BPD May 2022 by 526 Media Group

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Building Products Digest

MAY 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

DECKING & RAILING SALES STRATEGIES • EXTERIOR TRIM • SPOTLIGHT ON NAWLA

REDWOOD

DECKING Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

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

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CONTENTS May 2022

Volume 41 n Number 5

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Special Focus

Features

Solutions from NAWLA

North American Wholesale Lumber Assn presents strategies

for coping with supply chain disruptions, sales

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advice, and opportunities to

connect with your lumber peers.

BPD

Building Products Digest

MAY 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

DECKING & RAILING SALES STRATEGIES • EXTERIOR TRIM • SPOTLIGHT ON NAWLA

REDWOOD

DECKING Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

Margin Builders

Industry Trends

Product Spotlight

Event Recap

Designing Decks from the Inside Out

New Wave of Demand Rising for Shoreside Amenities Tips for Selling Exterior Trim

LMC Hosts “Super Bowl” of LBM Events in Tampa

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9 Questions to Help Your Customers Choose the Best Deck Railing

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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 Steve Booz, Matthew Bruce, Kim Drew, Jeff Easterling, Paige McAllister, Chase Moritz, Kym Nosbisch, Katy Tomasulo

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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

n Building Products Digest n May 2022

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ACROSS the Board By Patrick Adams

Not on anyone’s list

lot of my firesisde conversations seem to boil down to two things—discussing over-inflated grandeur of the past, or discussing what we “would do if” it came to our doorstep in these interesting times. As we sit in our comfortable homes, smoking cigars and enjoying the whiskey of choice, these conversations come easily. What makes my group interesting is that we’ve all had past lives that we wouldn’t wish on anyone, but prove we’re more capable than the average bear. In those early days, we all had similar “lists.” Make a difference, have an amazing family, buy a beautiful home, have enough money that we don’t have worries, etc. As we got a bit older, the list got more refined and included things like making sure our kids grew up to be good adults, leaving behind a legacy that meant something, and building plans that provided for our family no matter what happens. What is never on anyone’s “list” is “I want to remain strong, fit and healthy.” I was talking to an employee who returned from a family vacation hiking in Zion. As they were huffing up the trail, a group that included a couple in their later years literally flew by them in full sprints. In that split-second, his “wish list” for life was modified by the stark reality that showed him what could have been. Life has a funny way of creating a false reality for you though. At least for us, our mental picture of ourselves does not match what we see in the mirror in the few times we pause to look carefully. Our young selves used to look at those in charge, who looked a lot like we do now, and bite our tongues when orders or stories were shared. In those days it was us who were capable—strong, quick and effective in all that we did. Perhaps not wise or economical, but we got it done. But now as we share our thoughts on the chaos of our current reality, we talk as if we’re still those young lads and what we would do “if.” We wish for things and to varying degrees, we exert tireless effort and sacrifice to accomplish them. Building and maintaining a business is not easy. Building and maintaining a marriage and family is not easy. Building wealth and memories are not easy. And yet, these are the things on everyone’s list that they set out to accomplish. They make sacrifice other things in order to achieve these goals, placing them on a different list called, “When I Get to It.” However, “I want to remain strong, fit and healthy” is like compounding interest—that investment strategy doesn’t work when you ignore it for half of your life. Instead, the stark reality is that just about the time you begin feeling that you’ve accomplished those life goals, you also begin feeling the reality of having forgotten this goal. As we sat around the fire, we started “what if”ing each

other. What if you were walking to your car and your wife’s purse got snatched? Could you chase them down? If you caught them and they decided to fight, could you? What if there were two of them? What if that guy you’re tailgating and flipping off because he cut you off decides to follow you to work and confronts you in the parking lot? Can you handle it? What if the zombie apocalypse really does happen???? We are “responsible” when we invest in our retirement, buy life insurance, save for college funds, or purchase insurance for our homes and cars. We have “rainy day” funds and we carry some supplies in our vehicles in the event we break down. We have disaster kits in our homes and hoard ammo and toilet paper “just in case.” But, could your body actually execute on any scenario that you have planned and “prepared” for, or was your health one of those things on the “when I get to it” list? I have tried to stay on top of this for most of my life, but in the chaos of recent life, I’ll admit I’ve fallen off the wagon. As a result, I can feel the weight of my age come crashing down to fill the vacuum left by pausing my daily fight and I can tell you, it is a heavy weight. It is more than aches or pains and more than feeling tired. It is the vitality and vigor that slips away before your eyes, and before you know it, you can’t remember what it felt like before. So, build a new list that includes your health. It will be very hard. It will not be fun and a million things will stand in your way. Just like when you started a business or found the courage to chase your future spouse or decided to have a family. But just like those things, it is worth it! It’s never too late to reinvent yourself. Don’t waste today… because there is no guarantee that any of us get a tomorrow. I’m grateful that today, I have this great industry to serve.

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

n Building Products Digest n May 2022

Building-Products.com

FEATURE Story By Chase Moritz

CHOOSING a deck railing in a contrasting color can provide an eye-catching pop. Shown here is Envision Distinction composite decking in Spiced Teak with an A210 three-rail aluminum railing with vertical balusters.

9 questions to help

customers choose the best deck railing

ew outdoor living spaces are complete without the perfect deck railing, and the range of materials and styles available ensures there’s a look for every need. But with so many options, how can your customers choose the ideal deck railing for their project? The easiest way to narrow down deck railing selections is to answer a simple series of questions that cover the railing’s required functionality, a buyer’s desired tastes, local codes, and other factors. Once that process is complete, the possibilities are much more approachable.

lar PVC railings also can be used, but may require a larger post sleeve at the angle. The degree of angles is much more limited with vinyl railings.

What Is the Ideal Deck Railing for the Project?

Deck railing materials and styles vary in price. From a materials standpoint, in general vinyl tends to be the most affordable, then steel, then composite and cellular PVC, and then aluminum. In terms of infill styles, square balusters tend to be more budget friendly and then round balusters. Glass panels and cable railing are on the more expensive end of the spectrum. But you also can mix and match to meet both budget and style needs; for example, choose white vinyl top rails with black aluminum balusters for a more custom look. Or if cable rail is desired but out of the price range, horizontal balus-

The first step is to consider which railing will best fit the project’s parameters. Focus on these questions:

1. What is the required height in your area? The code will call for 36” or 42”.

2. Does the deck have a lot of angles?

If there are level runs with angles, certain styles of railing will be more user friendly. Aluminum railings, for example, are the easiest to install on level angles. Composite or cellu-

n Building Products Digest n May 2022

3. What are the surroundings like?

Is there a view or openness they want to maintain? This will eliminate certain bulkier rail styles while moving lower-profile options to the top of the list. This can also inform the style of infill they want to use for the project.

4. What is the project’s budget?

Building-Products.com

ters offer a similar look at a lower cost, while also requiring less maintenance than cable rail.

5. Where is the project located?

Coastal areas need railing materials that can withstand the salty moist air, so vinyl, composite, and aluminum are a better option than steel.

What the Are Preferred Aesthetics?

Of course, aesthetics play a critical role in deck railing choices. From a taste or trends perspective, consider these questions:

6. Will the deck be used into the evening and therefore need lighting? This is an important question because a two-piece top rail will provide the most labor-friendly application of LED wiring. A two-piece design also makes it easier to access the lighting in the future should it need to be repaired.

usters or with cable rail infill. A curvy, more ornate top rail or more robust baluster is well suited to a traditional house style.

9. Is the desired look bold or blended? In the early days of composite decking, projects often matched the deck with the railing, choosing composite railing in the same or similar color as the deck boards. Today, it’s trendy for railings to provide a pop of color and to choose deck railing material based on preference, rather than only to match the composite decking. The choice the customer makes comes down to personal prefer-

ence, and there are few right or wrong answers. This is where on online deck visualizer tool comes in handy—you and your customers can experiment with decking and railing colors and styles to see what appeals and looks best. If your customers are still having trouble choosing a railing, it rarely fails to look for examples. Look to your manufacturer partners for tools and inspiration, including deck visualization software, case studies, and idea galleries. – Chase Moritz is director of marketing & communication for composite decking/ railing manufacturer Envision Outdoor Living Products (envisionoutdoorliving.com).

7. Will the deck be used for frequent entertaining? If so, a drink rail may be a great fit, as it provides a flat surface for placing drinks and small plates. 8. What is the style of the home?

Though there are no official rules, certain types of railings pair better with particular home styles. For example, an ultra-modern house will likely look best with sleeker, slimmer top rails and bal-

FOR DECKS WITH A VIEW, customers may prefer infill styles that don’t obstruct the line of sight. Shown here: Envision Distinction composite decking in Rustic Walnut paired with A310 aluminum railing and horizontal balusters.

MORE ROBUST RAILINGS and posts, such as the Envision V215 vinyl, can make a beautiful, classic statement for traditional-style homes. The V215 is modified to include a drink rail, ideal for entertaining. The railings are paired here with Envision Ridge Premium decking in Black Walnut. Building-Products.com

May 2022 n Building Products Digest n

MARGIN BUILDERS By Kym Nosbisch

TOP TIP: Aim to help homeowners feel that their outdoor living spaces are an extension of their indoors. (Photos by Feeney)

Designing decks from the inside out

t ’ s not breaking news to say that Americans have been spending more time at home for the last couple of years. It’s also true that what homeowners expect from their homes has changed significantly during this time. Because of this shift, home renovation projects are more popular than ever before. Outdoor decks and living areas, in particular, have become increasingly important. Just as homeowners report wanting more from the interiors of their homes, they expect more from their exteriors too. Your pro customers are also responding to this growing interest in outdoor living spaces. According to a recent survey by the New Home Trends Institute, 58% of residential building professionals stated that creating a connection to the outdoors will be a major theme of their designs in the next three years. Drawing parallels between indoor and outdoor spaces makes sense. Homeowners are beginning to pay more attention to the appeal of a seamless aesthetic, while professionals are embracing the challenge of showing what is possible in today’s deck and outdoor living space construction. Showing homeowners and contractors how to tie together a home’s interior and exterior can pay off in a significant way. Thoughtful finish selections and design details make

n Building Products Digest n May 2022

clients happy, which can lead to more referrals, improve the bottom line, and increase margins.

