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NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION

CONTENTS

March 2020 Volume 39 n Number 3

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

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Special Focus

Features

Departments

32 EASTERN WHITE PINE

10 PRODUCT SPOTLIGHT

8 ACROSS THE BOARD 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 20 TRANSFORMING TEAMS 22 LUMBER 411 30 MOVERS & SHAKERS 42 NEW PRODUCTS 54 ASSOCIATION UPDATE 55 DATE BOOK 56 TALK BACK 56 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 57 ADVERTISERS INDEX 58 FLASHBACK

NELMA TAKES A SPECIAL LOOK AT THE LATEST HIGH-TECH TOOLS &

SOUTHERN CYPRESS SIDING REMAINS THE NATURAL CHOICE

TRENDS TO HELP DEALERS SELL MORE

EASTERN WHITE PINE

12 INDUSTRY TRENDS

SELLING WESTERN RED CEDAR IN THE AGE OF CLIMATE CHANGE

14 FEATURE STORY

INCENSE CEDAR AIMS TO FILL THE GAP

28 THINKING AHEAD

THE LONG REACH OF LUMBER

BEHIND EVERY GREAT BUILDING STORY IS

EASTERN WHITE PINE.

46 EVENT RECAP

BMSA LEARNING EXCHANGE/SHOW

50 PHOTO RECAP

IBS RETURNS TO LAS VEGAS

52 EVENT RECAP BPD Digital Edition at www.building-products.com

DO IT BEST SWITCHES UP MARKET TO BRING DEALERS IN FROM THE COLD

The OfямБcial Publication of

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March 2020

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Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John Contributors Simon Cameron, Kim Drew, Jeff Easterling, Mark Erickson, Ian Faight, Paige McAllister, Matt Pomeroy, John Rooks Director of Sales Chuck Casey • ccasey@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®2020 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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8/21/19 10:26 AM

ACROSS the Board

By Patrick Adams

The joy of what we need ife is full

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of new chapters and moving into a new house is one of the more “fun” chapters. In my early years, I never lived anywhere longer than two years. In our last chapter, our “forever house” lasted just over 13 years before two kids and a dog proved just how large little humans can live.

And so the search began, which in and of itself I could write an entire book of rants and complaints about. But finally, we found our new home and the joy really started.

Find movers, check. Schedule the shut off and turn on of utilities, check. My wife saying, “We really should ‘clean house’ before we move”—well, that’s where things get interesting.

We’ve always strived to live a humble life. I grew up with very little and clearly learned about needs versus wants. Food is a need. The latest Air Jordans, clearly a want. As an adult, those lessons never left me and thankfully my wife was raised by parents who knew the value of hard work and living within their means. We have slowly built a humble, comfortable, but conservative life together.

We consider value and need first, and luxury and extravagance last. Then, we were finally blessed with our first child.

I’m not trying to make excuses for my poor character and behavior, but we waited so long and she was just so darn cute! Unlike my childhood, time after time I seemed to err more on the side of wanting her to have the best of everything. Not a need or a want in the world. Surely a little girl can’t have just one stuffed animal! And then, my son was born and we certainly can’t shortchange him from what his big sister had!

As we sat here at the end of what started as a simple task called “cleaning house,” we were looking at three Hefty bags of stuffed animals, one of Barbie dolls, and about 25 boxes from the “play room,” because apparently I now believe that kids can’t just have their own rooms, but also one dedicated to all of their other “needs.”

We are now in the new house and certainly, it is nice.

The kids and the dog have room to run and play. It is quiet and less stressful and surrounded by as much nature as Southern California allows. But, the visions of all of the things my kids “needed” continue to be at the front of my

thoughts. In today’s world, how do you balance the lessons of what’s really important in life with giving them the things they want? Of course, balance is the answer and there are extremes at both ends of that spectrum. But really, it is something I’m not embarrassed to admit that I struggle with.

Truly understanding what is a need and what is a want is one of the most important lessons of my life. I have learned just how little we truly need and the few important things that fit in that bucket—food, shelter, love and loyalty of just a few people and the feeling that I have served those around me well. When you’re poor and life is an experiment in exactly what is needed, that seems an easy way to learn. But, how can you teach children what is truly needed and what is a luxury when they grow up in an environment where those wants are possible?

I suppose this same challenge applies to all areas of our life—our marriages, our friendships, our staffs. What do they really need, versus what do they want? If you provide the needs, is that enough or is it better to shower them with the wants even though that feels hollow? Do we just follow our heart and trust that it will all work out okay, or is it more scientific than that with true cause and effect?

Yes, this all started with cleaning up the house to get ready to move! This much I am certain of: service is a huge part of my personality and what makes me happy, and I am grateful for the opportunity to serve this industry. I am also certain that the countless number of people in this industry that I truly respect will bless me with their thoughtful responses to put all of this into perspective for me!

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

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Building-Products.com

YellaWood® brand pressure treated pine is sought after by all the best builders, especially those with leather tails, buck teeth and nature’s highest building standards. Our proven reputation for having high quality products drives demand for the Yella Tag. The five-star service and unrivaled support of the YellaWood® brand puts dealers in position to meet their customer’s specific needs. See how the YellaWood® brand delivers at YellaWood.com.

IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

PRODUCT Spotlight

By Ian Faight

Photo by Everett Marc Dennison

Southern cypress siding still the natural choice hen it comes to siding materials, options abound. And if one thing is certain, it’s that natural wood siding has stood the test of time and continues to remain a top choice for today’s homeowners. As lumber dealers are finding out, one of the most popular wood species for siding applications is cypress.

Native to the Southeast U.S., cypress has long been a preferred siding material in the hot and humid

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Installation Tips To assist savvy homeowners and pros install cypress siding, the Southern Cypress Manufacturers Association recently published an updated resource, Cypress Siding Installation Guidelines.

Available online at CypressInfo. org, the free guide offers informative instructions and best practices— including what to know before getting started on a siding project, recommendations on finishing solutions, and how to install a variety of cypress siding patterns.

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Atlantic and Gulf coastal regions.

Recently, the wood has been gaining popularity across the country thanks to its reputation for providing dependable performance, dimensional stability, and undeniable good looks, according to Zack Rickman of Atlanta Hardwood Corp., Mableton, Ga. “Cypress is a well-known, highquality siding product and for good reasons,” Rickman said. “It’s a competitively priced alternative to cedar, and unlike pressuretreated wood, cypress is naturally durable thanks to oil produced in its heartwood, called cypressene. The oil acts as a preservative that protects the wood from decay and repels insects like termites and carpenter bees. And because it’s real wood, cypress offers a beautiful, authentic look and feel that is not easily replicated by composite, vinyl or fiber cement products.”

Depending on the desired aesthetic, cypress is readily available in common visual grades, including select grade for a mostly clear, defect-free appearance, and knotty #2 grade to offer a more rustic look. Cypress also is available in the most popular siding

n March 2020

patterns, such as horizontal bevel and clapboard, or vertical patterns like shiplap, tongue-and-groove, and boardand-batten.

Cypress offers a variety of finishing options as well. Homeowners who choose cypress for its honey-like hues, can preserve the color by applying a clear, water-repellent sealer. Over time, left untreated, the wood will weather to an attractive, light gray color. Cypress also takes stains well and works best with semi-transparent, oil-based stains. If more color is preferred, cypress can be coated with 100% resin acrylic/latex paints, paired with a compatible, high-quality primer.

“Regardless of the finished selected, cypress siding should be finished on all sides and edges to offer complete protection from moisture absorption,” Rickman added. “When installed properly, finished correctly, and maintained regularly, cypress siding will last a lifetime or more.”

– For more information on cypress siding, please visit the Southern Cypress Manufacturers Association’s website at CypressInfo.org.

Building-Products.com

FIFTY YEARS OF

FIVE-STAR BACKYARDS. CELEBRATING OUR FIFTIETH ANNIVERSARY. As we celebrate our milestone anniversary year, we’re grateful to all our dealers and express our most sincere thanks.

IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/ warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

INDUSTRY Trends

By Simon Cameron

Selling cedar in the age of climate change he push to

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more eco-friendly behavior is changing how we live.

It’s affecting our choices in small, incidental actions like using re-fillable coffee cups and recycling plastic bags, to larger life milestones such as the kind of cars we drive or the materials our homes are made of.

Consumers are now expecting businesses to do their part, as well.

In a recent Nielsen study, 81% of respondents strongly agreed that companies should take responsibility for improving the environment. The

world is demanding action on climate change, and that action is now being seen in what motivates consumers to choose one product over another.

In this respect, natural, climatefriendly and sustainable products like wood may soon have the upper hand over composite products at the retail level, particularly as awareness of climate change grows. For the past decade or so, composite materials have been a growing threat to wood decking and siding products, but little has been said about the environmental impact

USING REAL CEDAR, such as in this knotty 2x6 deck, helps reduce greenhouse gases.

these products have.

So it’s no coincidence organizations like the Softwood Lumber Board are promoting the environmental benefits of wood as a structural material, and the Western Red Cedar Lumber Association (WRCLA) is shifting its message strategy to emphasize cedar’s green and sustainable aspects.

As noted in “Don’t Just Sell the Cedar, Sell the Value” (BPD, Sept.

2019, p. 14), WRCLA recommends that its retail members promote the unique properties and value of cedar to increase sales and grow its competitive advantage. Of specific importance among these unique properties is the species’ role as a climate-change mitigator, which the WRCLA will promote to address growing consumer concerns over the environment.

Although recent consumer studies conducted by the WRCLA show that price and appearance are still the most relevant factors when it comes to making a purchase decision, choosing products that have a climate-friendly impact is on the rise. Any cedar product under the Real Cedar brand can only come from sustainably and responsibly managed forests, meaning it is a completely renewable resource.

Lifecycle Assessments (LCAs) also show that natural wood products like western red cedar have the lowest impact on the environment to manufacture, versus building materials like concrete, vinyl or steel, which are very emission intensive.

“We’re definitely ahead of the curve in terms of climate-change messaging,” said Brad Kirkbride, managing director for WRCLA. “Price, appearance and previous experience are still the most common

reasons for choosing a decking or siding material, but as climate change continues to grow as a global issue, we’re seeing more and more choices being made that take climate impact into consideration.”

Here are several reasons Real Cedar has the environmental advantage over composite products: First and foremost, Real Cedar is a sustainably managed resource, and wood products like cedar are the only major building material that are completely renewable. For every tree harvested there are at least three replanted. What’s more, in British Columbia, where the majority of coastal and interior WRC comes from, there is now more forested land than there was a hundred years ago, and replanting has been so diligent that the total forest land base in North American has grown 20% since 1970.

Natural wood products like cedar play a vital role in reversing climate change. As young trees grow they remove carbon (greenhouse gas emissions) from the air, store it, and release oxygen. As trees mature, they no longer capture carbon. When the tree dies, or is consumed by wildfire or infestation, the carbon goes back into the environment. When the

mature tree is harvested, however, the carbon remains stored, and new trees are grown to replace the cycle. Using wood products keeps this cycle going.

Customers who choose western red cedar are reducing their material consumption versus other building materials. Wood is extremely durable and long lasting, and can be reclaimed from other projects and reused. Very few materials can be reused like this from decommissioned structures, whereas composite materials go straight to landfill.

Additionally, retailers who want to help customers choose cedar can also point out that the majority of us don’t have the whole picture on natural versus composite products’ environmental impact. Composite companies like to point out they use recycled content, which creates the appearance of being green.

However, they don’t address the fact that enormous amounts of energy are required to manufacture these products and greenhouse gases are emitted during production, which have a deleterious effect on global warming.

Builders who are leaning to composites over cedar may rethink their choice as well when they consider that building site trim ends and

breakage from composite products end up in our landfills. In addition, builders report that composite dust containing plastic or silica create jobsite hazards. Whereas cedar sawdust is biodegradable, plastic is not, and it ends up back in the ecosystem and in our waters; something the planet could well do without.

There is no question the retail market for products like decking, siding and finishing boards is crowded and highly competitive, and manufacturers and retailers alike are looking for any and every advantage they can to stand out in front of consumers. With such alarming disasters like the Australian wildfires signaling the severity and immediacy of the climate change crisis, the necessity to make choices that consider their environmental impact is becoming exponentially more important. It will be interesting to see how this translates into consumer choice at the retail level.

– Simon Cameron represents the Western Red Cedar Lumber Association, the voice of the cedar industry since 1954, with members in 132 locations throughout North America (www.realcedar.com).

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FEATURE Story

By David Koenig

IN COLOR, incense cedar is not as red as western red, but does have a warm chocolate heart center and lighter sap wood. When left out in the weather without a stain, it will turn to a driftwood gray with a silvery sheen.

