BPD April 2022

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Building Products Digest

APRIL 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

PRESSURE TREATED WOOD SPECIAL ISSUE

Since 1988, Anthony Wood Treating has been a reliable supplier of treated dimension lumber, decking, timbers, fencing, and more.

Hope, Arkansas 870-245-3000 anthonywoodtreating.com

CONTENTS April 2022

Volume 41 n Number 4

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Pressure Treated Wood

Everything you need to know

to sell pressure treated wood, including sales techniques,

project add-ons, industrywide update, and more.

BPD

Building Products Digest

Features

Departments

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PTW Focus: Industry Update

10

PTW Focus: Top Treaters

12

PTW Focus: Extras

14

PTW Focus: Sales Tips

Change Continues for Wood Treaters

North America’s Largest Multi-Site Wood Preserving Companies

5 Steps to Provide Value to Your Entire Selling Chain

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

PRESSURE TREATED WOOD SPECIAL ISSUE

Anthony BPD cover ad 4_22.indd 3

Hope, Arkansas 870-245-3000 anthonywoodtreating.com

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BPD Digital Edition at www.building-products.com

Across the Board

18 Olsen on Sales 30 Transforming Teams 32 Lumber 411 42 Movers & Shakers 50 Selling with Kahle 52 New Products

PTW Focus: PK

66 Classified Marketplace

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Industry Trends

66 DateBook

62

Event Recap

Is It High Time for Engineered Hemp?

Wholesalers Shine at NAWLA Annual

The Official Publication of

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Digging into Plugged Holes in PTW

Since 1988, Anthony Wood Treating has been a reliable supplier of treated dimension lumber, decking, timbers, fencing, and more.

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Pairing Add-On Products with PTW

APRIL 2022

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68 Centennial FlashBack 70 Advertisers Index

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Building Products Digest President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus David Cutler, Alan Oakes Managing Editor David Koenig dkoenig@526mediagroup.com Senior Editor Sara Graves sgraves@526mediagroup.com Columnists James Olsen, Emily Schmitt, Claudia St. John, Dave Kahle Contributors Butch Bernhardt, Kim Drew, Jeff Easterling, Edie Kello, Kim Merritt, Susan Palé, Belinda Remley

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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®2022 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

American dream

I

’ve shared a lot with each of you over the years.

You know a lot about me, and my family. My beliefs, some of my opinions and my love for the things that are most important to me; my God, my country, and my family. The blessing of stumbling into this industry and serving great individuals such as you has been one of the best gifts of my life. And while we take great pride in serving you at your chosen career, I’ve always felt there was more we could do to serve the people that we are.

I am fortunate that the industries that we work in are filled with people I would call true Americans. Their businesses are the definition of the American Dream and as I’ve shared, you are my heroes and my inspiration every day. In spite of the chaos and division we see around us, you have been my hope that things are still right in America.

And so, while we are firmly entrenched in serving all of you based on what you do every day for work, we don’t get the privilege of serving the person that you are.

I often respond when people ask about the odd mixture of industries that we serve that, when you take away what everyone does for a living, we’re all “the same guy”—we love our family, love our country, all serve in some way, and are all trying to give our kids a better chance than we had.

So, for those times away from work, after over a decade of dreaming of this, we are launching our first consumer, subscription publication. ATF will be an American lifestyle publication that focuses on all that we have in common. Why the title? First because I love all three, but not for obvious reasons. They all have been a part of my life in different ways for most all of my years.

Good times, bad times, and times where tough decisions needed to be made. But also, I consider them the “great equalizers.” Rich or poor, young or old, when you find yourself involved in these things you have a common bond with those around you. A mutual respect and something you share that is important enough that all of the other BS falls away.

ATF will focus on the stories of “how” and “why” relating to everyone’s pursuit of their own American Dream. It will not focus on politics or policy. It will not spew opinions on the current state of anything. It will not provide reviews on what we believe is good or bad.

Instead, it will share all that we have in common, not just in alcohol, tobacco or firearms, but in the lifestyle that undoubtedly includes at least a few of those things.

While we chose this title, it could also just as easily be called “The America I Know.”

It was the time shared with each of you in this great industry that inspired me to have the courage to launch this publication as the media business is not an easy or forgiving one these days. More than just the courage you each demonstrate in your own businesses, but also in the character that you hold firmly on in spite of any current market or personal conditions. So, ATF is essentially about each one of you, for you, and to serve you, and it is why the very first global announcement is made here, to each of you.

I hope that you will give us the same chance and trust to earn time in your personal lives, as you have given us in your professional lives. As always, I am humbled and honored to serve each of you and this great industry!

Thanks in advance for your support, and I look forward to hearing your feedback.

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

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n Building Products Digest n April 2022

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An American Made Magazine With differences aside, we're all Americans. We work hard to protect our families, put food on the table, and put our feet up with a drink and a cigar.

Our common bond is our values and beliefs when we are not on the job.

ATF Magazine is an American lifestyle publication focused on true Americans chasing the American dream. Subscribe today.

TREATED WOOD SPECIAL ISSUE

By David Koenig

Change continues for wood treaters

F

or many U.S. wood treaters, the last two years have been a time of record sales and extreme challenges, coping with unprecedented demand and volatile pricing in the midst of a worldwide pandemic.

According to Culpeper Wood Preservers director of business development Chris Brown, “Lumber prices are sky high. Fuel and freight rates are rising daily. Labor shortages are still prevalent. With everything going on in our nation and overseas, we might see people sit on their money this year not knowing what the future holds for inflation.”

Most treaters interviewed expect an eventual drop on the price side, as residential lumber sales drop back to preCOVID levels, while industrials likely hold steadier.

Consequently, Brown says, “everyone is basically just plugging holes on inventory until that happens because

no one wants to be heavy on the inventory side.”

Last year was also a period of significant consolidation, as several of the nation’s largest wood preservers got larger via acquisition (see below). The biggest move was Doman Building Materials purchasing Hixson Lumber Sales, which saturates eight Central states. Doman has begun converting the Hixson operations to DMSi Agility ERP, which it already uses at its California Cascade division facilities in the West. Hixson anticipates having all 19 Hixson treating plants up to speed by the end of this month, after which it will start upgrades at the Hixson sawmills.

Industrywide consolidation is likely to continue. Stella-Jones, among others, stated it intends to continue pursuing “selective” acquisitions this year.

Change will certainly remain a hallmark for treaters in 2022.

2022 Top Treaters

The following 14 companies are those that operate at least three treating plants in the U.S. They are ordered by number of facilities, not by production volumes.

Stella-Jones has 12 pole-peeling plants and 40 treating facilities (26 of them in the U.S.) following its purchase last year of Cahaba Pressure Treated Forest Products and Cahaba Timber, Brierfield, Al. Treatments include CCA, creosote, CuNap, borates, MCA, CA and ACQ. UFP Industries has 193 affil ted operations in nine countries, 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. UFP also owns Sunbelt Forest Products, Bartow, Fl., which acquired Spartanburg Forest Products in 2021 and now operates 11 plants in the Southeast and mid-Atlantic regions, utilizing Ecolife, TimberSaver borates, Preserve CA, Preserve Plus CA with water repellent, Wolman E MCA with BARamine technology.

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Doman Building Materials, Vancouver, B.C., last year took over Hixson Lumber Sales, Carrollton, Tx., and its 18 treating plants, fi e specialty sawmills, two planers mills, and one large timber mill in the Central U.S. They offer MCA, C -C, EcoLife, CCA, borates and FRTW. Other Doman treating operations include Honsador in Hawaii, four California Cascade facilities in California and Oregon, and seven CanWel treatment plants in Canada.

Great Southern Wood Preserving, Abbeville, Al., is among the nation’s highest volume treaters from its 15 facilities throughout the South, Midwest and Eastern Seaboard—the latest acquired last year from Escue Wood Preserving, Millwood, Ky. Its YellaWood brand family of products includes YellaWood Select and SuperSelect KDAT products, YellaWood Columns, MasterDeck

n Building Products Digest n April 2022

decking, and Rainwood with water repellent, plus fencing, railing, specialty products, fasteners, stains and sealants. Treatments are MCA, borates, FRTW, CCA and CA-C. Culpeper Wood Preservers, Culpeper, Va., operates 13 facilities in Virginia, Indiana, Maryland and the Carolinas, following its acquisition last year of Eden Wood Preserving and Coastal Wood Industries, Fruitland, Md., and Bestway’s treating facility Lancaster, Ma. Treatments include MicroPro MCA, Advance Guard borates, CCA, FlamePro interior FRTW, and CAC. Koppers Utility & Industrial Products, a division of Koppers Holdings, operates 13 industrial plants, concentrated in the Southeast plus Arbuckle, Ca., treating with CCA, penta, CuNap, and creosote.

Hoover Treated Wood Products, Thomson, Ga., is best known as an originator of fi e-retardant treatments, but also operates 10 of its own treating plants, from coast to coast, offering Py o-Guard interior FRTW, Exterior Fire-X exterior FRTW, CCA, permethrin/IPBC-based Clear-Guard, Cop-Guard CuNap, Micro-Guard MCA, and Dura-Guard ACQ. Allweather Wood is the largest waterborne preservative-treated lumber manufacturer and distributor in the western U.S., with fi e treating plants in California, Colorado, Oregon and Washington.

Treatments include borates, CA-C, CCA, MCA and interior FRTW. Bestway, Cortland, N.Y., has four treating plants (in New York, Pennsylvania and North Carolina) that offer olmanized Outdoor Wood, Wolmanized Heavy Duty CCA, and D-Blaze interior FRTW. Fortress Wood Products’ three plants in North Carolina produce MicroPro MCA and CCA, including KDAT. Biewer Lumber’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. Southeast Forest Products, Montgomery, Al., operates three treating plants in Louisville and Nauvoo, Al., and Richmond, In., utilizing CA-C, Ecolife, MCA and borates.

C.M. Tucker Lumber, Pageland, S.C., runs three plants in the Carolinas, treating fencing, decking, lumber and plywood with Ecolife, Preserve CA, Wolmanized MCA, and FlamePro interior fi e retardant.

Conrad Forest Products treats in North Bend and Rainier, Or., and Arbuckle, Ca., using Wolmanized Heavy Duty CCA, Chemonite ACZA, Wolmanized Outdoor Wood CA-C, Sillbor/FrameGuard borates, interior and exterior FRTW, and QNap.

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TREATED WOOD SPECIAL ISSUE

By Belinda Remley

A BEAUTIFUL DINING area on a deck creates a relaxing experience. (Photos by Arxada)

Lumber Cart Crash Course

Pair products to provide profits post-haste

T

continues to grow and includes both smaller patios and decks and elaborate home extensions that contain full kitchens, large fireplaces, screened-in decks, and extensive entertainment areas.

Outfitting outdoor living spaces from the concrete for footings all the way through to the very latest in stylish accessories can be what takes a project from finished to the envy of the neighborhood.

When making suggestions to customers, here are items shoppers planning an outdoor project should consider adding to their cart: he outdoor living craze

Treated Wood

When it comes to backyard projects, pressure treated wood, like Wolmanized Outdoor Wood, is still the number one choice for its sustainability, versatility, and affordability. According to data from the Farnsworth Group, 40% of contractors and DIYers look to the store associate for information on pressure treated lumber prior to purchase. This is a great time to offer advice on the wood to choose for each application. For example, when thinking about the sub-structure of the deck, posts and joists should be treated to Ground Contact retention and the right dimensions selected to support the weight of the deck. This attention to detail at the

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point of purchase helps to ensure the deck’s longevity.

Other parts of a deck project can be made from treated wood. For example, pergolas and benches add character and dimension to a deck. Railings, which are not only necessary for building code compliance on a raised deck but add a decorative element, can be made from treated wood or various other materials such as metal, wire, etc.

Tools for the Build

While most of the necessary tools such as a drill, a level, and a circular saw used to build backyard projects are already found in a contractor’s or DIYer’s workshop, it’s important to mention more obscure items that may not be on the DIYer’s radar.

Prior to construction, it’s necessary to include power tool accessories such as fresh saw blades and drill bits, measuring tools such as a chalk line and builder’s line, and personal protection equipment such as gloves and safety glasses to avoid needing to stop work in progress to replace a broken or missing item.

The store associate checklist for deck projects should include quick drying cement for setting posts, deck screws and joist hangers, and end-cut solution to brush on the ends of treated wood as it is cut to size on the jobsite. It’s also imBuilding-Products.com

portant for the associate to understand and educate on the multitude of fastener options available and which ones are best suited for each part of a project.

Accessories

The accessories are the most exciting and inspiring part of a homeowner’s purchase, and the design items available to enhance outdoor living spaces are endless.

