BPD March 2017 by 526 Media Group

MARCH 2017

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Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

REGIONAL WOODS SPECIAL ISSUE • EASTERN PINE • CEDAR • REDWOOD • CYPRESS

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CONTENTS March 2017

Volume 36 n Number 3

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Special Report

Special Features

40 NELMA UPDATE

10 FEATURE STORY

GET A WHIFF OF THE LATEST FROM THE NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION, AS IT UNVEILS THE LATEST DEVELOPMENTS IN PROMOTING EASTERN WHITE PINE AND OTHER NORTHERN SPECIES

BEING CLEAR ON KNOTTY WOOD

12 PRODUCT SPOTLIGHT

CYPRESS POPS UP IN NEW AREAS

14 INDUSTRY TRENDS

REDWOOD KEEPS PACE WITH LATEST BUILDING TRENDS

16 MARGIN BUILDERS

MICHIGAN DEALER SEES THE LIGHT

MARCH 2017

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Building Products Digest

18 COMPETITIVE INTELLIGENCE

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

REGIONAL WOODS SPECIAL ISSUE • EASTERN PINE • CEDAR • REDWOOD • CYPRESS

HOUSTON BUILDING SUPPLY REINVENTS RENOVATION

28 NAWLA: THINKING AHEAD

ATTRACTING STUDENTS TO AN EDUCATION IN WOOD PRODUCTS

49 EVENT RECAP

STRONG SHOWING FOR BMSA

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Departments 8 ACROSS THE BOARD 22 OLSEN ON SALES 24 EVANGELIST MARKETING 33 APP WATCH 34 SELLING WITH KAHLE 38 MOVERS & SHAKERS 46 NEW PRODUCTS 52 IN MEMORIAM 52 CLASSIFIED MARKETPLACE 53 DATE BOOK 53 ADVERTISERS INDEX 54 FLASHBACK

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Vice President, Marketing & Circulation Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Dave Kahle

NOVEMBER 2016

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Contributors Kim Drew, Jessica Hewitt, Chris Knowles, Jay Lemke, John Rooks, Sarah Rowland, Dr. Robert Smith

JANUARY 2017

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INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS

2017: THE YEAR AHEAD • SOUTHERN PINE UPDATE • IMPORT DUTY CONFLICT

Eassy on the eyes. Easy to o install.

DECEMBER 2016

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INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

Director of Sales Chuck Casey chuck@building-products.com

2017 DECKING & RAILING BUYERS GUIDE • NAWLA TRADERS MARKET RECAP

New AWPA Standards for Treated Wood

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Chuck Casey chuck@building-products.com (714) 486-2735

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Phone (714) 486-2735 Fax 714-486-2745 BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2017 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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ACROSS the Board By Patrick Adams

Final words of advice

LOST A good friend today. I haven’t known him a long time… just since I was welcomed into this industry. He was one of the first to come up to me at my first tradeshow. While I’m not usually the smallest guy in the room, he made me look like a little guy. He stood there looking me up and down, and then with his always huge smile, he gave me a bear hug and said, “Welcome to the industry.” From that day, we spoke often on the phone and at the countless industry events and dinners that we would find ourselves at. Like many friends I have made in this industry, the talk was never about business—it started with the most important question of all: “How is your family?” Although I have never met them, I “know” them all from the countless stories and updates that he shared as a man who truly adored and lived to serve his family. We bonded over sharing the struggle of our duty to work hard and provide, at the cost of missing things that stories and pictures do not serve to replace. He was the kind of guy who wore his heart on his sleeve and would share it with you without condition or fear. He was the kind of guy who made you feel grateful—for what you have, what you have done and even for the opportunity to share time with him. He made you think about what was truly important in a way that stuck with you. We would talk about our team of staff and how we can’t believe that we’ve reached the point in life where there are people who actually look up to us. Although neither of us are “old,” we would laugh that we’re not quite sure when “it” happened because in our mind and eyes, we are still those goofy 20-somethings with big dreams and the passion to make it happen. We would share what a great honor it is to have a team that counted on us and actually cared to listen to our advice at times. No matter what was going on in the industry or the world at large, he would always see things from the bright side. He was one of those with the gift that nothing could drag him into the weeds of nagging over drama or gossip. He believed that inside everyone was the opportunity to be their best selves and it was rein-

Patrick S. Adams Publisher/President padams@building-products.com

Building Products Digest

March 2017

forced by his constant, sincere smile that started from his heart and just happened to exit his body through his face. Like I said, I haven’t known him a long time according to the calendar. However if you’re lucky enough, you meet some people who you just swear you have known for several lifetimes. Whether it is days or months, when you see each other again it’s like you only left the room for a second. When they say, “it’s good to see you,” you know they mean it, and when you talk, they are not looking around for who else might walk by that they’d rather talk to. I didn’t get to talk to him before he suddenly passed. I didn’t get a chance to tell him that although we have only known each other a short time, that I am better for having known him and will continue to be. If I had the chance, I would tell him all of this and he would be surprised because to him, this is just the person he’s always been and I’m sure he treated everyone the same way. Although we didn’t talk before he passed, I think his final words of advice would have been this— love unconditionally, work and live with passion in the moment, and don’t wait to share what’s on your mind or heart because you never know what tomorrow will bring.

Kent Marks (1963 – 2017) Building-Products.com

FEATURE Story By Western Red Cedar Lumber Association

Let’s be clear about knotty wood T

HERE WAS A TIME when knotty grades of wood were synonymous with simple rustic cabins, and that was about it. Not anymore. More and more architects are using tight knot cedar in contemporary design and there’s no sign of this trend slowing down any time soon. These innovators of wood design appreciate the numerous advantages of specifying beautiful Select Knotty siding and Architect Knotty decking for their projects. Initially, architects were mainly drawn to the countrified charm and budgetary benefits of choosing knotty. But now, many see the design possibilities that tight knot grades present in all types of settings including urban architecture. The evolution of knotty is especially evident in the Cedar Book series, an annual publication produced by the Western

KNOTTY WRC by Powerwood

“TREE HOUSE” in Austin, Tx., by Matt Fajkus Architecture features an upper story clad in stucco and clear-sealed knotty western red cedar, creating a veritable “tree house” for the children’s bedroom zone. (Photo by Brian Mihealsick)

Building Products Digest

March 2017

Building-Products.com

Red Cedar Lumber Association. Each year, the coffee table-quality book highlights outstanding examples of cedar architecture and each year, the amount of knotty cedar used for aesthetic value has increased. “Architects are attracted to the undeniable warmth and texture of tight knot cedar,” says Sarah Rowland, Cedar Book editor. “It’s their first choice and the fact that it’s more cost effective is just a bonus.” Take architect John Sage, for example. For his remarkable, energy generating fully accessible Slattery Residence, which was featured in Cedar Book 9, he chose nature’s most versatile building material because of its rich and varied tonal range. “The knotty grade of cedar brought additional texture to the palette,” he says in Cedar Book 9. “It grows with character as its grain, color variation and subtle irregularity express an earthy authenticity unachievable with composite or synthetic materials.” Architects are also realizing how beautifully knotty works with other materials. Matt Fajkus, who recently completed a funky spec home in Austin, Texas, stated in Cedar Book 9 that “the knots in this case added a desired texture and contrast to the clean and minimal massing of the white stucco on the house.” Another trend we’re seeing is mixing different grades of cedar to create texture. The owner of Ha² Architectural Design, Houry Avedissian, for example, incorporated both clear and knotty cedar to create a natural and refined connection between the indoors and the outdoors on her Treehouse project, which graced the cover of Cedar Book 9. “A tree house was the inspiration for this project,” says Avedissian. “Therefore, the most elegant wood had to be part of the core concept.” Cedar Book 10, which is due out this spring, promises to be the “knottiest” book ever, featuring a stunning array of projects that range from award-wining renovation jobs to reenvisioned community centers to ultra modern homes. “If this milestone edition is any indication, knotty cedar’s appeal is only growing stronger,” says Rowland. “People want their wood to look like wood, and it’s not just the green building community. As many architects explain in Cedar Book 10, the decision to use knotty wasn’t theirs alone. Their clients—whether it Building-Products.com

ALTER URBAN Design Collaborative’s Slattery Residence used western red cedar as a “wrapper” (upper photo), cladding the roof and walls. Awnings are created by folding up the wrapper to provide shelter at the north, and sun shade along the south. Louvers are created by rotating individual boards and voids are provided for direct sun light. (Lower) Inside, from the loft, you can experience the form of the roof above reflected in the underside of the WRC wrap. Glulam arches, flooring and railing are Douglas fir. (Photos by RAS Photography, Rachel Sale)

be homeowners, commercial developers or the voice of the community— were totally on board with the idea of using a material as natural looking as knotty cedar.” The other advantage to choosing cedar that really deserves highlighting is the sustainability factor. Knotty grades are harvested from abundant, sustainably managed forests. This is huge for architects and consumers concerned about how their choice in materials impacts the environment. Also important is how readily available knotty grades of real cedar are. Distributors specializing in real March 2017

cedar are stocking more and more different profiles of knotty products. For building professionals that means specifying specialty patterns has never been so easy. “Our network of distribution partners is highly efficient,” explains Paul Mackie, WRCLA’s cedar specialist. “They can get highly customized orders to the site delivered on time. Builders appreciate that. And for DIYers, we have a retailer locator on RealCedar.com so they can find a certified dealer near them. Our mission is to make sure every one gets the right wood for their project.” n

Building Products Digest

PRODUCT Spotlight By Stephanie Ornelas

Cypress popping up in new areas C

continuing to make a name for itself in the interior design world, and increased demand for the sustainable wood product isn’t just in the South—it’s coming from across the country and quite rapidly. Chuck Harris, Custom Lumber Manufacturing Co., Dothan, Al. noted, “People are calling for cypress product and availability information because it’s competitively priced and becoming an alternative option in areas of the country that have traditionally been cedar territory. I’ve been fielding more and more inquiries from up north and the West Coast.” Southern Cypress Manufacturers YPRESS IS

Association (SCMA) also stated that recently they’ve been receiving emails from architects in California who are trying to source cypress timber. Inside homes, cypress is being used for a variety of applications from ceilings, trim, and custom cabinetry. According to SCMA, consumers really like the variety in the aesthetic grades, from clear select grade to the knotty character of #2 grade. People have been specifically interested in pecky cypress lately, and that seems to be a growing trend as it has naturally occurring pockets and holes and create a desired visual effect. Because a number of wood-based

CYPRESS COMES IN: Cypress is being used for a variety of applications from ceilings to trim and custom furniture. Companies like Florida Cypress Wood Products, Jacksonville, Fl., are taking note of this growing trend showcasing their product as a viable interior design element.