Incense cedar aims to fill the gap ith western red cedar shipments expected to take a hit this year, producers of incense cedar are positioning their species as a seamless alternative.

Analysts predict slight declines this year in exports of western red cedar due to a variety of factors, including recent British Columbia mill closures, forest fires, a 10-year outlook that portends no growth in timber harvest

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allowances through to 2030, and a new tax on any western red cedar exported from B.C. without first being “fully manufactured.” The new law—set to go into effect July 1, 2020—is designed to “promote local manufacture of addedvalue products from these species and support B.C. jobs.”

“We have heard that western red may be sparse this year and since incense cedar (IC) is very similar to western

C&D INCENSE Cedar Appearance Plus decking is a premium grade of decking with a wane and skip free face and minimal wane on the backside. It is ideal for all decking building projects.

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red we want to showcase that it is a great alternative to western red,” noted Leslie Southwick, sales and marketing manager for C&D Lumber, Riddle, Or., which has been manufacturing IC for over 50 years.

“C&D customers who are familiar with incense cedar will actively suggest to their customers that they sub in IC over WRC,” she added. “We also actively tell our customers to please call us if they have WRC inquiries to obtain pricing on IC as a substitute. Many are pleasantly surprised of the competitive pricing of incense cedar with WRC and are happy to quote both species.”

The company expects to grow its overall incense cedar shipments by 30% in 2020 over 2019. C&D offers a wide variety of products in incense cedar including 2x6 and 2x8 Appearance decking, rough exposed timbers in various sizes, pecky landscape timbers, and 2x4 fence rails. All C&D IC decking is dried and then planed on a 16-kinfe planer that gives it a satin smooth finish and then paper-wrapped. It comes in lengths from 8 to 20 ft.

Visually, IC and WRC are similar enough that companies in the past have been known to mix the two species together. The main difference is that the heart center of IC can be a lighter chocolate brown than the reddish WRC. Building-Products.com

THE FINE, uniform grain of incense cedar is perfect underfoot—even tender, bare feet.

Both species can be distributed to the same regions and markets because their structural properties are so similar.

Durability, strength, workability and beauty are comparable.

Both IC and WRC offer the same dimensional stability when dried from a green state down to 12-15% moisture content.

They both shrink 3.8% by volume.

Incense cedar is non-resinous just like western red. It is highly durable under most weather conditions and climates, and offers the highest insulation value, making it one of the most effective wood insulators on the market.

The Forest Products Laboratory rated IC in the top three in workability with hand tools. It machines easily, resulting in a smooth, silken surface. The species is also less combustible than WRC. That all said, the production and consumption of western red cedar will always exceed that of incense cedar, because there are more WRC trees growing and being harvested, and more manufacturers that mill it. However, incense cedar remains a worthy substitute, especially when supply is tight.

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COMPETITIVE Intelligence

By Carla Waldemar

HEALDSBURG HEALDSBURG LUMBER LUMBER

Robust opportunities in wine country ant to know how to make $1 million in a winery?” goes the old joke. Punch line: “Invest $10 million.” And Healdsburg Lumber Company, located in the tourist- and wine-centric city of Healdsburg, Ca., is glad to earn a share of that.

Sure, they’ve supplied product to build more than a few tasting rooms around town, but actually, that’s not their main focus. “Healdsburg is becoming more and more of a tourist destination/second home community of San Francisco,” says general manager Ryan Arata. “Because of the high cost of living in the city, folks are moving north,” and Healdsburg Lumber is ready to serve those affluent commuters or ex-pats. “We do spec homes, custom homes, and custom remodels—tract homes are less of our

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PERFECT PAIRING: A 40-year-old who thinks “wood is cool,” GM Ryan Arata is an ideal match to lead 144-year-old Healdsburg Lumber Co.

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specialty,” Ryan explains the outfit’s forte, which focuses on those custom builder/remodeler customers.

Those pros make up 90% of Healdsburg Lumber’s business, and their loyalty is earned “because of our expertise,” Ryan says. These contractors also rely on the high quality of the materials it supplies and the wisdom of its 80-strong staff, some of whom are former builders themselves, and a few with a 40-year tenure with the company.

That kind of customer loyalty is cemented by monthly contractor breakfasts, hosted by the likes of Bosch, to showcase new products and answer questions. Or with city inspectors on hand to explain new building codes and (chuckles Ryan) “get yelled at.” Other contractor services include take-offs and such, with the added perk that “if a customer comes in with a quote from somewhere else, we’ll take a look and say, ‘Yes, you could do that, but there’s a better way:’ We give them better alternatives to cheap materials that won’t hold up.”

The pros also go for the quality and convenience of Healdsburg Lumber’s own custom door shop, which has the ability to customize millwork, and Hudson Street Design, its showroom and garden store. Hudson Street Design grew out of its original space within the building and has since moved across the street as a stand-alone showroom, Ryan explains. It’s an example of the company’s motto—no, we need a word stronger than “motto” here: Let’s try “mission statement”—and that word is “authenticity.”

Right; sounds like California-speak. It happens in real experiences, such as the ability to customize millwork. For instance—over 50% of its orders are for custom designs— Building-Products.com

“we have good relationships with lots of mills, so we’re here to help our customers and can handle custom jobs.”

Another for-instance: “We’ll take out an expensive product [from someone’s plans] if it’s not the best fit and sell them a $2 fix instead,” Ryan testifies. Walkin customers get the same warm welcome and attentive service, “whether they’re spending $5 or $50,000.”

And how do these folks learn about the outfit?

“Marketing is hard,” agrees Ryan. “We do tons of print and radio ads, even using our own employees in the ads.”

Perhaps the most inventive marketing device, however, is the company’s fire rebuild home under construction, shown on its website (www.hlc-inc.com) under Healdsburg Lumber House. Yes, it’s an actual home, built along with the thousands of others who are rebuilding or in the process of rebuilding after devastating wildfires struck in 2017.

The construction of which “we started touting on the web four or five months before the construction actually began, and talked about it at our contractor breakfast. On the Internet, via photos and commentary, we focus on: What’s new? What progress? The house allows us to showcase the newest in technology and products, and it’s definitely getting attention! We poured the foundation in July. It’s been kind of difficult because of the rain here—a five-month set-back—but by January, we were working on the roof.”

What happens to it when it’s complete, a reporter needs to know. And you can almost hear the smile in his voice when Ryan gives his answer: “I designed it and will live in it with my family.”

And it’s gonna be green. Ryan, the owner, and virtually all the staff are Certified Green Building Professionals, having passed test after test to earn the designation. “We try to be a leader in that respect,” Ryan states, explaining that, in California, “we’re way ahead of federal laws.

‘Green’ is the new normal. In this state, it’s forced, and in some counties, it’s even stricter. Every week, we get a list of products to pull from the shelf that no longer meet California’s environmental regulations.”

Does “greening” add to the cost of construction? “Sure it does, up-front. But it lowers energy costs over time.”

Does this environmental consciousness require extra staff training? No, he responds. “Everyone on our staff of 80 comes from California, so it’s nothing new for them, not a culture shock.”

Another specialty: True Value, the outfit’s buying group, offers training that enables Healdsburg Lumber’s employees to match paint colors by eyeballing them, not using machines. Authenticity, once again.

Why do these folks like working for the company?

Like most good managers, Ryan responds, “because we treat everyone like family.” But here it goes beyond the warm-and-fuzzies: “We offer profit-sharing, so they realize that if there are accidents, it costs each of them money. It also gives them a sense of ownership.” A 401/k plan and health insurance are added benefits not every company in the area provides—benefits that lure candidates—“and hiring’s tough around here. In fact, only three or four employees actually live in Healdsburg itself. It’s definitely a challenge.”

So is competition, although not from the nearby boxes.

“Their shoppers are not exactly our customers. Those shoppers are looking for the cheapest price, not the best brands or the quality of products. Our buying power’s decent, but we’re not willing to be the cheapest around.

Yet when you shop with us, we’ll take a quote and look Building-Products.com

POST-FIRE home rebuild that Healdsburg Lumber has under construction is a showroom for new technology and products.

at it to see where you can save money. By using better products, you won’t get a callback a year down the road about problems associated with sub-par materials.”

Fourteen years ago, Healdsburg bought Gualala Building Supply in Sea Ranch, a small oceanside (popuation 1,900) community of second homes along Highway 1, simply because it made good business sense: “We’d been running a truck up there almost daily for deliveries. Same product lines, same computer systems.”

Today the company is embarking on constructing a whole new building that will hold the design, door and warehouse departments under the same roof: “one-stop shopping when the new facility is completed in two years,” Ryan promises. It will even include a drive-thru lumberyard.

How’s business these days? Since a disastrous 2017 forest fire that ravished the territory, “the whole town has been caught up in a building boom, after a tract of over 5,000 homes went up in flames. At the time, we were growing at a steady pace. Since then, it’s mushroomed.

Everybody needs a home all at once, but this time, they’re all custom—all one-offs—so the process is much slower, not 400 at a time. Before, 200 permits were pulled a year, and everyone was fighting over them. Then it became ‘Build 5,000 houses as fast as possible.’”

So, Ryan’s seen the good, the bad and the impossible, and he’s still in love with the industry. “I’d worked here in high school, in the receiving room. The owner was a good guy to work for, totally relatable. After college, I worked for a corporation in Arizona and absolutely hated it. So I called my former boss and told him, ‘I want to move back!’

“Why do I like my job? Because there’s always something new. And because I really think wood is cool (not many guys my age—I’m 40—would say that, but I’m super-into it.) I like handson work, remodeling, just for fun.

I like seeing new products. I like how things change, night and day, in how you do things.”

The only thing, then, he won’t change is his job title: He’s GM for life and loves it.

Carla Waldemar cwaldemar@comcast.net March 2020

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OLSEN on Sales

By James Olsen

Selling in a digital world unless you call me, but I will send you hot deals from time to time. A lot of my current customers are buying by text these days.” In this way we: (1) Alleviate their number one fear, (2) Give them a similar story, and (3) Tell them what’s in it for them. Approximately 60% will give us their cell phone number right there and the rest will know it is our expectation going forward for when we ask the next time.

Just Email Me

his is the number one complaint I hear: “I can’t get the buyer on the phone.” Here’s how to change that:

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Reception Most salespeople treat receptionists like furniture. The receptionist is our number one ally at every account and should be treated as such. When we speed through our greeting with the receptionist it screams, “I don’t give a darn about you, you’re unimportant, and I’m here just for the order.” This is why most salespeople receive poor treatment.

At many accounts the receptionist has influence, power and is often related to the buyer!

When you call, slow down to a nice, easy, “gal or guy next door” pace, put a slight smile on our face, and say, “Hello, this is James Olsen, from ABC Lumber. I’m calling you from Portland, Oregon. How are you today?” Now we have scratched all the itches they may not even know they had. This creates rapport and makes them want to help us.

Our tone is friendly and easy; we are not in a rush and we are sincere. We raise our tone and add a little emphasis on you when we ask to make it sound sincere.

How do we handle the grumpy or officious receptionist?

The same way. We are not intimidated; we remain friendly and upbeat. In the same relaxed tone, we ask, “Can you tell me the name of the person who does your lumber buying please?” I cannot stress this enough. Many sellers over-explain and beat around the bush.

Example: “Hi, well, my name is Tom Smith, and we’re obviously a lumber distribution company. I was just calling to find out who might be the person who buys your lumber.”

Get Their Cell Phone When we get the buyer on the phone, we qualify them.

Once qualified, after they give us their email, we casually ask, “By the way, could you give me your cell number?”

There will be a slight pause, because they are taken aback.

In that pause we say, “I promise I will never call you on it,

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Many buyers will say, “Just email me and if I see anything I like, I will call you.” We say, “Tom, many of my customers are the same way. What I do with them is set up a 300-second meeting twice a month to talk on the phone.

How about the second Wednesday of every month at this time? Does that work for you?”

Be Conversational By Email Our subject line should be interesting. Something as simple as “Hot deal on 2x12.” Our emails should be conversational. Engage the buyer. Explain to them why what we are offering is a good deal and ask them directly to buy it from us. “Tom, the tally on this 2x12 is 1-2-3-4-5, heavy 16’ just how you like it. It is coming out of High-Quality Mill, the one you prefer. Shipment is quick, which I know you like.

In addition, Tom, the market is firming, especially on the wides. Can I get your order number on this?”

Be Prepared I tell a lot of my students, “Of course they aren’t coming to the phone for you, because when you get them on the phone you aren’t bringing any value. Why would they come to the phone for a ‘Are you needing anything today’ call? They won’t.

