BPD March 2019

BPD

MARCH 2019

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

EASTERN WHITE PINE • CYPRESS •

REGIONAL WOODS SPECIAL ISSUE

• CEDAR • REDWOOD • HARDWOODS

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CONTENTS

March 2019 Volume 38 n Number 3

Stay connected between issues with www.building-products.com

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Special Section

Features

Departments

35 NELMA LOOKS AHEAD

10 MARGIN BUILDERS

8 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 32 MOVERS & SHAKERS 42 NEW PRODUCTS 51 DATE BOOK 52 CLASSIFIED MARKETPLACE 52 IN MEMORIAM 53 ASSOCIATION UPDATE 53 ADVERTISERS INDEX 54 FLASHBACK

NORTHEAST LUMBER MANUFACTURERS ASSOCIATION SIZES UP THE FUTURE OF REACHING THE NEXT GENERATION, LUMBER GRADING, AND INSPECTIONS.

IMPACTFUL UPGRADES WITH CYPRESS

12 FEATURE STORY

STAYING NIMBLE TO PROMOTE WRC

14 INDUSTRY TRENDS

REDWOOD GETTING UPDATED LIFE CYCLE ASSESSMENT

BPD

MARCH 2019

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

EASTERN WHITE PINE • CYPRESS •

REGIONAL WOODS SPECIAL ISSUE

• CEDAR • REDWOOD • HARDWOODS

16 PRODUCT SPOTLIGHT

A REGIONAL LOOK AT NORTH AMERICAN HARDWOODS

30 THINKING AHEAD

GROOMING THE NEXT LUMBER LEADERS

45 PHOTO RECAP

BMSA INFO EXCHANGE & SHOW

Digest 3-19 Layout.indd 1

2/14/2019 2:41:34 PM

BPD Digitial Edition at www.building-products.com

48 EVENT RECAP

NRLA’S 125TH ANNIVERSARY EXPO

The Official Publication of

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Proud Supporters of

March 2019

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FIRST CHOICE. BEST CHOICE.

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The Do it Best Spring Market SM is your opportunity to discover firsthand how our longstanding mill and vendor relationships, extensive reload network and pro/tradesman planograms can help you achieve long-term profitability. You’ll meet the experts — Do it Best leaders who are ready to share strategies to ensure your success in months ahead. And don’t forget the thousands of jaw-dropping purchasing opportunities available only at this event.

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Vince Slack, Meeting and Market Planning Manager

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OUR MARKET MOVES QUICKLY— SO DON’T GET LEFT BEHIND!

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President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • dkoenig@526mediagroup.com Editor Stephanie Ornelas sornelas@526mediagroup.com

TODAY!

Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John Contributors Don Barton, David Brown, Simon Cameron, Kim Drew, Ian Faigt, Charlie Jourdain, Susan Pale Director of Sales Chuck Casey • ccasey@526mediagroup.com Sales & Marketing Coordinator Julie Conlan • jconlan@526mediagroup.com

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2019 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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March 2019

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ACROSS the Board

By Patrick Adams

How good are you? t was another good evening with some “patio time”— code word for a group of guys from a variety of backgrounds who sometimes get together on my back patio and share cigars, whiskey, red meat, and, especially, wisdom and stories of our “past lives.” It’s kind of my form of therapy, I suppose.

In the midst of laughter and in some cases, wide eyes or a raised eyebrow, the question was posed, “How good are you?”

And away we went… It’s an interesting question to ponder.

Not in the Michael Jordan or Tiger Woods sense, but rather have you ever done anything to your “limit” that proves just how good you actually are? What your “limit” really is? This question was posed by someone who had been through the Navy’s BUDS course—three times!

I think there was a time when these tests were a normal part of survival—“survival of the fittest” they used to say. But now in our domesticated, urban lives how often are we truly tested? Everyone speculates about what they would do in the thick of “it,” but I can attest that you truly never know until you throw yourself into that situation.

I watch my kids and I think they are the closest modern equivalent to what I’m talking about. To my wife’s dismay (and my enjoyment), their feats involving the tests of risk and reward are epic. When you sit back and study them, this is what they’re doing—testing themselves. Learning from failure. Getting up and doing it again, and again, and again.

Once they conquer that, they move onto the next challenge, albeit more bruised but nevertheless still determined.

I think in all of us, there’s a hard-wired desire for this test.

To truly know what we’re made of and whether we could do “it.” Of course, as you age, this is balanced by things we call responsibility and maturity and caution and fear. But, does this conservative approach lead to us being our “best selves?”

Can we live a full life of satisfaction and peace without knowing for certain what we’re capable of at our jobs, in our relationships, or in our personal hobbies and passions?

This friend has a premise, and in fact it’s become more of a mantra, that if we are not engaged in a fight for something, then we are not living. He claims that we were built to fight and without it, all of the rewards of the preparation, the perseverance, the struggles, and the coming out the other side are impossible to realize in our comfortable, domesticated lives. He challenges to find the thing that you fear the most or least want to do, and make yourself do it just once and see

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what happens. I smile when he rants about this, because I can relate to it and he is correct.

We all know this on some level. Whether it was a bully at school, cramming for finals, or grinding out a come-frombehind victory on the ballfield, everyone has experienced a glimpse of this. But then, as we grow older and accumulate more things, we grow “conservative.” We exercise “risk avoidance.” We “play it safe.” The sphere of our world begins to shrink, as does who we are.

What about our family? Our staff? Our community?

What if part of our own challenge is to help those around us discover their own best selves and to show them that their boundaries are far more limitless than they realized? Do you remember that split-second when you taught your child how to ride a bike? When you were running beside them, but not actually holding the seat and they looked down and realized they could do it on their own? That’s the “aha moment” when you discovered you could actually do it! Why does that have to stop?

So, I’ve thought about the things I’d rather not do. The things I’m scared of or the things I’ve put off. But now I’m doing more than just thinking—I’m doing! Think right now: what would be your least favorite thing to do right now? What have you been putting off for the past year (or years)?

Get up… and DO IT… RIGHT NOW!!!

I am grateful to serve this great industry and be surrounded by some of the most amazing people I’ve had the pleasure of knowing. Part of that service is helping each other to be the very best we can at all we do! Spring is right around the corner… make it a good one!

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

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March 2019

Building-Products.com

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Call 888.453.8358 or go to Weyerhaeuser.com/ distribution to find your closest distributor and product offering.

Weyerhaeuser is a registered trademark of Weyerhaeuser NR. © 2019 Weyerhaeuser NR Company. All rights reserved.

MARGIN Builders

By Ian Faight

High-impact upgrades with southern cypress hen it comes to interior home designs, trends are constantly changing. But if there’s one thing that never seems to go out of style, it’s natural wood. Lumber dealers, especially those who deal in cypress, are backing up that claim as they are experiencing a welcomed trend: increased demand.

And for good reasons, too.

“Wood has been an essential building material for centuries; it’s stood the test of time,” says Mark Tuck of Gates Milling, Gatesville, N.C. “And even as design trends change over the years, cypress is proving to be a complementary fit in any architectural style and in creative ways—indoors and out.

With cypress, the possibilities really are endless.”

Here are a few trendy ways cypress is making an impact in new and remodeled homes.

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Accent Walls

For those looking to add personal style and aesthetic warmth to rooms in their homes, accent walls are a popular addition. They’re stylish, customizable and affordable.

“Cypress is widely available in a variety of visual grades, making it perfect for interior applications,” says Brian Meier, Cypress Rose Sawmill, Homerville, Ga. “For accent walls, pecky cypress in a shiplap pattern is very popular because of the unique look it provides with its intriguing pockets and holes. Plus, cypress can be painted, stained, or whitewashed to complement any interior design scheme, but the wood’s real beauty shines when it’s left unfinished.”

Tuck adds, “Demand for cypress in tongue-and-groove v-joint patterns has remained steady, but we have seen a significant progression toward both tongue-and-groove and shiplap patterns with a nickel gap. In our area,

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THE RICH GRAIN pattern that cypress offers makes for great statement ceilings, a growing trend that’s becoming more noticeable in modern homes. (Photo courtesy SMCA)

homeowners are typically looking for full-room paneling, but there’s been a rise in accent wall and wainscoting applications.

Statement Ceilings

Another trendy home upgrade involves ceiling treatments. And while crown moulding can add some character to a space, today’s homeowners are taking it a step further and installing statement ceilings.

“From great rooms to bedrooms and kitchens to dining rooms, adding wood elements to a ceiling can have a dramatic effect on a room,” Meier says.

“With its rich grain pattern and natural honey-like tones, cypress is a natural choice for ceiling treatments. A simple plank ceiling can provide a clean, finished look to a room, but we’re seeing cypress beams being used as accents to enhance both vaulted and flat applications as well.”

Siding with Cypress

As homeowners look to remodel or build new, wood siding is see-

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ing a revival in the marketplace. And cypress is one of the most popular products, thanks to its good looks and natural ability to withstand nature.

According to the Southern Cypress Manufacturers Association, cypress trees produce a resin in their heartwood while they’re growing. This resin acts as a natural preservative, making cypress products naturally resistant to decay and insect infestation, without the need for pressure treating.

“Cypress offers proven outdoor performance,” says Sheppard Haggerty, Williams Lumber Co. of North Carolina, Rocky Mount, N.C. “Over the last several months, we have seen a continued interest in cypress siding.

Standard beveled and rabbeted beveled patterns have been the most popular.

But the interesting thing is we are seeing it used in more new construction compared to previous years.”

– For more information on how cypress is making an impact in new and remodeled homes, visit cypressinfo.org.

Building-Products.com

Massive support base.

And that’s just the tip of the iceberg.

Listen. All we do is EWP. So naturally, we’re pretty good at it. For two decades we’ve been a global leader and innovator in the industry, helping our customers grow their businesses. With an unrivaled support team, massive distribution network, and fully integrated website, we’re here and ready to help.

There is so much more below the surface. Dive into what makes us great! pacificwoodtech.com

FEATURE Story

By Simon Cameron

Staying nimble to promote western red cedar

s anyone working in the softwood industry would agree, 2018 was a predictable and uneventful year.

Bet that got your attention. In reality, few industries experienced the levels of turbulence that softwoods, and in particular western red cedar, did.

Last year the industry was rocked by a number of factors including tariff-inflated prices, distributor consolidation, just-in-time inventory, and inventory management issues, to name a few. An additional change on the horizon is the

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WESTERN red cedar was used for the front steps of This Old House’s 2018 Idea House in Rhode Island. (Photos courtesy WRCLA)

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advent of the “Amazon model” of purchase and delivery, whereby consumers order online and accept delivery sight-unseen. While this hasn’t become the norm for large WRC orders, it’s common for many building products and is changing consumer behaviour.

The biggest disruption to the softwood market, however, is the growth of composite competitive products. Substitute products have increased in popularity over the years due to improved performance, closer price parity, and heavy advertising and promotion. There is also a growing misperception that these products are environmentally friendly because they use recycled materials, and that they require little or no maintenance.

As the voice and advocate of the western red cedar industry, the Western Red Cedar Lumber Association is addressing these issues and working to mitigate changing consumer behaviour and competitive threats, all with the goal of keeping WRC top of mind with consumers and professionals, and continuing to keep member manufacturers, distributors and retailers busy.

