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DECKING | FENCING | RAILING | TIMBERS
CONTENTS
February 2020 Volume 39 n Number 2
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Feature Story
Features
Departments
10 OUTDOOR LIVING SHOWROOMS
12 INDUSTRY TRENDS
8 ACROSS THE BOARD 22 COMPETITIVE INTELLIGENCE 24 OLSEN ON SALES 30 TRANSFORMING TEAMS 32 LUMBER 411 40 MOVERS & SHAKERS 44 NEW PRODUCTS 50 ASSOCIATION UPDATE 51 DATE BOOK 52 CLASSIFIED MARKETPLACE 53 ADVERTISERS INDEX 54 FLASHBACK
OPERATORS OF RECENTLY OPENED OR
ENGINEERED WOOD MANUFACTURER INTRODUCES PRESSURE TREATED LVL DECK FRAMING SYSTEM
REMODELED DECKING SHOWROOMS SHARE HOW HAVING A DEDICATED FACILITY FOR DISPLAYING A FULL RANGE OF OUTDOOR LIVING PRODUCTS CAN
CLOSE MORE SALES.
14 INDUSTRY TRENDS
CONSTRUCTION PODCASTS KEEP PROS IN THE LOOP
16 MARGIN BUILDERS BPD
Building Building Products Digest Digest Products
FEBRUARY2020 2020 FEBRUARY
THE VOICE VOICE OF OF THE THE LBM LBMSUPPLY SUPPLYCHAIN CHAIN— —SINCE SINCE1982 1982 THE
SHOWROOMS •• TREATED TREATEDLVL LVLDECK DECKFRAMING FRAMING •• PANEL PANEL STANDARDS STANDARDSCHANGE CHANGE OUTDOOR LIVING SHOWROOMS
SELLING WOOD STAIN QUALITY OVER PRICE IS KEY TO ENSURING LONG-TERM CUSTOMER SATISFACTION
18 PRODUCT SPOTLIGHT
KEEP UP ON CHANGES TO PRODUCT STANDARDS FOR OSB, PLYWOOD
38 THINKING AHEAD Digest Digest 2-20 2-20 Layout.indd Layout.indd 11
1/20/2020 PM 1/20/20203:47:56 3:47:56 PM
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ACROSS the Board By Patrick Adams
The power of a feeling s I sit here writing, our President is being impeached, a gun rights rally is taking place in Virginia where the governor claimed a state of emergency, and the latest tally is that over 12 million acres have burned in Australia. And yet, I feel hopeful. I’m excited about the new year (and new decade). I think this is going to be an amazing year for some reason! Everyone has had “a feeling.” Something that makes you pause and change directions. “I feel like I’m not alone out here.” “I feel like someone is watching me.” “I feel like this is the winning lottery ticket.” It can’t be explained. Something in our subconscious is working, processing tons of information and for some reason spits out “a feeling.” In these days of information overload, I find too many times that my feeling is negative in spite of all of the real world data in my life that points the other direction. It’s almost becoming too easy to instantly spot the negative in any situation as everything we are bombarded by tries to convince us that the world around us is falling apart. A rare evening out with my beautiful wife… too bad dinner service was so slow. A beautiful sunrise this morning on the drive to work… would have been nice if it wasn’t for traffic. Why do we do this when it is equally easy to simply spot the positive? There are certain individuals and teams that do this exceptionally well. Our own U.S. military special forces are one that come to mind—they never quit and failure is never a thought or consideration. They have an unflappable mindset to persevere and win! I think of them, many who I call friends, as our modern-day superheroes—but are they? Are they that unique or is it more about training? What if we trained ourselves to be unflappable and constantly persevere in our pursuit of the positive? I was recently at dinner with a small group of friends celebrating a couple of 50th birthdays. In a surprise, the conversation did not go to the normal topics of football or hunting. Instead, one talked about how he read a book that was teaching him to “brainwash himself” into constantly surveying his surroundings for “the positive.” Certainly not typical dinner time guy conversation! He said he’s been trying it now for about six weeks. Each morning, he starts by writing down just three things that went right the day before and one way where he made a difference to some-
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one. I haven’t stopped thinking about that since he said it. Powerful. In our worst day, we are blessed. I often jokingly reply to people, “Those are first world problems,” and it’s true. Every one of you has a bed to sleep in tonight. You won’t be cold or hungry, and there is at least one person out there who cares about you. We are safe and we have opportunity to pursue things that interest us. I get to serve industries and people I care about and I get to provide for a family who loves me. My “feeling” that it was going to be a good year for some reason started on January 2. So far, that feeling has been right because the year has only gotten better and better each day. There is chaos in the world and I’ve been fighting off one of the toughest flu bugs I’ve had maybe ever and you know what? This has been a great year so far! I’ve finally decided that maybe we deserve to be happy, and thankful, and that maybe, everything will turn out ok even if I don’t stress out about every little possible negative around the corner! I’m going to try to keep this up; view the world, people and situations as good. Survey my landscape for the positive and trying to make a difference in someone’s life every day. More than ever before, I feel grateful that I get to serve this industry and each of you. That I have this amazing team who loves what they do, and who they do it for and that each night, we get to go home to our family, smile, go to bed, and do it all again the next day. I hope the power of my feeling for this year infects you, your family, and your team and becomes the reality we all deserve!
Patrick S. Adams Publisher/President padams@526mediagroup.com
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February 2020
Building-Products.com
THE POSSIBILITIES KEEP GROWING:
Nature’s majestic pillars. Redwood is one of the strongest and fastest growing softwood species. It thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.
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FEATURE Story By David Koenig
PRO PRO DECK DECK SUPPLY SUPPLY Minneapolis, Minneapolis, Mn. Mn.
Deck showrooms show and sell
apitalizing on the growth in outdoor living, dedicated deck showrooms are opening across the country that allow homeowners to see and touch the actual products, frequently in an installed setting. In fact, with so many deck colors now available, photos rarely do them justice and do no favors in helping to tell them apart. “Today’s decking is so color variant that in order to see it
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properly, you really need to have a good display,” explained Pat Noonan, owner of Pro Deck Supply, Minneapolis, Mn. He opened the showroom in 2014, but regularly remodels to keep up with the latest outdoor living colors and products. His desire is to display as many high-quality materials as possible—though he has precious little room to work with: just 750 sq. ft. inside and 350 sq. ft. outside the showroom. “We
MINNEAPOLIS dealer Pro Deck Supply has packed hundreds of options into a 750-sq. ft. interior and 350 sq. ft. of exterior display space.
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are very limited on space so effectively showcasing the products in minimal space is the ultimate goal,” Noonan said. “I start with that and work the designs around that.” Pro Deck Supply currently features decking lines from 10 different manufacturers with over 100 individual colors shown. The store also displays more than 20 railing lines, four different under-deck systems, AZEK Pavers, numerous lighting options, hardware and specialty tools. “The local demand is what drives what is predominantly featured, but we sell any brand and have samples for all of them,” Noonan said. Everything is “organized by colors, not brand, so people can really see all that is available.” He tries to set his business apart by providing specialized services. “Manufacturing aluminum railing to spec, precut deck kits, pergola kits, custom fabrication of PVC trim, and prefinishing services are things that a typical lumberyard could never offer effectively,” Noonan noted. “We sell to homeowners, contractors and builders in Minneapolis and now all across the country through our online store.” A touch-screen ordering station allows clients to research and ultimately purchase through the online store. Distinctively Outdoors, Parsippany, N.J., shows what can be done with the Building-Products.com
CUSTOM DECKS’ quarters in Colorado fulfilled a 15-year-old dream of opening a showroom.
blessing of size. Last year, the dealer opened a 7,000-plus-sq. ft. warehouse to display decking, shade structures, hot tubs, sunrooms, fire features, patio furniture, outdoor kitchens, lighting and more. Five major decking brands are displayed across the 10-gauge steel walls, covering 14,000 sq. ft. with composites and PVC and another 3,500 sq. ft. with hardwoods. In the planning stages is a stateof-the-art “live” kitchen that will feature cooking demonstrations and even competitions between professional and home chefs, to stimulate shoppers’ taste buds and their imaginations for what is available to meet their outdoor dining and entertaining needs. Colorado builder Custom Decks opened its own showroom last spring. It doesn’t sell any materials, but rather exists solely to showcase the company’s installation capabilities. “For over 20 years I have been in business and at times struggled with selling a deck at the kitchen table,” shared president Dale Ervin. “I always thought if I could just have a showroom to bring people to, this would be so much easier. I got really serious about it a couple of years ago and probably spent six months looking for the right space.” He found the ideal spot in Centennial, Co. Starting with a completely empty warehouse, the company needed to get permits, build the “house” walls, run electric, build roofs, pergolas, stairs, decks, and more. In the end, the company was left with a space big enough to fit three trade-show booths. Designer Kari Lillywhite’s goal was Building-Products.com
to be as realistic as possible. Custom Decks’ team built multiple house facades (which actually led to the staff’s offices) and attached decks the way they would attach them to a home. They elevated the decks off the ground since that’s how most real-life decks are built, and added different types of railings, lights, patio covers, and a couple of outdoor kitchens. “But we didn’t stop there,” Ervin continued. “Almost every yard has grass so instead of leaving the concrete we installed artificial grass to bring it all together. Finally I added a mural to set the whole thing off. It’s the first thing you see when you enter the showroom and everyone always says WOW when they walk in.”
Most of the products displayed are from Trex. “About 70% of our decks are built with Trex and we have a great relationship with them,” Ervin says. “I believe in the product and am very comfortable standing behind everything they make. We are showcasing their decking, railing, steel frame, lights, Rain Escape, spiral stairs, and will be installing their pergola soon.” Having a place to show and sell— even if it’s just their services—has made all the difference. Ervin said, “It’s been great. Our customers love to come in and see the products and choose their materials in person instead of out of a book. It’s made a big difference in setting expectations for our customers, as well.”
NEW JERSEY’S Distinctively Outdoors isn’t a showroom of samples and typical displays, rather a gathering of true-to-life environments that depict what something will look like in someone’s backyard. February 2020
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INDUSTRY Trends By David Koenig
INTRODUCING INTRODUCING PWT PWT
Building decks on EWP Engineered wood manufacturer introduces treated LVL deck framing system espite an increasing percentage of decks being built of pricey composites, plastics and exotic hardwoods, the vast majority of deck framing systems continue to be constructed of standard dimensional lumber. Now an engineered wood producer is aiming to provide a framing system
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that rivals the quality and performance of the finish system—a deck framing system made of pressure-treated laminated veneer lumber. For decades, Pacific Woodtech Corp., Burlington, Wa., has been supplying high-end floor framing systems for home interiors. Their longspan I-joists and LVL synced perfectly
NEW PWT TREATED LVL is encouraging decks framed with weather-resistant engineered wood.