Load the gun. Make sure to have more than one item—maybe every item they buy from us—ready to offer with options and reasons they should buy on each.

Buyers are coming to the phone for salespeople who are bringing them value when they get them on the phone.

We need to be that kind of salesperson.

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

TRANSFORMING Teams

By Paige McAllister

What your employees do while not at work andling employees’

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unacceptable behavior during work time and on-site is hard enough. But sometimes we have employees whose behavior and actions after hours or off-site impact the company or other employees. What can you do then?

It is a myth that you cannot take action based on an employee’s off-hours behavior. While nearly 30 states have some level of protection restricting actions you can take against employees for legal off-duty behavior, if it impacts your business, clients and/or other employees, you may have the ability—and sometimes the obligation—to discipline accordingly.

While most of your employment policies only cover working time, there are several critical policies that also cover off-hours behavior, most importantly: • Non-Harassment/Non-Sexual Harassment/NonDiscrimination/Non-Retaliation • Substance Use and Abuse • Confidentiality/Non-Disclosure • Workplace Violence While circumstances are always different, some situations we have seen are: • An employee makes unacceptable advances and/or comments to another employee during an after-hours gathering for “happy hour.” Even though this is a voluntary event not sponsored or organized by the company, the victim has protections under the sexual harassment policy.

If the harassed party makes a complaint or if a third party mentions the unacceptable behavior, management must investigate and take action so the harassed person feels safe.

The discipline may not be as harsh as if it happened on-site but a warning at least may be warranted. If the accused is a manager, investigating and taking action is even more necessary as that liability will fall on the company regardless of if it is work time or not.

• An employee uses marijuana legally over the weekend but then fails a random drug test on Monday. The legalization of marijuana has created issues when it comes to drafting and implementing employment policies. Since

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marijuana shows up as a positive result for much longer than the employee is under the influence, it is hard to know when and how to discipline.

In some situations, you may need to witness several side effects of the employee being under the influence regardless of the drug test result. In others, any positive result is ground for termination, such as in states where the substance is illegal or you are controlled by a zero-tolerance policy based on a federal contract.

• An employee acts inappropriately during a conference in front of co-workers, vendors, clients and prospects, becoming loud and “un-PC.” The employee is representing the company so this unacceptable behavior could cost the company money, reputation, and clients. More serious actions such as revealing classified information, harassing/ sexually harassing an employee, client or vendor, telling inappropriate jokes, or using unacceptable language should result in serious discipline. Note: The employee cannot use “being drunk” as an acceptable defense. They are still responsible for their actions and possibly restricting alcohol in future events may be appropriate.

• An employee complains about their low wages (posting how much they make) and how awful their supervisor is.

Some speech like this is protected under the National Labor Relations Act (NLRA). Under the NLRA, all employees Building-Products.com

have the right to exercise “protected concerted activity” which is speech or actions with the purpose of improving working conditions for themselves and others. Employees talking about their own work conditions is protected; talking about others without permission is not. It is also not protected to violate confidentiality such as the company’s pricing structure or client information.

• An employee is arrested for their part in a barroom brawl involving their friends and some strangers. In most situations, you cannot take action on an arrest alone.

However, if the charge is serious enough that the employee will be missing significant time (i.e., they cannot report to work because they are in jail) then you may have the option to terminate for unexcused absences. If the charge involves violence, you may have options for discipline if there is legitimate concern it could migrate into the workplace. If other employees were involved, you may need to evaluate the workplace situation since there may be harassment or workplace violence implications evolving from an unaddressed situation.

• An employee uses their personal social media accounts to post derogatory messages which customers have complained about. Somehow people have connected this employee and their opinions to your company so you may be “guilty by association.” Even though the employee is using their personal accounts, presumably on their own time, their actions are now impacting your business. This behavior could impact your company’s reputation, make customers take their business elsewhere, and make your other employees feel uncomfortable.

You cannot make a knee-jerk decision but should evaluate all the factors, including the employee’s work performance, tenure, etc., and determine the best course of action including perhaps disciplinary action or even termination.

need to consider all the potential outcomes arising from this situation. An employee accepting such a valuable gift could create a spoken or unspoken expectation to steer your company’s business to their company. If they have any power over the decision, the impartiality of their decision-making could come into question, possibly committing your company to a costly relationship that does not work for you.

Having a Conflicts of Interest policy outlining what is and is not acceptable can help you ensure that employees are making decisions for the right reasons.

Please note that all situations differ based on factors such as the employee’s circumstances, the company’s past precedent, state and local laws, employment-at-will status, and/or collective bargaining agreements. Therefore, before you discipline or fire an employee for off-duty conduct, you want to assess: • Is the employee an at-will employee?

• Did the employee engage in protected activity, such as that protected by the NLRA? • Are there any federal, state or local laws that apply?

And before you take action, it is best to do a full investigation, listen to all sides involved, and when in doubt check with your legal counsel or call us at Affinity HR Group to help walk you through it.

Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

• An employee who works in purchasing comes to the office Monday talking about the great time they had with a potential vendor at a sporting event including luxury box seats, a full bar, and a meet-and-greet with the team. While on the surface there seems to be nothing wrong here, you

Q. With the impeachment behind us and as we approach the presidential election, we’ve noticed employees engaging in very heated conversations about politics. Given how polarizing these conversations can be, can I prohibit employees from talking about politics at work?

A. Actually, you may be surprised to know that while the First Amendment protecting free speech exists for public companies and government agencies, it does not generally extend to private companies. And while some speech is protected under the National Labor Relations Act (NLRA), such as discussions about pay and working conditions, political conversations are not protected under federal law at all.

So, yes, if you would like to establish a policy keeping politics out of conversations at work, you can do so. Should you choose to do this, you may want to establish that you are doing so to prohibit conversations that may become aggressive, threatening, disrespectful or worse. You may choose to prohibit public-facing employees from wearing political paraphernalia. And you should remind employees of your policies around code of conduct and workplace safety such as non-harassment and discrimination.

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LUMBER 411

A Special Series from Northeastern Lumber Manufacturers Association

By Matt Pomeroy

See the stamp, trust the quality

LUMBER GRADING seems to be an unwieldy, confusing topic... but it doesn’t need to be! Read on for the first of two columns on this important topic. et’s talk aBout lumber grading. It may not be the most exciting topic, but it’s super important to you as a lumber retailer. Why? You need to know what you have in stock, and you need to be able to sell the correct stick of wood to your customers, depending on their end use.

Ready? Let’s go!

First, let’s get some of the real boring, yet critical stuff out of the way! What is the American Softwood Public Standard 20 (PS-20) you wonder?

The PS 20 was implemented decades ago and brought standardization to the forefront for the softwood lumber manufacturing community. The standard was developed by the American Lumber Standard Committee (ASLC) through an industry consensus process in accordance with U.S. Department of Commerce procedures. Its purpose is to provide consistency to the lumber products brought to the U.S. marketplace for the consumer. PS-20 includes key elements such as common industry terms, standard lumber sizes, moisture content provisions, the National Grading Rule (NGR) and grade-marking requirements, and methods for assigning the all-important structural design values to lumber.

Also nestled under the umbrella of the standard is the National Grade Rule for Softwood Lumber (NGR), a rule which mills follow to manufacture and grade lumber to be used in structural applications, and grading agencies use to certify and check the mill’s production. Lumber

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graded and stamped under the NGR grades meet the requirements of local and national building codes for residential and commercial construction, if it’s certified by an accredited agency under the ALSC program and properly stamped. These grades include the popular construction grades carried by most retailers such as No. 1, No. 2, and Select Structural, generally 2” to 4” in width.

Each of these grades carry with them specific strength properties based on the species of the lumber. Did you know that the NGR provisions to grading such things as knot size limitations, the amount of wane permitted, and slope of grain are applied the same across the U.S. and Canada no matter what species of lumber?

Now, how does a retailer know their lumber is acceptable for construction use and building code acceptance?

Just take a look at the grade stamp for the definitive answer. As required by ALSC with PS-20 guidance, a grade-stamp must contain five key items: the specie(s) of lumber, the moisture content (KD, dry, or green), the certified mill name or number, the ALSC-accredited agency logo that certifies the mill, and lastly, the lumber grade.

What about 1” boards? Glad you asked! So far, we have only talked about the structural grades of lumber and NGR. The PS-20 also provides the same backbone structure for grades that are applied to this material.

However, each species across the U.S. has their own actual grade rules and names for boards. Southern pine, western species, and eastern white pine all have their own provisions as to wood characteristics permitted in their board grade rules. In many cases, the grade stamp information will be stamped on the end of the piece displaying the same five elements of the structural grade stamp discussed above. And since this lumber is generally for appearance-type applications such as furniture, wall and ceiling material, or siding, no strength values are assigned.

Here’s a significant fact: there are approximately 900 mills currently operating under the supervision of ALSCaccredited grading agencies across the U.S. and Canada, thus accounting for roughly 98% of the softwood lumber consumed in the U.S.!

If you would like more information on the various aspects of lumber grading, email us at info@nelma.org.

– Matt Pomeroy is director of inspection services for Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.

Building-Products.com

REDWOOD Composite can’t compare.

Like the foods we buy, when it comes to decking, we want natural and real.

Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.

Redwood Empire stocks several grades and sizing options of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

Cluss Cuts Hometown Yard O.C. Cluss Lumber Co. continues operating a building materials showroom in Uniontown, Pa., despite being forced to shutter its hometown lumberyard at the end of 2019.

The yard had become unprofitable after devastating flooding from the nearby Redstone Creek racked up $100,000 bills for lost inventory and clean-up in each of the past three years.

Officials said the yard contributed just 5% of overall revenue for the 102-year-old company. It also has its corporate headquarters, showroom and pro installation services in Uniontown; lumberyards in Greensburg, Pa., Fairmont, W.V., and Oakland, Md.; a reload in Pittsburgh, Pa.; and Fox/ Cluss Glass Co. in North Union Township, Pa.

CARS Picks Up Southern DCs Carolina Atlantic Roofing Supply, Sanford, N.C., acquired the Southern Division of Seven D Wholesale.

The new operations—in Freeport, Fl.; Pelham, Al.; Biloxi, Ms.; and Rice, Tx.—began doing business as CARS effective Feb. 3.

CARS managing partner Tim Perryman said, “We believe this acquisition fits our culture at CARS and supports our westward expansion.

We are excited about the future and the best is yet to come.”

National Lumber Expands to South Shore

National Lumber has expanded its presence in New England with the opening of its tenth lumberyard, taking

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DEALER Briefs Umber’s Do it Best Hardware, Fort Wayne, In., is closing this month after 75 years.

Sunrise Builders Supply , Horn Lake, Ms., opened a 6-acre lumberyard with 5,000-sq. ft. hardware store in Arlington, Tn. US LBM added a Universal Supply branch in Newington, Ct. FORMER WALLBOARD distribution yard has become National Lumber’s tenth location.

over the former Gypsum Specialists facility in Kingston, Ma. Overseen by manager Scott Redfield, the six-acre operation will continue to service drywallers, as well as builders and contractors, with outside sales reps.

Unlike most of National’s other branches, the Kingston location does not have a showroom, but will specialorder doors, windows, millwork, cabinetry and more from the other stores.

SRS Expands in Southeast SRS Distribution has opened three new greenfield locations in the Southeast—Hattiesburg, Ms.; Mobile, Al.; and Statesville, N.C. Hattiesburg and Mobile will operate as branches of Advanced Building Products, while Statesville will carry the Superior Distribution banner.

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Drexel Building Supply

begins construction next month on a new showroom and distribution center in New Berlin, Wi., to replace its smaller facility in Brookfield, Wi.

A Few Cool Hardware Stores group has purchased Washington, D.C., retailer Annie’s Ace Hardware’s eight-year-old

Petworth location. Annie’s retains its Brookland store.

Bigari Ace Hardware , Iron River, Mi., has been purchased by Tim Novak from his brother-in-law, Nick Bigari, who is retiring after nearly 45 years with the store his father opened.

Westlake Ace Hardware is relocating its Edmond, Ok., store a few blocks down the street.

Homestead Hardware, Stony Point, N.Y., closed Feb. 21 after 50 years in business.

Building-Products.com

THE POSSIBILITIES KEEP GROWING:

Nature’s majestic pillars.

Redwood is one of the strongest and fastest growing softwood species. It thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

SUPPLIER Briefs ABC Supply acquired the assets of 60-year-old distributor Midwest Wholesale Materials Co., Madison, Wi. Durable Wood Preservers, Charlotte, N.C., has ceased treating, but continues brokering for other plants until the retirement later this year of B.E. Barksdale.

