BPD April 2020

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Products Digest

Your Trusted Partner for Excellent Treated Lumber Products

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

A DEALER’S GUIDE TO SELLING PRESSURE TREATED WOOD

BB&S Treated Lumber of New England Your Trusted Partner for Excellent Treated Lumber Products

Founded in 1983, BB&S provides the best in cutting edge treatment technology to meet the needs of our customers.

Offering an extensive range of treated lumber products, including: • Southern Pine lumber • Decking • Posts • Timbers We have a well-established reputation for high quality production and exceptional service to help dealers sell pressure-treated forest products successfully and profitably.

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Founded in 1983, BB&S provides the best in cutting edge treatment technology to meet the needs of our customers.

Offering an extensive range of treated lumber products, including: • Southern Pine lumber • Decking • Posts • Timbers We have a well-established reputation for high quality production and exceptional service to help dealers sell pressure-treated forest products successfully and profitably.

MicroPro pressure treated wood products are produced by independently owned and operated wood treating facilities.

MicroPro pressure treated wood products are treated with Micronized Copper Azole. MicroPro ® is a registered trademark of Koppers Performance Chemicals Inc. Colors shown in photo images may differ from actual product samples. ©3/2020

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CONTENTS

April 2020 Volume 39 n Number 4

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

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Features

12 A DEALER’S GUIDE TO SELLING

10 FEATURE STORY

DIRECT CUSTOMERS TO THE RIGHT WOOD • ONLINE SALES TOOLS • READING AN END TAG • HOW GREEN IS PTW? • INDUSTRIALS UPDATE • ALL THE TREATMENTS, ALL THE TREATERS

Departments

DEALERS GRAPPLE WITH PANDEMIC

34 COMPETITIVE INTELLIGENCE

INDIANA DEALER’S EXTREME MAKEOVER

38 REVENUE GROWTH HABIT

WE’LL GET THROUGH THIS TOGETHER

40 TRANSFORMING TEAMS BPD

Building Products Digest

LESSONS LEARNED FROM COVID-19

APRIL 2020

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

A DEALER’S GUIDE TO SELLING PRESSURE TREATED WOOD

BB&S Treated Lumber of New England

48 THINKING AHEAD 60 EVENT RECAP

LEADERS ASSEMBLE AT NAWLA SUMMIT

Founded in 1983, BB&S provides the best in cutting edge treatment technology to meet the needs of our customers.

• Southern Pine lumber • Decking • Posts • Timbers

LMC ANNUAL IN NASHVILLE

We have a well-established reputation for high quality production and exceptional service to help dealers sell pressure-treated forest products successfully and profitably.

MicroPro pressure treated wood products are produced by independently owned and operated wood treating facilities.

MicroPro pressure treated wood products are treated with Micronized Copper Azole. MicroPro ® is a registered trademark of Koppers Performance Chemicals Inc. Colors shown in photo images may differ from actual product samples. ©3/2020

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Offering an extensive range of treated lumber products, including:

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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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ACROSS the Board

By Patrick Adams

A different COVID-19 message t seems that every generation has its defining event and perhaps, coronavirus will be the one for the most recent generation coming of age.

Regardless of your personal position, fear or reaction to this virus, the impact and response has made it real. As I write, there are about 196,000 cases worldwide with just over 81,000 of them being confirmed as “recovered” and fewer than 8,000 fatalities (for reference, the global population is 7.8 billion—0.0001%). This number is bound to change before I’m even done writing, but more concerning is what’s happening around us.

Store shelves are bare—not just of “necessities,” but of seemingly everything because people fear something of the “worst” will happen and have shifted into survival mode. They race from market to market grasping anything they can after passing countless local restaurants that have remained open to serve their communities for take-out orders while continuing to pay their wait staff.

Local pharmacies are running out of prescription and over-the-counter treatments as younger families buy up inventory, leaving those most at risk without the ability to manage their daily needs. The countless thousands who have been asked to work from home are doing their best to remain productive, while in the background the 24/7 news continues to cycle the same information that terrifies us.

People are not remembering that this will end and when it’s over, because it will be over, what will be left? Will we be proud of our actions during this crisis and did we do our part to make it better? Did we work to minimize the damage and impact knowing that this will be over or did we act as though we had nothing to lose?

So, instead of the normal corporate message informing you that we are washing our hands, here is what we are doing: Since 1922, some of our publications have served their markets EVERY month, without interruption to equip and inform the industry with the tools and information needed to make good business decisions. This has not changed, through World Wars, through the Great Depression and countless other national and global crisis that sought to tear us apart or bring us to our knees.

We start every day thankful for the privilege of service—serving an industry, serving its professionals and serving their role in the good of our country. Over almost a century, we have seen our share of challenges but more than anything, had countless reasons to celebrate and be thankful. Just as now, we are thankful and in the midst of our own chaos, adjustments and fear of the unknown, we are looking for new ways to serve and be helpful.

I

In spite of countless businesses being disrupted, the supply lines for our products in print, digital and email remain wide open. As those industry professionals have been instructed to not make personal calls or attend tradeshows, they are refreshing connections, reaching out and even once in a while, reading. At the request of the industry, we are increasing our communication frequency through our website, email and eNewsletters while our premier print products will continue uninterrupted to keep you apprised of the latest information in our industry.

We are also working with our loyal clients to help them get their product and brand messages to the broader marketplace in new and exciting ways. Although you won’t see them at a tradeshow or sales call for a while, there’s no reason to let your business momentum stall… especially when you have a captive audience looking to study something other than the news! Stay tuned for several new things we are launching to close this temporary marketplace communication gap that has been created.

We are doing this because we believe in this industry and this country. We know this crisis will end and when it does, we will look back as we always do and say, “That wasn’t as bad as I imagined,” and months from now, we will be back on top again. In the meantime, we are optimistic for the future and proud to say we are here to serve you!

In times like this, it is not about price sheets or contracts; it is about helping.

We are proud to have the most loyal, engaged audience of any marketplace publication. Please, if we can help you, your team and your business stay engaged with the marketplace audience, reach out. We are here to serve, and together we will get through this.

May all of you stay healthy and find a reason every day to remain thankful and hopeful.

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

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Building-Products.com

FEATURE Story

By David Koenig

Dealers grapple with pandemic fallout s their communities pull back and become more isolated to reduce the possibility of spreading the coronavirus, lumber dealers are grappling with a host of related issues, from staffing, customer service, inventory and event travel to the possibility of temporarily closing their doors.

As of press time, most cities that have mandated the closure of “non-essential” businesses so far have exempted hardware and home improvement stores. Businesses are taking the initial steps of doing their best to provide a sanitary place of business, encouraging unwell employees to stay home, and considering expanding leave policies, sick pay, and remote work. While companies with large office staffs have been able to shift many employees to working from their homes, the typical retail dealer has a lumberyard or hardware store that must be physically staffed.

While some, like Lanier Ace Hardware, Lexington, N.C., have opted to close for the duration, those remaining open have altered operating hours, added pick-up and delivery services, and instituted strict sanitary procedures, such as constantly wiping down surfaces and having team members maintain minimum distances between each other.

Yet dealers must navigate through a series of whatifs: what if there are so few customers they are losing even more money keeping the lights on? What if building projects stop or are deferred? What if vendors can no

A

FACE/DUST MASKS are out of stock at most home improvement stores.

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longer supply certain products, particularly imported goods?

What if an employee gets ill? Unfortunately, with the situation changing so quickly, the questions seemed to vastly outnumber the answers.

In the meantime, the entire industry is forced to deal with an upended schedule of industry events, with seemingly all travel on ice at least in the short term.

Some event organizers got creative. Ace Hardware did hold its spring convention March 11-14, but instead of its planned venue—Chicago’s McCormick Place—Ace switched to a virtual conference. Although Ace had never tried anything like this before, according to a spokesperson, “it turned out to be very successful. Retailers remarked how easy it was to place their orders. And the programs are still available for them on AceNet.” Blish-Mize similarly switched to a virtual spring market.

Instead of March 19-21 in Overland Park, Ks., it was made available online March 19-31, offering the same market pricing, special buys, and programs.

International Wood Products Association “reimagined” its annual convention and World of Wood show as its firstever Virtual World of Wood Convention from April 1-3, in place of a physical event in Savannah, Ga. IWPA executive Cindy Squires was confident that the association would be able to deliver solid value to attendees by use of video conferencing tools.

A number of events were outright canceled, including American Wood Protection Association’s annual meeting; Moulding & Millwork Producers Association’s WM Millwork Marketplace; Lumbermen’s Association of Texas’ annual convention & expo; Southern Forest Products Association/Southeastern Lumber Manufacturers Association spring meeting; Montreal Wood Convention; North American Wholesale Lumber Association Montreal regional meeting and spring Wood Basics Course; National Lumber & Building Material Dealers Association’s spring meeting/legislative conference; and Inspired Home Show.

Other groups have opted to postpone. Kentucky Forest Industries Association has moved its annual meeting from April 7-9 to Aug. 25-27 in Louisville, Ky. The National Hardware Show has been pushed back from May 5-7 to Sept. 1-3, still at the Las Vegas Convention Center.

New dates will be set for International Mass Timber Conference in Portland, Or.; Southern Cypress Manufacturers/Hardwood Manufacturers Associations’ conferences in Nashville; and NAWLA’s Vancouver regional meeting.

As for all of us, have contingency plans in place and be safe. And stay up on the latest developments in between issues of BPD by receiving our e-newsletter; sign up by contacting info@526mediagroup.com.

Building-Products.com

FEATURE Story

By Stephanie Ornelas

A DEALER’S GUIDE TO SELLING TREATED WOOD

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GUIDE CUSTOMERS TO THE RIGHT PRESERVED WOOD ONLINE SALES TOOLS READING AN END TAG THE STANDARDS BEHIND THE STAMP HOW GREEN IS TREATED WOOD? INDUSTRIALS UPDATE ALL THE TREATMENTS ALL THE TREATERS

Building-Products.com

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A DEALER’S GUIDE TO SELLING TREATED WOOD

How to leverage online tools to sell more treated wood

By Edie Kello

4.

Dealers can add their contractor customers to their website zip code locator, “Where to find a contractor” in their area. This services homeowners and provides leads to your customers.

Or you could simply have a contractor gallery with their photos and contact information. This can build loyalty among your pro customer base. And there is always a contractor loyalty program that can be developed with the contractor gallery as one of the perks.

5.

A host of free online aids—including the Viance Deck Design Tool—are available to help lumber dealers sell more pressure treated wood.

HERE ARE A FEW tips to help dealers sell more pressure treated wood by using online tools.

1.

Dealer websites can be a great tool for any DIYer looking to improve their home or to assist contractors in figuring material needs for outdoor building projects.

Websites can offer more services and become the go-to expert in their area. Instead of only being brochureware on the World Wide Web, let the website work to build business for you by educating, engaging and converting prospects to customers. Help people meet their needs wherever they are in the buying process.

Dealers can add a shopping cart to their website, for anything from deck screws to lumber, even if it’s just “Buy online, pick up in store.”

Your website can service customers 24/7 and build your business. Most website plugins are nominal in cost or free to add forms and other interactive features. The business can come to you. After all, most of us do appreciate the convenience of shopping online.

Edie Kello is director of marketing of Viance, LLC, Charlotte, N.C., provider of wood treatment solutions including Ecolife, Preserve, D-Blaze FRTW, and TimberSaver DOT. For more information, visit www.treatedwood.com.

2.

For DIYers, help them with inspirational photos of outdoor projects (from your contractors), a deck design tool makes it easy to create a material cut list, installation tips, safe handling, and a chart of common grades of treated lumber with their common uses.

There is a lot of information on the web you can link to or ask to use on your site. Post photos of your contractors’ craftsmanship, “Contractor Gallery,” and list their contact information.

3.

For dealer salespeople and contractors, a deck design tool on a dealer’s website can help quote decking projects.

I have also seen three different size deck designs posted with the material cost of that project so homeowners know a ballpark on what size deck could cost, from simple to multi-level. Anticipate and answers questions you know customers will ask.

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Connect your consumer customers with your contractor customers by adding a Contractor Finder to your website, like Florida’s Jones Lumber.

Building-Products.com

Guide customers to the right preserved wood

By Western Wood Preservers Institute

infographic is also featured on the AWPA website at https:// awpa.com/standards/ucs.

Expanded information on preserved wood selection is featured in a four-page WWPI publication PreserveSpec: Specifying with AWPA Use Categories for Construction. In addition to the infographic, the specifying guide lists the full Use Category standards, common preservatives used for residential products and a chart of retentions typical uses.

The publication can also be downloaded from the Preserved Wood Technical Library. Or you can order up to 50 free printed copies of the PreserveSpec guide or the onepage infographic by contacting WWPI at info@wwpi.org.

Resources from WWPI help make selection of preserved wood easy, including a PreserveSpec list of AWPA Use Categories and a colorful, easy-to-read infographic.

NOT ALL PRESERVED wood products are created equal.

Help your customers and sales staff select the proper preserved wood product for their specific residential uses with a one-page infographic available online and in printed copies.

Developed by Western Wood Preservers Institute (WWPI), in cooperation with the Softwood Lumber Board and American Wood Protection Association (AWPA), the easy-to-read infographic shows typical uses for preserved wood in residential applications. Uses range from decking and deck framing to porch posts and fascia.

For each use, the infographic shows the recommended level of treatment to provide necessary protection, from Use Category UC-2 Above Ground to UC-4A Ground Contact. The chart reflects the changes in AWPA standards adopted in 2016 that detailed specific applications where a higher level of protection may be warranted.

Treatment levels are listed on the end tags of preserved wood and a handy End Tag guide on the infographic shows how to identify the proper wood product. Information on the end tags are defined by building codes.

The one-page infographic can be downloaded from the Technical Library at www.PreservedWood.org or from the Think Wood website at www.thinkwood.com/news/selectthe-right-preserved-wood-for-your-project. A link to the Building-Products.com

April 2020

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Third-party audit inspections include monitoring of in-plant quality control procedures and representative sampling of preserved wood products. Plants in good standing are licensed to apply a ‘Quality Mark’ to qualified products. These marks are usually applied to the treated product using stamps or plastic end tags.

Decoding the preserved wood quality mark

By Kim Merritt ONE OF OUR MOST frequently asked questions at SPIB is, “What do the stamps or tags on preserved lumber mean?” At first glance, the information included on these quality marks can seem confusing and appears to be written in some sort of secret spy code…but have no fear! You don’t have to be a superhero or code breaker to understand preserved wood quality marks. We’re here to help!

Preserved wood products, under accredited third-party oversight, that have been produced according to American Wood Protection Association (AWPA) Standards or International Code Council-Evaluation Service (ICC-ES) Reports are required to be marked with end tags or stamps that include specific elements of important information: 1 Exposure or End-Use Application This information describes the appropriate end-use of the preserved wood product. When choosing preserved wood, be sure to use the proper product for the intended application. Examples of end-use applications are: Above Ground-Interior, Above Ground-Exterior, Ground Contact, Ground Contact-Heavy Duty, Permanent Wood Foundation, Marine Use, etc.