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with the trend toward “open concept” homes, with fewer walls and larger rooms. PWT recognized the same trends were moving outdoors. The primary obstacle to creating weather-resistant LVL had been the pressure treatment. Treating LVL with conventional methods for dimensional lumber weakens the structural properties of the product. Fortunately, PWT discovered Kop-Coat’s Tru-Core technology, which fully penetrates each veneer layer to the center then adds an envelope finish to protect each piece from the inside out. Every beam, joist and column suffers no loss of properties, and is safeguarded against damage caused by fungal rot, decay and insects. “Normally you’re trying to push a chemical into a substrate from the outside. You leave it in a cylinder for a period of time and try to get the right retention rates or penetration rates of the chemical,” explained PWT’s Matt Caissie. “In this case, we are doing that from the inside out. We end up with a product that is uniformly treated so it can be ripped, cut, profiled and drilled, and still not lose the protective treatment.” He said the final product, dubbed PWT Treated, “is just as strong as it was pre-treatment, and that gives us the ability to create long spans. Designers can run wild with the structural capabilities of the product, open Building-Products.com
up sight lines below-deck, and really match up better to the high-end composites that are on the market today.” Additionally, PWT Treated contains no additional volatile organic compounds (VOCs), and can be used both inside and out where projects call for joists to be cantilevered outside of the building envelope, creating zero-support balconies. In recent years, several composite decking manufacturers have worked to fill the niche for higher-end, warrantied framing by introducing steel deck framing systems (namely Trex’s Elevations and Fortress’ Evolution systems). Installing metal framing, however, does require different expertise and tools than a small deck crew may possess. PWT Treated can be drilled, ripped, tapered and cut to length just like dimensional lumber. “The other thing with the wood vs. the metal frame is the wood has quite a bit more mass to it, and that gives you a much more solid feel when you walk across it,” Caissie added. “Also we are able to achieve much longer spans than you can with the metal systems.” PWT Treated is lightweight and easy to handle. It allows building designers and structural engineers to work with published structural design properties to create structures that far exceed code requirements. Eased edges are applied to the beams and joists, meaning construction crews avoid splinters. It can be safely discarded with regular household waste, making job site cleanup simple and easy. The full lineup of PWT Treated products can be designed using a layout, estimating and engineering software package called iStruct. This one-stop shop makes it easy for architects and designers to communicate with the build team, while keeping projects on time and on budget. Use iStruct to select the best products for the design, run calculations to see how the wood will perform, generate 3-D renderings to help owners visualize the project and create a full bill of materials, including hangers and accessories. PWT has incorporated treating technology at its Burlington campus to produce PWT Treated, without reliance on a third-party wood preserver. Planning for the product started more than four years ago, shortly after the arrival of president and CEO Jim Enright. While at Rosboro, Enright helped pioneer treated glulams, which led to growth of the overall EWP Building-Products.com
PACIFIC WOODTECH previewed the product late last year at DeckExpo.
market. PWT Treated is positioned to similarly “grow the EWP pie.” Available through PWT’s existing distribution partners, the framing system includes ledgerboard, deck joist, deck beams, columns and stair stringers. They can be factory- or field-laminated. Offered are billet beam sizes of 3-½”, 5-¼”, and 7”, plus 1-3/4”, which can be bolted, nailed or screwed together, for crews that want to handle smaller pieces rather than a larger section. Joists can be produced up to 60 ft. long and carry a 25-year warranty. The entirely new product category has taken Pacific Woodtech back to its roots. Caissie said, “When we started selling engineered wood in the ’80s and ’90s, it was a pioneer effort— you had a piece of knowledge that everyone needed and you were able to share that and help people move ahead with their projects and it feels like that
again. It feels like a refresh.” Everyone will benefit from sturdier decks. “What’s exciting is, similar to when people moved away from just code minimums in the interior framing system, every single contractor will have an opportunity to upsell to something that’s better and still easy to work with,” he said. “And when you look at the cost of the decking, railing, lighting, furniture, hot tub, barbecue, it’s a real small upgrade to have a greatly improved framing system beneath it all. I think it’s going to catch on pretty quickly. The same way we see that interior frames are now 50% engineered, that would be an amazing goal to get there on the exterior.” And for the future? PWT continues to explore additional applications and features for the product. Treating has opened up LVL to a world of possibilities.
NEW PRODUCT is ready to ship nationwide from Pacific Woodtech’s network of wholesale distributors. February 2020
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INDUSTRY Trends By Stephanie Ornelas
LIVE FROM the show floor: The Ultimate Deck Podcast featured a Deckorators Certified Pro roundtable with (l-r) Leif Wirtanen, Cascade Fence & Deck, Vancouver, Wa.; Sean Collinsgru, Premier Outdoor Living, Palmyra, N.J.; co-hosts Shane Chapman, Wade Laurent, and Justin MacRae; and Joe Hagen, All Decked Out, Cincinnati, Oh.
Construction podcasts keep pros in the loop odcasts are paving the way for professionals to connect with each other and gain knowledge through a different avenue—and make niche celebrities out of off-duty contractors. Much like talk radio, podcasts allow the host to share insight or tell a story in a casual way. And although many popular podcasts like The Art of Construction and Protractor Podcast, have large followings, they give listeners a chance to receive information in an almost intimate way. “When I listen to a podcast, it sort of feels like they’re talking directly to me and that really adds to the overall experience,” said Brittney Thomas from Decks & More. “I listen to all kinds of podcast about true crime, current events, even food and drinks, so a podcast about decking is right up my alley. And it makes sense. A deck builder is always on the go.” Canada’s The Ultimate Deck Shop has its own podcast, The Ultimate Deck Show. Hosts Shane Chapman, Wade Laurent, and Justin MacRae aim to create entertaining, honest discussion about the building industry. In addition to talking about the company’s latest products, they also host contractor open mics, giving a contractors an opportunity to share their voice.
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“We discuss the industry. The people in it and what you need to know to stay ahead,” said Chapman. “Sometimes we joke around. It’s a casual setting but our listeners like that. It adds to the fun.” The podcast recently posted shows on “NADRA Deck Awards: 10 Reasons Why You Should Be in Them,” and “Six Reasons to Build a Deck in the Winter.” “The podcast sheds light on trends, products, business strategies and challenges across the North American deck building industry—and does so in a very lively and funny way,” said Chris Camfferman, managing director of marketing for supplier Deckorators, which had the show do a live remote from its booth at last fall’s DeckExpo. “It was exciting to team up with The Ultimate Deck Shop to share candid conversations about the state of the industry.” Podcasts have provided a different way of sharing and receiving information and when it comes to presenting them at shows like Deck Expo or the International Builders Show, attendees seemed to really take to it. And the idea of recording live from the floor adds a special feature at the show. “The cool thing about podcasts is the convenience. I can listen while I drive—and driving is a huge part of my job,” said Gary Daley from Green Bay Decking.
February 2020
James and Morris Carey, otherwise known as The Carey Brothers, host On the House, another popular podcast that has a unique following of its own. The charismatic duo will at times conduct their podcast from events too, bringing in attendees and exhibitors from all over the show to discuss a wide range of topics. “Our media presence is just as important as our contracting business. We see how many people respond to our podcast and we know this is just another great way to communicate with the rest of the industry,” said Morris. Other weekly podcasts that are making noise in the construction industry include Remodeling Business Blueprint, Ask the Contractor, and The Building Code. “As decking professionals, we rely heavily on visuals to market our projects. That’s obvious. But I do find it interesting how podcasts are thriving in an industry that’s so image-heavy. It’s because, like everyone else, we like to talk. And we have a lot to say,” said proturned-podcaster Wade Laurent. “We may not be able to share a pretty picture of a deck through a podcast, but we can paint a picture through words. We can share ideas that will ultimately lead to another beautiful project. Having a podcast is just another resource.” Building-Products.com
MARGIN Builders By Keaton Smith
Sell wood stain quality over price merican homeowners annually spend anywhere from thousands to tens of thousands of dollars to build new decks, fix older ones, and enhance the livability of outdoor areas. However, all the renovations have at least one thing in common despite the price tag—the desire to achieve long-lasting results. In some instances, this means the specification of the latest composite decking products due to their lowmaintenance qualities, wide selection of colors, and woodgrain patterns. For others, real hardwood decking is still the preferred option for individuals who relish the natural beauty, durability and hardness of ipe, cumaru and batu decking as well as their resistance to decay, rotting, termites and other bugs. But, no matter the material, nearly every deck requires some form of maintenance beyond the occasional power
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STEERING WOOD stain shoppers to quality over price doesn’t just increase the sales ticket; it is key to ensuring long-term customer satisfaction.
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wash or cleaning that prevents seedlings from taking root between boards and the growth of algae and fungus. This is especially true for wet, humid conditions and hot, dry climates, where wood, siding, decking and fencing are especially susceptible to graying, water damage and harmful UV rays. Typically, hardwood decks that are exposed to a yearlong assault of sunlight and humidity should be stained every year or two depending on the wear, tear and discoloration. One simple test involves splashing water onto the decking surface. If it beads up, users can probably go another year without staining. But, if the water soaks into the wood, then it’s definitely time for another coat. Now, the real challenge—helping builders, homeowners and DIYers alike select the right stain from the hundreds of oil- and water-based mixtures further delineated by a variety of transparent, semitransparent, semisolid, and solid options. Additional considerations include the protective, longevity, application and coverage qualities built into each product. While many water-based stains claim to last for years and tend to dry quicker with less odor, most just don’t offer the UV protection offered by many high-quality, oilbased stains. Additional considerations are the numerous quality and performance differences inherent among even the leading oil-based stain brands. In most cases, this starts with the very composition of the stain itself and the varying UV blockers, pigments, dyes, fungicide, and other oils included in today’s products. For instance, many of the oils commonly used in wood stains tend to change color over time. Some even harbor mildew and mold, such as linseed oil, which can lead to the wood turning black or discolored. The only reason companies use these inferior oils is to reduce the cost of the product even though it’s not in the consumer’s best interest. When it comes to the choice of oils, over centuries of use polymerized tung oil has proven its ability to preserve wood and outperform other products. The problem of many users and manufacturers is that it takes so long to dry. However, the addition of high-quality drying and hardening agents to the formula can drastically reduce the drying time from a few weeks to one to two days. Furthermore, polymerized tung oil tends to retain its color over time, while naturally resisting mildew and mold. Building-Products.com
THE BEST oil-based wood stains preserve good looks and performance. Nova USA Wood Products’ ExoShield Black Walnut exterior tung oil finish wood stain was used for the above ipe deck and cedar railing.
longer than those that contain dyes or solid pigments. But the downside is that trans-oxide pigments are not cheap and are often included in products that bear a higher price tag. The wide range of ingredients contained in today’s wood stains should also play a role in their selection. Americanmade fungicides, UV blockers, and trans-oxide pigments generally combine to better resist water, acid and fading, while reducing cracking or warping, enhancing stability and showcasing the wood’s natural luster and beauty. The highest quality stains also use the same UV blockers found in automotive paints, which is another reason these higherend products tend to cost more. Another advantage surrounding the best oil-based products involve not only the ability to preserve the wood’s natural beauty for longer periods and resist the wear and of most severe climates, but also the ease of application since there’s no need to strip or sand the previous coat before its use. Plus, given that the best products are designed with marine-grade components, they also contain low amounts of VOCs (Volatile Organic Compounds) to ensure user- and environmentally-friendly results. As a result, building product dealers should be aware that there’s far more to selling wood stain than just price. The components and ingredients vary significantly among the differing products and play an integral role in the wood’s weathering and the customer’s long-term satisfaction— extremely important considerations that should take center stage in the sale of virtually any wood stain product.
As for dyes versus pigments, trans-oxide pigments are commonly viewed as the more color-stable of the two, which results in the stain maintaining its original color
– Keaton Smith is Nova USA Wood Products’ ExoShield product manager and handles Western U.S. decking and siding sales. For more information, visit www.novausawood.com or call (503) 419-6407.
Building-Products.com
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PRODUCT Spotlight By Steve Zylkowski, APA
Keep up on changes in panel product standards oluntary product Standards PS 1 and PS 2, which establish basic requirements for types and grades of structural plywood and wood structural panels have recently been revised by the National Institute of Standards and Technology (NIST). This agency, part of the U.S. Department of Commerce, is charged with maintaining national technology and measurement standards.
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Changes to A-grade Patch Wood patches are used in various grades of PS 1 sanded and decorative (siding grades) structural plywood. One requirement for A-grade veneer boat patches, or plugs, was that the patch ends come to a point with radius of no more than 1/8 inch. In recent years, wood equipment manufacturers have developed alternate shapes for wood patches. To determine suitability of such patch shapes, APA conducted a study of appearance performance of sanded and rough sawn plywood to determine whether the patches with rounded ends performed comparably to traditional boatshaped patches. The study examined rough sawn and sanded plywood grades made with Douglas fir and southern pine faces. The plywood specimens were exposed to wetting and drying conditions to simulate long-term weathering that can be expected for sanded and siding grade of plywood. The plywood specimens were prepared with no coating and with a painted surface. After moisture exposure, the plywood patches were examined for various attributes related to surface appearance, including end gaps, thickness differential, separation along the patch edges or ends, loss of bond to the substrate. Based on the alternate patch’s comparable performance, the revised PS 1-19 permits wood patches that have one or more rounded ends as long as the ends have a radius of 3/8 inch or less.