Building Products Digest

March 2017

interior selections are in style this year, pecky cypress is becoming more desired as it offers intense imagery and color, with a rich grain and texture that makes stunning furniture. Geoff Philippus of Northshore Millwork, Mandeville, La., noted, “Often we introduce people to pecky cypress with its naturally occurring pockets and holes. It’s something they’ve never seen before.” Philippus also noted that due to its natural resistance to water, cypress is a great interior wood to use in wet zones, such as kitchens, bathrooms, mudrooms, and even outdoor cooking areas. The recent International Builders Show in Orlando and NextGen Home Experience presented the Next Gen “tiny” Home—a project that is meant to bring light to the growing trend of tiny compact homes, as well as the latest in energy efficient standards. Throughout the small structure, various contemporary design trends were displayed, one being cypress wood panels. Florida-based hardwood company Goodwin Co., also showed off some of its latest in contemporary home ideas through cabinetry, flooring, paneling and ceiling products. The company proved just how many ways its River-Recovered Heart Pine and Heart Cypress can be used to complement the numerous products showcased. Something that was reinforced at IBS was that sustainable design is becoming more and more important to builders and homeowners. As cypress continues to prove that it’s highly energy efficient, its interior facade is becoming more desirable as well. Building-Products.com

INDUSTRY Trends By Jessica Hewitt, Humboldt Redwood Company

For the latest in building trends, go redwood â&#x20AC;˘ Pergolas â&#x20AC;&#x201C; as an open-air structure, pergolas bring visual interest and a focal point for outdoor activities such as entertaining, preparing food, and relaxing, and with redwood as the lumber of choice, they can last a generation.

HAT CUSTOMERS WANT the latest in contemporary outdoor building is a surprise to no one. But some mistakenly believe that the latest and greatest must come from depleting our oil resources and filling the atmosphere with carbon dioxide, such as happens with the manufacture of composite decking/outdoor structures. Fortunately, more and more customers are realizing that the best contemporary design materials arenâ&#x20AC;&#x2122;t grown in the lab, but out in unfiltered nature. Redwood is the perfect example of this argument. This California-grown lumber has long been known as naturally strong, pest and decay resistant, structurally stable, and offering low combustibility under fire conditions. And, as new, man-made lumber products are introduced, with the use of fossil fuels producing significant amounts of carbon in their manufacture, natural products like redwood are more desirable than ever. Redwood is growing, both in consumer awareness and preference as a premium, naturally derived building material. From that growth, a few building trends have emerged that highlight the amazing qualities and structural versatility of this lumber:

Building Products Digest

March 2017

REDWOOD is experiencing a resurgence in use for pergolas and other outdoor structures. (All photos courtesy Humboldt Redwood Co.) Building-Products.com

• Gazebos – providing more shelter than a pergola, gazebos offer a point of retreat and greater protection from the elements without isolating inhabitants. • Exposed Timber structures – the natural color and grain of redwood timbers lend a solid support to a greater structural design. • Decks – a redwood deck can last a lifetime when it’s built and maintained well. • Planters – non-toxic and all natural, redwood is ideal for garden boxes and planters to hold flowering plants, herbs, even vegetable gardens. • Furniture – any form of seating, tables, benches all deliver the promise of a comfortable place to gather when built with redwood. • Arbors – create memorable transitions from one part of a yard to the next with redwood arbors. Among the trends emerging in landscaping design, there’s no better fit for bringing beauty, color and presence into an outdoor space than redwood. Combined with its longevity, and environmental qualities, redwood

Building-Products.com

INCREASINGLY backyard builders are realizing that the best contemporary design materials aren’t grown in the lab, but out in unfiltered nature.

is the top choice among landscaping trends. It is a choice any consumer can make with confidence, and reaffirm their wise decision year after year.

March 2017

– Jessica Hewitt is director of marketing at Humboldt Redwood Company. HRC is working to cultivate a lasting legacy of environmentally responsible forestry and sourcing, manufacturing, and distribution of top-quality redwood lumber products.

Building Products Digest

MARGIN Builders LED Retrofit

Michigan dealer sees the light I

N A QUEST to improve operations and add to its bottom line profitably, Rosenberg True Value Hardware found an answer from above: the lighting systems in its stores. The Michigan retailer has two store locations serving the communities of White Cloud and Grant in rural Newaygo County. Owner and CEO Bob Rosenberg is committed to continuously examining ways to streamline operations without compromising a high level of customer service his staff delivers. Because his stores sell lighting, Rosenberg had kept an eye on the latest LED innovations and related pricing both as a merchandise option and as another potential way to adjust expenses in a tight retail environment. His 18,000-sq. ft. store in White Cloud had 480 8-ft. T8 florescent fixtures, while his 9,500-sq. ft. Grant store had 194 8-ft. T8 florescent fixtures. The stores’ existing 8-ft. fixtures used two T-8 florescent tubes, each using 59 watts per bulb or 118 watts per fixture. Rosenberg noted that the existing T8 florescent bulbs and ballasts were in the last half of their life and would have been replaced in the next two to four years. He calculated that it would cost his business $5 per lamp and $25 per ballast to relamp the store to fluorescent lamps. This gobbled up dollars that could be spent elsewhere. Energy efficient LEDs became an increasingly attractive possibility. Rosenberg studied the

Building Products Digest

MORE BUSINESSES are switching out their fluorescent lighting for LED linear tubes, which improve illumination while consuming less wattage and offering a greater lifespan. (All photos courtesy of EarthTronics)

technology and the benefits it offers, including investigating rebates the local power utility offered businesses making energy-efficient upgrades.

LED Solution True Value’s lighting upgrade focused on securing the most energy savings at the lowest cost of labor and supplies. Careful research determined Rosenberg’s stores could enjoy significant energy savings by replacing each of the 8-ft. florescent lamps with two 4-ft. LED linear tubes using only 18 watts each. Wattage usage would go from 118 watts to 72 watts per fixture, thereby reducing consumption by 46 watts per 8-ft. light fixture. The new LED tubes also operate on line March 2017

voltage, so the existing ballast was not necessary and was removed from the circuit saving an additional 10 watts per fixture. “LED lighting has been around for quite some time, but only until recently did it make cost-effective sense for businesses our size,” Rosenberg said. “We had researched the idea of changing over to LED lighting. But it wasn’t until we discovered the right mix of products that we started to understand that a full conversion made sense. When we combined these products with a rebate incentive from our utility provider, Consumers Energy, we found a cost-cutting solution that would offer a viable, measurable impact to our business.” Building-Products.com

MICHIGAN hardware store switched out its existing lamps with LEDs, providing huge money and energy savings.

“With LED bulb life at 50,000 hours, we won’t have to replace these new lamps for up to 10 years. This delays future product and labor expense for us,” Rosenberg said. “We also learned that LED lighting runs at a lower temperature than florescent lighting, reducing summer cooling costs.”

Energy & Fixture Solution Instead of purchasing new lighting fixtures for the new LED linear tubes, Rosenberg True Value decided to convert its existing 8-ft. florescent light fixture to one using 4-ft. LED linear tubes. Rosenberg found that a simple retrofit kit enabled the project to forgo considerable expense of purchasing new light fixtures with additional labor and material costs. It also easily allowed the hardware stores to use the 8-ft. metal housing from its existing florescent fixtures and quickly convert them to four-foot LED lighting. The kit made the conversion from 8-ft. to 4-ft. tubes relatively quick and Building-Products.com

simple. The conversion occurred during hours of operation with little or no inconvenience to the stores’ customers. In the White Cloud location, True Value replaced 480 8-ft. T8 lamps with 742 4-ft. linear LED tubes, while 194 8-ft. florescent tubes were replaced with 286 4-ft. linear LEDs at Grant. Conversions took about 15 minutes per fixture, enabling the entire install to be completed in 18 days, holding labor costs below $3,500.

Nice Surprise According to Rosenberg, it turned out the LED linear tubes were actually brighter than the florescent lamps. As a result, his stores did not have to use two 4-ft. LED lamps to replace every 8-ft. florescent tube. Both stores were able to reduce the number of the T8 LEDs used in the fixtures from four to two lamps. This was accomplished without changing in the quality of the light levels in each of the stores and resulted in additional energy savings with the reduced March 2017

power consumption. “We wouldn’t have attempted this major project unless we were able to minimize costs enough to have a short-term payback,” said Rosenberg. The cost of the T8 LED linear tubes from EarthTronics, Muskegon, Mi., plus labor cost $14,000. However, with the rebate from Consumers Power of $3,300, the total project cost was only $10,700. Rosenberg says initial project analysis estimated a payback period of a little over two years. Ultimately, after the project ended and he received the stores’ third energy bill, he realized payback would be closer to 18 months. “This is the first time we have been able to make a significant cut in what would be considered a fixed expense and succeeded to the point that it will actually improve the health of our business,” he said. “Consumers Power rebates gave us the incentive to pursue a project that led to using LED technology. It is one of the best things that has happened to our business in several years.” n

Building Products Digest

COMPETITIVE Intelligence By Carla Waldemar

Reinventing renovation H

OUSTON, WE HAVE a problem. Okay, this time it wasn’t an astronaut’s alert to a scary situation. It was Greg Van Baden, owner of Grogan Building Supply, assessing his city’s economic freefall in the ’80s, when oil money ran dry and bankruptcies, instead, erupted. Greg is the fourth generation owner of the outfit he and his wife bought from his dad, who’d taken on the location his Grandma Grogan launched in the 1940s. That was after her own forbears got too old to run the steam-operated sawmills and surrounding timberland that began the whole endeavor in 1886. “I’m the last part of that picture,” says Greg, who grew up in the family lumberyard, hanging out with grandpa as a kid, then working during school vacations. “I didn’t really have a choice; the company needed my help. So I got married in 1980 and went straight to work.” (His wife joined the company in 1992 as CFO.) But the business came with problems, Houston. “I knew lots of improvements were needed, so I started to turn it around. Whenever I made some money, I’d use it to build and improve it, and add more vehicles,” which today include six trucks and four forklifts.

WOOD MILLWORK has been a profitable niche for Grogan Building Supply, Houston, Tx. Here, president Greg von Baden shows a Southern Shutter Bahama shutter to a customer.