Collums Lumber, Allendale, S.C., is installing a new USNR Continuous Tilt Hoist to reduce maintenance and operator intervention.

84 LUMBER converted its lumberyard in New Britain, Pa., into a components plant.

84 Lumber Remakes Philadelphia Area Yard as Components Plant Addressing the increasing demand for engineered and manufactured wood products throughout the Philadelphia, Delaware and New Jersey areas, 84 Lumber has converted its lumberyard in New Britain, Pa., into a dedicated components plant.

The facility, which in January began manufacturing wall panels, roof trusses and floor trusses, had previously housed a store that first opened in 1970. The components plant is fully automated, outfitted with the latest design software, computerized saws and laser projection equipment.

“Our strategic plan to convert our existing facility into a components plant is right in sync with our overall goal of becoming the preferred supplier for everything a builder needs in this region—and all the regions we serve,” said Steve Benko, Mid-Atlantic divisional components area manager at 84 Lumber. “We see the growth opportunity of a components plant in New Britain, so we’re extremely excited to open our doors and expand our relationships with area builders.”

84 Lumber now has nine component plants across the country, with plans to open Richmond, Va., and Mansfield, Oh., later in 2020. It also expects to incorporate components facilities at a number of its planned new 84 Lumber stores.

Double Merger for Vermont Yards Three leading building supply companies in Vermont’s Upper Valley have agreed to unite under single ownership following back-to-back transactions.

Bethel Mills, Bethel, Vt., has agreed to purchase Fogg’s Hardware & Building Supply, Norwich, Vt., as well as three-unit Oakes Brothers Inc., with stores in Norwich, Fairlee and Woodsville, Vt. The deals are both set to close in April.

Bethel Mills, which already has stores in Randolph, Taftsville, Brandon and Hancock, Vt., and a distribution center in Bethel, expected the acquisitions to close by April.

The first sale will allow co-owner Alan Fogg to retire, while Oakes Bros. owner Neil Oakes intends to stay on “for a couple years” to oversee the kitchen and bath design department.

The new locations reportedly fit well with Bethel Mills’ expansion strategy. “Their experienced team, location, product mix, and customer base align very well with our existing stores,” said Bethel Mills CFO Claudia Sherwin.

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Boise Cascade will update the Coe lathe at its Thorsby, Al., mill. In fourth quarter 2020, the lathe’s charger will receive a new M790 pendulum and charger frame.

Insulation Distributors, Chanhassen, Mn., has sold its branches in Baltimore, Md., and Washington, D.C., to Foundation Building Materials, Santa Ana, Ca. SRS Distribution has acquired three-unit Gannon Roofing Supply, Des Moines, Ia. Senior management— Dan Frankl, Dan Gannon, and Chad Thomas—will stay on.

U.S. Lumber now offers Boral’s TruExterior Siding & Trim at all nine of its distribution centers, after adding the lines in Atlanta, Ga.; Jacksonville and Winter Haven, Fl.; Minneapolis, Mn.; Mobile, Al.; and Nashville, Tn. Cameron Ashley Building Products is now distributing Derby Building Products’ TandoStone and Beach House Shake throughout the Midwest, including in Iowa, Missouri, Wisconsin, Minnesota and the Dakotas.

Hansen Marketing Services, Walled Lake, Mi., is now distributing Barrette’s DuraLife decking products in Michigan, northwestern Ohio, and northern Indiana.

Amerhart has expanded its distribution of Trex decking and railing into eastern Kansas and western Missouri, through the distribution center it opened last year in Kansas City, Ks. BROSCO Distribution is now carrying Vista Railing Systems cable railing products at its distribution centers in Hatfield, Ma., and Portland, Me.

GMS , Tucker, Ga., has expanded into Vermont with the acquisition of hardscape distributor Trowel Trades Supply, Colchester, Vt. Trowel Trades, founded in 1968, will operate as part of GMS’s New England Gypsum Supply division, while retaining its separate branding and co-branch managers Mike Smullen and Bernie Metivier.

AZEK Co., Chicago, Il., has filed a registration statement for a proposed initial public offering.

AZEK also has completed the acquisition of PVC recycler Return Polymers, Ashland, Oh. Milwaukee Tool will break ground next month on a $26-million factory in West Bend, Wi., to manufacture hand tools for electricians and utility linemen.

James Hardie Building Products was presented World Vision’s 2020 Crystal Vision Award, for its support in helping to rebuild the lives of families in need.

Building-Products.com

Trusted Brands, Trusted Performance

Koppers Performance Chemicals is a leader in the research and development of new products and services in all areas of lumber preservation. We provide innovative wood preservative and fire retardant products, advanced engineering services and customized marketing services to our valued customers.

We are a premier supplier of wood preservatives, globally recognized for our successful development and diversification of wood preservative technologies.

Š 2/2020

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THINKING Ahead

By Mark Erickson, Blue Book Services

The long reach of lumber

verywhere you turn ,

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there’s a connection to lumber—from the floors in your home to the furniture that graces it—so the endless list of job opportunities in the industry shouldn’t come as a surprise, either. From the lumberyard to the trading floor to the marketing department, there’s something for everyone.

The wood products industry is so pervasive, in fact, that it even touches professionals who hadn’t considered it and who certainly never thought that it would factor into their career trajectories.

Like me.

I have dedicated my entire career after college to the

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

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

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same company, and initially it had nothing to do with wood. I’m still with that company, Blue Book Services; but 30 years later, lumber is now a significant part of my work life. And I couldn’t be happier. Here’s how my lumber story unfolded:

Deep Roots, New Growth Blue Book’s roots date back to 1901 (well before my time!), when we first offered our sales prospecting and credit rating service to companies in the fresh fruit and vegetable industry. In 2007, a remarkable opportunity emerged to expand into a very different—but also very parallel—business. Lumbermens’ Red Book, which had long catered to lumber companies in a similar way that Blue Book Services meets the needs of the produce community, closed its doors that year with no notice.

A lumber industry insider with knowledge of Blue Book reached out to see if we could fill the gap left

by Lumbermens’ Red Book, steering us to the North American Wholesale Lumber Association for guidance.

Many NAWLA members had relied heavily on Red Book; and NAWLA itself is based in the Chicago area, where we also are located, making collaboration that much easier.

I was part of the team that helped build out the project, and NAWLA proved to be of great help—not least of

Building-Products.com

A Special Series from North American Wholesale Lumber Association

all from an educational standpoint. We had to learn the industry, and NAWLA staff and volunteers were instrumental in bringing us up to speed so that we were ready to officially launch Lumber Blue Book in 2009.

Since then, NAWLA has been a supportive proponent, introducing us to industry professionals and giving us opportunities to promote our service to their membership base.

I’ll never forget the first NAWLA event that I attended. From the types of people who attended to the issues being addressed at educational sessions, it felt just like a produce convention. Now, with more than a decade of conversations with people throughout the industry supply chain and having learned many nuances of the lumber industry, I now know that it’s much more like the produce business than one might think.

Parallels Both produce and lumber are, well, earthy. Neither industry is super glitzy—they deal in resources cultivated from the land, and that ties them together. Moreover, forces outside their control in many ways dictate how well their businesses perform—weather events for the former and factors such as interest rates and economic shifts for the latter.

Both sectors are also highly fragmented, meaning that there are thousands and thousands of companies on both the supply and buy side. Although there is a growing trend toward consolidation, with the big getting bigger as they try to achieve economies of scale, this trait sets both lumber and produce apart from industries controlled by a few huge companies. To the contrary, they tend to be dominated by small, privately held, and often multigenerational businesses.

A lot of those shared characteristics translate into similar work ethics, too. They speak to the people involved in these businesses. It’s beyond the business

owners, however, and includes people at all levels of these companies. They’re overall good, hard-working, entrepreneurial people. And they’re tough competitors.

But they’re also friendly rivals—they help each other.

That’s one of the beauties of NAWLA, for example.

They bring a group of competitors together who truly collaborate for the good of the industry as a whole.

What I also have gleaned from my personal experience and reflections with Lumber Blue Book is that the industry is full of happy and loyal employees. It seems like the people with whom we interact have been with their businesses for a long time. Even the younger people seem to really enjoy what they’re doing. We’ve gotten to know a great bunch of people, creating some true friendships.

All Roads Lead to Lumber?

So, although I never anticipated that my work would tie me in to the lumber industry, it has—and with a favorable impact. I’ve been blessed, through Blue Book Services, with a wealth of opportunity to learn new skills and grow professionally.

Our extension into the lumber sector has taught me a lot about starting a new business division, as well as the many aspects of this great industry. It also has created new opportunities for others as well, with positions ranging from project manager to customer service representatives, to data analysts and sales associates.

Our team loves the lumber clients we work with and also enjoys the opportunity to learn more about how wood is used.

The efforts of these team members, coupled with the wise counsel from NAWLA, have solidified the bond with our lumber customers. Lumber Blue Book now reports on more than 22,000 North American lumber firms. Our main goal is to help them succeed, by arming them with the information and resources they need to do their jobs better. That means identifying suppliers and buyers that are reliable, pay their bills on time, and do what they say they’re going to do. That’s how we fit into the equation. And the more we understand what challenges these companies face and the more we understand the industry, the more of a win-win it is. As our CEO often notes, “When our customers succeed, we succeed.”

In a nutshell, lumber is all around us and so are the professional opportunities that come with it—even when they’re in the most unexpected of places. It’s just another example of how diverse the lumber industry is—in terms of its people, its positions, and its possibilities.

– Mark Erickson is senior vice president at Blue Book Services (www.lumberbluebook.com).

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MOVERS & Shakers Carl J. Lamb has been promoted to VP-Eastern operations for Snavely Forest Products, Pittsburgh, Pa. Bill Georgelis succeeds him as general mgr. in Westminster, Md. Jeff Jackson is now GM of Snavely International.

Mark Byrd, Griffin Lumber & Hardware, Forsyth, Ga., has been promoted to general mgr. Jeff Riggi is now general mgr. of the Griffin, Ga., branch.

Jared Carroll is new to Atlantic Forest Products, Syosset, N.Y., managing lumber distribution from Buffalo, N.Y., and Detroit, Mi. Heather Thomas, R.P. Lumber Co., Macomb, Il., has been promoted to store mgr. She succeeds Bronson Royer, who is now sales mgr. for the Northern Region.

Ken Kucera has been appointed VP of installed sales & manufacturing for 84 Lumber, Eighty Four, Pa. Alex Dobosh is now general mgr. in Orchard Park, N.Y. Brian Nunes has been promoted to VP of operations & logistics and Cameron Peterson to director of finance for Sherwood Lumber, Melville, N.Y. At Sherwood’s Prime Lumber Distribution Center in Palmer, Ma., Carlos Medina is now yard foreman; Marra Prater, operations lead; and Norm Leger, facilities & maintenance foreman.

Tyler Cockriel has joined the sales team at Escue Wood Preserving, Millwood, Ky. Jeff Strom has been promoted to VP and Eastern region general mgr., building materials distribution for Boise Cascade, Boise, Id. Rob Johnson is now VP of engineered wood products, and Chris Seymour, VP of manufacturing-operations. Paul Watterson, ex-Murphy Co., has joined Boise Cascade as branch mgr. in Orlando, Fl. Jake Gress is now VP of operations for L&W Supply, Chicago, Il. Paul Dean, L&W Supply, Houston, Tx., has been elevated to district mgr. of the chain’s newly formed Upper Midwest District.

Greg Kasten, ex-Mortenson Woodwork, has joined USA Millwork to head operations in the mid-Atlantic region, as general mgr. of IBS Millwork, Manassas, Va. Michael Sommerfeld, Carter Lumber, Kent, Oh., has been named buyer for SYP, boards, fire treated.

Michael Todd, ex-Nix Door & Hardware, is new to Davis-Hawn Lumber & Millwork, Dallas, Tx., as sales operations specialist.

Jim Dance, plant mgr., Hankins Inc., Ripley, Ms., has retired after nearly 50 years in the industry.

George Caruso has been promoted to chief operating office for Benjamin Obdyke, Horsham, Pa. Jeremy Malone has been promoted to store mgr. at McCoy’s Building Supply, Mount Pleasant, Tx. Wesley Hill, Tibbetts Lumber, Fort Myers, Fl., has been promoted to general mgr.

Rick Kramer, ex-Sherwin Williams, has joined Do it Best, Fort Wayne, In., as a territory sales mgr. Also new are outbound logistics services coordinator Megan Morgan, sales support coordinator Amanda Smith, consumer marketing specialist Carly Bassett, order clerk Rachel Baker, and switchboard operator Donnevin Wolfe. Alex Gilliom was promoted to category management business analyst, Justin Heins to database administrator, and Andrew McDermitt to senior software developer.