2 Applicable Industry Standards/Specifications (AWPA or ICC-ESR) The AWPA Use Category System (AWPA Standard U1) designates what preservative systems and retentions have been determined to be effective in specified exposure conditions. There are five major Use Categories that clearly describe these exposure conditions: UC1, UC2, UC3, UC4, UC5.

These categories are further broken down into sub-categories to define the degree of exposure hazard. For additional information about the AWPA Use Category System or to download a free excerpt of U1, please visit www.awpa.com The International Code Council - Evaluation Service lists preservative systems, exposure conditions, and treatment specifications through their Evaluation Report Process.

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Preserved wood products manufactured according to ICC-ES Reports must include the applicable ESR# on the end tag or stamp. For more information about the ICC-ES report process or to search for specific reports, please visit www.icc-es.org 3 Preservative Type This is the type of chemical used in the pressure treatment process. Some common preservative systems for residential use include: ACQ, CA-C, EL2, MCA, MCA-C, PTI, etc.

4 Preservative Retention (optional for products treated to ICC-ESR) This is the minimum retention specified in the applicable industry standard for a batch charge of preserved wood.

Preservative retention minimums are usually listed on end tags and stamps in pounds per cubic feet (PCF).

5 Treating Company and Location 6 Quality Mark of an Accredited Third-Party Agency For a complete list of ALSC-accredited agencies, please visit www.alsc.org. For a complete list of IAS-accredited agencies, please visit www.iasonline.org 7 WWPI CheckMark Logo (for products treated to AWPA Standards) or ICC-ES Swirl Logo (for products treated to ICC-ESR Specifications) Be sure to look for these symbols as they signify that preserved wood products are produced under the oversight of a third-party inspection program.

Kim Merritt is director of the treated division of Southern Pine Inspection Bureau, a not-for-profit, third-party inspection agency providing auditing, training and laboratory services, accredited by ALSC and IAS, for wood treating facilities.

For more info about SPIB or its Western Division, Western Wood Services (WWS), visit www.spib.org.

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.

A DEALER’S GUIDE TO SELLING TREATED WOOD

Explore what’s behind treated wood end tags

By Butch Bernhardt

EVERY PIECE OF preservative-treated wood carries an end tag with key information. Understanding what that end tag represents can go a long way in assisting customers in selecting the right wood that will meet expectations for longevity.

All of the elements on an end tag are specified and required by the International Building Code. The intent is to offer users critical information about the preserved wood: the preservative used, the level of protection, the end use for which it is treated, who and where it was treated and the quality mark of the third-party inspection agency. Most end tags include the Checkmark symbol, indicating it was treated to American Wood Protection Association (AWPA) standards.

These standards are the foundation for the long-lasting durability of preserved wood. They have been created over the decades through rigorous testing, research and consensus from a broad range of interests to confirm the performance of both preservatives and treating practices in protecting wood against decay fungi and insects.

For example, a new preservative only earns AWPA standardization if it is supported by extensive testing and analysis. AWPA standards and guidance documents define specific tests and analysis that are required before considering a product for standardization.

Samples of wood treated with the new preservatives are placed in demanding, real-world exposures and are monitored for years, even decades, to assess their effectiveness.

These tests determine the retentions, or amount of preservative infused into the wood, for the expected end use application.

For a new preservative to become AWPA standardized, testing data is compiled and presented to AWPA technical committees made up of treating company experts, academics, users and others who review the results, ask questions and determine if it meets the durability requirements.

Even after a preservative is standardized, products treated with it are monitored to ensure it is protecting wood as expected. AWPA requires each preservative standard to be reaffirmed every five years and that process includes a review of any failures due to decay, insects or other issues.

The effectiveness of any preservative is dependent on being properly integrated into the wood. So AWPA standards provide the minimum requirements for treating practices, inplant quality control and third-party inspection of preserved wood. The specifications in these standards offer the neces-

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Understanding what end tags stand for will allow dealers to direct their customers to the right treated wood.

sary checks and balances to achieve proper treatment and a long-lasting, durable wood product.

While the front of the end tag signifies the decades of wood treating research, hard work, and proven performance, the backside of the tag provides assurances for the future.

The back of most tags feature warranty information for the product. This is essentially the treating company’s promise that if properly specified and installed, the preserved wood will remain in service for decades, protected and safe from deterioration.

Even though it’s a small label on the wood, the preserved wood end tag stands for a lot more.

Butch Bernhardt is senior program manager of the Western Wood Preservers Institute (www.wwpinstitute.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.

A DEALER’S GUIDE TO SELLING TREATED WOOD

What exactly does it mean to be green?

By Belinda Remley

GOING GREEN. We hear that a lot these days. As a matter of fact, being green is not a novel concept, just a new spin on a very good idea. For decades, we have been encouraged by our parents, our teachers, our employers, our government to be good stewards of our environment—to be green. We are more responsible people if we are green. Food and other products just seem to be better if they are promoted as being green.

But, what does it really mean to be green? According to Internet gurus, going green covers too many avenues to mention, but a few include: reducing, reusing and recycling; not littering; living sustainably; conserving energy and materials; being carbon neutral; growing crops organically; and the currently very popular lifestyle of “living off the grid.” Being green has

CERTIFICATION EcoSpecifier

been expanded to include fair trade sourcing and ethical production.

Actually being green. “We all have grown up with the notion of being green and caring for our environment,” says Juliana Rumbaugh, marketing communications manager for Lonza Wood Protection. “But when you are in an industry like ours being green takes on a different level of commitment beyond simply separating your recycling from your other refuse.

“Wood is the most renewable resource in the building industry,” Juliana adds, “which is why we refer to it as ‘nature’s sustainable building block.’

Our Research and Innovation team is continually striving to discover new and improved ways to help make this building material last longer while not impeding its beauty.

“We are pleased to be part of an

DESCRIPTION Verified as an eco-preferred, healthy product if it meets requirements. Program guarantees that all key manufacturer health and environmental claims are third-party verified and assessed in a rigorous, scientific manner using a Life Cycle Thinking (LCT) analysis.

Widely recognized as having lower environmental impacts than Environmentally preferable products typical products in the same category. SCS Global Services uses advanced life-cycle assessment (LCA) metrics.

(EPP) Certified Global Greentag

Independently assures that every product is fitness tested and certified under one of two leading certification programs that use the world’s best scientific methods.

NGBS Green Certified

Strict program that helps builders and designers identify products that they would find desirable for use in home building. Manufacturers must provide appropriate third-party evidence to Home Innovation Labs that their products meet the criteria for recognition.

UL GREENGUARD

Helps manufacturers create interior products and materials with low chemical emissions, improving the quality of the air where the products are used. Certified products must meet stringent emissions standards based on established chemical exposure criteria.

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industry that focuses on extending the life of wood so homeowners can expand their living spaces into their backyards. And, we preserve many other wood products that enhance lives and communication,” she explains.

Communicating green. The wood treating industry uses green practices in every step of its process to preserve wood. However, there are often misconceptions about the stewardship of wood, such as the idea that whole forests are being cleared to source the wood for construction.

“Over the past few years, Lonza has developed several programs such as our Why Wood campaign to help educate contractors and consumers about the sustainability and workability of wood as well as the abundance of forest lands and how through the whole process from tree to treated wood everything is used and recycled,” says Juliana.

And Lonza is not alone in promoting the responsible use of wood. The Internet is teeming with sources that extol the benefits of wood and treated wood. For example, Wood It’s Real, with more than 55,000 likes on Facebook, tells its audience daily that wood is a beneficial, natural resource and that treated wood is an excellent option in backyard projects.

Certifying green. In another effort to outwardly show consumers how committed the pressure-treating industry is to the environment, preservative producers have teamed with treaters to adopt green certifications that are promoted through advertising, on brochures, and posted on the Internet.

“We have submitted wood treated with our preservatives to environmental certification companies who perform extensive testing to see if Building-Products.com

the wood meets the stringent requirements used to define green, or environmentally friendly products,” says Juliana.

“There are several choices for green certifications for the treated wood industry and each company partners with the certification that it thinks best suits its finished product.”

Each sustainability certification has established standards that are imposed voluntarily and help consumers understand that the treated wood products have gone through a third-party verification process. On the previous page, see some green certification choices available for treated wood.

“In an effort to educate consumers about the environmental benefits of treated wood, Lonza promotes the certifications it has earned by using the Home Innovation and Ecospecifer logos on its printed collateral as well on its website and social media. We use the logos earned from our green certifications as another reminder that we are good stewards of the environment,” says Juliana. “We want our fellow industry members as well as retailers and dealers, contractors and consumers to actually see how we value being in an industry that has dedicated itself to responsibly using our natural resources.”

Naturally green. In an industry dedicated to being responsible in the care and use of our natural resources as well as in the creation of our products, it is necessary to offer certification reminders of just how green we are—naturally.

Belinda Remley is a marketing communications professional for Lonza Wood Protection, supplier of Wolmanized Outdoor Wood and Dricon FRTW (wolmanizedwood.com). She has been promoting the use of wood products—especially treated wood—for more than 26 years.

Preserved wood is not just safe for people and pets—it is truly green.

– Serving the industry for over 30 years – Phone:

800-763-0139

• Fax: 864-699-3101

www.spartanburgforestproducts.com Building-Products.com

April 2020

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Switchover in penta means changes for industrial treaters

By David Koenig

AFTER MONTHS OF contemplating an unknown future, industrial wood treaters now know that a new manufacturer will begin producing pentachlorophenol (penta), to prevent the chemical from disappearing from use in the U.S. Gulbrandsen Chemicals, a producer of catalysts and chemical intermediates, recently said it would enter the penta market, ensuring an uninterrupted supply when KMG-Bermuth stops production next year.

“We possess the expertise and technology necessary to effectively manufacture penta in a safe manner at our South Carolina plant and have much of the infrastructure and raw material handling facilities already in place,” said Gulbrandsen president Eric Smith. “We believe that penta is a vital preservative to the wood treatment industry and an important part of sustaining the energy infrastructure of North America, and we are excited to fill this market need.”

Currently, KMG is the sole supplier of EPA-registered penta, which has been a primary treatment for utility poles for the last 60 years. Cabot Microelectronics Corp. purchased KMG in 2018, and in November announced that it would no longer produce penta past 2021.

The news set off a cascade of announcements by competing chemical suppliers—including Koppers, Viance and Nisus— that they possessed ample supply of alternative chemicals with “lower eco-toxicity.”

“We want to confirm for the utilities that Nisus has the capacity to manufacture enough copper naphthenate to treat all utility poles in the U.S. that are currently treated with pentachlorophenol,” explained Kevin Kirkland, presi-

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Utility pole treaters that currently use pentachlorophenol will either be switching chemicals or preservatives within the next two years.

dent and CEO of Nisus Corp., maker of QNAP brand copper napthenate.

KMG’s exit has also prompted Koppers to say it will begin producing copper napthenate. “Cabot’s recent announcement was not a surprise as penta has been at risk as a long-term viable preservative since it was named as a Persistent Organic Pollutant (POP) by the Stockholm Convention’s POP Review Committee in 2015 and targeted for elimination or restriction by the Convention’s 183 member countries,” said president and CEO Leroy Ball. “With several better, more sustainable alternatives readily available and already

April 2020

in wide use in the treated wood utility pole market, we view the recent announcement as a positive development for our industry.”

Treaters, however, did not see the situation as urgent. Of more than a dozen penta treaters reached out to, most were content to sit back and see how the drama played out. Archie McMillan, Baldwin Pole, Bay Minette, Al., had heard another manufacturer was considering branching into penta, and that KMG would have an inventory of chemicals to ship well into 2022. He seemed in no hurry to make a decision, but was “prepared to make changes” and “convert to whatever preservative is requested (by customers).”

Treater Stella-Jones said it had long been planning to make a switch. “We have been acutely aware of penta supply issues for quite some time and have been taking active steps to be ready to produce preservative under our own direction,” said president and CEO Eric Vachon. “Our team has capitalized on our exceptional internal expertise and has been working diligently both in R&D and testing so that we can be in a position to seek regulatory approvals and licenses and have the necessary infrastructure ready on time for the changes that are coming.

“Additionally, our robust network is well positioned to offer alternative preservatives that are suitable and approved for the treatment of wood utility poles throughout North America.

That, in addition to our ample strategic reserve of penta and assurances from our supplier of continued supply for the next 25 months, further solidifies our intention of continuing to grow our position in the utility pole market by supplying our customers with safe, sound and reliable products.”

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Get to know the primary wood preservatives RESIDENTIAL PRESERVATIVES ACQ (alkaline copper quaternary) The water-based preservative was the early replacement of choice when CCA was phased out from residential applications in 2003-2004. While reportedly safer, the preservative was also less durable and more corrosive to metal fasteners. Primary applications include lumber, timbers and decking. Producers include Koppers Performance Chemicals (NatureWood ACQ) and Viance (Preserve ACQ).

CA, CA-B, or CA-C (copper azole) Similar to ACQ, copper azole can be used for lumber, timbers and decking. Producers include Koppers (NatureWood CA), Lonza (Wolmanized Outdoor Wood, Wolman E), Troy Chemical Corp. (ProTek TWN), and Viance (Preserve CA).

MCA (micronized copper azole) To make it less corrosive, MCA contains copper and biocides that are microscopically smaller so they can be suspended—rather than dissolved—in the wood preservative solution. The form has overtaken non-micronized chemicals as the primary choice for residential applications.

Producers include Koppers (MicroPro) and Lonza (Wolmanized Outdoor Wood, Wolman E).

MCQ (micronized copper quaternary) Similar to MCQ, MCA micronizes ACQ instead of copper azole. Producer is Koppers (MicroPro).

Borates or DOT (disodium octaborate tetrahydrate) Borates are also waterborne but lower in toxicity. Since they leach more easily from treated wood, they are most commonly used for protected applications, such as framing lumber, sill plates, furring strips, trusses, joists and sheathing, especially in areas of high termite risk. Producers include American Borate Co. (Etidot 67), Koppers (Advance Guard, Hi-Bor), Lonza (SillBor), Nisus (Cellutreat), Quality Borate (BoraSol), Troy (ProTek DOT), U.S. Borax/Rio Tinto (Tim-bor), and Viance (TimberSaver).

EL2 (DCOIT or 4,5-dichloro-2-n-octyl-4-isothiazolin-3-1) Standardized for use in 2008, the non-metallic, carbon-based preservative is formulated to make above-ground structures such as decks, fences and gazebos look better longer with up to 50% less surface cracking, checking and splitting. Producer is Viance (Ecolife, Severe Weather Ecolife with Stabilizer).

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PTI (propiconazole tebuconazole imidacloprid) Carbon-based like EL2, PTI similarly is designed to prevent fungal decay, termite damage and cracking in non-ground-contact decking, lumber and timbers. Producers include Koppers (NexWood) and Lonza (EraWood, Wolman AG).

Propiconazole First registered in 1981, the chemical is designed to prevent fungal decay, but on its own does not deter insect damage. It is used for above-ground applications, such as siding, millwork, shakes/shingles, plywood and lumber. Producers include BASF (Wolsit KD) and Janssen PMP (Wocosen 50TK).