Market research has shown that after railings, the most desired features homeowners add to a deck include an awning, a fire pit or fireplace, a BBQ smoker, a bar, and a kitchen.

Another survey showed that the top items desired on a deck are a grill (gas or charcoal), furniture, lighting, outdoor tableware, pillows, and bird feeders. Other accessory recommendations could include an outdoor rug, an umbrella, ceiling fans, outdoor heaters, and a storage box.

Any of these items can enhance the outdoor living experience and increase the retailer’s ticket size. A lumber aisle associate can engage with the customer to learn what their vision is for the project and help to make that vision become a reality.

Plants & Pottery

Nothing says relaxation and natural beauty like lush greenery; and since flowers and plants are also a desired add-on to a deck, it’s important to recommend this enhancement for the project. Enhancing the outdoor space with seasonal plants and beautiful pottery or treated wood planters transforms the deck into a peaceful oasis that draws people outdoors. Along with the obvious beauty plants bring to the hardscape, hav-

FIREPITS are among the top deck accessories.

ing them in and around the deck has many health benefits including improving mood, lowering stress and anxiety, and reducing fatigue, according to WebMD.

Additional Add-ons

When assisting a customer through the purchase process, a store associate should also keep additional projects and maintenance in mind. A customer could be looking to enhance their already existing structure with an updated handrail or adding a pergola. Or they may be looking for advice about the best way to clean and resurface a deck, and which products are best for that job.

A knowledgeable sales associate can suggest the proper materials needed for maintenance such as water repellent and coatings. The associate can also recommend necessary items for other treated wood projects either for a weekend job—a new mailbox post or a raised bed garden—or a more complicated project—garden terracing, a retaining wall or a wood fence. More treated wood projects could include Adirondack chairs, a picnic table, or even a treehouse.

The versatility of treated wood makes for endless project possibilities. Having materials, hardware, and accessories available to complete projects paired with knowledgeable, helpful associates prepared to help them through the buying process, you can ensure they return to your store for future purchases.

FURNITURE, PLANTS, outdoor rugs, and other accessories take a beautiful deck up a notch by creating additional living space out-of-doors.

Building-Products.com

– Belinda Remley has been promoting the wood industry for nearly 30 years. She is a marketing communications professional with Arxada, preservative manufacturer behind Wolmanized Outdoor Wood (www.wolmanizedwood.com/homeowner).

April 2022 n Building Products Digest n

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TREATED WOOD SPECIAL ISSUE

By Edie Kello

5 steps to provide value

to your entire selling chain H

website is a must for all businesses, but many sites are brochureware where prospects and customers come to your site to find information.

Why not bring the information they can use directly to them? They would never know what you have to offer unless they were searching for it. They have most likely been to your store or website, but how often? And what were they looking for?

In today’s businesses, little is just transactional. More and more, businesses need to add more value in service, training, marketing support, and industry expertise on your products throughout the selling chain. Product users need the information you have on your website such as product specifications, SDS, how to install instructions, what’s it made of, where can they purchase it, who can I contact to ask application questions, etc. Make it easy for users to contact you, but also offer up this information and send it directly to your industry partners who appreciate being kept up to date. Proactive marketing communication will help with all these needs.

We know many building products have a long customer path to purchase. And there are many direct and indirect customers that need to know your products, such as: • Architects who specify your product • Code officials who make sure your product meets and is installed to code • Manufacturers who buy your product as a component • Distributors who sell to dealers • Dealers who sell your product to contractors • DIYers who install your product • Homeowners who use your product aving an informative

MAKE IT SIMPLE for customers and prospects to find out more about your company and products.

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n Building Products Digest n April 2022

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Your direct customer could be in the middle, the manufacturer who buys your product as a component or anywhere down the selling chain. However, everyone who touches your product needs to be aware of the applicable information to their role. Take these steps below to begin to offer more value to the audiences in your selling chain.

1.

Make sure you have an information-rich website.

Put your product information that is in the public domain, on your website in downloadable pdfs and content they can easily read for each of your direct and indirect customers.

2.

Make sure you have contact information where they can immediately call, text, or email you versus only a form where they have to wait for you to contact them.

3.

This step is the most important to engage with your audiences on a higher value level. Add a slide-out newsletter sign-up form on your website to obtain a visitor’s email and interest area/company type. If you make the form too long, they will bypass it. This also gives you first party permission to email them.

4.

Then, email the people interested in keeping up with news from your company. Your content should not be a 10-minute read. Shorter, to the point is better, i.e., “Meet us a booth #123 and register to win…,” or “New, free CEU course…,” “Common treated wood sizes and the preservative in them,” etc. Add links back to information on your website, other association site, or downloadable pdf.

You can subscribe to an eNewsletter platform that offers templates and audience segmentation. When you create your email campaign, these platforms send personally addressed

emails to your select audience(s), and report on email opens and link clicks.

Your audiences will change, meaning new subscribers, unsubscribers and email bounces as contacts change job roles. Keep diligent updating your contact lists. Your lists don’t have to be huge to be effective. It is important you are offering information that is relative to your audience. It is a way to make personal contact providing something of value.

Make sure your employees are included as an audience to keep them informed. They should be first to know what information is going out to your customers and associates.

I usually wait 24 to 48 hours to notify our direct customers and then another 24 hours to email our other audiences. This gives your employees time to read the information before they receive calls from their customers and other audiences.

5.

Share your information and news on LinkedIn and your social media sites. This helps keep your brand top-ofmind and provides information that customers will value.

Does your competition do this?

Be proactive and share information you are often asked for. Take the lead role, raise the benchmark in the value you offer your customers while educating the entire selling chain, and become the expert for your industry’s products.

– Edie Kello is director of marketing for Viance (treatedwood.com), an industry leader in the development of wood treatment technologies and services.

Reach her at ekello@viance.net.

Wood Preservative and Pigment Analyzer Test All Preservatives & Pigments Using One Instrument

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April 2022 n Building Products Digest n

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TREATED WOOD SPECIAL ISSUE

By Kim Merritt

PLUGS IN your pressure-treated wood? That’s typically a good sign.

Digging into plugged holes in treated wood

A

of pressure-treated wood products receiving your order or while shopping for items in the store, you may be surprised to see pieces containing plugged holes. If you are like most consumers, you may think, “That can’t be good!” On the contrary, it can be a good thing, and here’s why!

Like all manufactured products, various quality control practices determine if pressure-treated wood products meet the specified minimum quality standards. To meet building code specifications; treated wood products must conform to industry quality requirements. These requirements are checked by the producing treating plant, and then the plant’s quality control process is audited by independent, third-party agencies that ensure plants produce treated wood products in accordance with industry standards. Finding these plugged holes in pieces of treated lum-

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s a buyer

ber is evidence that this quality system is in place.

The American Wood Protection Association’s (AWPA) Book of Standards provides the minimum specifications and practices for evaluating preserved wood. Most model building codes, including the International Building Code, will specify AWPA Standards,

QUALITY MARK gives assurance that the wood has been inspected by an accredited third-party agency.

n Building Products Digest n April 2022

or equivalent, as minimum acceptance criteria. The industry standards used to evaluate the level of treatment in wood products require a sampling process.

The AWPA quality control measures used to evaluate the level of treatment in lumber products requires that the plant utilize a sampling process that includes collecting wood borings randomly from a minimum number of pieces within a given treatment batch or “charge.” These cores are taken by a special boring bit that cuts and removes a predetermined length core. The core sample is then observed to determine the depth of preservative penetration and the analysis of preservative retention in a specified, outer assay zone.

The treating plant is responsible for applying this process on every charge of wood that it treats. The minimum preservative penetration and retention requirements must be met before a charge is considered conforming and Building-Products.com

SPECIAL BITS cut and remove borings from randomly selected pieces of just-treated wood. The borings can then be analyzed to determine the depth of preservative penetration and extent of retention.

released for shipment. Before shipment, however, the resulting boring holes used in the evaluation process must be filled with tight-fitting treated wood plugs to prevent easy access by

Building-Products.com

insects or decay fungi once in service.

While these boring holes may appear a bit unsightly, they do not negatively impact the structural integrity or usability of the sampled piece.

Charges documented as conforming for preservative penetration and retention by the treating plant are subject to further sampling by accredited third-party inspection agencies as they audit the effectiveness of in-plant quality control procedures. The third-party inspection audit process includes the same sampling process, creating additional plugged pieces of wood.

Under an accredited third-party quality audit program, plants in good standing may use the agency’s quality mark. Be sure to always look for these quality marks to find important information about your preserved wood products.

Now that you understand how pressure treated wood products are evaluated, you will hopefully view the resulting plugged holes as reassurance that your product has been inspected and found conforming to industry standards. Enjoy your treated wood products with confidence!

– Kim Merritt is director of the treated division of Southern Pine Inspection Bureau. For more information, please visit www.spib.org.

April 2022 n Building Products Digest n

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REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

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TREATED WOOD SPECIAL ISSUE

By Belinda Remley

TREES ARE NATURE’S sustainable building blocks. “Preservatives ensure that wood lasts long enough for the new harvest to grow and mature,” says Western Wood Preservers Institute executive director Dallin Brooks. (Photos by Arxada)

Sustainable, natural, beautiful wood with preservative staying power I

said before, but it bears repeating. Wood is an ideal building material.

For thousands of years, societies have built their infrastructures, their homes, their livelihoods with wood.

Today is no different. Just look around the areas in which we live and it’s easy to spot wood building components–engineered wood in mid-rise and commercial applications, poles and piling supporting utility lines and docks, and lumber enhancing backyards across the country.

“Wood is the ideal choice for a number of reasons,” says Eric Lummus, Arxada’s director of commercial operations. “It is harvested from managed forest lands that are continually replanted. It is easy to work with whether you’re a contractor or a DIYer. It is enhanced with preservatives that help it last. It is easily maintained. And, finalt may have been

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ly, it is still affordable and readily available for purchase.”

Sustainable Wood.

Wood is nature’s sustainable building block that comes from an abundant natural resource that is easily and quickly replenished. It has excellent workability in all aspects of construction and, when preserved and used properly, can be designed to create outdoor living spaces that bring indoor comforts to the outside.

Wood is a sustainable product that is responsibly sourced from managed forest lands. Trees used in the building industry come from forests grown as crops—much like cotton or soy is grown. They are harvested. The land is left to rest for a few months then replanted at the rate of approximately 400 trees per acre. The forest is maintained and cared for 30+ years before it is har-

vested again. Parcels of managed forest lands are in different stages of growth so that not all the forest is harvested at one time. During the growing process, the privately-owned forest land is home to wildlife and often used by birdwatchers and hikers. Between sawmills and product manufacturers, every part of harvested trees is used for poles, piling and dimensional lumber, pulp for paper mills, animal bedding, and mulch for gardens.

Preferable Wood.

Wood is as relevant as ever in today’s construction environment and is still relied upon as the building material that offers functional beauty. Wood’s design flexibility, strength and natural beauty allow it to be used for a wide range of construction from buildings to backyard projects.

“Wood is not just for the enhance-

April 2022 n Building Products Digest n

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ment of outdoor living,” says Brian Delbrueck, Arxada’s head of business development, wood specialties. “More and more engineered wood is being used in the construction of the world’s infrastructure. With wood’s characteristics, it is an excellent choice for midrise housing construction as well as for arenas and office complexes.”

Whether it’s for a simple weekend project or a major construction project, wood is easy to use and adaptable to be modified on the job site. Wood can be stained to match existing construction or changed to suit current trends. It is easily sourced and will never be out of stock or discontinued. It can be used year-round and is easily maintained and repaired.

Treated wood is the ideal building material for backyard projects. Because of its ease of use, do-it-yourselfers are able to use simple tools to complete weekend projects like decks, picnic tables, raised bed planters, retaining walls and more.

For more complicated projects, contractors and builders also choose treated wood because of its strength properties, affordability, and because it is easy to work with and maintain.

ple construction. Other products can be added to mass timber during the glueline process. “These particular products have been used globally to protect CLT, glulam, and other engineered wood products for years.”

Affordable Wood.

The cost of treated wood is significantly less than other choices. Upkeep cost is minimal and could include cleaning and brightening, water repellent, and paint or stain.

Preserving wood for a backyard project or for a mid-rise building enhances the value of the project. It offers owners peace of mind in the knowledge that their project will last.

Treated Wood.

Treated wood is a naturally beautiful building material that is easy to use and manipulate by contractors and doit-yourselfers alike. Once a residential project is built, the homeowner can enjoy an enhanced quality of outdoor living for years with minimal future maintenance. Likewise, structures built with engineered wood are both strong and beautiful and ready for immediate occupancy. To learn more, visit www. wolmanizedwood.com/home/education-center/whywood.

– Belinda Remley is a marketing communications professional with Arxada (www. arxada.com), preservative manufacturer behind Wolmanized Outdoor Wood.