Tying It All Together

Assessing a home’s interior design elements prior to planning an outdoor space can be a great source of ideas for connecting the inside with the outside. Whether building a brand-new deck or remodeling an existing one, here are five elements worth considering to achieve a cohesive look that will elevate both the interior and exterior of a home. Decking. Connect interior and exterior spaces by choosing a deck material similar to the flooring in a home. Many homes have a living space that opens directly onto a patio or deck. Installing decking in the same or similar shade as interior flooring can help the two spaces flow together and feel like a single, unified living area. Think beyond wood, too. Available alternatives include concrete, fiberglass, plastic, PVC, aluminum, rubber and composite decking materials in a range of shades that will complement any color palette. Deck Railings. Consider choosing a deck railing that complements hardware or accessories found in the home. For example, a railing in oil-rubbed bronze could be selected Building-Products.com

to harmonize with kitchen fixtures, or door and cabinetry hardware. Or, mirror interior wood elements by installing a natural wood cap rail or powder-coated aluminum railing system with a woodgrain finish top rail, which provides the organic look of wood without the maintenance requirements. Powder-coated deck railing comes in a variety of colors, making it easy to coordinate railings with exterior elements such as siding and trim, along with interior finishes for a more coordinated appearance that makes spaces feel more intentional. While both traditional picket infill and cable infill remain popular, newer railing infills continue to expand the design possibilities for outdoor spaces. For example, stainless steel wire mesh infill and laser-cut aluminum panels in geometric and nature-inspired patterns, along with custom designs, provide an unexpected way to tie together interior and exterior spaces while making a statement. Lighting. Select outdoor lighting fixtures that coordinate with fixtures inside the home to create a smoother transition from inside to outside. Use the same bulb types and light temperatures in both areas for a seamless feel. Installing dimmers and setting a similar brightness level also contributes to the illusion of a continuous space. Light should come from more than one source for even lighting, so explore using downlights and under-rail or post accent lighting, which not only helps to ensure safety, but brings an additional design element to deck areas. Look for wet-rated lighting for additional protection from moisture. Awnings. Another way to create a harmonious look is to install exterior awnings that complement elements such as siding and trim, or that carry a color scheme through from a visible interior space. These outdoor architectural accent pieces can be installed over doors and windows, providing

AN ARRAY OF awning kits now available includes powder-coated aluminum structures with polycarbonate panels.

protection from the weather, along with an easy way to coordinate finishes between the exterior and interior of the home. Stationary-type awnings, such as powder-coated aluminum awnings with polycarbonate panels, offer durability and impact resistance along with the ability to choose an array of color options that coordinate harmoniously with railings and other exterior elements. Trellises. Adding a trellis, or series of trellises, to a deck area can mirror botanical design elements used inside the home while creating a connection to the outdoors. Echo the theme of a prominent piece of art or an upholstery pattern by placing live plants on strategically-placed trellises. A number of trellis options are available, including marine-grade stainless steel versions, which resist the weather while providing a sleek, understated backdrop for plants and vines. Especially when it comes to decks, railings, and awnings, look for product lines that provide visual aids, such as color swatches, chip sets, and online visualizers which make it easier for homeowners to envision how products will look in their home once installed.

Bringing It Home

Today’s homeowners desire outdoor living spaces that are not only beautiful and low-maintenance, but function as an extension of their homes. Fortunately, options continue to grow as manufacturers introduce innovative outdoor products focused on creating indoor and outdoor environments that look as if they were designed as a single space. By presenting a broad range of trend-forward design options, you can set yourselves apart and be seen as partners who can help transform indoor-outdoor living spaces from ordinary to spectacular. POWDER-COATED deck railings come in a boundless variety of colors, including Commodore Blue, to coordinate with other design elements inside and out. Building-Products.com

– Kym Nosbisch is the director of retail & product marketing for Feeney Inc. (www.feeneyinc.com).

May 2022 n Building Products Digest n

INDUSTRY Trends By Matthew Bruce

LATEST CAPPED composite decking offers superior moisture resistance, making it ideal for the marine environment. (Photos by MoistureShield)

New wave of demand for shoreside amenities

trend in decking that LBM dealers can help equip their customers to capitalize on: amenities on the water. Deck and dock builders are finding that customers, both homeowners and businesses, are seeking the same comforts seen in today’s luxurious decks on docks and marinas, either near or on the water. Brandon Martin, owner of Martin’s Custom Tidesides of Sodus Point, N.Y., builds about 30 docks per year and provides everything related to shoreside leisure projects, currently with 18 seasonal and full-time employees. He buys his decking and building materials from HEP sales, with locations in the Central, Western and Southern tier regions of New York State, with one location in northern Pennsylvania. “What we look for in a dealer is the supply of products that can hold up to changing waterfront conditions,” he said. Brandon’s team covers the large shoreline region of Lake Ontario in New York state, from Hilton to Oswego and south to the Finger Lakes’ 1,000 Islands and Old Forge. As one of very few official distributors of top-of-the-line boat lift and floating dock systems in the lake region, Brandon and his wife, Ashley, also own and operate a marina in Sodus Point, selling boats and boating equipment. “Homeowners want more dockside luxury with a fully enjoyable experience all year round,” he said. And as much as Brandon was frustrated by the pandemic’s limitations, he said it greatly contributed to this unprecedented demand for outdoor living, especially on the shoreline. “The pandemic spurred a renewed investment in shoreline life—living here is a growing

n Building Products Digest n May 2022

rooms and dining areas on the dock, nicer boat houses, furniture, outdoor kitchens, hardscapes, fire pits and heaters. They also want more open space and nicer materials, which has also prompted a need for technology.” This high demand for shoreline luxury decks created a need for better performance and aesthetics beyond what wood could deliver. “We’ve discovered a dock and deck material that checks all the boxes for a marine environment,” said Brandon. “We rely exclusively on capped composite decking for about 90% of the decking on our projects, so superior moisture-resistance and submersion is a must. The other 10% are concrete where deck footings cannot be installed, so we’ll pour a 6” pad of concrete.” Martin’s crew also required a less heavy, dense material because it’s often hauled down a hill to the water and loaded on barges. Barges are used for construction on the water, to set trusses and have stacks of decking handed off to the crew. From the barges, 8” pipes are driven into the bottom bed with a vibratory pile driver for the framing. “This is back-breaking work, so having a composite material you can manage while everything is moving on the water really matters,” said Brandon. “Mother nature is the biggest challenge with water movement, wind and rain all working against you.”

Rising Tides Cause Dock Exposure

Rising and falling water levels can be challenging for dock builders, because it leaves dock areas that have been under water exposed. “This is where submersible composBuilding-Products.com

ite deck materials become a gamer-changer for us,” he said. Brandon calls the water line on a dock the “scum line” where some materials can end up looking discolored and stained. As an example, he said there was flooding in 2017 and 2019 where Lake Ontario docks were completely under water. When the water receded, the pressure-treated wood docks were “slimed” and pressure-washing them destroyed the surface; but after discovering a capped composite that could be submerged without damage, he said “there were no marks at all, even after four years, and it looked like the day it was installed. Submersion is huge for our docks, because some materials lose their warranty at 18”—so you need to check the product claims and specs on these products.” Brandon uses a public boat launch near his marina on Sodus Point that gets constant year-round traffic from boaters and winter fisherman, turning the ramp into “a great showcase for us, because when my customers see how the decking has performed in harsh conditions, they believe it.” Brandon also uses composite boards in a vertical application as side skirting to accommodate unpredictable water levels, so when the water is low, the boats do not go under the dock and get damaged. “Fascia around the dock only covers 12”, so we use the decking vertically to create a bumper for boats and watercraft,” he said. “In a high-water year, the skirt boards can be submerged for months, but the next year that whole board is exposed, so it just needs to be cleaned up and nicely matches the rest of the decking.”

Splinters and Heat

Splinters and heat are another big problem for docks, Brandon noted, with increased water activities. With splintering, shrinking wood that also creates raised nail heads, shoes and bathing suits get snagged and bare feet are a problem.

Building-Products.com

NEW YORK dock used capped composite decking underfoot, as well as for fascia to create a bumper for the watercraft.

“If you sit on the edge, your legs can get burned,” he said. “We like that there are new technologies that have given us a great option for keeping surface temperatures lower, even in direct sun. And with composite decking, you get a smoother surface, but no splinters or raised fasteners. The bottom line for Martin’s Custom Tidesides is getting all the amenities of outdoor living as close to the shoreline as possible, with top-of-the-line equipment and docks that add luxury with all the comforts of home. To achieve that, he said you have to build with an eye toward design and technologydriven materials. – Matthew Bruce is vice president of sales for MoistureShield (www.moistureshield.com).