Tebuconazole/Triadimefon The waterborne organics, together or combined, offer a carbon-based alternative for treating products such as decking, millwork, guardrails and utility poles, more commonly in Europe. Producers include Lanxess (Preventol).

Permethrin/IPBC (3-iodo-2-propynl butyl carbamate) The fungicide permethrin is typically combined with a preservative such as IPBC or DOT for above-ground interior and exterior uses, particularly high-value architectural, millwork and engineered wood products. Producers include Hoover Treated Wood Products (Clear-Guard), Janssen PMP (Permethrin), KopCoat (Tru-Core, Woodlife), and Lonza (Wolman VA, Wolman I).

INDUSTRIAL/COMMERCIAL PRESERVATIVES ACZA (ammoniacal copper zinc arsenate) The water-based industrial preservative is used frequently in the West to treat difficult-to-penetrate species such as Douglas fir. Primary applications include bridges, boardwalks, utility poles, and crossties. Producer is Lonza (Chemonite).

CCA (chromated copper aresenate) Once the dominant preservative for most uses, CCA since 2004 has been restricted from residential use. Primary applications now include fences, agricultural posts and poles. Producers include Hoover Treated Wood Products, Lonza (Wolmanized Heavy Duty, Wolmanac), and Viance (SupaTimber).

CuNap (copper napthenate) First registered in 1951, the oilborne chemical is used to brush, dip, spray and pressure treat Building-Products.com

poles, docks, posts, piers, fences, and landscape timbers.

Producers include Koppers (DuraQ) and Nisus (QNAP).

Creosote Produced from high-temperature distillation of coal tar, it has been used as a heavy-duty wood treatment for commercial applications since 1948. Primary applications include railroad ties and utility poles.

PCP or Penta (pentachlorophenol) Registered as a pesticide in 1950, PCP was once one of the most widely used biocides in the U.S., but has been dwindling in acceptance since 1987.

Primary applications include utility poles, marine pilings, and railroad ties. The only current producer is KMG-Bernuth, although others are coming (see story, page 22).

Cu-HDO (copper n-cyclohexyldiazeniumdioxide) Used primarily in Europe, copper HDO is restricted from use in aquatic areas or near food/feed. Primary uses include decking, rails, framing, sill plates, fencing and posts. Producers include BASF (Wolmanit CX).

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FIRE RETARDANTS Interior FRTW The fire retardants are pressure-impregnated deep into wood so when it is exposed to fire, non-combustible gas and water vapor are produced, and a layer of char forms, to hinder combustion and insulate the wood against further damage. It is intended for enclosed structural applications, such as sheathing, trusses, joists, studs and walls. Producers include BASF (Wolmanit Firestop), Hoover (Pyro-Guard), Koppers (FirePro, FlamePro), Lonza (Dricon), and Viance (D-Blaze).

Exterior FRTW The pressure-impregnated fire retardant treatment provides tested fire protection for lumber and plywood applications directly exposed to the weather or high humidity, including balconies, exterior walls, open-air roof systems, siding and trim. Producers include Hoover (Exterior Fire-X).

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25

A DEALER’S GUIDE TO SELLING TREATED WOOD

Find the right wood treater NATIONAL / MULTI-REGION Culpeper Wood Preservers Culpeperwood.com • (540) 825-5201 Starting in 1976 with one treating plant in Culpeper, Va., the company now operates 10 facilities in Virginia, Indiana, Maryland and the Carolinas. Treatments include MicroPro MCA, Culpeper Aqua Shield built-in water repellent, FlamePro interior FRTW, Advance Guard borates, and CCA. Great Southern Wood Preserving Yellawood.com • (334) 585-2291 Established in 1970, the Abbeville, Al.-based firm has grown into the nation’s highest volume treater of residential lumber from its 14 facilities throughout the South and Midwest. Best known for its YellaWood brand, its other brands include YellaWood Select KDAT products, MasterDeck premier decking, and Rainwood weather resistant decking.

Treatments are MCA, MCA-C, MCQ, borates, FRTW, CCA and creosote.

Hixson Lumber Sales Hixsonlumbersales.com • (972) 446-9000 Established in 1959, Hixson operates 11 treating plants and three sawmills in Arkansas, Texas, Louisiana, Mississippi and Illinois, offering MicroPro, ACQ, CCA, FRTW and borates.

Hoover Treated Wood Products Frtw.com • (800) 531-5558 Best known as an originator of fire retardant treatments, Thomson, Ga.-based Hoover also operates 10 of its own treating plants, from coast to coast, offering Pyro-Guard interior FRTW, Exterior Fire-X exterior FRTW, CCA, permethrin/IPBC-based Clear-Guard, Cop-Guard CuNap, Micro-Guard MCA, and Dura-Guard ACQ. Koppers Utility & Industrial Products Koppersuip.com • (877) 492-7728 After exiting the utility pole market in 2015, chemical manufacturer Koppers re-entered in a big way in 2018 with the acquisition of Cox Industries’ eight industrial treating plants, three peeling plants, and 19 reloads. It now has 10 plants, treating with DuraPine brand CCA, penta, CuNap, and creosote.

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Midwest Manufacturing Midwestmanufacturing.com (715) 876-5555 Menards’ manufacturing division started in 1969 with a truss plant, and now has production facilities for roofing, doors, decking, concrete blocks, post-frame buildings, countertops, and four wood preserving plants for AC2 and CCA. Spartanburg Forest Products Spartanburgforestproducts.com (864) 699-3100 Based in Greer, S.C., Spartanburg’s eight treating facilities throughout the mid-Atlantic region and beyond produce Preserve CA and Ecolife preserved wood products.

Stella-Jones Stella-jones.com (800) 426-8430 Once strictly an industrial treater in Canada, Quebec-based Stella-Jones now has 25 of its 39 treating plants in the U.S. and derives nearly one-quarter of its annual revenue from residential lumber. The push started in the West with its acquisition of McFarland Cascade in 2012 and continued with its purchase of Wood Preservers Inc., Warsaw, Va., last April. Overall, treatments include penta, CCA, creosote, CuNap, borates, MCA, CA and ACQ. UFP Industries Prowoodlumber.com (800) 598-9663 Formerly Universal Forest Products, the $4.5-billion Grand Rapids, Mi., conglomerate has 170 affiliated operations, including 23 treating plants from Colorado eastward, primarily along the East Coast, Midwest and Texas. Treatments include Prowood brand MCA, CA-C, borates and FRTW.

SOUTHEAST Ace Pole Co. Acepole.com • (800) 422-2149 A pole producer since 1964, Ace has treated utility poles with CCA in Waycross, Ga., since 1986.

April 2020

Acme Wood Preserving Acmewoodpreserving.com (304) 425-8769 Founded in 1974, Acme specializes in creosote-treated crossties, switch ties, and related material for the railroad industry. Its plant in Princeton, W.V., has three autoclaves for treating timber—two for creosote, one for CCA. Action Tie Co. (731) 925-9050 Savannah, Tn., treater of Cellutreat borate DOT. Alabama-Georgia Wood Preserving (334) 864-9303 Lafayette, Al.-based Ala-Ga treats southern yellow pine with MCA. Albemarle Wood Preserving Plant (704) 982-2516 Since 1971, the Albermarle, N.C., operation has pressure treated SYP timbers and posts.

Apalachee Pole Co. Apalacheepole.com (850) 643-2121 Sister company to Rex Lumber and North Florida Woodlands, Florida’s Apalachee Pole began manufacturing CCA-treated poles and pilings in 1986.

Babb Lumber Co. Babb.com • (706) 935-2411 Ringgold, Ga., SYP mill has a companion treating plant offering CA-C, Ecolife, borates and interior FRTW. Baldwin Pole & Piling Co. Baldwinpole.com • (800) 828-7934 Founded as a pole manufacturer in 1945, Baldwin has manufacturing plants in Alabama and Mississippi, supported by distribution yards in Des Moines, Ia., and Pittsburg, Ks. It treats southern yellow pine poles and pilings with CCA and penta.

Blue Ridge Wood Preserving (540) 297-6607 Moneta, Va., wood preserver offers Ecolife and MCA.

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A DEALER’S GUIDE TO SELLING TREATED WOOD SOUTHEAST Brown Wood Preserving Bwpole.com • (800) 537-1765 Plants in Louisville, Ky., and Kennedy, Al., treat poles with penta and CCA. Cahaba Timber Cahabapressure.com • (205) 926-9888 Reportedly the largest wood pole production site in the U.S., the Brierfield, Al., operation treats with CCA, CCA-ET, CuNap, penta and creosote.

Carpenter Pole & Piling Carpenterspole.com • (866) 928-7449 Two plants in Mississippi treat poles and pilings with CCA and creosote, since 1987.

wood, including MCA (with BARamine technology), CCA and borates for the surrounding seven-state area.

Everwood Treatment Co. Everwoodtreatment.com (800) 226-3444 Family owned since 1982, Everwood is a large single-site treating operation with manufacturing and kiln drying capabilities.

Its Gulf Coast location in Spanish Fort, Al., provides easy access throughout the Southeast, and as far away as Texas, Maine and the world, via the Ports of Mobile, Pascagoula, Pensacola, Panama City and Jacksonville. Southern yellow pine products can be treated with Wolmanized copper azole or Wolmanized EraWood, the decking industry’s first non-metallic preservative.

Coastal Treated Products Co. Coastalplywood.com • (800) 359-6432 Coastal’s facility in Havana, Fl., treats SYP lumber and plywood with MicroPro MCA and CCA.

Florida Perma-Wood Treaters (305) 685-7833 CCA treats marine timbers, plywood, poles, pilings and shingles from Hialeah, Fl.

Collum’s Lumber Products Collumlumber.com • (803) 584-3451 The Allendale, S.C., complex includes treating plant for dimension lumber, as well as sawmill, planer, reman, dry kilns, and (untreated) pole mill.

Fortress Wood Products Fortresswood.com • (866) 878-9663 Fortress Wood’s three plants in North Carolina produce MicroPro MCA (available with Fortress Plus factory-applied water repellent), interior FRTW, and CCA, including Seaside brand marine-use products.

D&D Wood Preserving (229) 436-2638 Albany, Ga.-based operation produces MCA-treated southern yellow pine.

Free State Lumber (205) 486-5287 Haleyville, Al., business treats SYP with MCA and CCA.

Dantzler Dantzlerinc.com • (305) 828-9666 Founded in Mississippi in 1865, Dantzler has Wolman MCA-C treating plants and distribution warehouses in Jacksonville, Fl., and Toa Baja, Puerto Rica, plus buying offices in Chile, Brazil and China.

E.W. Godwin & Sons Ewgodwinlumber.com • (910) 762-7747 The century-old lumberyard in Wilmington, N.C., also treats southern yellow pine pilings with CCA.

Deforest Wood Preserving Co. (601) 866-4655 Bolton, Ms., treater utilizes CA-C. DeSoto Treated Materials Dtmpoleandpile.com • (601) 928-3921 In addition to land management and logging, the Wiggins, Ms., operation treats poles and pilings with Womanized CCA. Dis-Tran Overhead Solutions Distranoverheadsolutions.com (318) 448-0274 Since 1965, Dis-Tran has supplied wood distribution crossarms, expanding to wood transmission assemblies for H-frame structures in 2008. The Pineville, Al., facility uses CCA and pentachlorophenol.

Escue Wood Preserving Escuewood.com (800) 730-3411 Family owned since 1980, the Millwood, Ky., operations manufactures Wolmanized brand

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Huntsville Wood Products Landllumber.com • (256) 533-9220 A division of L&L Lumber, Huntsville, Al., its 50-ft.-long cylinder treats southern yellow pine with CA. Huxford Pole & Timber Huxfordpoleandtimber.com (800) 338-2674 Family owned since its founding in 1959, the Huxford, Al., business treats SYP poles with penta and CCA. Littrell Brothers Lumber Co. Littrellbrothers.com (256) 739-4471 Family owned since 1978, the Vinemont, Al., facility treats SYP with CA. Lumber One Wood Preserving Lumberoneco.com • (800) 451-2133 Since 2002, Littleville, Al.-based Lumber One has been operating a pressure treating facility in Sheffield, Al., producing CA-Ctreated SYP. April 2020

McCready Lumber Co. (540) 980-8700 Pulaski, Va., business treats southern pine with CA and MCA. McRae Woodtreating Mcraewoodtreating.com (800) 349-5546 Mount Gilead, N.C., treater offers CA-C and Ecolife-treated southern yellow pine up to 26 ft. long.

William C. Meredith Co. Mereduc.com • (404) 767-2621 Frames, steam conditions, and treats poles with penta in East Point, Ga. Pollard Lumber Co. (706) 541-1343 Appling, Ga., producer of copper azoletreated SYP products.

Pride Lumber Products Pride-enterprises.com (877) 283-6819 Part of Pride Enterprises, a Central Florida program that trains eligible inmates in vocational skills and transitions them to the job market, the Raiford, Fl., plant treats SYP with MCA and CCA. Ridge Lumber & Treating (800) 282-3178 CCA treater in Lakeland, Fl., supplies southern yellow pine boards, timbers, plywood, poles and pilings.

Robbins Manufacturing Robbinsmanufacturing.com (800) 282-9338 After selling its five residential-preservative facilities to Universal Forest Products in 2016, Robbins continues treating with Wolmanized Heavy-Duty Wood CCA in Tarrytown, Fl., as it has since 1948.

Savannah Wood Preserving Savwood.com (800) 847-9663 Founded in 1978, the Savannah, Ga.-based company treats with MCA and CCA. South-East Lumber Co. South-eastlumber.com (336) 996-5322 Founded in 1960 and now led by the third generation, South-East operates a treating plant and distribution center in Kernersville, N.C. Lines include CA-C-treated yellow pine and FlamePro interior FRTW. Southeast Forest Products Southeastforestproducts.com (334) 269-9663 Based in Montgomery, Al., Southeast Forest Products operates the former Southeast Wood Treating plants in Louisville and Nauvoo, Al., and Richmond, In., utilizing CA-C, Ecolife, MCA and borates.

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A DEALER’S GUIDE TO SELLING TREATED WOOD Southern Lumber & Treating Co. (904) 695-0784 Jacksonville, Fl., operator treats southern yellow pine with CA. Storey Lumber Co., S.I. Sistoreylumber.com • (706) 234-1605 Family owned since its founding in 1920, the Armuchee, Ga., firm treats SYP with NatureWood ACQ and CCA. Sunbelt Forest Products Corp.

Sunbeltfp.com • (800) 330-5678 Sunbelt’s three treating plants in Florida and Alabama supply fencing, decking, lumber, plywood and more throughout the Southeast and Caribbean. Its premium R.E.D. SYP decking brands are Topical Decking and weather-resistant Sunrise Decking. Treatments include Ecolife, TimberSaver borates, Preserve CA, Preserve Plus CA with water repellent, Wolman E MCA with BARamine technology.

Superior Tie & Timber (318) 375-4956 Kansas City Southern’s plant in Vivian, La., supplies borate-treated railroad products.