Enhanced Wood.

“The wood protection industry focuses on ensuring the wood used in construction lasts long enough for a new crop of trees to grow to maturation,” explains Dallin Brooks, executive director of the Western Wood Preservers Institute. “Preservatives offer protection that shield wood from its natural enemies.”

In order to extend the life of wood, it is treated with preservatives that do not impede its natural beauty. During the treatment process, wood is infused with preservative that helps it last longer in any application. One example, Arxada’s Wolman E copper azole preservative has been selected for decades to enhance the performance of wood, making it resistant to termite attack and fungal decay.

“Other products, such as anti-sapstains and FrameGuard preservative, can be sprayed onto wood to protect it from mold, moisture, termites and decay,” explains Brian. “While anti-sapstain products are specially designed to shield lumber during the milling process, FrameGuard preservative protects wood used in the construction of structures.”

Brian says that the protection possibilities for wood do not end with sim-

20

PRESERVED WOOD is ideal for many outdoor applications­—pergolas, decks, raised bed gardens, fences and more.

USING PRESERVATIVES protects engineered wood from wood’s natural enemies—moisture, mold, decay and termite attack.

n Building Products Digest n April 2022

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TREATED WOOD SPECIAL ISSUE

By Edie Kello

Photo by Viance

W

Can pressure treated lumber be used for raised garden beds?

hile there is scientific consensus that treated wood can be used for garden and vegetable beds, the information below explains what chemicals are used in Viance ground contact treated wood for residential use and the results of numerous scientific studies.

The American Wood Protection Association (AWPA) specifies the use of treated lumber for horticultural purposes to be Ground Contact. In the AWPA Book of Standards, copper azole (CA) and alkaline copper quaternary (ACQ) are listed preservatives for Ground Contact use in residential applications. CA is widely available under the brand name Preserve and is sold at 84 Lumber and independent lumber dealers across North America. ACQ is being replaced with CA-C or CA-B, prompted by the demand for quaternary needed in cleaning products due to the COVID-19 pandemic in 2020.

CA and ACQ preservatives contain copper, the primary fungicide and termiticide in Viance’s Ground Contact product. The fungicide prevents soil fungus from attacking the lumber and works to deter insects, including termites. Copper is also a common fungicide for food crops used by consumers for growing vegetables and is a disinfectant in swimming pool chemicals.

Of interest to the home gardener is whether any of the preservative components in treated wood used to construct a raised bed garden could render the food crop unsafe for consumption. The available evidence suggests no.

Building-Products.com

New Research Study in Progress

Dr. Gerald Presley, assistant professor at Oregon State University, began a small-scale study in 2020 on metal leaching in treated wood garden boxes. After one year, the data shows no difference in copper (Cu) content in vegetable matter harvested from treated or untreated boxes. Dr. Presley will plant each year, rotating crops, and monitor metals over a four- to five-year time period. The goal is to annually sample soil and crops to build a large, long-term dataset on many vegetables over the life of a garden box.

Dr. Presley explains, “We still have a few more samples to process from year one, but from what we see now there does not appear to be any measurable impact of treated wood garden boxes on metal levels in vegetables.”

Annual data from this study will be presented at the AWPA meeting and published in the proceedings. Data will also be available to members of the Environmental Performance of Treated Wood Research Cooperative in annual reports.

Prior Research

John Harrison, president of JRH Toxicology, a consulting firm specializing in scientific advice to the industry and government, writes in 2017 that CA and ACQ have been carefully evaluated for safety and registered by the Health Canada Pest Management Regulatory Agency (PMRA) for use in residential construction applications. He stated in a bulletin April 2022 n Building Products Digest n

23

titled Treated Wood in Raised Bed Gardening, “Scientific evidence and data have shown that using pressure treated wood for raised bed or box gardening is safe to adults and children in terms of the plants grown and used in these containers.”

He further explains, “All chemicals in consumer products have a toxicity and most are very low, so they are not a problem, especially those regulated by the federal government. This is also the case with currently registered wood preservatives that contain copper. In fact, small amounts of copper are necessary for human and plant life and termed “an essential trace element.”

Dr. Scott Leavengood, associate professor, College of Forestry at Oregon State University, and director of the Oregon Wood Innovation Center, authored an article for the OSU Extension Service, titled “Raised Bed Lumber, Pressure Treated Safe?” In this article, Leavengood gives his opinion that the consensus among researchers is that the low levels of chemicals in preservative treated wood that leach out of the wood into the soil are likely to be taken up by the plants only in very small amounts. There has been no evidence to suggest that the level of the chemicals is significant enough to be of concern for human health.

In a 2014 study, wood research scientists Love, Gardner and Morrell at Oregon State University found that in growing radishes, carrots and potatoes in a copper azole treated Douglas-fir planter, the copper levels were not higher in roots or tubers of radishes, carrots or potatoes compared to

beds constructed from untreated wood. They also stated that when people are concerned about the migration of wood preservatives, they can use polyethylene (plastic) to line the inside of the planter. Their scientific results indicated that although plastic lining is “not entirely necessary,” it can be used if there are safety concerns. The use of a plastic barrier will also extend the life of the preserved wood and help keep the raised bed garden soil within the bed area. For proper drainage, the plastic material should not be used underneath the raised bed garden.

Safe practices for working with treated wood recommend treated wood not be used where it may come into direct or indirect contact with drinking water or a component of food, animal feed or beehives. The USDA prohibits treated lumber for soil contact use in their certified National Organic Program published in 2011. The updated draft dated September 5, 2018, states that CA and ACQ are not currently allowed because they are not included on the National List of allowed synthetic materials (7 CFR part 205, page 425).

Viance recommends for those who have concerns to line the interior walls only with heavy plastic sheeting. There have been no justified claims that today’s treated lumber causes any negative effects from leaching into the soil.

– Edie Kello is director of marketing for Viance (treatedwood. com), an industry leader in the development of wood treatment technologies and services. Reach her at ekello@viance.net.

New series details green benefits of treated wood

C

onsumers are becoming more aware of the environmental impact of the products they are buying.

For preserved wood, a new series of information sheets will help answer those questions and increase the public’s understanding of the green benefits of this wood.

PreserveWise is a new series of publications developed by WWPI that provides critical information on how preserved wood is an environmentally friendly choice for building materials.

The first in the series, “Sustainability of Preserved Wood Products,” was released in early March. The twopage guide reviews why wood offers many advantages over other materials, from the sustainability of our forest resources to the longevity of preserved wood in service.

It notes that pressure treating wood products can keep in place for decades, long enough to grow a new tree that can become a replacement.

Three more titles are planned in the series. These include preserved wood and carbon sequestration, life cycle assessments comparing materials and the safety of today’s preservatives.

The PreserveWise sheet on sustainability can be downloaded at no charge from the online technical library at www.preservedwood.org.

NEW SERIES of info sheets digs deep into the environmental benefits of pressure treated wood

24

n Building Products Digest n April 2022

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INDUSTRY Trends

By David Koenig

EHP

Photo by HempWood

Is it high time for Engineered Hemp Products?

T

he continuing volatility in wood prices may finally be creating an opening for a new generation of engineered lumber products that aren’t lumber at all; they use hemp in place of wood fiber.

COUNTERS, SHELVING, cabinetry—you name it, hemp-based particleboard reportedly can be used in all MDF applications. (Photo by CannaGrove)

26

For more than 30 years, manufacturers have been trying to turn hemp and other agrifiber composites into substitutes for wood boards and panels. The most successful results have used wheat straw, but there have also been attempts that employed rice straw, grass straw, cotton stalks, soybean stalks, kenaf and hemp. The plants are all plentiful, adaptable and lightning-fast to grow.

Hemp, for instance, can grow from seed to harvest in three to four months.

In fact, hemp—the non-psychoactive form of the cannabis plant—is a natural as a building material. It has been used for thousand of years for rope and continues to rise in popularity in insulation (either as pressed coreboard or hemp wool) and as a concrete substitute (called hempcrete). Traditionally, the biggest limitations have been legality (a problem solved with an amendment to the U.S. Farm bill in 2018) and cost (hemp insulation and hempcrete can cost more than the products they replace by 50% or more).

Recent wood price spikes, however, have made hemp-based lumber substitutes considerably less expensive.

Typically, the substitutes are produced in ways reminiscent of the production of traditional engineered wood prod-

n Building Products Digest n April 2022

ucts, including MDF, OSB, I-joists and LVL. The first of them came in the early 1990s, when C&S Specialty Builders Supply, Harrisburg, Or., imported regulated bales of hemp to develop its own MDF, with an assist from researchers at Washington State University Wood Materials & Engineering Laboratory.

They claimed their product proved to be two-and-a-half times stronger than MDF composites.

In 2018, CannaGrove, a division of Hemp Traders, Paramount, Ca., introduced CannaBoard particleboard, which incorporates hemp fibers and a non-toxic, formaldehyde-free resin as a binder. It reportedly can be used in place of all MDF applications, from furniture to subflooring.

The company partnered with a manufacturing facility in Idaho to produce limited quantities and was about to go to wide production in 2000. Then the pandemic—and resulting boom in demand for construction products—forced the plant to focus all of its capacity and resources on its core products, leaving CannaGrove without a production partner. CannaGrove is hopeful it will find a new facility and resume production in the second half of 2022.

In 2019, Fibonacci, Murray, Ky., Building-Products.com

launched HempWood pressed-hemp boards and blocks. The aim is to recreate the stability, hardness, density and workability of oak.

HempWood is now offered in 1x10x40 and 1x10x48 panels, 4-ft. boards (5/4x1/4, 2/4 and 4/4), and now 6-ft. boards (5/4x1/4, 2/4 and 4/4).

Reel Lumber Service, Anaheim, Ca., stocks the 4/4 boards, including the new 6 ft. lengths, and also has a local woodworker stabilize the product and dye it various colors for turning on a lathe.

Reel’s Danny Clark says major improvements accompany the new size: “The 6-ft. blocks are manufactured in a new press that has been mechanized and allows for a much better consistency of density in the boards. The adhesive strength and water resistance has also been greatly improved and these boards are also carbon negative.”

While the hemp plant is resistant to mold, it’s highly absorbent of water.

Consequently, hemp-based products are most frequently used in interior applications, such as flooring, cabinetry, millwork and furniture.

PlantD, Durham, N.C., would like to see engineered hemp products expanded to structural applications. It

ENGINEERED flooring, paneling, cabinetry and furniture are among the primary uses of HempWood.

But as the products become more resilient and moisture resistant, hemp-based products could be destined for more outdoor and structural applications. (Photo by HempWood)

has developed a prototype hemp-based OSB. The company hopes to build “microfactories” across the nation, using equipment and technology said to be far less expensive and far more mobile than traditional OSB operations.

PlantD is also developing hemp-based laminated veneer lumber for framing and hemp I-joists made from its OSB

and LVL components.

Still, no hemp-based materials appear to have taken a noticeable bite out of the market. But if lumber supplies and prices remain unpredictable, it may only be a matter of time before construction professionals turn to agrifibers like hemp.

• Full Service Pressure Treated Lumber & Plywood • Cedar Deck Accessories • Specialty Decking Products Tacoma, WA 800-426-8430

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April 2022 n Building Products Digest n

27

OLSEN on Sales

By James Olsen

Rapport builders

R

what downstream is to swimming. Can we swim upstream, sure, but it’s a lot more difficult. When we create rapport with our customers, they are much more likely to listen to us and give our proposal serious consideration even if we don’t agree.

There are many small/simple things we can do to build rapport with our customers. Some of them are “obvious” but obvious or not when we do them we have a competitive advantage because most sellers don’t. Many sellers are so nervous and/or unprepared they can’t concentrate enough to read their customer’s body language and voice tones to get in sync with them. Other sellers just don’t care; they are just there for the order. apport is to selling

Rapport Builders

Smile. Many of us are not natural smilers; I am not, nor are many of my students. I am not talking about a “Bozo the Clown” smile. Just a slight smile is best. As sellers, we need to project the feeling that we enjoy what we do. No one wants to push a bag of rocks up the hill with us, but many sellers treat the sales process as if it were as much fun. Is it tough to smile after 10 NO’s in a row? Yes, but smile we must.

Slow Down! I’ve been coaching sales for over 20 years and never have had to tell a student to speed up their speech. Many of us talk too fast. When we talk too fast, it’s hard for customers to understand and more importantly for rapport, to relate to us. The phrase “fast-talking salesperson” came from somewhere. When we talk too fast it means we’re hiding something, that we don’t care, or both.

Compliments. Most customers will sense false flattery.

Don’t do it. Sincere compliments, on the other hand, are powerful. Once we make it a priority opportunities to give compliments abound. Often customers will have pictures of their favorite hobby, adventure or pictures of their family posted in their office.