Building Products Digest

March 2017

“Grogan’s has been in this same location—called The Heights—since the Forties,” says sales professional Diane Easley, “while the neighborhood went up and down, depending on the economy and housing. During the ’60, ’70s, and ’80s, people started fleeing to the suburbs.” Which meant fleeing revenue for Grogan. “We were down to four or five employees,” Greg remembers: “My wife and I and a few helpers.” … until those city dwellers started fleeing back again. The Heights is now hot-hot-hot, designated as an Historic Neighborhood. “It’s undergoing a renaissance,” reports Diane. “People are buying up old bungalows, older houses.” But, those newly-desirable homes needed cleaning up and fixing, you bet! And Greg bet, too. He quickly recognized a lucrative niche when he spotted it, and started specializing in wood windows (Jeld-Wen is a prime vendor), a major chunk of his current business. “Wood windows saved us,” Greg declares. “People were motivated to renovate—lumber, windows and doors, and special orders—those became our niche. We’ve become known as the go-to for hard-to-find stuff; even the competition sends customers to us. Special orders,” he swears, “have kept us alive.” Lots of pine goes into the custom millwork Grogan turns out to match the vintage siding and mouldings in these older houses. Mahogany doors, too. And cedar. “I sell a lot of cedar!” He utilizes high-quality (and high margin) oldgrowth stock which his distributor can deliver in just one day, popular for projects like pergolas and decks. “But I’m not after selling framing packages. We can, but there are much bigger players in the market. We’re a lot better off with custom orders. In fact, two salesmen here, that’s all they do. We can make whatever you can draw,” he’s won the right to boast. And to guarantee it: “We hired a full-time tech just to work on the windows and doors we sell; he’s on the road every day, taking care of any issues. Not everybody can offer that,” Greg underscores. And to maintain skills and info, the boss sees to it that employees attends PK seminars and participate in vendors’ plant tours. Seventy percent of Grogan’s clients are pros, working on those renewal projects. “But as the neighborhood changes, we’re getting the DIY trade, too, a new clientele—the high-end home owners who need something for their projects. Still,” he makes it clear, “our main focus is taking care of the professionals—trucks, equipment and a rental department for the pros. They appreciate the convenience and quality of shopping here; they’re not just looking for the lowest price. Building-Products.com

“Why do they like us?” he ponders. “It’s a lot to do with relationships. If a new builder comes to town, he asks around and they say, ‘Go to Grogan’s; they’ve taken care of me for 10 years.’ They don’t go to Home Depot, where you park and have to walk a mile, and then the guy sells lawnmowers and can’t mix your paint.” (Speaking of paint, Benjamin Moore is another prime vendor that sets Grogan apart.) When Greg ran out of room at the original location and decided to expand, he also decided to inaugurate another service (and cash cow). Thus, three years ago he added a Design Department (along with needed office space) in a warehouse two miles distant. “It came at the right time; we were growing, big-time. The economy was taking off again. It’s staffed by four salespeople and displays all our windows and doors and siding, painted in different Ben Moore colors. It also provides a conference room where builders and architects can sit down with their clients, with a big TV for presentations, wi-fi and refreshments.” The timing for that new addition was ideal, because, says Diane, “new construction is gradually bouncing back after it hit bottom in 2008.” And Grogan’s is doing business, beyond remodeling, with these single-family custom builders, too (“No tracts,” swears Greg, “we’ll leave those for the big guys.”) And that means adding contemporary looks to Grogan’s traditional stable of Traditional styles. Sifting through photos of projects on the company’s website is like paging through a glossy shelter magazine. Yup, there’s the façade of Restoration Hardware—one of Diane’s clients. And that coup has led to loads of other new business, as homeowners swarm in saying, “I want windows and doors that look just like that!” Check out, too, the

photos of the Idea House in Galveston that Grogan supplied—“really cool,” agrees Diane. “Plus, that developer just came in and wants to work with us again.” Grogan utilizes that website to spread the word, supplemented by a very active presence on Facebook, where each location has its own page. A designated person updates them every weekday, celebrating everything from birthdays to new products and projects. Builders’ Appreciation Day is another of Grogan’s effective efforts to capture loyalty. Sure, many a yard slates such an annual event, but Grogan’s vendors swear this is one of the best: “Your crowd’s very involved; they ask questions. They visit all our booths; they’re not just here for the free food.” Oh, not to worry: There’s food, too. There’s also a popular contest for the best booth and raffles and give-aways that culminate in a grand-prize getaway at a swell resort. So, what does the future look like? Houston, is there still a problem? Diane reports, “People are still cautious, putting off decisions, waiting to see. Oil prices are still low, too, and it can be hard to get bank loans. There have been some layoffs and consolidations around town. Lots of existing homes for sale, too.” But, you know what? That’s what keeps Greg on his toes. “It’s fun. I love waking up each day.” And that’s what matters. Carla Waldemar cwaldemar@comcast.net

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Building Products Digest

OLSEN On Sales By James Olsen

Command presence C

is a term developed by the armed forces to speak about those who lead, especially others, into battle. Like salesmanship, many believe we either “have it” or we don’t. The armed forces, the police and Reality Sales Training believe we can train ourselves to be leaders, to have command presence. OMMAND PRESENCE

Sales = Leadership Once we start asking people to give us their money, we are in a leadership position. In many circumstances we are giving expert advice about our product or market. We are asking our customer to put their job or business on the line based on our opinion. One of the biggest mistakes in sales is acting like a servant. We cannot service our way to the top of a sales business. The problem with servant-selling is that it works. Just not enough. We can get some business from time to time being a lick-boot, but we are fighting over the scraps left by the master sellers who are leading their customers in the sales process.

Leadership Sales There are several ways that we can show command presence and lead our customers. Be prepared to close. Sellers tell me that it is more and more difficult to get buyers on the phone (or in person). I agree. Since it is true we need to be ready to close at all times. Too many sellers call (on) a customer and are not prepared to sell/close them. They might be able to get close to an order, but have to “check on one more thing” before they can take the order. This is the opposite of command presence. This tells the customer that the seller doesn’t care enough to do the work ahead of time. Many sellers have the attitude, “Why do all that work when they might not buy?” That’s like a cop saying he will put bullets in his gun when he needs to. These sellers are correct but poor. A lot of customers do say no. The master seller ignores the no’s and prepares every call like it is THE call. Master sellers are ready with all the details necessary to close. The master seller has more than one idea or product to promote. This readiness is sensed immediately by all customers. Whether the customer buys or not they feel the preparedness of the master seller and remember it.

Building Products Digest

March 2017

When the seller with command presence calls the second time the customer knows before the meeting that they will be expected to buy. The master seller makes selling look easier because it is easier when customers know what is expected of them. The opposite is also true. When a salesperson is not prepared the customer senses it—also immediately. These sellers invite poor treatment and receive it. Stop asking “What do you think?” This is a weak and subservient question. We have prepared our offering. We are calling the customer because we think it is a good deal for them. We present it as such and say, “So how many of those can you use?” This positively assumptive phrase shows command presence and demands a business response (which puts us ahead of 90% of the salespeople who don’t even ask for the order!). We will find out what our customer thinks when they say yes or no. Be confident when giving the price. Many sellers stiffen up when they give the price. Some cough or ahem right before they give the price. This nervousness is sensed by the customer and makes them hesitant to buy. Practice giving the price with a smile. Relax and assume you have the best deal and act like it. Stand up for yourself… by asking for the order. The paradigm in many industries is, “Give me your number and I’ll get back to you.” Too many sellers go along. “Why make waves? If I’m nice and do it their way, they’ll like me better and they buy from me.” This is not true. The salesperson who “goes along” is easy to say no to. This is our “command presence” moment. It is as simple as saying, “Hang on a second, Sara. Why don’t you buy it from me this time?” Humans want and need leadership. In sales, as in life, when we lead, some will follow. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

EVANGELIST Marketing By Alex Goldfayn

Choices Y

OU HAVE A CHOICE.

We all have a choice. Every time we learn something, or decide something, we have a choice. For example, as some of you may have heard me say at my speeches: when you attend a learning event, you really have two choices: • How can I fit what I am learning here into my world, and figure out how to make this work for me? • This is not for me. This will never work. Henry Ford famously said, “Whether you think you can or you think you can’t, you’re right.” Which means, if you believe that you can take what you hear at an event and apply it to improve yourself, or your work, you would be right, and you will do exactly that. This is what Carol Dweck calls a growth mindset. Or, conversely, if you believe that what you’re hearing is nonsense, the boss paid for this workshop which we don’t really need—because don’t tell me how to do my job—then you would also be right. You won’t learn much, and you will apply nothing. The fascinating thing to me here is that you’re spending your time at the event anyway. You have to be there. So why not look for ways to make it work for you, as opposed to actively resisting it!? Why not choose the option that helps you get better? It’s up to you! And so, we all have choices to make. We can choose, for example, to be optimistic that we will make a sale when speaking with customer, in which case we will have a real chance to do so. On the other hand, we can decide to be pessimistic about making the sale. If so, I would bet my children’s’ college money that you won’t make that sale. (We’ve all received phone calls from salespeople who don’t believe what they’re selling. Do you ever buy from them?) Who do you think performs better, optimistic salespeople or pessimistic ones? (If you’re not sure, study after study finds optimistic salespeople significantly outperform pessimistic ones.) Since we get to decide our mindset going into the call, why not pick the one that’s advantageous to us? The one that can help us bring more money home to our families! We also have a choice about whether we will sell in person or on the phone, or, because we fear rejection, to sell by email. Which do you think is more effective? Also: you can choose to actively, systematically ask

Building Products Digest

March 2017

for referrals on the phone and in person, or you can choose to shy away from them, because it might offend the customer. Interestingly, customers love to give us referrals. It makes them look good to their friends and colleagues, and it puts us into their debt. A good referral brings glory from all sides for the referral giver. And yet, we usually choose to withhold this glory from them by not asking for the referral. Same goes for testimonials. We can choose to ask for them, on the phone, regularly and consistently. Or we can choose to let our work do the talking, and keep the conversation focused on our products and services, as opposed to the great ways we help our customers. Which do you think is better for your business? We have a choice about whether to ask for the business every time the opportunity arises, or to avoid doing so while hoping the customer places his money into our hand, closes our hand, and moves it for us into our pockets for us. Actively is always better. The customer has come to you. They’ve presented their problem. They’re interested in your help. And yet you choose to not ask to help them, and thereby you avoid helping your company and your family. When you are avoiding something, ask yourself: is this helpful to me and my family, or harmful? If it’s the latter, why choose it? Are you more comfortable putting yourself into a position of disadvantage? Many times a day, you have choices to make. One will help you, your customers, your employer, and your family. The other will harm all of them. Which will you choose? – Alex Goldfayn runs The Revenue Growth Consultancy and is author of The Revenue Growth Habit. Visit www.evangelistmktg.com. Alex Goldfayn The Revenue Growth Consultancy alex@evangelistmktg.com

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Menards to Add Treating Plant Menards has submitted paperwork to build a pressure treating facility at its regional distribution center in Plano, Il. The expansion would result in addition of two to three new buildings, at a price tage of $30 million, including equipment. Spokesman Scott Nuttleman said the chain hopes to begin construction this spring, in time to begin treating operations next year. But if the local city council didn’t approve the project, it could be moved to Missouri. Under the name Midwest Manufacturing, the company started with a truss plant at his home base in Eau Claire, Wi., in 1969, and has since added operations in Iron Ridge, Wi.; Rochester, Mn.; Holiday City, Oh.; Plano, Il.; Shelby and Shell Rock, Ia.; Valley, Ne.; Terre Haute, In.; Rapid City, S.D.; and Saginaw, Mi.