Steven R. Lacy, chief administrative officer, general counsel and secretary of Koppers Inc., Pittsburgh, Pa., will retire at the end of the year after 20 years with the company, and will transition to assistant to the president.

Lisa M. Bachmann, Big Lots, has been appointed to the board of directors for GMS, Tucker, Ga. Jose R. Berlingeri has been named president and CEO of Sto Americas, Atlanta, Ga., following the retirement of David Boivin.

Daniel Franklin, ex-Boral Building Products, has joined Chelsea Building Products, Oakmont, Pa., as senior product mgr.-specialty products.

Amanada Maloof is a new designer at Bellevue Builders Supply, Schenectady, N.Y. Ed Osterhoudt was recognized as Parksite’s 2019 Specialist of the Year, representing the DuPont Tyvek line, and Wasyl Baszta won DuPont’s Tyvek Residential Specialist of the Year.

Parker Carr is manning the new valet service at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

CYPRESS SPECIALISTS SINCE 1912 KD Rough Stock S1S2E Boards Mixed T/L’s

Pattern Stock Cypress Timbers Bevel Sidings Since 1912

Williams Lumber Company of North Carolina, Inc. Rocky Mount, North Carolina

Fax (252) 442-0765

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www.wilcocypress.com

Building-Products.com

SPECIAL FOCUS • Eastern White Pine

By Northeastern Lumber Manufacturers Association

Let NELMA be your lumber BFF hen a customer walks through your door, or calls on the phone for their regular order, it’s important to have someone on your end of the transaction with a solid knowledge of the product being sold. But how to keep the stream of product knowledge flowing if you’re experiencing changes at the front desk due to promotions or turnover?

Let’s get specific and talk about wood knowledge. Selling lumber is so much more than choosing a stick and

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handing it over. Here are the top four things we think all lumber dealer’s sales employees should know: (1) How it’s used. Not all lumber is appropriate for all applications!

Do you know the difference between framing lumber and appearance grade lumber?

(2) Know the grades. Once you’ve determined the end use for the lumber being sold, which grade is appropriate?

LOOKING FOR wood education information? Look no further that NELMA4Retailers.com, a website designed specifically for lumber retailers.

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(3) How to read a grade stamp.

This is important on so many levels, as the grade stamp reinforces to both you and the customer that what they’re buying is exactly what they need and any associated strength values when necessary.

(4) Skip & Wane! Only the cool lumber dealers know who these two lumber legends are. Are you one of the cool lumber dealers?

Now that we’ve established the importance of lumber knowledge, let’s get back to the original question: how best to provide it for your employees?

The Northeastern Lumber Manufacturers Association has the answer: NELMA4Retailers. com. A custom website devoted solely to assisting retailers with lumber education and selling more lumber, the goal is to get timely, comprehensive wood selling tools directly into the hands of retailers.

While the website serves as a categorization tool of sorts for the many, many wood education items offered by NELMA, it’s the features and benefits that separate it from the pack: Designed to serve as an office partner (your new wood BFF?), the site offers educational materials, brochures, and sample visuals.

In addition to marketing resources (digital downloads, online data, print, and video options) that can be tailored Building-Products.com

TIMELY INFO on NELMA4Retailers.com includes an In the News section, where industry hot topics and relevant information are shared and updated.

GET FOUND! NELMA4Retailers.com offers a free online retailer directory... have you signed up yet?

to specific customer audiences and needs, there’s plenty of information for training your staff on how to sell wood. Click through to the site and find news information and updates on timely topics, direct links to the massive NELMA video library, print materials, and so much more.

Informational options offered by the website contain a mix of free and paid materials.

In a unique twist, NELMA offers retailers the unique opportunity to “get found” by opting in to a free online directory of retailers selling softwood lumber manufactured in the Northeastern and Great Lakes regions.

“Retailers standing at the counter making a sale don’t have the time to search all over the Internet for the information they need,” said Jeff Easterling, president of NELMA. “By bookmarking NELMA4Retailers. com, they ensure that everything they need is right at their fingertips, exactly when they need it. From reference materials to learning materials, everything they need is accessible at a moment’s notice. It’s a retailers onestop-shop for wood knowledge!”

A goal of NELMA is to be the resource for retailers looking to increase their wood marketing and sales games, and the NELMA4Retailers.com website is a step in that direction.

First launched in August 2019, the site is continually updated to include the most recent information available from NELMA. So what are you waiting for? Log in to NELMA4Retailers.com now, and get to learning more about how to sell wood!

Building-Products.com

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SPECIAL FOCUS • Eastern White Pine

By Northeastern Lumber Manufacturers Association

NELMA on video ave your found

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yourself needing a particular piece of wood knowledge, but perhaps not having the time to sit and read something? Never fear, NELMA on video is here!

The Northeastern Lumber Manufacturers Association is the rules writing and grading agency for Northeastern and Great Lakes softwood lumber. They are the marketing arm, information resource, one-stop-shop for wood knowledge.

And, as such, the producer of multiple videos and video series designed to raise awareness of and educate about wood. Visit www.youtube.com/nelmatv to see all offerings.

NELMA videos you should be watching: Eastern White Pine Swatch Video. Showcasing the important variations of characteristics permitted within each of the five grades of eastern white pine, the video is a cometo-life version of the trade show favorite Eastern White Pine Swatch. For each grade, the viewer will see a layer of six board roll down the screen, pausing for call-outs to explain wood characteristics intrinsic to each grade. It’s the perfect representation of what customers should expect within a specific grade purchase.

Eastern White Pine vs. Radiata Pine. But, if they’re both pine, are they really that different? Absolutely, and you need to understand the differences. Take an animated ride through the comparisons, touching on growth cycle comparisons, the importance of choosing locally grown wood, durability, and much more.

Eastern White Pine vs. PVC Trim. Do you want PVC trim, or do you want the real stuff? Wood is environmentally friendly (ingredients: sun, soil, rain, seed), authentic (it doesn’t need to LOOK like wood because it IS wood), biodegradable, and renewable. No fossil fuels were harmed in the making of eastern white pine, that’s for sure.

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NELMAtv on YouTube is a fantastic one-stop shop for all your wood information needs, with everything from how-to videos to home tours to lumber industry job overviews.

How-to. Interested in a little how-to information?

NELMA offers multiple videos on topics such as installing wood wainscoting and building a barrel ceiling. Listen to building experts as they walk you through the entire process, offering tips and techniques along the way.

Jobs. Looking for a job in the lumber industry but not sure what’s out there? Check out the multiple NELMA videos featuring quick peeks into various industry positions.

Learn more about what’s behind being an electrician, kiln operator, planer mill operator, log scaler, and more. Did you know there are information and marketing positions in the lumber industry as well?

Building-Products.com

parent: they needed a job.

VISITO Skip, W

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.

THE NELMA How-To Series on installing wall paneling is among the most popular on the association’s YouTube channel.

Eastern White Pine Applications. Take a tour through several houses and see how eastern white pine was used by their builders, and listen as they talk about the importance of choosing sustainable, beautiful, local wood.

IF USE of their

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

An have h Work Chat f “A tion n site u are al memb tomer

The Wood Itself. Twist. Pockets. Split. Seam. Wane.

Skip. Pitch. Knot. Cup. Crook. Bow. If these terms make you shrug your shoulders, hop on to the NELMAtv YouTube channel for quick and easy videos explaining each term using real wood pieces as visuals.

Next time you’re early for a meeting, pulled over on the side of the road during a storm, or just want something easy, fun, and educational to watch, go to NELMA’s YouTube channel. As they say, it’s television (or laptop!) worth watching! It’s got something for everyone!

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

How

Up featur encou

www.limingtonlumber.com

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Digest 9-19 Layout.indd 42

Call on Warren Trask for the most comprehensive Eastern Pine inventory and widest selection of Pattern Stock!

Since 1924, Warren Trask has been committed to being the number one source for Eastern White Pine.

Call on Warren Trask for all your Eastern White Pine needs.

1-800-752-0121 ■ 63B Bedford Street, Lakeville, MA 02347 ■ www.wtrask.com Building-Products.com

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SPECIAL FOCUS • Eastern White Pine

By Northeastern Lumber Manufacturers Association

Profiles in pine rand new and hot off the presses, NELMA introduces Profiles in Pine: An exploration of classic eastern white pine patterns used in modern projects.

“A gorgeous printed piece of this caliber is a first for us as an association,” said Jeff Easterling, president of NELMA. “In just a few pages it shows—in a way we have not done before—the true beauty and character of eastern white pine and how it can be used.”

The oversized piece combines profiles available within

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PROFILES IN PINE, the latest printed title from NELMA, combines project stories and trade specs with beautiful end-user photos to showcase the true durability and beauty of eastern white pine.

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the eastern white pine family and showcases them in beautiful applications, from residential to commercial.

Featuring stunning high-res photography, the booklet is divided into projects overviews.

The layout of the booklet focuses heavily on the beautiful photography, and lightly on text. A series of eight residential and commercial projects are featured, ranging from educational and recreational to hospitality and residential.

Each project features a simple genesis story, along with a call-out box highlighting what element of eastern white pine is best showcased in that project. Look closely and you’ll even see a riverside retreat from season three of Maine Cabin Masters (DIY Network).

“As a trade association, we’ve always focused on that end of the chain, leaning heavily on the specification part without delving much into how it’s actually used,” continued Easterling. “This piece combines profiles with their applications to present what the end user, the consumer, will see.”

In a nod to the association’s trade roots, following the eight projects are four pages of detailed drawings depicting various pattern names and specifications.

“There really is something in this booklet for everyone!” concluded Easterling.

The booklet is perfect for all target audiences. Retailers, consumers, architects, builders, specifiers and designers are all invited to order the brochure at www.nelma.org, under Library, then NELMA Publication Store.

Building-Products.com

Arauco Realigns Moncure Mill Arauco will close its particleboard line in Moncure, N.C., in April and integrate its Moncure MDF line with a moulding line to create an advanced millwork operation.

The closure was attributed to an assessment over several years that the older manufacturing platform was less competitive in a challenging marketplace compared to its other advanced, high-capacity particleboard operations.

“The decision to close a line is difficult and we are working diligently to provide options for impacted personnel, including the new positions created at the millwork facility,” said Pablo Franzini, president of Arauco North America. “We will continue to serve particleboard customers with our other platforms. Additionally, the new investment will strengthen our millwork footprint to better serve our customers.”

Less than two weeks later, Arauco announced it would also be shuttering its MDF plant in Eugene, Or. The news came less than two weeks after Arauco will be closing its MDF production facility in Eugene, Or., as of May 1.

LMC Dealers Get Schooled

It was a powerful week for 46 leaders from 33 companies attending the recent LMC Executive Education Program at the Wharton School of Business on the campus of the University of Pennsylvania.

For the sixth year, LMC has partnered with the Wharton School of Business to offer a concentrated management program which covers topics such as marketing, finance, culture, innovation and negotiation, in addition to building skills in financial acumen, strategic planning and leadership.

During the week-long program, leaders are immersed in highly interactive lectures and case study exercises they work through in small groups to solve.

A key component of the program takes place when participants apply what they learned in the classroom to an industry-related case study. Working together in teams, they must come together to formulate their solution and strategy for the case study and present it to the class.

“The experience with the diversity of the other LMC dealers from around the country was very energizing,” said David Wells, corporate purchasing manager at Goldsboro Builders Supply, Goldsboro, N.C. “With all the different people and applying what we learned, I saw how everybody took in the information a little differently. We learned not only from the instructors but from each other.”

STUMPY’S Hatchet House should be the prime target for your industry group’s next get-together.

Axe-Citing Activity on the Block Heads up! Lumbermen looking for after-hours fun can now channel their inner lumberjack as Stumpy’s Hatchet House adds new locations across the country.

Stumpy’s already has more than 20 franchised axe-throwing lounges from Texas to the East Coast, and more are opening as far as the West Coast in the coming months.

Western wood is a major component. Each location is covered wall to wall with rustic paneling, and Stumpy’s makes its own 4-foot-tall targets.

“We supply locations with pre-painted Douglas fir 2x6s that slip into a patented frame system,” explained Mark Oliphant. “After a two-hour session, usually three or four of the seven boards will have to be replaced. Each location goes through 200 to 300 boards a week.”

BlueLinx Strikes Lease-Back Deal

BlueLinx Holdings, Marietta, Ga., has completed saleleaseback transactions for nine more of its properties, netting $34 million that was used to pay down debt.