28

n Building Products Digest n April 2022

Humor. Humor is a power tool and, just like all power tools, must be used with care. Humor shows confidence and helps customers relax. Without relaxation rapport is impossible. People want to have fun while they work. Great salespeople help them do that and are rewarded accordingly.

Questions and Follow-up Questions. Most salespeople talk too much. The person asking the questions is the one who is controlling the call, in any case. Master Sellers ask good questions and more importantly, they ask follow up questions. When we ask a single question only and then dive into our proposal, it sends the message that the first question was insincere.

Pace, Tone and Demeanor. We should do all our best to match the pace, tone and demeanor of our customer. If our customer is a taciturn, quiet communicator we should match their style. If they are a little bit more of a joker, we can loosen up with them. Customers will always be more comfortable communicating in their style, so as professional communicators, we match. When in Rome, speak Italian; when in Germany, speak German. Treat each company and customer as their own private country and speak their language.

Body Language. The same as with pace and tone. We match the body language of our customers.

The “We” Mode. If we want our customers to treat us like a partner, we need to speak to them like a partner.

Most of us will need to train ourselves to speak in the “We” mode. Asking, “What do we need to be looking for?” vs.

“What are you looking for?” makes a huge psychological difference in our communication with our customers.

Caring and Curious. Most sellers are so wrapped up in their own proposal, they don’t have the mind space or the empathy to even think about caring about the customer and projecting that in their speech and tone. Master Sellers treat their customers like family.

A student asked me, “What if I don’t really care?” I said, “Well then you’ll have to become a better person to become a better seller. I did.”

I sold without rapport for seven years. I made a living, but when I started to care about my customers, I had more fun and sold a lot more.

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

TRANSFORMING Teams

By Susan Palé

Compensating your sales force

Do you have the right commission plans in place?

B

y now, your

sales force is well into sales for the first quarter of 2022. For a lot of organizations, 2020 was a terrible sales year and 2021 brought record sales. So what will happen in 2022? Affinity HR Group doesn’t have any crystal balls, but we do have some ideas about how to be best prepared to meet whatever challenges 2022 may bring.

1. Set Appropriate Sales Goals

We’re assuming you don’t have a crystal ball either, so this can be a tough one. Market uncertainty, with the potential of high growth or significant decline, adds to the difficulty of setting realistic, achievable goals. If you’ve historically set goals based on previous annual sales (e.g., 2021 sales plus X%), this may be the year to revise that process.

Remember that sales goals can be adjusted mid-year or even quarterly in times of market uncertainty. Major economic changes (e.g., pandemic, recession), account changes due to mergers and acquisitions, and major weather calamities are just a few of the reasons to have a second look at sales goals. Many organizations address the issue of market uncertainty by setting six-month or even quarterly sales goals. In organizations where sales are typically short cycle, regular review and adjustment of sales goals can be particularly effective.

2. Review Your Base Salaries

The most common pay mixes for sales representatives are 60% base/40% commission or 50% base/50% commission. Current high inflation rates, rising costs of housing in many metropolitan areas (up 32.4% in my metro Phoenix area), and the highest gas prices since 2008 may mean that base salaries are no longer competitive.

And, salaries are going up. According to the Conference Board, overall wages increased faster in the third quarter

30

n Building Products Digest n April 2022

of 2021 than at any other time since record keeping began.

The Conference Board and Society for Human Resource Management project salary increases of 3.8% to 4.0% for 2022. For high demand occupations in high growth areas, however, wages could increase by 6% to 8% as the economy opens and grows.

It’s not uncommon for organizations to set base salaries for sales reps and then not pay much attention to them. 2022 is the year to review them to stay competitive as you recruit new reps and work to retain your current sales force.

3. Don’t Forget to Pay for Business Development

We hear a lot that 2021 was a great sales year, but that it will be difficult to replicate that in 2022 without finding new customers. Finding customers, however, takes time. By definition, business development is a long-term, strategic process that can focus on development of new markets and/ or products. In large organizations, there are often individuals or even teams who fulfill the business development role.

In smaller organizations, however, the sales rep may be responsible for business development activities that require time commitments that lengthen or alter the sales cycle and result in less direct influence over customer buying decisions. If that’s the case in your organization, you may need to adjust your pay mix to recognize the importance of business development and the amount of time it may require.

4. Keep It Simple

Commission plans for sales positions can be incredibly complex. If you’ve done some research on modifying or enhancing your own plan, you’ve most likely encountered terms like “tiered,” “ramped,” “hurdled,” “clawback,” etc.

All of these plan provisions can and do work well. Their complexity, however, requires more complicated adminisBuilding-Products.com

Q.

My organization’s sales goals and commission plan for 2022 are already in place. Why is it important to think about this now?

A.

There are so many planned and unplanned events that can impact sales. COVID caused huge losses for some companies in 2020, and for others rising wholesale costs for products or materials eroded profit margins. With so much market uncertainty, it makes sense to view sales goals and commission plans as working documents, not something to be developed at year-end and put away until next year.

Employers who want to compete for top-tier talent or retain their best employees must be strategic in goals and planning. tration and the ability of your internal systems to accurately track sales and related data.

Simple works very well, especially in smaller organizations. Two plans that are common and can be effective are the gross revenue commission model and the gross margin commission model.

The gross revenue model is constructed simply. It states that if a sales rep sells a product or service for $XXXX, they will receive a flat percentage in commission. This model is particularly effective in organizations that seek to expand their market share or enter new markets.

The gross margin model is similar in construction.

Instead of focusing on total sales, however, the focus is on profitability. Under this model, sales reps receive a flat commission percentage of the amount of a sale minus the expenses associated with that sale. For example, in an organization using a gross margin model and paying a 10% flat

commission rate, a sales rep making a $10,000 sale with $4,000 of associated expenses would receive $600 (10% of gross margin/profit).

5. Consider Ditching the 100% Commission Model

Recruiting and retaining sales reps in 2022’s extremely competitive job market is a challenge for every organization. If your pay plan is structured as a commission-only plan, expect a particularly challenging year. Consider: ● First year turnover in commission-only positions is often as high as 90%. ● A survey conducted by U.S. News cited Sales Rep as one of the 10 worst jobs for millennials. The top reasons: low work-life balance and above average stress. Millennials currently make up 35% of the U.S. workforce. ● Although 100% commission plans are heavily used in insurance, real estate, and other industries where one or two customer contacts yields a sale or no sale, they don’t work well in industries with long sales cycles or in organizations where significant business development activities are part of the sales role. ● Competition for sales representatives is fierce. Using my home metro area of Phoenix as an example, Indeed.com showed over 20,000 (yes, that is the correct number of zeroes) sales positions open as of March 1.

Susan Palé, CCP Vice President of Compensation, Affinity HR Group contact@affinityhrgroup.com

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Visit FortressWood.com or call 800-BUY-FORT April 2022 n Building Products Digest n

31

LUMBER 411

A Special Series from Northeastern Lumber Manufacturers Association

By Kim Drew

5 questions with Jackie Dudley Jackie Dudley, Founder, Professional Etiquette & Protocols

W

e’d like to try

something different for this month’s Lumber 411 column: here’s an educational conversation with someone outside the lumber retail industry proper, but with good information to share that can help everyone reading this column. Let us know what you think at info@nelma.org.

Who are you and what do you do?

My name is Jackie Dudley, and, as the founder of Professional Etiquette & Protocols, I provide and teach global etiquette mastery through etiquette consulting. This includes the teaching of better business practices through appropriate etiquette.

Clients I’ve worked with include those in the financial section, educational institutions, forestry associations, and other groups all up and down the Eastern seaboard. Each training session provided is 100% customized to both maximize the opportunities present and meet the needs of each client and their industry.

Manners matter, and etiquette should never go out of style. We seem to have generations of people who have lost their ability to cross-communicate and/or communicate across sectors, political beliefs, religious beliefs, and more. Culture, age, business acumen and knowledge—whereas these once were common denominators, they now serve more often as dividing factors. The use of manners—to include simple kindness and understanding—helps raise the level of dialogue and fosters better com-

32

munication. A professional employing good manners in all they say and do presents an immediate point of differentiation from others around them.

People want to do business with kind, respectful people.

Three challenges you see in the overall retail industry today?

It’s hard to narrow it down to only three! Across all sectors of business, causes beyond our control are causing distress and challenges. Let’s look at a few of these challenges.

(1) The disruption of the supply chain for multiple reasons, due to years’ worth of compounding circumstances that are beyond the everyday person’s ability to shape. Is there anyone in the U.S. who hasn’t been affected by supply chain issues?

(2) Aging workforce. This ties in directly to the growing lack of skilled labor across the entire building industry. Multiple entities have launched education programs to draw younger people into the industry (including the Northeastern Lumber Manufacturers Association), but this is a challenge we’ll be dealing with for a while.

(3) Rising transportation costs. The cost of oil, the cost of gas, the cost of diesel—any industry, including lumber, which relies on over land transportation is taking a hit.

Number one thing retailers need to keep in mind when working with customers?

Just one? There are so many! Here are my top five suggestions:

n Building Products Digest n April 2022

Know your product, know what you’re selling. PK (product knowledge) is everything. Confidence breeds confidence, and people want to buy from someone who makes them feel confident.

Be trustworthy. If you lose the trust of a customer, it’s gone. Show your commitment and trust in their company and business, and you’ll get it in return.

Conduct honest business.

Especially in this economy and this charged environment. Be the calm, trustworthy, honest voice upon whom your clients can depend.

Clarity. It’s not what you said, it’s what the customers hears that matters. This ties back to strong product knowledge and trust.

Building-Products.com

Understand what each customer wants, and what motivates them.

Find the center of their thoughts, feelings, and actions. Ask open-ended questions and listen to their answers.

What tips would you offer for effective communications with customers?

Remember that people don’t listen with an intent to understand, they listen with the intent to respond.

Keep communications short, sincere, and honest.

Know the generation with whom you’re speaking. Language could mean different things to different generations.

Communications goes beyond your words to include symbols, facial expressions, hand gestures, body posture, and eye contact. Be sure all are in alignment.

Proper grammar, enunciation, and punctuation matter.

What do you have, what do you know, what can you share that no one else has? What piece of information will set you apart? Is it PK? Kindness? Open honesty? Kindness and manners? Find it, cultivate it, and use it.

Bonus tip: During a presentation, either to a customer or in a professional development situation, add in a WOW factor every six minutes to recapture attention. For younger audiences, even sooner.

What is one trend you’d like to share that might help lumber dealers?

The forest industry will continue to grow in importance across the building sector for multiple reasons.

Take care of your contacts, and they’ll take care of you.

Final thoughts?

Be the kind of person with whom people want to work. Manners will help set you apart.

– For more information or to speak to Jackie Dudley, please contact her at jackie@jackiedudley.com and www. professionaletiquetteandprotocols.com.

Building-Products.com

April 2022 n Building Products Digest n

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Talbert Acquires Virginia Yard

Talbert Building Supply, Roxboro, N.C., added its sixth branch by purchasing the Danville, Va., location of Plyler Supply Co. The location specializes in vinyl siding and accessories, vinyl windows, and cabinets for construction professionals and homeowners.

“We are excited to expand into Danville with our second Virginia branch,” said Dan Talbert, president of Talbert Building Supply. “While our Roxboro and Clarksville branches and sales teams service the market, this location will enhance our product offering and service capabilities. The Plyler product

lines complement our commitment to offering in-demand specialty products and solutions.

Ultimately, Talbert plans to develop the property into a full-line lumberyard.

Lezzer Adds 11th Location

Lezzer Lumber, Curwensville, Pa., is acquiring 40+-year-old Green Hills Lumber & Home Center, Mohnton, Pa., as its 11th lumberyard.

Green Hills owner Clancy Herr and general manager Jud Kelly will remain with the company to manage the dayto-day operations of the 13,000-sq. ft. location.

DEALER Briefs R.P. Lumber added a location in

Nevada, Mo.

Randy’s Do it Best Hardware, after losing its Mount Jackson, Va., store in a Feb. 26 fire, hopes to relocate operations in mid-May to a site that’s about 14,000 sq. ft. larger.

Thrifty Building Supply, Memphis, Tn., has been purchased by former VP Richard Cooper from Mark Evans, president and CEO, who has retired.

Eldredge Lumber & Hardware, York, Me., will open its fourth

51' wide shed designed to allow enclosing in the future

location later this year in Sanford, Me.

Albert Tamm Lumber Co., Kansas City, Mo., has been renamed Eastside Lumber, following its purchase last year by Daniel and Ebony Edwards.