May 2022 n Building Products Digest n

PRODUCT Spotlight By Steve Booz

Tips for selling exterior trim

finishing touch on the home exterior—while seemingly subtle, it can often make or break the façade’s overall aesthetic. But with so many options available, how can dealers help their customers, pros and consumers alike, find the ideal fit for their project? Here are a few strategies to consider. riim is the

Understand the Products You Sell... and Those You Don’t

The types of trim materials abound, from traditional wood to cellular PVC to fiber cement to poly-ash. Understanding the features, benefits, and limitations of each trim type will help ensure you can answer customers’ questions and, most importantly, find them the material that best matches their needs. This knowledge should include the materials your competitors sell so you’re best prepared to educate on how your products compare to those they’re hearing about elsewhere. Consult with your manufacturer for product knowledge sessions, continuing education, and other tools to get your team up to speed. Knowing the materials inside and out also can help you keep conversations specific to their needs—not on simply finding the lowest price. Elevating the discussion to which products will best avoid callbacks and ongoing maintenance lets you sell the long-term benefits versus short-term costs.

painting year after year? Are they hoping for more intricate looks and details? Are they looking to incorporate bold colors? The answers to these and other questions can help you steer them toward the best products for their needs— but it’s something that only comes by truly listening. For example, for projects in areas with high moisture or high humidity, or in which the trim will be used against the ground or concrete, a cellular PVC trim will offer long-term durability with minimal maintenance. If they’re looking to create a bold, on-trend look with

dark trim against white siding, consider poly-ash siding, which has dimensional stability to accommodate paints as dark as black. If they’re hoping to incorporate more intricate detailing, they’ll need a workable material, such as cellular PVC or poly-ash, and one that’s sold in a range of sizes and thicknesses. Both product types also are an ideal fit for homeowners looking for low-maintenance options.

Leverage Online Tools

Many manufacturers offer online design programs that allow your

Understand the Project and Its Needs

Similarly, don’t just sell. First, get to know the project and what your customer truly needs. Is the project a coastal home? Is it a remodeling project with worn wood the homeowner is tired of Building-Products.com

MADE WITH A PROPRIETARY blend of fly ash and polymers, TruExterior Trim offers the look of wood with a high level of dimensional stability and can be painted any color, including dark hues. May 2022 n Building Products Digest n

CELECT PV TRIM, shown here in Frost, offers the look of wood without the rot, replacement, or maintenance issues. It comes ready to install, or its Kynar Aquatec coating is fully paintable.

customers and their customers try different combinations of siding and trim on an image of their home or on a similar gallery image. This can help ensure the right aesthetic combinations and instill confidence in the buyer.

Sell Packages

Dealers that focus sales approaches on the whole cohesive package—and showing builders, remodelers, and their homeowners what those packages look like—may improve opportunities to increase upgrades, boost efficiencies, and

further satisfy customers. Considering the full façade and thinking of the whole palette collectively may help create more varied, engaging streetscapes and avoid cookie-cutter looks. It also allows for visualization and experimentation with on-trend colors, texture blending, and materials using stocked products. Develop portfolios of coordinated product lines and colors that can be sold as is or with upgrades. Coordinate this process between different manufacturers, such as your siding/trim supplier and your window vendor, to ensure cohesive looks and material compatibility.

Don’t Forget Companion Products

Some trim materials require specific adhesives and fasteners to ensure long-term performance and the best finished look. Make sure you’re stocking those products and educate your buyers about them. Similarly, if they’re planning to paint the trim, guide the customer to the recommended or required paint for that material to ensure the finish lasts as long as it is designed to. When in doubt, remember that your manufacturer’s representative is here to help. Whether through staff education, display and merchandising assistance, customer events, or collateral materials, most manufacturers offer a host of educational opportunities to ensure your sales team is up to speed and help your customers craft eye-catching exteriors that last. KLEER CELLULAR PVC trim comes in a range of trimboard sizes and can be cut and milled for a range of applications, including brackets, corbels, and window boxes. It comes in white and does not need to be painted.

n Building Products Digest n May 2022

– Steve Booz is VP of sales and marketing for Westlake Royal Building Products, which offers a broad and diverse range of exterior and interior building products, including trim from Kleer, Royal, and TruExterior (www.westlakeroyalbuildingproducts.com). Building-Products.com

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OLSEN on Sales By James Olsen

Sales mistakes

xlisten to thousands of sales calls every year, and here are some of the subtle and not-so-subtle sales mistakes.

Failure to Qualify

Sales is a first-impression business. If we do not qualify our potential customers correctly, on the first call, we guarantee a second-rate second call. I hear calls with sellers offering products that customers don’t even use. This sets up a re-prospect call, which is frustrating for the buyer and does not leave a good (second) impression. Can we dig out of this hole? Yes, but why? This is why we see Master Sellers pick up so quickly after they lose a big account. Master Sellers’ first impressions are excellent and inspiring. In addition to frustrating customers and slowing down the sales process, salespeople who fail to qualify potential customers on the volume they use results in a huge waste of time with customers that are just too small.

What-Ya-Need?

Sellers who use this approach might as well push the “Treat Me Bad” button. This is lazy “selling” (not selling at all). Customers are not stupid, and they are working hard also, so these sellers will get a cold reception on most calls. Second, this makes these “sellers” (they are not) a shopping service for their customers, not a money-making partner which is the position of the Master Seller who comes to each call with multiple items and ideas to promote.

Offering Only One of One Item

Sometimes all we have is one item to offer. Fine. Make the call and offer that item. But in most cases we can offer multiple items. I hear a lot of short, uninspired calls. The Master Seller never offers one. The Master Seller comes to every call with multiple items and multiples of each item. This brings more value, shows the customer we care, and gives us many more opportunities to close. (It’s hard to say “no” five times in a row.)

Not Asking for the Order

When I started selling in 1983, the first book I read was Tom Hopkin’s How to Master the Art of Selling, in which he said that 80% of sellers don’t ask for the order. I couldn’t believe it. Well, almost 40 years later, I’d have to agree with Tom. It seems like such a simple thing, but most sellers just don’t ask for the business. They present the product or a proposal; Maybe even expound on the virtues of the product, but they stop there and wait for the customer to decide.

n Building Products Digest n May 2022

The problem with this approach is that it works, thus many sellers continue to do it. The bigger problem is that it doesn’t work anywhere near as well as asking for the order simply and directly.

Interruptions

Ninety percent of the new sellers I coach and 60% of the experienced sellers I coach interrupt their customers all the time. Interruptions break rapport, which is the key lubricant of the sales process. Can we sell without rapport? Kinda, maybe, a little, but without rapport the sales process is a slow, frustrating and unprofitable grind. Interruptions also break our customer’s train of thought, which will give us clues on how to sell to them—if we shut up and listen. A good habit is to count to three at the end of our customer’s sentences before we begin to talk. One more thing on interruptions. Often customers will give us an objection. If we wait, they will continue with another objection, which is the real objection. When we speak too soon, we miss the real objection.

Not Overcoming Objections—Completely

Many sellers will tell customers why what they are promoting is a good deal, but fail to ask for the order when they are done. Then what does the customer do? Gives them another objection! The Master Seller overcomes the objection and then asks for the order! Customer: “The price is too high.” Quotron: (Quick) “Yes, prices are moving up, but this is still a good deal.” Customer: “I’ll let you know.” **************** Customer: “The price is too high.” Master Seller (counts to three): “Yes, prices are moving up and this is still a good deal. Let’s go ahead and put this on.” Customer: “All right, I’ll take one.” James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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TRANSFORMING Teams By Paige McAllister

Spring cleaning for your HR closet “S

pring” invokes thoughts

of cleaning and refreshing. Given the changes over the last two years, this should apply not only to your windows and closets, but to your HR practices as well.

Clean up your compliance: Laws, best practices, and companies change from year-to-year. Take this time to make sure you are current and compliant. Employee census: Conduct a review of your current employees, noting any changes in number or demographics that may impact other aspects, such as policies, benefits, etc. Be sure you are aware of any regulations you now or no longer meet. Handbooks/policies: Have your handbook and employment policies reviewed and updated every year or two. Changes in federal, state, or local employment law or the number of your employees require policy revisions, and you may address your current workplace, such as modernizing a dress code, adding work-from-home requirements, or implementing a social media policy. Make sure your policies comply with recent legal decisions and guidance from government agencies, such as the DOL and NLRA. Posters/notices: Make sure your federal, state, and, in some cases, local posters and notices are up-to-date and posted in common areas where employees have easy access. Keep the most current OSHA Summary Form 300-A posted until April 30. Personnel files: Review all personnel files, ensuring current employee files are complete and pulling those for terminated employees. Purge records and forms that you are no longer obligated to retain in accordance with the timing required by regulation. Training: Ensure employees understand current job

n Building Products Digest n May 2022

requirements, product specs, and company expectations. Include training on non-harassment/non-sexual harassment/ non-retaliation (required in several states) to provide a part of an affirmative defense if needed in the future. COVID-19: Update your COVID-19 procedures to reflect the latest guidance, which changes as the numbers improve. Many times you can get employees back to work sooner than you could a few months ago. Introduce new initiatives: Workplaces, society, and priorities in 2022 are different than they were even two or three years ago so companies looking to retain their best employees may need to implement cultural changes which support employee concerns. However, issuing a new initiative without follow up and management buy-in can actually do more harm so be prepared to commit. Work-from-home arrangements: The labor market is very tight. COVID-19 has shifted the priorities of some employees and limited the options of others. We all know that there are jobs that must be done in person. But, for the others, try to find a way to accommodate some flexibility into the fulltime in-person option. Offering this option, even if only one or two days a week, can give employees the flexibility they need to balance their personal lives while staying engaged in their jobs. Diversity, inclusion and equity (DEI): Develop and implement a program to address disparity within the workforce and to empower minority employees. This can include policies and training as well as creating affinity groups to creatively address issues and ensure everyone is valued and their opinions are heard. Employee contributions: Employees often have ideas such as how to improve work methods, update the compaBuilding-Products.com

Q. I have an employee who always has their cell phone

out. They disrupt the workplace by taking excessive phone calls throughout the day and with their loud ringtone. What can I do?