The association employs a targeted, multi-platform approach that includes print and tv advertising, online, product placement, outreach, and social media; the latter of which has seen exponential growth over the last few years.

The WRCLA utilizes tracking and data analysis from social media platforms and websites to target potential customers and specific groups that are most likely to be planning a renovation or project, or considering buying building materials, with a high degree of accuracy.

By understanding who the audience is, and what their attitudes are to subjects like material price, natural versus composite, or how easy it is to install, for example, content can be tailored to each platform to address interests or concerns and dramatically affect results.

This approach grew web traffic from social media platforms 402% in 2018, and has resulted in over half a million site visits, and almost one million page views. More significantly in terms of cedar sales however, is that of these visitors, a high percentage then went to the retailor locator to find a member retailer.

Growing awareness of WRC has always been key to staying competitive, and the association employs a number of tactics. Last year they negotiated several product integration opportunities to expand their audience. One in Building-Products.com

particular with This Old House resulted in WRC featuring prominently in high-value applications in their 2018 Idea House in Narraganasett, R.I. In exchange for materials, Real Cedar was promoted in a 17-page magazine feature in the November 2018 issue, on their social media platforms to their 3.5 million monthly followers, online, and in the upcoming spring 2019 national TV episode of the show.

The WRCLA also targets influencers like the architectural community, both by creating Continuing Education Unit courses, learning sessions, and outreach.

Their involvement with this group resulted in the 7,210seat CHS Field in St. Paul, Mn., being clad in WRC. Designed to be the greenest ballpark in America, the stadium uses cedar extensively for its appearance, durability and acoustic properties, and the wood is the exterior’s central visual feature and most striking characteristic. Were it not for the influence of WRCLA field reps and members, the project would be clad in an alternative product.

By advocating for western red cedar and providing extensive education and consultation on installation and grain orientation, the decision was made by CHS Field’s owners and their architectural firms to use real cedar. As a result, the stadium is a visual showcase, and has been awarded by the American Institute of Architects for its excellence in architecture, interior architecture, and urban design.

Although the market is changing and almost impossible to predict, the WRCLA is able to adhere to a strategic communications plan but act in a proactive and nimble fashion to leverage market opportunities and keep the Real Cedar light on for consumers and professionals, and member manufacturers, distributors and retailers.

Established in 1954, the WRCLA has members in over 131 locations throughout North America.

IDEA HOUSE’S porch and ceiling were also crafted from WRC.

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March 2019

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INDUSTRY Trends

By Charlie Jourdain

Redwood getting updated Life Cycle Assessment oday, many building products boast about their environmental benefits. Relatively few, however, back up such claims with scientific evidence. For decades, the California redwood industry has supported its claims with scientific data.

Redwood lumber has long been prized for its beauty, natural durability, and dimensional stability. A major study has also confirmed redwood’s status as the premier environmental choice for decking. The study found that the production of redwood decking (as opposed to the production of wood plastic composite and vinyl decking products, which increase carbon output into the atmosphere) absorbs carbon dioxide from the atmosphere storing or sequestering it in the wood fiber. This reduces the potential for global warming.

Redwood was also found to be vastly superior to synthetic alternatives when it comes to much lower levels of air and water pollution produced during manufacture.

The 2013 study, Comparative Life Cycle Assessment of Redwood Decking, was conducted by an independent organization, the Consortium for Research on Renewable Industrial Material (CORRIM). The data generated from the study was the basis for developing an Environmental Product Declaration (EPD) for redwood decking.

EPDs present standardized, transparent, verifiable and comparable information for use by developers of green building codes, specifiers, architects and consumers about the environmental impacts of the building materials they use. EPDs are prepared by independent third-party organizations, in this case, UL Environment, in accordance with internationally recognized standards.

In 2018, CORRIM began conducting a new Life Cycle Assessment to update its 2013 study. The study requires collecting and analyzing a tremendous amount of data encompassing redwood timber harvesting practices, lumber manufacturing processes, energy consumption, by-product output and air and water emissions. Data collected includes such things as log volume input, lumber and by-product output, electricity and fuel usage, and the use of ancillary products ranging from hydraulic fluids to plastic strapping.

A cooperating member of CORRIM, the USDA Forest Products Lab, sent Kamalakanta Sahoo (who goes by

T

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BIG CREEK’S Janet Webb schools Life Cycle Assessment expert Kamalakanta “KK” Sahoo on redwood lumber grades and properties.

“KK”), a post-doctoral Research Fellow and LCA expert, to the redwood region during the first week of December 2018 to gather data.

Redwood sawmills cooperating in the research include Big Creek Lumber Company, Humboldt Sawmill Co., and Mendocino Forest Products. The level of detail required was encompassing. Dean Kerstetter, executive vice president of Humboldt Sawmill Co., stated, “We generally have data on log input and lumber and byproduct output at our fingertips, but it takes time to come up with how many gallons of various lubricants or amount of other supplies we consume on an annual basis, and we had to go through hundreds of pages of reports to provide CORRIM with the data they need.”

“Energy consumption for all of our processes, including dry kilns, in addition to energy production from our biomass cogeneration plant has all been provided for this LCA project,” added Mike Richardson, Humboldt’s director of operations.

Building-Products.com

HUMBOLDT SAWMILL director of operations Mike Richardson and KK review mounds of data needed to prepare the redwood LCA report.

KK AND Richardson observe primary log breakdown at Humboldt Sawmill’s small-log headrig.

The study has been funded through the U.S. Endowment for Forestry & Communities. The $200 million dollar endowment came into being as part of the 2006 Softwood Lumber Agreement between the U.S. and Canada. A portion of those funds are dedicated to projects addressing the sustainability of forests as sources of building materials.

The American Wood Council, which published the initial Environmental Products Declaration for redwood decking, will use the new Life Cycle Assessment study to publish a revised EPD for all redwood lumber, including fencing, decking and timbers. According to Jessica Hewitt, director of marketing for Mendocino Forest Products, “This whole process may be complex, but in addition to our Forest Stewardship Council certification, the redwood lumber

Environmental Product Declaration form the basis for our environmental stewardship and sustainability messaging.”

Janet Webb, president, Big Creek Lumber, agrees that “redwood is an amazing resource and all of these cooperating redwood producers have a really great story to tell.”

For access to the 2013 Redwood Decking EPD or to learn more about EPDs in general, go to www.awc.org/ sustainability/epd. The new Life Cycle Assessment and revised EPD for Redwood Lumber will become available in late 2019 and should reconfirm the environmental benefits of using redwood lumber.

– Charlie Jourdain is manager of business development for Mendocino Forest Products, Ukiah, Ca. (mfp.com).

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Our sanders and specialty glues allow us to fabricate panels for whatever project you want to build. We can even engineer panels to meet unique and specific needs—including panels up to five feet wide, ten feet long and 1-15/32" thick.

Tell us what you need, and we can make it happen.

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PRODUCT Spotlight

By Don Barton

ALDER is the dominant species of Northwest Hardwoods’ Longview, Wa., operation and its five other western mills. (All photos by Northwest Hardwoods)

A regional look at North American hardwoods atural hardwoods offer sustainability, authenticity and comforting natural beauty. The added bonus?

They are all derived from a material straight from the soil.

In fact, North American hardwoods are among the most plentiful and well-managed resources in the world.

These hardwoods come from various growing regions, which encompass states within the Western, Glacial and Appalachian portions of North America. Growing region may not seem like a big deal, but each area brings specific qualities and characteristics to the wood thanks to regionspecific factors such as climate.

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Western Region: Versatility & Beauty

Within the Western hardwoods growing region, one species is quickly gaining popularity in the global wood industry, particularly among cabinetry and furniture makers: alder.

Alder, which offers a combination of workability, versatility and beauty, grows within the southern British Columbia to Northern California areas. It’s a relatively small tree that only reaches about 90 to 100 ft. in height at maturity, with a trunk diameter of up to 5-1/2 ft.

The tree’s small size means that boards are typically narrow. But, what alder may lack in size, it makes up in usability, workability and beauty.

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What makes alder so popular is that it’s a fairly straight grained wood with uniform texture and has the visual appeal of cherry, maple or birch. And while it yields narrower boards, there is little difference or color variation between the heartwood and sapwood. Alder also provides: • Workability: alder is excellent for machining, turning, surfacing, drilling, boring, carving and molding • Versatility: alder can be nailed without splitting, screwed without pre-drilling, and glues well • Beauty: alder is sandable to a smooth finish, paintable and stainable (it is ideal for light or natural finishes and offers a warm honey color when finished naturally) Alder can be used to deliver a knotty, rustic or distressed appearance, in addition to beautiful color, making it ideal for use in a broad range of applications, such as cabinets, doors and paneling, mouldings and millwork, furniture, picture frames, toys, interior joinery, and other specialty wood products.

But, while the use of alder is on trend and on the rise, it’s not the only hardwood option.

Glacial Region: Texture & Color

The Glacial growing region—consisting of states from Wisconsin up north to Maine—offers tree species that can tolerate shade and growing under low light conditions. The Building-Products.com

and fall seasons with cold winters, which allow that growth to be gradual—hardwoods from the Appalachian region feature tight growth rings, strong fibers, and consistent colors and grain textures. This leads to strength, durability and beauty in the lumber, in addition to excellent width and long length characteristics.

Primary species include ash, cherry, hard maple, red oak, soft maple, white oak, basswood, beech, birch, walnut, poplar and hickory, which are great for high-end furniture, millwork, cabinetry, doors, flooring and paneling, and more.

No matter the region they come from, there are many North American hardwoods species to choose from.

The decision as to which one to use comes down to the application and overall quality and look of the project.

HARD MAPLE is popular throughout the Glacial Region.

long, frigid winter climate, coupled with a short summer season, produces hardwoods with very tight growth rings.

This creates lumber with outstanding color and fine texture, which is ideal for applications ranging from furniture, cabinetry and doors to flooring, paneling and more.

This region supplies nine primary, widely used species, including: ash, basswood, cherry, hickory, hard maple, red oak, soft maple, white oak and walnut.

– Don Barton is vice president of sales and marketing for Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com).

Appalachian Region: Superior Quality

Spanning several states, including Ohio, Pennsylvania, North Carolina, Virginia and West Virginia, the Appalachian region produces a wide range of hardwoods species—all with one thing in common: superior quality.

Thanks to the region’s climate conditions—warm summers that assist with tree growth, and cooler spring

CHERRY is among the major hardwoods of the Appalachian Region.

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COMPETITIVE Intelligence

By Carla Waldemar

A for Endurance 3

h, there’s no such thing as tracts here,” explains Robert Ashley, president and CEO of Triple A Building Center, hunkered in the far-far-northern tip of New York State. “Our builders might do one or two houses a year. We’re the largest county in the state (larger than Rhode Island), but we only see 10 to 20 housing starts a year. The per capita income here is one of the lowest in the entire country,” he underscores.

“To keep in business, we need to look at all facets—a lot of remodeling, plus the prison system. Lots of small contractors working as weekend warriors. So, we look to serve the whole gamut, including hardware.”

The area’s fortunes—for good or for not-so—are tied to that of Alcoa, the major player here. “During the downturn,” Rob recounts, “they decided to pull out, and everything slid down. Everybody closed their checkbooks: the ripple effect. Finally, the state gave them $42 million to stay open three years. And today, the government tariffs are helping. Alcoa’s now doing well, getting business back.”

