with exterior colors accounted for 19.5% of MI’s sales—which speaks volumes, since the company manufactures millions of windows every year. Besides white, the most popular colors are black and almond. We see a similar trend with MI’s sister brand, Milgard Windows and Doors. For Milgard, 33% of its windows and doors featured a non-white exterior color by the end of 2022, and its most popular colors after white were, respectively, black and bronze.

7. Double-Hung Windows: According to a survey of 1,000 homeowners nationwide by This Old House, custom windows were most desirable, followed by double-hung windows. Over one-fourth of participants selected the double-hung style. These traditional (Continued on next page)

4. Modern Farmhouse Style: This nationwide popular trend, which features dark-colored windows paired with light-colored siding, is morphing into Modern Farmhouse-Modern Industrial. Black is the most installed dark-colored window, but dark bronze is also a popular choice, adding a sleek, modern element that contrasts with the siding.

5. Victorian Design: Victorian homes continue to adorn the American landscape more than 100 years after they first became popular, particularly in the West. These elegant homes offer a traditional look that’s complemented by modern windows. Since many Victorian houses feature bay and bow windows, the superior design of today’s projection windows allows for a classic aesthetic without sacrificing the energy performance that today’s homeowners prize.

6. Colonial Architecture: Continuing to commemorate our country’s founding era, colonial homes provide an ode to the past while exhibiting a timeless charm. Window grids are often associated with the colonial style, and today’s grid offerings allow for a large array of aesthetic possibilities. Thanks to contempobuilding-products.com

December 2023

• building products digest • 11

3. Selection: A reputable window company has a broad portfolio with a wide range of creative options, including both standard and custom sizes and styles. It’s important to offer builders and contractors trend-forward designs and color—as well as Energy Star certified windows—to satisfy discerning homeowners.

RESTORATION SERIES windows from MI frame the beautiful landscape of this modern farmhouse while keeping energy costs at bay.

windows open from both the top and the bottom, allowing for easy cleaning and maximum air flow.

8. California Sliders: Slider windows first gained popularity during the 1950s and 1960s construction era, and they remain prevalent, particularly in Southern California.

This style is easy to open, offers an extensive view, and exudes a contemporary, sleek design. Typically, one panel is stationary, but some models enable operation of both panels.

9. Northwest Views: Bay, bow,

and awning windows are a popular choice in the Pacific Northwest to allow for spectacular views and protection from the wet, cold weather. Bay and bow windows offer a versatile design to complement most homes, and they enable vast amounts of natural light to shine through. Awning windows are an affordable, energy-efficient option since they open from the bottom and create ventilation without enabling rain or snow to enter.

10. Vinyl: Vinyl windows continue to gain market share in the replacement window category due to their inherent energy-efficient attributes, long-term durability, and growing number of aesthetically pleasing options, including a multitude of colors, grid styles, and trim options, such as casing and brickmould.

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11. Sustainability: Many homeowners, especially Millennials and Gen Z, are looking for sustainable stories behind companies and more eco-friendly materials for their home construction and remodeling projects. Windows made from recycled materials or fabricated using sustainable manufacturing practices are becoming increasingly popular. (This could be carbon-footprint related, CO2 emissions, lifecycle, etc.)

Working with Window Suppliers Choosing the right window company is just as important as selecting the right type of windows. Here are some things to keep in mind:

1. Experience: The optimum window supplier offers decades of proven experience delivering value by manufacturing the finest products in a safe environment and providing superior services and customer experiences every day.

2. On-time Delivery and Availabiity: To ensure consistent product availability, choose a company known for on-time delivery and that pledges on-time, accurate, and complete delivery. Supply chain challenges and product availability are most common among smaller, regionally focused manufacturers that don’t have the same level of resources as larger manufacturers.

ecember 2023

4. Customer Service: The company should offer a holistic customer care assurance program that goes beyond a basic warranty.

It’s vital to be actively responsive to questions and concerns and be willing to work with builders and remodelers to ensure that the windows are installed correctly and to the client’s satisfaction.

5. Communication: Suppliers should maintain steady contact with established LBM dealers to ensure there are no surprises, such as spikes in supply and demand.

6. Guidance: A reputable window company should also provide expert training on which types of windows will work best for different projects and situations.

7. Warranty: Look for brands with a solid reputation for integrity that stand behind strong warranties, such as a full lifetime warranty or a lifetime limited warranty.

With an uncertain economic road ahead, the key is partnering with window and patio door brands that are there for the long haul and can deliver the highest-quality products with on-time, accurate, and complete orders. By working with reputable brands, you’ll give builders and contractors the best possible solution for years to come: peace of mind. BPD

NICK BOARD Nick Board is the digital marketing and communications manager at MITER Brands, an industry-leading window and patio door manufacturer. (www.miterbrands.com).

building-products.com

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

CAMO CLIPDRIVE

HIDFAST

HILTI SDT 30

STAND & DELIVER

THE RISE OF STAND-UP DECKING TOOLS

------------ BY DAVID KOENIG CONVINCING A DECK builder to use a different type of tool can be like trying to get a Coke drinker to switch to Pepsi.

Consequently, manufacturers of stand-up screwdriving systems have faced an uphill battle... one that seems to finally have turned the corner. There are now about a half-dozen different standing systems available, and builders are singing their praises.

The tools not only save wear and tear on the user (“we’re a heavily crouching industry”), they ensure pinpoint placement—thanks to alignment tips—while speeding up installation.

CAMO Drive and ClipDRIVE The tools that seem to be getting the most buzz among builders are the CAMO systems. The CAMO Drive attaches to a drill to drive collated screws into wood, composite and PVC decking and universal deck clips between boards. CAMO ClipDRIVE is exclusively for use with universal deck clips on grooved decking.

“CAMO Drive has substantially changed our company’s output,” offered George Justynski, Jerzy Decks, Steger, Il. “I finally started to realize how all the big-timers were making insane times on their installs.

Best investment I’ve ever made, hands down.”

“CAMO Drive has revolutionized the industry,” agrees Kevin Choquette, Ravin Builders, Wood River Junction, R.I. “It’s such a good tool.”

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“It’s one of the best tools I own,” adds Levi Tippetts, TC Custom Decks, Saratoga Springs, Ut. “It saves time, money and my back.”

Simpson Strong-Tie Quik Drive One of the first stand-up driving systems, the Quik Drive auto-feed screw system from Simpson StrongTie is used not just on decking, but on a full range of fastening applications, including drywall, roofing and sheathing.

When they’re driving out-faced screws instead of hidden fasteners, Tippetts and Christopher French, French’s Custom Outdoor Concepts, Live Oak, Tx., forgo their CAMO systems for the Quik Drive.

Simpson Strong-Tie recently introduced a heartier stand-up system, Timber Drive, for heavier duty jobs.

FastenMaster PAMFast AutoFeed System FastenMaster PAMFast’s system also attaches to a drill, and can be used for a range of applications, such as decking, railing, subfloors, underlayment, roof tiles, and even steel framing. It’s a two-in-one interchangeable length device, so for example it can be used long for decking and short for drywall.

Mark King, Infinite Decks, Lakeville, Mn., says, “We use the FastenMaster PAMFast gun to install Cortex screws for an entire deck, and it’s great! Saves hours of kneeling.”

building-products.com

SIMPSON STRONG-TIE TIMBER DRIVE

FASTENMASTER PAMFAST SYSTEM

BARRETTE STEP-CLIP

HIDfast Rather than an attachment, HIDfast is a self-contained tool that air-drives collated hidden fasteners into wood, composite and PVC decking. The tool appears to have caught on best with certain brands of decking, including AZEK and Wolf.

Hilti SDT 30 Stand Up Decking Tool Hilti’s twin-handled device is designed to drill collated decking screws into metal decking applications.

DuraLife InstaDeck Outdoor Flooring System With Barrette Outdoor Living’s system, the reduction in kneeling comes not from a hand tool, but from a clever track that deck boards snap into. Builders lay down the interlocking tile foundation, then attach Step-Clip hidden fasteners. They then lay composite deck boards on top of the track and step on them, locking them securely in place.

Tommy Holstein II, Solid Ground, Wentzville, Mo., uses DuraLife decking with the Step Clip system for the majority of his company’s decks, opting for the CAMO system if a client chooses a brand other than DuraLife.

Based on builder feedback, you can expect the trend toward upright systems to continue. As builder French explains, “We’ve used both stand-up and non-standup systems, and definitely prefer to stand. Our backs and knees thank us.” BPD

building-products.com

Great Minds Build Alike Before Naples Lumber & Supply began designing their newest location in Venice, Florida, they brought in the only team they could trust to know what they were thinking – and then seamlessly bring it to life.

Scan for the full story and video

CT-Darnell.com n Sunbelt-Rack.com n 800-353-0892

December 2023

© WTD Holdings, Inc., 2023.

All rights reserved.

• building products digest • 15

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

WARM AND FRIENDLY ------------ BY JAMES OLSEN THE NUMBER ONE fear of salespeople is the fear of being too pushy.

For this reason many salespeople don’t ask for the order. They are so afraid of being pushy that they are passive in the sales process, which leads to passive results.

Master Sellers are passionate advocates for the deals they promote.

They don’t lie, cheat or steal, and they are never pushy—but they are passionate. This passion transfers to their customers.

Commerce is competitive and there are a lot of close calls—a lot of similar deals. And the ties go to the passionate, proactive sellers. This is why there are a lot of sellers who can’t understand why and how their overachieving sales partners do so well. They think it’s about the deal when it is really about the approach.

Number Two Fear Why aren’t we warm and friendly when we are selling? Several reasons:

more warm and friendly in our sales approach.

3. We want to win. The will to win is important. We have to be driven to overcome the “No’s” we face on a daily if not hourly basis. But we must leave room for the “human” part of the sales process. Of course we want to win, but we need to make sure that our customers know we care about them as much as we care about getting the order.

4. We are nervous. I work with a lot of new sellers that are so nervous they can barely get the words out much less, be warm and friendly in the process. How do we get over our nerves? Preparation and practice.

We need to know why what we are promoting is a good deal. Simple?

Yes, but profound. Most sellers don’t know why what they are promoting is a good deal and are not prepared to overcome the objections they will face when promoting it.

2. We are introverted. There is a great book, The Introvert Advantage, How Quiet People Can Thrive in an Extrovert World. It discusses the challenges and, more importantly, the advantages introverts have in a world that seems to favor the extrovert.