A. You have the right to require employees to be productive during working hours. This includes requiring that they hold off on making or receiving personal calls until they are on a break or after their shift. You can also prohibit them from using their phones for social media or to stream music or videos. If their ringtone is too loud or irritating, you can require them to put their phones in silent or vibrate mode. To help reduce all distractions, you can require them to keep their phones in their desk or vehicle, especially if there are safety issues with them having their cell phones while at work. Consider making allowances if the employee is expecting an urgent call. ny culture, or incorporate the latest technologies. Allowing employees to present their suggestions (big and small) and working with them to determine the validity of implementing them can lead to greater employee commitment to the company while giving you a new source of outside-the-box thinking. Refresh your recruiting: The tight labor market from 2021 is not easing up as we head into mid-2022; applicants have more job choices and are holding firm to their “musthave” list. Companies looking for new employees should update their processes and expand their search to find the right fit. Branding: Companies often think to advertise to potential customers, but you should also market to potential employees. Update your website; create a video about the company; use social media to publicize your company and message. Streamlined hiring process: Most applicants have several job offers to choose from so simplify your process to screen applicants more efficiently, make good decisions quicker, and offer employment sooner. Consider including some

Building-Products.com

pre-screening questions with the application or doing group interviews so more people can talk with the candidate without requiring multiple visits. Conditional offers: Making an offer quicker should not mean skipping the essential steps of background checks, reference checks, and drug testing. By making an offer conditional upon passing these requirements, you can get an offer to the candidate quicker while still being compliant. Compliant hiring: Update your application to comply with legal changes such as Ban-the-Box. Review your interview questions to make sure they are legal and effective. Train your hiring team so they know what to do and not do to legally find the right fit. Update your offer letter to provide important information such as employment-at-will and benefits. Job sources: Since applicants may be hard to find using old methods, consider trying new ways to reach your next hire. Create an employee referral program. Post ads on specialized sites such as those targeting veterans, disabled, or unemployed job seekers. For new, management, or hard-toplace positions, hire a recruiter who knows the job market and your industry and can actively source your job while you focus on other things. Scrub your salary structure: The rising cost-of-living means employees need to be paid more. The tight labor market means companies must pay the market rate (if not more) to attract and retain the best employees. Higher newhire salaries and increasing minimum wage rates further compress a company’s salary structure. Compensation strategy: Review the wage and benefit package you offer employees to see if it is current and meets their needs. If not, consider developing creative ways to reward employees for joining and/or staying with the company. Hire a compensation expert to provide you an accurate market analysis for key positions then decide how you want to compete with the market. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

May 2022 n Building Products Digest n

LUMBER 411

A Special Series from NELMA

By Jeff Easterling

USING REAL WOOD on the walls and ceilings is the perfect way to achieve the much-desired farmhouse look.

Sell your customers the wood they see on TV

home improvement TV show these days and you’re likely to hear the phrases “rustic farmhouse,” “industrial farmhouse,” and plain old “farmhouse.” Typically affiliated with a clean, clear, simple home design look, often accented with exposed beams and/or plumbing, the design elements associated with the phrase are crazy popular, and they’re everywhere. A quick check of Pinterest reveals hundreds and hundreds of pins highlighting kitchens, dining rooms, dens, bedrooms, bathrooms, mud rooms, even dog houses that fall under the “rustic farmhouse” moniker. How to define this massive trend? The primary element: wood. It can be clear wood, painted wood, stained wood—if wood is the star, you’re on the way to creating the desired farmhouse look. Think simple, homey, and classic: wood accent walls, wooden floating shelves, wainscoting, ceiling wood, cabinet fronts, interior barn doors, farm tables and chairs, exposed beams, and so much more. With the rustic farmhouse style continuing to grow in popularity, let’s talk about three specific products you can sell a customer/builder/ designer to bring this trendy, beautiful idea to life within a home. urn on any

Beaded Ceiling

Recent consumer research conducted by NELMA highlighted

the fact that homeowners consider a wood ceiling to be a most desirable upgrade. An easy way to provide this improvement to your customers: beaded ceiling. Perfect for bringing a plain, boring ceiling to life, consider recommending the installation of beaded ceiling pattern boards in the same direction as wooden floorboards for a clean look of visual beauty. Beaded ceilings are a great solution for multiple applications, to include a den with a cathedral ceiling, outdoor living space, a large kitchen, or perhaps a master bedroom. No matter the final installation, beaded wood ceilings will elevate the overall look and feel of any room in your customer’s home, in addition to increasing the value of the home.

Shiplap on Accent Walls

Thanks to multiple TV shows touting the versatility, beauty, and strength of shiplap, everyone’s a fan these days. But shiplap may not be what your customers think it is! Shiplap is a joining profile where two board come together. It’s the point of joining itself, the actual edge profile, not the face of the board, a reveal pattern, or a specific product. Looking at a wall, it’s impossible to tell how two boards were installed: it could be tongue-and-groove, or it could be shiplap. The only way to tell for sure? Looking at the end of the wall if the end edges of each board are exposed.

n Building Products Digest n May 2022

When your customers (or their builders or contractors) walk through the door asking for shiplap, take a minute to educate them—then lead them to a stack of gorgeous tongueand-groove eastern white pine! No matter what it’s called, it looks beautiful on any wall in any home.

Wainscoting

WAIN-scoh-ting or WAIN-scotting? No matter how you pronounce it, wainscoting is the real MVP of home upgrades. Any one of several eastern white pine patterns, such as bead board, tongue-and-groove, or shiplap can be used to create this effect. You’ll find it from the lower wall boxes often found in a dining room, to the beadboard wainscoting popular in, well, just about every room in the home! Easy to install and customizable via stain or paint, wainscoting is a quick and easy way to upgrade a room and bring it closer to the much-desired farmhouse look. A nice bonus? Share with your customers that installing wainscoting not only looks good, but it also keeps walls free of chair marks! It doesn’t look as if the farmhouse look is going away anytime soon, so luckily it’s easy to promote and sell the products that will bring a desired look within reach for the end user. – Jeff Easterling is president of Northeastern Lumber Manufacturers Association. Reach him at info@nelma.org.

Building-Products.com

Culpeper Buys Treating Plant

Culpeper Wood Preservers, Culpeper, Va., has expanded to 14 pressure treating plants with its acquisition of Koppers Holding’s facility in Sweetwater, Tn. “We are very excited with this acquisition,” noted Culpeper president Jonathan Jenkins. “The plant in Tennessee complements our current operations and further expands our footprint in the southeastern U.S. markets. This strategic addition to our company will provide greater value to our current customers, as well as expand our capacity and geographic reach.” Chris Brown, director of business development, added, “Having a plant in Tennessee allows us to strengthen our current distribution coverage, while giving us access to new markets as well. We look forward to the opportunity to build enduring partnerships with the retail lumberyards in this area.” For Koppers, the sale is the latest step in its strategic concentration on preservative development and manufacture. Since 2014, Koppers has made six acquisitions, three divestitures, and sold or closed 15 facilities. “We are pleased to take this next step

in optimizing our treating footprint by consolidating under-utilized capacity,” said executive VP and COO Jim Sullivan. “Making this deal even better is that a valued customer of our Performance Chemicals business is interested in the site to serve their growing residential treating business.”

all throughput and uptime while reducing maintenance. The project is set for start-up during the first part of 2023. The Low-Profile Stacker features a compact, all-electric design and offers gentle handling of valuable product. Efficient and reliable in any environment, the energy-savings design delivers precise actuation.

DEALER Briefs

NIX’S NEW Low-Profile Stacker is among the planned additions aimed at increasing efficiency at its Texas planer mill.

Nix Upgrading Planer Mill

Nix Forest Industries is replacing its planer mill stacker system on the heels of a new Transverse High Grader (THG) installation and other upgrades at its Timpson, Tx., mill. Investing in the new low-profile stacker from USNR will increase over-

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McCoy’s Building Supply celebrated the completion of a top-to-bottom remodel of its Lufkin, Tx., branch that included a new product mix, new lumberyard, and new in-store facilities. Vail’s True Value Lumber Co., Scottsburg, In., was destroyed by a March 30 fire Rocky’s Ace Hardware, Springfield, Ma., has acquired Handyman Ace Hardware, Fairborn, Oh., as its 47th location. Westlake Ace Hardware has signed lease agreements to open two new 14,000-sq. ft. stores in Raleigh, N.C. Renovations to the spaces will begin this summer, with soft openings planned for November. Broadview True Value, Broadview, Il., has been purchased by Christina and Jason Hamlin from Siraj Bhanpuri, who is retiring after 37 years as owner, as is his brother/co-worker Randy Bhanpuri. Ace Hardware added a new store

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Germantown Hardware, Germantown, Tn., held an April 12 grand reopening to celebrate its year-long remodel/expansion.

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True Value Hardware, Schnecksville, Pa., held an April 2 ribbon cutting to mark the opening of its new 12,000sq. ft. home—nearly twice the size of its previous quarters.

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Pater True Value Hardware, St. Joseph, In., is liquidating after 15 years, with the coming retirement of owner Joe Pater.

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Lyman Cos., Excelsior, Mn., a division of US LBM, is celebrating its 125th anniversary.

To find out more, contact your closest Pau Lope® Distributor, or go to The Pau Lope Company LLC. Toll Free 866-811-7318 info@PauLope.com

n Building Products Digest n May 2022

Building-Products.com

SUPPLIER Briefs Timber Holdings USA LLC has merged into parent company Coastal Specialty Forest Products, Bow, N.H. The companies have shared the same management team since CSFP acquired THUSA in 2013. CSFP plans to retain and grow THUSA’s Ironwoods warehouse in Charleston, S.C. Weyerhaeuser has broken ground on a new 7,860-sq. ft. building in Glynn County, Ga., that will serve as its regional timberlands office BIEWER LUMBER patterned its new sawmill in Winona, Ms., after its first southern sawmill, in Newton, Ms.

Biewer Starts Up New Southern Mill

Biewer Lumber has shipped the first truckload from its latest sawmill in Winona, Ms.—its second facility in the South. Annual production should exceed 250 million bd. ft. “We have had a great experience with our mill in Newton, Ms., which began operating in early 2016, and we were able to implement enhancements to the design to improve efficiencies in Winona,” said Tim Biewer, president.

Ambassador Adds Nashville Dealer

Ambassador Supply, Fort Wayne, In., has acquired Orgain Building Supply, Clarksville, Tn. With the assistance of Ambassador Supply leadership, 100-year-old Orgain Building Supply will maintain its current 90-person workforce.