Westlake Ace Hardware is renovating the 23,000-sq. ft. former Nuts & Bolts location in Overland Park, Ks., to soft open in mid-May. Merschman Hardware & Building Supply, Eldridge, Ia.,

has been opened by Ted Merschman, ex-Mandeville Ace Hardware, in the former home of Eldridge True Value Hardware.

The easiest way to manage your complex storage and handling needs is to leave them to us.

Gerrity’s Ace Hardware added store #4: a 17,000-sq. ft. branch in Shavertown, Pa.

For over 30 years, we’ve designed and built complex, comprehensive solutions for large lumberyards and wholesalers like you. We understand the scope of your business and will build solutions for you on time and on budget. What could be easier?

If you’re thinking of expanding or improving your yard, just give us a call to find out how easy we can make it for you.

Clouse Ace Hardware will open its 13th location next month in Big Rapids, Mi. Welna Ace Hardware, Minneapolis, Mn., has purchased a local storefront so it can relocate and expand its lawn & garden business.

Danvers Hardware, Danvers, Ma., is closing after 56 years with the retirement of owner Mark Fain.

Kirk’s Hardware, Noblesville, In., closed March 31, with the retirement of Bill and Carrie Prater, owners since 2002.

CT-Darnell.com

34

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Menards reportedly will build a new home improvement store in South Charleston, W.V. Building-Products.com

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Woodgrain to Acquire Huttig

Woodgrain Inc., Fruitland, Id., has agreed to purchase national distributor Huttig Building Products, St. Louis, Mo., in an all-cash transaction valued at $10.70 per share, or approximately $350 million including the assumption of debt.

The deal, expected to close in the second quarter of 2022, is subject to regulatory approval and was unanimously approved by the Huttig board.

Woodgrain is a leading millwork company, with six divisions and over 30 manufacturing and warehouse facilities in the U.S. and Chile.

Huttig, now in its 138th year of business, is one of the largest domestic distributors of millwork, building materials, and wood products, with 25 distribution centers serving 41 states.

Weyerhaeuser Grows in Texas

Weyerhaeuser Distribution is expanding its wholesale distribution footprint with the planned addition in San Antonio, Tx., of its 19th distribution center.

Although the new facility is not expected to be completed until early 2023, the operation will begin operating locally at a temporary site during the second quarter of 2022.

According to Weyerhaeuser, “This expansion will help us better serve customers in central and southwest Texas (Del Rio, Laredo)—while also allowing our distribution center in Houston, which currently supports the San Antonio market, to expand and enhance service farther east through Louisiana.”

Woodgrain to Acquire Huttig Building Products

Nation’s Best Buys Arkansas Dealer

Nation’s Best, Dallas, Tx., is continuing its fast-paced growth trajectory with the acquisition of Weiss Do it Best Lumber in Perryville, Ar. “Weiss Lumber is a great fit with the Nation’s Best family of home improvement businesses,” said Chris Miller, president and CEO of Nation’s Best. “Owners Bill Weiss and his nephew Russell have done an outstanding job establishing Weiss Lumber as the go-to source for home renovation and new construction in the Fourche La Fave River Valley. Weiss is our second location in Arkansas, and I am excited to see continued growth far into the Southeast as we follow our growth strategy.”

Founded over 50 years ago, Weiss Lumber offers a full-service lumberyard, with a strong focus on power tools, electrical equipment, and hand tools.

As part of Nation’s Best’s acquisition strategy, Weiss will maintain operations under its existing name with its key leadership team overseeing operations alongside Nation’s Best.

DA, PRO Group Unite as Hardlines

Buying groups Distribution America and PRO Group have merged into Hardlines Distribution Alliance, a Denver, Co.-based service management company representing more than 65 member distributors nationwide.

Shari Kalbach, formerly VP and COO of PRO Group, is now president of HDA. With the formation of HDA, the organization will be able to offer more robust programs and services to its distributor, manufacturer and dealer partners.

Steve Henry, CEO of House-Hasson Hardware and chairman of HDA, said, “The synergies we will all benefit from by combining the best of DA and PRO will enable us to better position customers for success in the highly competitive hardware and home improvement marketplace. House-Hasson is excited about the future of HDA and the reimagined powertrain that will drive success and opportunity.”

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n Building Products Digest n April 2022

SUPPLIER Briefs Martco subsidiary Corrigan OSB, Corrigan, Tx., was damaged by a March 10 fire that broke out in the dry bin area Forged Timber Products, Myerstown, Pa., has been launched by Adriel Stoltzfus, providing sustainably forested, thermally modified lumbe .

Parton Lumber, Rutherfordton, N.C., is updating its edger optimization system to vision-based scanning with BioLuma 2900LV sensors. This new system will be installed later in 2022.

H.K. Logging & Lumber, Middlefield, Oh., saw its sawmill destroyed in a March 17 blaze.

Beacon opened a greenfield branch in Little Chute, Wi LP Building Solutions, Nashville, Tn., finali ed the sale of its 50% equity interest in two Canadian joint ventures that produce I-joists to Resolute Forest Products.

Brava Roof Tile, Washington, Ia., agreed to purchase AZEK’s Paver assets.

Parksite, Fargo, N.D., is now distributing Deckorators

decking.

Lensing Building Specialties, Evansville, In., is now distributing Chelsea Building Products’ Everlast advanced composite siding in Indiana, Illinois, Kentucky and Tennessee.

Thielsen Lumber, Swanton, Vt., will distribute MOSO Bamboo X-treme Decking, siding and trim in the New

England and Mid-Atlantic region.

CRH plc has agreed to sell Oldcastle BuildingEnvelope to KPS Capital Partners, LP for $3.45 billion in cash.

Cornerstone Building Brands , Cary, N.C., has entered into a definitive agreement to be acquired by affiliates of Clayton, Dubilier & Rice.

Stanley Black & Decker, New Britain, Ct., is pursuing repurchase of $2 billion in company’s common stock.

SRS Distribution, McKinney, Tx., has engaged JLL to serve as a strategic real estate partner, providing tenant representation services across SRS’ portfolio and offering extensive BI analytics and technology as SRS expands strategically to provide delivery and distribution hubs close to customers.

Viewrail has extended its warranty on coastal railing products from 10 years to 15 years—made possible by a recent certification from PPG, making Viewrail an approved applicator of AAMA 2605 powder coating products.

American Wood Council has released an update to the mobile apps and web-based Maximum Span Calculator for Wood Joists and Rafters to include the design values as found in the 2018 National Design Specification for Wood Construction Supplement.

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MOVERS & Shakers Jimmy Mason has been named executive vice president/general mgr. of OSB at LP Building Solutions, Nashville, Tn. Tony Hamill succeeds him as VP-siding manufacturing. Jason Ringblom is now executive VP/general mgr. of siding.

Jack Henry is a new trader at Birmingham International Forest Products, Birmingham, Al.

Brian Grogan, ex-Habegger’s Ace Lumber, is new to inside sales at Cameron Ashley Building Products, Fort Wayne, In. Bill Ross has been promoted to director, channel sales (SEO) for Fortress Building Products, Garland, Tx. Josh Willis has come on board as director, global sourcing & supplier management.

Amy Bass Messersmith has been appointed chief people officer for Builders FirstSource, Dallas, Tx.

David Rogers has retired after 33 years in construction and 20 years in lumber sales, most recently at Genesee Lumber, Lakeville, N.Y.

Clinton Conner has joined Holmes Lumber Co., Sunbury, Oh., as sales coordinator.

Brian Sippel is now asst. mgr. of R i v e r h e a d B u i l d i n g S u p p l y, Riverhead, N.Y.

Greg Jacques has been promoted to branch mgr. of Gulfeagle Supply, Grand Rapids, Mi.

Jake Mendala has joined BlueLinx, Brooklyn Park, Mn., as product mgr. for EWP and treated lumber.

Also new to BlueLinx: Todd Faurbo, millwork product mgr., University Park, Il.; Matthew Rogers, national account specialist, Marietta, Ga.; and Ronna Russell, account mgr., Grand Rapids, Mi.

Ari Zolet is now sales mgr. for the Curitiba, Brazil office of the Solid Wood division of International Forest Products, Foxborough, Ma. Shia Grosz has been promoted to store mgr. at Certified Lumber Corp., Brooklyn, N.Y. Ethan Smith is a new mgr. trainee at 84 Lumber, Timonium, Md. Alex Angerami has joined the installed sales team at Curtis Lumber Co., Ballston Spa, N.Y. Erik Koller is a new truss designer at Littfin Lumber Co., Winstead, Mn.

Mark Graber is now with Stockton Building Supply, Linton, In., as wholesale account mgr.

Robert White has joined the sales force at Capitol Building Supply, Baltimore, Md. Abe Simonton has been appointed branch mgr. at Beacon Building Products, Stone Mountain, Ga.

TOP VENDOR: Jon Barrett (fourth from left), purchasing & merchandising manager at Ward Lumber, Jay, N.Y., presented the chain’s 2021 Vendor of the Year Award to Steve Guertin (third) from Coastal Forest Products, the chain’s primary supplier of engineered floor systems. “It doesn’t matter what department we are dealing with, Coastal always jumps through hoops to get us material to get the job done in the crazy engineered wood market,” said R.J. Tromblee, pro sales. “I feel like they are partners with us.” Left to right: assistant manager Tim Clark, pro sales Mark Lacy, Guertin, Barrett, Tromblee, and pro sales Jaimie Garcia.

42

n Building Products Digest n April 2022

Jason Trenn has joined Structurlam Mass Timber Corp., as VP of manufacturing & operations for its new production facility in Conway, Ar. Dave Duke, ex-Distinctive Millwork, is now senior estimator for Millwork One, Cranston, R.I. Oscar Martinez is safety director for Alamo Lumber, San Antonio, Tx. Tracy Morrone is a new kitchen & bath specialist at Water Mill Building Supply, Water Mill, N.Y. Jeramy Albert was promoted to construction business unit mgr. for Palram Americas, Lehigh Valley, Pa. Brad Borstelmann, ex-Atlantic Forest Products, has moved to Integrity Express Logistics, Tampa, Fl., as an account executive.

Dan Volkema, ex-Whirlpool, has been named VP of finance for ODL, Inc., Zeeland, Mi. Darren Revill is now VP and general mgr. of ODL Asia.

Luke Krochko, ex-Sherwin-Williams, has joined the outside sales team at Lansing Building Products, Manchester, Ct. Mark Campbell, ex-Mill Supplies, has joined Do it Best, Fort Wayne, In., as product mgr.-member catalog. Also new are Jake McGee, LBM sales support coordinator; Stephanie Hutsell, product sales mgr.; Brianna Wells, ecommerce mgr.; and Andrew Foutz, outbound logistics specialist. Recently promoted are Michelle Hutker, now an associate building materials trader; Jenna Myers, merchandise mgr. for outdoor living & holiday; Brian Billman, supply chain & inventory replenishment mgr.; Megan Millsap and Erin Smith, managed marketing specialists; Ashley Kenworthy, organizational change mgr.; Meagan McNeal, marketing services mgr.; Allison Meyer, communications mgr.; Ken Sorg, infrastructure project d i r e c t o r ; S h a n n o n Vo l l e n , rebate coordinator; and Jessica Waggoner, ecommerce mgr.

Matt Born, 84 Lumber, Denton, Tx., was honored as the chain’s Manager of the Year. Texas’ Nick Boyd was feted as Area Manager of the Year.

Anna Prentice has been hired as an intern at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

MOISTURESHIELD’S new Outdoor Project Hub makes it easier to design and plan deck projects.

MoistureShield Launches Design Hub

Bringing a dream deck project to life has never been easier than with the MoistureShield Outdoor Project Hub, a new online tool that helps users create the perfect outdoor oasis.

The hub helps homeowners design and build deck projects with ease by offering step-by-step planning and checklist features that are all accessible on one dashboard.

“Sometimes, it can be overwhelming to start out with a blank slate,” said Molly Werner, senior brand manager. “The Outdoor Project Hub is the perfect online tool for helping MoistureShield customers seek inspirational design ideas, select the right products and find a contractor who can turn their dream deck into a reality.”

Starting with some quick questions to assess the project, the Outdoor Project Hub guides the homeowner through the entire planning process, complete with inspirational custom mood boards and curated MoistureShield collections.

Once a user selects a MoistureShield product, the tool utilizes a checklist to stay on track with deck size, budget, timing and desired amenities. The final step is to search “Find a Contractor” database and share the project as a PDF to start building.

Ipé Distributor Expands to South

Ipé Woods USA, Salt Lake City, Ut., recently opened a new warehouse and contractor showroom in Kennesaw, Ga. “We’re extremely excited to be opening another fantastic location in our distribution chain,” said Steven Rossi. “One of the reasons that we can bring this amazing material to American homes so affordably is because we’ve built our own supply and shipping infrastructure. The new Kennesaw location is an important part of that chain, as we continue to proudly increase our already strong presence here in the USA. Everyone who comes to us looking for ipé wood knows there is just no better natural material available for outside building. And we’re happy to show new customers just how amazing ipé wood is for all their outside construction projects.”