Sales appears to be a world built for extroverts, but it isn’t true. Introverts are great listeners. So for those of us who are introverted we need to get over ourselves and be a bit

5. Lack of preparation. Some sellers are not nervous, they are just lazy. They don’t do the preparation work and just “wing it.” The problem with “winging” is that we have to think on our feet. Because we are scrambling through the sales process, we can’t concentrate on connecting with our customers. We are too busy thinking of what we are going to say next.

I tell my students, “You are smart enough to wing it and your customers are smart enough to know that you are winging it.” It’s insulting to our customers’ intelligence, and definitely not warm and friendly.

16 • building products digest • D

1. Fear of being insincere or cheesy. No one wants to be falsely friendly. It feels bad. So we hold back and try to be (only) all business.

ecember 2023

6. People aren’t friendly back.

When we are warm and friendly sometimes people don’t respond in kind. It can be difficult dealing with a grump. But who’s training whom? We need to take it as a personal challenge and convert that grump. We need to kill them with kindness and get them to open up to us.

7. We really don’t care. A student asked me, “What if I really don’t care?” Legitimate question. I said, “Then you’ll have to become a better person, I did.” For the first seven years of my career I was only warm and friendly with the people who I identified with. When I stopped being so judgmental and opened myself to all people like me and not, I sold more and became a better more empathetic person.

It’s hard to look in the mirror and say, “You know, you’re pretty damn judgmental and cold. You need to warm up.” I did it and it hurt, but it was the best thing that happened to me on a personal and professional level.

Being warm and friendly works and will make our life in sales more fun and more profitable. BPD

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

building-products.com

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

THE LUMBER INSPECTION PROCESS

A SPECIAL SERIES FROM

------------ BY MATT POMEROY EACH TIME you reach for a stick of lumber to sell, do you ever think about the grading process? As a lumber retailer, you trust that the piece will perform as graded; as a lumber grading agency, our job is to ensure that each piece will perform as graded. Let’s take a quick trip through the basic lumber grading process from an inspector’s viewpoint so that next time you grab a piece of eastern white pine or SPFs, you know everything you need to know!

The first thing to understand: there is no cookie-cutter, turn-key grading process. How lumber is graded at a mill depends on what the mills are doing: are they producing dimension lumber or appearance grades?

Heat-treated? Kiln Dried? These specifications will dictate the grading and grade-marking processes set into place for that mill. But the interesting part? Grade rules may vary by product type, but the standards for compliance are the same.

NELMA inspectors conduct inspections 12 times a year, at minimum. Each inspection is random and unannounced: the mills have no idea an inspector is about to show up until they walk through the door. The inspector knows what each mill produces and has set expectations of what to expect for each mill.

Once they’ve arrived at the mill, the inspector meets with key supervisory personnel. Randomly selected items of various grades and sizes from current production are pulled and inspected to ensure the grade mark matches the quality of the piece of lumber. The inspector will also verify that grade stamps are applied legibly to each piece and that it’s labeled properly. Of note: inspectors are only concerned with the stamps on the boards, not the labels on the final packaging. Should a piece of wood not be labeled properly, the stamp is obliterated until the board can be regraded.

18 • building products digest • D

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Each grade has a range between the lowest and the next highest, with set specifics within each grade that define how each grade should look. An example: not every #2 board looks alike, but if the limiting characteristics fall within the same parameters stated in the grade rules, they will be graded the same. This is an important piece of information to understand the next time a customer gets upset about the way a piece of wood looks.

AS A LUMBER RETAILER, YOU TRUST THAT THE PIECE WILL PERFORM AS GRADED. After several items have been inspected, the inspector will review with mill supervisory personnel all below-grade pieces that were pulled. Mills are required to be 95% on-grade. If they come in more than 5% off-grade, random inspections will increase in frequency until the mill’s off-grade is found to be less than 5%. If that number reaches 7.5% off-grade, the incorrect lot of lumber will be held for correction, and the inspection frequency is also increased. The improperly graded lumber cannot be shipped until proper grading has been verified by the inspector.

A mill’s performance is evaluated on an inspection-by-inspection basis, and they are expected to maintain an acceptable level of below-grade. There are warning systems in place to ensure mills have a vested interest in maintaining compliance with the grading requirements. building-products.com

Other items looked at during an inspection: kiln records for heat treated wood (heat treating wood allows for the product to be sold for export). The rest of the inspection visit is spent observing production, working with graders, and observing the grading line for potential issues that might cause off-grades.

Mills with mechanical grading are required to carry out their own spot check and maintain proper records.

The higher the production of the mill, the longer the inspector will be on site. If there’s more material to check and more activity to monitor, you’re looking at about a half-day for the inspector’s full visit.

The final report will be sent by the agency to the mill within two weeks following the inspection. Each report contains itemized details of what was inspected, the pieces pulled, and the reason that they were identified as below-grade, etc.

As the grading agency for the area encompassing New England across to the Great Lakes, NELMA works hard with our member mills to identify trends that might affect grading. Things like knot sizes that are too large, excess wane, machining defects, etc., can be isolated quickly once spotted by the inspector and graders notified what to look for. Machine grading can be recalibrated to adjust for noted issues.

We believe in isolating these issues early to give the mill every chance of a successful grading process.

Our goal as a grading agency is to be there for our members to ensure their product is on-grade and they are delivering to their customers exactly what was promised. We wear dual hats of inspector and consultant, as we believe in open, honest communication with the shared goal of successful mills. Full inspection services are included in our membership dues, and we never upcharge for added services. We want our mills to be the best, and to produce the best lumber in the country. BPD – Matt Pomeroy is director of inspection services for the Northeastern Lumber Manufacturers Association (www. nelma.org).

building-products.com

December 2023

• building products digest • 19

------------| TRANSFORMING TEAMS

CELEBRATING THE HOLIDAYS IN YOUR WORKPLACE ------------ BY PAIGE McALLISTER THERE ARE SO MANY holidays this time of year— Hanukkah, Christmas, Kwanzaa and New Year’s Day, just to name a few—that it can serve as a great opportunity to recognize the diversity of your employees, while also taking the time to show them that you appreciate them.

It is important to be mindful that not everyone celebrates or looks forward to the holidays. However, everyone likes being appreciated, so making the effort to recognize employees at this (or any) time of year can mean a lot to those people who have worked hard for you all year.

Family: Whether traveling to visit family, hosting family, or just taking time with children who are home

Q. We have an employee who has their personal mail sent to the office. We don’t encourage it, but they still do it. Another employee accidently opened one of their letters and now it has caused a huge issue with a claim of invasion of privacy. What should we do?

A. Employees need to know that any piece of mail (busi-

ness or personal) that is delivered to the company will be processed according to company procedures, which may mean that it is opened and read by someone other than the intended recipient.

You should have a policy prohibiting employees from using the workplace for their personal mail and clearly stating they have no right to privacy and that their mail will be opened. There should also be a disclaimer in case mail is lost in the office.

If an employee needs to have something delivered that is time-sensitive or needs to be signed for (such as loan paperwork), then require they notify the mailroom and management first to make sure they directed correctly.

Finally, ask employees to respect the privacy of others if they inadvertently see personal correspondence.

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from school, family is a central theme during the holiday season. If possible, allow employees to be flexible with their schedule so they don’t miss important time with friends and family. Or consider hosting a family open house for employees to show off where they work and what they do.

Food: The holidays invoke yummy thoughts of special delicacies tied to the holidays and families. Special dishes or desserts are a fun way to bring people together. Let employees share their talents and traditions by hosting a dessert swap. And create an employee cookbook where employees can share their special recipes.

Traditions: While we are familiar with the traditions behind the holidays we celebrate, many people do not understand those in other religions or cultures. Use the holidays to educate employees on the meaning of holidays they may not celebrate by either bringing in experts or allowing employees to share their favorite customs.

Decorations: Lights, candles, wreaths… every holiday has some colors, adornments or symbols closely linked to it. Decorating can help brighten up the workplace and make employees happier during their workday. Consider allowing employees to tastefully decorate their work area. Or dedicate a communal area for employees to decorate with one or two items to embrace the diversity of the different holidays. You can even have a contest to recognize the best decorations.

Gratitude: The holidays are meant to be a time of thankfulness (there’s even a whole day dedicated to it!). Tell your employees how grateful you are for them and their efforts. Create a system to allow employees to recognize coworkers they are grateful for.

Community Service: Giving back and serving others is a theme of most holidays, even if sometimes overlooked by the presents. There are always organizations building-products.com

looking for help so let your employees focus on giving to others by organizing a toy or food drive. Or organize volunteers to help at a charitable event or soup kitchen.

Consider making this a year-round focus by adding a volunteer time benefit or encouraging giving to local charities for other holidays (i.e., writing letters to service members for Veterans’ Day, or organizing a supply drive for back-to-school).

Giving: There is a lot of focus on gift-giving this time of year, sometimes too much so. But the idea that “It’s the thought that counts” is a valid one. Think of ways to bring a smile to your employees—a gift card to a local restaurant or a movie theater. Or add a small bonus into their paycheck (just be sure you tax everything correctly). Maybe let employees organize a small gift exchange.

Flexibility: While not a theme of the holidays, flexibility is a necessary skill to navigate them. Understand that employees will be stressed with shopping, cooking, traveling and having their kids home from school. Work with managers to prioritize tasks and projects to ensure the important things are covered while putting off the things that can wait.

New Beginnings: Use the new year to introduce new changes or initiatives—update your handbook, roll out a new compensation plan, or announce an added benefit.

Encourage employees to make work or personal resolutions or goals. Offer healthy-living incentives or remind employees of your company’s continuing education benefit.

• Remember to value each person’s beliefs or lack thereof. Do not prioritize or minimize any faith or culture and do not force anyone to participate in anything.

• Be fair and equitable in whatever you choose to do.

Don’t require employees who don’t celebrate or have kids to do everything so others can have time off. If you do need some to carry a larger load this time of year, reward them by giving them premium pay, a bonus, or extra time off later in the year.

• The holidays can be extremely hard for some people. Be on the lookout for employees who seem quieter or more despondent during these months. Show kindness and patience to those who may be withdrawn.

And, if this is your busy season, give your employees a big “thank you” and try to do something special for them in the new year.

Using the spirit of the holidays to find ways to appreciate your employees will make the holidays more meaningful and will start 2024 off right! BPD

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

Whatever you choose to do:

RESIDENTIAL REMODELING TO DROP IN 2024 Annual spending for improvements and repairs to owner-occupied homes is expected to decrease at a moderate rate over the coming year, according to the latest Leading Indicator of Remodeling Activity by the Remodeling Futures Program at Harvard’s Joint Center for Housing Studies. It projects annual owner expenditures for home updates and maintenance to decline by 7.7% through third quarter 2024.