Window Groups to Merge The Northeast Window & Door Association has agreed to merge operations with the Window & Door Manufacturers Association, with NWDA members becoming part of the newly formed WDMA-Northeast. Under the new structure, WDMANortheast members will continue to receive the same benefits as they did with NWDA, including regular regional meetings, as well as certain services from WDMA, such as legislative, regulatory and code representation, issue briefs and alerts, access to technical experts and participation in WDMA conferences. “The merger of NWDA with WDMA is a bold visionary step with numerous benefits for the members of both great associations,” stated Steve Chen, NWDA President and COO of

Crystal Window & Door Systems. “The synergies resulting from the combination of the organizations assures a bright future for the fenestration industry not only in the Northeast, but across North America.” The merger was expected to be final within weeks after completing the appropriate state filings.

Conifex Restarting GP Mill Conifex Timber, Vancouver, B.C., will invest $80 million modernizing and restarting the former GeorgiaPacific sawmill complex in El Dorado, Ar. (see Nov. 2016, p. 24). The company plans to create a state-of-the-art facility employing 120 and initially producing 180 million bd. ft. a year, with start-up planned for later this year. “This project provides Conifex with access to lumber and timber markets in the U.S. South. Our commitment of $80 million to this facility will ensure the long-term sustainability of this site and contribute to our overall company growth,” said CEO Ken Shields.

Robbins Plans Biomass Plant Robbins Lumber will build an 8.5megawatt biomass plant at its Searsmont, Me., sawmill site. The facility will burn bark, wood chips, and sawdust to power a steam turbine for generating electricity, with its waste heat being used to dry lumber and heat buildings at the mill. Full construction is awaiting permit approval, although work has already begun on two elements of the project—cooling towers and a twin dump station. These components are being built first because they can also be used by the sawmill.

DEALER Briefs OK Lumber , Idabel, Ok., was destroyed in a Feb. 9 fire. Authorities are investigating. Sutherlands Home Base Lumber is opening a new location on 6.7 acres in Copperas Cove, Tx.

St. Matthews Hardware , Louisville, Ky., is closing this month after 96 years, to clear way for a neighboring bank to expand its parking lot. Curtis Lumber , Ray Brook, N.Y., was damaged in a Jan. 29 blaze. Authorities are investigating. Orchard Supply Hardware is now up to six stores in Florida, with openings Feb. 14 in Bayhill (Orlando, store mgr. Chris Tamaru) and Feb. 28 in Naples. Lowe’s has broken ground on a new 158,000-sq. ft. home center in Lake Nona, Fl. Menards unveiled a 160,000-sq. ft. location Jan. 31 in North Kansas City, Mo., following openings late last year in Belton and Independence, Mo., and Olathe, Ks. Jay’s Hardware , Wrens, Ga., and Do it Best Hardware, Cut Off, La., have added in-store Sears Hometown appliance stores. Akron Lumber Co., Akron, Oh., was honored with the local Chamber of Commerce’s President’s Award, in concert with the firm’s 125th anniversary.

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March 2017

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US LBM Acquires Arkansas’ Ridout U.S. LBM Holdings has acquired Searcy, Ar.-based Ridout Companies from the Ridout family, with Ross Ridout staying on as president of the new division. Founded in 1971, Ridout includes the Ridout Lumber Co.’s 12 yards in Arkansas and one in Joplin, Mo.; Ridout Door Manufacturing Co.; and Arkansas Wholesale Lumber Co. “Our business has grown successfully for more than 45 years, and joining U.S. LBM will take us to the next level,” said Ridout president Ross Ridout. “We’re excited about the new opportunities this partnership will create for our employees and customers.”

Maine Store Welcomes New Owners Bill and Holly Chandler, owners of Coastal Hardware, Yarmouth, Me., are the new owners of Cook’s Hardware, Gorham, Me. After spending nearly half a century at the store, Phil Cook Jr. turned the business over to the couple as he retires to Florida. The store will soon be renamed Gorham Ace Hardware. The Chandlers have owned and operated Coastal Hardware for 25 years.

ProWood Unveils Dealer Program Universal Forest Products has rolled out a new branding and dealer program to support its ProWood pressure treated lumber. The new ProWood Proud Dealer Program provides dealers with access to advertising funds, print and digital mar-

keting support, merchandising displays, rebates and other perks that will help dealers deepen customer loyalty while showing that they are ProWood Proud. Dealers also have access to local reps who can address their specific needs. The updated branding includes a new tagline that captures ProWood’s commitment to being the very best: Never Settle. “Dealers and contractors want their customers to know they are getting the very best. By choosing ProWood, they can have that assurance,” said category marketing manager Jase DeBoer.

SUPPLIER Briefs Roseburg Forest Products has sold its Oxford, Ms., thermally fused melamine laminate plant to Wilsonart Engineered Surfaces. The plant closed in December 2015 after losing a key customer. U.S. Lumber’s Joppa, Md., location is now offering Boral TruExterior siding and trim to dealers in New Jersey, eastern Pennsylvania, Delaware, Maryland and Virginia.

Parksite’s facilities in North Brunswick, N.J., and Baltimore, Md., are now distributing Dexerdry deck weatherproofing flanges. International Forest Products, Foxborough, Ma., has acquired Cartulinas N.A. Inc., Jacksonville, Fl., to become the exclusive sales and logistics agent for Cartulinas CMPC S.A.’s paperboard products sold in the U.S. and Canada. As part of the deal, Paul Blackman will be joining IFP as VP-paperboard. Firestone Building Products Co., Indianapolis, In., has agreed to acquire Gaco Western, Seattle, Wa., producer of silicone roofing systems and spray foam insulation. The deal was set to close before the end of 1st quarter 2017. Clark Lumber Co., Red Boiling Springs, Tn., owner Hugh Clark has purchased 2,080 acres of Putnam County forestland. LBM Advantage , New Windsor, N.Y., presented Vendor Partner of the Year awards to National Gypsum (commodities), Huttig Building Products (millwork), MasterBrand Cabinets (kitchen and bath), and Top Notch Distributors (specialties) during its recent annual meeting/buying show. National Nail, Grand Rapids, Mi., has expanded its warranty on CAMO Edge Deck Screws to cover the replacement of deck boards when directly related to the non-performance of the fastening system. Huttig Building Products , St. Louis, Mo., has relaunched www.huttig.com, and Nu-Wood, Syracuse, In., has a new website at www.nu-wood.com. Anniversaries: Rogers Lumber Co., Orange, Tx., 70th … Crone Lumber Co., Martinsville, In., 45th.

Building Products Digest

March 2017

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THINKING Ahead By Chris Knowles, Oregon State University, and Dr. Robert Smith, Virginia Tech

Attracting students to a wood products education How to improve enrollment among the young

HERE’S PLENTY OF

chatter these days about Millennials and their seeming aversion to the wood products industry, but the reasons behind this trend probably aren’t what you’d expect. Yes, recruitment has been a consistent challenge for college and university curricula that prepare students for a career in this line of work. However, based on our experiences with the programs at Oregon State University and Virginia Tech, it’s not because young people have a negative perception of the field or because they believe the sector isn’t “sexy” or rewarding enough. The reality simply is that the vast majority of high school and post-secondary students are greatly unaware of the multitude of opportunities available in the wood products industry.

How Do We Get Students in the Wood Programs? Some start school with a better understanding than others. Those with an intimate connection to the industry—usually through a family member with a relevant background—don’t equate it with “pulling green chain,” mill grunt work that’s now virtually obsolete. Rather, they understand that the possibilities awaiting them in this farreaching industry are practically unlimited, with focuses including everything from sustainability and life-cycle analysis to buildings and energy. They typically come into the programs as freshmen, with an idea

Building Products Digest

already of what they want to do with their degree. This is the exception rather than the norm. Far more often, our students take a less direct route to joining the department. Some transfer in from community colleges, while others are already in place but are still undecided and taking general coursework. Many, though, have declared another major—largely based on a desire to meet parents’ expectations of them. According to a study conducted at Virginia Tech, students form a strong interest early on of what they want to be when they grow up; and that perception is shaped by the influences of their circle. For example, with Mom and Dad pushing for an education in engineering, architecture or business—some of the largest areas of study from which we can recruit stu-

March 2017

dents—that’s often where they start. When that initial course of study doesn’t measure up to the students’ interests, they often find the wood products programs to be a better fit.

Recruitment Efforts On-campus recruitment efforts religiously target these students, so why does enrollment in wood programs remain persistently low? Historically, based on what we have seen over the years at OSU, Virginia Tech, and a few other schools, the numbers typically range between 3070 students. Virginia Tech currently has about 60 in its sustainable biomaterials degree program, roughly comparable to enrollment in OSU’s wood science and engineering curriculum. Virginia Tech would like to see enrollment climb to 200 (including graduates and undergraduates)

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A Special Series from North American Wholesale Lumber Association by 2022; and OSU has a goal of doubling its enrollment during that five-year window. Both of our institutions have explored numerous tactics to increase enrollment. We’ve had a modicum of success with hiring full-time recruiters, but this is costly and not sustainable. Both also have undergone image makeovers by tweaking the name of the degree programs—a tactic taken elsewhere, too—to better reflect the range of industry and to hopefully draw in more females and minorities. While the Virginia Tech program historically has been populated by male students, with females once comprising less than 10% of the department, the 2012 switch from Wood Science & Forest Products to Sustainable Biomaterials made an impression. Coupled with the addition of a packaging science degree and a sustainability society option, the changes have helped drive female and minority participation up to 40%. OSU has seen similar gains since re-christening its Wood Science & Technology program, which had trended at about 80% male enrollment in the past. After reinventing the coursework under the banner of Renewable Materials and reshaping its messaging to specifically invite gender diversity, females now account for more than half of enrollment. The OSU program also has experimented with fun and informative YouTube videos to engage students, but social media outreach efforts have had mixed results and uneven impact. However, one strategy that consistently produces results is employing students to recruit their peers. They hold seats on the recruitment committee at OSU, adding another perspective on what steps can be taken to attract a younger crowd. At Virginia Tech, they are known as Student Ambassadors who speak at different clubs and to various groups. On campus, students recruiting students has shown the most success. Without a doubt, their role in bringing attention to the different wood curricula is critical.