Fire Strikes Pennsylvania Sawmill

Investigators suspect a mechanical issue caused a Feb. 18 fire that tore through Clear Lake Lumber, Spartansburg, Pa., destroying six dry kilns.

Surveillance video helped pinpoint the start of the blaze to a boiler room.

A night watchman first spotted the fire and unsuccessfully attempted to extinguish it.

44

n Building Products Digest n April 2022

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nated, a key component to the mill upgrade is to improve workflow and create safer and more desirable jobs.

Britton expects an increase in production of about 5% and that the project to be completed and operational by the end of 2022.

Taylor’s Keeps Growing in Virginia

EASTERN WHITE PINE manufacturer Britton Lumber Co., Bath, N.H., will complete a major upgrade by the end of the year.

New Hampshire Mill Plans Expansion

This August, Britton Lumber Co. will begin expanding its eastern white pine sawmill in Bath, N.H. The 30,000-sq. ft. facility produces approximately 9 million bd. ft. annually. The planned addition will see a new, 6,500-sq. ft. structure built onto the existing sawmill, which will include a new optimized linear edger, unscrambler, and new belt conveyors and transfer decks.

The new edger and equipment from McDonough Manufacturing will replace a 35-year-old manual edger, which is a significant bottleneck and the most labor intensive position in the sawmill. While no jobs are being created or elimi-

46

n Building Products Digest n May 2022

Family-owned Taylor’s Do it Center celebrated the grand opening of its newest location in Gloucester Point, Va.—its 12th location in Hampton Roads.

The celebration began with comments from Taylor’s president and CEO Joe Taylor and community leaders. Immediately after, Retail Alliance presented their Lifetime Achievement Award to the Taylor family and conducted a ribbon cutting ceremony, followed by a traditional board cutting.

The celebration included a live remote broadcast with a local radio station; demos from Big Green Egg, Traeger, and STIHL; representatives from Weber, Milwaukee Tools, Scotts Lawn Care and Titan RX; and deals and giveaways throughout the day.

The new location will be managed by Cheryl Case, who has been with Taylor’s for more than five years and previously served as assistant manager in Poquoson, Va.

M-D Building Products Reorganizes

M-D Building Products, Oklahoma City, Ok., has formed four brand portfolio strategic business units to “create efficiencies to strengthen the customer experience.” Operations include residential and commercial weatherization, flooring, caulking, and specialty extrusion products.

The four new business units include M-D Consumer; M-D Manufactured Solutions and Cardinal Aluminum; M-D Pro and Canadian Consumer; and Tower Sealants. M-D will continue to operate Morse Industries in Seattle, Wa., and Cardinal Architectural, Louisville, Ky., as independent operational groups.

“As the market continues to evolve, we are creating simplicity and greater efficiencies for our customers and partners with a focus on improving consumer experience on a channel-by-channel basis,” said M-D Building Products president Ryan Plotkin. “The new organizational structure will also allow us continued scale and growth at the same aggressive pace that we have experienced over the last decade.

We will better serve our valued customers across the globe through supply chain management, leveraging our vast domestic manufacturing and sourcing capabilities, as well as cross-functional marketing and sales competencies. Ultimately, we believe the new strategic organizational structure will ensure we retain manufacturing jobs in North America and push new standards of innovation.”

Each unit will be overseen by a division president—Kipp Collins, M-D Consumer; Mike Wasson, M-D Manufactured Solutions and Cardinal Aluminum; and Joe Comitale, M-D Pro and Canadian Consumer. Tower Sealants, Morse Industries and Cardinal Architect’s leadership structure will remain in its current state. Jared Bringhurst will lead M-D’s Shared Manufacturing Services function as senior vice president. This group will service all SBU’s with manufacturing resources as well as engineering, maintenance, raw material purchases, and quality.

The M-D Building Products brand portfolio includes SmartTool, Morse Industries, M-D Pro, M-D Canada, Tower Sealants, Cardinal Aluminum, MetalSource, and M-D Plastics.

Building-Products.com

Orgill’s First Hybrid Dealer Market Raises the Bar

Now that both Orgill’s Spring Dealer Market and Online Buying Event have drawn to a close, numbers indicate that this first-ever hybrid show surpassed all of the company’s previous buying market sales records.

Orgill reported that sales from the Spring 2022 events were up 33% from the 2021 Spring Online Buying Event and eclipsed Orgill’s last in-person Dealer Market held in spring 2020 by a full 47%.

“Last year’s Spring Online Buying Event was the largest show in terms of sales that we had ever had,” said Boyden Moore, Orgill’s president and CEO. “To see this first-ever hybrid event surpass that show by such a wide margin is really a testament to how well the concept has resonated with our customers, how eager they were to get back to business, how strong sales are in the market right now and how well our vendors rose to the occasion.”

Orgill’s in-person spring market was held Feb. 24-26 in Orlando, Fl., and its spring online edition ran from Feb. 21-March 4.

Beyond the record-setting sales numbers produced by the combined events, there were a number of other highlights from the shows, which also served as a platform for celebrating Orgill’s 175th anniversary.

“The combined events were a long time coming for our team, our vendors and our customers,” Moore said. “I

think anyone who participated, particularly at the in-person show, couldn’t help but get caught up in the energy and enthusiasm surrounding the event.

While sales are always an important measuring stick for us, we also saw this as a great milestone in our company’s evolution in a number of ways, from our anniversary to the growth of our Technology Symposium and more.”

In addition to the sales records produced during this spring’s events, following are some of the other milestone highlights from the show.

Report Gauges Consumers’ & Pros’ Views of Industry

Lowe’s has introduced its first-ever, annual Lowe’s State of the Pro report—a first-of-its-kind in-depth study that looks at both home improvement professionals’ and homeowners’ take on the current state of the industry.

Among the findings: • 51% plan to use more of their discretionary income on home improvement projects this year.

• Homeowners are focused on making the most of their homes—functionally, financially and aesthetically. 64% say the pandemic increased their desire to make the most of their spaces at home, and 74% say they see improvement projects as an opportunity to improve the financial value of their home.

• Older homeowners are more focused on financial motivators for projects; younger homeowners are focused on customizing their spaces for their

needs. Homeowners anticipate taking on more DIY projects in 2022, but 81% see some projects as better suited for pros.

• Top projects for homeowners in 2022 include: bathroom (33%), kitchen (31%), landscaping (31%), bedroom (22%) and living room (20%).

• While homeowners anticipate taking on more DIY projects in 2022, 51% of homeowners agree the next time they need home improvement work done they will leave it to the Pros.

• “Improving design or style” ranked as the No. 1 motivation for projects across all generations (40%).

• 31% of pros say their ability to get needed supplies has worsened since last year.

• 76% of pros say they rely more than ever on suppliers and retailers for extra support to excel their business in a transformed industry.

• Nearly 90% of pros say it’s important for retailers to have valuable loyalty programs. Pros also voiced the need for retailers to offer solutions to propel their business forward.

• Homeowners are nearly twice as likely to say they plan to use personal recommendations or referrals (84%) than external recommendations or referrals (48%).

• Younger homeowners are more likely than older homeowners to hire someone they know personally (40% vs. 29%).

• “Better communication” ranked No. 1 as the top deciding factor across all generations when deciding between two final quotes with all else equal.

Home Depot Launches Virtual Workshops for Pros

OKLAHOMA DEALER Kory Klein, owner and COO of Tulsa’s Scissortail Building Supply, wanted a relaxing home-away-from-home that would also hold strong against the shoreline elements, so future generations could enjoy it long after the final nail was driven. So for his waterfront stunner on Grand Lake, Klein looked to longtime vendor Georgia-Pacific and its ForceField Weather Barrier System to not only combat the elements, but to streamline the sheathing process.

48

n Building Products Digest n April 2022

The Home Depot is launching a series of virtual workshops designed to help professional contractors manage and grow their businesses. Running every other month, the free, interactive livestreams will be taught by industry experts.

Each virtual workshop will feature a deep dive into topics that Pros want to hear. Themes include best practices in social media for business, managing business expenses, home improvement industry trends, and more. The first, on March 8, covered “Money In. Money Out. Manage Your Cashflow to Boost Your Business’ Success.”

Home Depot began holding in-store workshops in 1997 with the launch of its Kids Workshop program. Currently, there are three different livestreams for DIYers: Homeowner 101, DIY Workshops, and Seasonal Workshops.

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By Dave Kahle

T

Knowing your customers

“know your customers” has been proclaimed from the pages of marketing books and the lips of marketing gurus so often that it has become a cliché. However, it’s been my experience that, while everyone gives lip service to the concept, very few businesses really practice it.

As a result, too many businesses scatter their sales and marketing efforts in a helter-skelter attempt to build the business. They squander their marketing resources and struggle to focus them where they will bring the best results. Sales remain flat; confusion and frustration grow.

“Knowing your customer” means developing several complimentary processes for acquiring and using important information about your customers, and then regularly and routinely implementing those processes.

Salespeople can use knowledge of their customers to manage their time more effectively and to refine and deliver attractive proposals and presentations. Sales managers can use it to direct salespeople to the highest-potential customers. Sales executives can use it to make effective decisions about products, pricing and sales processes.

Knowledge of your customers is the most powerful of all a company’s accumulated information.

Your ability to know your customers begins when you develop a database of useful information about your customers. If you have a CRM or ERP system, you probably have the mechanism necessary to manage this. If not, create an account profile form, and see to it that it is used regularly. he expression

50

An account profile form is a document full of questions or, more precisely, spaces for the answers to questions. If you are using CRM software, the account profile form can be several screens for each account. If not, you can create it on paper. Regardless of the media, the principles and processes are the same.

In addition to the information about each business, you need another version of the form for each key individual within those accounts. That’s called a personal profile, and it’s the mechanism you use to collect personal information about the key decision-makers. Apply the same principles to the task of collecting personal information. You may end up with one document for the company and five to 10 personal profiles for all key people within that account.

Here’s how to create this important systems tool.

1. Identify each of the markets to which you sell. You may sell to a number of different kinds of customers.

Each different type of business should have its own version of the form.

2. Create a list. Begin the form by listing all the things you’d like to know about your account. For example, you might find it useful to know which competitors are currently involved in the account, who your customer’s customers are, what products they manufacture, etc. The key is to determine the information that is useful to you.

Then, create the personal profile.

List all the things that you’d like to know about the important individuals within that account, such as where they went to school, their interests and hob-

n Building Products Digest n April 2022

bies, who you may know in common, and organizations to which they belong.

3. Edit. Now, edit your list of ideas down to those pieces of information you consider most useful. Start with the basics—name, title—and add important business information, like how much of each product that account purchases each year, what kind of business it is, and who makes the buying decisions.

4. Design the form. Now, create the form with spaces for each of the answers to the questions you listed above.

Don’t get too involved in creating the perfect looking document. No matter how thorough a job you’ve done, you’ll probably revise the form in a few weeks after you have some experience working with it. So, design something that is workable for now, and let your dayto-day use direct the fine-tuning adjustments that you’ll make along the way.

5. Implement. See to it that the form is used to collect information on every sales call. This doesn’t mean that you, or your salespeople, interrogate every customer. You can generally collect the information on the account portion in a formal session. When you do, your customers will generally be impressed with your professionalism and thoroughness.

That formal approach won’t work for the personal portion. With this piece, you’ll need to review the form before each sales call, solidifying in your mind the information you already have and determining what’s missing.

Then, in the course of the conversation, listen for missing pieces. Completing the form may take months of sales calls.

6. Refine. Review your master form from time to time and revise it as you get experience with it. You’ll soon determine what information is impossible to collect, and what really isn’t useful.

If you’re using a computer, now is the time to load the revised form into your contact manager.

7. Refer to it. Store the information in a database within your organization.

It is not enough to have salespeople keep the information on their laptops.

Remember, this information is an asset of the company, and needs to be maintained in the company’s computers.

From time to time, review the information you have collected. You can use it to help you make good marketing decisions, to continually refine your offerings to your customers, and to more precisely target your sales efforts.

– Dave Kahle is a leading sales authority and author of books, including How to Sell Anything to Anyone Anytime (www. davekahle.com).

Building-Products.com

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Seamless Entry

Simpson Door Co. has expanded its Nantucket Collection to include an option with no face pins for a high-end, polished appearance.