“The ongoing weakness in the housing market caused by high interest rates and low supply of existing homes is expected to weigh on remodeling activity next year,” said project director Carlos Martín.

“Homeowner concerns about the health and direction of the broader economy may also dampen plans for remodeling projects.”

Associate project director Abbe Will added, “The level of annual spending on improvements and rebuilding-products.com

pairs is projected to fall from $489 billion today to $452 billion over the coming four quarters. While the rate of market decline should decelerate significantly in the second part of the year, 2024 is shaping up to be a challenging year for home remodeling.”

Year-over-year spending growth accelerated steadily from 10.6% in 2020-Q4 to 12.0% in 2021-Q4 before sharply accelerating to a peak of 17.2% in 2022-Q3; growth is projected to soften swiftly to 2.0% in 2023-Q4 before turning negative in 2024.

December 2023

• building products digest • 21

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

SHOULD YOU CREATE A SALES SYSTEM? ------------ BY DAVE KAHLE AT ITS MOST fundamental level, business is always and only about three things: money, people and systems.

There is a huge body of content revolving around money in business.

Lots of books have been written and consultants’ careers advanced in the pursuit of wiser use of money.

A whole population of professionals—bookkeepers, accountants and CPA’s—have come into practice to deal effectively with money.

When it comes to people as an element in business, there is an equally impressive body of knowledge and infrastructure. Lots of books have been written, YouTube videos created, seminars developed, and consultants’ careers enhanced by our constant quest to hire, manage and develop good people. The field of human resources is primarily devoted to that pursuit.

When it comes to systems, however, there is not nearly the quantity and quality of conversation. And yet effective systems, particularly sales systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds. Good systems are where the company’s financial assets intertwine with the people to produce results.

Often a company’s financial or people woes are really a symptom of poor systems. We’ve all heard the

analogy of the business necessity of getting the right people in the right seats on the bus. Before you get the right people in the right seats, you must have the bus, and the bus needs to have identified seats for people.

Systems are like the bus. Without effective systems, there is no place for any people. If your business is going to be effective, you must create effective systems so that you have the right places for the right people.

There is a fundamental principle at play here: Systems define the behavior of the people who operate within those systems. Effective systems make good people better. Poor systems encourage the worst in people.

Let’s look at a macro example of this. For years, the USA and USSR were in competition with one another.

Their populations were roughly equal, and, because of the massive size (300 million), it is fair to assume that the distribution of talents and abilities were roughly equal. Their access to natural resources was roughly equal.

Yet, one of those two nations far exceeded the other in economic activity, personal freedom, human expression, and quality of life.

What was the difference? The systems that governed the life of the citizens. One system encouraged individual initiative and excellent performance, the other did not. People responded in kind to the pressure of the system in place. Systems dictate

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the behavior of the people who operate within those systems.

Here’s an example on a microscale. For years, my wife and I were foster parents and have 19 fostered children. Almost all came from traumatic home situations and were emotionally upset and out of control.

I would watch my wife impose our system on them.

On the first day in our home, she would lay down the rules of the system: “Here’s your bedroom. You will sleep in the bed, and not in the closet or on the floor.”

“Here’s the bathroom. You will wash your face and brush your teeth before you greet the family.”

“Here’s the kitchen table. You will eat, sitting in a chair, with silverware when the family eats.”

The behavior change was predictable. Within a few days, the new child would catch on, and begin to modify his/her behavior to fit within the system. That began their healing.

As a consultant, I’ve personally and contractually worked with over 600 companies. Out of that experience, I’ve formulated a principle for making positive changes within an organization: Change the system, and you change the behavior of the people who operate within that system.

I was often able to make significant changes in a company’s growth and (Continued on page 24) building-products.com

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profitability, without even meeting most of the people, by analyzing and refining the sales system. To extend the analogy, before you get the right people on the bus, the engine on the bus must be well-tuned; the bus must have good tires, be mechanically sound, have the right number of seats, and be heading in the right direction.

We have a great example of the importance of effective systems when we look at creation around us. At every level, from the way atoms come into and out of existence and interact with one another at the tiniest level, to the eco-systems that arrange and order life on the planet, to the movement and relationships of stars, galaxies, and constellations, we see systems everywhere we look.

The creator did not just create stuff—matter, light, energy and life in all its expressions—but arranged that stuff into systems to empower its continued existence and development.

I’ve concluded that creating, implementing and forever improving powerful sales systems is the highest and best use of executive time and talent.

What does it mean to create a sales system?

It means that you have considered your sales efforts, and asked and answered the question: What is the best way to do this? Not only have you answered it, but you have documented the answer, typically flow-charted the step-by-step progression of events in the process, created ways to measure the input, outputs and key steps in the process, created appropriate tools to facilitate the process, and hired and trained the right people to operate the system.

Then, you’ve measured and managed the system regularly, and continually improved it forever.

Whenever I am working with client company, we always start with an understanding of the fundamental purpose of a sales system. Once we have that, everything we do can be built on that infrastructure.

Every sales system should be built on the idea that the system is designed to move the right quantity and quality of people into an ever-grow-

ing financial relationship with your company.

It begins with the globe—a representation of the “world of apathy and ignorance” where your suspects live.

Suspects are people and companies who you suspect may do business with you one day. They live in the land of apathy and ignorance because they don’t know you exist, and they don’t care. The first step of the system is to identify an ever-growing number of suspects.

Then, we must move some of them to become prospects. Typically, we research them and drop some out of the process. A prospect is someone who has a need for your product or service, can make the decision and can pay for it.

The next step of the process is the most difficult, as we engage with the prospect and entice him/her to buy something from us for the first time.

When money changes hands, the relationship changes dramatically, and now they are a customer.

Our process then indicates that we engage with the customer in such a way as to encourage them to buy repeatedly, at which time they become a client. And then, we work with a select group of clients to turn some of them into partners.

When we do that well, in sufficient quantity and quality, money spins off as a result of our efforts and our sales continually grow.

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You can see that there are three separate and distinct processes involved: 1. Creating a customer 2. Enticing a customer to buy repeatedly and thus become a client.

3. Encouraging some clients to become partners, and then nurturing those partners.

Where to Now? There is an extensive list of things that need to be examined and considered to shine a light on implementing effective sales systems within your business. We’ll save those for later articles.

For now, begin to think about the idea of growing your business by creating and implementing an effective sales system. Effective sales systems are one of the foundational pieces that enable a business to rise to the level of sustainability and growth. BPD

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

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BOISE CASCADE ADDS FLORIDA DC Boise Cascade’s Building Materials Distribution (BMD) division has completed the purchase of a new 120,000-sq. ft. warehouse and distribution facility in West Palm Beach, Fl. The total property is 9.7 acres and will provide additional storage and service capacity for the Pompano Beach branch.

“We are excited for the opportunity to open this new distribution facility for Boise Cascade and join the West Palm Beach community,” said Chuck Donaldson, branch manager. “This purchase solidifies our long-term commitment to our valued customers in the South Florida market.”

“This major expansion fits with our strategy of growing in the markets we currently serve to provide deeper depth of quality products along with dependable, consistent service for our customers,” added Jim Wickham, VP, BMD Eastern operations.

EMPLOYEES TAKE OVER NY CHAIN After nearly a century of family ownership, Burke’s Do it Best Home Centers in Oswego and Fulton, N.Y., have been sold to a trio of former employees.

Brothers Chuck and Tom Handley, whose great-grandfather founded the business in 1926, are selling to Jason and Christopher Rinoldo, and Jeffrey McGann.

“Knowing that Burke’s is in the hands of individuals who have been

a part of its journey for decades brings us immense comfort,” said Tom Handley.

Jason Rinoldo started working at Burke’s as a 16-year-old in 1989, before becaming an accountant. Brother Chuck also worked at Burke’s while in high school, working his way up to operations manager at Brookfield Power. McGann was a salesman and assistant manager with Burke’s before founding his own construction company.

He is currently the director of code enforcement, planning & zoning for the city of Oswego.

The Handleys expect to remain the company “for a year or more” to assist with the transition.

------------| DEALER BRIEFS

ABC SUPPLY ACQUIRES VENERABLE MARYLAND LUMBERYARD

Citizens Building Supply, Bluefield, W.V., will open a 12,800-sq. ft. Ace Hardware in Princeton, W.V., on Dec. 7 (Jeff Butler, general mgr.).

ABC Supply has acquired the assets of John S. Wilson Lumber Co., West Friendship, Md., from brothers Hugh, Jim and Craig O’Donnell.

The 142-year-old business will now operate as an ABC Supply location offering roofing, siding, decking, windows and related trim products.

“John S. Wilson Lumber Company has built generations of loyal customers by providing unparalleled service,” said Tom Kuchan, ABC Supply’s Northeast Region vice president. “We are excited that these talented associates are now part of the ABC Supply team, and we look forward to helping contractors in this growing market achieve even greater success.”

R.P. Lumber held a Nov. 3-4 grand opening at its new Sparta, Il., location, formerly occupied by Wright Building Center.

RK Miles’ lumberyard in Montpelier, Vt., was destroyed by a Nov. 1 fire of undetermined origin.

Iverson’s Lumber, Highland Township and Montrose, Mi., has been acquired by The Schockman Lumber Group, St Henry, Oh., allowing third-generation owner Todd Iverson and partners Morrey Law and Mark Hamlin to retire.

Star Lumber is building a new corporate headquarters next to its store in Wichita, Ks.

Aubuchon Co. agreed to purchase Curry Ace Hardware, Quincy and Hanover, Ma., from Sean and Bob Curry.

Great Lakes Ace Hardware opened a new branch in the Finneytown area of Springfield, Oh. (Otto Neff, store mgr.).

Elder’s Ace Hardware will relocate its Cleveland, Tn., store to a larger building next year.

Cwilka Ace Hardware has remodeled and reopened the former Beug’s Ace Hardware, Detroit Lakes, Mn., which it purchased earlier this year (Daniel Temple, store mgr.).

Eiler’s Hardware, Verona, Pa., was severely damaged in an Oct. 25 fire.

Ace Hardware, Brockway, Pa., owners Kevin and Mark Salandra are adding a branch in Clarion, Pa. Chattanooga Hardwood Center, Chattanooga, Tn., has closed after 30 years. Its lumberyard will be taken over by Lumberjacks Tree Service, which will offer hardwoods and reclaimed lumber.

E.C. Barton opened a new Home Outlet in Mishawaka, In.