SRS Acquires Long Island Chain

SRS Distribution Inc., McKinney, Tx., has acquired fivebranch New York distributor Florence Corp. and Amagansett Building Materials. Based in Huntington, N.Y., Florence/Amagansett was founded in 1946 by Arthur Florence and is currently overseen by Florence’s grandson, Patrick Droesch, and Patrick’s brother-in-law, Rob Holden. They will continue to lead the company’s team under the Florence and Amagansett banners. Dan Tinker, president and CEO of SRS, noted that the company is a “perfect fit” for the existing SRS presence on Long Island. SRS operates National Building and Roofing Supplies locations in Farmingdale and Patchogue, N.Y.

84 Shaking Up West Virginia Yards

Earlier this year, 84 Lumber permanently closed its Bridgeport, W.V., location, since a “superstore” will later be built in the Deslow area. In the meantime, all employees from Bridgeport were relocated to the Morganton, W.V., yard.

Trimlite Acquires Florida Distributor

Trimlite has acquired Builders Hardware, Inc., Tampa, Fl.-based distributor of exterior doors, door glass, and related door products. “We are extremely proud of the buisiness our family has built since Les Godwin founded BHI in 1954, and we are excited to partner with Trimlite and (its parent) Wynnchurch during our next phase of growth,” said Will Godwin, general manager of BHI. “Partnering with Trimlite will expand our product offering and allow us to better serve new and existing customers across the Southeast U.S.”

n Building Products Digest n May 2022

Rocco Building Supplies, Harrisonburg, Va., is now distributing Derby Building Products’ full line of Tando products to dealers in Virginia; bordering counties in West Virginia; most of Maryland; and select counties in Pennsylvania and Tennessee. Nationwide Industries has added distribution of 135 Grip-Rite SKUs to its portfolio of more than 2,000 SKUs. Both Grip-Rite and Nationwide Industries are part of PrimeSource Building Products.

Marvin Windows & Doors opened a third distribution

center in West Fargo, N.D.

CertainTeed will invest $118.8 million to add 225,000 sq. ft. of additional manufacturing space at its roof shingle plant in Oxford, N.C. Kingspan Insulation , Atlanta, Ga., will invest $27 million to expand its manufacturing operation in Winchester, Va., adding a new facility to produce OPTIM-R vacuum insulated panels. Kingspan division Synthesia Technology Inc . of Spain will break ground in July on a $29-million insulation factory on 15 acres at the Port of Little Rock, Ar. Sound Seal has added 30,000 sq. ft. to its manufacturing and distribution facility in Agawam, Ma. Simpson Manufacturing Co ., Pleasanton, Ca., has completed its $800-million acquisition of the ETANCO Group, a leading designer and manufacturer of fixing and fastening solutions for the European building construction market. Spartan Railing has achieved ICC ESR-4816 listing and labeling for its patented frameless glass railing system with integrated LED lighting. The system is comprised of mounting hardware (spigots), low-iron glass, and LED globes, providing an architecturally appealing railing system of the highest quality and simplest installation method. LP Building Solutions has become the first company in Chile to be certified to the Programme for the Endorsement of Forest Certification s (PEFC) new chain-of-custody standard (ST 2002:2020). Great Southern Wood Preserving, Abbeville, Al., has extended its title sponsorship of the Fall NASCAR Cup Series Playoff Race at Talladega Superspeedway, continuing the YellaWood 500 through 2024. Building-Products.com

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At 90, MRS Rolls Out New Site

Northeast distributor Manufacturers Reserve Supply, Irvington, N.J., has rolled out a completely redesigned website, as part of its 90th anniversary. The redesign—spearheaded by marketing specialist Daphne Veras—has been updated to offer an enhanced user-friendly experience with improved navigation and functionality, while allowing customers to see in greater detail the full product portfolio MRS has to offer. In addition to its clean, modern design, the new site offers helpful tools to serve as an educational resource to

retailers, contractors and homeowners. “Our primary goal during the redesign was for our website to better represent who we are as a company,” explained Veras. “We want our online presence to reflect the customer-centric, state-of-the-art, first-class organization that MRS is today. I feel that the new website accomplishes this goal flawlessly and allows the visitor to grasp a better understanding of MRS and all that we can offer.” As a fourth-generation, familyowned company, MRS prides itself on its ability to change with the needs of

its customers. “Our customers, as well as contractors and homeowners, will now have a comprehensive online tool that they can access from any device,” said president Brian Boyd. “Our new website will help users with product knowledge, installation videos, warranty information, company updates, and the conversion charts that our industry relies on.” View MRS’s new website at www. mrslumber.com.

Lumber+ Expands to Texas

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PRODUCTS

Douglas Fir-Larch, Hem Fir, SPF – 2x4 and 2x6 framing lumber Spruce, Pine, Fir (SPF) 2x4 and 2x6 studs and 6- to 9-ft. trims Southern Yellow Pine – 2x4 and 2x12 framing lumber Machine Stress Rated (MSR) Southern Yellow Pine - 4x4 and 4x6 timbers Douglas Fir Plywood – AC, BBOES, CCPTS, CCX, Industrial Panels Medium Density Fiberboard (MDF)

ST. MARIES

Texas Dealers Join Forces

Farmers Lumber Co. of La Grange, Tx., has agreed to acquire the area’s busiest general store, Round Top Mercantile, Round Top, Tx. Established in 1984, Round Top Mercantile stocks hardware, paint, farm/ranch supplies, outdoor power equipment, sporting goods, and groceries, but no lumber. FLC Holdings LLC will manage both properties, and the corporation will be run by Farmers’ board of directors. The deal was set to close April 26.

Sansin Undertakes Expansion

BEMIDJI GWINN

OLA WALDO

WARREN EL DORADO

PotlatchDeltic | 601 West First Avenue Suite 1600 Spokane, WA 99201 | Tel (509) 328-0930 | Fax (509) 327-9409 | www.potlatchdeltic.com

Lumber Plus has added a new 72,000-sq. ft. showroom and warehouse in Houston, Tx., and is putting the finishing touches on a new branch in Mississauga (Toronto), Canada. Reportedly offering contractors and other decking enthusiasts “the largest hardwood inventory in North America,” Lumber Plus also operates its original location in Miami, Fl.

n Building Products Digest n May 2022

Wood-protection leader The Sansin Corp., Ontario, Canada, is expanding operations in the U.S. as well as Europe. Sansin is starting up a manufacturing, distribution and sales location in West Warwick, R.I., to be called Sansin America, with plans to be fully operational by spring 2023. This facility will support future product development and finishing operations. The company has also opened a new facility in the Netherlands, as a European hub for sales, operations and distribution. Jan Willem Bos is managing director of the facility, which will operate as TimberTek Solutions B.V. Building-Products.com

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When it comes to structural fasteners, Strong-Drive® is the only name dealers need to know. Our professional-grade screws and nails are precision engineered for strength, versatility and reliability. With innovative designs that make driving fast and easy, the entire Simpson Strong-Tie® Strong-Drive line helps keep installed costs low while meeting the highest demands. Our broad selection of fasteners is available in a wide variety of lengths for any application. Whether your customers are framing a structure, retrofitting a building, renovating a home, or repairing a deck, dock or pier, there’s no better way to get the job done. Stock up on Strong-Drive fasteners. Visit go.strongtie.com/strongdrive or call (800) 999-5099. © 2022 Simpson Strong-Tie Company Inc. SD21D

SUNNY SIDE UP: Bliffert Lumber, Milwaukee, Wi., is realizing immediate savings from its recent solar installation.

Bliffert Lumber Powers Up with Solar

Bliffert Lumber & Hardware recently partnered with Arch Solar to install a solar array at its Chambers Street branch in Milwaukee, Wi. Solar energy production during March (the first full month) exceeded expectations with a calculated environmental benefit of 9,606.11lb CO2 emis-

sion saved or the equivalent 72.58 trees planted. Arch Solar designed a custom solar solution for the Wisconsin climate for Bliffert’s Riverwest location. The solar array consists of 114 Bifacial LONGi solar panels, 57 SolarEdge P960 optimizers, and a 43kW SolarEdge inverter.

n Building Products Digest n May 2022

The custom racking system, designed by TerraGen of Ontario, Canada, will optimize winter production with low sun angles and snow-covered panels. With an installation occurring in the month of January, this is truly a winter-ready system. The array (50.7kW-DC) will offset 54.67% of Bliffert’s electrical consumption with an estimated annual savings of $10,329 per 63,648 kWh produced by solar annually. “Anyone in construction knows that reducing the environmental impact of the industry is a heavy burden to shoulder. Bliffert’s commitment to reducing its carbon footprint and set an example for the community has been a motivating journey,” noted Arch Solar’s Andrew Holmstrom. “For anyone looking to reduce their own environmental footprint, choosing Bliffert Lumber is your go to hardware store or lumberyard.” Added Bliffert’s Kevin Fogel: “Bliffert has always been deeply committed to our local community’s quality of life, and we are excited to invest in a solar solution that benefits the health of our environment and our community. We are proud to invest in solar, a solution that is innovative and forward-looking in addition to saving costs, and hope we can inspire others in the industry and the community to follow our lead.

Building-Products.com

MOVERS & Shakers John Ziegler, ex-Mead Lumber, has been appointed Ames, Ia.-based regional mgr. for LMC.

Jamie Fox, ex-Great Southern, joined Genesee Reserve Supply, Rochester, N.Y., in sales & purchasing.

Joe Burlison, ex-LMC, has joined LBM Advantage as vice president of Southwest Operations, helping to open a new branch office in Houston, Tx.

Chris Shade, ex-Kirchner Building Centers, is now assistant mgr. at Niehaus Lumber Co., Vincennes, In.