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PREVIOUS versions of PS 1 required A-grade veneer boat patches with ends that come to a point with a radius of no more than 1/8”.
Numerous changes common to both standards include: • The methods for determining panel dimensions were revised to provide more clarity and accuracy. • Definitions of various terms were revised: “Exposure 1” refers to panels designed for exposure to weather during construction; “Size for Spacing” means the panel is cut short of nominal to provide for recommended panel spacing; “Indents and depressions” in plywood are defined with respect to face grade requirements. Product Standard PS 2 covers structural and bond performance requirements of wood structural panels such as plywood, OSB or composite panels. It defines qualification and quality assurance requirements for wood structural panels as structural wall, roof and floor components, which are recognized throughout building codes in the U.S. The changes in this new Product Standard PS 2-18 include the following provisions: Building-Products.com
• New stiffness requirements were added to the wall sheathing grade to assure the panel’s ability to resist deflections under wind loads. • Requirements for a new panel grade, Structural I Single Floor, were added. Similar to Structural I sheathing grades, this grade includes increased structural requirements for shear performance and cross-panel stiffness. Product Standard PS 1 covers the wood species, veneer grading, adhesive bonds, panel construction and workmanship, dimensions and tolerances, marking, moisture content and packaging for structural plywood. Changes in this new Product Standard PS 1-19 include the following provisions: • Wood patches used in plywood with A-grade veneers now permit patch shapes that include rounded ends. See the sidebar discussing the performance research on appearance and performance of new patch shape. The role of NIST in the establishment of a DOC Voluntary Product Standard is to act as an unbiased coordinator in the development of the standard, provide editorial assistance in the preparation of the standard, supply such assistance and review as is required to assure the technical soundness of the standard, and seek satisfactory adjustment of valid points of disagreement. NIST also determines compliance with the criteria of the department’s procedures and publishes the standard as a public document. Producers, distributors, users, consumers and other interested groups contribute to the establishment of these product standards through a Standing Committee that participates in the development of the standards, provides technical guidance as appropriate, promotes the use of and support for the standards and assists in keeping
AFTER APA tested the comparable performance of alternate patches, PS 1-19 permits patches that have one or more rounded ends with a radius of 3/8” or less.
them current with respect to advancing technology and marketing practices. Because there were limited changes requiring re-evaluation, trademarking to PS 1-19 is expected to begin immediately. Mills may transition existing marks to the new designation on an attrition basis or all at once so specifiers and users will see panels marked to the new standards soon. More information, including copies of the full product standards, may be found at www.apawood.org. – Steve Zylkowski is director of quality services for APA–The Engineered Wood Association, Tacoma, Wa.
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WARRANTY
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Longer spans. Like, 25 years long.
Decked out just took on a whole new meaning. PWT Treated™ is now on deck and shipping. It’s longer lasting, with longer spans, and has a longer warranty.* Here’s to outdoor living that’s made to outlive! Find out more at pacificwoodtech.com/treated
*Excludes industrial applications, such as scaffold plank and concrete forming.
COMPETITIVE Intelligence By Carla Waldemar
ALTHOUGH Southwest Lumber’s home base of Yuma, Az., is challenged economically, the area can rely on two stalwart audiences: agriculture and the military.
Riding the tide ruce Jacobson, a contractor in Yuma, Az., who worked on residential and commercial building with a side of engineering, had a problem: how to get what he needed, and when. The answer came in a light bulb moment: form his own company. Thus in 1973, Southwest Lumber came to be, born of necessity. And in 1994, Gannon Sullivan, a fresh high school grad, signed on in its rental shop while on his way to becoming a school teacher. Higher Ed was left in the sawdust as he went on to manage its paint department, teaching mixology instead of civics. He ended up as GM in 2012 and couldn’t be more satisfied. Or challenged. Because Yuma (pop. 100,000)— hanging onto a tiny corner of Arizona where it meets up with California and Mexico—was itself challenged. “It’s a very diverse economic climate here: lots of poverty. Highest in the state in unemployment. High on the national rating, too,” Gannon paints the bleak picture. Are we having fun yet? The bright side, for Southwest Lumber, is the area’s two leading industries: one, agriculture, here in “the lettuce capitol of the world.” The other? The military. It’s a center of Marine Air Service and also acts as an Army proving ground. And they all bring in business, in diverse ways. Southwest’s customers represent “a little bit of everything,” says Gannon. “Our biggest sources are the residential and commercial sectors. For instance, a hospital here is building assisted-living homes. And residentially, we’re involved in 70 to 80 homes, acting as our own private company. Plus we cater to smaller home contractors. A big part of our business”—here comes
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another golden egg in Gannon’s basket—“is winter visitors. We get lots of snowbirds with their mobile homes. We supply material for their decks, storage sheds, and such.” “And,” he adds, “there are a lot of other new homes going up, too. Because of the poverty level, lots of folks here are eligible for USDA loans. Our owner also owns Jacobson Homes, a division. So, 35 to 45 of our business is houses: building the American Dream.” Well, ahem, doesn’t your home-construction component compete with that of your pro clients? “Yes and no,” he responds. “Our big thing is the ability to source everything from the ground up on our homes—stick framing to a real estate office. So it’s a turnkey operation.” Yuma’s contractors rely on Southwest, says Gannon, “because of what I like to think of as our outstanding service: special orders, same-day delivery at no charge, for example. We’re looking at offering PK opportunities, too. Our competitors consist of a couple of mom-andpop operations plus a Lowe’s and 84 Lumber. We can’t compete with those boxes on price, but we succeed on service. Walk-in customers are another robust source of revenue. So’s the rental department. It’s going gangbusters. “We love it! One-hundred percent profit! It’s a great moneymaker. We rent everything from lawn & garden equipment to jackhammers, cement mixers and clay compactors. We even supply tables and chairs for events. Cotton candy and sno-cone machines, too. It’s gravy, like picking lowhanging fruit. Seventy percent of our rental business is from DIYers, and it drives them to shop in our retail store, too.” Building-Products.com
SKILLED STAFF of 16 boasts a high retention rate.
Southwest also attracts new business via radio and print ads, which generate good response. “And we’re ‘semiactive’ on Facebook,” Gannon reports. Southwest also holds an annual Customer Appreciation event at the end of February, timed for the annual flutter of snowbirds’ return. Product reps demonstrate their wares, while staffers hand out hot dogs and soda, all covered on live-remote radio. Not only do those snowbirds pick up sticks and plywood—there’s also “the little widow who needs her faucet changed. We get to know their names, their back story, and ask about the grandkids. We’re also blessed with our own in-house sales. We provide private services, just as we’d want to be treated, ourselves.” Southwest also picks up business from farmers who employ migrant field workers, including the wherewithal to build boxes for shipping produce. But from neighboring Mexico and California? Nada. “Too complicated, when it comes to regulations.” Commercially, the outfit supplies plywood and timber for crates for the military’s proving grounds: “things they build and blow up. The stuff they drop from planes. Their business is regular, and the good thing is, they pay by credit card, so there’s not this 90-day wait.” All that magic is achieved by a staff of 16, which boasts a high retention rate. “I came here, myself, in 1996, and many have been around here since before I signed on. The benefits are great, and [owner] Bruce threats everyone like family. It’s always families first, and that’s rare in this day and age. The company also provides insurance, vacation days and paid time off.” Back to Yuma’s rotten economy. “It dropped in 2008, and that really hurt. Yet we kept everyone on at 40 hours with no layoffs. We felt the depths, but now we’re riding high. I’m an eternal pessimist,” Gannon admits, “but spending is holding up and we’re on top of the wave. Still,” he notes cautiously, “we don’t stock tons of product; it’s more just-in-time. When you’ve got dollars in your pocket, you still need to think ahead. Yet, our company has 10 new-home starts going, so we’re riding that wave.” Looks like Gannon’s in the saddle for good. “They’d have to force me out! The big thing is, I like being treated like family here, which makes me fired up to come to work. And it’s never the same thing twice. Always new challenges!”
Carla Waldemar cwaldemar@comcast.net Building-Products.com
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OLSEN on Sales By James Olsen
Overcoming objections
vercoming objections is the highest level of technical sales skills. Most sellers don’t ask for the order in the first place, so they never have to overcome objections. Just asking for the order puts us in the top 10% of sellers. Overcoming objections will put us in the top 1%! There are three types of objections we face as salespeople, with many nuances within each group.
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Prospecting Objections
When we are looking for new business, the major objection we face is “I am happy with my current supplier.” Customer: “I’m happy with my current supplier.” Master Seller: “I’m sure you have great suppliers; you’re a strong company with a strong reputation. I don’t want to get in the way of what you’re currently doing; what I would like to do is become a back-up or secondary supplier. That way we can get to know each other. You will become familiar with me, our products, and service and if anything does go wrong with your current supply, we will already have a relationship. We’ll be able to continue your supply seamlessly, without interrupting the flow of your operation.”
Rapport-Building Objections
These are much more subtle and handled poorly, if at all, by most salespeople. When we ask a personal question to try to get to know our customer better, they often give a vague answer. Most salespeople move on. The Master Seller digs deeper with a follow-up question. This sends the message that they really do want to know, they’re not just going through the motions. The follow-up question is the key to building rapport. It will open the floodgates of conversation. Master Seller: “What did you do this weekend?” Customer: “Not much, just spent time with the family.” Master Seller: “Great. What did you all do?” Hijacking the Conversation kills rapport; don’t do it. Salesperson: “What did you do this weekend?” Customer: “I played some golf.” Salesperson: “Me too. Man, I played great. I shot a 92. I hit a shot on the 16th blah, blah, blah....” This is not active listening. It “hijacks” the conversation, irritating and boring the customer. Master Seller: “Sounds fun. How did you play?”
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Closing Objections
Most sellers are afraid of being too pushy, so they don’t even ask for the order. Trying to overcome an objection shows that we want to do business with our customer. It only becomes “pushy” if we try it more than twice. Two tries is usually the max. I Want to Shop It: Customer: “I appreciate the number, Susan. Let me shop it a little and I will get back to you.” Master Seller: “Bob, you told me you needed a 2x4 14’ #3 for quick. This is the quickest truck out there. Why don’t we put it on now?” Customer: “I know, but I’d still like to shop it a little more.” Master Seller: “We could shop it and maybe save $2 to $3/MBF, but we won’t find a truck that is quicker than this and we could lose coverage altogether. Do we want to take that risk? Why don’t we put this on right now?” Let Me Check My Inventory: Customer: “That looks like a pretty good number. Let me check my inventory and I’ll get back to you.” Master Seller: “Okay. You’re sitting at your desk right now. Why don’t we pull up your inventory and see how it looks right now?” Overcoming objections can feel like arguing. Many of us were raised by parents and teachers who told us not to back sass or question. The key when overcoming inquiry is tone. We need to keep our tone even, friendly and “No big deal.” If our tone is too pushy or needy it will make the customer uneasy or uncomfortable and will be easy to say no to. When our tone is matter of fact and laid back, it’s hard to say no to. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
THE REVENUE Growth Habit By Alex Goldfayn
Talking but not listening am shopping for additional disability insurance, and the local agency I work with here had me talk to their disability insurance specialist. For the first 10 minutes of the call, this guy talked without interruption. He would ask me questions and then answer them himself. He would take guesses about my situation without actually pausing to let me explain my actual situation to him. (If you don’t let the customer speak, the only option is to guess!) On multiple occasions I would start to speak, and the sales guy talked right over me, bulldozing his way to still more airtime. The only thing that saved this guy from me cutting the call short is that I like the agency and its owners, and want to keep my business with them. You cannot be a successful salesperson if you do all of the talking. In fact, in a sales conversation, about 25% of the talking is the right amount for us salespeople. Which means the customer should be allowed to think and speak for three-quarters of the conversation. This is the only way you can learn about the customer’s situation and needs. Too many salespeople talk far more than this. What causes this? Ironically, it is the salesperson’s own discomfort and fear. They are afraid of saying the wrong thing, so they keep saying different things. They don’t want to offend the customer so they plow through every silence and do exactly that. The customer is not uncomfortable. Only the ceaselessly yapping salesperson is.