“The economy’s kind of different here,” he explains.

“When other parts of the country slowed down in 2008, we went up. But when they bounced back, we shrank. Because of”—again—“Alcoa.”

But Rob never bailed. For one thing, he’s too young to retire. For another, the lumber business is all he’s ever known. And loved.

The family business got its start when Rob’s dad was in college and Uncle Johnny picked up a yard that was for sale. “My dad took over, one year after getting his accounting degree. He bought it in 1955. In 1971, he moved to Massena and started Triple A—built it from scratch. In 1976 he purchased a second location in nearby Canton, and another in Potsdam in 1978.”

So Rob—today’s second-generation owner—grew up amid the sawdust. “I rode along in the trucks when I was six or seven. They paid me $1 a day, and I thought I was rich!” he laughs. He worked during school vacations, moving up the chain from delivery to an inside slot. In 1985, when I finished college, I was actually running the company. I’d sunk my feet in the ground. I got married in 1987 and had a son (who’s now in the business) in 1989.

“O

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“When I took over at age 25, most of the staff was older, had been with the company long before I had. I was hearing, ‘He’s too young. Never make it.’ To counter that, I got competitive and was determined to prove them wrong.” Maybe Rob couldn’t buy entire carloads of this and that, “but I showed vendors why it was good for them to do business with us anyway—as the largest building materials outfit in the area—because of our product knowledge and good people.

“Because of that, we experienced low turnover.

(However, now we’re seeing some growing pains as those managers are aging and nearing retirement.) Because I viewed myself as pretty young, I looked to the managers for knowledge. With that frame of mind, I also continue to learn from our younger employees, even if I’m the boss.

It’s a trust factor; we’re all on the same team.”

These days that staff numbers 48 (scaled down from 72 in the company’s heyday). They represent quality hires, in large part because Triple A has a job application form that’s—gulp!—12 pages long. “Long, but meaningful!” insists Rob. “We use it as a sorting tool, so instead of talking to 30 people, we interview the top three. This leads to long-timers, which in turn helps us with product knowledge.”

During the winter slowdown, November through March, training becomes intensive. Wisdom Wednesdays are held in conjunction with vendors—half-day sessions that are available to contractor customers, too—dealing with, for instance, shingles, “the pluses and minuses. Also, we participate in training with our co-op and the NRLA. We want to get across the message that knowledge isn’t useful knowledge unless you pass it on rather than jealously guard your turf.

“We hold directors meetings, too—for, say, marketing, HR, etc. And managers meetings, where we sit down to hash things through. Our managers are enabled to make OTJ decisions because I trust them. If I disagree, I’ll talk it through with them later. And they help decide on product lines. Take,” he offers, “caulking. All three locations need to stock the same one brand so we don’t lose our bulk buying power. But if a manager wants to add a second line, he Building-Products.com

TRIPLE A undertook top-to-bottom remodels of all three of its stores—Potsdam (opposite page), Massena (above left), and Camden, N.Y. (above right)— in the same year, though each has a different focus.

can choose to do so.”

Triple A’s three locations are otherwise run “totally separately. Potsdam is a contractor yard. Camden is the building materials location, plus a showroom. And Massena has a home center with décor, flooring, etc., and a very good following in the whole county. Massena is Alcoa’s base and the other two are college towns. Our contractors will visit all three stores in a week’s time. We deliver within a 60-mile radius, which keeps our trucks busy in summer months,” Rob adds.

“We remodeled all three stores in 2015. We’d been doing updates every five years or so, but those had always been somewhat independent of each other. So in 2015, we decided to go full-blast at all three, giving them the same exterior look, similar interiors and products. (We do a lot of transfers between them for next-day pick-up, too.)

“The effect on our employees was great! It brought us back together. A morale-booster. Back into the same family. It helped develop our team by including all three locations in ‘This is the vision.’”

Customers experienced the same positive reaction. “We added bright outdoor lighting, too. ‘Nice new store,’ a firsttime customer told me. ‘Not new. We’ve been here since 1975.’ So, yes, it’s bringing in new people. After the grand opening last spring, we’re definitely seeing more foot traffic, and everything will flow from there.”

Keeping the momentum going, Triple A hosts Ladies Nights in all three locations, complete with coat check, wine tasting, and hors d’oeuvres. It also holds contractors’ breakfasts and dinners. And why do those pros gravitate to Triple A? Low staff turnover plays a big role.

(Consider employee Mike Pollack, who signed on in 1976 and now serves as a manager of the Massena store. He’s kept records of transactions ever since, “which helps our contractors immensely when doing research. He goes the extra mile,” swears his boss.)

“Plus,” Rob continues, “the pros know I’m always here—one of the first in the door in the morning and last one out at night. I keep an open door, and they know they can come to me for satisfaction: They have confidence in that.”

Always on the lookout for ways to improve his game, Rob is a big fan of roundtables, held throughout the counBuilding-Products.com

try. “I can ask a question—say, should I take on xxx new line?—and get an answer from West Virginia and have confidence in it. And if something were to happen to me, my son and wife could call these people for help with the business.”

To keep tabs on the competition, Triple A conducts customer surveys, does price checks, and monitors rivals’ websites. Sales associates keep their ears open, too, and report any scuttlebutt.

But there have been times when Rob refused to listen to “expert advice” in favor of his gut instinct. “We’d learned that a Home Depot was going to open in Massena in 45 days and were told by advisors how it would set us back by 50% and to prepare for the worst.” Rob’s reaction: “Nope, we’ve got a good location and good people. We can handle our own. Other independents around here shut down when they heard the news, but instead we started our remodel.

We kept our good guys and picked up their key employees.

And after Home Depot opened, our sales went up! We saw trucks come out of their parking lot and head up the hill to us.”

Speaking of trucks: Canada lies just a few miles north, and with the American dollar doing better than theirs, Triple A found that Canadians would ask for packages (Amazon, etc.) to be delivered to the Massena store for pick-up (18,000 to 24,000 packages a year). “It creates great foot traffic for the store; we sell them tires galore, for instance.”

Thus, Triple A has muscled through some challenging economic situations. Today there’s light at the end of the tunnel, shining off all those bright Alcoa products. “With that company growing again, employment is up all over—the ripple effect once more. There’s all the more reason to play the game, deciding to fight; take on different niches.”

Carla Waldemar cwaldemar@comcast.net March 2019

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OLSEN on Sales

By James Olsen

Promotional sales calls

any sellers are so afraid of the NO that they don’t even ask for the business. They say a version of, “Do you need anything today?,” hoping the customer will do all the seller’s work for them. Others have a bad case of “BeatAround-the-Bush-itis;” they talk about and around the product, but never ask for the order! These approaches irritate and/or bore customers, which does not lead to business.

While the selling process should not be adversarial, customers have a part to play and, as sellers, we have our part to play. Most relationships have a Stopper (Yin) and a Goer (Yang). We are the Yang in the relationship. Our part is to promote products and ideas to our customers. We cannot serve our way to the top of a sales business.

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Expert vs. Winging It

Master Sellers are experts; they make it look easy.

Struggling sellers confuse this expertise with “winging it” and try to do the same, which leads to unorganized, uninspired sales calls. Pre-call preparation is a must for great, promotional sales calls. Pre-call preparations include: • A product or products to promote. Ideally, we are ready to promote all the items our customer could buy from us ready to promote on every call.

• Minimum three reasons what we are promoting is a good deal. We don’t want to overwhelm the customer, so we give three positive reasons at a time. We can use the same three reasons again, but it’s nice to have more and different reasons our proposal is a good idea when we start to overcome objections.

• Psych up! We must convince ourselves that what we are proposing is a good deal. If we don’t speak with conviction, our customers will not be convinced.

• Make a note to ask for the order and three to five ways to ask.

Promotional Sales Call

After the introductory small talk…

Us: “So Susan, I was thinking about our inventory situation on 2x4. Based on our last conversation, we won’t be needing any to come in until the first of April, right?”

Susan: “That’s about right.”

Us: “Perfect. We just bought a block of 2x4 for midMarch shipment that will arrive to you exactly when you need it. We’ve also got great tally flexibility and the kind of quality you need. We’ve been going through four cars a month, so why don’t we put four on?”

Susan: “What’s the price?”

Us: “That’s the best part, Susan. We’ve got these at $435/MBF, which is a fantastic price, so why don’t we put these on?”

Susan: “I think I’ll just wait. Our business is slow right

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now and the market is coming off, so I’ll just wait. Call me in a couple weeks and we’ll see.”

Us: “Susan, that’s what everyone is doing, holding off.

And that’s why we were able to pick these up at such a great price. You had a record year in 2018 and you’re going to have another great year in 2019. Spring is right around the corner. Let’s put these on.”

Susan: “I’m just going to wait.”

Us: “Last week you told me we were down to two cars unsold on the yard, right?”

Susan: “That’s about right.”

Us: “How much of that is left?”

Susan: “I’d have to check.”

Us: “Can you pull it up now?”

Susan: “I guess so. I’ve got about a car and a half left.”

Us: “So we’re moving about a half a car a week even in the depth of winter. Like I said, spring is around the corner.

Your business is going to pick up. Even at current usage levels we’re going to be cutting it close for April, so why don’t we at least put three on?”

Susan: “I don’t know. This market scares me.”

Us: “Scared money doesn’t win, Susan. The market has come off $100/MBF and we are within 5% of the 10-year low on 2x4, so let’s put on two and call it even.”

Susan: “I’ll take one.”

Us: “Thanks for the one. I’ve also got a great deal on some 2x6…”

Susan: “No. That’s enough for one day. My order number is 324. Call me tomorrow.”

Most sellers think this kind of call is impossible. Master Sellers disagree and profit for it.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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THE REVENUE Growth Habit

By Alex Goldfayn

Silence is money

ant to know the most underutilized technique in sales? Silence. That’s right. Not talking is a rare commodity in the sales profession. In fact, salespeople are constantly talking at your customers.

Here’s what I mean by silence. Silence is: • Asking for a referral and waiting for the answer.

• Asking for a testimonial and waiting until the customer answers.

• Asking for the business and not speaking until the customer responds.

Silence means not filling the pauses with your nervous chatter. Too much money is lost when you fill the pauses with nervous chatter.

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Why We Are Not Silent

Why do we talk into the silences? Because we are nervous. We don’t “do” silence because we think the customer is unhappy, or uncomfortable, when he is quiet. In actuality, he is merely thinking, and when we jump into that pause, we interrupt his decision-making.

Let your customer think and consider your question. Let them answer. Then, you go.

How to Be Silent

Here are two ways to use silence to your advantage.

Ask a Question and Then WAIT. Here is how to be silent: Ask a direct selling question—like the did you know question or the reverse did you know question or a closing question—and then stop. And wait.

If you are together with the customer, just look at them, and blink. Breathe. Be confident and comfortable. Count to 100 if you must. Sing a song in your head. (When my kids were younger, I’d have them sing their ABCs while they washed their hands with soap. Otherwise, they’d just touch the water with their fingertips and then turn off the water.)

Do what you have to do to not talk first!

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During Conversation. The other powerful use of silence is within a conversation, during the back and forth. When the other person finishes up what they’re saying, don’t start talking right away. Wait two beats. If they don’t say anything else, then you start. You will find that the other person may jump back into that silence with something you wouldn’t have even known to ask about.