Mortise-and-tenon construction has historically used face-driven pins, which nixes stile and rail separation for a strikingly beautiful, long-lasting exterior door. Now available with optional joinery, the new doors feature a grooved grip tenon that bites into the mortise to provide a secure, airtight assembly with no face pins. n SIMPSONDOOR.COM (800) 746-7766

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n Building Products Digest n April 2022

Stylized Doorglass

The latest in stylized doorglass designed for the modern homeowner, Dorian and Ryder from ODL emphasize today’s trends in architecture­—crisp lines, simple colors, and interesting patterns.

Their fresh lines offer minimalist, geometric patterns and textures that bring style and privacy to the front door. n ODL.COM (800) 253-3900 Building-Products.com

Building-Products.com

April 2022 n Building Products Digest n

53

Long Island-Style Decking

MOSO North America’s thermally modified MOSO Bamboo X-treme is now available in a pre-grooved 1x4 for lovers of the classic Long Island-style look.

The 4” decking has long been the best kept secret in the wooden deck market. Thinner boards meant less movement and more stability before current lumber drying became popular.

MOSO X-treme boasts a Class A fire rating and a 25-year warranty against rot and decay. It is also available in traditional 1x6 decking and wide 7”. n MOSO-BAMBOO.COM (855) 343-8444

Raise the Roof in a Hurry

Westlake Royal Building Products has added a new profile—5/8” Lap Siding—to its line of TruExterior poly-ash siding.

The new profile combines the coveted look and shadow lines of traditional lap siding with the high performance of TruExterior’s poly-ash material, providing a high level of dimensional stability, and durability for resistance to warping, cracking, and splitting. It has a true 5/8” butt, a sought-after profile that mimics real cedar, and comes in 16-ft. lengths.

It can be used for ground-contact applications, and it can be painted any color, including dark hues. n TRUEXTERIOR.COM (855) 769-2585

Mixed Material Fencing

Barrette Outdoor Living has updated its line of Mixed Material Fencing to offer more versatile design options with easier installation.

The line features matte black aluminum framing and provides a high degree of flexibility by allowing vinyl or wood infill boards to be installed horizontally or vertically. It can serve as a traditional fence or can be arranged as individual or grouped panels that serve as a divider or privacy treatment.

Offering both in-ground and surface mount installation, it has grooved posts that enable infill boards to effortlessly slide into place in either a horizontal or vertical direction without the use of brackets. If a semi-privacy option is desired, spacer blocks are available to maintain consistent spacing to the ground and between infill boards. n BARRETTEOUTDOORLIVING.COM (800) 336-2383

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n Building Products Digest n April 2022

High-Capacity Coil Siding Nailer

Designed for attaching siding, including fiber cement and engineered wood, Senco’s new SN71P1 coil nailer features a high-capacity coil drum that holds up to 375 nails so users spend less time reloading and more time fastening.

It also enables users to work with a wide variety of fasteners—the drum magazine holds nails from 1-1/4” to 2-1/2” long and .082” to .092” in diameter, and it accommodates wire- and plastic-collated nails. n SENCO.COM (800) 543-4596 Building-Products.com

Keep Your Space

Altenloh, Brinck & Co.’s new SPAX deck board spacers are used to ensure consistent spacing during deck construction. Applications include pressure treated (1/16” and 1/8”) and composite/PVC board spacings (3/16” and 1/4”).

Featuring a durable, high-impact body, they provide consistent spacing and screw alignment, prevent denting and marring of material, and offer the versatility of four spacing dimensions. A hole in the wing helps pull the spacer out if it becomes stuck between boards.

Spacers are packaged in clamshell cartons containing three pieces and in master cut-case cartons of 10. n SPAX.US (888) 222-7729

All-Directional Forklift

Combilift’s new Combi-MR4 four-wheel, electric-powered multidirectional reach-truck incorporates Dynamic 360° steering, which provides rotation on each wheel, enabling seamless directional change of the truck while on the move. The system allows the ultra-agile forklift to work in forward, sideward and crab steer mode.

Developed with a very low platform to maximize storage density, the forklift comes in two models, with capacity ranges up to 10,000 lbs., and can operate in aisles as narrow as 8 ft. To maximize all vertical storage space in racking systems, the wheel configuration of two drive wheels at the rear and two sets of smaller dual front wheels provides a platform height as low as 15”.

Other features: a high visibility stand-up or sit-down operator cabin, AC-electric power steering, articulated rear axle with two rear rubber drive wheels for optimum traction outdoors, and multi-function joystick controlling hydraulic mast functions and travel direction. n COMBILIFT.COM (877) 266-2456

Drizzled Entries

ODL has introduced Mistify doorglass, a playful combination of pattern and texture.

The black drizzle pattern is fused to softly textured glass, resulting in a mesmerizing statement piece for any modern entryway. n ODL.COM (800) 253-3900

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n Building Products Digest n April 2022

Building-Products.com

Uncertainty Makes It Hard to Know When to Buy But Idaho Timber’s Just-In-Time Service Makes it Easy: n Get just what you want right when you want it, in highly mixed trucks of

dimension, studs and special trims. Delivered mill-direct in 24 to 48 hours, you can profitably sell each load before a market move impacts its value.

n Your inventory turns 4 times faster with our just-in-time truck service than if

you buy railcars. Reload costs are eliminated and you can have a truckload sold and on your A/R before payment is even due. All this does wonders for cash flow. And fast, mixed trucks make it easy to keep stock in balance.

n Lumber metered in by truck takes 80% less space and capital than when

supplied by car. With all that space and cash freed up, your wood may all fit under roof where it will yard better and sell better, and you’ll have room and funds for higher margin products to further improve your bottom line.

Idaho Timber’s just-in-time service accelerates inventory turns and shrinks carrying costs. When your lumber moves this quickly and profitably, your risk from market moves is so minimal you can confidently replenish stock at any time.

Maximum Performance. Minimum Risk.

(800) 654-8110 Building-Products.com

April 2022 n Building Products Digest n

57

Rainscreen in a Snap Hooked on Latches

Nationwide Industries’ Keystone Traverse line is expanding its family of latches offering installers more flexibility with two new sizes.

Neither requires drilling through the fence posts.

Both are easy to install with four simple steps: determine right/left application, latch height, attach latch to post using flat head screws, and attach striker.

Ideal for ornamental fences, Keystone Traverse 250 fits a 2.5” fence or gate post. For vinyl fences, Keystone Traverse 400 fits a 4” fence or gate post. n NATIONWIDEINDUSTRIES.COM (813) 988-2628

Grad for Kebony, a new rainscreen system for the North American building envelope industry and interior accent walls, has been launched by modified wood manufacturer Kebony and cladding/decking attachment system innovator Grad Concept USA. The rainscreen utilizes a special cladding profile that precisely locks the cladding into place quickly and easily. Clips are factory-placed in position, so the installer simply fastens the rails onto the sheathing or vapor barrier and snaps the boards on. The rails create a natural air gap so there’s no need to install furring strips ahead of time.

Based on the desired aesthetic, Mini Rails come in two different gap sizes and can be installed vertically or horizontally: 1”x6” with a narrow gap (5/32”), which resembles nickel gap, and 1”x6” with a wide gap (17/64”), which resembles shiplap. n KEBONY.COM (833) 795-8660

Pro Bag in Black

Klein Tools’ 12” canvas tool bag is now available in all black for a classic look.

Rivet-reinforced for durability, it features a steelframe mouth with hinge for rugged use, non-scratch feet on base, stitched and riveted leather handles for comfort and strength, two retaining straps with buckles, and moisture-resistant vinyl bottom. n KLEINTOOLS.COM (800) 553-4676

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n Building Products Digest n April 2022

Building-Products.com

Ridge Decking Pro Plug

Simpson Strong-Tie’s Outdoor Accents decorative hardware line now includes black powder-coated APRT Rigid Tie connectors that make it easy to build a variety of projects, from garden potting benches to fences, furniture, and more.

Fabricated from ZMAX galvanized steel with a black powder coat for corrosion protection, the ties come as corner connectors, rail connectors, and angle connectors.

Envision Outdoor Living Products is expanding its fastener lineup with the addition of the Pro Plug Hidden Fastening System for its Ridge Premium fluted composite decking.

It includes the three Pro Plug components: epoxy-coated carbon steel screws or stainless steel screws; a patented PVC/ composite tool that attaches to a standard drill/driver to drive screws to the correct depth; and plugs made with Envision material for a perfect match. A template specific to the fluted boards helps ensure the fasteners are driven into the full thickness of the deck boards.

n STRONGTIE.COM (800) 999-5099

n ENVISIONOUTDOORLIVING.COM (800) 253-1401

Garden Ties

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n Building Products Digest n April 2022

Exotic Imported Flooring

Elemental Hardwoods has added solid Kempas, a hard and durable orange-brown hardwood that carmelizes in color as it ages, to its premium line of exotic hardwood flooring.

Sometimes called Asian cherry, the Select&Better grade Kempas is 100% solid heartwood, prefinished with a 15-20% low gloss finish and sourced from Indonesia under FSC standards. n ELEMENTALHARDWOODS.COM (504) 756-8876

Building-Products.com

Wholesalers shine at NAWLA Leadership Summit Few attending the North American Wholesale Lumber Association’s recent 2022 Leadership Summit, missed the irony that as “life may finally be returning to normal,” the last major event industry event held before COVID was NAWLA’s 2020 Leadership Summit in Palm Desert, Ca.

1

This year’s edition was held on the sunny beaches of Fort Lauderdale, Fl., with industry leadership basking in a mix of networking, learning and feeling as if normalcy may be on the horizon.

During the event, 2022 chairman Bill Price recognized past chairman Tom LeVere for his service.

Jim Robbins Sr., Robbins Lumber, Searsmont, Me., was presented the prestigious Mulrooney Award. He has spent decades holding a range of positions with a long list of industry organizations, including being the first manufacturer ever elected to the NAWLA board of directors.

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HIGHLIGHTS: [1] Past chairman Jim McGinnis presented the NAWLA Mulrooney Award to Jim Robbins Sr., Robbins Lumber, Searsmont, Me. [2] Three generations of the Robbins Lumber family were on hand to celebrate the award. [3] A discussion on supply chain disruption featured panelists Terry Atkinson, Nate Jorgenson, Wendy Minichiello, Craig

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n Building Products Digest n April 2022

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Sichling, and Roger Welling. [4] Steven Rustja, Clark Spitzer, Vicky & Carl Lamb. [5] Sara Davidson, Warren Reeves, Dave Destich, Grant Phillips, Kent Beveridge, Alden Robbins. [6] Patrick Adams, Alex Darrah. [7] Nick Fitzgerald, Tom LeVere, Clark Spitzer, Jim Houser, Ryan Filek. [8] Lisa & Rob Latham. [9] Bobby & Lori Byrd. (More photos on next two pages) Building-Products.com

NAWLA LEADERSHIP SUMMIT

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Photos by BPD

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20 NAWLA BEACH PARTIERS (continued from previous page): [10] Dan & Margie Semsak, Sally & Jim Stuckey, Brian Boyd. [11] Michael Goodman, Mary Lou Carlson, Mark Porter, Andrew Goodman. [12] John Morrison, Dave Durst. [13] Kyle Little, Curt Stuckey. [14] Jim & Anna Robbins, Jolette Owen, Kathy & Bill Price. [15] Nancy Beveridge, Stephanie & Morgan Wellens, Kent Beveridge. [16] Elizabeth & Steven Rustja, Katie Muck.

Building-Products.com

21 [17] Casey Pierce. [18] Katie & Anthony Muck. [19] Mike Mann, Judy Haney, Lynn & Jeff Lineberger, Donna Whitaker, Joel Osteri, Christopher Sofos. [20] Tina Breen, Tiffany Richardson, Chelsea Brown, Bethany Doss, Natalie Heacock, Terry Haddix. [21] Craig Sichling, Heather & Chad Warpinski.

(More photos on next page) April 2022 n Building Products Digest n

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Photos by BPD

NAWLA LEADERSHIP SUMMIT

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MORE NAWLA (continued from previous pages): [22] Alyssa Lett, Mark Wells, Tracey & Robyn Crow. [23] Sara Davidson, Warren Reeves. [24] Bethany Doss, Chelsea Brown, Natalie Heacock. [25] Pike & Jessica Severance, Jim & Sabrina Enright, John & Andrea Murphy. [26] Paige

Wells, Kim & Nick Fitzgerald. [27] Lori Hart, Todd & Cindy Hixson, Mike Termolen, Grant Phillips. [28] Miranda Price Ray, Bill & Kathy Price. [29] David Bernstein, Daphne & David Cox, Kyle Little. [30] Mark Westlake, John Morrison, Monty Falb, Scott Lewis.

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FISH STORY: NAWLA’s Leadership Summit in Fort Lauderdale, Fl., included off-site outings, such as water sports and a [1] deepsea fishing excursion. [2] Among the participants were Jim Robbins Sr. and his grandson Ely Robbins Halsted. [3] Ely joined Alex Darrah as one of two fishermen to hook a nurse shark, while [4] Jim Robbins Sr. reeled in “the big one.”