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How to Talk Less & Listen More
Here are the keys to cutting down on the useless chatter that fills so many silences: Know your great value and behave accordingly. Salespeople who keep talking don’t know how good they are. They don’t believe they can help the customer tremendously. All the talking is, in part, to convince themselves. If you know how good you are, you are confident enough to be comfortable with silences. You know that the customer is not quiet because they are angry, but because they are thinking. Let them think. How do you get your own tremendous value? Ask your happy customers about it. They’ll tell you. Ask them what their favorite things are about working with you. Believe what they say. Buy it from them. And then behave accordingly: with more silence in your conversations.
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Ask a question and count (or sing a song)—but do not talk until the customer answers. Ask a question and do not speak until the customer answers. Why would you interrupt their thinking? Furthermore, why would you interrupt their answer. So many people do! It’s easy to stand out in this crowd. Ask, and then stop and listen. Pause for three seconds after the customer stops talking. During the give and take of conversations, one person stops talking. It is in this space that a good salesperson should pause and not speak immediately after the customer stops. Rather, count one-thousand-one, one-thousand-two, onethousand-three. You’ll find that many times, the customer will think of something to say during this silence that you don’t even know to ask about. Thus, you will uncover valuable insights and information helpful to your sale. Give your customers space to think and breathe. Don’t fill every silence with your nervous chatter. Ask a question and wait for the customer to answer it. That’s one of the great keys to sales success: listening. And it’s impossible to listen if you are the one doing all the talking. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com
SUPPLY THE BEST FOR BUILDERS OF ALL
SHAPES & SPECIES. YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310.
YellaWood ® brand pressure treated pine is sought after by all the best builders, especially those with leather tails, buck teeth and nature’s highest building standards. Our proven reputation for having high quality products drives demand for the Yella Tag. The five-star service and unrivaled support of the YellaWood ® brand puts dealers in position to meet their customer’s specific needs. See how the YellaWood ® brand delivers at YellaWood.com.
IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.
Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated.
TRANSFORMING Teams By Claudia St. John
2020 workforce trends What you need to know s we look into 2020, many of the challenges our clients faced in the past year are expected to continue through the New Year and beyond. As an employer, here is what you need to know:
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Hiring
As of November 30, 2019, the U.S. unemployment rate was 3.5%. The U.S. Department of Labor generally considers an unemployment rate of 4% or less to be full employment, and 34 states now have unemployment rates of 4% or less. We haven’t seen a labor market this tight in 50 years. We anticipate that the market will continue to be tight for the year to come. What employers need to do: ● Recognize that everyone who wants a job likely has a job, so your recruiting efforts should be focused on head-hunting ● Consider non-traditional candidates and those fresh out of high school and college. These populations have the highest levels of unemployment ● Focus on innovative ways to market your position and your company to prospective candidates
Q. A few of my employees have shown up sick for work. I really appreciate their dedication, but I’d rather they not come to work sick and get the rest of us sick. Can I send them home and require that they use their sick leave?
A. Yes, you can. Recognize that there may be reasons why employees are showing up sick that might include: • Not wanting to use sick or paid-time-off leave • Not being able to afford the lost wages due to illness • Fear that the workload will become overwhelming if work is missed • Fear of disappointing the boss If you do send them home, reassure them that you want them to take the time to recover and that you will help to ensure their work gets done. Remind them that sick leave is offered so that they will stay home when they are sick. And if they are worried about lost wages, try to identify ways for them to make up the time once they return to health. 30
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Retention
The importance of employee retention in this tight labor market cannot be over-emphasized. The Society for Human Resource Management estimates the costs to replace an employee range from 90% to 200% of the employee’s annual salary, depending on skill and experience. Employee engagement is critical to retaining employees. Knowing what’s important to them can help you structure your workplace so that it supports retention. Information can be collected via survey, formal meetings, and informal conversations. Expect to hear “wants” like good supervision, clear and achievable goals and expectations, regular feedback, competitive pay and benefits, and flexibility in scheduling. The concept of viewing employees as stakeholders as a way of increasing employee engagement is a game changer. Employees who view themselves as stakeholders and partners rather than replaceable commodities are more likely to remain engaged and deliver high-quality work. An increasing number of organizations use bonus programs as a retention tool. A 2019 Payscale survey reported that 73% of respondents used some type of bonus or variable pay program. Considering incentive pay, discretionary and non-discretionary pay for skilled and non-skilled workers, innovative technology such as same-day pay programs, debt forgiveness and student loan repayment plans all represent areas of opportunity for employee engagement. What employers need to do: ● Begin the process of employee engagement by collecting information through appropriate formal and informal channels ● Review current pay policies and benefit programs for competitiveness and anticipate the need to increase wages and enhance benefit programs to recruit and retain ● Consider developing a bonus program(s) for 2020 with an anticipated 2021 payout date ● Research innovative technology, benefit programs, and incentive ideas to support engagement
Compensation
Wages grew 3.2% to 3.4% during the second half of 2019, and similar growth is projected through 2020. Increases in wages for entry-level workers were driven Building-Products.com
by minimum wage increases in 19 states during 2019 and also by increases in starting salaries implemented by large employers. The table below shows the current minimum wage at several large retailers: Company Amazon Costco McDonalds Target Walmart
Minimum Wage $15/hour $15/hour $1/hour above local minimum $13/hour $11/hour
Notes All employees included All employees included All employees included $15/hour by end of 2020 All employees included
Starting salaries for college graduates also grew in 2019. The National Association of Colleges and Employers reported that the average starting salary for the Class of 2019 fall graduates is $55,280—10.6% higher than for the class of 2018. Starting salaries for Business majors currently average $53,912, up 3.9% over 2018, and salaries for Computer Science majors currently average $81,292, an increase of 10.2% over the last year. These wage increases can lead to a two-edged sword for employers: salary compression and job hopping. Salary Compression - Successful compensation programs are both externally competitive and internally equitable. Recruiting top talent in a tight labor market often means you have to pay top dollar to hire a qualified candidate. That may mean the employee you hire tomorrow will end up making a higher salary than current employees doing similar work. It may also mean that the new hire earns as much or more than employees doing higher level work that requires more skill and experience. When these situations occur, salary compression exists. It is a complex issue that doesn’t have a single solution. Job Hopping - A related problem involves job hopping. Research consistently suggests most employees who are working want a 10% to 15% salary bump to switch jobs. The expectations aren’t unreasonable, especially in a tight labor market. Over the past 10 years, employers have raised pay on average 3% or less per year according to PayScale’s 2019 Compensation Best Practices Report. Considering an annual inflation rate of 2% during that time, most workers are netting 1% or less. Meanwhile, according to an ADP Workforce Vitality Report, employees who switched jobs saw a bump in pay of 5.3% on average during that time. So, if you’re adhering to average or below average mar-
ket rates and paying nominal annual increases, chances are you will be facing high turnover and significant wage compression in 2020. What employers need to do: ● Anticipate the need to increase wages to recruit and retain talent in 2020 ● Review current pay policies for competitiveness in the recruiting market(s) and internal salary equity with current employees and new hires ● Consider salary adjustments for current employees to address internal equity issues ● Make sure annual pay increases stay well ahead of inflation ● Consider one-time salary payments (e.g., sign-on payments, special incentives) for new hires to address issues of external competitiveness and internal equity ● Understand who your competitors are for talent in your recruiting market(s) and remain informed of changes to their salary policies ● Look for innovative incentives, benefits, and workplace enhancements to attract and retain candidates If you’re having a difficult time managing your compensation programs, assessing employee satisfaction, or recruiting and headhunting for qualified talent, don’t hesitate to contact Affinity HR Group. Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group contact@affinityhrgroup.com
Q. What is the policy on closing the office due to bad weather? Do I have to pay my employees if we have to close the office?
A. How you set up your inclement weather policy is a matter of preference and should be spelled out in your employee handbook. Generally, non-exempt, hourly workers do not need to be paid for the time not worked. Should you wish to pay them since it is a circumstance beyond their control, you can certainly do so. For exempt, salaried employees, if you close the office, you cannot dock their pay for time not worked, but you may be able to request that they take paid-time-off. If they do not have any leave remaining, you must pay them for the time off. Under either circumstance, if the employee is working from home, he or she must be paid.
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LUMBER 411
A Special Series from Northeastern Lumber Manufacturers Association
By Matt Pomeroy
There will be a test
These six groups are tasked with monitoring and testing lumber strength values every five years.
How It Works
TESTING LUMBER
hen you sell a stick of lumber to a builder, what are you really selling? Studs for wall framing? Floor and ceiling joists? Roof trusses? All of these are everyday uses for lumber… but look deeper. How much do you know about the testing and monitoring that goes on behind the scenes to ensure each stick of lumber will perform for that builder based on its grade and strength value as published? And why should you care about lumber testing and monitoring?? Think of the program like this: You’ve seen the ubiquitous UL symbol for Underwriters’ Laboratory on the back of appliances? The lumber testing and monitoring program is the UL for the lumber industry, on behalf of the end user. The goal: to make sure the strength values for each species of lumber are accurately presented to the end user, the entire building community. The lumber testing and monitoring program as we know it was first launched in 2013. It was officially established by the American Lumber Standard Committee (ALSC) for all lumber grade rules-writing agencies across the U.S. and Canada—six groups total. Can you name them? The Southern Pine Inspection Bureau (SPIB); the Western Wood Products Association (WWPA); Pacific Lumber Inspection Bureau (PLIB); Redwood Inspection Service (RIS); and the Northeastern Lumber Manufacturers Association (NELMA) in the US. In Canada, it’s the National Lumber Grading Authority of Canada (NLGA). These grading agencies publish grade rule books for each of the species they represent; this is the bible, as it determines where each piece of wood can be used, for what purpose, and how much of a load it can carry in various construction uses.
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Let’s follow a stick of wood throughout the entire testing and monitoring process to show you how it works. It all starts with the development of a lumber sampling plan—by each agency that must be approved by the ALSC. Based on specific testing protocols, a geographic representative sampling of lumber for the species or species grouping published by the rules-writing agency is pulled by agency graders from random mills. The selection is completely random, and each piece is graded on the spot by expert graders to ensure it is No. 2 (the grade of lumber prescribed in the testing protocol and the most widely available grade). Sample sizes vary from 150 to 300 sticks of lumber, depending on an agency’s approved plan and the species type. From here, the stick goes on a trip! All samples are transported to a certified lab—some agencies have their own, other agencies use an outside accredited lab source, like the University of Maine—where they are submitted to rigorous testing in bending. Results in the lab are analyzed, then compared to existing published strength values and shared with ALSC for further review. If strength values remain the same—the ultimate goal—nothing is done, and plans are made to retest in another five years. If strength values are lower than published, then a second round of testing is completed. Should this added data also come out lower, then strength values for that species are adjusted and the information communicated across the industry as quickly and completely as possible. The entire testing and monitoring process, from plan creation to result reporting, takes 12 to 16 months. Now, why should you as a retailer care about the process of lumber testing and monitoring? Because it shows that the lumber industry has your back. You want every piece of wood you sell to a customer to perform exactly as it should; happy customers = happy dealers. This rigorous testing and monitoring process ensures that no matter what kind of lumber you sell, you can be confident in knowing that it will perform as expected. Every. Single. Time. The more you know!
– Matt Pomeroy is director of inspection services for Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.
Building-Products.com
rk Miles Buying Vermont Chain Allen Lumber
Six-unit r.k. Miles, Manchester, Vt., has agreed to acquire the four lumberyards of “friendly competitor” Allen Lumber, Barre, Vt. Founded in 1888, Allen Lumber has branches in Barre, Montpelier, St. Johnsbury, and Waitsfield, Vt. Miles has a like number of yards in Vermont, plus two in Massachusetts. The deal is set to close March 31. Except for a name change, co-owner Burnie Allen expects business to continue as usual. He and brothers Gary, Steven and Tom intend to stay on. They said they began formulating a transition plan before the death three years ago of a fifth brother, Paul Allen.