Many times during my testimonial calls with the customers of my clients, there are long pauses because I take notes while the other person speaks. And because they talk faster than I can type, I am frequently catching up with what they are saying. So, as I type, I simply say, “Catching up,” and the other person almost always says, “No problem” or “Take your time.”

But then, in approximately half of these pauses—which is multiple times per phone call!—the customer jumps back into the silence and volunteers information I would have had no idea to ask about. Something like: “And then there was the time he got in his car and drove the product over here. How amazing is that?!” There’s no way I could have inquired about this if the customer did not bring it up.

It works the same in conversation. The customer might say, “Well, we’ve got that project at the school that you know about already.”

You: (One-thousand-one, one-thousand-two...)

Customer: “But we ran into a problem that you might be able to help us with ...”

That’s how this works. Don’t be the person who starts talking before the customer finishes their sentence. You will find many people communicate this way. They can’t wait to tell you their piece. That’s insecurity and discomfort coming through in their portion of the conversation. I find this with about one-third of the people I talk to.

That’s okay. I still pause before taking my turn in the conversation. And they think of additional things to say during the silences that are often of high value to me. Use silence to help the other person think of new things to share with you.

Silence is rare. Silence is a sign of confidence. Silence is a feature of an advanced and outstanding salesperson. Use silence.

Because silence is money.

– This article is an excerpt from Alex Goldfayn’s latest book, the 2018 Wall Street Journal best seller, Selling Boldly.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

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TRANSFORMING Teams

By Susan Pale

Time to talk about pay! ecruiting new employees and retaining current employees was a difficult task for many employers during 2018. And 2019 will continue to present many of the same challenges. The decade since the Great Recession has seen high unemployment rates, slow job growth, and slower wage growth. But all that is changing—and changing fast. Here’s why: Number of New Jobs: The U.S. Department of Labor, Bureau of Labor Statistics reported that the economy added 304,000 jobs in January 2019. That is a huge number and is the 100th consecutive month of job gains. The hospitality, retail and health care sectors experienced particularly strong growth during 2018.

Unemployment: The U.S. unemployment rate is currently 4.0%. This represents a slight increase over the previous three months, but is still considered by the U.S. Department of Labor to be full employment. If you operate in a high-growth metropolitan area, the unemployment rate may be even lower.

Wage Growth: After a decade of very slow growth, average wages in the U.S. increased about 3.2% in 2018.

In high-growth urban areas such as Seattle and San Jose, wages increased almost 7%. The large number of entry level jobs created in the hospitality and retail sectors, combined with a low unemployment rate, has raised wages for these positions. Retailers such as Amazon and Target now pay all employees, including part-time, temporary, and seasonal workers, a minimum wage of $15.00 an hour.

Minimum Wage: The federal minimum wage of $7.25 an hour has not been increased since 2009. Although the current Congress may consider an increase, in the absence of concrete activity many states and municipalities have taken steps to increase minimum wage levels. In addition to actual increases in the minimum wage, several states have passed or are considering legislation that will index the minimum wage to the rate of inflation while other states are considering regional minimum wage legislation to address cost of living differences in different areas of a state.

Here are some steps to take to keep your compensation competitive in 2019 and beyond:

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1. Review Paid Salaries If you hired new employees during 2018, chances are you had to hire them at higher salaries—maybe higher than the salaries of current employees doing the same work.

Successful compensation programs are both externally competitive and internally equitable. If you have new hires earning more than experienced employees, you have an internal equity issue. That is best addressed by reviewing all paid salaries and making adjustments as needed. And

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don’t rely on the fact that you have a policy that prohibits employees from discussing salary—it’s illegal to prohibit them and those conversations will happen anyway.

2. Review Salary Structures and Procedures If you operate with a more formal salary structure (pay bands or salary grades), it may be time to review and update these. We generally recommend a review every three years or so—to ensure both external competitiveness and internal equity.

And some of your policies and procedures may be outdated as well. It’s common to give new employees an increase after six months, but some employers are giving an increase after three months and another after nine months to increase retention. This can be particularly effective with entry level employees, where turnover during the first six months of employment frequently exceeds 50%.

3. Get Informed about Pay Equity Since women currently earn only about 80 cents for each dollar earned by their male counterparts, starting salaries based on past compensation often perpetuate this inequity.

To address this, several states and municipalities have already passed legislation prohibiting these types of application and interview questions. Look for more of this type of legislation to take effect in 2019—39 states are currently considering it.

4. Get Creative With One-Time Payments If you’re attempting to recruit a new employee who wants a higher salary than you want to pay, consider a onetime signing bonus as part or all of the salary differential.

These can be structured as single or multiple payments and will help to minimize any internal equity issues.

And maybe 2019 is the year to think about developing and implementing a variable, performance-based incentive program. A recent survey reported that 90% of for-profit companies and 76% of nonprofit organizations use some type of variable compensation to supplement their base pay plans. Increasingly, these plans include employees at all levels in the organization.

Bottom line: Now is the time to rethink your compensation policies and programs to prepare for the recruitment and retention challenges of 2019 and beyond.

Susan Pale, CCP Affinity HR Group contact@affinityhrgroup.com Building-Products.com

www.everwoodtreatment.com

Weekes Dips Into Industrials

Weekes Forest Products, St. Paul, Mn., has launched a Construction & Utility Division with sales offices in Oregon, Michigan and Virginia as well as strategically placed inventory throughout the United States.

It will supply treated utility poles in Douglas fir, western red cedar, and southern yellow pine, and all treatments including creosote, copper naphthenate, pentachlorophenol, and CCA. It will also supply crane mats, treated pilings, and other treated material used for industrial projects.

The group will be led by general manager Joe Passadore, ex-Pacific Lumber Resources, who will be based at the office in Lake Oswego, Or. Daniel Rasor, ex-Biewer, is a new account mgr. in Grand Rapids, Mi.

BMC Acquires Locust Lumber

BMC Stock Holdings has acquired Locust Lumber, Charlotte, N.C. Established by Roy Huneycutt in 1952, Locust generated $53 million in net sales for the full year 2018.

Boise Sells NC Plywood Mill

Boise Cascade Co. will sell its plywood operations in Moncure, N.C., to Southern Veneer Products, Fitzgerald, Ga., a privately-held manufacturer of high-quality plywood, veneer and wood by-products.

“We believe this sale provides the best long-term option for continuing to serve the furniture market and sustain employment at the mill into the future,” said Mike Brown, executive VP. Brown noted that Southern Veneer

has been a veneer supplier for Boise Cascade for more than 10 years.

Ken Adams, president of Southern Veneer, said the company intends to invest in equipment upgrades to make full use of the production capacity at the plant. The deal is set to close during the first quarter.

Busy Beaver Expands in WV

Busy Beaver, Pittsburgh, Pa., will open its newest home improvement store April 10 in Elkins, W.V. A grand opening for the community is set for April 27.

The 33,000-sq. ft. branch will feature an outdoor lumberyard, and a farm and ranch department. It will be Busy Beaver’s fourth location in West Virginia and 22nd total.

MRS Adds New Warehouse

Manufacturers Reserve Supply has completed the construction of a new 73,000-sq. ft. warehouse at its Irvington, N.J., headquarters location.

The new center boosts MRS’ storage and reloading space from about 90,000 sq. ft. to over 150,000 sq. ft. across four warehouses.

SFI Targets Small Lands

The Sustainable Forestry Initiative and the American Forest Foundation have formed a new partnership to grow the amount of certified family and other small holdings in North America.

Under their new Small Lands Group Certification Module, companies certified to the SFI Fiber Sourcing Standard will be able to form a new type of certification group to certify small lands.

CORRECTION Patrick Adams’ article “Tools of Your Trade” (Feb., page 8) posed the question: “Are YOU constantly investing in updating the tools of your trade or are you still ‘dragging logs out of the forest with horses?’”

Collins Companies, Portland, Or., does both. “Um, trying not to be offended here,” emailed Collins’ Cami Waner. “Meet Bob. This is what we do on occasion in sensitive habitat. I know. Collins... we are different, in a good way. Now giddy up, back to work!”

SUPPLIER Briefs R.P. Lumber acquired 1.88 acres adjacent to its Festus, Mo., yard to add warehouse space.

Salemi’s Ace Hardware opens branch #3 this month in Bay City, Tx. Poynette True Value Hardware, Poynette, Wi., is closing.

Hardware Hank will open a new location in Pine Ridge, S.D., as part of new grocery store by Buche Foods.

Wilson Lumber Co., Memphis, Tn., over the next several months is winding down operations after 55 years in the hardwood business.

Roseburg Forest Products

completed its purchase of PotlatchDeltic subsidiary Del-Tin Fiber.

Biewer Lumber, St. Clair, Mi., is now carrying FlamePRO FRTW. Monsma Marketing Corp. , Grand Rapids, Mi., is now repping

Chelsea Building Products’ Everlast composite siding.

Stone & Co. , Hempfield, Pa., auctioned off the final remaining inventory of Irwin Builders Supply, Irwin, Pa., after purchasing Irwin’s site in December.

Timber Products Inspection, Stafford Inspection & Consulting Services, Orlando, Fl. Conyers, Ga., is acquiring

ECi Software Solutions, Fort Worth, Tx., was certified as a Great Place to Work for the second straight year, based on ratings provided by employees via anonymous surveys.

Versatex honored Dealer of the Year Scituate Lumber, Scituate, R.I.; Distributor of the Year Dixie Plywood & Lumber, Atlanta, Ga.; and Distributor Sales Rep of the Year Pat Backes, Parksite, Fargo, N.D. Combilift’s Combi-PPT powered pallet truck is a finalist for the International Intralogistics & Forklift Truck of the Year Award.

MEET BOB

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RoyOMartin , Alexandria, La., is partnering with Operation Finally Home to provide homes and home modifications for wounded, ill and injured veterans using products made and donated by RoyOMartin.

National Takes Over in Connecticut

National Lumber Co., Mansfield, Ma., opened a new location Jan. 21 in East Hartford, Ct. It will operate under the name National Building Products, since another company already does business in Connecticut as National Lumber.

The facility, vacated late last year by Builders FirstSource and since remodeled, is overseen by former BFS general manager Mark Lefsyk. It features a Kitchen Views design showroom staffed by designer John Ferrato.

National expanded into the state in 2015 with the purchase of Oxford Paint & Hardware, Oxford, Ct., which operates as Oxford Lumber & Building Materials.

Minnesota’s Simonson Buys Dealer

Family-owned Mathew Hall Lumber, St. Cloud, Mn., has been bought by Minnesota-based Simonson Lumber.

The company will continue to run under the Mathew Hall name.

Mathew Hall made its first sale in July of 1889 and they are still in their original location. Simonson Lumber, also a family-owned business with a long history like Mathew Hall, was established in 1913 with their first location in St. Cloud in 1927.

Simonson Lumber will continue to operate at all six of its current locations.

Westlake Cooks Up New Location

Westlake Ace Hardware has opened a new location in Parkville, Mo.—its first to feature an expanded kitchenware department called Kitchen Essentials.

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NEW KC AREA store offers a prototype kitchenware department, large Backyard BBQ department, and expanded Pet Supply area.

The new area offers the latest kitchen gadgets and tools, trendy cookware, specialty coffee items, eco-friendly bowls and cutting boards, sparkling water makers, and specialty foods. The design of the department and the product offerings facilitate more product demonstrations and sampling opportunities, allowing a more interactive experience with customers.