Thomas Wood Preserving Co. (662) 226-2350 Grenada, Ms., operation offers MCA and CCA-treated SYP. Thomasson Co. Thomassoncompany.com (800) 647-6260 A Certified Women’s Business Enterprise, the Philadelphia, Ms., industrial treater utilizes CCA, creosote, penta, CuNap and ACZA. Three Swings Inc. (864) 882-8052 Formerly Davis Bros. Lumber in Westminster, S.C., the plant treats with MicroPro. Tidewater Wood Products (757) 247-3621 The former Commonwealth Wood Preservers plant in Hampton, Va., treats with Preserve CA-C and Ecolife.

Top Notch Wood Preservers Hallmanrecycling.com • (706) 485-6587 The treating plant of Hallman Wood Products, Eatonton, Ga., produces ACQ-treated lumber products.

TR Miller Mill Co. Trmillermill.com • (800) 633-6740 Organized over a century ago, the Brewton, Al., firm oversees mills (its first built in 1848), timberlands and a plant to treat poles and pilings with CCA and penta.

Tri-State Lumber Co. Tristatelumber.net • (662) 862-2125 A division of Homan Industries, Tri-State’s Fulton, Ms., dry kilns, planer, and wood

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Building Products Digest 

preserving plant treating southern yellow pine with MCA and CCA. Tucker Lumber Cos., C.M. Cmtuckerlumber.com (843) 672-6135 Founded in 1920, the fourth-generation family company three treating plants in the Carolinas, treating fencing, decking, lumber and plywood with Ecolife, Preserve CA, Wolmanized CA-C, and FlamePro interior fire retardant.

United Treating & Distribution Unitedtreating.com • (256) 248-0944 Created in 2006, the operation in Muscle Shoals, Al., treats southern yellow pine with Wolmanized MCA and Dricon FRTW. Valley Lumber Co. Valleylumbercompany.com (800) 553-0661 Hackleburg, Al., company manufactures SYP lumber, timbers and glulams, treating with CCA, ACQ and MicroPro MCA.

SOUTH CENTRAL AmeriTies Amerities.com • (541) 296-1808 The CuNap treater produces crossties, switchties and bridge timbers at plants in The Dalles, Or., and Hope, Ar. Anthony Wood Treating Anthonytimberlands.com (870) 245-3000 Built in 1987, the Hope, Ar., plant features an 84-ft. Woodtec cylinder capable of treating over 100 million ft. of SYP lumber annually with MCA. Barksdale Lumber Co. (870) 342-5200 CCA treater in Amity, Ar. Commercial Lumber Sales Commerciallumber.net (800) 645-2061 Commercial’s operation in North Little Rock, Ar., treats SYP with CCA and MCA. D&I Wood Products (936) 275-5101 CCA treater of southern yellow pine in San Augustine, Tx. Eastex Forest Products (281) 442-2591 Houston, Tx., treater uses CA, MCA, borates, CCA and PyroGuard interior FR. Gross & Janes Grossjanes.com (314) 458-0612 Plants in Camden, Ar.; Williamsville, Mo.; and Carthage, Tx.; provide Tuff-Tie brand borate-treated crossties.

April 2020

Hatfield Lumber (870) 389-6186 Wolmanized Outdoor Wood treater in Hatfield, Ar. International Forest Products Ifphouston.com (713) 413-4700 Houston, Tx., treater of CCA and MCA wood products.

Mid-States Wood Preservers Midstateswood.com (800) 738-3466 Brothers Bert and Bill Jones formed the company in 1979, treating southern yellow pine with MCA and interior fire retardant from two cylinders on 20 acres in Simsboro, La. Mixon Brothers Wood Preserving Mixonbros.com (580) 286-9494 Idabel, Ok., provider of CuNap-treated posts and poles.

Ozark Timber Treating Ozarktimber.net (870) 439-2212 Launched in 1967, Ozark Timber supplies QNAP8-treated Copperwood brand fences made from pine sourced locally in Arkansas’ Ozark Mountains region.

Sentinel Industries Sentinelindustriesinc.com (800) 874-1506 Based since 1957 in Calico Rock, Ar., Sentinel specializes in supplying a full assortment of Wolmanized CCA-treated round stock posts and poles for agricultural markets.

Wood Protection LP (713) 733-7421 Owned by Koppers but since 2016 leased to and operated by Hixson Lumber Sales, the plant produces MCQ, CCA, borate and interior fire retardant treated wood.

CENTRAL Arneson Timber Co Normanlumber.com • (573) 775-5911 Steelville, Mo., plant treats hardwoods and SYP timbers, boards, posts and railroad ties with penta.

Central Nebraska & Iowa Wood Preservers Nebraskawood.com • (800) 344-6674 Facilities in Sutton, Ne., and Oskaloosa, Ia., produce CCA, Lifewood MCA, and Pyro-Guard interior FRTW. Forest Products Distributors Forpd.com • (605) 341-6500 A full-service remanufacturer and distributor since 1983, FPD’s 50-acre complex in Rapid City, S.D., also features a CCA treating plant.

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Elevate your garden with pressure-treated wood

WolmanizedŽ pressure-treated wood is the ideal material for building raised garden beds because it’s natural, will last for years and looks great.

Find out more at LonzaWoodProtection.com.

A DEALER’S GUIDE TO SELLING TREATED WOOD CENTRAL Hills Products Group Hillspg.com • (800) 729-4968 Located in the Black Hills of South Dakota, the 35-year-old company supplies MicroPro MCA southern pine products green and with Cedartone, as well as rough CCA treated ponderosa pine.

Midwest Timber Midwesttimber.com (296) 663-3255 Its 35-acre site in Edwardsburg, Mi., has three cylinders that treat with Wolmanized CA and CCA, plus a millwork facility and reload.

Missouri Tie Missouritie.com (573) 689-6329 Bunker, Mo., producer of creosote- and borate-treated railroad products.

Parksite Parksite.com • (701) 293-6501 Twenty-branch distributor Parksite treats SYP and red pine with MCA and CCA at its complex in Fargo, N.D. Wheeler Lumber Wheeler-con.com • (800) 843-8304 Whitewood, S.D., plant treats utility poles, bridge/railroad lumber, and agricultural products with copper naphthenate.

GREAT LAKES American Timber & Steel Corp.

Amtim.com (888) 551-9663 The Norwalk, Oh., business has grown from treating wood guardrail posts for one customer in 1983 to treating a range of SYP products, including poles, fencing, timbers and lumber, with ACQ and CCA. Bell Lumber & Pole Blpole.com • (855) 870-3318 Based in New Brighton, Mn., Bell treats with penta and CCA at facilities in Barron, Wi.; Lebanon, Or.; and Conway, Wa. Biewer Lumber Biewerlumber.com (800) 482-5717 Joining five sawmills, a logistics division, and distribution centers, Biewer’s three treating plants (in Lansing, Mi.; Seneca, Il.; and Prentice, Wi.) have a combined annual capacity of 350 million bd. ft. of CA-C, MCA and Dricon FRTW. Hager Wood Preserving (616) 248-0905 Based in Wyoming, Mi., Hager offers Micronized CA-C and Pyro-Guard interior FRTW.

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Land O Lakes Wood Preserving Landolakeswood.com • (218) 586-2203 A family firm launched in 1957 in Tenstrike, Mn., Land O Lakes uses CCA and NatureWood CA 2.

Mellott Wood Preserving Mellottwood.com • (717) 573-2519 Established in 1977, the Needmore, Pa., operation offers borates, creosote, and a dual treatment of borate and QNAP. Northern Crossarm Co. Crossarm.com (715) 723-4100 Formed in 1922, the Chippewa Falls, Wi., treater specializes in KDAT pressure treated wood, in both green and brown. Treatments include MicroPro MCA, ACQ, borates, and Pyro-Guard interior FRTW. Peterson Wood Treating Petersonwoodtreating.com (800) 482-9663 Formed in 1984, the 30-acre facility in Superior, Wi., employs Wolmanized CA. Schroth Industries Schrothindustries.com (724) 465-5701 A century-old milling and mining company that added a treating operation in 1970, Indiana, Pa.-based Schroth now offers NatureWood CA and CCA-treated products.

Southern Indiana Treating Steinkamphomecenter.com (812) 683-3860 The wholesale arm of Steinkamp Warehouse, Huntingburg, In., Southern Indiana Treating offers MCA, borate and CCA-preserved southern yellow pine.

Stauffer & Sons, H.M. Hmstauffer.com • (800) 662-2226 Treating since 1975, its Leola, Pa., facility provides Wolmanized MCA-C southern yellow pine and Dricon interior FRTW to the midAtlantic region.

Straits Lumber Co. Straitsopsprops.com (989) 684-3584 MCQ and CCA treater in Bay City, Mi. Timber Wholesalers, Inc. Timberwholesalersinc.com (320) 235-0890 Willmar, Mn., wood treater uses CA, borates and CCA. Tri-State Forest Products Tsfpi.com (800) 949-6325 Based in Springfield, Oh., Tri-State operates a treating plant for CA, MCA, CCA, borate and Pyro-Guard interior FRT in Grand Rapids, Mi., to supports its nine distribution centers from Michigan down to Tennessee.

April 2020

Woods Run Forest Products Woodsrunforestproducts.com (715) 962-3608 Colfax, Wi.-based Colfax is the largest manufacturer of landscape timbers in the Midwest, treating its products with CA-C, CCA and borates.

NORTHEAST BB&S Treated Wood Bbslumber.com (800) 322-4006 Founded in 1983, BB&S’s North Kingston, R.I., plant can produce 150 million bd. ft. a year of NatureWood and Lifewood MCA. Bestway Bestwaylumber.com (607) 753-8261 Headquartered in Cortland, N.Y., Bestway’s five treating plants (in New York, Massachusetts, Pennsylvania and North Carolina) use Wolman E copper azole and D-Blaze interior FRTW. Long Life Treated Wood Longlifetreatedwood.com (800) 451-3137 Since 1977, the Hebron, Md., treater has been serving customers along the Eastern Seaboard with Wolmanized CCA and CA-treated southern yellow pine.

Madison Wood Preservers Madwood.com (844) 623-9663 Recently celebrating its 60th anniversary, Madison Wood’s massive 180,000-sq. ft. facility in Madison, Va.—the world’s largest— can treat over 1 million bd. ft. of lumber a day. Products include a range of MicroPro MCA-treated southern yellow pine products, including the premium quality MadWood brand, as well as CCA-treated fence posts.

Maine Wood Treaters Mainewoodtreaters.com (800) 339-8411 Mechanic Falls, Me.-based company supplies a wide range of products treated with ACQ, MCA, borates and interior FRTW. Northeast Treaters Netreaters.com (800) 648-7328 Serving New England since 1985, Northeast Treaters uses Wolmanized CA-C at its plant in Belchertown, Ma., and Dricon interior FR at its facility in Athens, N.Y. Pitts Lumber Co. (804) 758-2517 Saluda, Va., producer of Wolmanized CA and MCA-treated SYP.

WEST Building-Products.com

Offer the most reliable option in pressure treated wood:

KDAT PTW

Kiln Dried After Treatment, or KDAT, is a process that removes excess moisture from lumber, minimizing the natural characteristics of wood to shrink, cup and warp. KDAT minimizes shrinkage and promotes stability in the system. Kiln drying decreases the finished weight of the system 30% to 40% as compared to leaving it wet.

KDAT material is: • Lighter weight & easier to handle • More resistant to warping & twisting • Easier to saw & plane • KDAT improves the holding power of nails & screws

Northern Crossarm has 6 million BF on the ground ready to ship anywhere East of the Rockies

Northern Crossarm Co. offers KDAT PTW in 2 colors–Green or Brown.

Brown treated wood provides a finished look of beautiful, natural wood tones upon project completion.

• End uses include interior & exterior above ground, ground contact, & fresh water immersion.

• Better corrosion resistance for exterior code approved fasteners & hardware • No need to wait 6 – 12 months before staining.

Northern Crossarm is also looking for new distributors throughout the U.S.

Chippewa Falls, WI

715-723-4100

sales @crossarm.com

www.crossarm.com

COMPETITIVE Intelligence

By Carla Waldemar

ACROSS 2.5 acres in the heart of downtown Jasper, In., Krempp has about 1.9 acres under roof, allowing it to keep 95% of its product mix covered and out of the weather.

“Cinderella” gets a makeover ix generations ago, young German immigrant Andrew Krempp made his way to Jasper, In., and launched a long history of family ownership in the building materials trade, with successful side enterprises in manufacturing cabinets (still made today in Jasper under the

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MasterBrand logo) and industrial/ commercial projects, a division spun off in 2010 as Krempp Construction, Inc.).

All well and (very) good. But during that manufacturing and construction heyday, the retail lumber company got little attention

FAMILY FIRST is a priority at Krempp Lumber. For its 2019 company outing with employees and spouses, it booked an entire train car, and traveled to the French Lick Resort & Casino for the day.

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and faded into the Cinderella of the family operations. When its longtime manager retired in 2015, the event caught the eye of the mother-in-law of young Brady Albright. Not totally concerned with the company’s future, I’d hazard a guess, she convinced Brady to apply for the position in this speck of a community (pop.

14,000) in the southwestern corner of the state, a far remove from cities like Indianapolis, Cincinnati, and elsewhere the young pair had resided.

Brady, who knew exactly zip about the industry, applied. So did half a dozen other experienced buildingmaterial store managers. Brady got the job.

He wasn’t walking into a sleepy, little settlement, however. Jasper boasts a lofty per-capita income level, with lots of costly custom mansions on its contractors’ calendars. The Krempp family (three gentlemen and their three sons actively involved) went with the fellow who could deliver change.

That fellow, Brady, boasted a background as sales manager for Kraft Foods. “I’d called on groceries for 12 years,” he says. “I found products that Building-Products.com

were outdated in dirty, dusty stores.” The Krempp store, likewise, needed a thorough housecleaning. “It was a good store. In September 2015, when I came on board, it was doing $6.5 million. Sales were good, but the interior was in bad condition, with almost nothing in hardware: Where there had been 10, 15 items, there are now 30, 40. And the pros just go in and pull them off the shelves without staff assistance—free money!

“I’d inherited good employees, but outdated inventory— even ghost inventory—and had to write off $50,000 of it. I cleared it up, got rid of dead products, and added all-new fixtures. I brought in new products based on customer requests (‘You want Coca Cola? Okay, I’ll add Coke.’).

I created a great array of products for pros to make this a one-stop shopping experience.”

Brady inherited 15 employees, of which eight still remain. “I replaced six and created the greatest group of 15 around!” declares its cheerleader. “I added a former builder for inside sales and a sales gal hired from a yard that had gone out of business. My philosophy, coming out of the big Kraft Corporation, is: Take care of your employees.

“There wasn’t even a mission statement in place. Now, it’s: Faith, Family, Community, Customers, Co-workers.

We put family first here; I don’t turn down requests for time off, say, to pick up your kid. We’re open Saturdays, but the previous manager never worked on weekends. I do.