UNIVERSAL Forest Products, in conjunction with its reorganization and name change to UFP Industries, rolled out new branding, including a modernized version of its tree logo.
Universal Now UFP Industries
Universal Forest Products, Grand Rapids, Mi., has completed the reorganization of its operations and is now operating as UFP Industries, a name that more accurately describes the company today. “We are not just a forest products or wood company anymore,” said CEO Matthew J. Missad. “Over the years, we have evolved from a lumber wholesaler to a mixed materials manufacturer and solutions provider serving thousands of business customers. Our new segments—UFP Retail, UFP Construction, and UFP Industrial—will be much more focused on their individual markets, and with the leadership teams now in position, we expect more speed to market, better product and customer alignment and more efficient capital utilization. Prior to the reorganization, UFP affiliates and its 170 locations worldwide were organized by region; now they are organized by market. The company will seek shareholder approval for the change to its corporate name at its next annual shareholders meeting in April and will continue to trade on the NASDAQ exchange under the UFPI ticker symbol.
Owner Steve White had operated stores in Geist, Carmel and Nora, In., until 2018, when he sold the Nora location to an apartment developer. Now 70, White at the time considered winding down to prepare for retirement, but he said the opportunity in Fishers wound him back up again. Gray Tweedy, 61, whose family had owned the Do it Center since 1989, wanted to sell so he could retire. Before reopening as White’s Ace Hardware & Garden Center, the 20,000-sq. ft. Fishers store will undergo a two-month remodel, upgrading areas throughout, adding new brands, expanding parking, and adding a 10,000-sq. ft. garden center.
Bliffert Starts 2020 in the Pink
Bliffert Lumber & Hardware, Milwaukee, Wi., has added an unusual new delivery truck to its fleet. Instead of the traditional Bliffert white and blue, this delivery truck is sporting a pink paint job to support Susan G. Komen Wisconsin, a local nonprofit dedicated to bringing an end to breast cancer. More than just a positive message, the truck also symbolizes a fun philanthropic effort by the company: Bliffert Lumber & Hardware will donate 20 cents for every mile driven by the pink truck in 2020. “Breast cancer affects us all, and the pink truck is a reminder that we need to fight breast cancer every day,” said Eli Bliffert, VP. “We’re excited to contribute to the efforts of Komen Wisconsin while helping spread awareness for the great work that they’re doing in the community.”
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Local Lumber & Supply , Chattaroy, W.V., held a grand opening Dec. 2. Owners Jody Gooslin, Donovan Beckett, and Murphy Poindexter opened at a former 84 Lumber site. Wilmes Do it Best Hardware, South Sioux City, Ne., this
spring will add a 30,000-sq. ft. branch in Sioux City.
Cas Hardware, Andersonville (Chicago), Il., will close its doors after 41 years at month’s end so owner Cornel Ladan Jr. can retire. Woodford Lumber & Home, Clear Lake, Ia., is relocating this spring to the local former Superior Lumber location. Costello’s Ace Hardware is closing its Brooklyn, N.Y., location at the end of February. Beverly’s Ace Hardware, Gainesville, Ga., added a 29,000-sq. ft. branch in New Holland, Ga., on Jan. 7. True Value CK Home & Hardware, Bealeton, Va., is liquidating after a decade in business.
E&H Ace Hardware is relocating its Plain Township, Oh., branch to a new 12,000-sq. ft. building. Brehmer True Value Hardware, Madison, Mn., has closed and
auctioned off its remaining inventory.
Ritters True Value Hardware, Mechanicsburg, Pa., has been
put up for sale.
Harps Food Stores next month will open its first stand-alone Ace Hardware—an 11,500-sq. ft. store in Charleston, Ar. Keough’s Hardware, Ridgefield, Ct., closed its unit in Stamford, Ct. Downtown Hardware, Oak Ridge, Tn., is closing at the end of February after more than 60 years, with the retirement of owners/siblings Ann Bratton and Roger Clary.
Ace Dealer Snags Indy Store
Indianapolis area dealer White’s Ace Hardware is back up to three locations with the purchase of Fishers Do it Center, Fishers, In.
DEALER Briefs
MILWAUKEE dealer repainted one of its delivery trucks pink and will donate 20 cents for every mile it drives this year to Susan G. Komen Wisconsin to help fund breast cancer research.
February 2020
ABC Supply Co. opened a branch in Elmira, N.Y., managed by James Londa. Building-Products.com
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SUPPLIER Briefs Timber Holdings USA has relocated its headquarters from Bow, N.H., to North Charleston, S.C., to be closer to the port and to improve access to shipping. Harrigan Lumber, Monroeville, Al., this fall will update its line with USNR’s Transverse High Grader system, featuring Deep Learning technology.
CENTURY-OLD dealer Moeller & Walter, Reinbeck, Ia., is being bought by Midwest chain Spahn & Rose Lumber.
Spahn & Rose Picks Up Iowa Dealer
Spahn & Rose Lumber Co. has agreed to purchase Moeller & Walter, Reinbeck, Ia. The deal includes Moeller & Walter’s real estate and business assets. To streamline operations and maximize efficiency, Spahn & Rose will consolidate its nearby Grundy Center location into the Moeller & Walter facility. “This is a great acquisition that increases our presence in the Waterloo/Cedar Falls market,” Spahn & Rose CEO Dave Davis said. “By combining the Grundy Center Spahn & Rose location with Moeller & Walter, we’ll be able to serve our customers better than either location could before.” The new business will take on the Spahn & Rose name. Employees from both locations will be part of the new operation. Lynn Trask, former majority owner of Moeller & Walter, will become general manager. Ron Petersen, his partner, will also have a key role in the new business. Matt Wilson, GM of Spahn & Rose in Grundy Center, will serve as assistant general manager/operations, and Dan Mohlis will serve as assistant general manager/sales. Founded in 1876, Moeller & Walter was purchased by Trask in 1984; Petersen became a partner in 2001.
Conifex Sells SYP Mills to Resolute
Montreal-based Resolute Forest Products has agreed to acquire Conifex Timber’s three sawmills in the U.S. South for $163 million plus about $7 million in working capital. The deal, expected to close in the first quarter of 2020, includes mills in Cross City, Fl., and Glenwood and El Dorado, Ar., with combined capacity of 550 million bd. ft. “This transaction will provide immediate scale in the attractive U.S. South, with quality assets in a rich fiber basket, close to growing end-markets,” said Yves Laflamme, president and CEO. “Scaling our lumber business forms a key part of our stated transformation strategy. This transaction will also diversify our lumber production: when operating to capacity, almost 25% of our production will be in the U.S. South.” Resolute expects to invest another $20 million to gradually restart the El Dorado mill in 2021.
Lester Adding Store #5 in VA
Lester Group, Martinsville, Va., is opening its fifth building supply store in a former Moore’s Lumber location in Christiansburg, Va. Set to open in April, New River Valley Building Supply will feature over 41,000 sq. ft. of warehouse and store buildings, including a 6,000-sq. ft. showroom, across five acres.
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B&B Lumber, Jamesville, N.Y., has purchased a former furniture factory on 15.6 acres in McConnellsville, N.Y., for a new pallet plant. Beacon Roofing Supply, Peabody, Ma., is rebranding its 450 locations as Beacon Building Products, reflecting its expanding product mix. Manufacturers Reserve Supply, Irvington, N.J., Obdyke product line
is now offering the full Benjamin throughout the mid-Atlantic market.
Dealers Choice’s DCs in Savannah, Suwanee and Tifton, Ga., are now distributing Chelsea Building Products’ Everlast siding to dealers throughout the state. Everlast advanced composite siding products were recently approved for Type V buildings (A and B) and for use on all construction types permitted under the IRC and FBC-R (Florida Building Code, Residential). AFCO Industries is adding 93,000 sq. ft. of production and warehousing space to its Alexandria, La., aluminum extrusion and fabrication operation. The expansion will make room for AFCO’s fiberglass manufacturing to move in from Pell City, Al., consolidating its entire AFCO Columns and Railings brand at one location. Vista Railing Systems, Maple Ridge, B.C., is adding 50,000 sq. ft. of manufacturing and distribution space for its Vista and VistaPro Aluminum railing lines. Foundation Building Materials, Santa Ana, Ca., has acquired distributor Associated Drywall Suppliers, Louisville, Ky. Timber Products, Springfield, Or., will install a stateof-the-art Meinan lathe at its Yreka, Ca., plant, further improving veneer and plywood production as part of an ongoing modernization of its plywood business. It will be the first such machine in North America with 10-ft. production capability. Columbia Forest Products, Greensboro, N.C., sold its Cabinotch Division to Cabaxis, Owensboro, Ky., an affiliate of Phillip Crabtree, who created the cabinet box system. Cabaxis is addding new robotic equipment to produce Cabinotch systems more efficiently and affordably, and will relaunch the product to the woodworking industry during 2020. Wolf Home Products, York, Pa., has acquired counCarstin Kitchen & Bath Surfaces,
tertop fabricator Arthur, Il.
Anniversaries: Pennsylvania Lumbermens Mutual Insurance Co., Philadelphia, Pa., 125th ... Crystal Windows, Queens, N.Y., 30th. Building-Products.com
THINKING Ahead By Chris Knowles, Timber Products Co.
Get in where you fit in he building materials sector has so much to offer working professionals but, sometimes, figuring out where exactly you’re meant to be is half the journey. The key to finding your place is understanding that the first job you’re hired for in the industry probably isn’t going to be the one where you ultimately carve out your career. More than likely, what you thought you wanted you may turn out not to be what you want at all. At the same time, what you assumed would be a straight path to your dream work might just include some twists and turns along the way. And my experience is just one example.
T
Best-Laid Plans
The industry is filled with insiders who expected to stay only for the short term; but they fell in love with the business and the people, and now they’re here for the long haul. In my case, it was always part of the plan to make a living in wood products. Growing up, I thought I wanted a job that would allow me to work in the outdoors so, as an undergraduate student at Stephen F. Austin State University, I chose to pursue a bachelor’s degree in forest management. As I continued my education at the graduate level, those boyhood aspirations of laboring under the open sky began to evaporate. Don’t
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get me wrong—it’s still a dream job for many members of this industry— but I’d had an epiphany: I wanted to become a professor. I got the bug
About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at nawla.org.
February 2020
while serving as a teaching assistant, and this newfound focus steered my academic route in a different direction. After obtaining a master’s degree from the same college, I enrolled in a PhD program at Oregon State University, which hired me on a few years later. I had the background and desire for the teaching position I’d worked so hard toward for years, but if you think that’s what my first position in the industry was, then you’d be wrong. When I finally got hired, it was in the role of “extension specialist,” which entailed helping people in the wood products industry solve problems. It would be two years before I actually got back in the classroom—this time as the instructor. I went from wanting to work
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A Special Series from North American Wholesale Lumber Association
in the outdoor setting to wanting to teach to starting my career doing something completely different from either of those! Despite some level of disconnect at times between what I wanted and what I was doing, I was still happy to be working in this industry. My time at OSU was highly rewarding and, once I did finally assume some teaching responsibility, this aspect quickly became my favorite part of the job. I’m proud of the impact I’ve had on the lives of my students—many of whom continue to keep in touch, even after a decade.
More To Be Done
As fulfilling as my research, teaching, and other projects at OSU were, I knew my path would stretch beyond those experiences. I’d always contemplated the idea of making a move into the private sector, which I thought might be more suited to my personality. I’m a “people person,” and I like the energy of working on a team. The one downside of being in an academic environment is that you basically work in isolation. I did that for many years before finally deciding that it was time for me to find that team setting that I wanted. I thought industry was probably the right place to look, and the search brought me to Timber Products Co. just this past summer. As director of marketing, the work is very different. Before, for example, I worked with numerous building products firms, which was great. It gave me a lot of insight into the way multiple companies work, and I was able to help them solve small problems. The challenge with that is that I never felt that I solved the “bigger picture” with those companies. I was providing input from the outside, but now I’m on the inside, so to speak. That positions me to provide input in a different way because I can now see the bigger picture for the company, in terms of knowing what direction we want to go and having a role in helping us get there. At the same time, my responsibilities related to internal communications in addition to external communications allow me to retain and transfer some of my OSU experience being in front of a group lecturing. I also work with a great group of really good people who are a lot of fun but who challenge me in new ways every single day. One of the best aspects is the shared vision embraced by all members of the team. We have one direction that we’re all pulling in, which is something I really enjoy but was missing in the academic setting. That’s not to downplay scholarly work—the science end of the industry is invaluable and perfect for the right individuals. As is the teaching component. As are the profession’s outdoor operations. And every position in
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between. The takeaway is that there really is something for everybody in the building products business, even if it takes some time to see what that is for you, specifically.