The new 12,000-sq. ft. store, which opened Jan. 25, is Westlake’s 23rd in the Kansas City metro area and 124th nationally.

Great Lakes Picks Up 3 More Aces

Great Lakes Ace Hardware, Farmington Hills, Mi., has purchased three-unit Rylee’s Ace Hardware from Lori and Todd Terpstra.

The two stores in Grand Rapids and one in Walker, Mi., will continue to operate as Rylee’s Ace Hardware.

Building-Products.com

THINKING Ahead

By David Brown, Universal Forest Products

“Classy” new way to groom tomorrow’s lumber leaders ast fall, I found myself on one end of a videoconference, using a PowerPoint presentation to describe the ins and outs of how to sell lumber. While that’s not so unusual—we at Universal Forest Products often do this type of thing to orient new trainees—the difference was the audience taking notes on the other side of the screen.

Collectively, the 12 to 15 fresh young faces looking back at me represented the first class to enter—and eventually to complete—the UFPI Business School’s Degree Program.

They came out of the program with two years of classroom learning; practical, on-the-job training that they could apply immediately; and a head start on their careers in this industry. Since then, two more classes of hand-picked students are currently digging into this exciting opportunity—which benefits both them and us!

Here’s how it works in a nutshell: Although anyone can apply, Degree Program students tend to fall into one of two groups. Often, they are go-getters who want the opportunity to learn but may not be positioned financially to attend a tra-

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ditional four-year college. In addition, eager self-starters who would rather skip the university experience and get right into the nitty-gritty of the business are prime candidates.

Whatever walk of life they come from, those accepted for participation

undergo an immersive curriculum that exposes them to various aspects of the business in general—including finance, entrepreneurship, and marketing—while also teaching them about the culture at UFPI specifically and giving them a solid foundation on which to build their professional growth and advancement. Any

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way you look at it, our program gets participants a proverbial foot in the door—and without spending a dime!

Financial Perks Create a Win-Win

Perhaps the biggest selling point of the Degree Program is the cost: there is none. Nope, that’s not a typo—students get two years of invaluable instruction and experience, for free. There’s no tuition, and no student loans hanging over their heads for years to come. Not only do participants not have to pay for this education, they also have the opportunity to actually bring in some income during their enrollment.

That’s because, as part of the curriculum, they will spend part of their time in one of our 130 plants scattered throughout the country, applying what they learned in the classroom and getting hands-on training in sales and management, production and purchasing. Students may spend time working in the yard, using the machines to make lumber, and observing the truck loading/unloading processes. They’ll take inside sales calls, learning to provide quotes to big-box retailers, for example; and

Building-Products.com

A Special Series from North American Wholesale Lumber Association

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Learn more about how NAWLA can help your business at www.nawla.org.

they’ll also hit the road with outside sales reps to get a feel for what their days are like. These periodic assignments are essentially paid internships, making the Degree Program a “learn and earn” experience.

When not pulling down a paycheck from their work in our facilities, students are in the books, so to speak. Aside from their on-the-job exposures, they’re also getting face-to-face classroom instruction from the experts in our company about our business specifically and business in general. Again, they are also privy to video presentations like the ones that I and other members of the purchasing department delivered in the fall. Departments companywide, from sales to accounts payable, also contribute to the learning experience. There are homework, tests and, at the end of two years, a graduation ceremony and degree.

It is certainly a gamble to provide this education free of cost, so we try to hedge that bet by selecting the applicants that we believe are most likely to be successful— those who are eager and excited to work and who appear to be committed to their career track. Aside from that, we hope the business landscape at UFPI will be incentive enough to win their loyalty. We are a fast-growing $4 billion international company, with locations throughout North America, Europe, Asia and Australia. In addition to endless opportunities for career advancement, employees enjoy other perks that come with working for a large company, including stock benefits and relocation offers.

It costs money to train new workers, and pulling from the pool of graduates from the Degree Program can help alleviate some of that cost. What cost remains is well worth it for the right employees, and is considered in investment that can set the company up with a pipeline of talent to draw from as we continue to grow. Students, in exchange, can forge a quicker path to professional success and get a competitive edge over traditional college students who have less or no real-world experience. With only one graduating class under our belt, there may not be a lot of hard data yet to back up those assumptions, but things are looking good from where I sit.

– David Brown is SYP buyer for Universal Forest Products, Union City, Ga. (www.ufpi.com).

What Happens Next

Even before they have degree in hand, students are researching UPFI job opportunities and making important connections. Although some may receive offers even before graduation, they will complete the program before shifting into those roles. When they find a position that matches their interests, they arrange for an interview.

Immediate placement is not guaranteed, but the advance know-how that graduates have gives them a leg up over the average applicant off the street or straight out of college. If I was a general manager at one of our plants and I had a person that had gone through this process and learned about our culture and company—what we do and how we do it—that’s somebody I’d want to work for me.

Potentially, that’s also somebody another company might want as well. The kind of knowledge, skills, and work experience our students gain is valuable and could easily be applied elsewhere, although naturally it is our goal to retain these students and have them pursue a career within our company.

Building-Products.com

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MOVERS & Shakers Andrew Harris, ex-NCI Building Systems, has been named sales mgr. of Lodge Lumber Co., Houston, Tx. Nick Fitzgerald, ex-BPI, is now general mgr. of Snavely Forest Products, Dallas, Tx. Carolyn “C.J.” Ryals has retired after 34 years with Hood Industries, Hattiesburg, Ms., including 28 years in lumber sales.

Kyle Diamond, ex-Parks Building Supply, is new to Carter Lumber, as installed sales mgr. for the Atlanta/Greenville, Ga., area.

Bill DeGroat, Elof Hansson Group, Hazlet, N.J., was promoted to VP. Andrea Bardon, ex-DuBell Lumber, has joined Harvey Building Products, as mid-Atlantic regional operations mgr.

Carlie Richeson has joined the sales team at Westwood Forest Products, Woodburn, In. Chris Hicks was named president and CEO of Gemini Industries, El Reno, Ok., succeeding the late David Warren.

Jake Hoffe was promoted to North Central regional sales mgr. for Versatex, Pittsburgh, Pa., covering Oh., W.V., Ky., In., and western and central Pa. Mark Edmondson is now Eastern regional sales mgr. for eastern Pa. and N.J.; Dan Smith, territory sales mgr., western N.Y., Ontario and Quebec; Chad Domrase, territory sales mgr., Mi., eastern Wi., and northern Il.; and Tony Van Goidtsnoven, area sales mgr., Va. New market development specialists include Ricky Le, Ga.; David Talarczyk, Fl. Panhandle

and southern Al.; Miguel Tapia, Westchester County, N.Y.; Cole Hedlund, Mn., western Wi., S.D., and N.D.; and John Chadwick, Sr., SW Fl. 2018 Versatexcellence Award winners were: Market Development Specialist of the Year Weiss Froogh, northern N.J.; Area Sales Manager of the Year Nick Leugers, Gulf Coast, and Regional Sales Manager of the Year Rich Maurer, Southeast U.S. Joe Holcombe, ex-Boral, was appointed national sales mgr. for Benjamin Obdyke, Horsham, Pa. Rachelle Shendow is now marketing mgr. for Derby Building Products.

Wayne Guthrie has been added to the board of advisors at Woodtone, Chilliwack, B.C. J.P. Griffith, ex-New South Construction Supply, is the new sales mgr. at Jennings Builders Supply & Hardware, Cashiers, N.C. Laurie Powell, ex-Pella, is new to outside sales. Rosalyn Devane-Conza, ex-LeNoble Lumber, is sales coordinator in Fletcher, N.C. Brandon Hopperstad, Parksite, Fargo, N.D., was honored as 2018 DuPont Tyvek Specialist of the Year.

Roy O. Martin III, RoyOMartin, Alexandria, La., will be honored by Louisiana Public Broadcasting as a 2019 Louisiana Legend.

CLASS PICTURE: Philadelphia’s renowned Wharton School of Business at the University of Pennsylvania played host to 47 LBM dealers from 20 states, who came together Jan. 13-18 for the LMC Executive Education Program.

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Charity Case is the new junior salesperson at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

BOOST YOUR WEB PRESENCE

GET ACCESS TO NEW CUSTOMERS

Hey Retailers:

GET FOUND Join hundreds of retailers on the on-line directory at nelma.org. Used by building professionals and consumers, your listing in the Retailer Directory is 100% Free.

If you sell lumber products produced by mills in the Northeast or Great Lakes, get found using this free service and don’t miss a sale!

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION

Visit nelma.org/register for your free listing.

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Chris LaCourse Sales Associate “The New Guy”

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INDUSTRY Trends

By Kim Drew

Next stop: a job in the lumber industry s the country continues to wake up to the fallacy of a four-year college degree as the only option for high school graduates, the building industry is taking notice.

A recent article in Forbes magazine detailed how the construction labor shortage is resulting in increasingly lucrative career paths for young people interested in the trades. From the This Old House/Mike Rowe collaboration Generation NEXT, to the Kids Build Wisconsin outreach from Milwaukee Tool North America, companies are reaching out in increasing numbers to attract the next generation to the building industry.

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NELMA Steps Up to the Plate

The lumber industry took notice, and is now taking action: in late 2017, members of the Northeastern Lumber Manufacturers Association approached their association with a proposal: as jobs became harder to fill, the members asked their association to come up with a plan to combine both their candidate-searching efforts and their hiring needs into a comprehensive educational outreach program designed to draw qualified 18- to 23-year-olds to the lumber industry.

Youth Outreach Rob Robillard is a Concord, Ma.-based remodeler and part of the driving force behind the ToolBoxBuzz blog, which focuses heavily on wood-based projects. In both jobs, he’s witnessed first-hand the need to bring young people to the building industry, and he’s using his platform to educate and spread the word.

His most recent effort includes a partnership with Makita Tools. Robillard and Makita plan to visit area high schools and present donations of cordless, state-of-the-art power tools to their carpentry programs; additional elements of the plan include offering professional advice and mentoring sessions to guide interested students in the right direction.

“As an industry, we need to continue to step up and reach out to young people searching for a solid next step in their working career,” said Robillard. “Programs like the ones we do with ToolBoxBuzz, and like the NELMA jobs website, are huge steps in the right direction.”

Building-Products.com

UNIQUE scratch-and-sniff poster was distributed to high school guidance counselors througout the Northeast. (Photos courtesy NELMA)

One year later, in December 2018, NELMA launched a comprehensive Jobs in the Lumber Industry webpage, found at www.nelma.org/jobs.

“It was time to take the bull by the horns and create an interactive, two-way jobs program to benefit both our members, and high school graduates investigating jobs straight out of high school,” said Jeff Easterling, president of NELMA. “We felt as if we had one shot to get this right, so we spent extra time researching how to get to the right group of young people, and how to grab—and keep!—their attention.”

Dan Paige works for Sandy Neck Traders in South Dennis, Ma., as the business manager for lumber, lumber products, and lumber sales, and represents his NELMA March 2019

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member company with the association. As the current NELMA marketing chair, Dan was integral in getting the jobs effort off the ground and launched.