Gina Clark is new to outside sales with Spahn & Rose Lumber Co., Des Moines, Ia. Jeff Johnson has been promoted to general mgr. of Builders FirstSource, Menomonie, Wi. Daniel Struebing, ex-Cedar Shake & Shingle Bureau, is now with Reeb Millwork, as Coventry, R.I.-based territory sales rep. Joshua Joiner, ex-PrimeSource, is now in outside sales with Dixie Plywood & Lumber, Houston, Tx. Tommy Manshack, ex-BMC, is new to lumber sales at Oldham Lumber, Melissa, Tx. Michael Seymour, ex-National Lumber, has joined the sales team at Koopman Lumber & Hardware, Hudson, Ma. Joshua Teteak was appointed chief supply chain officer for BlueLinx, Atlanta, Ga. Chad Zimmerman, ex-HD Supply, is now general mgr. of the Des Moines, Ia., branch. Justin Foster is a new lumber trader with Tampa International Forest Products, Tampa, Fl. Gretchen McClain has been named president and CEO of J.M. Huber Corp., Edison, N.J., succeeding Mike Marberry, who is retiring after 25 years with the company. Tim Glasder is now territory sales mgr. for Big Timber Fasteners, covering Illinois, Wisconsin and Iowa.

Brian Sole is the new operations mgr. at Forest Products Supply Co., Oklahoma City, Ok. Todd Miller was promoted to director of merchandising strategy & execution for Do it Best Corp., Fort Wayne, In. Howard O’Neal was promoted to division mgr. of lumber; Ignacio Poncio, international product development mgr.; Jeff Ridgeway, paint merchandise mgr.; Thomas Lacy, territory sales mgr.; and Amy Walker, supplier engagement specialist. New to Do it Best are director of e-commerce Allison Flatjord and merchandise coordinators Lynett Bakehorn, Danielle Gonzalez, and Haley Miller. Tom Overacker was promoted to director of distribution & warehousing for Arrow Fastener, Saddle Brook, N.J. Taiwo Akinyemi is now VP of finance & accounting. Chase Moritz has been promoted to director of marketing & communications at Envision Outdoor Living Products, Mount Joy, Pa. Cory Panak is now director of manufacturing operations; Travis Scott, director of supply chain & logistics; Rick Gebhart, senior director of sales; Brandon Brummett, decking operations mgr.; Hilary Wetzel, customer experience mgr.; Bill Fanning, maintenance & reliability mgr.; James Walker, maintenance supervisor; Tim Claypool, lead automation tech; and Jeremy Hill, logistics supervisor.

Mike Barone, ex-Allegheny Plywood, has joined U.S. Lumber as a market development specialist in Pittsburgh, Pa. Dan Anderson, ex-Teal-Jones Group, is now operations mgr. at Vicksburg Forest Products, Vicksburg, Ms. Brian Bowles has been promoted to general mgr. at Spahn & Rose Lumber Co., Dubuque, Ia. David Haase is now in inside sales for R.P. Lumber Co., Blue Grass, Ia.

JANNETTE VALDEZ, inside sales rep, Wallboard Supply Co., Nashua, N.H., received US LBM’s 2022 Humanitarian Award for her community involvement and charitable work, in addition to a $10,000 grant from the US LBM Foundation, which she earmarked for the Nashua Police Athletic League.

n Building Products Digest n May 2022

Shia Grosz was promoted to store mgr. at Certified Lumber, Brooklyn, N.Y. John Franz, ex-U.S. Lumber, has moved to outside sales with Carter Lumber, Elyria, Oh. Brandon Sink was promoted to executive VP and CFO for Lowe’s Cos., Mooresville, N.C., succeeding Dave Denton, who has resigned. Stephen Lucas has joined Koppers, Pittsburgh, Pa., as vice president of company culture & engagement. Lisa Pope has been appointed president of Epicor, Austin, Tx. Paul Trianosky, Sustainable Forestry Initiative’s chief conservation officer, is retiring July 1. Tommy Petzoldt, East Perry Lumber, Frohna, Mo., was elected president of the Hardwood Manufacturers Association during its recent conference, succeeding Troy Brown, Kretz Lumber, Antigo, Wi. Tom Gerow, Wagner Millwork, Owego, N.Y., is now VP. They are joined on HMA’s executive committee by Geoff Henderson, Anderson-Tully, Vicksburg, Ms.; Hal Mitchell, Atlanta Hardwood, Mableton, Ga.; Richard Buchanan, Granite Hardwoods, Granite Falls, N.C.; Tripp Josey, Josey Lumber, Scotland Neck, N.C.; Craig Miller, Battle Lumber, Wadley, Ga.; and Wayne Law, New River Hardwoods, Mountain City, Tn. New directors are: Law, Scott Cummings, Cummings Lumber, Troy, Pa. David Lewis, Lewis Brothers, Aliceville, Al.; and Matthew Netterville, Fred Netterville Lumber, Woodville, Ms. Cassie Lewis, Turn Bull Lumber Co., Elizabethtown, N.C., was elected president of the Southern Cypress Manufacturers Association at its recent annual meeting. Truss Beasley, Beasley Forest Products, Hazlehurst, Ga., is the new VP. Mireya Zapata, executive VP, Lumbermen’s Association of Texas, was presented the National Lumber & Building Material Dealers Association’s Chairman’s Award during its annual Industry Summit. Kitty Katz is now in charge of litter removal at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus. Building-Products.com

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Connect locally with your lumber peers

AWLA is excited to once again host our regional meetings for members to catch up with old friends and make new connections—in person. NAWLA regional events will be held in various regions. This is a great opportunity to connect with your peers, share your successes and lessons learned from the past year, and have some fun. Coming to a region near you...

Vancouver Regional Meeting

Wednesday, May 4, 4-8 p.m. Vancouver, B.C. Join Daryl Swetlishoff, head of research for Raymond James Ltd.; Amar Doman, founder, president and CEO of The Futura Corporation; and Mark Thomson, P.Log, president and co-owner of Mountain View Group, for an education session about the future of our industry. Industry analyst Swetlishoff will share insights on the Canadian lumber manufacturing landscape. As the Canadian lumber industry loses more timber in British Columbia and, more than likely, more mills, companies will be rationalizing their production as their timber supply shrinks and, possibly, consolidating among themselves. As lumber wholesalers, their supply lines will look considerably different five years from now. Doman has been expanding his interesting and successful company, and he understands distribution. He’ll discuss how lumber will get to market and the changes that will occur in the future.

Given that he’s just bought Vancouver’s football team, he’ll share that story as well! With 30 years of experience in transportation logistics across Canada, Thomson, P.Log, president of MVR Group, joins the conversation to discuss what’s next through his lens of shipping and logistics.

Montreal Regional Meeting

Wednesday, May 25, 3-5 p.m. Montréal, Quebec Attending the 2022 Montréal Wood Convention? Join NAWLA on Wednesday, May 25, for the Montréal Regional Meeting! After attending the trade show, education sessions and networking events at the convention, gather with your colleagues for an evening of comedy and connection. An Evening of Laughter: The Montréal Regional Meeting is no joke! Enjoy a comedy show presented by Canadian comedians Todd Van Allen, Joey Elias and David Pryde, followed by dedicated networking time and games with your peers.

At the NAWLA Minneapolis Regional Meeting, join Michael Swanson, Ph.D., senior VP, agricultural economist and consultant for Wells Fargo & Company, for an education session. The system that allows us to build houses and buildings slowly changes, but the state of the system bounces around. Let’s think about strategic investments and daily management in that world. Both the strategic and tactical have their importance to the NAWLA participants.

Texas Regional Meeting

Monday, Sept. 12 Frisco, Tx. The Texas Regional Meeting will be held in conjunction with the Lumbermen’s Association of Texas. Save the date; more information will be coming in June 2022!

Northeast Regional Meeting

Portland Regional Meeting

Thursday, Sept. 22 New Castle, N.H. NAWLA is proud to partner with the 2022 NELMA Annual Meeting for our Northeast Regional Meeting. Traveling to New Castle for the 2022 NELMA Annual Meeting September 20-23? You won’t want to miss the NAWLA Northeast Regional Meeting for an afternoon of socializing with industry peers. Save the date; more information is coming soon!

Minneapolis Regional Meeting

– For up-to-date information and to register, visit www.nawla.org/regionals. Regional meetings are open to NAWLA members and non-members, so invite your peers. We hope to see you soon!

Thursday, June 16, 4-8 p.m. Portland, Or. Join your peers at the Multnomah Athletic Club for education and networking. Save the date; more information will be announced soon! Thursday, August 4, 4-8 p.m. Dellwood, Mn.

n Building Products Digest n May 2022

Building-Products.com

NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

What’s the holdup?