Guiding Light
The advice I always gave my students during my years as a professor, and which still applies, is this: when you’re looking at your first job in this industry, don’t look at what that first job is, necessarily. Instead, look at what the opportunity is five or 10 years down the road. Also look for a company that’s willing to bring you in and give you exposure across the organization so that they can identify the right fit for both parties. A lot of
Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale. Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders. This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18. Registration for the spring course is now open! Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success. What better way to start the new year than with fresh insights, connections, and experiences? Register at www.nawla.org.
firms do this well—they might hire someone as a new management trainee, who then might spend six weeks in different components of the business. The trial periods give them a chance to “try on” different roles and figure out which one fits them best. The takeaway is that as long as you have passion and honesty, as long as you are unafraid to try something new, and as long as you take advantage of every possible opportunity to network, you can and will be successful in this industry. – Chris Knowles is director of marketing for Timber Products Co., Springfield, Or. (www.timberproducts.com).
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MOVERS & Shakers MaryLynn Heim, ex-Huttig Building Products, is now Hartford, Ct.-based territory mgr. for Weyerhaeuser, covering Long Island, NYC and Connecticut. P.J. Arling, branch mgr., Boise Cascade, Cincinnati, Oh., has retired, one year after selling Arling Lumber, which he headed since 1983. Mark Nelson, branch mgr. in Marion, Il., is now also overseeing Cincinnati. Sam Bacon, ex-Industrial Technology Services, has rejoined Biewer Lumber, St. Clair, Mi., as general mgr. of its Biewer Trading Division. George Meeker has joined U-C Coatings, LLC, Buffalo, N.Y., as Detroit, Mi.-based national sales & brand mgr. for Seal-Once. George Fishtorn, ex-Honsador, is the new general mgr. of Jennings Building Supply & Hardware, Brevard, N.C. Mike Mordell, executive director of international operations, Universal Forest Products (now UFP Industries), is retiring at the end of the month after 40 years in the industry, the last 27 with UFP. Dick McBride succeeds him. Benjamin McLean, CEO, Ruan Transportation Management Systems, Des Moines, Ia., is new to UFP’s board of directors. Andy Toombs, senior VP, LMC, Wayne, Pa., is retiring April 30 after 30 years with the firm. He will be succeeded by Sean Tighe, VP-Lumber Division. Trae McElheny has been appointed Charleston, S.C., market president Professional Builders Supply. Mark Byrd has been promoted to general mgr. at Griffin Lumber & Hardware, Forsyth, Ga. Michelle Kasson has been appointed chief information officer for The AZEK Co., Scranton, Pa. Glenn Coffee has joined Fortress Building Products, Garland, Tx., as director channel sales retail & e-commerce. Jim Daniel, ex-Lanahan Lumber, is now co-owner of US Building Supply, Savannah, Ga. Chad Crow, CEO, Builders FirstSource, Dallas, Tx., will retire later this year after 20 years with the company. Jason Hipskind, ex-Do it Best, has moved to Ace Hardware Corp., as Orlando, Fl.-based division mgr. for new business-East. Marty Stalvey has joined CrossRoads Building Supply, Fort Payne, Al., as sales mgr. Scott Kinkella, Do it Best Corp., has been promoted to regional sales mgr. for the Southeast and parts of the Mid-Atlantic. Charles Mehner, ex-S&H Building Materials, is new to outside sales with Riverhead Building Supply, Calverton, N.Y.
ORGILL’S NEW executive VP team (left to right): Eric Divelbiss, John Sieggreen, Greg Stine, Brett Hammers, Boyden Moore, and Randy Williams.
Randy Williams has been promoted to executive VP-distribution for Orgill, Memphis, Tn. Greg Stine is now executive VP-marketing & communications, and John Sieggreen adds the title of executive VP-retail to his role as president for Central Network Retail Group. They join existing executive VPs Brett Hammers (sales & purchasing) and Eric Divelbiss (CFO). Clay Krempin is now mgr. of McCoy’s Building Supply, Corsicana, Tx. Blake Bradley has been promoted to cabinet department mgr. at Ridout Lumber Co., Jonesboro, Ar. Joseph Harrington has been named B2B sales mgr. for Rocky’s Ace Hardware, Springfield, Ma. Robert Smith, quality assurance mgr., Haas Door, Wauseon, Oh., has retired after 20 years with the firm. Joe Begansky, ex-CertainTeed, is now plant mgr. for Knauf Insulation, Shelbyville, In. Michael Linden, ex-Huston Lumber Sales, has rejoined the inside sales team at Hamilton Building Supply, Trenton, N.J. Alisa Marie Coccari is now with Sunshine Ace Hardware, Bonita Springs, Fl., as marketing mgr. for all stores in Southwest Florida. Scott Filion has been named CEO of Phillips Screw Co., Wakefield, Ma., succeeding Ken Hurley, who is now chairman of the board of directors. Patrick Warren, ex-Emser Tile, has been appointed VP-dealer sales & showrooms for Daltile, Dallas, Tx. Charles “Chip” Marshall has stepped down as executive VP at Industrial Caulk & Seal, Abingdon, Md., to join the asset management solutions team. Tammy Bernier is replacing Dawn Adkins as accounting mgr.
Dorothy Tyler has retired after 57 years with White’s Ace Hardware, Shawnee, Ok., timed with the sale of the business to Higginbotham Brothers & Co., Comanche, Tx.
Dan Ervin has joined Duro-Last, Saginaw, Mi., as director of national accounts. Andrea Fisher is now director of marketing, overseeing all John R. Burt Enterprises divisions, including Duro-Last, Oscoda Plastics, Plastatech, Tri-City Vinyl, Tip-Top Screw Manufacturing, and Anvil Paints & Coatings.
Michael Boone, ex-Quarrix Building Products, is new to Allura, Atlanta, Ga., as commercial sales mgr. for the Southeast.
Otto Graf is now in charge of signing the checks at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.
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Building-Products.com
RoyOMartin Upgrading Mills
RoyOMartin, Alexandria, La., will invest $25 million to modernize two of its Louisiana facilities. Most of $23 million earmarked for Oakdale will go toward installing new equipment, including two 35-ton cranes to replace 15-ton cranes. The upgrades will reduce inefficiencies and fire hazards, and enhance air quality. Another $2 million will be spent in Chopin, for plantwide upgrades, including new equipment.
BlueLinx Sells 4 Facilities
BlueLinx netted $27.2 million in sale/leaseback deals for its distribution centers in Kansas City and St. Louis, Mo.; Nashville, Tn.; and Richmond, Va. The transactions provide BlueLinx with proceeds to pay down debt,
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and allow it to continue leasing the facilities for at least the next 18 years. “Deleveraging is a priority, and a key path to achieving this objective has been through the successful monetization of our owned real estate portfolio,” noted Mitch Lewis, president and CEO. “We remain in active and ongoing discussions with other sale-leaseback and outright sale opportunities, and believe these efforts should generate additional meaningful debt reduction in the first quarter.”
Boise Cascade Plans Dallas Door Shop
Boise Cascade Building Materials Distribution is opening a new ThermaTru door shop in North Texas. The 150,000-sq. ft. door shop—the company’s eighth—will serve roughly 750 dealers in Texas from Boise
Cascade’s Dallas location. The facility will assemble Therma-Tru exterior doors and offer PrismaGuard premium stain and paint finishing options along with Therma-Tru Composite Frames featuring Tru-Guard Composite Technology. It will also offer wood entry and interior prehung door units. It expects to start producing doors in the second quarter of 2020.
Warehouse Partially Collapses
Half of a storage barn at Alamance Lumber Co., Burlington, N.C., collapsed in the middle of the night Dec. 27. The structure was declared unsafe to occupy, as officials continue to investigate. It appears to be the same lumber warehouse that was declared unsafe on Sept. 21 after a pick-up truck smashed into it, taking out one of its corners.
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ABC Buys Milwaukee Distributor
ABC Supply, Beloit, Wi., has purchased the assets of Badger Building Supply, Milwaukee, Wi. The roofing and siding business will be consolidated into ABC Supply’s West Milwaukee branch.
Fire Doesn’t Deter Virginia Dealer
White’s Building Supply, Keysville, Va., has vowed to rebuild after an early morning fire destroyed its main building’s offices, showroom, and lawn & garden, paint and floorcovering departments. The blaze started Dec. 12 in a back storage room. A day later, the lumberyard was back in operation, and the owners had relocated their office to their living room. A temporary office will be constructed in the lumberyard.
Competitor Saves Wisconsin Store
In late December, days before its planned closure, Thompson’s True Value Hardware, Eau Claire, Wi., was purchased by local competitor Jacobson’s Hardware. Jacobson’s, which operates two Ace stores in Chippewa Falls, Wi., and another in Eau Claire, will keep the Thompson’s location open as it liquidates inventory and transforms it from True Value to Ace Hardware. The conversion, including name change, should be completed in March or April. “The name on the building may be changing, but the legacy will not,” said Joel Jacobson. “We look forward to continuing business here for many years to come.”
Partners Building Pellet Plant
Pinnacle Renewable Energy, Vancouver, B.C., will build an industrial wood pellet plant in Demopolis, Al., near its Aliceville facility and next to Two Rivers Lumber Co. Set to begin production in spring 2021, the $99-million facility will be owned 70% by Pinnacle, 20% by Westervelt Co., and 10% by Two Rivers Lumber. Under terms of the deal, Pinnacle will operate the new plant and manage its customer relations, marketing, sales and logistics. As well, Westervelt will sell 10% of its remaining stake in the Aliceville facility to Two Rivers Lumber Co.
Wood, Metal Dominate Door Market
Metal and wood will remain the most popular materials for doors going forward, accounting for a combined 91% of all door sales through 2023, according to a new Freedonia Group forecast. Metal is the top choice in nonresidential due to its strength, security, durability and low maintenance. Wood leads the residential market due to its frequent use indoors. Since interior doors frequently see less wear than exterior doors, durability is less important, allowing wood to dominate this market. Both metal and wood, however, will face increasing competition from fiberglass doors in the residential market, as fiberglass can offer the same strength and durability as metal entry doors—and can resemble the look and texture of wood doors—while offering improved energy efficiency. Overall, global demand for doors is predicted to increase 4.5% per year to $123 billion in 2023. The gains will be supported by higher levels of nonresidential construction in many developing regions and increasing repair and remodeling activity in countries such as the U.S.
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Building-Products.com
THE EVOLUTION OF BETTER FENCING • Low maintenance wood fence picket, pre-stained to save time & money • Beautiful earth tone shade that allows natural wood characters to remain visible • Professional, factory applied color for uniform coverage 800.482.5717 biewerlumber.com
• 2-Year color & 10-Year rot, decay & termite warranty
NEW Products
Fast Grab DAP has reformulated its DynaGrip Heavy Duty construction adhesive to deliver a powerful instant grab of common building materials for both interior and exterior construction projects, without the need for bracing or clamping. In addition to stronger and more durable bonds, it is easier to gun for greater efficiency and consists of a low-odor formula that is compliant with stringent VOC regulations. Offered in 5 oz., 9 oz., and 28 oz. tubes, it now provides 50% more instant grab and is ideal for the toughest jobs, including installing subfloors, drywall, heavy remodeling, and new construction. n DYNAGRIP.DAP.COM (800) 543-3840
Composite to the Core Envision Building Products has introduced its new Ridge Premium composite decking line with fluted profile. The product has the same EverGrain Core as its other popular composite decking collections, and a high-density cap. Ridge Premium comes in three colors—dark brown Black Walnut, light brown Vintage Oak, and cool gray Gunstock—designed to complement the design style of any home. n ENVISIONDECKING.COM (800) 253-1401
Barnwood-Look Composite Decking Monarch Technologies is launching MonaDeck, a patent-pending new line of ultra-durable composite decking developed for the residential market. Resembling century-old barnwood, planks are Class-A fire-rated and produced in 12” widths—an industry first. The decking incorporates a proprietary bio-based resin to bind recycled FSC-certified wood fiber and bamboo fiber in a sustainable composite with a hardness rating that rivals ipe.