“Consolidating efforts and knowledge to create something very needed in this industry—that’s what drove this effort,” said Paige. “People hear ‘lumber industry’ and think guys with beards and flannels chopping down trees, but there’s so much more here; marketing, computer programming, operations, quality control, information technology, sales… most of the jobs you’ll find in other industries exist in the lumber industry, too. It’s time we got the word out!”

Nelma.org/jobs

At the core of the program is the website. Users will find background information on program details, a current job listings board, an overview of the industry highlighted by sustainability/renewable resource information, and a careers video library, developed by NELMA administrative assistant Ken Sweet.

“This generation is all about learning by video, so we decided to develop a series of short videos describing the many jobs available in the lumber industry,” said Sweet.

“This way, our target audience isn’t just reading about a job, they’re actually seeing where that job will take place.

It’s a whole new level of education.”

Once the website was launched, Sweet distributed an informational program poster to the guidance counselor at every single high school in Maine, New Hampshire, and Vermont. Featuring a unique scratch-and-sniff element, the poster encourages students to consider what their next job might smell like.

By the end of first quarter 2019, additional recipients of the poster will include high schools in the Great Lakes area of northern Minnesota, Wisconsin, and Michigan.

Following that, the association will begin an outreach effort aimed at trade schools and two-year community college throughout NELMA’s geographic footprint (Maine and New England over to the Great Lakes).

The entire effort has been supported through social media postings on NELMA channels. Posts are designed and written to bring home the point that this isn’t your grandfather’s lumber mill; gone are the days of archaic, oldschool, technology-lacking mills; in their place students are finding high-tech career opportunities with good pay, good benefits, and upward mobility.

Program Results: Immediate

Describing the poster as a “lightning rod” designed to get student attention, Easterling shares that results were immediate. “The first week after sending out the posters to

JOBS PROGRAM is backed by NELMA’s multi-layered website.

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NELMA created a palatable infographic to showcase the trajectory of the industry, including the growth-based paths, while highlighting the sustainability story.

schools in Maine, we found ourselves meeting with a local guidance counselor, at their request, to brainstorm on ways we can work together. We’re now in the process of setting up mill tours for their students as a first step.”

Sweet is in the process of contacting each school who received a poster to dive into a conversation and determine ways the Association can help them spread the word to their student base.

“Today’s lumber mills are well into the 20th century when it comes to technology and job opportunities, and it’s been fun listening to the school counselors as they come to this realization,” commented Sweet.

Member Response and the Future

While the program was a year in the making, Easterling says its success hinged on getting all elements correct right out of the gate, adding that NELMA members are pleased with the initial efforts of the association. “Our members have embraced the entire program—especially the job listings board—and it’s leading to a true partnership between them and their much-needed job prospects,” he concluded.

Paige is happy with the initial results of the program as well: “In addition to the job-specific aspects, these high schoolers are learning that they don’t have to flock to the big cities to get a good job; they can stay in their hometowns, or grow roots in a smaller town and still enjoy a successful, challenging, fulfilling career,” he said. “Today’s lumber mill jobs are main stream, Main Street. And who wouldn’t want to work in a natural environment promoting the most renewable resource on the market today!”

Building-Products.com

INDUSTRY Trends

By Kim Drew

What’s next for lumber grading? he more things change, the more they stay the same: the old adage is true in many situations and industries, to include, perhaps surprisingly, lumber grading.

“The lumber grading industry is expanding to include more and more technological integration into the process,” according to Jeff Easterling, president of the Northeastern Lumber Manufacturers Association. “However, the myth of automated equipment taking grading jobs away from human beings is clearly inaccurate, as more and more mills are turning to computer advances that actually compliment their grading personnel.”

Automated lumber grading, in which machinery that uses optical and computer technology actually grades lumber, is catching on in the Northeast and Great Lakes areas—but the success of these advanced systems are only as good as the data input and continual monitoring Susan Coulombe, the general manager for cedar, pine, and hardwood for Irving Forest Products, installed auto-grading equipment and technology manufactured by Lucidyne in 2014 at their Dixfield mill. Lucidyne was chosen because of their experience with board mills, and because industry contacts were already using them and reporting good successes.

“We looked at several other options, but in the end it was the match between their linear scanner and our mill layout that won us over,” commented Coulombe. “First and foremost, consistency is our number one goal: We grade

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IRVING LUMBER employees consult their automated grader system to ensure maximum productivity and customer ROI.

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to our customers’ specifications, and accuracy is paramount. With the constant struggle to find qualified labor, combined with the reality of asking a human to make split-second decisions at faster speeds—all while meeting or exceeding NELMA grading standards—we realized we needed to make a change in order to grow.”

Adding the auto scanner allowed Irving to reach their goal of adding a third weekend shift.

Easterling shares a little about what he sees happening with his members across New England and the Great Lakes areas: “It took a while to get to this point, because the initial technology just could not accurately be applied to appearance graded lumber.

Additional advancements were needed to address the complexities of what factors into appearance grades such as eastern white pine versus construction graded lumber; now that technology is here, and our members that use it seem pleased!”

quality control checks, the calls with the manufacturer, etc.,” Coulombe commented. “Precise technology at this level will never be set-it-and-forget-it; just when you think you’ve hit that sweet spot, a fleck of dirt on the lens shows up as a defect. It’s a constant process, but worth the effort.”

To Each His Own

By Easterling’s estimates, maybe 10% of NELMA mills use auto grading equipment. With the technology still fairly new to the lumber industry in the Northeast and Great Lakes, this number is expected to grow a bit over the next few years.

“The technology isn’t for everyone,” he concluded. “For smaller mills, the ROI won’t ever be there—and they will continue to be successful.

For our larger ones, this may be something more of them may consider in the years to come.”

“The technology will continue to improve, and we expect to see more industry peers getting on board,” said Coulombe. “Is it worth it for Irving Forest Products? Without a doubt. The benefits far outweigh the challenges, and the equipment we’ve chosen is helping us to better serve our customers’ ever-changing needs, and that’s what it’s really all about.”

The Human Factor

“Even with the advances in grading technology, mills will always need certified, trained individuals who are grade-rule experts to utilize the technology,” Easterling said. “Every now and then a little rumor pops up that auto scanners are taking the place of good people, and that’s just not the case.”

Coulombe agrees: “When we started this journey, we knew it would be a big change for our folks; our graders are some of our best employees, valued and important pieces of our organization, and we didn’t want to lose any of them. In our case, we took former line graders and put them in roles like scanner technician to keep their expertise close at hand.”

Challenges Along the Way

As is often the case with technology, there were challenges as the new tools were implemented at Irving Forest Products. Initial technology had issues with identifying decay due to its color, among other things. The installation process required lots of checking by people—lots of man hours—to get it started and up and running accurately. Constant checks were the name of the game for a while, but Coulombe says those issues are in the past.

“The key to success with new technology is to assign someone to take ownership of the program or equipment and really usher it through the Building-Products.com

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FEATURE Story

By Kim Drew

Honed inspections

NELMA’S technology efficiencies lead the way to greater speed, productivity nce upon a time, a Northeastern Lumber Manufacturers Association lumber inspector would show up at a facility for a regular inspection. He would complete the necessary forms—in triplicate, using carbon copy paper.

The three copies of the inspection report would be distributed: One for the inspector, one for the facility, and one for the NELMA office. The inspector would carefully fold the office copy, lick an envelope, and send it off. Where it might arrive as much as two weeks later.

Dramatic changes have come to the inspection process since those days, and Cumberland, Me.-based NELMA has led the charge.

“When it comes to integrating technology into our system, it’s all about streamlining what we do to maximize efficiencies and lowering the cost of doing business as an Association, “ said Jeff Easterling, NELMA president. “The ability to evaluate critical information and provide important feedback to our members and customers is paramount to our core activities.”

Founded 85 years ago in 1933, NELMA is the rules writing agency for eastern white pine lumber and the grading authority for other commercially important Northeastern and Great Lakes softwood lumber species, to include the eastern spruces, Norway spruce, balsam fir, jack pine, and red pine. NELMA is also a leading agency for export wood packaging certification and the marketing voice for its lumber manufacturing members. As such, NELMA directs and maintains a wide range of grading programs: Lumber and timbers: NELMA develops and publishes grading rules to assist in the uniform marketing of Northeastern and Great Lakes softwood lumber products, and is accredited by the American Lumber Standard Committee to issue grade stamps and approve grade marks at lumber and timber manufacturers that demonstrate their ability to maintain the quality standards set by NELMA and ALSC. On-demand lumber and timbers grading program: Grading options for non-members that may need inventory graded and certified to meet local building codes for specific construction projects or general consumer sales.

Wood packaging inspection program: For companies that require IPPC ISPM 15 certification, verification, and stamping of wood packaging used in export shipments,

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NELMA’S director of inspection services, Matt Pomeroy, consults his Microsoft SurfacePro as he conducts an inspection. (Photos courtesy NELMA)

NELMA provides extensive inspection services.

On-demand wood packaging stamping service: For companies not IPPC ISPM 15 certified to manufacture wood packaging items out of solid wood material for export purposes, the NELMA on-demand service is the answer to a need. The service is available to facilities where full facility certification isn’t economically justifiable and the need for IPPC-stamped wood packaging is required less than six times per calendar year.

Phytosanitary certificates (HT certificates) for softwood lumber exports: Through a Memorandum of Understanding Building-Products.com

PROPRIETARY inspection app software developed by Pomeroy and a developer allows NELMA to complete inspections in a fraction of the time.

(MOU) Agreement with the USDA APHIS, NELMA is an established certifying agency that has approval to issues a Heat Treatment Certification to its manufacturing member mills that ship direct or sell softwood lumber destined for non-European Union overseas customers.

“Given the wide range of inspection services we provide, and the fact that the industry is changing and transactions are happening faster, remaining ahead of the technology curve—so we can accomplish what we need to accomplish as fast and as accurately as possible—is a priority,” commented Matt Pomeroy, director of inspection services for NELMA. “It used to be that completing the inspection forms on-site was labor intensive and time consuming; we’re always looking for ways to streamline the process and offer a higher return on investment for members.”

NELMA took a big leap out in front in October 2010 when the association introduced a self-designed proprietary iPhone app that was used by wood packaging inspectors for years, resulting in NELMA becoming the first and only grading agency to utilize an Apple-based app.

Over the years as it became challenging to update and maintain the app, the association began looking elsewhere for the next level of technology assistance. Pomeroy began working with an app developer and found the hardware solution in the Microsoft Surface Pro. “We wanted to give our staff a tool that bridged the gap between a cell phone and a laptop. The tablet option was the perfect answer: it’s lightweight, easy to use and carry, and can be integrated into other aspects of the job beyond inspection reports.”

The proprietary browser-based app was created by Pomeroy and a developer, and is designed to work best on a tablet, but can also be accessed via any browser on a laptop or desktop. NELMA inspectors now have at their fingertips larger, easier-to-read forms that represent an Building-Products.com

ease-of-use via touch screen and maneuverability not seen before in the industry. In addition to effectively eliminating long pauses between the inspection and the report, the app allows for more information and more details on the specific inspection to be shared. Where once a finite amount of information was allowed due to physical report constraints, the new app results in a more complete and in-depth report than ever before provided. The forms are streamlined and efficient, and represent leaps and bounds of progress from the old iPhone app. Once submitted, the inspection report is received by the office immediately to be reviewed, approved, and photos added where necessary.