Addressing the supply chain disruption

NAWLA’ s 2022 Leadership Summit, a line-up of supply chain experts participated in a panel on recent supply chain disruptions. The panelists included Terry Atkinson, AVP of Industrial Products at Union Pacific Railroad; Nate Jorgenson, CEO and director of Boise Cascade Co.; Wendy Minichiello, EWP sales director, North America, at Weyerhaeuser; Craig Sichling, VP of specialty sales & marketing for LP; and Roger Welling, VP of dedicated sales for Ryder Transportation Solutions. The following are just some of the key takeaways from the discussion. uring

What are the major drivers causing the current supply chain disruptions? • High demand and keeping up with it; the available cash in bank accounts today is highly elevated

• In terms of supply-side disruptions, some is labor related, some is materials, other components are related to logistics. • Housing starts were elevated 25% above 2017-2019, which leads to 5055% capacity from the top of the market in 2006. • The market has changed—e-commerce, the availability of trucks and everything that impacts it is a different dynamic than anything we’ve ever experienced before. • Low interest rates creating artificial demand. • COVID cases reducing labor force. • 80,000 drivers short in trucking. • Vacancies down 3.5% on warehouse space, and rents are going up. What keeps the panelists up at night? • So-called “nuclear verdicts”— when juries award plaintiffs more than

$10M—are leading to rises in insurance costs, and there’s no realistic court reform in sight. • Shortage in building new trucks. • Employee and organizational stamina are low following two years of the pandemic. • Keeping commitments to customers. • How do we keep up with the changing market? What do the panelists see on the horizon for new home building in next few years? • All agree: indicators seem very strong for new housing starts. What should our industry do to improve efficiencies and transparency? • Traditions can be a barrier—how do we make data more transparent through the supply chain? • There’s been a hesitancy to share information in our industry because it relates to leverage; how do we change that? We need to allow for information sharing sooner to ensure everyone makes better decisions and choices. • Investing in better technology to allow for efficiency and visibility. • Collaboration among all the entrants in the supply chain, and having technology that can connect everybody • Our industry has an important story to tell around helping people gain home ownership, sustainability, etc. • We can’t go back to the same old processes again post-pandemic—we must find ways collectively to improve productivity and efficiency. – For more information on NAWLA education, including future events like Leadership Summit, visit nawla.org.

n Building Products Digest n May 2022

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October 2021

NAWLA Traders Market Preview n

NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Dave Kahle on Sales:

How do you get ’em to do what you want ’em to? “H

I get ’em to do what I want ’em to?”. That’s probably the question I’m asked more than any other. Frustrated CEOs, CSO’s and sales managers express that thought over and over, in one way or another. They’re talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren’t doing what they want them to do, and they don’t know what to do about it. If that thought occasionally passes through your mind, read on. “What do you want them to do?” I often reply. At this point, you’re probably thinking, “What an obvious question. We want them to sell a lot, of course.” But that response is too vague and coarse to hold any real meaning in today’s world. A few years ago, it was OK to direct your salespeople to “Go forth and sell a lot,” but today that direction is not sufficient. Salespeople are capable of more than that. And the world in which your company operates has changed significantly in the last few years. Our economy has grown increasingly complex, many markets are maturing, the demands and expectations of your customers are growing, your customers’ choices of ways to satisfy their needs are multiplying, and information technology is growing more powerful and user friendly. All that means that you need to direct your sales force more finely than at any time in the past. Successful sales management in the 21st Century requires a more sophisticated answer from you than just “Go forth and sell.” I learned that lesson the hard way in my days as a sales rep. I was doing a great job selling in my largest account. That one customer accounted for about ow do

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30% of my total volume. Sales were increasing monthly, and my visibility and influence in the account was growing. If my boss wanted me to “go forth and sell a lot,” I was doing it! Then, one dismal Monday afternoon, I was sheepishly greeted by my primary contact person, and informed that I was to see the director of purchasing. The news from the director was short and to the point; the vice president of administration had signed a prime vendor contract with my arch-competitor. Over the next 90 days, they would be phasing out all of my business and turning it over to my competitor. All of my contact people were disappointed and not in favor of this move, but it had been negotiated by people in higher places. The moral of the story? I was doing a great job of “going forth and selling a lot.” But I should have been getting to know the administrative people and my

contact’s bosses. If I had been directed to do that, instead of being focused on getting the easiest sales, I may have been able to ward off the end-around by the competition. I realize that a case could be made that I should have known to do that on my own. After all, don’t good salespeople know to do those kinds of things? No. I didn’t, and I was a heavy hitter, high-income straight commission salesperson. But I was driven by a straight commission compensation program that rewarded me for gross profits in the short term, and I never thought to cover all my bases by calling on my customers’ bosses. Here’s another example. One of my clients owns a small but rapidly growing equipment distributorship. Every month his salespeople must count certain pieces of equipment in their territories. Each month he selects a piece of

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equipment and requires his sales force to count how many of those there are, where they are, how old they are, what brand they are, and when they are scheduled to be replaced. He uses that information to make territory and product line forecasts, as well as a basis for developing more sophisticated joint marketing plans with his partner-vendors. I’m sure you’ll agree—that’s good information to have. But don’t the salespeople do those kinds of things on their own? Do they really need that kind of precise direction from management? Take a little self-test. Consider each of your salespeople, one at a time. Ask yourself, “Is (salesperson’s name) systematically collecting that kind of market information on his or her own?” If your answer is a 100% “yes,” will you please write to me so that I can note your sales force as the single national exception? Those two examples illustrate just two of hundreds of possible behaviors you could expect from your sales force. In each case, the company’s long-term strategic interests were best served by directing the sales force to behaviors that probably wouldn’t happen in the absence of that direction. So, the first step in getting your salespeople “to do what you want ’em to,” is to decide “what you want ’em to do.” Ideally, those things proceed directly from your strategic plan. For example, if your strategic plan says that you want to penetrate a new market segment, then you should expect your salespeople to make X calls per month on that segment, or create X new customers within that segment, or do X amount of sales with that segment, or achieve X amount of gross profit with that segment. The first step is to develop your strategic plan, and then to create expectations for your sales force that directly supports that strategic plan.

n Building Products Digest n May 2022

What, you don’t have a strategic plan? That’s too bad. You are definitely at a disadvantage—but not disqualified. Just start at step two and create precise expectations for your sales force. Develop a list of the three to 10 most important things you want them to do. Bringing in a certain amount of sales or gross profits should be one of them, but only one of them. Next, make sure that your list of expectations is easily, accurately and fairly measurable. This can be difficult. Much of your ability to manage your sales force depends on your ability to measure sales behaviors. If you’re highly automated and use effective sales force software, it’ll be a snap. If you’re not effectively automated, it’ll be much more difficult. For example, one of my clients wanted his sales force to call on new prospects. His business was growing, and his salespeople were happy. But he was sure that there was additional market share to be had in

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accounts that were not being cultivated. He felt his straight commissioned salespeople were content to call on their friends and weren’t doing the harder work of calling on new prospects. He wasn’t automated and didn’t believe his veteran sales force would accurately and thoroughly complete weekly call reports. His sales cycle (capital equipment) was long, and he didn’t want to wait until he saw actual sales numbers. Those sales could occur 12 to 18 months after the first sales call. He determined to measure his sales forces’ activity, (calling on new prospects) not the results (sales to new prospects). We struggled with a way to easily, fairly and accurately measure the activity of calling on new prospects. As we discussed the possibilities, we realized that every customer’s name was on the database. We also noted that every quote was produced by a sales assistant in the office, who typed each quote individually for all the salespeople. Bingo! Suppose we had the sales assistant keep track of quotes made to companies not on the database? We couldn’t measure sales calls made to prospects, but we could measure the next best thing—quotes made to new prospects. The system would be easy, accurate, and fair. Having decided that, it was an easy step to give each salesperson a quarterly expectation for the number of “quotes made to new prospects.” Our strategic initiative, “Gain market share,” turned into a measurable expectation for each salesperson, “Generate X quotes per month to prospects not on the database.” Let’s review: Step one: develop a strategic plan. Step two: create a set of most important sales behaviors. Step three: finetune them until they’re easily, fairly, accurately measurable. Here’s step four: measure and reward the behavior you

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want. That can mean anything from publishing and posting those numbers every month, to revising your compensation formula, to making their pay dependent on performance of those activities. For example, you could measure the performance of the entire sales force each month and post it conspicuously for everyone to see. In my business, we measure five sales activities, combine the individual numbers, and post the composites for everyone to see. We post monthly totals, year to date, this year’s goals, and last year’s monthly totals. As an alternative, measure and post each salesperson’s performance individually. You can report each salesperson’s performance to him/her alone and talk about it in monthly conferences. Another technique is to make those numbers a topic for discussion at monthly sales meetings. But if you really want to add some power, refine your sales compensation plan to make each person’s pay dependent on performance on those numbers. This isn’t an article on sales force compensation. That’s an entire series on its own. However, it’s been my observation that most compensation plans don’t reward the behavior that they say they want. The executives say they want salespeople to do one thing, but their compensation plan rewards them for doing something else. For example, you may be paying your salespeople straight commission based on gross profits. Yet, you may be expecting them to open new accounts, promote certain product lines, or emphasize certain accounts. When you pay them purely by commission, you reward them for the easiest, richest sales. To encourage salespeople to do what “you want ’em to,” line your sales compensation plan up directly with your strategic plan. Directly reward those three to 10 behaviors that you developed earlier. Consider a performance-based plan

May 2022 n Building Products Digest n

that pays them for implementing the company’s strategies. Finally, step five is the single most powerful way to manage your people once you’ve done all this homework. Hold “accountability-holding, goal-setting, strategy-developing, resource-identifying” quarterly or monthly conferences with each of your salespeople. At these tune-up conferences do these things, in this sequence: 1. Hold them accountable for doing what they said they were going to do. Simply ask, “Did you do what you said you were going to do?” “Why or why not?” “What did you learn?” “What are you going to do differently next time?” 2. Help them set goals. Ask, “In light of the compensation plan, company expectations, and your situation, what will you be trying to accomplish in the next quarter (month)?” 3. Help them create a strategy. Ask, “How are you going to do that?” Make them answer in detail and have them commit that answer to writing. 4. Finally, ask “How can I help?” and “What do you need to help you do it?” Hold these meetings regularly and you’ll see most of your sales force moving in the right direction. There are some fringe benefits to this approach. First, salespeople who aren’t performing to expectation will begin to understand that they aren’t doing what you want, and may not be capable of it. It will be much clearer to you, and them, who needs to be replaced.

n Building Products Digest n May 2022

Your conversations with your sales force will take on an entirely new attitude. It will no longer be “me versus you.” You will no longer be the authority figure who doesn’t understand the salesperson and who projects arbitrary dissatisfaction to him/her. Rather, the numbers become “the authority.” Your role changes. You are now a resource and a helper, looking at the numbers with your salesperson, and asking how you can help. Managing becomes easier. Finally, the amount of internal political maneuvering within your sales force decreases dramatically. Considering the numbers, it no longer matters who “butters you up,” or who you like better than someone else. Your sales force is now free to focus on the important issues. This five-step process will make your life easier, increase the productivity of your sales force, and provide an ongoing solution to the problem of “getting ’em to do what you want ’em to.”