The company will lease back the nine distribution facilities from AIC Ventures for initial terms of 15 years, with multiple renewal options. They are located in Akron and Cincinnati, Oh.; Charlotte, N.C.; Denville, N.J.; Long Island, N.Y.; Memphis, Tn.; Pensacola, Fl.; Portland, Me.; and San Antonio, Tx. The deals come on the heels of lease-back transactions for four other facilities in Missouri, Tennessee and Virginia (see BPD Feb., page 41).

Rebuild Rolls on at Wisconsin Yard One year after a massive fire, Crivitz Lumber Co., Crivitz, Wi., continues to rebuild, with hopes to have its new building completed by May. The grand reopening should coincide with Crivitz’s 100th anniversary.

The blaze on Jan. 29, 2019, destroyed the company’s main building, though firefighters prevented flames from spreading to lumber sheds nearby.

New Jersey Millwork Firms Unite

DEALERS learned from experts—and each other—at the recent LMC Executive Education Program at the Wharton School of Business.

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Builders General Supply Co., Little Silver, N.J., has acquired its seventh location, Direct Millwork, Washington, N.J., which will continue to be operated by founders Kevin Kuchova and Tom Snyder, but as a subsidiary of BGS. BGS president Philip Shaheen said, “DM’s millwork and door shop operations will complement BGS’ millwork and door shop operations in its Freehold branch location, and also expand DM and BGS’ customer base and market.”

Building-Products.com

The long wait is over.

New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame* Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain.

Initial appearance

Whitish-gray when applied, the stain lightens over a sixto-nine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings.

The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.

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

6 months

* Color change duration can vary due to timing, seasons and uneven exposure to sunlight.

The PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. Machinecoat is a registered trademark of PPG Architectural Finishes, Inc. ©2019 PPG Industries, Inc. All rights reserved.

9 months

PRODUCT Spotlight

By Stephanie Ornelas

HEMPWOOD reportedly is suitable for anything solid oak can be used for.

Hardwood specialist rolls out HempWood c alifornia -based Reel Lumber held a special event for customers on Feb. 6 at its Anaheim, Ca., location to introduce a new quasiwood product to the lumber industry: HempWood.

Produced in the U.S., the wood is manufactured via a patented process that utilizes bio-mimicry to transform hemp fibers and protein based bonding agents into a viable substitute for anything solid oak can be used for.

Reel even hired carpenters to design and create pieces like desks, tables and chairs out of the material to display at

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outhern

the event, proving how similar hemp can be to other wood materials.

When marketing director and fourth generation family member Daniel ReelClark read a story in April 2019 about a startup company in Kentucky that was developing technology to take the fiber strands of hemp stalks and turn them into lumber, he immediately picked up the phone and organized a trip to visit the production facility.

A few months later he found himself standing in the middle of a hemp farm discussing the benefits of hemp and the potential for harnessing its in-

credible growth rate. Unlike hardwood trees, hemp plants can go from seed to cultivation in just five months. “Its very heavy and dense and I think the fact that it grows so quickly is what really sets it apart,” said Reel-Clark. “It also has a great eco-friendly message behind it, which is a really great thing,” he said, explaining that hemp is grown using sustainable methods, which helps eliminate deforestation.

The product is available 4/4″ thick by 5-1/4″ wide by 4′ long, and customers can order both rift and plain sawn at ReelLumber.com.

AT PRODUCT LAUNCH event, (left) Reel Lumber’s Doreen Reel, Danny Reel-Clark, and Shirley Cadwell displayed HempWood boards, while (right) Joanie Sprague posed with a HempWood chair.

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Building-Products.com

NEW Products

Walking on Air Decorative Screen Panel Frame Kits Enhance the look of a deck or patio with a powder-coated aluminum Decorative Screen Panel Frame Kit new from Barrette Outdoor Living.

The surface-mountable frames are easily installed up to three panels high, allowing for a multitude of custom configurations.

A Line Post Kit and Corner Post Kit are also being introduced that can be used in conjunction with the kits. n BARRETTEOUTDOORLIVING.COM (207) 571-07751

The Terrace premium wood floating stair system from ViewRail features no nosing or exposed metal or steel components.

The treads are built in boxes around a powerful metal mono stringer, providing the strength of the metal with the warm look of wood. They are made of the finest domestic hardwoods—hard maple, red oak, wheat oak, white oak, walnut, American cherry, or hickory. n VIEWRAIL.COM (866) 261-8013

Liquid Flashing

Go With the Flow

Georgia-Pacific’s DensDefy Liquid Flashing is a flexible, liquid flashing membrane made with STP technology to seal and protect against water intrusion and unwanted air movement between substrates.

It seals rough openings, penetrations, joints, sheathing fasteners and seams in new or existing wall assemblies, creating a durable elastomeric flashing membrane and eliminating the need for joint reinforcing tape.

Packaged in 20-oz. sausages, it cures fast and bonds easily to most substrates.

SureCan is stepping outside the fuel can sphere of product applications and entering new markets geared towards dispensing water, diesel exhaust fluid, and other non-fuel-based liquids.

Offered in both 2- and 5-gallon sizes, the new Multipurpose Utility Transfer Tank helps perform a range of daily tasks, from adding coolant or windshield wiper fluid to watering plants or filling up the dog’s water bowl.

Users simply press a button with their thumb to dispense the liquid from the bottom of the SureCan.

n BUILDGP.COM (800) 225-6119

n SURECANUSA.COM/UTILITY (801) 827-0500

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Building-Products.com

Tubular Pickets Feeney has introduced Stainless Steel Picket Kits for CableRail in wood frames. Leveraging the sleek appearance and durability of stainless steel, the picket kits preserve an open railing aesthetic, while maintaining cable spacing and minimizing deflection.

Available in three configurations (36” Level, 42” Level, and Universal Stair), the kits include everything needed to quickly install intermediate pickets, including sockets/sleeves, shoulder nuts, hanger bolts, and screws.

Each kit’s 5/8” diameter 316 stainless steel tubes come pre-drilled for 1/8” diameter cable at 3” spacing. The tubes can be used on frames with or without a bottom rail, are field-trimmable (using a stainless steel pipe cutter), and have no visible fasteners. n FEENEYINC.COM (800) 888-2418

• Incense, just like Western Red, is non-resinous and decay-resistant, making it ideal for many outdoor applications, including decking and garden beds.

• Incense Cedar is less combustible than Western Red—a definite benefit in many regions.

(Test Method ASTM E-84, according to the Western Wood Product Association Product Use Manual).

• Incense Cedar is highly durable under all weather conditions and in all climates. Plus, excellent thermal properties (comparable to Western Red), keep it from heating up. That’s appreciated by anyone walking on a deck barefoot on a summer day.

Building-Products.com

• Incense Cedar has a beautiful chocolate heart center and is not as red as Western Red. They both weather to an appealing driftwood gray with a silvery sheen.

• Both species are easy to work with. (The Forest Products Lab rated Incense Cedar in the top group of three in workability with hand tools.) They both machine easily, resulting in a smooth, silken surface.

• Both species offer the same dimensional stability: dried from a green state down to 12-15% moisture content, they both shrink 3.8% by volume.

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Half-Second Screw Red Rock Distribution has introduced Znal, a zinc/ aluminum-capped screw innovatively designed for higher speed and productivity.

Znal’s nick tip reportedly enables a proven cutting speed .59 seconds faster per screw than the best available competitor, dramatically improving productivity on the jobsite.

The fastener is available in #12 and #14 diameters from 7/8” to 2-1/2” in length. It is ideally suited for the construction industry, including metal and wood buildings, pole barns, and decks. n REDROCKFASTENERS.COM/ZNAL (262) 444-9025

Compact Cutting DeWalt has added the 12V MAX Brushless One-Handed Reciprocating Saw to its Xtreme Subcompact Series line of compact tools. The new saw is optimized for one-handed use across a wide range of applications, including cutting PVC, metal pipe, wood and conduit.

At only 3.04 lbs. and 12.12” long, it features an efficient brushless motor and delivers up to 2,800 SPM. It is equipped with an LED for visibility, variable-speed trigger for added control, and tool-free blade release for quick blade changes.

The tool is offered as a bare tool or kitted with one 3.0Ah lithium ion battery. n DEWALT.COM (860) 425-1111

Enhanced Beadboard EastCoast Mouldings’ new EastCoast Gold boards are dried slow, sawn straight, and milled smooth, creating a V-Groove on one side and an edge-&-center bead on the other. At only 9/16” thick, the unique low-profile design allows builders to complete multiple looks with one board.

EastCoast Gold features moulding quality (vs. planer quality) characteristics with at least 12 knife marks per inch and extra-low, 12% moisture content, providing high stability and virtually eliminating wane, staining and splitting.

Made from clear yellow pine with a natural finish, the 1x6 boards come in 8’, 10’, 12’, 14’ and 16’ lengths.

Kleer Lumber has added a new beadboard to its lineup of cellular PVC trim.

The beadboard is extruded as one piece and sealed on all four sides, eliminating any open cells that may be prone to dirt intrusion. It can be painted or left white, saving time and money.

Made with expanded cellular PVC, Kleer Beadboard offers the look of wood while remaining impervious to moisture and insects. It is backed by a limited lifetime warranty against splintering, rotting, delamination and swelling.

It features a center bead and a reversible tongueand-groove profile with a shiplap nailing flange that increases installation speed while providing a more finished look. Two widths are available, 4” and 6”, each 16’ long.

n ECMD.COM (888) 222-3961

n KLEERLUMBER.COM (800) 521-8486

Gold Standard Pattern Stock

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Building-Products.com

Premium Wood Filler DAP Premium Wood Filler rejuvenates interior and exterior wood surfaces, and can add a touch of customization to any woodworking project.

The 3-in-1 product can be used as a wood filler, grain filler, or sealer coat. Its water-based formula features Chameleon Technology, so users can mix stains or pigments into the wet state for an exact color match, creating an invisible repair and easily adding a touch of color. n DAP.COM (888) 327-8477

Seal the Perimeter IKO’s new double-sided, self-sealing adhesive starter roll bonds shingles to the roof deck at the roof’s most vulnerable area: its perimeter.

EdgeSeal gives contractors an upgrade option, providing a higher-quality install and extra protection to keep a roof secure during extreme weather.

Compatible with all IKO shingle lines, its aggressive adhesive formulation bonds tight to both the drip edge and/or underlayment below and the first course of the shingle above. n IKO.COM (416) 780-5898 Building-Products.com

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BMSA dealers sharpen skills sented to Jennings Builders Supply, Cashiers, N.C., and Supplier of the Year was Smith Millwork, Lexington, N.C. The Best of Show booth award went to ECMD, North Wilkesboro, N.C., while Billy Donnelly, Building Supply of Manassas, Manassas, Va., won the Safety Quiz.

Severe weather on the closing day of the show did not dampen spirits among attendees of Building Material Suppliers Association’s annual Learning Exchange & LBM Expo in Hickory, N.C. During the show, the Dealer of the Year Award was pre-

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NAHB ECONOMIST [1] Robert Dietz spoke at BMSA’s recent show. [2] Brad Hutton. [3] Cliff Despain, Trevor MacKay, MacArthur Maye, Chris Morris. [4] Reid Price, Jonathan Whitehead, Shawn Routh. [5] Neal Obstler, Zach Crews. [6] Craig Doehner, Brian Bland. [7] Wes Troutt, Steven Moore, Ike Padgett. [8] Todd Lindsey, Terry Blanton, Brian Johnson.

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15 [9] Thadd Brackett, Wayne Brackett Jr. [10] Harris Gant, Bobby Gusler, Christie Brown, Al Delbridge. [11] Mike Tester, Susie Vanlandingham.

[12] Jim Muthersbaugh, Phil Heck. [13] Eric Burchett, Kayla Dove. [14] Tedd Endrisi, Jeff Hornbeck. [15] Michael Sullivan, Kate Weissmann, Tim Johnson. (More photos on next two pages) Building-Products.com

BMSA SHOW 17

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HICKORY SHOWGOERS (continued from previous page): [16] Roland Paiva, Matt Fox, Simon Clark, Jason Tashoty, Shaylene Adam, Ronnie Simpson. [17] Landon Koontz, Riley Weber. [18] Jeff Tweten, Jeremy

Brand. [19] Alex Hicks, Bobby Gusler. [20] Kevin Hughes, Chris Moon, Kyle Yost. [21] Bill Griffith, Josh McCall, Jeff Tice. [22] Tommy DeLoach, Rick Paydock, John Ramsey. (More photos on next page)

Building Products Digest

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Building-Products.com or info@526mediagroup.com March 2020

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BMSA SHOW Photos by BPD

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BMSA VENDORS (continued from previous page): [23] Adam Hill, Graham Thick, Zac Thick. [24] Scott Chiccarello, Brent Richardson, Greg Tart. [25] Stephen Sink, Houston Crumpler. [26] Mark Grindall, Terry Joyner. [27] Ron White, David Cox, Matti House, Ted Smith, Phil Osborne, Mark Rummage, Jim Kilpatrick. [28] Alec Mecionis, Jim Dudley, Norwood Morrison, Michael Mecionis, David Anderson, Jeremy Good. [29] Patrick

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Hanulak, Mike Craft. [30] Mark Keels, Scott Sheppard, Steve Collins.