GILLMAN DO IT BEST Home Centers celebrated the grand opening of its 16th location in Shelbyville, In., with a weekend-long celebration filled with special events, prize giveaways, and special savings opportunities for customers. The new, ground-up home center features 17,500 sq. ft. of retail space and an expansive lumberyard.

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US LBM, Atlanta, Ga., was recently included for the first time on the annual Inc. 5000 list of the nation’s fastest-growing privately held businesses, at no. 2,408.

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BUILDING CENTER ADDS 2 MORE LUMBERYARDS The Building Center, Inc., Charlotte, N.C., has acquired Contractors Building Supply, with locations in Monroe and Ocean Isle Beach, N.C., expanding its reach in central and coastal North Carolina.

“We are extremely excited to have the opportunity to continue to make inroads and build relationships with builders and remodelers in and around Monroe and Ocean Isle Beach, N.C. CBS has been in business since 1987. Owner and CEO Eddie Roberts has built a talented team over the years and has a wonderful reputation for service,” said Skip Norris, president of The Building Center, Inc. Founded in 1977 by Ed Norris, The Building Center has 13 locations and over 500 employees throughout the Carolinas, including three truss plants and two custom millwork operations. This marks the seventh acquisition for the company in the last seven years.

UFP LAUNCHES TIMBERBASE B2B PLATFORM

UFP Industries affiliate TimberBase has launched TimberBase.com, a B2B digital platform for buying and selling lumber and building materials.

Purchased from German tech start-up TimberBase GmbH in February, the platform has been upgraded with a more intuitive interface, supported by UFP’s team of international industry experts, to simplify the buying and selling process for customers and suppliers around the world.

“TimberBase will host a broad portfolio of lumber and building material products,” said Andy Cubeta, VP of international trading for TimberBase. “This automated, easy-to-use platform provides several modern advances, such as real-time order tracking, a live chat function for immediate assistance and expert guidance, and the ability to quickly and easily create and accept order requests. The world is rapidly changing, and our TimberBase team will be on the forefront of modernizing the trading activities of the global timber industry. Our goal is to be the leading global B2B platform for buying and selling lumber and building materials.”

“A global trading presence strengthens UFP Industries’ sourcing advantage by providing access to valuable wood baskets throughout the world,” said Dick McBride, executive vice president. “TimberBase will enhance this advantage for our manufacturing operations in North America, Europe, Asia, and Australia through new supplier relationships. It also will provide opportunities for us to export our products anywhere in the world and connect suppliers and other manufacturers with each other. Trading in this industry has primarily been via phone and email. Now it will be conducted ultra-efficiently through TimberBase.”

UFP calls TimberBase the industry’s most advanced sales platform, connecting thousands of buyers and sellers worldwide. It’s an online marketplace delivering a wide array of lumber and building materials, all while simplifying transactions. The easy-to-use platform incorporates automation and creates efficiencies throughout the process, bringing the timber industry confidently into a modern platform.

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LOWE’S NAMES VENDORS OF THE YEAR

Lowe’s honored Hixson Lumber Sales, PrimeSource Building Products, and GE Appliances as its 2023 Vendor Partners of the Year for their commitment to delivering quality products, innovation, value and service to Lowe’s customers.

Simpson Strong-Tie, Masonite, Reliance Worldwide Co., and Resideo were also recognized as divisional winners in the building products category.

Trex was named Sustainability Partner of the Year.

Innovation Partners of the Year include Pella (for its Lowe’s-exclusive Hidden Screen Lifestyle Series) and OldCastle (DesignForms and Stagger Wall).

------------| SUPPLIER BRIEFS Beacon added branches in Houston and Seguin, Tx. The AZEK Co., Chicago, Il., has completed the sale of its Vycom business to Plaskolite, LLC, Columbus, Oh. Lashway Lumber, Williamsburg, Ma., will receive a $300,000 grant to improve energy efficiency and sustainability of its wood drying process.

Tremco CPG Inc., Beachwood, Oh., has acquired the wall system fabrication segment of NOW Specialties, Carrollton, Tx. Wolf Home Products is distributing UFP-Edge siding, trim and fascia to the mid-Atlantic, Northeast and Midwest from its facilities in York, Pa.; Northborough, Ma.; and Wilmington, Il. Palmer-Donavin’s distribution center in Grove City, Oh., will now distribute Roseburg’s RigidLam LVL and RFPI Joist products throughout Ohio.

Warren Trask Co., Lakeville, Ma., will now distribute Envision Outdoor Living Products’ Fairway Railing lines to dealers in the Northeast and New England.

BlueLinx has expanded its distribution of LouisianaPacific’s SmartSide Trim & Siding to its Gulfport, Ms., branch. BlueLinx now stocks LP SmartSide at 14 locations.

Rafferty Wholesale, Sterling, Ma., is now distributing TYPAR products throughout New England, New York, New Jersey, and eastern Pennsylvania.

Tantimber, New York, N.Y., has released a third partyverified Environmental Product Declaration detailing the life cycle environmental impacts of its Thermowood manufacturing process.

UFP Industries’ ProWood FR fire-retardant plywood has become the first pressure-treated, fire-retardant panel to comply with the 2021 International Building Code and International Residential Code. The ProWood ESR 4373 has been revised and published, showing compliance with 2021 IBC and IRC. Key-Link Fencing & Railing, New Holland, Pa., has filed multiple U.S. patents on proprietary innovations and obtained PCI-4000 certification for its in-house powder coating lines from the Powder Coating Institute.

LP Building Solutions, Nashville, Tn., pledged to support veteran hiring initiatives, including a new partnership with the Manufacturing Institute’s Heroes MAKE America program. The initiative provides certifications and career readiness training to prepare transitioning service members, veterans, National Guard members, reservists and military spouses for careers in manufacturing.

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------------| MOVERS & SHAKERS A.J. Konynenbelt has been promoted to president of US LBM’s Zeeland Lumber, Standard Lumber, and Northern Building divisions, Grand Rapids, Mi. Mike Descoteaux, marketing mgr., Coastal Forest Products, Bow, N.H., is retiring this month after stops with Barrette, DuraLife, Advanced Building Products, GAF and others.

Alana Ford is Coastal’s new marketing specialist.

Terry Dale, ex-Peak Truss, has been named general mgr. of Carter Lumber, Johnsonville, S.C. Brad Bulloch, ex-Ameritech Millwork, is new to multi-family sales and estimating from Stockbridge, Ga. Jason Gardner is now component design mgr. in Bowling Green, Ky. Curtis Schatz, ex-Sierra Pacific Windows, is now with Carter as territory sales specialist in Nashville, Tn. George Hamilton, ex-Canfor Southern Pine, has joined Roseburg Forest Products, Mobile, Al., as inside sales supervisor-SYP lumber. Rob Impink, ex-LP, is now Raleigh, N.C.-based national sales mgr.-plywood for Roseburg.

Michelle Kay is new to the outside sales team at Southern Lumber Supply, Destin, Fl. Jill Greene has been named sales mgr. for P.T. O’Malley Lumber, Tappahannock, Va. Mike Cook, McCoy’s Building Supply, has been promoted to regional mgr., overseeing 12 stores in the greater Houston area.

Adam Barnhart, ex-Sherwood Lumber, has moved to Coastal Lumber, as Ballston Spa, N.Y., territory mgr.

Jonathan Lowery has been promoted to VP, sustainability & government relations for the Westervelt Co., Tuscaloosa, Al., effective Jan. 1, 2024. Travis Hemmen will become executive VP and general mgr., Westervelt Ecological Services. VPs who will be elevated to executive VPs are: Mark Richardson, also general mgr., wood products; Dave Donaldson, general mgr., forest resources; Ray Robbins, general counsel; and Alisa Robertson, HR. Dominic Toupin is a new customer service rep at U.S. Lumber, Branchburg, N.J. Allen Brewer, ex-PalmerDonavin, is a new associate for U.S. Lumber, Duncan, S.C.

Matt Roberson has joined the outside sales staff of Brand Vaughan Lumber, Peachtree Corners, Ga. Tom Ellerbrook, ex-Roseburg, has moved to AZEK as Massachusettsbased regional sales mgr. for the Northeast.

Rich Berry has joined outside sales at Simonson Lumber, St. Cloud, Mn. Braden Illig has been promoted to general mgr. of 84 Lumber, Vanport, Pa. Frank Herbst III is now co-mgr. in Denton, Tx. Mitchell Setliff is the new operations mgr. in Conroe, Tx., and Brydan Blachura is operations mgr. in Savannah, Ga. Santo Natale has been promoted to general mgr. of Huston Lumber & Supply, Watchung, N.J. Wesley Clark has moved to outside sales for Engineered Lumber Partners, Loxley, Al. Chris Malik, ex-MoistureShield, has joined Benjamin Obdyke as market development mgr. in the Midwest.

Terry Zeringue is new to sales at Purpera & Sons Lumber, Gonzales, La. Russ Jordan has been named president of Arauco North America, Atlanta, Ga. John Atkinson is now VP of sales and Matt Swinnie, VP of operations.

Lauren Thicke, ex-Zuern Building Products, has joined the sales team at Wisconsin Building Supply, Milwaukee, Wi. Wes Dunn is new to outside sales at Hometown Lumber, Ocean Springs, Ms. Paul Hickey, ex-Lowe’s, is now in inside sales with GBS Building Supply, Six Mile, S.C. Joanna Bradeen was named CFO of Robbins Lumber Co., Searsmont, Me. David Messersmith is now business development mgr. at Davis Lumber & Hardware, Maumelle, Ar. Alec Evans has been promoted to director of marketing & public relations for Big C Lumber, Granger, In. Jim Endean was appointed director of design & business development for Builder Supply of Delmarva, Rehoboth Beach, De. Brent Mason joined Key-Link Fencing & Railing, New Holland, Pa., as Kansas City, Mo.-based Midwest territory mgr. for Missouri, Iowa and parts of Illinois.

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Joshua Nalitt, ex-International Paper, is now woodlands supervisor for Bell Lumber & Pole Co., Gibsland, La. Scott Gamble was named business director for ActiveYards by Barrette Outdoor Living, Egg Harbor City, N.J. Patrick McKernan has joined Derby Building Products as territory sales mgr.-home improvement retail for the mid-Atlantic region. He will play a critical role in expanding Derby’s penetration into Home Depot-U.S. stores with Novik Stone. Aaron Sims is new to Tando Composites as regional sales mgr. for the Southeast, covering Maryland to Florida.