And I gave everybody a partner, so, in rotation, half the staff could now have Saturdays off.”

“As a Kraft sales manager, I’d done a lot of recruiting and hiring. Here, this was a new challenge. I was looking for the ‘perfect’ sales person. I went through six or seven, in the paint department for example, who didn’t work out.”

Not so good. “I learned to look for good personal motivation; you can teach the rest (and that’s the way I learned the lumber business,” he reminds us.) “But, unlike many yards, I did not hire someone to do take-offs, which would require a full-time person. The biggest thing is, the pros do not know everything, but our salespeople do.

Glenn, for example, used to build $1 million houses.”

And Brady created a community. “I’m the head coach,” he acknowledges. “I’m very active in the local business and builders’ associations. And here, if I’m in the office and a contractor comes in, I’ll run out with a ‘Hi! How’re you doing?’ There used to be no conversation. I’ve totally changed that culture.

“Before,” he adds, “the people up-front were separated from out-back and the cabinet department. They got the new Polo shirts from our sales reps. So when I came in, I bought the entire staff new clothes (probably more than they’d been given in the last 20 years).”

Brady continues the outfit’s popular Contractor Lunches, held monthly April through October. “We’d been charging vendors $400, and 60 people turned up. But I know that there’s marketing money out there, so I bumped it up to three vendors per session at $300 apiece, and also raffled off $500 to $600 in prizes. This costs me $1,200 a month, and $900 of it was paid for by the vendors. Up to 150 contractors attend now; we get them comfortable coming in here.”

Retail customers now get the same TLC. “There are four registers at our front counter, but the staffers there were ignoring the women that came in, heading for the K&B and Flooring in back. Nobody took care of them. I changed that: Over time, it’s changed. Now it’s ‘How’re you doing?’ It’s become a good place to shop.

Building-Products.com

VENDORS LIKE Milwaukee Tools (upper photo) foot the lion’s share of the bill to host Krempp’s monthly Contractor Lunches (lower). Each luncheon, held from April to October, features three vendor booths and attracts more than 120 contractors.

“Our customers are 70% pro. And the biggest advantage we have over our competitors (and this includes a Home Depot three miles away) is my salespeople. You can walk in with any question, ask for any product. And if we don’t carry it, we tell them where they can find it down the street.

We don’t have to have everything, but we do have to know all the answers. And, guess what? They’ll come back.”

And they’ll bring friends, drawn by that best of all marketing tools, word of mouth. “We don’t do print ads and no radio. (Before, they were spending $20,000 on radio ‘because we’ve always done it.’) Instead, we reworked the website and in this small German community, if you do good, it’s good word-of-mouth. We do need more social media, but we’re growing so rapidly I can’t keep up.”

Nice headache to have. And Brady predicts more of the same. “Stores are worried about the Internet, but in the home-center business, 70% of our products, Amazon cannot ship. Yet we do need to get our store’s inventory online so contractors can pull up a screen and then phone in their orders.”

And Brady, when he’s old and gray, will still be on hand to serve them. “The Krempps are a great family to work for. I meet with the owners weekly, and I have free rein day-to-day. I came into a good situation,” he declares.

“I have all the tools.”

Carla Waldemar cwaldemar@comcast.net April 2020

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OLSEN on Sales

By James Olsen

A simple way to close

hen I first started studying sales, I read a book that said that 90% of sellers don’t even ask for the order.

I didn’t/couldn’t believe it. After listening to thousands of sales calls, I will tell you that it is true. Most sellers present product without even giving good reasons to buy and then wait for the customer to decide. The problem with this approach is that it works. Just not that well. The solution is that asking for the business or the order works much better.

Not just a little bit better, but four times better. The bigger problem is that most sellers never progress past this stage and suffer for it.

The Pareto Principle states that 80% of sales will go to 20% of the people selling. This is why sales has a high percentage of failure and why the remainder of salespeople that hang in there and (kinda) make it are miserable. The top 20% are taking home 80% of the pie and the bottom 80% are fighting over 20% of it. Not much fun for them.

I am going to give you a simple formula to help move you into the top 20%.

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Suggestive Selling

Most sellers don’t ask for the order because they are afraid of being too pushy. We don’t have to be pushy to sell.

But we can give our customers good reasons why what we are promoting to them is a good deal and ask them if they would like to buy.

What we are going to do is promote our product to them, give them three reasons to buy it, hold back the price, and then ask them to buy. If there is any interest at all, they will ask us what the price is. We will then give them the price surrounded by good thoughts and ask for the order again.

Many will buy. Example: Master Seller: “Good morning, Emily. I just came across a great deal for you on some 2x4 16’s. They come out of

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ABC Sawmill, which I know you love, we have flexibility on shipment, and the market is tightening up on 16’s right now. How many can you use?”

I ask you here, where is the pushy part? We are merely telling the customer why what we are presenting is a good deal and asking them if they would like to buy it, and how many? We have also set the tone. This is a sales call. I have a good deal and I would like you to buy it—not just consider it and let me know.

Also note that we have held back the price. Humans want to know what is behind curtain number one, so if there is any interest (at all), they will ask.

Customer: “How much is it?”

We now have engagement. The customer is not just sitting back with their arms folded saying, “I’ll let you know,” but is actively asking for more information. They are interested. Our job is more than halfway done.

How to Give the Price

Most sellers give the price cold and alone. When they do that all the customer is thinking about is how much it costs.

Master Sellers give the price surrounded by good reasons (and feelings!) why, so when the customer is at the critical moment of decision they are also thinking about the benefits they will receive by purchasing, making it much more likely they will say yes. Example continued: Master Seller: “That’s the best part, Emily. These 16’s are a great deal. They are delivered to you at only $435/MBF, which in this market for this stock is a great value. How many would you like to put on?”

The Master Seller has given reasons to buy and asked for the order twice in two sentences. Our closing percentage is based on how many times we ask for the order per year, not how many calls, emails and offerings we make.

This simple math (asking twice— minimum—per call) and simple close is what sets the Master Seller apart from the grand majority of sellers who are only presenting product and letting the customer decide, without positive reinforcement, by themselves.

Use this approach tomorrow and start selling more.

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

THE REVENUE Growth Habit

By Alex Goldfayn

We’ll get through this together our customers are afraid. Their customers have put nearly everything on hold. Like you, your customers are probably at home, not at the office. They are trying to work from home, with family and children all around. This is not easy, and unless you have some experience with it, it will be a challenging pursuit.

Above all, they are afraid. Of course, so are you. So am I. We are all afraid. The times are not exactly reassuring.

So, what do we do about it? How do we sell in this environment? How do we sell to fearful customers?

First, we need to understand this simple truth: This “situation” will end. The moment there is a vaccine—or perhaps even an effective medicine—everything changes.

And all over the world, the top infectious diseases experts are working on both. Nothing in medicine has ever been worked on more urgently, by more people. This news is out there, but you have to look for it amidst all the doom and gloom. So, before all else, understand that the situation we find ourselves in is temporary. This too shall pass. In months, not years.

Next, split your product and service offerings into two categories: what can be sold now, and what has to wait until the crisis passes? Make a list for each category.

You absolutely have offerings that are needed now. What are they? List them now. Stop reading, and list them now.

What needs to wait? Write it down. Don’t keep reading until you do.

Now (step three), let’s look at your customers. Split them up as well: who can buy now, and who do you think needs to wait until this passes?

If you’re not sure about where a customer might fall, default towards trying to help them now and list them in the “now” category. Please do this now.

Step four: look at your list of products and customers who you feel can buy now, mid-crisis… and… Call them!

Yes, on the phone. Talk to them. Ask them how they’re doing. Tell them you are thinking about them. They need this right now. Your customers need you right now. I think you should be making five to 10 calls a day. What else is there to do?

Pick up the phone and talk to your customers and offer them the products and services you think will help them.

Step five: Go to other list, the customers who you think need to wait until the crisis passes to buy.

Guess what I want you to do with these folks? That’s right call them. Talk to them. Ask them how they’re doing.

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Tell them you were thinking about them. And work on cementing your relationship with them for when times are better.

How will this work? Times will improve, in months not years. Offices will reopen, in months not years. Your customers will need your products and services again. Soon.

And you were the one who stayed in touch during the terrifying times. You called. You remembered them.

Nobody else did. You did.

Guess where their trust is going to go? Guess where their business is going to go? Guess who they will turn to for help? Guess who they will lean on? Guess who they will thank with their money.

That’s right. You, that’s who.

Go help your customers. They need you.

They trust you. The ones who can buy now will reward you with business during these difficult times.

The ones who need to wait, they’ll thank you with their money when the clouds part.

Go help your customers get through this. You’ll get through this together.

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

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To find out more about the new Avant Collection™ from Simpson Strong-Tie, visit go.strongtie.com/avant or call (800) 999-5099. © 2019

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TRANSFORMING Teams

By Paige McAllister

Lessons learned from COVID-19

he coronavirus pandemic shows us the widespread impacts an uncontrollable situation can have. While every company is different, below are some precautionary actions to consider while facing a potential emergency.

Advise sick employees to stay home: Make it clear to employees who are ill and/or have been exposed that they need to go home and stay out of the workplace until given the all-clear. While inconvenient, it is better to handle the absence of one employee than to have several people out sick or, even worse, to have your business shut down for 14 days or more for quarantine and deep-cleaning.

Understand the situation of your employees: If you have an employee whose child’s school is closed or who is put under quarantine while traveling or at home, offer whatever assistance you can. Perhaps extend leave time and/or allow them to work from home so they are not losing wages, and you are not missing their productivity while keeping them from infecting your other employees.

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Q. In light of the COVID-19 virus, what should we do if someone shows up to work sick? We had a warehouse employee show up unwell. Can we send him home? Do we have to pay him?

A. It is entirely within your right to send home an employee showing symptoms of illness, particularly in light of the current coronavirus outbreak. Things to consider are whether to require him to take his sick leave or paid-timeoff leave, and to offer him extended leave given the current incubation/quarantine period since it extends well beyond the length of most sick leave policies.

Recognize that you can put in place emergency policies and protocols given this current situation such as offering extended leave, leave with pay if the employee would normally not qualify for such a benefit, and telecommuting or work from home if it is feasible.

Q. Fortunately, most of my workforce can work from home, but they never have before. What suggestions do you have for transitioning to work from home status?

A. The best thing you can do in advance of an actual office shutdown is to have folks work from home one day as a “practice” run. That way you can test your technology and hardware. Have each employee take a day to do all their work to see what works and what doesn’t, such as login info, printing needs, phone routing, CRM access, time clock, etc.

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Create, expand, or modify your paid time off policies: If you have paid time off policies, consider relaxing them or providing extra days off to encourage employees to stay home when needed and help compensate for lost wages. If you don’t have a paid time off policy, consider creating one for a special circumstance such as a state of emergency.

Institute work-from-home policies and procedures: Review your operations and determine if there are positions and duties that can be handled remotely. If so, develop policies and procedures to allow employees to work from home.

Review business travel policy: If you have employees who travel for business to visit clients or vendors or to attend conferences, balance each interaction to determine the value and need with the risk for exposure and workplace contamination. You also need to evaluate where and how the employee will be traveling, as some areas and modes of transportation have higher incidents of exposure than others.

Ensure continuity of work and information: Prepare your company for the long-term absence of one or more employees or the departure from regular procedures. Be sure everyone is backing up information and leaving necessary materials and files in the office unless they will be working remotely. Cross-train employees to cover if one person is absent. Use web conferencing or conference calls instead of in-person meetings.

Note: You can implement any company policy as a limited-time practice due to special circumstances, so don’t fear that making temporary accommodations will mean a regular commitment. Clearly state that these practices will be revoked on a certain date or once the emergency has passed and follow up to notify employees of the expiration date.

Some Laws to Consider

There are several regulatory requirements to consider when dealing with employees who are or whose family members are sick or in quarantine. In addition to any paid Building-Products.com

time off benefits (i.e., vacation, sick, and/or personal days) you may offer, you often have to manage multiple leave laws at the same time.

Leave laws: Large employers (50 or more employees): • Family and Medical Leave Act (FMLA): FMLA provides qualified employees up to 12 weeks (in most cases) of unpaid job- and benefit-protection that usually runs concurrently with any paid time off or leaves. There are very strict requirements for employers to follow regarding notification, tracking, and documentation to stay in compliance, so timely response and accurate tracking are crucial. Length of protected leave is determined by a certification from the health care provider.

Mid-size employers (15 or more employees): • Americans with Disabilities Act and the Amendments Act of 2008 (ADA and ADAAA): ADA and ADAAA requires employers to offer reasonable accommodation such as a leave of absence to employees who are disabled, even if temporarily. Depending on the severity of symptoms, an employee’s need for leave may be necessary as a reasonable accommodation.

All or most employers: • State and local sick leave laws: While there is no federal law mandating sick time, 12 states, and Washington, D.C., as well as several cities and counties, have implemented sick leave laws covering most employers with variations in number of employees, amount of time, and if it is paid or unpaid.

• State paid disability leave: Some states have paid disability laws to cover employees for extended absences.

Building-Products.com

These insurance programs are usually run through the state, but employers must notify employees of the benefit and may need to assist them with paperwork.

• State family and medical leave laws: Some states have laws similar to FMLA which may have different parameters including covered reasons for leave, protected leave times, and different look-back periods. These leaves run concurrently with FMLA and other paid time off or leaves.

Wage-and-hour laws: It is important to know the laws to properly pay employees when they work or when they cannot.

• Hourly, non-exempt employees are only paid for time actually worked, so they usually do not need to be paid if they are sent home or not called into work at any point.

However, some state and local predictive scheduling laws require pay for some time the employee is scheduled but is sent home.

• Salaried, exempt employees must be paid in accordance with FLSA regulations. One exemption test is being paid a salary (defined as “a wage guarantee”), so reducing their salary for a partial week when they are willing and able to work may jeopardize their exempt status (therefore making them non-exempt and entitled to overtime).

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

April 2020

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LUMBER 411

A Special Series from Northeastern Lumber Manufacturers Association

By Jeff Easterling

Balsam fir

t’s more than just a favorite candle scent or your favorite Christmas tree species: the balsam fir is one of the most well-known and well-loved wood species in North America. It’s also an important resource for lumber manufacturers from the Northeast to the Great Lakes.

There are around 56 fir species in the world, but today let’s meet our friend Abies balsamea.

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What is Balsam Fir?

Balsam fir is a small to medium-sized coniferous tree that grows in a pyramid-like shape and can reach mature heights of between 45 and 65 ft. tall and up to 20 to 25 ft. wide. The species is native to the Northeastern and Great Lakes regions of the U.S., in addition to most of eastern and central Canada. It may be found from Minnesota east to Maine, and south through the Appalachians into West Virginia. In Canada, it extends from Newfoundland and Labrador west through the more northerly portions of Quebec and Ontario, in scattered stands through north-central Manitoba and Saskatchewan, and northern Alberta. It shouldn’t surprise you to know that balsam fir can withstand the harsh cold more than other fir species.

Stands of balsam fir can sometimes be found near or within stands of black spruce, white spruce, and aspen.