What More Can Be Done? Even with the gradual improvement and small gains in recent years, much more needs to be done. Importantly, we need to find a way to elevate our programs to the status of “destination degree.” College recruiting efforts must start in prospects’ prime decision years: grades 10, 11 and 12. Right now, we are not front of mind with these teens—many of whom don’t even learn about this major and its myriad opportunities until well into their college journey. Virginia Tech recently hired a college recruiter who spends time with school counselors and science teachers and speaks in high school classes. This has shown some success in the past two years. Unless we can become a destination degree, our programs will continue to struggle with ups and downs in enrollment. That suggests the need for a campaign of awareness about the industry: what kind of jobs there are to be had, what level of salaries can be expected (they’re on par with those in the engineering and business sectors, by the way), and what kind of impact can be made. When asked about their future careers, young people

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often say they want greater independence and responsibility earlier in their careers; that they want opportunities for improvement, training and professional growth; and that they want to feel they are contributing to an organization’s success. Even more so, they overwhelmingly express a desire to “make a difference.” Typically that involves ideals like helping the environment, making the world a better place, and giving back. Perhaps we haven’t done the best job of showcasing the wood products industry in this light. We are one of the most environmentally important sectors there is: wood is a natural, renewable resource. Trees clean the air and water. The forest products industry provides critical employment in rural communities, and the global impact is sweeping. We’ve never tried to sell the industry as “sexy,” but it certainly has the potential to be tremendously fulfilling and even lucrative—this is the message we need to spread. Finally, companies have to step up. We at the universities are in the business of educating and graduating students who get jobs, so we have a vested interest in seeing them succeed. But industry has a stake as well. Recruiting and retaining new talent is one of the biggest challenges facing the sector. As much of the current workforce nears retirement, appealing to younger workers should be a priority. Companies must realize that spending time and money on student recruitment is an investment in their future; they must be proactive about pursuing this next generation of employees. At the corporate level, firms would do well to establish strong ties with high schools and universities. At the organizational level, maybe NAWLA should also consider supporting a committee or campaign focused on this area. Engaging the next generation is currently one of NAWLA’s three strategic initiatives, and recruiting more young people into the industry is a top-of-mind issue with the organization’s leadership. This begins with NAWLA establishing broader relationships within the university community. Whatever path we take, we need to get there together or risk watching wood programs quietly disappear from the academic landscape. So, rather than seeking to reverse an imaginary resistance to the industry, we instead must target the real problem and address it by educating young people on just how far a wood-focused degree can take them. – Chris Knowles is associate professor of wood sciences and engineering at Oregon State University, Corvallis, Or. (chris.knowles@oregonstate.edu), and Dr. Robert Smith is professor and head of the Department of Sustainable Biomaterials at Virginia Polytechnic Institute & State University, Blacksburg, Va. (rsmith4@vt.edu). 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 www.nawla.org.

March 2017

Building Products Digest

IRE Booth #2000

WITH THE FIFTH generation of family ownership ready to retire, Weakley-Watson True Value Hardware, Brownwood, Tx., closed its doors at the end of February.

Venerable Texas Store Closes Founded in 1876, Weakley-Watson True Value Hardware, Brownwood, Tx., closed at the end of February. “Our company’s owners are all reaching retirement age,” said Mike Blagg, president of Weakley-Watson, Inc. “I and my brothers Bill and John Lee represent the fifth generation of the Weakley, Watson and Blagg families to own and operate the business. Over the past 140 years our company has been in many different businesses and has had locations in 10 different Texas cities.” The name, however, will continue, albeit under different ownership and in a different industry. The local Weakley-Watson Sporting Goods store, sold to the David Furry family in 2013, remains in business.

LMC Dealers Go to Wharton More than 50 LMC dealers attended the third LMC Advancing Business Acumen course held recently in Philadelphia, Pa. The week-long program at the renowned Wharton School of the University of Pennsylvania is in high demand since its original development for LMC’s Aspiring Leaders group. This year’s attendees included managerial staff of all ages and positions from LMC Dealers across the country. John Somerville, LMC president, said, “The program with Wharton provides a valuable experience and is another example of how LMC dealers set themselves apart. This high-level executive education is tailored to the building materials industry, and creates an environment where we are encouraged to think differently to meet the challenges of today and tomorrow.” The exclusive event is often described as a “firehose of information” with Wharton professors covering everything from financial accounting to strategic management. Attendees are confronted with a real life case study that analyzes a lumberyard from a high-level perspective and then challenges the participants to work together in groups and make strategic decisions. “This course is all about ‘stretch-thinking,’ process driven problem solving, and recognizing that our most valuable resource is within collaboration, communication, and leadership. Wharton’s distinguished history combined with LMC’s commitment to dealers is addressing the future head-on,” said attendee Larry Huot of Lavalley Building Supply in New Hampshire.

Building Products Digest

March 2017

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March 2017

Building Products Digest

Mississippi Mill Up & Running Biewer Lumber’s new sawmill in Newton, Ms., began shipping Jan. 19. Biewer–Newton, LLC will produce an estimated 250 MMBF per year, with a focus on dimensional lumber and timbers. First-year production will primarily consist of 2x4, 2x6, and 2x8 up to 20 ft. long in #1, #2, #3, #4, and #2 prime grades. With three other mills in Michigan and Wisconsin, the new location allows Biewer to expand mill production into the South, “an area with abundant fiber supply with strong support from both local and state government.” The facility employs 120, led by plant manager Jason Otto.

APP Watch

Ace Englarging Import DC

App: Bostik Construction USA App Produced by: BOSTIK Price: Free Platforms: iOS, Android Bostik’s new mobile app is a jobsite specification tool that assists architects, construction professionals, and DIYers with construction adhesive selection and proper installation. The free app features the Bostik Grout Calculator, Bostik training videos, and product catalogs that offer quick and easy retrieval of product information. The program also includes direct links to technical support and Safety Data Sheet Requests. – Download from iTunes App Store or Google Play Store

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Ace Hardware Corp., is expanding its Suffolk, Va., import redistribution center from 336,000 to 474,000 sq. ft. Construction is expected to begin next month and be completed by November. The facility serves as Ace’s East Coast hub for receiving goods through the Port of Virginia, then forwarding them to 10 of the chain’s 14 retail support centers, serving retail stores from Texas to New York.

TAMKO Envisions New Sites TAMKO Building Products has enhanced its company website, tamko.com, and incorporated a new hub for all things decking— EnvisionDecking.com. The updated corporate site, set to go live early this year, will feature a cleaner design with a more engaging consumer experience, and quick, easy access to visualization tools, product photos, and useful information. The decking site will be loaded with helpful new content for homeowners and even links to an array of social media sites for full engagement. “This is a thrilling addition for March 2017

us,” TAMKO’s senior eirector-decking, Brian Lowry, said. “EnvisionDecking.com is a one-stop, all-inclusive resource for consumers where they can learn about TAMKO’s composite decking and railing offerings and view the true beauty of our family of products.”

Random Lengths Updates Industry Guides Random Lengths has published the latest editions of two leading reference guides serving the North American softwood forest products industry. At more 792 pages, the 2017 Big Book is the largest and most widely recognized directory of the industry, featuring 3,727 company listings and a personnel index with nearly 15,600 names. More than 85% of the listings have changed since the prior year. The 2016 Yearbook provides 11year price histories for 310 key lumber and panel items, plus composite prices, economic data, production statistics, market activity timelines, and an international section. Both books are available from www.rlpi.com. n

Building Products Digest

SELLING with Kahle By Dave Kahle

Creating a powerful sales plan F

IELD SALESPEOPLE have a unique aspect to their jobs— they have the ability to decide what to do every moment of every day. The need to make this decision— where to go, who to see, who to call, what to do—distinguishes the sales profession from most others. I’ve often thought that the quality of this decision, more than any other single thing, dictates the quality of the salesperson’s results. Consistently make effective decisions and your results will improve. Make thoughtless, habitual or reactive decisions, and your results will be subpar. One way to ensure you make good decisions about your selling time is to create a comprehensive sales plan. What’s a sales plan? A written, thoughtful set of decisions about the most effective things you can do. A sales plan should be the result of some good thinking, wherein you analyze and prioritize a number of different aspects of your job. A good sales plan addresses different time durations and different aspects of your job.

Annual Planning Retreat Every salesperson should discipline himself/herself to an annual planning retreat. Set a day or two aside, every year, to engage in some serious planning. Turn off the phone, shut down the email, and immerse yourself into deep thought about the coming year. Begin by specifying a series of annual sales goals. What, specifically, do you want to accomplish this year in your job? I recommend no more

than five specific sales goals. Typically, one of these goals describes the total volume of sales dollars you want to create. Another may describe the number of new customers you want to acquire. Another may relate to the number of high potential customers with whom you want to increase your business. Regardless of what your goals are, an annual written, specific set of goals is the beginning of a sales plan. Next, give some thought, and express that thought on paper, as to your basic strategy to accomplish those goals. If you are going to acquire 20 new customers, for example, exactly what are you going to do in order to accomplish that annual goal? Classify all your accounts by their potential. Rank them in order, identify the highest potential, and then plan to spend more time with the highest potential. Reorganize your filing system; throw out the obsolete hard copies and delete the unnecessary electronic files. To do this well, you will need to devote a full day or two. This annual exercise is the first part of a good sales plan.

Monthly Plan Next, you should develop a more detailed plan every month. Produce a one or two page document which contains your specific commitments to the most effective actions. Once again, you are required to analyze and prioritize your efforts in regards to a number of issues. First, your monthly objectives: What do you want to accomplish relative to the annual goals that you set? If you said you wanted to sell $2,000,000 worth of your goods this year, how much do you have to sell this month? Each of your annual goals should have a monthly component. Next, you should address your prospects and customers. In order of priority, in which prospects and customers should you invest your time? That priority often takes the form of a methodical and objective ranking into categories—typically A, B and C—based on potential. The sales plan then describes your plan for coverage of the A’s and B’s. You should address the CTM opportunities, regardless of where they occur. CTM stands for Closest to the Money. Analyze and prioritize your efforts related to those opportunities within your territory that are closest to the money. What are you going to do to bring each of them to fruition? Specify each, the dollar amount of the opportunity, and (Continued on page 36)

Building Products Digest

March 2017

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Creating a Powerful Sales Plan

Americaâ&#x20AC;&#x2122;s #1 Lattice

(Continued from page 34)

what your actions should be. Your company may have certain key products or product lines that it wants to emphasize. If so, youâ&#x20AC;&#x2122;ll need to analyze and prioritize your efforts in regards to those product lines. What will you do this month to increase sales of those product lines? What specific actions will you take, in which specific accounts? Finally, what will you do this month to improve yourself? What classes or seminars will you attend? What books will you read? What CDs will you listen to? Note that all of this addresses not every action you will take, but rather the most effective actions. You can note these things on a page or two. Donâ&#x20AC;&#x2122;t think that you can keep all this in your head, and skip the discipline of writing it down. Writing each specific action and strategy down, whether itâ&#x20AC;&#x2122;s on a yellow pad or a computer document, forces precise thinking. The written word also commits you to a degree much deeper than if you keep the idea locked in your head. After you have completed this monthly sales plan, itâ&#x20AC;&#x2122;s time to schedule your time. Lay out a plan for each day for the next 30 days. Where will you plan to be and who will you plan to see? Reflect first your priorities from your monthly plan. Then fill in the non-priority calls. You and I both know that your days will rarely go according to plan. However, without a plan, you will have totally given up the ability to control and manage your time. By having a plan you have something to fall back on, something to refer to, some benchmark by which to measure the constant and urgent demands on your time. So, there is an annual component to your sales plan, as well as a monthly discipline. But you are not finished yet.