Alex Johnson, ex-Zeeland Lumber, has joined Ambassador Supply, Fort Wayne, In., as regional operations component mgr. Callie Baser is now HR mgr. at Ambassador Supply.

Sam Nelson is new to Bliffert Lumber & Hardware, Madison, Wi., as sales coordinator. Christine Matkus is now in outside sales for Bliffert in Sturtevant, Wi. David Bryant has been promoted to forest products trader for Do it Best Corp., Fort Wayne, In. Meghanne McAlhany is now managed marketing specialist. New to the company are: Ashley DeVille, associate merchandise mgr.; Elizabeth Duncan, training & development specialist; Chris Frizsell, demand forecasting analyst; and Elise Padgett, merchandising supply planner.

Jesper Bach, director of imports, Baillie Lumber, Hamburg, N.Y., has been named president of the North American Forest Foundation. He succeeds Deonn DeFord, Ganahl Lumber Co. Mark Zemrowski, COO, Von Tobel, Valparaiso, In., was elected chair of the National Lumber & Building Material Dealers Association, succeeding Jim Bishop, Vesta Lee Lumber, Bonner Springs, Ks. Frank Addiego, All Bay Mill & Lumber Co., American Canyon, Ca., is vice chair, and Sandy Zelka, Curtis Lumber, Ballston Spa, N.Y., treasurer.

Steve Furr, director of engineering, Viance, won the Elite Top Dragster World Championship Title, after notching his third win of the Professional Drag Racers Association Racing season at Virginia Motorsports Park.

Russell Feathers is now policy change director for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus. building-products.com

#1 Inventory Management Profit Strategy: Stock No More Than Needed to Properly Service Demand This practice is crucial to profitability. Here’s why: n Every day that excess inventory is owned, it is either costing interest on borrowed money, which increases expense, or it is preventing the earning of interest on owned money, which decreases income. Whether capital is borrowed or owned, excess inventory is always eroding profitability. n Let’s say a yard has sales volume of 110,000 BF/month. If brought in all at once by car, the inventory can turn once a month if needs are correctly projected. But if metered in by truck in 27,500 BF increments at one load per week as actually needed, that inventory will turn 4 times per month – and tie up only 1/4 as much cash. n Now suppose this yard pays for the car 10 days after shipment and delivery takes 3 weeks. It paid for 4 times the inventory it needed, and won’t see any of it for 11 more days. But if it buys by truck with quick delivery, every stick could be sold before the invoice even comes due. In fact, three truckloads could be sold this way before the car could even have arrived, again using only 1/4 the capital. n This strategy dependably multiplies turns and GMROI, dramatically improves cashflow, cuts carrying costs and frees up both capital and space for more profitable use. Margins are maintained through market moves and downside risk is significantly reduced because the inventory is turning faster than price changes can affect its value. There’s less inventory to count, and stock stays fresher, too.

Maximize your profit with this safe and efficient strategy.

Call Idaho Timber for highly-mixed trucks and just-in-time delivery.

(800) 654-8110 building-products.com

December 2023

• building products digest • 31

STRONGTIE EXPANDING IN TN

HUBER ENGINEERED Woods hosted a groundbreaking ceremony on Oct. 24 for its new OSB mill in Mississippi.

HUBER BREAKS GROUND ON NEW OSB MILL Huber Engineered Woods hosted an Oct. 24 groundbreaking ceremony for a huge new OSB mill in Shuqualak, Ms., that marks the largest investment in the history of parent company J.M. Huber Corp.

It will become Huber’s sixth OSB plant, spanning over 550 acres and featuring a dedicated rail line material reception and shipping of finished goods.

Construction is expected to begin in early 2024. With plans for

over 150 employees, the facility will produce millions of square feet of engineered panel products by the time it achieves full operational capacity in 2026.

“Our last facility was built 20 years ago, so this is huge for us today. It’s good for Mississippi, and it’s good for Huber,” said technology manager Elden Padgett, who will serve as the new mill manager in Shuqualak.

YELLAWOOD TO BUILD NEW TEXAS TREATING PLANT

LaValley because they offered “the best fit, the least amount of changes, the least amount of disruption to what we’ve built here at Gilford Home Center.”

YellaWood producer Great Southern Wood Preserving has purchased 150 acres in Tyler, Tx., to build a new lumber treating plant.

The facility will be built on 50 acres within the new 412-acre Tyler Interstate Commerce Park. Great Southern’s remaining 100 acres will be used for “future development.”

NEW OWNER FOR MINNESOTA YARD

Gilford Home Center, Gilford, N.H., has been acquired by LaValley Building Supply and renamed LaValley’s Gilford Building Supply.

Gilford becomes LaValley’s 14th retail locations, joining other stores in New Hampshire and Vermont, in addition to manufacturing facilities and a sawmill.

Bill Finethy had owned the business for the last 37 years and did not have any family members who wanted to take over. He chose

Big Lake Lumber, Big Lake, Mn., has been acquired by Star Equity Holdings, Inc. The holding company plans to rebrand and integrate Big Lake into Glenbrook Building Supply, another of the businesses in its construction division.

According to Star CEO Rick Coleman, “This complementary bolt-on establishes Glenbrook as a regional player in the Twin Cities metro area and expands its client base. Furthermore, the accretive transaction immediately diversifies Glenbrook’s revenue mix by adding more single-family residential business and presents opportunities for margin synergies going forward.”

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LAVALLEY’S ACQUIRES NH YARD

ecember 2023

Simpson Strong-Tie will invest $110 million to expand its operations in Gallatin, Tn., by adding a new facility that allows the company to meet growing product demand and relocate a portion of its fastener manufacturing operations.

“This expansion more than doubles our current production capacity and footprint, enabling us to meet increased product demand and keep fastener manufacturing close to our North America customers,” said Mike Olosky, president and CEO. “The new site will also improve efficiency, help ensure we continue to provide exceptional customer service, and open up career opportunities for employees and job applicants alike.”

Upon completion of the new site, Simpson Strong-Tie will employ nearly 250 people in Tennessee.

TEXAS’ HENSON LUMBER PURCHASES DECATUR LUMBER Henson Lumber, Cresson, Tx., has acquired 44-year-old Decatur Lumber, Decatur, Tx. “We are excited about the growth potential and look forward to expanding and bringing in more products and services to the area,” said Casey Wallace, COO at Henson Lumber. “Decatur Lumber is fortunate in having several long tenured employees, which is a testament to Glenn and Wayne Trachta and will be a big plus as we grow our product line and add more staff.”

Customers of both Henson Lumber and Decatur Lumber can expect a seamless transition as the integration process begins. Henson Lumber is dedicated to maintaining the high standards of quality and service that both companies are known for, while also exploring opportunities to introduce new and innovative offerings.

“Wayne and I have been patiently searching for the right company to engage in discussions about acquisition. Henson Lumber shares very similar values with us on the way we treat our customers and employees,” said Glenn Trachta.

Established in 1973, Henson operates a lumber division, shop metal division, and millwork division all in Cresson. building-products.com

Swanson

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WITH AN ENVIRONMENTAL CONSCIENCE

The clear choice for hardwood siding.

Superior Siding by Swanson Group® , comes in a premium grade. It combines the beauty of real saw textured wood with the ease of working with a plywood panel.

Superior Siding designed to protect your property from the elements while respecting the environment.

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

Swanson Group

December 2023

• building products digest • 33

Equipped with advanced technology and modern infrastructure, the new warehouse will significantly increase Avon Plastics’ storage capacity. This expansion will allow the company to streamline its inventory management processes, ensuring efficient order fulfillment and timely deliveries. Additionally, the facility’s strategic location will facilitate quicker transportation and reduced lead times.

Avon Plastics specializes in a wide range of products, including Armadillo composite decking, Master Mark lawn and garden products, Grid Axcents decorative lattice, QuixTile interlocking flooring tile, and TurboClip decking fasteners.

INDIANA HARDWARE STORE REOPENS UNDER NEW OWNERS KRONOSPAN is picking up its third manufacturing operation in the U.S. with its acquisition of Roseburg’s particleboard plant in Simsboro, La.

KRONOSPAN BUYING ROSEBURG’S SIMSBORO PARTICLEBOARD PLANT

Kronospan has agreed to purchase Roseburg Forest Products’ particleboard facility in Simsboro, La. “The acquisition of the Simsboro mill, along with its talented and experienced team of managers and associates, will allow us to bring products to market more efficiently and will improve service to our customers,” said Hans Obermaier, CEO of Kronospan’s North American operations.

Once the deal closes, Kronospan intends to modernize the plant. “Given Kronospan’s plan to continue modernizing and operating the mill, this is good news for the longevity of the Simsboro facility and our 176 team members who work there,” Roseburg president and CEO Stuart Gray said. “Simsboro has been a high-performing asset for Roseburg, and we believe it will continue to deliver value for its new owners.”

Roseburg will continue manufacturing particleboard and MDF at plants across North America. The company recently announced significant investments in two new composites plants located in Dillard, Or., which will manufacture medium and high-density fiberboard and MDF trim suitable for exterior applications.

Based in Austria, Kronospan currently operates two modern facilities in the U.S., in Alabama and Pennsylvania, which produce MDF, particleboard, decorative products, and laminate flooring.

AVON PLASTICS EXPANDS DISTRIBUTION OPERATIONS

Avon Plastics is expanding its distribution operations in Paynesville, Mn., with the opening of an additional 40,000-sq. ft. warehouse.

The state-of-the-art facility is set to commence operations on Dec. 1.

The decision to expand the distribution center comes as part of Avon Plastics’ continued commitment to meeting the growing demand for its products and improving its supply chain capabilities. The new warehouse will not only enhance the company’s distribution network, but also enable Avon Plastics to better serve its customers across the nation.

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ecember 2023

Fremont Hardware, Fremont, In., celebrated its grand reopening on Oct. 27 with special events, product demonstrations, and prize giveaways.

Owners Will and April Cable purchased the store in March. Working closely with their co-op team at Do it Best, the Cables planned the new store redesign, ensuring each detail was carefully thought out to provide the best possible shopping experience.

“We’re thrilled to be the new owners of Fremont Hardware, and we’re truly humbled by the incredible support and warm welcome we’ve received from this amazing community,” said Will.

April added, “Renovating the space and expanding our product mix has been a labor of love, and we’re excited to share our brand-new shopping experience with the community. The Fremont Hardware team remains committed to making every project a success, and we look forward to continuing to build lasting relationships with our customers.”

The store’s modern design, clean and organized layout, and wide product selection all combine to make it an ideal resource and shopping destination for both DIYers and professionals. The store employs five fulland part-time employees. The Cables also operate the Do it Best Building Center in nearby Pioneer, Oh.