Take a close look at the needles, and you’ll see that they are ¾ to 1” long, flat, and often curved. You know the

USDA FOREST SERVICE: Balsam fir distribution map in the U.S.

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memorable look and smell of the balsam fir: tall, dark, imposing spires easily spotted in the woods mixed with a sweet turpentine smell that’s created by the abundant resin in the bark and needles. No wonder this species is popular for Christmas trees and wreaths.

How is Balsam Fir used?

In the U.S., balsam fir is one of 10 wood species combined in the commercial Spruce-Pine-Fir south (SPFs) grouping for design values; look for the SPFs on the grade stamp to ensure you’re buying a quality product.

The wood is most often used for light-frame construction, interior knotty paneling, and industrial wood packaging. Lumber produced from balsam fir generally grades out as No. 1 and No. 2 in dimensions of 2x4 and 2x6 and is frequently used in all types of general home construction.

According to the Northeastern Lumber Manufacturers Association, of the total SPFs-stamped lumber shipments reported by NELMA mills across the Northeast and over to the Great Lakes, about 20% includes balsam fir. This works out to approximately 215 million bd. ft. annually.

Sustainability

Will we ever run out of balsam fir? Not in this lifetime, or that of our children, or even their children’s children. Wood is a naturally renewable resource: it’s not finite, it’s not disappearing. Fact is, there are more forests in the U.S. today than there was when Thomas Jefferson drank tea at Monticello. As always, more trees are planted in the U.S. for every one harvested, ensuring healthy forests and healthy forest industries for years to come.

As building products companies are under pressure to reveal and share their environmental impact and commitment to all that is green, it’s important to cast an accurate lens on the lumber industry. According to multiple sources, the U.S. forest products industry plants, on average, 2.5 to three trees annually for each one harvested. Reforestation efforts vary from region to region, with some areas coming in with a much higher ratio. Our forests—including those of balsam fir—are growing, expanding, and healthy, which is good news to those of us who live among them.

For more info about balsam fir or other species from New England to the Great Lakes, visit www.nelma.org.

– Jeff Easterling is president of 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

Atlantic Plywood Expanding into Southeast Atlantic Plywood, a wholly owned subsidiary of Parksite, Batavia, Il., is expanding into the Southeast with the addition of sales and distribution locations in Atlanta (Jefferson), Ga., and Charlotte, N.C. Opening April 6, the new locations will become the exclusive Formica Surfaces distributor in these markets.

They will increase Atlantic Plywood to 12 locations overall, joining branches in Connecticut, Maine, Massachusetts, New Jersey, New York, Rhode Island, Vermont and Illinois.

Parksite bought Atlantic Plywood two years ago. “The purpose of the acquisition was to combine the resources of two great companies and expand into areas we couldn’t reach separately.

Creating one company to deliver product solutions from premium surfacing materials to industrial wood products, to specialty building products, will provide customers an unmatched resource in our markets,” said Parksite CEO Ron Heitzman. “This is the second phase of our planned expansions throughout our territories.”

DEALER Briefs Forslund Building Supply, Ironwood, Mi., has purchased Lofholm’s Building Center , Norway, Mi., as its third location.

Brothers Bob and David Lofholm are retiring after 67 years in business.

Bloedorn Lumber shuttered its 17-year-old store in North Platte, Ne. Willard Square Home Repair owner Michael Friedland is opening Lumbery, a petite 1,980sq. ft. building supply store in Cape Elizabeth, Me., targeting mid-June.

Stahlman Lumber Co. closed its 75-year-old Houston, Tx., location on Feb. 28, consolidating operations at its lumberyard in Stafford, Tx. Siwek Lumber & Millwork, Minneapolis, Mn., has remodeled and reopened the former Interstate Building Supply in Le Sueur, Mn. Ace Hardware is opening a new location in Grafton, W.V. Wheeler Ace Hardware,

Warrenton, Ga., closed Feb. 8 and filed to liquidate under Chapter 7 bankruptcy.

Ace Hardware, South Fulton, Ga., is being opened this month by Warren Pegram and Charlston Austin.

How Southern Lumber’s acreage went down, but its

business went up.

When the SC Highway Department took two of Southern Lumber’s seven acres, the owners wanted to keep operating in their shrunken space without shrinking their SKUs. We analyzed their inventory and how their customers interacted with it.

Then we reconfigured their yard down to every bin and slot and rebuilt it vertically on the remaining five acres.

They operated with minimal disruptions throughout the process, did more business in a smaller space, and had their three best years ever.

Watch the video for the full story at sunbelt-rack.com/stories

CT-Darnell.com

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800-353-0892

© WTD Holdings, Inc., 2020.

All rights reserved.

Cliff’s True Value , Lake Wales, Fl., is liquidating and will close by the end of the month after 50 years, with the retirement of owner Larry Tonjes.

Beacon Paint & Hardware, New York, N.Y., was shuttered in midFebruary after 120 years by owners Bruce, Steven and Ellen Stark.

Landlord The Brusco Group hired new management and reopened the store two weeks later, on March 2.

Menards opened a new twostory, 225,000-sq. ft. location in west Columbus, Oh., on Feb. 25.

The chain has also revived plans to build a new 220,000-sq. ft. store in Gaylord, Mi., and expects an early fall opening for a 250,000-sq. ft. location in Elizabethtown, Ky. 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

Acquisitions Quickly Boost New Chain to Nine Locations

Within a few short months, Nation’s Best has grown to nine locations in Texas and Oklahoma and more than 200 employees through three separate acquisitions.

Based in Crested Butte, Co., Nation’s Best Holdings, LLC was founded in 2019 by industry veteran Chris Miller with aggressive expansion plans in mind. Its strategy is to have acquired firms continue to operate under their existing brands and leadership teams, alongside the Nation’s Best management team, while affiliating with Do it Best.

The company initially purchased 24-year-old Lambert Lumber & Home Center, Broken Bow, Ok. In February, they added three-unit Groom & Sons, founded in 1948 with yards in East Dallas, Mabank and Athens, Tx. In March, Nation’s Best bought five-unit Bridgeport Building Centers, founded in 1990 with locations in Bridgeport, Alvord, Jack County, Springtown and Tawakoni, Tx. “We are delighted with this opportunity to partner with Nation’s Best, which we believe will provide our company and associates with the tools and resources necessary to support our continued growth and success,” said Ronnie Hess, representing the leadership team at Bridgeport Building Centers.

“We are proud of what we have accomplished over the past 30 years and look forward to providing our customers with the highest quality of service in the years to come,” Hess added.

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SUPPLIER Briefs BlueLinx has completed a $7.5-million sale-leaseback deal for its distribution center in Elkhart, In. Blenker Building Systems, Amherst, Wi., is merging with Drexel Building Supply, effective April 30, and will operate as Drexel Systems.

Aldenville Log & Lumber , Prompton, Pa., was destroyed by a blaze that raged through the night March 5.

Boise Cascade Building Materials is now supplying Barrette Outdoor Living’s DuraLife decking products to mid-Atlantic dealers from its distribution centers in Delanco, N.J.; Baltimore, Md.; and Wheatland, Pa. Fargo Glass & Paint’s branches in Sioux Falls, S.D., and Fargo, N.D., are now distributing Vista Railing Systems’ aluminum, cable, glass and wood railings.

Belgard and Techniseal have joined fellow Oldcastle brand MoistureShield by participating in the

free rewards program Contractor Rewards.

MOSO International has acquired German bamboo building products manufacturer Bambeau Becker und Großgarten GmbH. Kebony has revamped its website at www.kebony.us.

Building-Products.com

DREAM BIG –THEN DREAM bigger.

THE DO IT BEST LBM TOTAL SOLUTION HANDLES THE BIGGEST OF DREAMS.

“I am always looking for the next

How does long-time Do it Best member-owner Eli Bliffert handle even

matter how much I grow, Do it Best

the largest builders and commercial customers? He leverages the

will be there, ready to help.”

Do it Best LBM Total Solution to provide an uninterrupted supply of lumber, panels and building materials at the most attractive prices in the industry.

He also relies on one of the five full-service regional LBM offices to deliver up-to-the-minute forecasting, smart purchasing strategies, and cost-efficient buying opportunities. With help from Do it Best, Bliffert Lumber & Hardware has turned two lumberyards in 2004 into seven thriving locations, doubling their revenue with no signs of stopping.

» Tell us where you want to grow your LBM business, and we’ll show you how Do it Best can turn your biggest dreams into reality.

Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestlbm.com.

opportunity, because I know that no

Eli Bliffert Bliffert Hardware

THINKING Ahead

By Bridgett Lowe

Ode to lumber

y humble beginnings in the wood industry took root decades ago, sprouting a brief but meaningful and deeply gratifying career. “Life” intervened, but after a bit of a hiatus, I eventually found myself coming full circle, back to the work I love most.

When I think of how, even after stacking up credentials in a completely different field, I still ended up here, my mind always goes to the timeless Robert Frost poem “The Road Not Taken.” Don’t let the title fool you! While it may not do my story justice from that standpoint alone, several passages do speak to me and my experience with this truly special industry.

M

“Two roads diverged in a yellow wood… and be one traveler long I stood.”

The long, winding old Pike County road weaved its way through seemingly endless, empty fields.

Small shavings of sawdust begin to float onto my little car’s windshield, and the smell of pine filled the air. I had a job interview with Cavenham Forest Industries, and I began to wonder if maybe I had lost my way. Suddenly, the road veered to the left and, out of the blue, there it was—a magnificent manufacturing megacenter. It was on this summer day in 1987, at 19 years of age, that

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I began the first leg of a wonderful journey with yellow pine wood.

I started as a receptionist at the lumber sales office in Fernwood, Ms. Cavenham was acquired by Weyerhaeuser soon after I was hired, and within a few weeks, I was promoted to the transportation department. I immediately fell in love with the jovial laughter and camaraderie of the trucking world, and I developed a huge level of respect for their invaluable contribution to our industry.

I didn’t realize it at the time but, looking back, I now know that

April 2020

our sales manager was a human resources genius who allowed each of us to shine in our individual roles.

I was so young and wet behind the ears, and the whole sales team were amazing mentors to me. Our manager saw my love for reading and provided me with recommended (sometimes mandatory!) literature written by the business greats including Covey, Drucker and Goleman. He encouraged all of us to have fun and, oh boy, we did!

If you are reading this article and were in the lumber business in the late 1980s and early 1990s,

Building-Products.com

A Special Series from North American Wholesale Lumber Association

you are familiar with Weyerhaeuser’s marvelous customer weekends on the Mississippi Gulf Coast. We knew that building loyal customer relationships and seeing our customers as partnership clients in the building products industry was paramount to success. We were a lean, mean sales machine and a learning, loving family. I was blessed to grow and thrive at Weyerhaeuser for five fabulous years. “... and sorry I could not travel both… I doubted if I should ever come back.”

In 1993, my roles as wife and mother took me in new directions. It was necessary for me to move out of Mississippi and leave my job at Weyerhaeuser. However, it was as if I had attained an Ivy League education while there because every communication, coordination and customer service skill that I learned in the lumber world stuck with me as I followed new career paths.

From 1993 to 1999, I worked in the healthcare industry in a variety of leadership roles. Slowly and steadily earning college credits while working and raising my children opened the way to another new career in education. From 1999 to 2014, I taught high school language arts, which enabled me to be alongside my children every single day through their primary and secondary school years. “… Yet knowing how way leads on to way...”

“Well, I’ll be damned, Bridgett Lowe, is that you!?” proclaimed the voices of two of my old Weyerhaeuser sales cronies whom, of course, I recognized immediately!

It was March of 2014—21 years since I had seen them last. We were at a Mardi Gras dance all the way back in our hometown stomping grounds Fernwood, Ms. Above the laughter and music, we caught up on our lives and shared all the twists and turns of our careers. They had

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.

Building-Products.com

both been recently pulled out of retirement to sell lumber again for the Joe N. Miles mills in Bogalusa, La., and Silver Creek, Ms. And guess what they needed right away? Yep, a dispatcher and a little help with sales! “… then took the other just as fair because it was grassy and wanted wear.”

My first love—lumber—had somehow magically landed back into my life. It was as if I had never left.

Today, in 2020, numerous changes have occurred.

Technologies have revolutionized many areas of our business, most noticeably in the trucking world. I no longer serve as a dispatcher, but I keep in touch and greatly admire the tenacity of our trucker and rail partners. In 2016, Hood Industries bought the two Miles lumber mills, and the Hood lumber department welcomed me into their sales family in Hattiesburg, Ms. I absolutely love being a part of this wonderful company.

Hood manufactures plywood and lumber at six sawmills located in Louisiana, Mississippi and Georgia.

Our customers rely on every single one of us at to provide high-quality products and excellent client service. Every day, I reflect on the old lessons that I learned from Weyerhaeuser. In addition, thanks to the Hood Education Assistance Program, I continue to read extensively to study new and better ways to build lasting customer-client relationships. No words can describe how thankful I am to be a part of Hood and the wonderful lumber industry.

My favorite thing to do is to bring our customers to visit the sawmills, smell the sawdust, and watch the wood go from log to lumber. I love to listen and learn how our customers take our pine products and use them in different applications. As we all move forward together facing new diverging roads, we keep on growing, sawing, selling and shipping the natural, sustainable resource of yellow pine wood. “… two roads diverged in a yellow wood, and that has made all the difference.”

– Bridgett Lowe is a lumber sales representative at Hood Industries, Hattiesburg, Ms. (www.hoodindustries.com).

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MOVERS & Shakers Shannon Kita has been named chief operating officer for Biewer Lumber, St. Clair, Mi. Nisha Brown has moved up to director of marketing for Georgia-Pacific Building Products, Atlanta, Ga. Brian Johnson has been promoted to sales mgr.-Mid-Atlantic and business development mgr. at Eastern Engineered Wood Products, Bethlehem, Pa. Bryan Fairbanks has been promoted to CEO of Trex Co., Winchester, Va. He succeeds Jim Cline, who becomes chairman, as Ronald Kaplan moves to vice chairman.

James Abbott, Louisiana-Pacific, has been appointed VP of engineered wood products for 84 Lumber Co. Dave Ripley, ex-Deckorators, has joined MoistureShield, as territory mgr. for the Carolinas.

Stephen Farmer, ex-Universal Supply, has been named branch mgr. at Peter Lumber Co., Millville, N.J. Phil Odom, ex-Roseburg, has been appointed president of Tucker Door & Trim, Marietta, Ga. Mike McCaig, ex-Alumicor, has been named VP of operations for the Shingle & Underlayment Division of Atlas Roofing Corp., Atlanta, Ga. Joe Stubler, ex-Hines Supply, is now Bloomington, Il.based Central regional business mgr. for Boral Building Products.

Scott Mozea is a new purchasing agent with PrimeSource Building Products, Cincinnati, Oh. Colleen Farrell, ex-BMC, is new to outside sales of windows and doors at Builders FirstSource, Portage, Mi. J.J. Robson, ex-BPI, was named Waverly, Ia.-based Midwestern sales mgr. for MI Windows & Doors.