Weekly Plans

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Building Products Digest

March 2017

You need to reorganize and recommit to your monthly time and territory plan each week. Adjust your plan based on what actually happened the previous week. If you didnâ&#x20AC;&#x2122;t get to see an A account that you had planned on seeing, can you see them this week instead? Make your adjustments each week. Each week, at the end of the week, spend some time planning and preparing for the upcoming week.

Daily Plans Finally, you must plan each sales call. What do you want to accomplish in each call? What do you need to prepare to accomplish it? Again, youâ&#x20AC;&#x2122;ll be more focused and committed if you write down a specific outcome youâ&#x20AC;&#x2122;d like to achieve in each call. Keep in mind sales is a process, consisting of a series of steps the buyer and seller take to come to a good decision. Your outcomes should be narrow and specific. Like: â&#x20AC;&#x153;Acquire the info I need in order to structure a proposal,â&#x20AC;? instead of â&#x20AC;&#x153;Sell this account.â&#x20AC;? The creation of a sales plan isnâ&#x20AC;&#x2122;t a simple, one-time event. Rather it is a discipline that involves a commitment of time and thoughtfulness at specific intervals in the year. Itâ&#x20AC;&#x2122;s also a powerful tool that enables professional salespeople to consistently make good decisions about the most important question they face: Where to go and what to do? â&#x20AC;&#x201C; Dave Kahle is a sales trainer, presenter and author of 12 books, including the best-selling How to Sell Anything to Anyone Anytime. Reach him at (616) 451-9377 or dave@davekahle.com. Building-Products.com

MOVERS & Shakers Paul Wetmore has been named vice president of purchasing for Cedar Creek, Oklahoma City, Ok. Craig McDonald, ex-Masonite, is new as VP of the South Central region. Shane Naish has been appointed president of Birmingham International Forest Products, Birmingham, Al. Ben Evans is a new lumber trader. Taylor Schnell has joined Peterson Wood Treating, Superior, Wi., in outside sales from Duluth, Mn. Dick Lerch, The Buying Source, Greenville, S.C., has retired after 40+ years in the industry. Alfredo Hernandez, ex-South Florida Lumber, has been named hardwoods business mgr. with Aljoma Lumber, Medley, Fl. Thomas M. Plasschaert has been been promoted to VP of marketing and mass merchants for Snavely Forest Products, Pittsburgh, Pa. Snavely outside sales rep Brett Kerr was named Versetex’s National Distributor Representative of the Year for 2016. Matthew Bard is the new branch mgr. at Curtis Lumber Co., Ray Brook, N.Y. Chuck Mailloux, ex-Short & Paulk Supply, has joined CNRG, as mgr. Marvin’s in Moncks Corner, S.C. Tom Molloy is now executive VP of products & programs for LBM Advantage, New Windsor, N.Y. Kathy O’Neill is chief financial officer and treasurer.

Michelle Packer, ex-Reeb Millwork, is new to outside sales with Huttig Building Products, Taunton, Ma. Gerard Pallotta is now New York City territory sales mgr. for IDI Distributors. Steve Worzella, ex-Cedar Creek, is now in EWP technical support with Weekes Forest Products, St. Paul, Mn. Kyle Gault, ex-Cardinal Building Materials, is new to inside sales at Arrowhead Building Supply, St. Peters, Mo. Chris Fehr, ex-Clear Lake Lumber, is a new sales rep with U-C Coatings, Buffalo, N.Y. Steve Staryak, ex-BPM Lumber, has been named sales & product mgr. for the manufacturing division of Midwest Hardwood Corp., Duluth, Mn., which includes hardwood mills Meister Log & Lumber Co., Park Falls Hardwoods, and Buffalo Lumber & Tie Co. Kathryn Smith is a new kitchen & bath designer at Big C Lumber, South Bend, In. Nathan Dispenza is now in inside sales with Len-Co Lumber, Buffalo, N.Y. Patrick Kannan, ex-Builders FirstSource/ProBuild, has joined 84 Lumber Co., as custom builder sales mgr. for the Coastal Region, based in Wilmington, N.C. Eric Fitzgerald is a new account mgr. in Sudbury, Ma.

TEN SPOT: RoyOMartin’s OSB plant in Oakdale, La., celebrated its tenth anniversary of operations. Its first SYP panel was pressed on January 31, 2007, with the official plant opening coming three months later. Shown here are (l-r) chairman Jonathan E. Martin, director of OSB manufacturing Marty Neiswender, VP of OSB/corporate safety director Terry Secrest, president/CEO/CFO Roy O. Martin III, and OSB business safety manager Robert Ryder, with the facility’s 2016 Health, Safety, and Environmental Chairman’s Award.

Building Products Digest

March 2017

Stuart Averbach has joined AZEK Building Products, as a key account mgr. for the mid-Altantic and Southeast. Thea Dudley, ex-Guardian Building Products, has moved to SRS Distribution, McKinney, Tx., as VP of financial services. Mike Elsea, ex-Builders FirstSource/ ProBuild, has joined BMC, Atlanta, Ga., as division VP. Mark Sellew, ex-Massey Builders Supply, is now with BMC as market operations mgr. in Richmond, Va. Tommy Manshack, ex-Big D Lumber, has joined the outside sales team at BMC, Frisco, Tx. Norma Fetherman, Allied Building Products, East Rutherford, N.J., has been promoted to executive VP of strategic planning & performance. Toby Bostwick has joined Derby Building Products, as Fort Lauderdale, Fl.-based director of product development for the Novik and Tando lines. New territory sales mgrs. are Mark Breese, Ky.; Dan Ripple, Southeast; Robert Ingham, New England; Georgia Swanson, Atlanta, Ga., and east Tennessee; and Denis Brilliant, Mid-Atlantic. Michael Cobb, ex-Nichiha, has joined DaVinci Roofscapes, Lenexa, Ks., as VP of sales & marketing. Jocelyn Wong has been promoted to chief marketing officer of Lowe’s, Mooresville, N.C. She succeeds Marci P. Grebstein, who has left the company. Henryco Crawford has transferred from Lowe’s Rocky River, Oh., location to manage its Bedford Heights, Oh., store. John King, National Gypsum Co., Charlotte, N.C., has been promoted to VP of business development. Jason Tedrow, ex-SPEC Engineering, has been named vice president of supply chain for James Hardie Building Products, Chicago, Il. Kelly Hostetter has been promoted to president of Hartzell Hardwoods, Piqua, Oh. Robert DeFrancesca, Tyvek commercial building specialist, Parksite, Apex, N.C., was honored as Parksite Specialist of the Year. Jim Shorts is organizing after-work athletic programs at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus. Building-Products.com

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NELMA SPECIAL REPORT

Do I Smell Pine?

Follow the scent to tips on selling more wood The smell of pine. It’s as recognizable as the aroma of chocolate chip cookies and apple pie. Breathe in deep: it smells natural, it smells comforting. If this issue of Building Products Digest smells a little bit like pine, you’re not imagining it! Grab the NELMA postcard insert, give it a scratch and a sniff, and read on. Now that we have your attention, let’s talk about wood. Eastern white pine, specifically. When people walk into a room featuring wood, the reaction is almost always the same: They touch it, they smell it. Maybe they’re reminded of a memory. Wood makes people happy. This biophilic approach to the greenest, most natural, completely renewable building product is often over-

Is the beautiful smell of pine a key selling point to closing a wood sale? Perhaps not. But the nostalgia invoked by the smell isn’t to be overlooked. This country was built with wood—and even hundreds of years later, wood is still the best choice.

Register for The Retailer Marketing News e-newsletter at www.nelma.org/ROP looked. Alternative building products—plastic, etc.—are always seeking to emulate the look and feel of wood. They never quite hit the mark—how can you successfully mimic Mother Nature?—and the pure smell of wood is something that can only be found in one place. What’s this all really about? Wood. Wood knowledge, selling wood, and choosing wood. The new Retailer Outreach Program from NELMA is laser-focused on sharing targeted wood information with retailers and dealers nationwide. Follow the URL on the postcard to sign up for The Retailer Marketing News, a new subscription-only newsletter covering the where, why and how of selling lumber. What can readers expect in each issue? News, sales tools, and engaging content to bolster retailer customer marketing programs. We’ll be sharing industry trend information, marketing strategies—even design tips. An interactive feature will allow us to talk to each other, completing the information sharing circle.

Building Products Digest

March 2017

SCRATCH & SNIFF postcard inserted into this issue of BPD will lead you to an opportunity to sign up for NELMA’s new Retailer Marketing News e-newsletter. Building-Products.com

DO YOU U HAVE V WHAT IT TAKE A S TO MAKE THE GRADE??

Introducing The Grader Academy by NELMA, a FREE interactive on-line grader training program. Built by the Northeastern Lumber Manufacturerâ&#x20AC;&#x2122;s Association as a grader training tool for Eastern White Pine and Spruce-Pine-Fir species, The Grader Academy is now available to the entire industry. *Learn about lumber grading standards *Test your grade rule knowledge *Play Above-Board, the real-time Grader Game *Compete with your friends and colleagues

Visit www.graderacademy.org to test your knowledge and skills at the lumber grading profession. ÂŠ 2017 2 NELMA

NELMA SPECIAL REPORT

Merging of the Minds Northern Softwood Lumber Bureau joins forces with NELMA Effective January 1, 2017, the Northern Softwood Lumber Bureau has merged into the Northeastern Lumber Manufacturers Association, headquartered in Cumberland, Me. The decision to start the merging process was finalized at an August 2016 Northern Softwood Lumber

Bureau board of directors meeting. The NELMA name will remain in place. “We are very excited to join forces with the Northern Softwood Lumber Bureau and welcome their members into NELMA, and we look forward to working with them to extend NELMA programs across the Great Lakes

The merger marks the first time two grade rules writing agencies have merged in North America; there are now six grade rules writing agencies.

area,” said Jeff Easterling, president of NELMA. “To address specific needs of our new members, a Red Pine Committee will be added to the NELMA structure, with a kick-off meeting scheduled for first quarter 2017.”

Positive Impact Both associations enjoy an existing long-standing relationship, as NELMA has provided inspection services for the NSLB since 1985. NELMA’s region now includes mills in Michigan, Minnesota and Wisconsin. (Worth noting: NELMA’s export wood packaging program currently reaches as far west as North Dakota.)

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Building Products Digest

March 2017

Building-Products.com

About NELMA As a result of the merger, Northern Softwood Lumber Bureau members will have access to marketing programs and industry support not present before. Possessing a deep history in the region, NSLB members will add approximately half a billion bd. ft. of lumber production to NELMA’s lumber inspection program. Red pine is the dominant species of the Great Lakes states region.

Manufacturers of Quality

“With the expanded geographic footprint provided by this merger, the influence of the wood industry on key issues is expanded and deepened, which will benefit the industry as a whole,” continued Easterling. “New members bring experience and knowledge to the table, and we are ready to start moving forward to increase marketing efforts and our overall online presence together.”