[31] Rob Kosinski, Lee Gay, Alex Acevedo. [32] Julie Hoke, Shannon Goodman. [33] Jack Dittoe, Lynn Schwarz, Glenn Hoy, Chris Yenrick. [34] Mike Essary, Dustin Cantrell, Aaron Whitten, Mike Meadows. [35] Jesse Phifer, Jason Rector, Rick Laws, Kylie Durham. [36] Dick Jennings, Tina McEachin. [37] Brad Baer, Griffin Warren.

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INTERNATIONAL BUILDERS SHOW again drew tens of thousands to Las Vegas Jan. 21-23. [3] Mark Sanacore, Chris Reitch, Chris Brandt, Becky Julusson, Michael Iallonardo, Bertha Villalobos. [2] Nick Larr, David Frick, Brad Adsit. [3] Steve Brown, Tim Hummel, Jeff Donahoo, Austin Godfrey. [4] Greg Reed, Bryce Miller, Seth Aronson. [5] Jack Medford, David Szilezy, Loren “Digger” Graber, Tom Harley, Mary Kittrell, John Finnegan, Larry Boyts, Rich Peterson, Pat Gallagher. [6] Sean McPeak,

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Chase Magee. [7] Nick Burckel, Phil Lail, Jon Mease, Derek Campbell.

[8] Andrew Pantelides, Jason “Dr. Decks” Russell, Joe Jacklin. [9] Emma Overman, Sara Tschida. [10] Gary Messienger, Jon Simper, Don Lambrecht, David Delcoma. [11] Mark Drake, Peter Toomey. [12] James Wheeler, Brice Barbour. [13] Bryan & June Strickland. [14] Tim Kennedy, Jack Butler. [15] Michelle Von Hatten, Craig Doehner.

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

IBS

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IBS (continued from previous page): [16] Ian Falivene, Jon Cohen. [17] Zane Vinson, Craig Crafton. [18] Doug Hopper, Jay Penney. [19] Chuck Casey, David Elenbaum. [20] Butch Bernhardt, Julia Milrod. [21] Dan Beaty, Craig Young. [22] Mike Porter, Nick Price. [23] Peter Krihak, Romel Bezerra. [24] Toby Bostwick, Vicki Jordan, Greg Stout, Missy Morgan, AJ Jesiolowski, Aly Armstrong. [25] Uli Walther, Annie Cheng, Swen Ruhmann.

March 2020

[26] Cliff Pfingston, Gary Maulin. [27] Charlie Jourdain, Jeff Easterling. [28] Steve Osterman, Jean Blu, Gwladys Petit. [29] Kim Pohl, Howard Rothstein, Jamie Kreiser. [30] Terry Fangrad, Chuck Zhou, Megan Fangrad, Stain Weiland. [31] Romtin Ghorbannia, Michelle Scheiber.

[32] Bobby Reid, Kevin DeMars, Mark Challinor, Rick Altizio, Dan Everette, Tom Escherish. [33] Maureen Murray, Ralph Bruno, Rachelle Shendow. n

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MARKET KICKED OFF with a call to action by [1] Do it Best CEO Dan Starr. [2] Gary & Vicki Nackers, Rich Lynch. [3] Tim Pappas, Mike Randle, Bryan Hoexum, Michelle Crayton. [4] Pat Lawley, Jason Olding. [5] Scott Wright, Grant Stutzman. [6] Salim Jiwa, Rich Mills. [7] Stephen Rice,

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For the first time, Do it Best held its spring market in February instead of the traditional May. Despite some trepidation that Indianapolis’ chilly weather might dissuade some dealers from making the trip, retailers surveyed on the floor roundly gave the move two thumbs up.

Not only were more retail members and prospects able to visit the market to take advantage of great show-only buys without tearing themselves away from peak selling time back home, but they were also able to bring more staff to the show.

In addition, the market, held Feb. 7-10 at the Indiana Convention Center, presented a series of educational opportunities, a sprawling showfloor, and informative product updates.

Do it Best’s fall market, normally in October, is moving up to Sept. 11-14. Next year, due to scheduling conflicts in Indiana, the spring show will be back in May one last time, before returning to the winter in 2022 and beyond.

n March 2020

Brittany Williams. [8] Derek Opperman, Bridgett Lowe, Jason Volmer. [9] Chris Brown, Jim Powell. [10] Jace Swanson, Mike Hake. [11] Evelyn Dieguez, Chad Chapman. [12] Joey & Amber Massengale, Willie & Mike Boyatt. [13] Tom Kuhar, Dan Martin. (More photos on next page) Building-Products.com

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31 DO IT BESTIES (continued from previous page) [14] Mike McNamara, Josh Ratcliff. [15] Zach Downs, Scott Dunn. [16] Matt Flynn, Greg Feldhues. [17] Richard Vanderwalle, Rick Stout. [18] Dave Vick, Todd Hixson. [19] Carolyn Rorick, Mike Post. [20] David Koenig, Rich Kost. [21] Linda Wolff, Selah Wolff. [22] Douglass Rodriguez, Dusty Weinzierl, Amanda Couzzins. [23] Lauren Kallenback, Amy Kallenback. [24] Craig Kapp, Jim Niehoff. [25] Building-Products.com

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32 Brian Michaels, Stephen Moore. [26] Chad Henry, Aaron Batteshell. [27] Harvey Reichenberg, Greg Hawks. [28] Sean McPeak, Chase Magee. [29] Andrew Gibson, Michael DeMaria, Travis Bruenig. [30] Alec DeWitt, Mark Stoven. [31] Keith McCallar, Dale Minks, Scott Lunde, Scott Enright. [32] Steve Semmler, Mark Stevenson.

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ASSOCIATION Update Midwest Building Suppliers Association’s member summit and annual meeting is set for March 12-13 at the Morris Inn at the University of Notre Dame, South Bend, In. The confab will be held in conjunction with a blueprint reading and material take-off course March 10-11 and DOT supervisor training March 12.

Construction Suppliers Association will present Covering the Bases sales team training with Rick Davis May 12-13 at Embassy Suites at the Atlanta Galleria, Atlanta, Ga. Florida Building Material Association is sponsoring a blueprint reading class April 7 and Aspiring Leaders roundtable #1 on April 9 at association headquarters in Mount Dora, Fl. A TopGolf tourney is set for April 16 in Jacksonville, Fl., before returning to Mount Dora on May 7 for Aspiring Leaders #2 and May 26 for a material take-off seminar.

Kentucky Building Materials Association has pushed its annual convention, product expo, and Congleton Cup golf tournament to Oct. 1-2 at Caesars Palace, Elizabeth, In. Lumbermen’s Association of Texas is adopting the theme Framing the Future for its 134th annual convention and expo April 6-8 in Frisco, Tx. Mid-America Lumbermens Association has lined up an LBM marketing symposium for March 11 in Kansas City, Ks.; contractor sales course March 18 in Newton, Ks.; and Estimating 1-2-3 workshop April 7-9 in Rogers, Ar. Then its off to the Holiday Shores Resort, Osage Beach, Mo., April 29-May 1 for Swing into Spring. The agenda lists a board meeting, bass fishing tournament, bean bags tourney, steak fry, and Show Me Scramble Golf tournament.

Northwestern Lumber Association’s upcoming educational opportunities include intro to financial management March 10 and understanding sales March 11 in Sioux Falls, S.D.; Estimating 1-2-3 March 17-19 in Des Moines, Ia.; yard & delivery March 31-April 1 in Lincoln, Ne.; Estimating 1-2-3 April 14-16 in Waukesha, Wi.; and project management April 14 and yard safety April 15 in St. Cloud, Mn. New Jersey Building Material Dealers Association will hold a member meeting April 14 at Erini Restaurant, Ewing Township, N.J.

New Mega-Directory Out Random Lengths has released its 2020 Big Book, the largest and most widely recognized directory of the North American softwood industry.

This year’s 728-page edition contains 3,479 listings of U.S., Canadian and offshore softwood companies and 13,882 personnel. The annual guide shows addresses, phone and fax numbers, email addresses, websites, company profiles, and other valuable information. More than 85% of the listings from the 2019 Big Book have changed.

The Big Book is $299 per copy, and can be purchased on www.randomlengths.com.

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DATE Book

Southern Cypress Manufacturers Association – March 25, annual meeting, JW Marriott, Nashville, Tn.; www.cypressinfo.org.

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

Hardwood Manufacturers Association – March 25-27, national conference & expo, JW Marriott, Nashville, Tn.; www.hmamembers.org.

Structural Insulated Panel Association – March 2-4, annual meeting & conference, Embassy Suites by Hilton Phoenix/Scottsdale, Phoenix, Az.; www.sips.org.

Southern Forest Products Association/Southeastern Lumber Manufacturers Assn. – March 25-27, joint annual meeting, New Orleans, La.; www.sfpa.org.

Northwestern Lumber Association – March 3, contractor sales class, Brooklyn Park, Mn.; www.nlassn.org.

American Fence Association – March 3-6, FenceTech, Salt Palace, Salt Lake City, Ut.; www.americanfenceassociation.com.

Construction Suppliers Association – March 3-6, education workshops, Athens, Ga.; March 8-10, truss roundtable, Knoxville, Tn.; www.gocsa.com.

LMC – March 4-6, annual meeting, Music City Center, Nashville, Tn.; www.lmc.net.

National Wooden Pallet & Container Association – March 4-6, annual leadership conference, Naples Grande Beach Resort, Naples, Fl.; www.palletcentral.com.

North American Wholesale Lumber Assn. – March 8-10, Leadership Summit, JW Marriott, Palm Desert, Ca.; www.nawla.org.

University of Innovative Distribution – March 8-11, JW Marriott, Indianapolis, In.; www.univid.org.

Northwestern Lumber Association – March 10, financial management class; March 11, contractor sales class, Sioux Falls, S.D.; www.nlassn.org.

Mid-American Lumbermens Assn. – March 11, LBM marketing symposium, Kansas City, Ks.; www.themla.com.

Ace Hardware Corp. – March 12-14, spring convention, McCormick Place, Chicago, Il.; www.acehardware.com.

Peak Auctioneering – March 14, LBM auction, Kansas City, Mo.; www.peakauction.com.

International Home & Housewares Show – March 14-17, McCormick Place, Chicago, Il.; www.housewares.org.

Northwestern Lumber Association – March 17-19, Estimating 1-2-3, Des Moines, Ia.; www.nlassn.org.

Forest Resources Association – March 18-20, regional spring meeting, Hotel Bentley, Alexandria, La.; www.forestresources.org.

Vermont Retail Lumber Dealers Assn. – March 19, Lobby Day/ board meeting, Capitol Plaza Hotel, Montpelier, Vt.; www.nrla.org.

Blish-Mize – March 19-21, spring market, Overland Park Convention Center, Overland Park, Ks.; www.blishmize.com.

JLC Live Show – March 20-21, Rhode Island Convention Center, Providence, R.I.; www.jlclive.com.

Peak Auctioneering – March 21, LBM auction, Kane County Fairgrounds, Charles, Il.; www.peakauction.com.

National Lumber & Building Material Dealers Association – March 23-25, legislative conference, Westin Washington City Center, Washington, D.C.; www.dealer.org.

Window & Door Manufacturers Assn. – March 23-25, legislative conference & spring meeting, Washington, D.C.; www.wdma.com.

North American Wholesale Lumber Assn. – March 23-27, Wood Basics Course, Oregon State University, Corvallis, Or.; nawla.org.

North American Wholesale Lumber Association – March 24, regional meeting, Montreal, P.Q.; www.nawla.org.

Construction Suppliers Assn. – March 24-25, industry tour, Tulsa, Ok.; March 26, POS users group, Atlanta, Ga.; www.gocsa.com.

Mass Timber Conference – March 24-26, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

Montreal Wood Convention – March 24-26, Fairmont Queen Elizabeth, Montreal, P.Q.; www.montrealwoodconvention.com.

Building-Products.com

Peak Auctioneering – March 28, LBM auction, Orange County Fairgrounds, Middletown, N.Y.; www.peakauction.com.

Northwestern Lumber Association – March 30-31, yard & delivery seminar, Lincoln, Ne.; www.nlassn.org.