John Dembinski, ex-D&M Lumber Products, has joined LeNoble Lumber Co., Brooklyn, N.Y. Lucas Lang, ex-ABC Supply, is a new account mgr. at Drexel Building Supply, Columbus, Wi.

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Paul Watterson, ex-Murphy Co., is the new branch mgr. at Boise Cascade, Orlando, Fl. Stefanie Couch, Boise Cascade, has relocated from Auburn, Ga., to Dallas, Tx., as regional millwork marketing mgr.

Todd Skaggs, ex-Dealers Choice, has rejoined Beacon Roofing Supply, as VP of the Pacific Region.

Joe Small was promoted to Midwest Region VP of ABC Supply, Beloit, Wi., succeeding Jim Welch, who retired.

Laurie Schaeffer has been appointed merchandise mgr. for housewares at Do it Best Corp., Fort Wayne, In. Also new are merchandise coordinator Chelsea Ort and training & event specialist Caitlin Thompson. Trisha Hinen is now promotional planning & production mgr.

Steve Thurber has joined Pacific Woodtech, as Midwest business development mgr., based in Omaha, Ne. Dallas McCutcheon is now with Encore Building Products, as outside sales rep in Springdale, Ar. Jimmi Sue Smith has been named VP-finance and treasurer of Koppers, Pittsburgh, Pa. Lance Hyde is now director, global inclusion & diversity.

Mike Shaub was promoted to account mgr. with Cardinal Building Products, Leola, Pa., covering Oh. and western Pa. Darin Shepard will focus on eastern Pa. and N.Y. Rebecca Turbeville has joined Keene Building Products, as South Carolina-based regional mgr. for Al., Fl., Ga., La., Ms., N.C., S.C., Tn., and southern Va. Steven Mickley, American Institute of Building Design, was elected an at-large board member of the Structural Insulated Panel Association. Re-elected to the board were Joe Fortier, ACME Panel; James Hodgson, Premier Building Systems; Damian Pataluna, FischerSIPS; Jamie Jenkins, Murus; Todd Bergstrom, R-Control; Ard Smits, Porter SIPs; Aaron Hinde, Insulspan; Lee Bergum, Energy Panel Structures; Dan Knapp, DuPont; and Chris Wischmann, Norbord.

Noah Thingertoo will host product knowledge classes at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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Lansing Uniting with Harvey

NAWLA Scholarship Apply for one of several $2,500 USD scholarships The North American Wholesale Lumber Association is pleased to announce its 2020 Scholarship Program.

Employees of NAWLA member companies and their children seeking higher education or training are encouraged to apply.

Eligibility Requirements • Applicant must be a full- or part-time employee at a current NAWLA member company in good standing, OR a child whose parent/legal guardian works fullor part-time at a current NAWLA member company.

• Applicant must be accepted, and attending in Fall 2020, a North American-based university, college, technical school or vocational school.

Interested applicants must submit an online application, an academic transcript, and a written essay.

Applications and supporting materials are due by Friday, May 1.

LEARN MORE AND APPLY

www.nawla.org/scholarship

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Exterior building products distributor Lansing Building Products, Richmond, Va., has agreed to acquire the distribution business of Harvey Building Products, Waltham, Ma., from Dunes Point Capital.

The deal, expected to close by the end of April, includes Harvey’s 36 distribution centers and 14 product showrooms in the Northeast. Dunes Point will retain Harvey’s manufacturing business, which produces doors and windows under the Harvey, Northeast Building Products, Soft-Lite and Thermo-Tech brands.

Simultaneously, Lansing agreed to sell a majority stake in its business to financial holding company Markel Corp.

Lansing has 77 locations across 22 states.

President/CEO Hunter Lansing and the rest of Lansing’s senior team (COO Billy Mosby, CSO John Witt, CFO Mason Chapman, chairman Chris Lansing) will remain intact. Jim Barreira, Harvey’s current chairman, will join Lansing’s board.

Hunter Lansing’s brothers, executive VP-brand development Ted and VP-real estate Chase, have chosen to pursue interests outside the company after deal closes.

Bell Buying West Coast Treater

Bell Lumber & Pole Co., Minneapolis, Mn., has agreed to purchase AmeriTies West, LLC, The Dalles, Or., providing Bell with a West Coast source for creosote and copper naphthenate treated utility poles and timber pilings.

“Our relationship with AmeriTies will help Bell further strengthen our position in West Coast markets,” said Tom Bell, president and owner of Bell. “AmeriTies is a highly complementary organization and treating operation and will help us add an even stronger inventory position and solution for our customers.”

Bell is a fourth generation, 111-year-old privately held company with production and woodlands operations in 13 U.S. states and Canada. Founded in 2005, AmeriTies has industrial treating operations in The Dalles and Hope, Ar.

UFP Purchases Millwork Firms

Universal Forest Products has acquired the assets of Quest Design & Fabrication and Quest Architectural Millwork, Stafford, Tx. Jon Deutser, president and CEO of Quest, will continue to run the company.

Fortress Patents Railing Bracket

Fortress Building Products, Garland, Tx., has been awarded a patent for a versatile mounting system for its Fe²⁶, Fe²⁶ Plus, Al¹³ and Al¹³ HOME railing systems.

The patented Universal Bracket enables an installer to utilize one bracket for straight, stair and mitered railing applications. Improving efficiency for not only the installer, but also reducing the SKU inventory for both the distributor and dealer base. The innovative design has also increased the speed of installation, allowing for a pre-welded panel to easily be dropped into place.

Woman Killed in Mill Accident

Heavy rains are thought to have contributed to the death of a woman who was hit by a forklift at Shuqualak Lumber Co., Shuqualak, Ms. Toya Smith, 45, was pronounced dead at the scene. The forklift driver said he did not see her due to heavy rains.

OSHA is investigating.

Building-Products.com

NEW Products

Composite Fascia Board Screw Sure Drive USA has launched a new composite fascia board screw that installs without the need for an expensive countersink bit.

The Sure Hold screw has wings that auger through fascia and trim board, creating an oversized hole.

Its oversized pilot hole allows for the expansion and contraction movement and keeps fascia board panels straight. No pre-drilling is required.

A self-starting Type-17 auger tip eliminates splitting and starts faster. Made from strong 410 grade coated stainless steel, the fasteners will hold up to a variety of extreme weather conditions.

The oversized flat-top head design covers the oversized pilot hole and comes in a variety of colors to match your composite fascia board.

Versatile Lattice Trex LatticeWorks’ high-quality decorative lattice can be used for many outdoor living purposes, such as deck and porch skirting, privacy walls or dividers, fence panels, gazebo lattice, partitions and more.

Lattice is made of lightweight PVC, so it is easily cleaned and it does not absorb water. It’s also UV stabilized and weather-resistant. Design options are available in black and white. n TREXLATTICEWORKS.COM (833) 856-8739

n SUREDRIVE.COM (800) 951-2222

Hold Tight

SmartFlash ONE, a one-component, UV-stable, fluid-applied resin for steep and low-sloped roof flashing details and repairs, is new from CertainTeed.

The resin can be be applied without a primer and resealed for future, giving contractors an edge in terms of time, cost and ease of installation.

It is available in a five-gallon pail (125 sq. ft. coverage) or a one-gallon pail (25 sq. ft. coverage).

DAP now offers Tank Bond, a line of four hard-working adhesives ideal for an extensive list of professional and DIY applications.

Tank Bond Thread Stopper turns any size and type of screw or bolt into a self-stopping, shock-absorbing fastener. Liquid Grip helps install or remove screws without stripping them. Heavy Duty Advanced Epoxy delivers military-grade adhesive technology, offering four times the hold of typical epoxies for repairing items that undergo heavy force or vibrations. Gel Threadlockers come in removable or permanent formulas, to ensure screws stay securely in place with reinforced strength.

n CERTAINTEED.COM/COMMERCIAL-ROOFING (800) 233-8990

n TANKBOND.DAP.COM (888) 327-8477

Reusable Commercial Flashing

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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

Pergola Planner Simpson Strong-Tie has launched a free online Pergola Planner Software tool to help contractors, lumberyards, and homeowners quickly and easily design dream backyards.

Featuring 3D software, design guides, and an in-app user tutorial, the web-based design software provides a suite of intuitive tools and resources for designing and building pergolas and outdoor spaces. n STRONGTIE.COM (800) 999-5099

Railings on the Run Individually packaged and precision cut to simply install between posts with no cutting or fuss, Century Grab-N-Go welded panels install in minutes.

The 72” aluminum panels can easily be cut down to size onsite with a chop saw or a reciprocating saw.

They come in three colors or custom combinations. n CENTURYRAILINGS.COM (479) 334-5315

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April 2020

Stay up to the minute on the latest developments—in between issues of BPD— by receiving our e-newsletter, BPD eWEEKLY. Sign up by contacting info@526mediagroup.

building products digest Magazine

Building-Products.com

Quick Charges Envision Building Products has introduced a new Ridge Premium composite decking line with fluted profile.

The product has the same EverGrain Core as its other popular composite decking collections, and a high-density cap.

Ridge Premium is available in three beautiful, softly blended colors that bring the wow-factor to any outdoor space. The dark brown Black Walnut, light brown Vintage Oak, or cool gray Gunstock are designed to complement the design style of any home.

DeWalt’s new 12 Amp Fast Charger and 6 Amp Charger allow professionals to quickly charge their DeWalt batteries and get back to work in the toughest of conditions.

The 12-amp model has the highest charge rate supporting the 20V Max* and FlexVolt lithium ion battery systems, charging a FlexVolt battery to 80% capacity in under 45 minutes. It comes with Stage 1 and Stage 2 LED indicators. The Stage 1 LED goes from blinking to solid at 80% charge, while the Stage 2 LED blinks from 80% to full charge.

The 6-amp charger meets a variety of charging needs and can charges a 5.0Ah battery to 80% capacity in under 45 minutes.

n ENVISIONDECKING.COM (800) 253-1401

n DEWALT.COM (800) 433-9258

Fluted ProďŹ le Decking

Engineered to Your Needs.

Timber Products manufactures quality products to provide the best solutions for you. We work with you to provide the right grade, finish and specs. Our products meet the highest performance requirements and also pass the toughest environmental standards.

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Building-Products.com

Glove Work Milwaukee Tool’s new Leather Performance Gloves provide all-day comfort without sacrificing productivity.

The gloves’ palms are made from soft, top-grain goatskin leather for increased durability and the back features a breathable, lightweight design. A moisture-wicking terry cloth sweat wipe on the thumb increases comfort, while Smartswipe technology on the knuckle allows for touch screen compatibility without having to remove the gloves. n MILWAUKEETOOL.COM (800) 729-3878

Two New for the Roof Kemper System America has unveiled a versatile roof flashing designed for quick, durable repairs, as well as a new odorfree alternative to white roofs.

Liquid-applied Kemperol 1KLF flashing is a solvent-free, low-odor system that adheres to most substrates without primer.

Odor-free Kemperol 2KFR with thru-color is ideal for exposed roof areas that don’t need a white roof, and for avoiding excess glare. The Class A fire-rated reinforced membrane system is designed for extended life on low-slope roofs. n KEMPERSYSTEM.COM (800) 541-5455

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GATHERING of NAWLA’s Council of Past Presidents and Chairs

Wholesale leaders assemble for NAWLA summit The North American Wholesale Lumber Association got a good crowd to Palm Desert, Ca., for its annual Leadership Summit—days before the nation’s convention business went into shut-down mode.

Held March 8-10 at the JW Marriott Desert Springs Resort & Spa in conjunction with Western Wood Products Association’s annual meeting, the convention brought together wholesale forest products decision-makers from throughout North America to network and update them on trends and management topics.

Presentations included Joe Barnes, senior VP, BMC, on “Next Gen Thinking to Maximize Efficiency in the Homebuilding Industry;” WoodWorks president/CEO Jennifer Cover on “Mass Timber Construction: State of the Art, State of the Market;” Buddy Hobart on “Succession Planning & WELCOME BY [1] Outgoing NAWLA chairman David Bernstein. [2] Emerging Leaders Panel featured Henry German, Steven Rustja, Chad Warpinski, and Grant Phillips. [3] Second panel covered “How to Enable a More Competitive Supply Chain through Technology,” with Craig Dohm, Tim Minnich, Ken Sherman, and Matt Shearon. [4] Buddy Hobart spoke on succession planning. [5] Norfolk Southern’s Alan Shaw addressed the “Future of Railroading.” [6] Warren Reeves, Shealy Dixon, Karly Martin, Curt Stuckey.

(More photos on next two pages)

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Leadership;” and Norfolk Southern executive VP Alan Shaw on “The Future of Railroading.”

Highlights were two panel discussions— “How to Enable a More Competitive Supply Chain through Technology,” with Interfor’s Craig Dohm, Princeton TMX’s Tim Minnich, IntelliTrans’ Ken Sherman, and FourKites’ Matt Shearon, and an Emerging Lumber Leaders Panel with Chad Warpinski, president, Amerhart; Steve Rustja, VP of trading, Weston Forest Products; Henry German, product manager of TallyExpress, DMSi; and moderated by Grant Phillips, VP, Wildwood Trading Group.

Next year’s Leadership Summit will be held March 1416, 2021, at the Fort Lauderdale Marriott Harbor Beach Resort & Spa, Fort Lauderdale, Fl., also in conjunction with the WWPA annual meeting.

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NAWLA ANNUAL

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NAWLA ANNUAL (continued from previous page): [7] Dan Millman, Jim Houser. [8] Jeremy Howard, Jeremy Pitts, Geoffrey Rickson. [9] Fritz & Erin Klosterman, Carly Dodds [10] George Emmerson, Rock Belden. [11] Rob Anatra, David Gully. [12] Scott Elston, Ray Barbee, Steve Swanson.

[13] Mike & Jennifer Henley. [14] Hayden & Nadine Anderson, Traci & Gary Moore. [15] Lori Hart, Terry Atkinson. [16] Alex Rapoport, Edith Building-Products.com

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24 Berlin, Stacey & Jed Drennan. [17] Ethel & Thomas Rice. [18] Robyn & Tracy Crow, Anthony Muck. [19] Ashley Boeckholt, Chris Saines. [20] Erin & Mike Limas. [21] John Branstetter, Joe Pruski, Ted Shorack. [22] Nick Arkle, Tony Ziegler. [23] Thomas Mende, Michael Wisnefski. [24] Lawrence Boyts, Will & Eliza Whittaker, Theresa Shavelet.

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NAWLA ANNUAL

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MORE FROM NAWLA (continued from previous page): [25] Amy & Rob Latham, Robb Shrader, Brooke Beissel. [26] Kaycee Hallstrom, Warren Reeves, Cindy Hassler, Laura Ebersberger. [27] Brian & Barbara Boyd, Lindsey Digangi, Steve Boyd. [28] Scott Elston, Jim McGinnis, Bill Price, Tom Lavere. [29] Susan Fitzsimmons, Theresa Snavely, Nick Fitzgerald.