Eastern White Pine

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Building-Products.com

N E LMA—Northeastern Lumber Manufacturers Association—is the rules writing agency for eastern white pine lumber and the grading authority for eastern spruce, balsam fir, SPFs, and other commercially important eastern softwood lumber species. It is also a leading agency for export wood packaging certification and the marketing voice for the wood products industry in the Northeast.

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NELMA SPECIAL REPORT

What’s behind Door #3? NELMA’s Virtual Tour opens up third door The door opens, and a beautiful house is presented. You stand in place and spin slowly, looking at all sides of the room, taking in every last detail. That’s the point behind the Virtual Tour section of NELMA’s consumer website, www.easternwhitepine.com, first launched in 2014. Home interiors are showcased using the familiar realtor 360-degree home view—but NELMA takes it a little further. Designed to spark and ignite homeowner inspiration and imagination, this high-resolution imagery is coupled with easy self-navigation in all directions. This fun, creative tour through rooms of a home is completely controlled by the user. Adding another layer of content, green product icons scattered throughout each room inform the viewer of actual grades, patterns, and finish used in each focus area. The first home included in the Virtual Tour, Door #1, is a beautiful Modern Home, lush with gorgeous wood in a wide variety of interior applications. Second up, Door #2, a Seaside Cottage, in which eastern

Building Products Digest

white pine both compliments and accentuates the natural décor found by the seaside. Brand-new to the Virtual Tour: Door #3, a stunning Modern Cabin. Known as the Eagle Pond House, the

March 2017

New Hampshire structure features spectacular views and truly celebrates the blurring of lines between the home and nature. Wood is the star of the home, figuring prominently on walls, ceilings, and floors. (We love the cute wooden locker-style units in the entryway!) Incidentally, the owners of the home recently celebrated an entire year with a negative net usage of electricity. “These unique, engaging tours bring everything we do to life,” said Jeff Easterling, president of NELMA. “Homeowners can see how each product will actually look within their home, while providing the exact specifications needed to replicate the look.” “Retailers can use the Virtual Tours to encourage customers to choose wood, by showing them the many gorgeous applications available,” continued Easterling. “This is a whole new way to showcase the beauty of wood, and it makes such a powerful impression when the viewer can actually move through the rooms.” Find all three Virtual Tour doors at www.easternwhitepine.org.

Building-Products.com

Chris LaCourse Sales Associate “The New Guy”

Building-Products.com

March 2017

Building Products Digest

NEW Products

Worthy Windows Safety-First Insulation Knauf Insulation is offering an alternative to sprinkler systems in multifamily interstitial spaces with the introduction of Inner-Safe concealed space batt insulationâ&#x20AC;&#x201D;safeguarding residents and property while meeting building codes for multifamily applications. Inner-Safe is a new, non-combustible glass mineral wool batt insulation that exceeds National Fire Protection Association 13 Standard requirements.

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The 1620 Vinyl Single-Hung window from MI Windows & Doors combines handcrafted quality and long-term performance attributes such as heavy-duty weatherstripping and metal-reinforced meeting rails to ensure superior strength and durability. The window is the first one in the companyâ&#x20AC;&#x2122;s popular 1600 Series to offer operable archtop configurations. Coupled with an aesthetically pleasing beveled exterior profile, tilt-in sashes, and mortised recessed locks, the window is an ideal product for trendy renovations and new construction projects alike.

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Impressive Openings Sierra Pacific Windows debuted 12 new product innovations at the recent International Builders Show. Among the 12 new product innovations, the H3 Hurd mid-priced window was one that stood out. The window features advanced energy efficiency and superior quality. With its inventive Fusion Technology, the H3 integrates three components: extruded aluminum, vinyl and solid wood.

GCP Applied Technologies launched Perm-ABarrier NPS wall membrane, a primer-less, selfadhered air and vapor barrier membrane. Designed to save installation time and money, its speed of installation was reported to be twice as fast as comparable membranes that require a primer.

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Building Products Digest

March 2017

The Perfect Barrier

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Storm Watch INO Technologiesâ&#x20AC;&#x2122; Weather Pro handheld device combines weather data with lightning detection. While most lightning detection devices rely on national weather data feeds requiring internet connection, INO has its own sensor providing real-time local lightning detection and direction anywhere, anytimeâ&#x20AC;&#x201D;critical information necessary to keep work crews safe.

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Hickory Shade Deckorators has added a new hue to its Vault composite decking lineâ&#x20AC;&#x201D;Hickory, a light brown hue with a natural woodtone variegation. It looks beautiful on its own or pairs well with Vault Mesquite for picture-framing, breaker boards and other inspired twotone deck designs.

HANCOCK PINE TREENDS Nickel Gap Pattern

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Small But Mighty Saw The Compact Reciprocating Saw by Dewalt features extreme runtime with an efficient brushless motor. At only 14.5â&#x20AC;? in length, the sawâ&#x20AC;&#x2122;s compact design allows it to fit in between 16â&#x20AC;? on-center studs and in other tight spaces. The saw features a keyless four-position blade clamp, ideal for flush cutting and versatility.

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March 2017

Building Products Digest

The Perfect Pack Milwaukee Tool has expanded its Storage Solutions line with the introduction of the 18” Jobsite Rolling Bag and 24” Hardtop Rolling Bag. The bags are designed to address the needs of professionals who need the most durable mobile solution to transport tools, accessories, and other materials to and from the jobsite. They are constructed with 1680D ballistic material.

Call It The Fun Side of Cedar.

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Who says siding has to be all about straight lines and uniform color? Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life. Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to cement siding and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

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A-iPower’s new SUA15000EC portable generator is designed with powerful 15,000 starting watt and 12,000 running watts. Its pure sine wave technology delivers less than 5% THD (total harmonic distortion), producing clean power to safely run sensitive equipment. Its high performance makes it an excellent choice for construction sites or backup for a commercial business or home.

n A-IPOWER.COM (909) 923-2068

Building Products Digest

March 2017

Building-Products.com

Strong showing for BMSA Foot traffic was up dramatically and exhibitors gave thumbs up to the Hickory, N.C., location for Building Material Suppliers Associationâ&#x20AC;&#x2122;s recent building products buying show. Held Feb. 1-2 at the Hickory Metro

Convention Center, the show was the last for mainstay Cindy Hartley, who retired at the end of February after 43 years with the association. She is succeeded as director of education and training by Susie Van Langingham.

BMSA ATTENDEES: [1] Chris Kollwitz, Scott Gamble. [2] Jim Byrd, Butch Blackmon, Neal Obstler. [3] Ronnie Simpson, Shaylene Adam. [4] Keith Kandrack, Donna Colvin, Wayne Simpkins, Tom Johns. [5] David Rumsey, Robert Beckham, Mike Daignault, Stephen Allen. [6] Matt Fox, Jason Sparger. [7] Will Barrett, Gina Myers, Brent Richardson. [8] Al Building-Products.com

During the event, Lester Group, Martinsville, Va., was honored as Dealer of the Year; Cedar Creek, Cornelius, N.C., and Richmond, Va., Supplier of the Year; and Allura received the Best of Show Award.

Delbridge, Harris Gant, Neal Grubbs. [9] Casey Parker, Rick Benton. [10] Marcus James, Andrew Glas, Luis Torres. [11] Clint Darnell, Leonard Safrit. [12] Charles Villanueva, Donald Pooler. [13] Michael Bowers, Michael Bowler, Graham Thick. [14] Chad Brown, Andrew Miller, Rob Powell. (More photos on next 2 pages) March 2017

Building Products Digest

BMSA Photos by BPD

MORE BMSA (continued from previous page): [15] Joe Myers, Lee Tigner. [16] Scott Robinson, Mike Elmore, Barry Traylor. [17] David Leasure, Drew Schasny. [18] Bobby Gusler, Craig Doehner. [19] Aaron Peacock, Branden Price, Zach Wood. [20] John Smith, Bob McSorley. [21] Scott Chiccarello, Kylie Durham, John Edwards. [22] Rick Laws, Patrick Warren. [23] Alex Hicks, Robbie Lane. [24] Derek Delaney, Wes

Building Products Digest

March 2017

Alley, Ron White, Matti House, Mark Rummage. [25] Jeff Tice, L.M. Tice. [26] Darren Hill, Mark Bradley, Clint McGinnis, Tommy Harris. [27] Danny Wright, Robert Salters, David Peeler. [28] Jeff Womack, Jim Dudley, Zach Crews. [29] Bradley Harrington, David Welborn. [30] Gary Daley, David Elenbaum. (More photos on next page) Building-Products.com

BMSA Photos by BPD

BMSA (continued from previous two pages): [31] Brian Bonsal, Dean Scott, Dave Palo. [32] John Ramsey, Scott Kleban, Chris Morris, Bob Allen, Troy Neas. [33] Mike Tester, Jim Oâ&#x20AC;&#x2122;Brien. [34] Lynne Liebertz, Jackie Mathes. [35] Mike Craft, Jay Sego. [36] Chuck Casey, Houston Crumpler. [37] David Anderson, Michael Mecionis, Norwood Morrison, Hunter Edwards. [38] Dave Hunt, Steve Moore, Ike Padgett. [39] Simon Building-Products.com

Clark, Matt Fox, Jason Tashoty, Ronnie Simpson, John Hogan. [40] Lee Gay, Gary Gentle. [41] Kala Badger, Jim Hunsuck. [42] Larry Adams, Cindy Rosser, L.M. Tice. [43] Joe Allen, Evan Jones, George Miser. [44] June & Bryan Strickland. [45] Chris Moon, Cindy McCarville. [46] Dillon Harris, Keith Harris. [47] Aaron Moses, Scott Sheppard. [48] Rick Johnson, George Gregory, Jay Cole. March 2017

Building Products Digest

IN Memoriam Robert “Kent” Marks, 53, vice president of sales and marketing for International Beams, Sarasota, Fl., passed away unexpectedly Jan. 30. A 1986 graduate of Ball State University, he joined Georgia-Pacific, Atlanta, Ga., in 1997, staying on when the distribution division was spun off into BlueLinx in 2004. He served as general manager of structural wood products and GM of engineered products before joining International Beams in 2015. Robert Everett Martin, 85, former CEO of Schultz, Snyder & Steele Lumber, Lansing, Mi., died Feb. 5. Retired since 1996, he had also served as 1979 president of the North American Building Material Distribution Association. Herbert James Halleland Jr., 90, former president of Randall Lumber Co., Blairsburg, Ia., died Dec. 11. In 1947, after serving in the U.S. Army, he joined the family lumber business in Randall, Ia. In 1961, Randall Lumber purchased Blairsburg Lumber Co. and he was appointed manager. In 1991, the chain acquired Nevada Lumber, Nevada, Ia., and he was a founding shareholder in Story City Building Products, Story City, Ia. He remained active at Blairsburg lumberyard until Alzheimer’s Disease forced him into retirement in 2010.