Construction Suppliers Association – March 30-April 3, education workshops, Montgomery, Al.; www.gocsa.com.

International Wood Products Association – April 1-3, World of Wood show & convention, Savannah, Ga.; www.iwpawood.org.

Loggers’ Expo – April 3-4, Bloomsburg Fair, Bloomsburg, Pa.; www. northernlogger.com.

Peak Auctioneering – April 4, LBM auction, The Meadow Event Park, Richmond, Va.; www.peakauction.com.

Lumbermens Assn. of Texas – April 6-8, annual convention & expo, Omni Frisco Hotel, Frisco, Tx.; www.lat.org.

Kentucky Forest Industries Association – April 7-9, annual meeting, Brown Hotel, Louisville, Ky.; www.kfia.org.

Mid-America Lumbermens Assn. – April 7-9, Estimating 1-2-3, Rogers Activity Center, Rogers, Ar.; www.themla.com.

Massachusetts Retail Lumber Dealers Association – April 7, board meeting, BlueLinx, Bellingham, Ma.; www.nrla.org.

Peak Auctioneering – April 11, LBM auction, Suburban Collection Showplace, Detroit, Mi.; www.peakauction.com.

Northwestern Lumber Assn. – April 14, special orders workshop; April 15, yard safety & OSHA, St Cloud, Mn.; www.nlassn.org.

Construction Suppliers Association – April 15-17, roundtable, Savannah, Ga.; April 19-21, roundtables, Huntsville, Al., and Chattanooga, Tn.; April 22-24, roundtable, Tyrone, Ga.; April 2628, roundtable, Tyrone, Ga.; www.gocsa.com.

Kitchen Cabinet Manufacturers Assn. – April 15-17, spring leadership conference, Arizona Biltmore, Phoenix, Az.; www.kcma.org.

Associated Building Material Distributors – April 16-19, convention, Naples Grande Beach Resort, Naples, Fl.; www.abmda.com.

Northwestern Lumber Association – April 20-22, roundtables, Alexandria, Mn.; www.nlassn.org.

Moulding & Millwork Producers Assn. – April 20-22, WM Millwork Marketplace, Westin Jekyll Island, Jekyll Island, Ga.; wmmpa.com Coverings – April 20-23, Ernest N. Morial Convention Center, New Orleans, La.; www.coverings.com.

Peak Auctioneering – April 25, LBM auction, Cabarrus Arena & Events Center, Charlotte, N.C.; www.peakauction.com.

American Wood Protection Assn. – April 26-28, annual meeting, Hyatt Regency Lake Tahoe, Incline Village, Nv.; www.awpa.com.

Massachusetts Retail Lumber Dealers Assn. – April 28, Past President’s Luncheon, MIT Endicott House, Dedham, Ma.; www.nrla.org.

Northwestern Lumber Association – April 28-30, Estimating 1-2-3, Eagan, Mn.; www.nlassn.org.

National Wood Flooring Association – April 28-30, conference & expo, Wisconsin Center, Milwaukee, Wi.; www.nwfaexpo.org.

Transload Distribution Association – April 28-30, annual conference, Westin Downtown Denver, Denver, Co.; www.tdana.com.

North American Wholesale Lumber Association – April 30, regional meeting, Meridian, Ms.; www.nawla.org.

Appalachian Lumbermen’s Club – April 30-May 3, beach meeting, Ocean Reef Resort, Myrtle Beach, S.C.; www.lumberclub.org.

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TALK Back PLAN TO SUCCEED I wanted to reach out after reading your article in the January 2020 issue of Building Products Digest about the succession plan for Hermann Lumber (“Women’s Work,” p. 20).

As a professional who provides succession planning services to owners of independent hardware, lumber and paint retailers and dealers, it is always great to hear of a business that not only has planned ahead for the intergenerational transfer of the business, but also is able to keep their store growing and employing workers in small communities. These success stories are unfortunately not as common as I would like and hopefully highlighting these successes will help others begin the planning process.

Thank you for the interesting piece and all the best to Hermann Lumber.

Sam Brownell, CVA, CFA, MBA Managing Director Stratus Wealth Advisors, LLC Kensington, Md.

IN Memoriam Robert B. “Bob” Jordan III, longtime CEO and president of Jordan Lumber & Supply, Mount Gilead, N.C., passed away Feb. 16. He was 87.

After graduating from North Carolina State University’s School of Forestry in 1954, he was commissioned second lieutenant in the U.S. Army.

Returning from service, he headed the lumber company until being succeeded by his son, Robert, earlier this year.

He served as lieutenant governor of North Carolina from 1984 to 1988, and as state senator from 1976 to 1984. He established the Commission on Jobs & Economic Growth, and was instrumental in the formation of the North Carolina Rural Economic Development Center and the University of North Carolina board of governors.

He served as president of the National Hardwood Lumber Association and the Hardwood Distributors Association, and on the boards of the Hardwood Manufacturers’ Association, the Hardwood Federation PAC, and the Tropical Forest Foundation.

William H. Schrecongost, 81, owner of Allegheny Lumber & Supply Co., Tarentum, Pa., died Jan. 23.

After serving in the Navy, he operated a construction business before purchasing the lumber company in 1998.

Richard Dean Wells, 71, owner of Northbrook Lumber, Overbrook, Ks., died Feb. 14 in Topeka, Ks. After serving in the Navy, he worked

for Whelan’s Lumber Co., Topeka, before running his own construction company. He purchased Northbrook Lumber in December 1986.

John “Jack” Creighton Jr., 87, the first non-family member to be named CEO of Weyerhaeuser Co., Seattle, Wa., died Jan. 29 in Bellevue, Wa. He had suffered the effects of a stroke for more than a year.

He served as president and CEO of Weyerhaeuser from 1991 to 1997.

In 1998, he joined United Airlines, becoming interim chairman and CEO of UAL Corp. immediately following the 9-11 terrorist attacks.

He also served as chairman of the American Forest & Paper Association.

CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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WANTED TO BUY GOT USED/SURPLUS/SALVAGE LUMBER? Treated or non-treated. As America’s largest “industrial thrift store,” we’re also interested in wood and lumber and really anything obsolete that could be repurposed. (303) 321-1471 www.repurposedmaterialsinc.com

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Orn Gudmundsson Sr., former president, CEO and chairman of Northland Corp., LaGrange, Ky., passed away Feb. 1 after a long battle with Parkinson’s disease.

After attending the University of Louisville and serving as an officer in the U.S. Navy Supply Corps, he joined Northland, the family hardwood lumber business.

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ADVERTISERS Index Page 47

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

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MCL Lumber Products www.mid-columbialumber.com

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C&D Lumber Co. www.cdlumber.com

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Norbord www.norbord.com

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Crumpler Plastic Pipe www.cpp-pipe.com

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North American Wholesale Lumber Assn. www.nawla.org

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Distribution Management Systems Inc. www.dmsi.com

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Northeastern Lumber Manufacturers Assn. www.nelma.org

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Durgin & Crowell www.durginandcrowell.com

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Overseas Hardwoods Co. www.ohc.net

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Everwood Treatment Co. www.everwoodtreatment.com

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Pacific Woodtech www.pacificwoodtech.com

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Fasco America www.fascoamerica.com

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PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com

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526 Media Group www.building-products.com

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Redwood Empire www.redwoodemp.com

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Great Southern Wood Preserving www.yellawood.com

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Sandy Neck Traders www.sntraders.com

Hancock Lumber www.hancocklumber.com

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Seaboard International Forest Products www.sifp.com

Koppers Performance Chemicals koppersperformancechemicals.com

Cover II

Simpson Strong-Tie www.strongtie.com

Limington Lumber www.limingtonlumber.com

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Swanson Group Sales Co. www.swansongroup.biz

Manufacturers Reserve Supply www.mrslumber.com

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Timber Products Co. www.timberproducts.com

Matthews Marking Systems www.matthewsmarking.com

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Warren Trask Co. www.wtrask.com

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Williams Lumber Co. of North Carolina www.wilcocypress.com

NELMA Insider

By Northeastern Lumber Manufacturers Association

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er in str s first live chat launches n 2015, the Northeastern Lumber Manufacturer’s Association launched the wood industry’s first-ever cartoon, featuring the cleverly named characters of Skip & Wane. Joined by Spike Knot the dog, Dolly Varden, and a host of other lumber-related named characters, the regularly occurring strip focuses on the challenges frequently faced within the industry… with tongue firmly planted in cheek.

Over the months, the association began to brainstorm ways for Skip & Wane to work harder for NELMA members, to do more to help promote the wood industry. Just recently, the “what’s next?” for Skip & Wane become apparent: they needed a job.

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Manufacturers of Quality

Eastern White Pine

VISITORS TO the main NELMA website will be greeted by avatars of Skip, Wane and the crew, welcoming their questions.

• Producing 18 million bd. ft. annually • Weinig Waco maxi planer specializes in pattern stock

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• 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

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And thus the various members of the Skip & Wane family have headed to work for NELMA! What will they be doing?

Working the keyboard for the brand-new, just-launched Live Chat feature at www.nelma.org!

“As far as we can tell, NELMA is the first lumber association nationwide to provide a live chat service option to website users,” said Jeff Easterling, president of NELMA. “We are always searching for more innovative ways to help our members, and providing this exceptionally high level of customer service to their potential customers meets a real need.”

Sales: Win Smith, Jr. win@limingtonlumber.com

How it Works

Upon visiting the main NELMA website, a chat box, featuring avatars of Skip, Wane and the crew, pops up encouraging users to ask questions or talk about NELMA

(207) 625-3286 • Fax (207) 625-7399 www.limingtonlumber.com

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IF USERS click the pop-up box, a NELMA staffer will converse, on behalf of their favorite cartoon character.

Building-Products.com

8/22/2019 3:26:09 PM

Cover III

Maze Nails www.mazenails.com

Coming Next Month in

BPD

Building Products Digest

Building-Products.com

Our Biggest Pressure Treated Wood Issue Ever! ◊ A Dealer’s Comprehensive Guide to Selling Preserved Wood ◊ Get Introduced to All the Treatments and All the Treaters March 2020

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FLASHBack 80 Years Ago This Month

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ighty years ago this month, in March of 1940, BPD’s sister publication, The California Lumber Merchant took a peek at what was purported to be the oldest frame house still standing in the United States.

The John Humphrey House in Swampscott, Ma., was purportedly built in 1634 by order of King George III, as the residence of the local magistrate, Governor Humphrey.

It consisted of a clapboard house on a framework of brick imported from England. More than 200 years later, the site owner tried to tear it down to replace it with a “modern” building. But the locals rallied, and insisted it be preserved as a historical monument.

MARCH 1940 cover spotlighted SoCal wholesaler Geo. E. Ream, which distributed the full line of SisalKraft building papers. SisalKraft Co., Chicago, Il., eventually ended up in the hands of FortiFiber and is now owned by the Henry Co.

• Clair W. Hicks, one of the top men at Homer T. Hayward Lumber Co.’s original lumberyard in Salinas, Ca., opted to go out on his own, launching his own yard, Hicks Lumber Co., less than a mile away.

The two businesses remained competitors until Hicks passed away in 1980. The site of his yard now houses a Carl’s Jr. The Hayward yard, opened in 1919, continues to this day.

MASSACHUSETTS’ historic John Humphrey House was feted as the nation’s oldest frame home—but was it?

By 1940, the home was owned by Mr. and Mrs. George Moore, who used it as a candy factory, the Stowaway Sweet Shop, which provided weekly deliveries to FDR’s White House.

In recent years, researchers concluded that—based on its architectural styles—the John Humphrey House was most likely not built until about 1700—making it far from the oldest frame home in existence and meaning John Humphrey would have been long dead before it was ever built.

Other historians have countered that the oldest parts of the house’s interior—its kitchen and birthing room—do date from the 1630s, although the structure was expanded several times after. It is currently a museum and home to the Swampscott Historical Society.

• After 30 years of collecting and verifying woodsmen’s tall tales, longtime lumberman H.H. Tryon compiled them into a book called Fearsome Critters.

Imaginatively illustrated, the $2 book profiled the Snipe, Silver Cat, Whirling Whimpus, and dozens of other legendary varmints of the North Woods. Although it’s long out of print, a digital version can be viewed at www.lib.lumberwoods.com.

In other headlines from March 1940: • The American Lumber & Treating Co., Los Angeles, ran a series of consumer advertisements in the Los Angeles Times to stimulate sales of Wolmanized lumber by retail lumber dealers.

Each ad in the series featured a picture of a different professional (a lumberman, a builder, a banker, a carpenter, etc.) and his testimonial vouching for the use of the material in his own home.

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