HARDSCAPE SHOW BREAKS RECORDS

The hardscape and landscape industry converged in Louisville, Ky., Oct. 18-20 for a record-setting Hardscape North America. More than 27,000 registered attendees from all 50 states and 46 countries came together to experience firsthand the latest products, equipment and technologies at the Concrete Masonry & Hardscapes Association-sponsored show.

Together with the co-located Equip Exposition, the event offered more than 1,000 exhibits, indoors and out, with 207 HNA exhibitors accounting for 56,850 sq. ft. in the North Wing and West Wing of the Kentucky Exposition Center. In addition, many exhibitors offered hands-on opportunities in the Hardscape House, a 42,000-sq.-ft. pavilion adjacent to the 30acre Outdoor Demonstration Yard.

More than 400 contractors and dealers purchased a VIP Pass, which gave them discounted access to all 10 of the education sessions, the six Hardscape Demos, and two hardscape workshops. building-products.com

Sample the variety and versatility of eastern white pine.

Read grade rules, span details, and get new promotional ideas for your business.

Plastic, concrete or pine?

Learn why consumers prefer natural over fabricated.

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

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

Use all your senses. Visit nelma.org for all things eastern white pine, spruce-pine-fir and other softwood species grown in the Northeast and Great Lakes region.

Take a Tour. Visit digital 3D tours of real projects made with real wood.

Scan here to see. Simply open the camera on your smartphone or tablet, and hold it over this image.

@NortheasternLumberMfg @WoodInspiration @wood_inspiration1933

TENNESSEE DEALER ADDS SECOND LOCAL YARD Fayetteville Lumber & Supply, Fayetteville, Tn., recently held a grand opening at its second location, which was purchased over the summer from Pendergrass Supply & Rentals.

The property became available when Jerry and Jane Pendergrass decided to retire and sold the business they had owned and operated since 1965 to Jedediah English, who has owned Fayetteville Lumber since November 2019.

LUMBER PLUS EXPANDS TO NORTHEAST

Lumber Plus has added a new location in Sagamore Beach, Ma., just minutes from Boston, to serve customers in Massachusetts, New Hampshire, Vermont, Maine and beyond.

“We are excited to bring Lumber Plus to Boston,” said Guto Fugiwara, president of Lumber Plus. “Our mission has always been to provide the best quality lumber and building solutions to our customers, and this new location allows us to do just that in the heart of the Northeast.”

“Joining Lumber Plus has been a game-changer for me in the building industry,” said Cezar Lanca, Lumber Plus’ Boston franchisee. “From a steady supply of top-quality wood products to a dedicated marketing team sending me leads, it’s clear that they’re invested in my success.”

Lumber Plus is offering retail franchise locations in key regions nationwide and is seeking skilled professionals with a deep understanding of the industry and a desire to explore new growth possibilities.

Based in Miami, Fl., Lumber Plus also operates locations in Miami, Houston, Tampa and Toronto.

NEW LUMBER PLUS franchise near Boston will serve the Northeast.

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ELVIS PRESLEY’S Graceland estate in Memphis, Tn., was the setting for a gathering of LMC members in the region.

LMC SOUTH CENTRAL DEALERS GO TO GRACELAND

LMC South Central dealers recently gathered for an engaging business event at the historic Graceland estate in Memphis, Tn., creating an environment for knowledge sharing, relationship building, and strategic networking.

The event kicked off with a warm LMC welcome reception hosted poolside at the Guest House at Graceland, setting the tone for a collaborative meeting.

The next morning began with a two-hour information session, showcasing the expertise of each of LMC’s purchasing divisions. Followed by an exciting new addition to this annual event: the supplier showcase. Key South Central supplier partners attended discussions at tabletop displays for interactive networking and Q&A, allowing attendees to explore potential strategic partnerships and innovative ideas.

Overflowing with fresh insights and promising connections, the group embarked on a tour of the iconic Graceland mansion, which included an exploration of the home Elvis Presley cherished, as well as the renowned entertainment complex that now houses his remarkable legacy. A quick change of attire set the stage for an unforgettable dinner hosted inside the Presley Motors Automobile Museum.

Sunday saw the anticipation build as dealers gathered after breakfast for the weekend’s most awaited event: the dealer roundtable discussion, moderated by Scott Lunde, South Central regional manager, and Paul Thorne, VP of business development.

Lunde noted, “We encouraged LMC dealers to promote best practices and ideas around several different topics. Conversations also noted the impacts of these topics in terms of their operations. It was great to hear from a variety of voices and to see the collaboration among the dealers.”

They also discussed crucial factors such as market conditions for 2024 and employee retention.

The dealers engaged in insightful conversations, emerging with fresh perspectives and a deeper understanding of the industry, thanks to their interactions with peers. The LMC South Central Dealers’ recent gathering paid homage to the King of Rock ‘n’ Roll, but also served as a testament to LMC’s commitment to fostering professional growth, knowledge sharing, and collaborative relationships within the region. building-products.com

R E G I S T R AT I O N N OW O P E N : nawla.org/Leadership-Summit

leadership summit WHER

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

HEARTY DECK SCREWS New Grip-Rite DeckForce premium exterior screws offer superior performance and longevity, thanks to an innovative PrimeGuard Nano Coating that’s engineered for strength, durability, corrosion resistance—and peace of mind.

Offering a lifetime guarantee, the coating is formulated to provide a seamless seal and smooth finish, making screws ultra corrosion resistant.

The line includes two different models specifically engineered for wood or composite decking. The wood screws are designed for building wooden decks and fences, with a T-17 auto-pilot tip, dual-action auger threads, a diamond-file shank, and a patent-pending wedge-lock head. They can be used in both treated and non-treated lumber. The composite screws are suited for composite and PVC decking, with aggressive saw teeth, a T-17 saw tip, and hi-lo threads with an undercut head to speed installation and achieve the ideal finish.

The wood screws’ T-25 and composite screws’ T-20 star drive heads help provide a secure grip when installing. Both come in multiple colors, allowing installers to color-match the decking for a clean, uninterrupted look.

CUSTOMIZABLE PRIVACY SCREEN A new, customizable screen system to add privacy has been introduced by Deckorators.

The Deckorators Privacy Screen system allows homeowners to introduce both design elements and seclusion to outdoor living spaces by mixing and matching screens, slats and decking.

DECKORATORS.COM (800) 556-8449

PRIMESOURCEBP.COM (800) 676-7777

,

ALUMINUM DECK FRAMING STRIKE FORCE Fully redesigned with improved handle durability, anti-rotational face, and replaceable colored grips, the new TIBONE Titanium Framing Hammers from Stiletto give framers, remodelers and construction professionals the durability and customization options they demand on the jobsite.

The new lineup includes two 14-oz. and two 15-oz. hammers, each available with a replaceable milled or smooth steel face, a mallet cap, and replacement grips in six color options.

TimberTech’s new Aluminum Framing offers homeowners a solid deck substructure that will not split, rot or decay, meaning a long life and 25-year limited product warranty. Builders are provided a full solution with engineered components designed to work together and install easily.

Compatible with all TimberTech decking and railing systems, the new framing is made in part from recycled aluminum and can be reused or recycled at end of life.

And, because it’s made of aluminum, it’s a better choice for fire-prone regions than wood framing.

STILETTO.COM (800) 987-1849

TIMBERTECH.COM (877) 275-2935

38 • building products digest • D

ecember 2023

building-products.com

,

,

MODULAR SHELVING IN A JIFFY

UNIVERSAL DECK CLIPS

The new Yosemite Shelving system quickly transforms untapped garage space into usable storage with just Yosemite Brackets, 2x4s and plywood.

Crafted using injection molding from an engineering-grade polymer, each patent-pending bracket is load-rated to 250 lbs., meaning a single shelf can support 1,000 lbs or one-half ton of weight. All hardware is included with each four-pack of brackets.

The brackets hold themselves in place while you prep your build and, because all six screws face inward, shelves can be installed from a single side. Brackets come in Granite Gray or River Sand.

Designed to fit any board in any deck pattern, National Nail’s new CAMO Wedge and WedgeMetal clips reportedly deliver a faster, easier, better installation.

Clips are pre-assembled for one-pass fastening and stay in the groove until you’re ready to fasten for one-handed installation. They are also reportedly the strongest clips on the market in reducing lateral movement and uplift holding power.

Wedge clips are versatile, for use on grooved composite, PVC and hardwood deck boards. They boast a 316 Stainless Steel Marine Grade screw and gusset, offering the best corrosion resistance for coastal applications or projects in highly corrosive environments.

WedgeMetal clips feature a 410 Stainless Steel drill point screw for use on 14-18GA metal joists.

PR.GO2.FUND/YOSEMITESHELVING (704) 313-9319

CAMOFASTENERS.COM (800) 968-6245

, ,

PROGRAMMABLE LED LIGHTING KIT Aurora DIY Plug & Play Smart LED Kits are designed to incorporate permanent custom lighting into any home or outdoor living space. Powered by Neuterra’s Smart Lighting Technology, the kits make it easy to create custom colors and lightshows for everyday or special occasions.

Each kit contains 60 ft. of colored LEDs, easy-to-install aluminum channel, cables, controller with app and outdoor-approved power adapter.

NEUTERRALIGHTING.COM (972) 799-3400

building-products.com

SOLID BLACK SHOU SUGI BAN Nakamoto Forestry’s shou sugi ban wood siding is now available in an Acrylic Black finish that reportedly will maintain its color integrity over time.

With its specialized solid coating, the finish ensures long-lasting color retention, resisting weathering effects that can cause shou sugi ban to naturally patina over time. It is offered with the Gendai and Pika-Pika product lines.

NAKAMOTOFORESTRY.COM (503) 512-6780

December 2023

• building products digest • 39

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WOOD-TO-STEEL SCREWS

Through a strategic collaboration with the Phillips Screw Company, Trex is adding more than 120 new SKUs to its Trex Hideaway Fastener Collection.

While Trex has offered its popular Hideaway fasteners for years, they now provide a solution for every composite deck fastening need.

Additions include: color-matched decking screws, counterbore bits, depth setters, collated decking and fascia plugs, the Trex Enhance scalloped decking plug system, a butt joint clip, and HEXSTIX technology built into every drive bit and depth setter, so screws hang on drivers like a magnet to deliver a stable and wobble-free drive experience.

Simpson Strong-Tie has extended its line of StrongDrive TF Wood-to-Steel screws with options for increased corrosion resistance, particularly in trailerfloor applications.