Donald Domermuth, 93, former president and owner of North St. Louis Lumber & Plywood Co., St. Louis, Mo., died Jan. 13. In 1939, he joined his father’s company in sales, stepping aside during World War II to serve in the Army/Air Force. He then rejoined the business, eventually buying out his father. He retired in 2004. Donald William Hale, 92, former owner of Home Lumber, Whitewater, Wi., died Dec. 31 in Janesville, Wi. He served as a Navy Air Corps bomber pilot in the South Pacific during World War II. In 1949, he joined Whitewater Lumber and took over soon after. It is now known as Home Lumber and owned by his grandson, Chris Hale. Grover Ray Garland, 92, retired owner of Garland Lumber Co., Piney Flats, Tn., passed away Jan. 10. George Wayne Buehler, 79, coowner and founder of Ridgway Lumber Co., Ridgway, Pa., died Jan. 22 after a brief illness. A U.S. Air Force veteran, he operated the firm with his two brothers. Charles E. Jacobson, 81, retired general manager of United Building Center, Madison, Wi., passed away Jan. 21 in Middleton, Wi. After earning a degree in drafting and estimating in 1956, he joined

Lieder Lumber, La Crosse, Wi., and later Beaver Builders, Galesville, Wi. From 1963 to 1986, he worked for Ebenreiter Lumber Co., Sheboygan, Wi., rising from draftsman to sales manager and ultimately general manager. In 1987, he moved to Fish Building Supply, Madison, to head its commercial sales division. He later became general manager of the retail store and truss plant when Fish was sold to UBC. He retired from UBC in 2001. Stanley E. Herstine, 84, founder of A&S Building Supply, Doylestown, Pa., died Feb. 6 in Buckingham, Pa. He worked in building supply sales for various firms in the Doylestown area before establishing his own business, A&S. Ed Tom Worthey, 84, owner of Wooden Pallets Ltd., Silsbee, Tx., died Feb. 6, 2017 in Silsbee. He founded the company in 1983. John Fery, 86, former chairman and CEO of Boise Cascade, Boise, Id., died of acute leukemia Feb. 11. After serving in the U.S. Navy during the Korean War, he earned his MBA from Stanford University, then joined Western Kraft Paper, Portland, Or. He and Bob Hansberger left in 1957 to transform the Boise Payette Lumber Co. into Boise Cascade. He served as CEO from 1972 and chairman from 1978 until retiring in 1994.

CLASSIFIED Marketplace PRODUCTS FOR SALE 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. Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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Building Products Digest

March 2017

Building-Products.com

DATE Book

Hardwood Manufacturers Assn. – March 22-24, conference & expo, Francis Marion Hotel, Charleston, S.C.; www.hmamembers.org.

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

JLC Live Show – March 24-26, Rhode Island Conference Center, Providence, R.I.; (800) 261-7769; www.jlclive.com.

North American Wholesale Lumber Assn. – March 5-8, University of Innovative Distribution, Indianapolis, In.; March 6-9, Wood Basics Course, Starkville, Ms.; (312) 321-5133; www.nawla.org.

National Lumber & Building Material Dealers Assn. – March 27-29, legislative conference & spring meeting, Washington, D.C.; (800) 634-8645; www.dealer.org.

Northwestern Lumber Association – March 7-8, Nebraska lumber dealers convention, Kearney, Ne.; www.nlassn.org.

Window & Door Manufacturers Assn. – March 27-29, legislative conference, Washington D.C.; (800) 223-2301; www.wdma.com.

LMC – March 8-10, annual meeting, New Orleans, La.; www.lmc.net.

Moulding & Millwork Producers Association – March 27-30, spring meeting, Williamsburg Lodge, Williamsburg, Va.; www.mmpa.org.

National Frame Building Assn. – March 8-10, frame building expo, Nashville, Tn.; (800) 726-9966; www.nfba.org. National Wooden Pallet & Container Assn. – March 8-10, leadership conference & expo, Tucson, Az.; www.palletcentral.com. Southern Forest Products Association/Southeastern Lumber Manufacturers Association – March 8-10, spring meeting & expo, Hotel Monteleone, New Orleans, La.; www.sfpa.org. North American Wholesale Lumber Association – March 12-14, Leadership Summit, Westin La Paloma, Tucson, Az.; (312) 3215133; www.nawla.org. New Hampshire Retail Lumber Association – March 15, legislative breakfast, Holiday Inn, Concord, N.H.; www.nrla.org. Retail Lumber Dealers Association of Maine – March 16, legislative breakfast, Senator Inn, Augusta, Me.; www.nrla.org. Ace Hardware Corp. – March 16-18, spring show, Atlanta, Ga.; (888) 408-6742; www.acehardware.com. Blish-Mize Co. – March 17-18, spring market, Overland Convention Center, Overland Park, Ks.; (800) 995-0525; www.blishmize.com. Peak Auctioneering – March 18, Kane County Fairgrounds, St. Charles, Il.; (800) 245-9690; www.peakauction.com.

Mass Timber Conference – March 28–30, Oregon Convention Center, Portland, Or.; masstimberconference.com. Southern Pine Inspection Bureau – March 30-April 1, planer operator courses, Morgan Lumber Co., Red Oak, Va.; April 4-5, Hampton Inn, Troy, Al.; www.spib.org. Peak Auctioneering – April 1, LBM auction, Gibraltar Trade Center N, Detroit, Mi.; (800) 245-9690; www.peakauction.com. Kentucky Forest Industries Association – April 4-6, annual meeting, Embassy Suites, Lexington, Ky.; www.kfia.org. Coverings – April 4-7, Orlando, Fl.; www.coverings.com. International Wood Products Association – April 5-7, annual convention, San Fransisco, Ca.; (703) 820-6696; www.iwpawood.org. Lumbermen’s Assn. of Texas & Louisiana – April 5-7, annual convention, Gaylord Texan Resort, Grapevine, Tx; www.lat.org. American Wood Protection Association – April 9-11, annual meeting, Encore at Wynn, Las Vegas, Nv.; www.awpa.com. Wallace Hardware Co. – April 11-13, dealer market, LeConte Center, Pigeon Forge, Tn.; (800) 776-0976; www.wallacehardware.com

International Home & Housewares Show – March 18-21, McCormick Place, Chicago, Il.; www.housewares.org.

National Wood Flooring Association – April 11-14, conference & wood flooring expo, Phoenix Convention Center, Phoenix, Nv.; (800) 422-4556; www.woodfloors.org.

Southern Cypress Manufacturers Assn. – March 21-22, annual meeting, Charleston, S.C.; www.cypressinfo.org.

Peak Auctioneering – April 22, LBM auction, Orange County Fairgrounds, Middletown, N.Y.; www.peakauction.com.

Boise Cascade [www.bcewp.com]

Clearspan [www.clearspan.com]

Cox Industries [www.coxwood.com]

North American Wholesale Lumber Assn. [www.nawla.org]

Crumpler Plastic Pipe [www.cpp-pipe.com]

Northeastern Lumber Manufacturers Assn. [www.nelma.org] 41

Do it Best Corp. [www.independentsdoitbest.com]

Orgill [www.orgill.com]

Durgin & Crowell Lumber [www.durginandcrowell.com]

PPG Architectural Finishes [www.ppgac.com]

Everwood Treatment Co. [www.everwoodtreatment.com]

Redwood Empire [www.redwoodemp.com]

Fasco America [www.fascoamerica.com]

Richardson Timbers [www.richardsontimbers.com]

Feeney [www.feeneyinc.com]

Roseburg Forest Products [www.roseburg.com]

Haida Forest Products [www.haidaforest.com]

Sandy Neck Traders [www.sntraders.com]

Hancock Lumber [www.hancocklumber.com]

Seaboard International Forest Products [www.sifp.com]

Simpson Strong-Tie [www.strongtie.com]

Swanson Group Sales Co. [www.swansongroupinc.com]

Kop-Coat [www.kop-coat.com] Limington Lumber [www.limingtonlumber.com]

Cover II 43

ADVERTISERS Index 39

9, 23 19 Cover IV

Lumbermens Assn. of Texas & Louisiana [www.lat.org] Cover III

Viance [www.treatedwood.com]

LWO Corporation [www.lwocorp.org]

Warren Trask Co. [www.wtrask.com]

Maze Nails [www.mazenails.com]

Weyerhaeuser [www.weyerhaeuser.com]

Norbord [www.norbord.com]

Williams Lumber of North Carolina [www.wilcocypress.com] 24

Building-Products.com

March 2017

Building Products Digest

Cover I

FLASHBack 90 Years Ago This Month

A ccording to the March 1927 issue of Building Products Digest’s sister publication, The California Lumber Merchant, finishing touches were being placed on a historic sawmill in Idaho, one that continues serving the industry to this day. Called “the biggest white pine sawmill ever devised and built by man,” the facility in Lewiston, Id., was on track to be cutting lumber by July 1, 1927. Operated by Clearwater Timber Company, under the direction of GM John Philip Weyerhaeuser Jr., the mill was constructed to manufacture “the greatest stand of white pine left in the Inland Empire, a tract of 300,000 acres of selected virgin timber” that the Weyerhaeuser interests had been accumulating since 1900. The plant’s main building measured over 58,000 sq. ft. and housed five double cutting band headrigs, a 52inch gang, five edgers, and three trimmers. It aimed to cut 400,000 feet of lumber every eight hours.

SCHUMACHER WALL BOARD promoted its Ruff-Cote sanded wall finish on the cover of the March 1927 edition of The Merchant.

At the site, they were also building a concrete dam 1,100 feet long and an average of 30 feet high to house one end of the log pond, as well as roughly 100 miles of railroad track to haul the logs and lumber. Four years later, Clearwater merged with Potlatch Lumber and Rutledge Timber to form Potlatch Forests, based in Lewiston. Potlatch included the Lewiston mill when it spun off some manufacturing operations into Clearwater Paper in 2008. Idaho Forest Group purchased the facility in 2011. Also reported 90 years ago: • Members of the National-American Wholesale Lumber Association’s annual meeting planning committee met in Pittsburgh to discuss the group’s upcoming convention in Atlantic City. The two key topics they wanted addressed: Will the wholesaler of the future be a volume distributor? And how can he best convince manufacturers that some existing methods of “so-called direct selling” operate to the mills’ disadvanatage? In 1972, the group would change its name to the North American Wholesale Lumber Association, cleverly maintaining its well known initials.

FOR DECADES, Weyerhaeuser marketed flooring made of Pacific Coast hemlock, milled and finished to double for pricier hardwoods.

Building Products Digest

March 2017

• The first shipment of Mexican lumber to be brought into a Pacific coast port for many years was unloaded by the Benson Lumber Co. in San Diego. The cargo of 100,000 feet of Spanish cedar in 3-foot logs was barged in from Salina Cruz, Mexico, on the S.S. Jalico. Industry watchers speculated whether this was just the beginning of an extensive lumber trade with Mexico, particularly into San Diego, “the first port of call for steamers coming up from the south and well situated to be a good distributing point for lumber.”

Building-Products.com

Find more details at www.LAT.org Email Craig@lat.org or call (512) 472-1194

BPD Building Products Digest 151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959

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