Panelized Ledgestone
n MONARCHTECHNOLOGIESLLC.COM (253) 507-4622
n CULTUREDSTONE.COM (800) 255-1727
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Cultured Stone launched a panelized version of its Drystack Ledgestone manufactured stone veneer. The profile comes in three colors: Rubicon, Melrose and High Plains.
Building-Products.com
Lumber and Plywood Products Available Nationwide! • FlamePRO Fire Retardant pressure treated wood products, as described in the ICC Evaluation Services, Inc. ESR-4244, meet all major model building code requirements. • 1 Hour Tested Interior Wall Assembly (ASTM E119) • 2 Hour Tested Interior & Exterior Wall Assembly (ASTM E119) • UL Classified • UL GREENGUARD GOLD Certified • Cal Fire Listed • Koppers is an AIA-approved Continuing Education Provider. • Backed by a 50 Year Limited Warranty Program from Koppers. • BSD Speclink listed. Master Specification Content for Architectures, Engineers, and Construction Markets.
For more information call 1-800-585-5161 or visit www.flameprofrtw.com FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO® is a registered trademark of Koppers Performance Chemicals Inc. © 1/2020
Stainless Bar Railing AGS Stainless has unveiled Cascadia, a stainless steel bar railing system that ships within 48 hours and installs with minimal field modification. Because the customers provide their own top rail, there is no need for AGS to design and fabricate it. Components are made of durable A316 marine-grade stainless. n AGSSTAINLESS.COM (888) 842-9492
Prefinished Siding
LP Building Solutions is now offering LP SmartSide ExpertFinish Trim & Siding, a prefinished siding option in an array of tailored colors. The product now includes ExpertFinish Lap to avoid the need for seam caulking, joint molds, or pan flashing at butt joints. It is available in 16 colors and a variety of SKUs and finishes to complement a range of exterior styles. n LPCORP.COM (888) 820-0325
How Southern Lumber’s acreage went down, but its
business went up. When the SC Highway Department took two of Southern Lumber’s seven acres, the owners wanted to keep operating in their shrunken space without shrinking their SKUs. We analyzed their inventory and how their customers interacted with it. Then we reconfigured their yard down to every bin and slot and rebuilt it vertically on the remaining five acres. They operated with minimal disruptions throughout the process, did more business in a smaller space, and had their three best years ever.
Watch the video for the full story at sunbelt-rack.com/stories
CT-Darnell.com
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800-353-0892
© WTD Holdings, Inc., 2020. All rights reserved.
Glove Work Ergodyne’s new coated work gloves feature grip technologies and cut-resistant sleeves, offering a range of ANSI-level cut resistance, grip and dexterity. Two new grips—DSX for dry conditions and WSX for wet/ oily surfaces—are multi-layered to protect hands, while allowing air to flow. The ProFlex Cut-Resistant Sleeve is made of TenaLux, an engineered polyester that provides ANSI level A4 cut protection without the irritating glass or steel fibers commonly used in other cut-resistant fabrics. n ERGODYNE.COM (800) 225-8238 Building-Products.com
Drainage Wrap Barricade Wrap Plus Drainage features a non-directional gap design that can be installed in any direction, reducing scrap on gable ends without affecting drain-ability. The translucent, easy-to-install housewrap comes 5 to 10 ft. wide and 100 to 200 ft. long. n BARRICADEBP.COM (804) 876-9176
Narrow Crown Stapler Milwaukee Tool designed the new M18 Fuel 18GA 1/4� Narrow Crown Stapler to deliver peak productivity on the jobsite, providing unmatched stapling performance without the hassle of a compressor and hose. Its nitrogen air spring mechanism has the power to sink staples to the proper depth in hard materials every time, as well as tool-free depth adjustment to drive staples into soft materials without blowing through. Like all M18 Fuel solutions, it has a PowerState brushless motor, RedLithium battery pack, and RedLink Plus intelligence. n MILWAUKEETOOL.COM (800) 729-3878 Building-Products.com
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Capped PVC Fascia Boards Royal Building Products has launched its Zuri Fascia boards in 8” and 12” profiles. Made of capped PVC, Zuri products combine the natural beauty of exotic hardwood with unsurpassed durability and exceptionally low maintenance requirements. The fascia is available in Chestnut, Walnut, Pecan, Brazilia and Weathered Gray. They are backed by a 25-year color fastness warranty against color shifting. n ROYALBUILDINGPRODUCTS.COM (855) 769-2555
Pro Tool Backpack The Tradesman Pro Tool Station Backpack from Klein Tools provides generous storage for any trade’s essential hand tools, plus a fold-out workstation to keep tools and parts easy to locate on any jobsite. The water-resistant backpacks feature 21 pockets, extra padding on the shoulder straps and back, adjustable chest and lower straps, and optional worklight. n KLEINTOOLS.COM (847) 821.5500
Outdoor Power Trio
CertainTeed’s new CERTAplank reinforced vinyl siding reportedly offers the wide, flat face of hardboard siding at a lower total cost. It combines modern hardboard looks with a lightweight 7”, slim but rigid profile that can be installed quickly and safely, and requires virtually no upkeep. Both the panels and durable foam backer meet the Class A flame spread rating for building materials, when tested in accordance to ASTM E-84. Moisture-resistant panels feature a post-formed factory lock, heavy-duty thickness, and rolled-over reinforced nail hem, for withstanding hurricane-force winds.
DeWalt has added three new outdoor power tools to its 20V MAX* System—the 20V MAX* XR Brushless 14” Folding String Trimmer, 20V MAX* XR Brushless Handheld Blower, and 20V MAX* Pole Hedge Trimmer. The string trimmer’s folding hinge mechanism reduces its length by 41% for convenient storage. A QuickLoad Spool allows for fast and easy line replacement. The variable-speed trigger offers precise power control as well as performance and runtime management with a Hi/Lo speed control switch. The blower offers an innovative axial fan design to maximize air output and runtime. The pole hedge trimmer is designed to cut through a variety of landscape overgrowth, with its high-output motor and 22” hardened steel laser-cut blades.
n CERTAINTEED.COM (800) 233-8990
n DEWALT.COM (800) 433-9258
Wide-Faced Vinyl Cladding
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February 2020
Building-Products.com
ASSOCIATION Update Construction Suppliers Association is heading into the spring with a slate full of workshops and roundtables. A series of workshops (LBM sales, two-day basic blueprint take-off, and advanced take-off) will be held one after the other March 3-6 in Athens, Ga., then again March 30-April 3 in Montgomery, Al. Roundtables are set for truss producers March 8-10 in Knoxville, Tn., and for regional dealers April 15-17 in Savannah, Ga.; April 19-21 in Chattanooga, Tn., and Huntsville, Al.; and April 22-24 as well as April 26-28 in Tyrone, Ga. Florida Building Material Association will hold three TopGolf events this year—Feb. 5 in Jacksonville, April 16 in Tampa, and Oct. 22 in Orlando. FBMA is also pushing back the date of its annual convention and trade show to Sept. 16-18, to accommodate bigger crowds for its 100th anniversary celebration and eliminate issues (namely parking) with last year’s event at Shingle Creek. Building Material Suppliers Association kicks off its annual Learning Exchange & LBM Expo Feb. 5-6 in Hickory, N.C. Presentations include “Hold the Recession: The Housing Rebound of 2019,” “Cyber Security: Manage the Threats,” “Your Margins... Enhanced,” and “Eight Habits of
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Highly Successful Salespeople,” featuring a panel of top industry sales performers: Tina McEachin, Jennings Builders Supply; Mark Swatsworth, Lezzer Lumber; Josh McCall, Carolina Atlantic; and Guy C. Lee. Mid-America Lumbermens Association is presenting Estimating 1-2-3 Feb. 18-20 in Kansas City, Mo. Up next are a Webb Analytics Marketing & PR Boot Camp March 11 in Kansas City, Ks., and a contractor sales class with Mick Frank on March 18 at Forest Products Supply, Newton, Ks. Northwestern Lumber Association will hold clusters of events in different cities over the next two months. In Wisconsin Dells, Wi., the Wisconsin chapter of Future Lumber Leaders meets Feb. 4, in conjunction with the Wisconsin Dealers Leadership Conference, followed by LBM Management: Planning for Success on Feb. 5. The next stop is Eagan, Mn., for a meeting of the Minnesota/Dakotas chapter of Future Lumber Dealers on Feb. 7 and Estimating 1-2-3 from Feb 11-13. Council Bluffs, Ia., will play host to a project management seminar Feb. 26 and the big NLA Expo South Feb. 27-28 at Mid-America Center. Then it’s on to Brooklyn Park, Mn., for a contractor sales class March 3 and Sioux Falls, S.D., for an introduction to financial management March
February 2020
10 and Understanding Sales: How to Sell Efficiently & Effectively March 11. March 17-19 is Estimating 1-2-3 in Des Moines, Ia. Northeastern Retail Lumber Association is asking members to “Experience the Future” at its annual LBM Expo Feb. 5-7 at the John B. Hynes Veterans Memorial Convention Center, Boston, Ma. At the same venue, Northeastern Young Lumber Execs will hold its annual meeting on Feb. 5. North American Wholesale Lumber Association has named Jim Robbins Sr., former president and owner of Robbins Lumber, Searsmont, Me., as recipient of the 2020 Mulrooney Award. Reflective Insulation Manufacturers Association International welcomed its new leadership, led by president Sergio Luconi, Prodex, Costa Rica. He is joined on the 2020 board by VP Bill Lippy, Fi-Foil Co.; secretary/treasurer Ralph Dale, Dunmore Corp.; and new directors Dan Russell, Innovative Insulation; Monty Millspaugh, Reflectix; and Bobby Byrd, RoyOMartin. National Lumber & Building Material Dealers Association has opened registration for its 2020 spring meeting & legislative conference March 23-25 in Washington D.C., at a new venue—the Westin Washington City Center Hotel.
Building-Products.com
DATE Book
Northwestern Lumber Association – March 3, contractor sales class, Brooklyn Park, Mn.; www.nlassn.org.
Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.
American Fence Association – March 3-6, FenceTech, Salt Palace, Salt Lake City, Ut.; www.americanfenceassociation.com.
Peak Auctioneering – Feb. 1, LBM auction, Kansas City, Mo.; www. peakauction.com.
Construction Suppliers Association – March 3-6, education workshops, Athens, Ga.; March 8-10, truss roundtable, Knoxville, Tn.; www.gocsa.com.