Designed for performance and productivity in highpaced environments, the screws eliminate the need to predrill and install 26% faster than traditional predrill and hand-drive methods. The load-rated structural fasteners are engineered to bore through wood and into steel up to 15/32” thick.

They feature a flat head with nibs for easy countersinking and pull-through resistance, along with a #5 drill point with wings to bore through the wood member before engaging with the steel. A six-lobe recess provides for secure driving, and self-tapping threads securely fasten into the steel member.

TREX.COM (800) 289-8739

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

TREX-BRANDED FASTENERS

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TWO-FACED PROTECTION Barricade Building Products now offers the ThermoPro Rigid Insulation System in two variations: the metallic reflective facer and the poly facer with a clear facer on the back.

The system is designed to provide exceptional thermal performance without the need for transitioning to 2x6 studs, enabling builders to meet the new 2021 IECC code requirements seamlessly.

With the metallic reflective facer, it actively addresses moisture management concerns while ensuring optimal energy efficiency. Similarly, the poly facer with a clear back facilitates a balanced approach, offering durability and enhanced structural support, along with an increased focus on environmental sustainability.

A new premixed, single-component grout from Custom Building Products is reportedly easier to spread than traditional grout and easier to clean than cement or epoxy grout.

Available in 40 designer colors, Prism SCG Ultimate Performance Pre-Mixed Single Component Grout is efflorescence free and crack resistant with no sealing required.

CUSTOMBUILDINGPRODUCTS.COM (800) 272-8786

BARRICADEBP.COM (877) 832-0333

40 • building products digest • D

SUPER GROUT

ecember 2023

building-products.com

SUMMER, ALL YEAR LONG

TO EXPLORE ADVERTISING, CONTACT:

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

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

December 2023

• building products digest • 41

DECK EXPO HITS ITS MARK IN LAS VEGAS

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11 DECK EXPO again partnered with the Pool / Spa / Patio Expo to pack the Las Vegas Convention Center Nov. 13-15. [1] Mark Guthrie, Logan Carlson, John McMahon.

[2] David Huber, Vince Landseadal, Alex Makin. [3] Summer Shedarowich, Paris Debow. [4] Richard Bergman, Laurie Nixie, Rick Kost. [5] Stephanie Van Tieghem, Tim Ullery, JoAnne Brenzo. [6] The team from Digger Industries/Westbury Railing.

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ecember 2023

[7] Shawn Feero, Mike Forfylow, Bill Ross, Greg Reed, Marc Minne. [8] Kurt Hogard, Chris Johnson. [9] Quinton Weber, Andrew Pantelides, Jim Topliss, Joe Jacklin, Wes Kain. [10] Steve Getsiv, Keaton Smith. [11] Bryan Huexum, Doug Velgersdyk, John Brantley, Eric Wallace, Michelle Hendricks, Christopher Berg, Nick Larr, Alec Price, Mara Allen, Hanna Owens, Mike Sambrano. (More on next page) building-products.com

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MORE EXPO exhibitors (continued from previous page): [12] Mark & Victoria Stover, Brad & Stephanie Mrozinski. [13] Debbie Knepper, Jonathan McGoran, Tracy Nedzesky. [14] Milena Martinez Vega, Joel Westpon. [15] Butch Bernhardt, Jay Poppe. [16] Matt Hungerford, Michael Nachreiner, Steve Winters. [17] Julie & Pat Noonan, Mike Kunard, Bobby Parks, Mark Behnecke. [18] Tony Braida, Tom building-products.com

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26 McMahon. [19] Kenny Redman, Keith Bennett, Michael Heisler, Mo Shearer. [20] Dan Pettit, Tony Mcklem, Levi Tippetts. [21] Mackenzie Zera, April Edwards. [22] Kalvin Eden, Shane Chapman, Rob Mitchell. [23] Willow & David Settlemyer. [24] Brett Kelly, Ryan Adamson. [25] Sean Ryan, Alex Acevedo, Lainie Sleppin. [26] Joe Schuster, Jason Carlson.

December 2023

• building products digest • 43

NAWLA chairman Steven Rustja welcomed members to the annual Traders Market, which set up shop for the first time in Columbus, Oh.

NAWLA TRADERS MARKET DISCOVERS COLUMBUS Instead of a large metropolis like Dallas, Chicago or Las Vegas, for the first time the North American Wholesale Lumber Association held its annual NAWLA Traders Market in a comparatively smaller town—Columbus, Oh. Yet any apprehension on the part of attendees or exhibitors that the Nov. 8-10 event might in any way be less than in previous years quickly evaporated.

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SPORTS STARS appearing at the Traders Market: [1] Ohio State University football great Archie Griffin and NFL reporter Ashley Fox. [2] Garth Williams, Robert LePage, Brian Benson, Mike Stevens. [3] Chris Leslie. [4] Craig Crafton,

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Attendees roundly praised the attendance, energy and opportunities. In fact, the fewer-frills setting only served to accentuate what makes the Traders Market such a powerful opportunity: wholesalers and manufacturers meeting face to face to forge deeper relationships. It’s not about the razzle dazzle outside, but the deep connections fostered on the showfloor.

Expect more of the same next fall in Phoenix, Az.

ecember 2023

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Kevin Murray. [5] Tigran Makarian, Jeff Easterling. [6] Steven & Elizabeth Rustja.

[7] Jay Poppe, Meghan Kavelman.

(More photos on next 3 pages) building-products.com

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18 TRADERS MARKET exhibitors (continued from previous page) included: [8] Cami Waner, Greg Mitchell, Dean Johnson, Joe LaBerge. [9] Rich Mills, Holly Elliott, AJ Webb. [10] Greg Johnson, Brad Lander, Joe Buttice, David Bivens. [11] Kevin Smith, Daniel Libolt, Chris Knowles. [12] Ben Sluder, Raymond Weidner, Brian Johnson, Rick Kohnhorst. [13] Frank Peterson, JP Perez, Jamie Kreiser. [14] Manuel Kohler, building-products.com

NAWLA TRADERS MARKET Photos by BPD

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19 Felipe Magofke, Patricia Diaz-Valdes. [15] Bill Christou, Zach Wich, Laurens Van Kleef, Matt Kenton. [16] Charlie Jourdain, Dennis Mazorra, Laurie Creech, Adam Steinbuck, Ryan Williams, Jason Faulkner. [17] Travis Owen, Thomas Compa. [18] Adam Cooley, Ed Langley, Rick Mueller, Mike McInnes. [19] Kevin Stanton, Jan Kimble, Molly Bull, Jon Frye. (More photos on next 2 pages) December 2023

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AT THE NAWLA Traders Market in Columbus (continued from 2 previous pages): [20] Matt Duprey, Keith Pruden, Jack Bowen, Aaron Schute. [21] Matt Johnson, Leslie Southwick, Lee Greene. [22] Andrew Romano, Ralph Schmidt. [23] Anthony Muck, Barry Hodgkin, Jordan Lynch. [24] Steve Thurber, Rebecca Richey, JD Dombek. [25] Kevin Dodds, Grant Phillips. [26] Garrett Mahigan, Jeff Wiesner.

[27] Brad Schneider, Nick Maute. [28] Amanda Humann, Dawn Flynn. [29] Taj

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Grewal, Al Fortune, Gruinder Grewal. [30] Crystal Gauvin, Paul Jannke. [31] Alex Staalner, Claus Staalner. [32] Tricia Dauzat, Kristie McCurdy, Lori Byrd, Kelly Matthews. [33] Curt Stuckey, Bill Price, Mark Hoffman. [34] Robin Gardner, Emily Russ. [35] Alex Beyer, Lauren Theriot, Steve Firko. [36] Danny Osborne, Emily Beckley, Rob Rowe.

(More photos on next page) building-products.com

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MORE Traders Market attendees (continued from 3 previous pages): [37] Joel Lambert, Steve Cheatham. [38] Britney Grabigel, Rindy Learn, Karlie Ebert, William Ramos. [39] Taggert Whittaker, Marc Saracco. [40] Mark Sweats, Kaylana Crook, Natalie Heacock, Matt Bruno, Chelsea Zuccato. [41] Jim Vandegrift, Paul Grabarek, Kirk Todish. [42] Ryan Tortorich, Marc Geale, Bryonna Lieser. [43] Chris Barber, Bo Hammond. [44] James Russell, Steve Anderson. [45] John building-products.com

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Finnegan, Jason Lewis, Eric Reppermund. [46] Jay Penney, Matthew Bruce. [47] Aly Kingsley, Chuck Casey, Cami Waner. [48] Skeet Rominger, Jeff Fantozzi. [49] Steve Snyder, Tayler Slaughter, Rick Yonke, Mark Kelly, Mark Swinth, Kevin Grindy.

[50] Chase Morrison, Mark Westlake. [51] Jeff Wiesner, Micah Lee. [52] Emily Bachand, Raymond Weidner. [53] Archie Griffin, Patrick Adams.

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------------| IN MEMORIAM Larry R. Thompson, 82, longtime manager of Lampert Lumber Co., Spooner, Wi., died Oct. 19.

In the late 1950s, Larry began his career with Lampert in Chetek, Wi., and after a few years he was promoted to manage the lumberyard in Winter, Wi. He became manager in Spooner in 1968, and was recognized as Manager of the Year in 1979.

Dalton Gilbert Seago, Jr., 94, founder and former president of Seago Lumber Co., McComb, Ms., passed away on Nov. 9.

He launched the sawmill in 1948 and sold it in 2022 to Cooper Marine & Timberlands.

C. Edward “Ed” Dunmire, 86, former manager of West Kittanning Lumber Co., Kittanning, Pa., passed away on Oct. 19.

Ed graduated from the University of Pennsylvania in 1959, where he was on the dean’s list with a marketing and banking degree. After

48 • building products digest • D

managing several other family businesses, including a hardware store, in 1968 he became manager of West Kittanning Lumber, which his grandfather founded in 1906.

Thomas Everly, 85, founder of TECO Forest Products, Troy, Mi., died Nov. 11.

After high school, Tom enlisted in the U.S. Air Force and later graduated college from the University of Detroit. He established TECO in 1981.

Russell Newton Barringer, Jr., 88, chairman of Dealers Supply Co., Durham, N.C., died on Nov. 10.

After graduating from Duke University, he began his career in 1955 working for his father at West Durham Lumber Co., Durham. In 1967, Russell was named president and CEO of West Durham Lumber’s Dealers Supply Co. division.

Daniel Griffith Smith, 80, former president of Bruel Builders Supply, Lexington, N.C., died Oct. 20.