While previous technology iterations were used only for wood packaging inspections, the new app will include the ability to conduct and report on lumber mill inspections, something rare among other grading agencies in North America. In a nutshell, the app makes easy work of the multiple details created in a mill inspection: It completes necessary math for the inspectors, taking mistakes out of the equation.

“No more carbon copies, no more waiting on the mail,” concluded Pomeroy. “Technology takes the time factor out of the picture when it comes to response time. Reaching this level of technology proficiency in the lumber grading industry has been our brass ring for several years; having all inspection programs utilizing the same technology streamlines outcomes for our members and customers in ways we never imagined.”

Don’t expect NELMA to sit back and rest anytime soon; according to Easterling, “We are always searching for the next technology option to help us provide the fast, efficient services our members and customers need and deserve.”

Manufacturers of Quality

Eastern White Pine

• Producing 18 million bd. ft. annually • Weinig Waco maxi planer specializes in pattern stock • 10 USNR dry kilns – total capacity 430,000 bd. ft.

• All shipments via truck or van are paper wrapped • Marketing throughout the U.S. and Canada via Wholesale & Wholesale Distributors

Sales: Win Smith, Jr. win@limingtonlumber.com (207) 625-3286 • Fax (207) 625-7399 www.limingtonlumber.com

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NEW Products

New Composite Siding DaVinci Roofscapes’ new line of composite siding, DaVinci Hand-Split Shake Siding, features the appearance of authentic cedar shakes and is available in eight colors.

Each tile in the siding line is 18” tall with a 5/8” thickness, and comes in 8” or 10” widths. The 10”wide pieces have a simulated keyway to give the appearance of 4”- and 6”-wide shakes placed together to provide a multi-width appearance. n DAVINCIROOFSCAPES.COM (800) 328-4624

High-Density Cover Boards

The Perfect Seal for Every Opening TAMKO’s TW Flash-N-Wrap Pro is designed to help ensure a tight seal around window and door perimeters to keep moisture out, reduce airflow, and improve energy efficiency.

Featuring a treated release film on the adhesive side of the flashing, the product installs easily and adheres firmly. The self-adhering flashing has been tested to meet our strict endurance requirements allowing it to be left exposed for up to 180 days. n TAMKOWATERPROOFING.COM (800) 641-4691

Weathered Grey Trimboard

ProtectoR HD High Density Polyiso Cover Board

by Johns Manville provides excellent protection and can save time and expense for contractors. With a closed cell polyiso foam core and inorganic coated glass facers, the high-density cover board has a Grade 1 compressive strength and an R-value of 2.5.

The product offers excellent resistance to moisture, hail, wind uplift, and puncture, plus its light weight makes it easy to handle.

Versatex Building Products’ Canvas Series of authentic-looking, wood-toned PVC trimboards are designed to address issues architects and builders face when turning to rustic, vintage textures for outdoor ceilings that shelter entries, patios and decks.

Dubbed Weathered Grey, it closely simulates the pale color, matte surface, and deep texture of upcycled cedar planks. Profiles are sold in 18-ft. lengths, while bed mould or 4” crown mouldings are sold in 16-ft. lengths.

n JM.COM (800) 654-3103

n VERSATEX.COM (724) 854-1111

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Colorful.

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DURACOLOR® solid color and semi-transparent finishes for factory application Homeowners, builders, architects, lumber retailers, wholesale distributors and manufacturers have trusted PPG TRUEFINISH® Building Products (formerly PPG Machine Applied Coatings) for more than 90 years.

Engineered to protect against harsh exterior exposure and UV-degradation, our Duracolor 100% acrylic exterior coatings are formulated to deliver excellent adhesion, color retention and film flexibility to your fiber cement and composite siding and trim boards.

Our Duracolor IM nine-base intermix system allows you to formulate any of over 2,000 custom colors from PPG’s THE VOICE OF COLOR® collection. Popular premixed colors and tintable bases are also available.

To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.

Duracolor, the PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. The Voice of Color is a registered trademarks of PPG Architectural Finishes, Inc. ©2018 PPG Industries, Inc. All rights reserved.

“Knowledge is power” at BMSA info exchange and show

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BUILDING MATERIAL SUPPLIERS Association’s annual learning exchange and LBM Expo was held Feb. 6-7 at Hickory Metro Convention Center, Hickory, N.C. [1] The event chose “Knowledge Is Power” as this year’s theme and offered blueprint reading courses, networking receptions, educational sessions, and a lively trade show floor. [2] Lisa Meadows, Cindy Rosser, Jeff Tice, Shari Power. [3] Brian Johnson, Todd Lindsey, Joe Hanas. [4] Bryan & June Strickland.

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[5] Barbara Stewart, Jonathan Whitehead, Edie Kello. [6] Kyle Yost, Kevin Hughes. [7] Ronnie Shoaf, Billy Narron, Jonathan McBryar. [8] Wayne Brackett, Reed Hill, Shawn Ruth. [9] Zach Crews, Bill Eure, Bo Adams. [10] Dan Hannen, Mike Staryak. [11] Mike Lyles, Cheryl & Chad Brackett. [12] Scott Sheppard, Irina Dove, Steve Collins. [13] Jonathan Jenkins, Tom Fletcher. [14] Jim Dudley, Alec Mecionis. [15] Bill Phillips.

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BMSA LBM EXPO

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MORE BMSA (continued from previous page): [16] Dave Urso, Dynamic Consulting, spoke on “Corporate Culture and Retention.” [17] Kristi Anderson, Megan Greene, Shane Watson. [18] Paul Gensler, Scott Willis. [19] Mike Craft, Riley Weber, Patrick Hanulak. [20] Barry Traylor, Jason Morris, Scott Robinson, Aubrey Lewis, Mark Keels. [21] Brent Richardson, Greg Tart, Scott Chicarello. [22] Tom Corbett, Ted Smith, Dennis Ramsey, Ron White, Jim Kilpatrick, Mark Rummage, Bruce

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33 Kean, David Cox, Matti House. [23] Jim Muthersbaugh, Phil Heck. [24] Darrel Prevette, William Merbert. [25] Trent Duhan, Hilary Deppen. [26] Sean Keeley, Fred Calvo. [27] Ken Schlabach, Al Rogers. [28] John Brady, Jason Tashoty, Ronnie Simpson. [29] Matt Fox, John Hogan. [30] Dennis Sullivan, Chris Poindexter. [31] Chad Correll, Craig Doehner, Rob Powell. [32] Beth Donham, Grant Roberts. [33] Sarah Schall, BJ Lawson, Jeanine Finelli. (More photos on next page) Building-Products.com

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Photos by BPD

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Hamby. [41] Don Moore, Larry Adams. [42] Brad Hutton. [43] Scott Lang, Tom Mattox. [44] Jim Ramsey, Rich Poydock, John Ramsey, Tommy DeLoach. [45] Paul Gensler, Scott Willis. [46] Steve Harkins, Ronnie Shoaf. [47] Michael Bowers, Graham Thick. [48] William Crews, Carole Huber. [49] John Verar. [50] Houston Crumpler, Chuck Casey.

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BMSA (continued): [34] Chris Moon, Dennis Long.

[35] Jim O’Brien, Kate Weissmann, Lee Tigner.

[36] Heath Smith, Brad Smith. [37] Dave Dodson, David Ludlum, Jason Isaacs, Butch Blackmon. [38] Carter Johnson, Norwood Morrison.

[39] Jeremy Good, Cindy Flippin. [40] Scott Stamper, Aaron Minton, Mathew March 2019

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NRLA shines at 125th annual LBM Expo Thousands of LBM professionals from throughout the region were treated to unseasonably mild weather and sunny optimism at the Northeastern Retail Lumber Association’s 125th anniversary expo Feb. 6-8 in Boston, Ma. In addition to an active show floor, there was entertainment by comedian/former Tonight show host Jay Leno, 23 different Demo Zone installation clinics, a student industry recruitment job fair, and a session on robots and artificial intelligence.

Presenter Eric Goranson spoke about how dealers can use technology, social media and their staffs to be the experts of information for the coming generation.

Coinciding with the Expo, the Northeastern Young Lumber Execs held its annual meeting. It presented the distinguished Redwood Award to Bruce Stout, Huston Lumber, and to Bob Fitzpatrick, BlueLinx, and its CHIPs Award to Tony Shepley, Shepley Wood Products.

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GETTING READY [1] to enter the NRLA’s 125th anniversary LBM Expo last month in Boston, Ma. [2] Comedian Jay Leno performed during the anniversary celebration. [3] Gen Z presenter Eric Goranson. [4] NRLA president Rita Ferris. [5] Clint Darnell. [6] Mike Brown and Dale

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9 Olson show off Hyundai Material Handling’s lifts. [7] Kevin Edwards, Brett Shuler, Becky Edwards. [8] Jim Cummings, Alain Boulet. [9] Brian Murphy, Gina Duffy.

(More photos on next page) Building-Products.com

NRLA EXPO

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SHOW STOPPERS

23 NRLA EXPO (continued from previous page): [10] Jim Murphy, Tim Hannen. [11] Gary Parshall, John Hancock. [12] Chris Chaudoir, Tim Gaughan, Peter Coward. [13] Chris Jean, John Destefano. [14] Dan Holden, Kurt Hogard. [15] Phil Forston, Kari Gaviria, Ben Artale. [16] Max Fatello, Michael Grant. [17] Mike Wetta, Jordan Lynch, Marilyn Vega, Sue Bagrowski, Lori Saucier, Mike Limas, Cindy McCarville. [18] Donna Whitaker, Eric Kjote. [19] John Catlett, Fred Churchill, Peter Krihak, Adam Barnhart, Len Moscowitz, Wayne Bennett. [20] Dave Catlett. [21] FastenMaster. [22] Orgill. [23] AZEK/TimberTech.

Building-Products.com

The CAMO Marksman Drive innovative deck installation system (left) and AirGrabZ’s digital marketing services (above right) were among the products demonstrated on the NRLA Expo show oor.

For more photos and demo videos, visit www.building-products.com.

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

Construction Suppliers Association – March 3-5, roundtable, Dothan, Al.; www.gocsa.com.

Structural Insulated Panel Association – March 4-6, annual meeting, Phoenix, Az.; www.sips.org.

Northwestern Lumber Association – March 5, Nebraska lumber dealers convention, La Vista, Ne.; www.nlassn.org.

Northern New York Lumber Dealers Association – March 5-8, estimating seminars, Watertown, N.H.; www.nrla.org.

Frame Building Expo – March 6-8, Louisville, Ky.; www.nfba.org.

Southeastern Lumber Manufacturers Association – March 6-8, spring meeting, Savannah, Ga.; www.slma.org.

North American Wholesale Lumber Association – March 10-12, Leadership Summit, Tucson, Az.; www.nawla.org.

University of Innovative Distribution – March 10-13, Indianapolis, In.; www.univid.org.

American Fence Association – March 13-16, FenceTech/DeckTech shows, Indianapolis, In.; www.americanfenceassociation.com.

Peak Auctioneering – March 16, LBM auction, Kane County Fairgrounds, Chicago, Il.; www.peakauction.com.

International Mass Timber Conference – March 19, Portland, Or.; www.masstimberconference.com.

Montreal Wood Convention – March 19-21, Fairmont Queen Elizabeth, Montreal, P.Q.; www.montrealwoodconvention.com.

Building Material Suppliers Assn. – March 20-22, CFO roundtable, Scottsdale, Az.; www.mybmsa.org.