[30] Mike Montoya, Ian McLean, Josh Sawatzky, Mike Holm. [31] Trish &

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John Morrison, Mark Westlake. [32] Steven Rustja, Rena Goodman, David Bernstein, Elizabeth Rustja, Andy Goodman. [33] Holly & Jay McArthur, Sam Sanregret, Grant Pearsall, Lance Doalson. [34] Aly Kingsley, Natalie Heacock, Mark Auxier. [35] Carly & Kevin Dodds. [36] Dan Semsak, Scott Parker, Mark Swets. [37] Devin Bell, Thomas Wardach. [38] Lori & Bobby Byrd, Kathy Price.

Building-Products.com

CO LU M B U S ,

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R E G I S T E R N O W AT nawla.org

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LMC Annual in Nashville

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Dippel. [7] Dean Guenrich, Myron Boswell, Brock Putney. [8] Bryan Hord, Eugen McCann. [9] Steve Semmler, John Johnson.

[10] Steve Killgore, Mark Avery, Mike Lyon, Kevin Smith. [11] Sam Patti, Phil Herman, Adam Brown. [12] Brent Beien, Tim Pappas, Bryan Hoexum, Casey Zigray. [13] Justin Wright, Ronald Tassin, Brett Vick.

(More photos on next page)

LMC CELEBRATED “85 Years of Builidng Business Together” at its annual meeting March 4-6 in Nashville, Tn. [1] LMC CEO/ president John Somerville welcomed attendees to the event. [2] Mike Flynn, Bill Nocerino. [3] Steve Firko, Maurice Netemeyer, Chase Luffey. [4] Cindy McCarville, Jordan Lynch. [5] Jeff Hodge, Tom Murphy, Ike Padgett, Sue Cuming, Adam Dykes. [6] Aaron Fleming, Mark

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29 LMC ANNUAL (continued from previous page): [14] Leslie Southwick, Kris Lewis. [15] Tedd Cartwright, Rich Mills, David Perry, Ken Robinson, Orjan McCarty. [16] Kelly Matthews, Wayne Miller. [17] Dennis McWhirter, Erick Watson. [18] Donna Whitaker, Daniel Quillian. [19] Mario Martinez, Andy Faircloth. [20] Tara Johnson, Christian Lopez. [21] Mark Swinth, Chelsea Brown, Ryan Cornutt. [22] Andrew Campbell, Steve Weiser, Mark Mitchell, Building-Products.com

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Tim Atkinson. [23] Eric Ortiz. [24] Tucker Ford, Brad Marks, Mike Mecionis.

[25] Brandon Coppage, Stephen Kelly, John Somerville, David Jones.

[26] Kate Morse, Paul Rickner, Brad Bedford, Peter Van Schie. [27] Zach Lewis, Travis Reynolds, Ty Saddler. [28] Lisa Martin, Rocky Behlke. [29] Jon Uldrich, Scott Vande Linde. [30] Curt Allen, Stacey Jones. [31] Phil Fortson, Ben Artale, Lee Shifett.

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ATTENDEES at Orgill’s spring dealer market visit the 16,000-sq. ft. Pinnacle Hardware & Paint concept store and gather new ideas for their businesses.

Paint, dealer services top the list at Orgill spring market Thousands of independent home improvement retailers gathered in Orlando, Fl., to attend the Orgill spring dealer market Feb. 27-29. The event covered nearly 1 million sq. ft. of the Orange County Convention Center, drawing retailers from across North America and around the world in search of deals, new products, and Orgill services—all to help improve their businesses.

“Our dealer markets are designed to be a complete showcase of what Orgill and our vendor community can offer our customers,” said Boyden Moore, Orgill’s president and CEO. “Not only do we want to highlight the latest products and assortments they can bring into their stores, but we want the dealer market to be a place where dealers share ideas, find inspiration, competitive advantages, and learn how Orgill can best help them execute their vision.”

One of the best ways to help retailers grow their operations is by highlighting the breadth and depth of what Orgill can offer in key categories such as paint and sundries. The show featured a new Paint & Paint Sundries Showcase, with 18,000 sq. ft. of paint and sundries products from top vendors

AS DISPLAYED at its recent market, Orgill is now offering a range of items as clip strip kit SKUs to make it easier for their dealers to order and implement an impulse program.

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like Valspar and Sherwin-Williams, and highlighting Orgill’s own enhanced Paint Works program.

Retailers could also visit a new Impulse Showcase that spotlighted the latest best practices and products related to impulse purchases, including different approaches to checkout lines, best selling products, and impulse planograms.

Another way attendees found inspiration during the threeday event was by visiting one of two fully merchandised model stores: Pinnacle Hardware & Paint and All Pro Building Supply. The 16,000-sq. ft. Pinnacle Hardware & Paint store concept demonstrated a high-performance paint department with offerings from Sherwin-Williams, Valspar and Orgill’s new Paint Works program. All Pro Building Supply featured 7,000 sq. ft. of assortments and products designed to attract the professional contractor market.

“We are pleased to show techniques that demonstrate best-in-class practices that our customers can bring back and execute in their own stores,” said Chris Freader, VP of merchandising services. “Within the Pinnacle store, we are featuring paint as a destination within a typical retail environment. We are also showcasing many different space saving methods that increase linear feet of merchandised products for when our customers have limited floor space. This store is also designed to help our customers understand adjacency flow and how to best position promotional products in proximity to high-traffic areas.”

Rosendo Alaniz, store manager at Armstrong Lumber Co., Corpus Christi, Tx., came to the market to view the Pinnacle Store and other concept stores. “It’s what I’m here for,” he said. “I’m getting ready to revamp the whole store, so we came here for new ideas.”

Dealers also had the opportunity to participate in a wide variety of workshops and seminars presented by industry experts on topics such as marketing, e-commerce, consumer shopping habits, and loss prevention techniques. As well, they could visit the Smart Start Showcase that included thousands of planogram options, Spring Promotions Showcase, Great Outdoors Showcase, and promotional areas, such as Door Busters, Brand Building Endcaps and Pallet Specials.

Orgill’s next dealer market is set for Aug. 27-29 in Las Vegas, Nv. Building-Products.com

TALK Back

CLASSIFIED Marketplace

BONDING IN ADVERSITY You are not alone in questioning your desire to “provide a better life” for your children and not ruining their appreciation for the little things that truly matter in life (“The Joy of What We Need,” March, p. 8).

Hurricane Michael destroyed our community (and our business) on Oct. 10, 2018, and the remarkable gift that came from this was an appreciation for what really matters in life. Everyone in our community was bonded through adversity, and we all met neighbors for the first time we had lived around, but not known for many years.

We have since repaired our home and rebuilt our business (better than ever, I might add), but there was a period of several weeks after the storm when each day at work started with all of our co-workers hugging each other.

As bad as things were, I sincerely miss that feeling of everyone equally needing each other for support and everyone truly caring for the well being of those around them.

Prosperity is a great thing, but the pursuit and indulgence can easily cause us to forget what is truly important in life. Thanks for all you do each month to help us remember the important things in life. Cheers!

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.

HELP WANTED

PRODUCTS FOR SALE

REX LUMBER CO. has an outside sales opportunity available. Territory includes: Long Island, Queens and Brooklyn. Hardwood lumber and custom millwork background preferred.

Applicants currently residing within the territory a plus.

Contact: Tom Murray, VP Sales and Marketing, (800) 343-0567, X1228; tomm@rexlumber.com

NORTH CAROLINA RELOAD

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

Shaver Reload, Statesville, NC

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

WANTED TO BUY

Edward A. San Juan President/Owner E.F. San Juan, Inc., Youngstown, Fl.

IN Memoriam Maurice Orlando Beck, 87, former co-owner of N.B. Goodwyn & Sons Lumber Co., North Chesterfield, Va., died March 2.

He served as a Navy Seabee from 1953 to 1957, then returned home to enroll in Smithdeal-Massey Business College, Richmond, Va., and join his mother’s lumberyard. He later became president and co-owner with brothers Russ and James Beck.

Jeffrey Charles “Jeff” Lambrechts, 71, longtime Chicago area lumber salesman, died of liver cancer March 17 in McHenry, Il. His career included time with Libertyville Lumber, Libertyville, Il. Ernest G. “Ernie” Bush, 96, retired co-owner of Coopersville Lumber Co., Coopersville, Mi., died Feb. 29.

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He was a staff sergeant in the U.S. Army during World War II. Along with his brothers Ray and Howard, he ran the lumberyard for over 50 years.

Wade Samuel “Sam” Potter, 81, longtime manager of Yukon Lumber Co., Yukon, Ok., died March 4 in Bethany, Ok. He later worked for Wright Brothers Cabinets, Bethany.

Kathleen Shabakis, 71, longtime hardware and lumber saleswoman, died Feb. 3 in Minersville, Pa. She finished her career in the commercial sales department at Lowe’s, Pottsville, Pa.

April 2020

James Wilson “Jim” Bowen, 91, former owner of W.A. Gooch Lumber Co., Valdosta, Ga., passed away March 7 after a brief illness.

After serving in the U.S. Navy aboard the submarine USS Dace, he owned and operated the lumberyard until his retirement.

Edward Charles Laza, 81, founder of builders hardware distributor Laza & Co., Richardson, Tx., died March 8.

He attended North Texas Agricultural College, Arlington, Tx., then joined the U.S. Navy. He worked for Ivey Lumber Sales, Dallas, Tx., and National Lock, before he and his wife Clara opened their own firm in 1964.

Building-Products.com

ATURES

d wood product on the market b-300Fv-2.1E r installation - 3 1/2” and 5 1/2” s Timber wood framing systems Initiative (SFI®) Certified 983, BB&S provides the best in Page nce reatment technology to meet the customers. uperior strength xtensive range of treated eucts, MSRincluding: Lumber Cover II ne lumber solution for strength ral applications

ADVERTISERS Index Anthony Forest Products www.anthonyforest.com

3

Norbord www.norbord.com

52, 63

North American Wholesale Lumber Assn. www.nawla.org

BPD e-Weekly www.building-products.com

33

Northern Crossarm www.crossarm.com

46

Crumpler Plastic Pipe www.cpp-pipe.com

53

Overseas Hardwoods Co. www.ohc.net

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CT Darnell www.ct-darnell.com

9

Pacific Woodtech www.pacificwoodtech.com

29

Culpeper Wood Preservers www.culpeperwood.com

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PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com

47

Do it Best www.doitbestlbm.com

7

ProWood www.prowoodlumber.com

23

Everwood Treatment Co. www.everwoodtreatment.com

43, 45

Redwood Empire www.redwoodemp.com

11

Fortress Wood Products www.fortresswood.com

Cover III

Seneca Sawmill www.senecasawmill.com

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526 Media Group www.building-products.com

39

Simpson Strong-Tie www.strongtie.com

17, 19

Great Southern Wood Preserving www.yellawood.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

27

Hoover Treated Wood Products www.frtw.com

15

Southern Pine Inspection Bureau www.spib.org

46

Jordan Lumber www.jordanlumber.com

21

Spartanburg Forest Products www.spartanburgforestproducts.com

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Lonza Wood Protection www.wolmanizedwood.com

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Sunbelt Rack www.sunbelt-rack.com

Cover IV

Madison Wood Preservers www.madwood.com

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Swanson Group Sales Co. www.swansongroup.biz

5

Manufacturers Reserve Supply www.mrslumber.com

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Timber Products Co. www.timberproducts.com

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Matthews Marking Systems www.matthewsmarking.com

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U-C Coatings www.uccoatings.com

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MCL Lumber Products www.mid-columbialumber.com

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Western Lumber Co. www.westernlumber.com

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National Hardware Show www.nationalhardwareshow.com

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Weyerhaeuser Co. www.weyerhaeuser.com

Anthony Forest Products is part of the Canfor Group of Companies

ll-established reputation for high 800.221.

B E A M | service W W W. A N T H O N Y FO R E S T. CO M tion and exceptional s sell pressure-treated forest essfully and profitably.

Cover I

©

Anthony Forest Products Company, LLC

BB&S Treated Lumber of New England www.bbslumber.com

ducts are produced by independently owned and operated wood treating facilities. ducts are treated with Micronized Copper Azole. MicroPro ® is a registered trademark Inc. Colors shown in photo images may differ from actual product samples. ©3/2020

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FLASHBack 94 Years Ago This Month

N

inety-four years ago this month, in April of 1926, BPD’s sister publication, The California Lumber Merchant, tracked what was said to be the longest trainload of kiln dried Douglas Fir lumber ever shipped from a single mill to a single customer.

Long-Bell Lumber Co.’s sawmill in Longview, Wa., filled an entire 23-car train with lumber destined for La Crosse Lumber Co., Louisiana, Mo., which would distribute the goods to its 30 retail lumberyards.

The entire order totaled 1 million bd. ft. and filled an additional 15 railcars from a second train.

In other headlines from April 1926: • Taking a page from the local hat shops, clothing retailers, and department stores, Hanna Lumber Co., Tulsa, Ok., opted to kick off its selling season with a Spring Clearance Sale.

As a matter of fact, Hanna Lumber considered itself a “department store for house owners and home builders.”

Hanna decided on price discounts in every department, except lumber and builders’ hardware. They started out with a campaign of teaser advertising in their local newspapers, supplemented by a big banner across the front of their building, the theme being “What Is the Strangest Thing You Ever Saw ?”

The Friday before the sale started, the secret was revealed in

APRIL 1926 cover spotlighted Schumacher Wall Board Corp.’s Plaster Wall Board.

local newspapers and in the spring edition of a local builder magazine.

Two days later, newspaper ads listed all the specials, product by product.

An exhibit of trellises, fence, chicken houses, garden seats, and other milled products was set up in front of the store. The windows were attractively decorated with sale merchandise. Everything in the building was tagged and placarded in department store-style. Special tables, built for the occasion, were laden with carpenter tools and other small wares, and placed on the first floor. For six days, the store opened every morning with a sale of shrubs sold at pennies above cost. They sold thousands.

• Hoo-Hoo International launched a campaign to raise funds to buy a house to be used

as the global headquarters for the lumber fraternity. The group hoped to raise $50,000 by selling $10 subscriptions; each subscriber was to receive a certificate of appreciation.

To be called “The Bolling Arthur Johnson Hoo-Hoo Memorial Home,” in tribute to its recently passed founder, the building would contain “a lumber library as complete as any in existence.”

Consider, the industry was urged, “the prestige that will be gained through the establishment of a real headquarters for the lumber industry.”

Although the pledge drive fell short of its goal, Hoo-Hoo later opened its own office, which since 1980 has resided in a refurbished 1930s log cabin in Gurdon, Ar., as part of the Hoo-Hoo International Museum.

• President Coolidge designated April 18-24, 1926, as the second annual American Forest Week, according to an official proclamation made public by the U.S. Department of Agriculture, which supervised the National Forests.

The practice continued through 1928, then resurfaced in 1960 as National Forest Products Week.

TULSA LBM retailer Hanna Lumber Co. copied the local department stores and kicked off the 1926 selling season with a Spring Clearance Sale.

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BPD

Building Products Digest 151 Kalmus Dr. Ste. E200 Costa Mesa, CA 92626-5959

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