A 1965 graduate of the Universi

ecember 2023

ty of North Carolina at Chapel Hill, Dan began his career in the family lumber company, GW Smith, before moving to Bruel and later Smith Realty.

He was a past president of the Lexington Area Chamber of Commerce and received the inaugural Lexington Citizen of the Year Award in 1992.

Gary C. Hallett, 79, owner of Hallett’s Forest Products, Adams Center, N.Y., died Oct. 30.

A U.S. Army veteran, he operated the business with his wife, Ellen.

Dennis L. Facemyer, co-owner of Facemyer Lumber Co., Pomeroy, Oh., died Oct. 28 at the age of 84.

He was a U.S. Army veteran.

Richard Fenton Griswold, 90, former manager of Ithaca Lumber, Ithaca, Mi., passed away on Nov. 11.

Rich served in the U.S. Army during the Korean War. He worked for Standard Lumber Co., Fremont, Mi., before joining Ithaca Lumber. building-products.com

------------| DATE BOOK

------------| ADVERTISERS INDEX

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

PAGE

13

Arxada www.wolmanizedwood.com

11

Crumpler Plastic Pipe www.cpp-pipe.com

15

CT Darnell Construction www.ctdarnell.com

Cover II

Culpeper Wood www.culpeperwood.com

Cover IV

Everwood Preserving Inc. www.everwoodtreatment.com

9

FlameFreez www.flamefreez.com

9, 23

Great Southern Wood Preserving www.yellawood.com

17

Humboldt Sawmill www.mendoco.com

31

Idaho Timber www.idahotimber.com

37

NAWLA www.nawla.org

35

NELMA www.nelma.org

27

Orgill www.orgill.com

7

Pacific Woodtech www.pwtewp.com

25, Cov. III

Redwood Empire www.buyredwood.com

3

Simpson Strong-Tie www.strongtie.com

19

Siskiyou Forest Products www.siskiyouforestproducts.com

33

Swanson Group Sales Co. www.swansongroup.biz

29

Timber Products www.timberproducts.com

5

West Fraser www.westfraser.com/osb

Cover I

Weyerhaeuser www.weyerhaeuser.com/distribution

Illinois Lumber & Material Dealers Association – Dec. 5-6, board meeting & dinner, Springfield, Il.; www.ilmda.com.

Northwestern Lumber Assn. – Dec. 5-6, sales development class, Simpson Strong-Tie, Kansas City, Ks.; members.bldconnection.org.

Builder’s Supply Association of West Virginia – Dec. 6-7, ACI Grade 1 Field Testing Technician review & exam, Fairfield Inn & Suites, Charleston, W.V.; www.bsa-wv.com.

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

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

Peak Auctions – Dec. 7-11, Midwest online auction; peakauction.com.

National Hardwood Lumber Assn. – Dec. 11-14, Hardwoods Processing 101, Memphis, Tn.; www.nhla.com.

Northwestern Lumber Assn. – Dec. 11-12, blueprint reading & material take-off, Drury Hotels, Coralville, Ia.; Dec. 13-14, BlueLinx, Brooklyn Park, Mn.; Dec. 14-15, Cambria Hotel Downtown, Omaha, Ne.; members.bldconnection.org.

North American Deck & Railing Association – Jan. 3-5, summit, Wyndham Grand, Clearwater Beach, Fl.; www.nadra.org.

Wood Technology Industry Institute – Jan. 8-12, Boot Camp, Pittsburg State University, Pittsburg, Ks.; www.wtii.net.

Appalachian Lumbermen’s Club – Jan. 9, meeting, Embassy Suites Greensboro, N.C.; www.lumberclub.org.

Missouri Forest Products Association – Jan. 9-10, winter meeting & legislative breakfast, Courtyard by Marriott, Jefferson City, Mo.; www.moforest.org.

Midwest Assn. of Rail Shippers – Jan. 9-11, winter meeting, Westin Lombard Yorktown Center, Lombard, Il.; www.mwrailshippers.com.

Northwestern Lumber Association – Jan. 9-11, Estimating 1-2-3, Madison, Wi.; www.members.bldconnection.org.

Retail Lumber Dealers of Maine – Jan. 16, board meeting, Hallowell, Me.; www.nrla.org.

Northwestern Lumber Association – Jan. 17-18, yard & delivery workshop, Jefferson City, Mo.; www.members.bldconnection.org.

Lake States Lumber Association – Jan. 17-19, annual winter meeting, Appleton, Wi.; www.lsla.com.

Florida Building Material Alliance – Jan. 18, sporting clay tournament, Blackjack Sporting Clays, Sumterville, Fl.; www.fbma.com.

Florida Hardware Co. – Jan. 19-20, spring market, Ocean Center Convention Center, Dayton Beach, Fl.; www.floridahardware.com.

Charlotte Build, Remodel & Landscape Expo – Jan. 19-21, Charlotte Convention Center, Charlotte, N.C.; www.homecentershow.com.

Minneapolis Home Building & Remodeling Expo – Jan. 19-21, Hyatt Regency Minneapolis, Minneapolis, Mn.; www.homeshowcenter.com.

Northwestern Lumber Association – Jan. 23-25, Estimating 1-2-3, Inver Grove Heights, Mn.; members.bldconnection.org.

American Fence Association – Jan. 23-26, FenceTech, Nashville, Tn.; www.americanfenceassociation.com.

International Surface Event – Jan. 23-26, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

Construction Suppliers Association – Jan. 24-25, OSHA-10 workshop, Tyrone, Ga.; www.gocsa.com.

House Hasson Hardware – Jan. 26-27, winter market, Opryland Hotel, Nashville, Tn.; www.househasson.com.

National Association of Wholesale Distributors – Jan. 30-Feb. 1, executive summit, Fairmont Hotel, Washington, D.C.; www.naw.org. building-products.com

December 2023

• building products digest • 49

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

81 YEARS AGO THIS MONTH

FLASHBACK:

LONGING FOR A WHITE CHRISTMAS EIGHTY-ONE YEARS ago, millions of countrymen were away at war, and found a trace of solace in the No. 1 song back home, Bing Crosby’s wistful “White Christmas.” This backdrop inspired Jack Dionne, publisher of BPD’s sister publication, The California Lumber Merchant, to reflect on “Longing for a White Christmas” in the December 15, 1942 edition: Perhaps it was the infectious tones of Bing Crosby that crooned that song about “Longing for a White Christmas,” into the front rank of national music popularity in the past few weeks.

Or perhaps it was the deep yearning of the human soul to know once again that peace that has for centuries seemed to be the chief ingredient of the true spirit of Christmas; that peace of mind and of soul that seems so terribly remote and far off to us today.

It seemed so natural in those days to speak of “that peace that passeth all understanding;” so easy to understand the words of John when he wrote that “we are all the sons of God, and it doth not yet appear what we shall be.” We raised our minds and hearts at Christmas time to thoughts of the White Christ, never dreaming that the Four horrid Horsemen would soon ride roughshod over this earth again. bringing more horrors in their wake than had ever been heard of before, and fairly erasing from the minds of men the bloody memories of the Goths, the Visigoths, and other monsters of the past.

So that now, as we find the world of men over all the continents and in all the seven seas preparing for the reddest, bloodiest, saddest Christmas within the memory of man, it is no wonder that this peace-loving nation should raise its voice and sing from its very soul its “longing for a white” and peaceful Christmas.

And there is also a bit of a sob in most of our hearts as we sing, or hear sung, that other popular tune of the moment: “When the lights go on again all over the world.” Truly the harpies of despotism have dimmed the lights of the world, and instead of a “white Christmas” we find the armies of civilization battling against

a threatened blackout that would never end.

We have known no Christmas like this before, neither during the First World War, nor even during the days of Valley Forge. This is so much bigger, blacker, more heart-rending than anything the Christmas greetings on the December past can point to. All over the world 1942 cover from George R. Ream Co., Los millions of our boys in the armed Angeles, the Southern California distribuservices have bared their bosoms tion arm of plywood manufacturer Harbor to the blast of war, or are preparing Plywood Corp., Hoquiam, Wa. to do so in ever greater numbers.

All over the seas, our ships fight the courageous fight. War, with all its hatreds, its passions, its unspeakable vioabout us to­day, real merriment could find lence, its sad glories, has the world tight no home. Over too many strong and galgripped in its monstrous tentacles. lant hearts will fall a shadow that mixes Feats of arms as brilliant as ever and mingles not with merriment. thrilled the soul of patriotism and Let this be, rather, a courageous heroism, have already been performed Christmas; a hopeful, determined, a thousand times by young Americans. prayerful Christmas. For on the occasion Every report brings true stories of surof the birth of that splendid Carpenter, passing valor. That glory-kissed emblem, this year this nation will turn as it has the Stars and Stripes, is being upheld by never turned before, in awful reverence as gallant men as ever lifted her folds on and in sorrow unspeakable, to something high. The strength “that cometh from on more powerful than blitzkreigs—more high” powers the arms of these millions potent than Stukas; that Power that can of boys who spring from the loins of a make the wrong things right; that can heroic race, and whose names and deeds turn weeping into laughter, the joy of the will bloom through the ages that are to morning for the woe of the night. come.

Lincoln said that he was often forced But glory has exacted costly tribute. to his knees because there was nowhere The casualty lists grow. In thousands else to go. This once carefree nation will of homes in this land at the coming go to its knees this Christmas as it has Christmas, there will be only the sadnever done before, and turn for comfort dened memory of a loved one who is not and aid in these dark days to Him who coming back. There will be thousands of said: “As thy day, so shall thy strength loving hearts which will never again hear, be;” that Power that is higher than the except in happy dreams, the footsteps of stars, wider than the skies, deeper than return. the seas. And we shall make our appeal In millions of other homes there will for delivery from this time of darkness in be hearts not light, because of the boys the name of Him whose birthday gave us in uniform who are somewhere in danChristmas. If moral forces are to continger; hearts that hope, and lips that pray ue in this world: if they are to sway it and that those boys may be safe. control it and avoid another era of the So this can hardly be a “Merry ChristDark Ages, then faith and courage must be the rods we lean most upon. There mas.” As we go about our affairs on that are no substitutes. great anniversary, we will no doubt utter the grand old wish—”Merry Christmas, Let us then get ready for a couramy friend.” But it will be largely a matter geous and a prayerful Christmas rather of lip service—of following old customs— than a merry one; for a victorious New using old words. For in the world we see Year, rather than a jovial one.” BPD

50 • building products digest • D

ecember 2023

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