Indiana Hardwood Lumbermen’s Association – Feb. 3-5, annual convention & expo, Indianapolis, In.; www.ihla.org. Northwestern Lumber Assn. – Feb. 4, leadership conference; Feb. 5, LBM management seminar, Wisconsin Dells, Wi.; nlassn.org. Florida Building Material Assn. – Feb. 5, TopGolf, Jacksonville, Fl.; www.fbma.org. Building Material Suppliers Assn. – Feb. 5-6, building products show, Metro Convention Center, Hickory, N.C.; www.mybmsa.org. Northeastern Retail Lumber Assn. – Feb. 5, Northeastern Young Lumber Execs annual meeting; Feb. 5-7, LBM Expo, Hynes Convention Center, Boston, Ma.; www.lbmexpo.com. Illinois Lumber & Material Dealers Association – Feb. 6, expo, East Peoria, Il.; www.ilmda.com/expo. Mississippi Lumber Manufacturers Association – Feb. 6-7, annual meeting, Graduate Hotel, Oxford, Ms.; www.mlmalumber.com. Do it Best – Feb. 7-10, spring market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com. American Architectural Manufacturers Association – Feb. 10-13, annual conference, Marriott Harbor Beach, Fort Lauderdale, Fl.; www.aamanet.org. Northwestern Lumber Association – Feb. 11-13, Estimating 1-2-3, Eagan, Mn.; www.nlassn.org. True Value – Feb. 14-16, Spring Reunion Market, New Orleans, La.; www.truevaluecompany.com. Monroe Hardware – Feb. 15-16, spring market, Myrtle Beach Convention Center, Myrtle Beach, S.C.; www.monroehardware.com. Mid-America Lumbermens Assn. – Feb. 18-20, Estimating 1-2-3, Comfort Inn KC Downtown, Kansas City, Mo.; www.themla.com. Appalachian Hardwood Manufacturers Association – Feb. 19-23, annual meeting, Naples Grande Beach Resort, Naples, Fl.; www. appalachianhardwood.org. Peak Auctioneering – Feb. 22, LBM auction, Baltimore, Md.; www. peakauction.com. Florida Hardware Co. – Feb. 22-23, spring market, DoubleTree, Orlando, Fl.; www.floridahardware.com. LBM Advantage – Feb. 24-26, meeting & show, Gaylord Palms Resort & Convention Center, Kissimmee, Fl.; www.lbmadvantage.com. RESNET – Feb. 24-26, building performance conference, Scottsdale, Az.; www.resnet.us. Frame Building Expo – Feb. 26-28, Iowa Events Center, Des Moines, Ia.; www.nfba.org. Northwestern Lumber Association – Feb. 26, special order seminar; Feb. 27-28, Expo South, Mid-America Center, Council Bluffs, Ia.; www.nlassn.org. International Conference on Timber Engineering – Feb. 27-28, Novotel London Wembley Hotel, London, U.K.; waset.org. Orgill – Feb. 27-29, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com. Connecticut Home & Remodeling Show – Feb. 28-March 1, Connecticut Convention Center, Hartford, Ct.; www.cthomeshow.com. International Hardwood Fair Cologne – March 1-4, Cologne, Germany; www.eisenwarenmesse.com. Structural Insulated Panel Association – March 2-4, annual meeting & conference, Embassy Suites by Hilton Phoenix/Scottsdale, Phoenix, Az.; www.sips.org. Building-Products.com
LMC – March 4-6, annual meeting, Music City Center, Nashville, Tn.; www.lmc.net. National Wooden Pallet & Container Association – March 4-6, annual leadership conference, Naples Grande Beach Resort, Naples, Fl.; www.palletcentral.com. North American Wholesale Lumber Assn. – March 8-10, Leadership Summit, JW Marriott, Palm Desert, Ca.; www.nawla.org. University of Innovative Distribution – March 8-11, JW Marriott, Indianapolis, In.; www.univid.org. Northwestern Lumber Association – March 10, financial management class; March 11, contractor sales class, Sioux Falls, S.D.; www.nlassn.org. Mid-American Lumbermens Assn. – March 11, LBM marketing symposium, Kansas City, Ks.; www.themla.com. Ace Hardware Corp. – March 12-14, spring convention, McCormick Place, Chicago, Il.; www.acehardware.com. Peak Auctioneering – March 14, LBM auction, Kansas City, Mo.; www.peakauction.com. International Home & Housewares Show – March 14-17, McCormick Place, Chicago, Il.; www.housewares.org. Northwestern Lumber Association – March 17-19, Estimating 1-2-3, Des Moines, Ia.; www.nlassn.org. Forest Resources Association – March 18-20, regional spring meeting, Hotel Bentley, Alexandria, La.; www.forestresources.org. Vermont Retail Lumber Dealers Assn. – March 19, Lobby Day/board meeting, Capitol Plaza Hotel, Montpelier, Vt.; www.nrla.org. Blish-Mize – March 19-21, spring market, Overland Park Convention Center, Overland Park, Ks.; www.blishmize.com. JLC Live Show – March 20-21, Rhode Island Convention Center, Providence, R.I.; www.jlclive.com. Peak Auctioneering – March 21, LBM auction, Kane County Fairgrounds, Charles, Il.; www.peakauction.com. National Lumber & Building Material Dealers Association – March 23-25, legislative conference, Westin Washington City Center, Washington, D.C.; www.dealer.org. Window & Door Manufacturers Assn. – March 23-25, legislative conference & spring meeting, Washington, D.C.; www.wdma.com. North American Wholesale Lumber Assn. – March 23-27, Wood Basics Course, Oregon State University, Corvallis, Or.; nawla.org. North American Wholesale Lumber Association – March 24, regional meeting, Montreal, P.Q.; www.nawla.org. Construction Suppliers Assn. – March 24-25, industry tour, Tulsa, Ok.; March 26, POS users group, Atlanta, Ga.; www.gocsa.com. Mass Timber Conference – March 24-26, Oregon Convention Center, Portland, Or.; www.masstimberconference.com. Montreal Wood Convention – March 24-26, Fairmont Queen Elizabeth, Montreal, P.Q.; www.montrealwoodconvention.com. Southern Cypress Manufacturers Association – March 25, annual meeting, JW Marriott, Nashville, Tn.; www.cypressinfo.org. Hardwood Manufacturers Association – March 25-27, national conference & expo, JW Marriott, Nashville, Tn.; www.hardwood.org. Southern Forest Products Association/Southeastern Lumber Manufacturers Assn. – March 25-27, joint annual meeting, New Orleans, La.; www.sfpa.org. February 2020
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New SYP Mill Ships First Load
Angelina Forest Products delivered the first shipment of southern yellow pine dimension lumber from its new sawmill near Lufkin, Tx., to McCoy’s Building Supply’s nearby store in Lufkin. Angelina’s state-of-the-art greenfield sawmill began construction in the fall of 2018. With two shifts, it will employ over 135, producing up to 300+ million bd. ft. annually of SYP pine dimension lumber, including 2x4 through 2x12 lengths 8 to 20 ft.
Versatex Celebrates The Best of the Best
Versatex Building Products, Pittsburgh, Pa., honored 16 partners with its annual Versatexcellence Awards. Distributor of the Year is Warren Trask Co., Lakeville, Ma.; Distributor Sales Rep of the Year Kristin Russell, Dixie Plywood & Lumber Co., Tampa, Fl; Stocking Dealer of the Year Gilbert & Cole Building Products, Marblehead, Ma.; and Regional Dealer Forest Tek Lumber, Islamorada, Fl.; Kingsley Lumber & Hardware, Kingsley, Mi.; Paneling Sales, Gordonville, Pa.; Siding Depot, Asbury Park, N.J.; Special Wood, Castle Hayne, N.C.; T.W. Perry, Gaithersburg, Md.; and WeatherPanel, Buffalo, N.Y. Fabricator of the Year is Hardie Boys, Pompano Beach, Fl., and Builder of the Year Archer Exteriors, Pittsgrove, N.J. In the Versatex In-House Sales category, Mark Edmondson, eastern territory, was recognized as top regional sales manager; Jeff Dahdah, Florida, top area sales manager; and Josh Turner, Northern New England, top market development specialist.
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PRODUCER Angelina Forest Products and dealer McCoy’s Building Supply celebrated the initial production of southern yellow pine dimension lumber from AFP’s new Angelina County, Tx., sawmill.
CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Deadline: 18th of previous month. Questions? Call (714) 486-2735.
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February 2020
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ADVERTISERS Index Page 17
Avon Plastics www.avonplastics.com
43
Biewer Lumber www.biewerlumber.com
27
CMPC www.selex.cl
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Coastal Plywood www.coastalplywood.com
31
Crumpler Plastic Pipe www.cpp-pipe.com
46
CT Darnell Construction www.ct-darnell.com
15
Everwood Treatment Co. www.everwoodtreatment.com
42
Fasco America www.fasco-tools.com
28-29
Great Southern Wood Preserving www.yellawood.com
45
Koppers Performance Chemicals www.flameprofrtw.com
Cover I
Lonza www.wolmanizedwood.com
Cover IV
Maine Wood Treaters www.mainewoodtreaters.com
41
MCL Wood Products www.mid-columbialumber.com
19
MOSO North America www.moso-bamboo.com
Cover II
Norbord www.norbord.com
23, 49
North American Wholesale Lumber Assn. www.nawla.org
Cover III
Northern Crossarm Co. www.crossarm.com
25
OHC www.ohc.net
20-21
Pacific Woodtech www.pacificwoodtech.com
3
ProWood www.prowoodlumber.com
7, 9
Redwood Empire www.buyredwood.com
5
Simpson Strong-Tie www.strongtie.com
47
Siskiyou Forest Products www.siskiyouforestproducts.org
37
Swanson Group Sales Co. www.swansongroupinc.com
35
Timber Products Co. www.timberproducts.com
33
WesternLumber www.westernlumber.com
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FLASHBack 65 Years Ago This Month
S
ixty-five years ago this month, in February of 1955, BPD’s sister publication, The California Lumber Merchant, noted a profound trend in residential home building: the quickening disappearance of duplexes, as the vast majority of the populace demanded a “onefamily home.” In 1900, 189,000 dwelling units were started, of which 65% were single-family homes, 16.3% were twofamily homes, and 18.6% were “many-unit” apartment buildings. Over the next 20 years, duplexes’ percentage had grown to more than 20%. But over the next 30 years multi-family construction, particularly of duplexes, had plummeted. In 1953, of the 1,068,000 dwelling units started, 87.3% were one-family houses, 3.9% were two-family houses, and 8.8% were apartment buildings. A year later, duplexes’ share had sunk to 3% flat. The shift was enabled by lenders anxious to sell mortgages, builders content to accept lower down payments, and homebuyers earning more money than ever before (in 1953, the average home-building family earned a robust $4,500 a year). Experts noted that the residential construction market had never been stronger and predicted 1955 would be another “record breaker.”
FEBRUARY 1955 cover spotlighted Alex Gordon “still doing business at the same old stand, in the same old way” at Gordon-MacBeath Hardwoods, Oakland, Ca. The year before, his partner, K.E. MacBeath, had sold his share of the business to start his own MacBeath Hardwood Co., Berkeley, Ca., which operates to this day. Gordon-MacBeath, however, sold out to Sacramento Box Co. a few years later.
• Although home building was surging, in turn driving increases in lumber demand, not all sectors of the supply chain could keep up. In the Pacific Northwest, lumber stocks began piling up on docks in Oregon and Washington due to a shortage of shipping space for lumber waiting to be transported by water. At the time, nearly half of shipments from area mills were destined for barges. But Pope & Talbot, which normally shipped 18 million ft. a month, had 28 million ft. piled up on docks at St. Helens, Or., and Port Gamble, Wa. Some mills started switching deliveries to rail. C.D. Johnson Lumber Co. warned that it would have to stop taking orders unless it got shipping space commitments.
MASONITE CORP. introduced its new Peg-Board paneling. Not only could perforated Presdwood panels be used for retail fixtures, but also to cover walls in garages and even homes.
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February 2020
• The “homes of the future” would still consume plenty of lumber and other traditional building materials, but would be powered and furnished completely differently, according to a forecast by Charles H. Lang, a vice president with General Electric Co. In a speech in Schenectady, N.Y., he predicted that for the first time electricity would heat the majority of people’s homes within five years. He also predicted central air conditioning would become commonplace in most homes, along with overhead lighting (which he described as “luminous ceilings that can be varied in brightness and color and which go on automatically when a person walks into the room.” There would also be cordless clocks that worked on shortwave from the Naval Observatory, and “television sets that look like a picture on the wall.” It would take more than five years, but eventually all of Lang’s predictions would come to pass.
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Brown treated wood provides a finished look of beautiful, natural wood tones upon project completion. • End uses include interior & exterior above ground, ground contact, & fresh water immersion. • Better corrosion resistance for exterior code approved fasteners & hardware • No need to wait 6 – 12 months before staining.
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Chippewa Falls, WI
715-723-4100
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BPD
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