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n Building Products Digest n April 2022

Building-Products.com

CLASSIFIED Marketplace

PRODUCTS FOR SALE

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

Deadline: 10th of previous month. Questions? Call (714) 486-2735.

WANTED TO BUY

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

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

Transload Distribution Association – April 4-6, annual meeting, Westin Downtown Denver, Denver, Co.; www.dana.com.

National Hardware Show – April 5-7, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com Coverings – April 5-8, tile & stone trade fair & expo, Las Vegas, Nv.; www.coverings.com.

International Wood Products Association – April 6-8, World of Wood show & convention, Orlando, Fl.; www.iwpawood.org.

Associated Building Material Distributors – April 7-10, annual convention, Renaissance Esmerelda, Indian Wells, Ca.; www. abmdaconvention.com.

Building Material Suppliers Association – April 11-13, CFO roundtable, Sedona, Az.; www.mybmsa.org.

Mass Timber Conference – April 12-14, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

National Wood Flooring Association – April 12-14, wood flooring expo & conference, Tampa Convention Center, Tampa, Fl.; www. nwfaexpo.org.

Northwestern Lumber Association – April 26-28, Estimating 1-2-3, Inver Grove Heights, Mn.; www.nlassn.org.

Lumbermens Association of Texas – April 27, Lunch & Learn, Waco, Tx.; www.lat.org.

Northeastern Young Lumber Execs – April 27-28, spring leadership conference, AutoCamp Cape Cod, Falmouth, Ma.; www.nrla.org.

Cross-Laminated Timber Conference – April 27-29, Hotel at Auburn University/Dixon Conference Center, Auburn, Al.; sfws.auburn.edu.

Peak Auctioneering – April 30, LBM auction, Doswell, Va.; www. peakauction.com.

Composite Panel Association – May 1-4, spring meeting, Dana Point, Ca.; www.decorativesurfaces.org.

Virginia Forestry Association – May 3-6, Forestry Summit, Blacksburg, Va.; www.forestrysummit.com.

Woodworking Industry Conference – May 3-6, Atlantis Paradise Island, Bahamas; www.wmia.org.

Lumbermens Association of Texas – May 4, Lunch & Learn, Houston, Tx.; www.lat.org.

Appalachian Lumbermen’s Club – May 5-8, annual beach meeting, Ocean Reef Resort, Myrtle Beach, S.C.; www.lumberclub.org.

Lumbermens Association of Texas – April 13, Lunch & Learn, San Antonio, Tx.; www.lat.org.

Massachusetts Retail Lumber Dealers Association – May 9, western golf outing, Ranch Golf Club, Southwick, Ma.; nrla.org.

Peak Auctioneering – April 16, LBM auction, Washtenaw County Fairgrounds, Detroit, Mi.; www.peakauction.com.

Forest Products Society – May 11-13, International Conference on Wood Adhesives, Portland, Or.; www.woodadhesives.org.

Florida Building Material Alliance – April 21, spring golf tournament, Orange County National Golf Center, Winter Garden, Fl.; www. fbma.org.

Western Red Cedar Lumber Association – May 11-13, Cedar Summit, Kelowna, B.C.; www.realcedar.com.

Michigan Association of Timbermen – April 21-22, annual convention, Sault Ste. Marie, Mi.; www.timbermen.org.

Peak Auctioneering – April 23, LBM auction, Kentucky Exposition Center, Lousiville, Ky.; www.peakauction.com.

Material Handling Equipment Distributors Association – April 2327, annual convention, Lowe’s Sapphire Falls Resort, Orlando, Fl.; www.mheda.org.

Building Material Suppliers Association – April 24-26, roundtable, Charlotte, N.C.; www.mybmsa.org.

Massachusetts Retail Lumber Dealers Association – April 26, Past Presidents luncheon, MIT Endicott House, Dedham, Ma.; www.nrla.org.

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Northeastern Forest Products Equipment Expo – May 13-14, Essex Junction, Vt.; www.northernlogger.com.

Peak Auctioneering – May 14, LBM auction, Howard County Fairgrounds, Baltimore, Md.; www.peakauction.com.

American Wood Protection Association – May 14-17, annual meeting, Francis Marion Hotel, Charleston, S.C.; www.awpa.com.

New Jersey Building Material Lumber Dealers Association – May 16, golf outing, Atlantic City, N.J.; www.nrla.org.

Lumbermens Association of Texas – May 17, Lunch & Learns, Fort Worth, Tx.; May 18, Dallas, Tx.; www.lat.org.

Rhode Island Building Material Dealers Association – May 18, dinner meeting, Cassarino’s, Providence, R.I.; www.nrla.org.

Building-Products.com

www.nationalhardwareshow.com

NEW PRODUCTS. NEW CONNECTIONS. NEW EXPERIENCES. Our ongoing efforts to reimagine NHS are intended to deliver you more value. Whether you’re looking to reconnect with customers, peers and colleagues, discover the latest trends in the home improvement & DIY industry or explore new products and innovations – your experience at NHS will provide you the tools to grow your business. NHS is focused on continuing to celebrate innovation, deepening industry connections and growing our global footprint.

APRIL 5-7, 2022 | LV Convention Center

Pre-Register for NHS 2022 at

www.nationalhardwareshow.com

CENTENNIAL Flashback

The 1950s

I

n honor of this year’s 100th anniversay of BPD’s sister publication, The Merchant Magazine, as well as the 40th anniversary of BPD, we look back each month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day.

The 1950s was a period of prosperity and innovation, as illustrated by the widening range of products our advertisers highlighted.

• Perma Products began advertising its stained shingle panels in February of 1950 in The Merchant Magazine, seven years before it would change the company name to that of its sidewall brand: Shakertown.

• Stimson Lumber, though it had been a prominent lumber firm in Oregon since the 1800s, did not make its first foray into marketing in The Merchant until April 1950, to introduce a revolutionary new composite hardboard product.

Called Forest Board, the product consisted of “compressed fiberboard consolidated under heat and pressure,” then infused with and coated with a layer of plastic. The double coating reportedly made boards stronger and more water resistant, for uses such as shower walls.

• Galleher, founded in Southern California in 1937, started as a regional distributor of hardwood and premiered in The Merchant in July of 1950 to tout Roc-Wood hardwood composite flooring.

Galleher LLC has grown to become one of the nation’s largest flooring distributors and manufacturers, with such brands as Monarch Plank, Reward Flooring, and GemCore.

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• Universal Forest Products predecessor company Far West Fir Sales announced its arrival in The Merchant in October 1955. Far West would grow to six distribution centers by the time it was acquired by UFP in 1987 to serve as the basis for its first western division.

• Neiman Reed Lumber Co. was launched a few years after the war by Marine buddies Bob Neiman and Bob Reed. During their first 15 years, they primarily concentrated on wholesaling lumber and plywood (as seen in The Merchant in December 1955), but soon expanded into industrials and eventually added a retail chain that in time would expand to more than two dozen locations, including Lumber City stores (now DIY Home Centers) and Patioworld showrooms.

The wholesale division also continues strong to this day, catering primarily to industrial lumber users.

• MacBeath Hardwood Co., Berkeley, Ca., advertised in December 1955, one year after founder K.E. MacBeath broke from Alex Gordon, his partner in the Gordon MacBeath Lumber Co. The company eventually expanded from wholesale to retail, milling, drying and transloading, and is now based in Edinburgh, In. • Homasote considers itself the nation’s oldest manufacturer of building products made from recycled materials, dating back to its inception in 1909 as part of the Bermuda Trading Co. It introduced its first-generation Homasote Board for exterior sheathing in 1916. It showed off its then-latest in The Merchant in June 1956.

Building-Products.com

• C&D Lumber Co., Riddle, Or., was born in 1943, deriving its name from its location near southern Oregon’s Coos and Douglas County lines. First teaming with The Merchant in May of 1959, C&D is now guided by the sixth generation of the Johnson family.

• Huff Lumber Co., Santa Fe Springs, Ca., got its start the same year we did in 1922 and ever since has been building on providing “the finest timbers available, delivered to customers accurately, honestly and on time.” And for the past 70 years, ever since its first ad in December 1956, the premier wholesaler has continuously partnered with The Merchant.

We toast and sincerely thank five generations of the Huff family for this wonderful accomplishment.

• W.R. Grace & Co. got its start in the 1850s, exporting bird droppings from South America to be used as fertilizer. The company steadily grew into an importer and manufacturer of a huge range of specialty chemicals and materials, such as the plywood doors it was promoting in July of 1957.

• Berkot Manufacturing Co. started manufacturing material handling equipment, dollies and carts in 1954 and quickly identified industries (such as film studios) that it could construct specialized carriers for. It first showed off its Lumber Carrier in The Merchant in December of 1959.

• Georgia-Pacific, Atlanta, Ga., started in 1927 wholesaling lumber from its five southern sawmills. Within a decade, it expanded into plywood. Its promotional efforts to reach western lumber dealers began in The Merchant in February 1959.

Four years later, G-P entered the tissue business and today is one of the world’s largest manufacturers of tissue, pulp, paper, packaging, building products, and related chemicals, with over 30,000 employees at 300+ locations in North and South America.

Building-Products.com

April 2022 n Building Products Digest n

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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 nce Page uperior strength e MSR Lumber 45 strength solution for ral applications

800.221. B E A M

ADVERTISERS Index Anthony Forest Products www.anthonyforest.com

Cover IV

Madison Wood Preservers www.madwood.com

Anthony Forest Products is part of the Canfor Group of Companies |

W W W. A N T H O N Y FO R E S T. CO M

Cover I

Wood Treating has been a ated dimension lumber, cing, and more.

Cover II

©

Anthony Forest Products Company, LLC

Anthony Wood Treating

Hope, Arkansas 870-245-3000 anthonywoodtreating.com

www.anthonywoodtreating.com

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Manufacturers Reserve Supply

www.nationalhardwareshow.com

www.mrslumber.com

12/17/18 1:25 PM

Arxada www.wolmanizedwood.com

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National Hardware Show

3/16/22 2:59 PM

Biewer Lumber

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www.biewerlumber.com 55

Coastal Forest Products www.ironwoods.com

www.nationalhardwareshow.com 59

NEW PRODUCTS. NEW CONNECTIONS. North American Wholesale Lumber Assn.

NEW EXPERIENCES.

www.nawla.org

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Our ongoing efforts to reimagine NHS are intended to deliver you more value. Whether you’re looking to reconnect with customers, peers and colleagues, discover the latest trends in the home improvement & DIY industry or explore new products and innovations – your experience at NHS will provide you the tools to grow your business. NHS is focused on continuing to celebrate innovation, deepening industry connections and growing our global footprint.

Northeastern Lumber Manufacturers Assn.

APRIL 5-7, 2022 | LV Convention Center

Pre-Register for NHS 2022 at

www.nelma.org

www.nationalhardwareshow.com

58

Crumpler Plastic Pipe www.cpp-pipe.com

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CT Darnell Construction www.ct-darnell.com

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Orgill www.orgill.com

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Palram Americas www.palram.com Wood Preservative and Pigment Analyzer Test All Preservatives & Pigments Using One Instrument

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Culpeper Wood Preservers www.culpeperwood.com

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Do it Best Corp. www.doitbestlbm.com

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Doman Building Materials Group www.domanbm.com

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Everwood Treatment Co. www.everwoodtreatment.com

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Fence Empire www.fenceempire.com

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526 Media Group www.526mediagroup.com

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Fortress Wood Products www.fortresswood.com

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Great Southern Wood Preserving www.yellawood.com

Cover III

Hoover Treated Wood Products www.frtw.com

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Humboldt Sawmill www.mendoco.com

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Idaho Timber

7, 25

ProWood www.prowoodlumber.com

18, 35

Redwood Empire www.buyredwood.com

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Rigaku

Applied Rigaku Technologies, Inc. 9825 Spectrum Drive, Bldg. 4, #475, Austin, TX 78717 USA T +1-512-225-1796 | F +1-512-225-1797 www.RigakuEDXRF.com | info@RigakuEDXRF.com

www.rigakuedxrf.com 27

Stella-Jones www.stella-jones.com

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Simpson Strong-Tie www.strongtie.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

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Southern Pine Inspection Bureau www.spib.org

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Swanson Group Sales Co. www.swansongroup.biz

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U-C Coatings www.uccoatings.com

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United Treating & Distribution www.unitedtreating.com

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West Fraser www.westfraser.com/osb

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Jordan Lumber www.jordanlumber.com

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Weyerhaeuser Distribution www.weyerhaeuser.com/distribution

Building-Products.com

BPD

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

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