Hardwood Manufacturers Assn./Southern Cypress Manufacturers Association – March 20-22, annual meetings, Savannah, Ga.; www.hmamembers.org.

LMC – March 21-23, annual meeting, San Diego, Ca.; www.lmc.net.

Blish-Mize – March 22-23, spring market, Overland Park, Ks.; www. blishmize.com.

Peak Auctioneering – March 23, LBM auctions, Kansas City, Mo.; March 30, Middletown, N.Y.; www.peakauction.com.

Construction Suppliers Association – March 25, district meetings, Oklahoma City, Ok.; March 26, Tulsa, Ok.; www.gocsa.com.

Ace Hardware Corp. – March 26-28, spring convention, Orlando, Fl.; www.acehardware.com.

JLC LIVE New England Booth #1109

Don’t get caught with squeaky floors.

JLC Live – March 28-30, Providence, R.I.; www.jlclive.com.

National Lumber & Building Material Dealers Association – April 1-3, legislative conference, Washington, D.C.; www.dealer.org.

BECK Fastener Group®, SubLoc®, SCRAIL® and FASCO America® are registered trademarks of the Raimund BECK KG.

Window & Door Manufacturers Association – April 1-3, legislative conference, Washington, D.C.; www.wdma.com.

Kentucky Forest Industries Association – April 2-4, annual meeting, Lexington, Ky.; www.kfia.org.

International Wood Products Association – April 3-5, World of Wood, Tucson, Az.; www.iwpawood.org.

Associated Building Material Distributors – April 4-7, convention, Scottsdale, Az.; www.abmda.com.

Peak Auctioneering – April 6, LBM auction, Richmond, Va.; www. peakauction.com.

Moulding & Millwork Producers Association – April 8-10, Millwork Marketplace, San Antonio, Tx.; www.wmmpa.com.

Kentucky Building Materials Association – April 17-18, annual convention & expo, Lexington, Ky.; www.kbma.net.

Lumbermens Association of Texas – April 17-18, annual convention & expo, San Antonio, Tx.; www.lat.org.

Building-Products.com

Master Distributor:

FASCO America Inc. 800-239-8665 | www.fascoamerica.com

March 2019

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CLASSIFIED Marketplace

HELP WANTED

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 dkoenig@526mediagroup.com.

PRODUCTS FOR SALE

FOR SALE

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• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com

Subscribe to

BPD Building Products Digest Call (714) 486-2735

JConlan@526mediagroup.com

WANTED TO BUY

WANTED TO BUY

IN Memoriam Bruce J. Gillies Sr., 85, president and owner of Gillies & Prittie Wholesale Lumber, Scarborough, Me., died Jan. 20.

After graduating from Norwich University in 1957, he was commissioned as a second lieutenant in the U.S. Army.

A fifth generation lumberman, he headed west to start his lumber career, working in sawmills in Oregon and the state of Washington. Gillies moved to sales in 1959 with Weyerhauser Forest Products, first in Tacoma, Wa., and then El Paso, Tx., and Denver, Co. After his father died in 1964, he returned to Maine to take over the family mills with brother Jim. Two years later,

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he opened an office for Turgeon Brothers in Concord, N.H. In the late 1960s, he and Bud Prittie started a distribution yard as Cooper-Widman, incorporated it in 1973 as Gillies & Prittie.

Joseph C. Diecidue, co-founder of Dash Lumber & Supply, New Orleans, La., passed away Jan. 22.

He launched the business with his father in 1946 and remained active for over 70 years.

Stephen Dale Moore, 65, owner and president of Moore Forest Products, Searcy, Ar., died Jan. 14.

The day after graduating from the University of Arkansas in 1977, he joined his father’s hardwood firm.

n March 2019

OUTSIDE SALES REPRESENTATIVE Hoover Treated Wood Products, Inc., the premier manufacturer of fire-retardant treated wood, is seeking an Outside Sales Representative. The ideal candidate is a motivated, success-driven professional with excellent communication and presentation skills located in the west, preferably near a western airport hub. A college degree with at least 5 years of documented sales success is strongly preferred. Building product channel sales and lumber or plywood sales experience is a valued attribute. This position is responsible for growing profitable sales through Hoover’s network of wholesale distribution partners. The candidate must possess the technical acumen to communicate the varied product and service benefits that define the Hoover brand. This position requires significant overnight travel.

Hoover Treated Wood Products, Inc., offers a comprehensive benefits package which includes medical, dental, life and disability insurance, 401(k), paid holidays and vacation as well as annual bonus, profit sharing, and tuition reimbursement. Submit résumé to hr@frtw.com; no phone calls please.

• Desired Skills and Experience • Written and oral communication • Verbal Presentation • Organization • Success driven • Willing to travel (overnight) extensively • Knowledge of commodity lumber and plywood markets • Channel sales experience • Experience utilizing a CRM solution • Proficient in computer applications (Microsoft Office Suite/G-Suite)

James F. “Jim” Wilson, 83, co-founder of Frank E. Wilson Lumber Co., Elkins, W.V., died Jan. 29.

After graduating from the Wharton School of Finance and Commerce at the University of Pennsylvania, he served as a lieutenant in the U.S. Navy. In 1960, he and his father launched Frank E. Wilson Lumber.

Larry Dean Shoun, 69, owner/operator of Shoun Lumber Co., Butler, Tn., died Jan. 18.

Dennis Wayne Nash, 65, president of Nash Forest Products, Gladys, Va., passed away Jan. 12.

Penrose Tobias Hockenbrock, 82, former owner of McClure Building Supply, McClure, Pa., died Feb. 10.

After a career in credit, he operated the building supply for four years, then spent 15 years managing the hardware department at Walmart, Lewistown, Pa., before retiring.

Building-Products.com

ASSOCIATION Update National Association of Wholesaler-Distributors elected new officers during its recent Executive Summit in Washington, D.C. George Pattee, Parksite, Batavia, Il., is the new chairman, succeeding Joseph C. Nettemeyer, Valin Corp., San Jose, Ca. Chairman-elect is Douglas W. York, Ewing Irrigation Products; 1st vice chairman Michael Medart, Medart Engine & Marine; 2nd vice chairman Jeff McLendon, U.S. Lumber Group; secretary Kevin Short, Polymershapes.

National Lumber & Building Material Dealers Association has opened registration for its spring meeting and legislative conference April 1-3 at The Wink Hotel, Washington, D.C.

The meeting will consist of several breakout sessions, a welcome reception, silent auction, and keynote speakers who will give their perspectives on U.S. trade policy.

Southern Forest Products Association’s spring meeting is just around the corner on March 14-16 at Omni CNN Center, Atlanta, Ga. The event will kick off with a “Wood.

It’s Real” fundraising event, followed by several keynote speakers and receptions.

North American Wholesale Lumber Association’s Montreal regional meeting will be held in conjunction with the annual Montreal Wood Convention March 19 at Fairmont The Queen Elizabeth, Montreal, Canada.

ADVERTISERS Index Page 13

Benjamin Obdyke www.benjaminobdyke.com

7

Norbord www.norbord.com

29

Biewer Lumber www.biewerlumber.com

28

North American Wholesale Lumber Assn. www.nawla.org

50

Building-Products.com www.building-products.com

33

Northeastern Lumber Manufacturers Assn. www.nelma.org

3

C&C Resources www.ccresourcesinc.com

11

Pacific Woodtech www.pacificwoodtech.com

47

Crumpler Plastic Pipe www.cpp-pipe.com

44

PPG TrueFinish Building Products www.ppgmachineappliedcoatings.com

Cover I

D-Blaze www.treatedwood.com

27, Cover IV

Redwood Empire www.redwoodemp.com

5

Do it Best Corp. www.doitbestcorp.com

37

Robbins Lumber Co. www.rlco.com

34

Durgin & Crowell Lumber Co. www.durginandcrowell.com

32

Sandy Neck Traders www.sntraders.com

25

Everwood Treatment Co. www.everwoodtreatment.com

38

Seaboard International Forest Products www.sifp.com

51

Fasco America www.fascoamerica.com

Cover II

Simpson Strong-Tie www.strongtie.com

50

526 Media Group www.building-products.com

Cover III

Swanson Group Sales Co. www.swansongroupinc.com

39

Hancock Lumber www.hancocklumber.com

15, 17

Timber Products Co. www.timberproducts.com

21

International Beams www.internationalbeams.com

Cover I

Viance www.treatedwood.com

41

Limington Lumber www.limingtonlumber.com

43

Western Lumber Co. www.westernlumber.com

23

Maze Nails www.mazenails.com

9

Weyerhaeuser Distribution www.weyerhaeuser.com

Building-Products.com

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FLASHBack 88 Years Ago This Month

E

ighty-eight years ago, BPD’s sister publication, The California Lumber Merchant, announced that at its upcoming 29th annual meeting in Chicago, the National Lumber Manufacturers Association would unveil aggressive plans for the future.

After nearly 18 months of severe recession, the association cited leading economists who predicted a rebound, though one that would be marked by low prices, narrow margins, and intense competition.

Alas, the Depression instead worsened and lasted close to another decade.

In other news of April 1931: • The National Lumber Manufacturers Association launched an “Old House” promotional campaign, with a series of attractive point-ofpurchase sales booklets to encourage homeowners to modernize their “Old House.” Bob Vila would not be born for another 15 years.

• Police finally captured fugitive Robert B. Allen, the former secretary-manager of Seattle’s West Coast Lumbermen’s Association, after a four-year manhunt. He had been sought since 1927 on a suspicion of misappropriating the association’s funds. Cornered in Miami, Allen gave himself up to authorities and was to be brought to Seattle for trial.

• Capitalizing on the latest trend toward “packaged” goods, the Oregon-Washington Plywood Co.

WRAPPING Plylock wallboard protected it from surface scratches and chipped corners.

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PLASTER WALL BOARD was the hot product in April of 1931, including Schumacher Wall Board Corp.’s fireproof and soundproof Schumite brand, as seen on the cover of The Merchant Magazine.

began offering its Plylock wallboard in dust-proof bundles.

They packed Plylock 10 panels to the bundle, in two different widths and four different lengths.

The panels were securely wrapped in heavy paper with ends precisely folded to create an impenetrable barrier. Strips of wood protected the edges, and the entire bundle was held firmly by steel bailing bands.

Based in Portland, Or., OregonWashington Plywood was created a year earlier with the consolidation of four Northwest plywood mills—Tacoma Veneer, Portland Manufacturing Co., Walton Veneer, and Eliott Bay Mill. The facilities had a combined yearly capacity of 150 million bd. ft.

“We Show ’em Department.”

During sales calls pitching its Grip Lath wallboard, Schumacher’s reps found that prospective customers uniformly doubted its lofty product claims.

So the company rigged a series of contraptions from 2x4s to test the unusual characteristics of its products.

The testing devices were left in the open air, to subject the products to the full force of nature. They were also hooked up to 100-lb. sandbags, underwent adhesion tests, and were sprayed with water. And the same products were left in place for months so visitors could see for themselves no long-term cracking, warping or other damage.

• Schumacher Wall Board Corp. built a demonstration showroom behind its Los Angeles offices, which the company nicknamed its

• Retail lumberyards sponsored a series of radio addresses on various stations extolling “The Romance of Redwood.”

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Building-Products.com

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