Self-Analysis

Answer “Yes” or “No” to each of the following questions. 1. Do you have a strategic plan? 2. Have you created three to 10 expectations for your sales force which directly support that plan? 3. Are each of those expectations easily, fairly, and accurately measured? 4. Do you systematically publish the sales force’s performance on those numbers? 5. Do you regularly make the numbers a subject of conversation at sales meetings? 6. Does your compensation plan directly reward the three to 10 expectations? 7. Do you hold regular “accountability, goal setting, strategy developing, resource identifying” quarterly or monthly conferences with each of your salespeople? If you answered “Yes” to all the questions, you shouldn’t have read this article—you’re doing everything right. If you have some “No’s,” each of them represents an area on which to focus in order to strengthen your sales management. – Dave Kahle is a leading sales authority and author of numerous books, including How to Sell Anything to Anyone Anytime (www.davekahle.com).

Building-Products.com

JOINING TOGETHER Two family-owned, value-driven companies are joined together as one as Robbins Lumber acquires Limington Lumber. Years of friendship and mutual respect help to make both operations stronger. Together, the proud history of making the finest Eastern White Pine products continues.

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Darren LaCroix on Leadership:

Your checklist to be the CEO of your dreams egrets suck!

Well-meaning people have trained our dream right out of us. Who have been the naysayers in your life? You may have had many, but the worst critic can be the one in our own head. You may doubt yourself, thinking, “I’m not good enough,” or “As soon as I…, then I’ll start on my dream.” No! Enough is enough. It’s time. Your time. So, where do you start? What do you need? How about a checklist? Reverse engineer any big goal you’ve ever accomplished and you will find most of these essentials. Look at any hero’s success story and you’ll find these too. Here is a plan for your next big dream! What would be essential to making the new dream come true? Here are the bare bones essentials: [ ] Decide. Don’t just dip your toe in the water, dive all in. No ridiculous dreams came true without that commitment. As soon as you truly commit, the world shifts. Your world shifts. You start doing things that you just thought about before you decided. If you look at a week of your life, would you see evidence of your commitment and decision? Don’t be a hobbyist, be a lobbyist for your dream. Go all in! [ ] Create a Visual of Your End Goal. What does your end goal look like? Having a constant reminder keeps your brain engaged and your subconscious mind working even when you are not. At random times you’ll have random ideas that may just get you to your next breakthrough. What would your end goal look like?

[ ] Self-Belief. What belief do you need to work on? To reach a ridiculous dream we usually need to change a self-identity. How would someone who achieved the dream you have look at themselves? Identify it and find a way to build it. Breakthroughs that you experience along the way will help create the new self-identity. You may not immediately notice when it happens, but people who are close to you will notice your shift. It will be cool to hear. [ ] Pray/Meditate. Often. Daily is recommended. Enough said. [ ] New Habits. Habits, good or bad, affect us more than we would like to admit. Practice? Yup, both important,

n Building Products Digest n May 2022

but not nearly as critical as the habit of (insert your dream here). For your ridiculous dream, there will be a few critical habits you need to create. Find out what they are and commit to yourself. [ ] Accountability Buddies. In addition to committing to yourself, find two accountability buddies. Be careful who you choose. Your choice alone could make or break your dream. You need to find someone who knows you, you can be vulnerable with, will call you out on your B.S., all while being encouraging. Not an easy choice. Remember, though, you are the CEO of your dream, if they aren’t helping move you forward, find another. Try sitting down with them over coffee or Building-Products.com

a glass of wine and tell them what you are doing and why. Your why is important to them helping you out during the tough times. Come up with a plan that works for both of you how often you will check in and how. Who could be your accountability buddies? [ ] Direction. If you are going to put in the effort, wouldn’t it make sense to work in the right direction? The biggest thing that causes doubt is working really hard and making no progress. No progress leads to doubt. What courses could you take that would give you direction? Do your due diligence! There are many people trying to sell people who have big dreams. Don’t over complicate it. Also, don’t listen to someone who has zero experience in the area of your dream. Period. They may be successful elsewhere, but seek out people with experience and credibility in the area of your dream. [ ] Feedback. Here’s a formula called: The Math to Mastery. Effort X (Direction + Feedback) = Mastery. Once you choose a direction, you must seek out feedback from a mentor, coach or a guide with experience in that area. You need that voice of experience who has seen many work hard in the wrong direction. You will get off track due to our engrained thoughts, habits and programming. Like when you take a wrong turn and your GPS says “recalculating.” No harm, no judgment, just that voice of reason helping your course correct. This is critical because too much effort and time in the wrong direction will lead to doubt. Your guides and mentors will come and go on your journey and they will take different shapes, forms and lengths of time alongside you. Who will your journey start with?

Save the Date for NAWLA Traders Market

Mark your calendar and plan to join us for the 2022 NAWLA Traders Market Nov. 9-11 in Phoenix, Az. Since 1996, Traders Market has held a unique position among lumber and building material tradeshows as the only one focused almost exclusively on the lumber supply chain. Unlike other shows, the exhibitors are almost always manufacturers of lumber and lumber-related products, not machinery or other equipment providers. Highlights will include eight hours of tradeshow floor time to buy, sell and network; more than three hours of dedicated networking time outside of tradeshow hours; and the opportunity to meet with NAWLA members from across the country in one location.

[ ] Momentum. Make no mistake, momentum is essential along your dream journey. That is why you need habits. Momentum gets to our next breakthrough. When you have breakthroughs, you’ll feel invincible for a while. It will pass. Momentum will get you past, over, around and through the blockades on your journey. Make it a goal to gain momentum. [ ] Letting Go. Yes, the song from Disney’s Frozen may come to mind. In order to make changes, you need to make changes. Make sense? Don’t over dramatize. Change is a sheep in wolf’s clothing. What are some of the habits that do not serve you, your family or your dream? They can be time suckers. Who are some of people who do not deserve to influence your thoughts as much? You don’t have to rid them from your life, but you may consider giving them less ear time. The people around us influence us, whether we like it or not, good or bad. What else should be on your checklist for your dream? You? What’s your dream? Are you serious about it? Use this checklist and start checking! It’s your dream. You are the CEO of your dream. No one else can be. – Darren LaCroix is founder of Stage Time University.com, a popular public speaker, the author of Seventeen Minutes to Your Dream, and co-host of Unforgettable Presentations podcast. For more information, visit www.17minutestoyourdream.com.

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May 2022 n Building Products Digest n

CONSTRUCTION IS UNDERWAY on a new TFL plant in Klamath Falls, Or., to meet growing demand in the West. NEW WEBSITE, new logo, and new tagline are part of HDI’s rebranding. Wilsonart Expands TFL in West Wilsonart Engineered Surfaces has broken ground on Shows aHardwoods new thermally fused laminateOff (TFL)New facilityLook in Klamath

Hardwoods Specialty Products has unveiled a new logo/ Falls, Or. brand identity to as well as an operational innovative new The conExpected be fully by website. July 2021, the temporized branding pays homage to the company’s 90-year new facility will feature a quick-cycle press, which will heritage, while lighting path for thecapabilities next phase of significantly increase itsa production onits thegrowth West as one of the largest suppliers of architectural and decorative Coast. materials in North America. “Our offerings have garnered tremendous support The refreshed color of Hardwoods Specialty from both specifiers andscheme fabricators,” said Ron Ubertini, Products’ abbreviated new logo is supported by the tagline, VP-product management. “TFL is a key part of that “Materials That Inspire.” offering, and this next expansion is a continuation of our The new website strategy to enable us at to www.hardwoods-inc.com meet growing demand andemploys better engaging and dynamic elements to enhance the visitor’s abilserve our customers.” ity to quickly find what they are looking for among the thousands of SKUs of products categorized on the site. The exLowe’s Bulking Up in the West tensive collection of products includes hardwood plywood, To meet fast-growing demand for building materials, prefinished decorative architectural panels, high-gloss, matte Lowe’s Home Improvement Centers, Mooresville, N.C., will and synthetic panels, decorative veneers, solid surfaces, TFL, invest $1.7 billion to update its supply chain—with much of

HPL, and as always top-quality lumber. the expansion centered across thehardwood western United States. Key features of the new Lowe’s site include: Over the past 18 months, opened more than a dozen facilities, includingIn in addition Riverside,toCa. • Multilingual. English, visitors can select Over Spanish, the coming year Punjabi and a half, the chain is expected to French, Italian, or Hindi to browse the site. open 50 more cross-dock terminals, seven bulk distribution • Dynamic graphics. The revolving slideshow home centers, and four e-commerce fulfillment centers.onIt the recently page incorporates eye-catching video snippets that help tell inked deals for new distribution space in California, Arizona Hardwoods’ storyamong and highlight the hardwood lumber, panel and Washington, other states. andInother architectural the company offers. October, Lowe’sproducts opened that a West Coast e-commerce fulfillment center in Mira finder. Loma, Visitors Ca., saidcan to improve two-day • Enhanced products browse products deliveries. under key categories like TFL, particleboard or hardwood Lowe’sIn hasaddition, leased 116,934-sq. ft. in a newallow industrial park plywood. individual microsites visitors to in Gilbert, to products open a distribution and fulfillment center in browse all Az., of the that Hardwoods offers from a speearly 2021. cific supplier. It reportedly alsobranch agreedlocation to lease finder. 1.2 million sq. ft. at the • Individualized The microsite apBenaroya Pacific Northwest Regional Logistics Center 32 in proach also applies to highlighting each of Hardwoods’ Winlock, Wa. branch locations, allowing customers to access information specific to their Hardwoods’ distribution center. A number

Second-Hand Lumberyard Reopens of locations offer a video tour inside of the warehouse showcasing the extensive and diverse inventory that is on hand for in Flagstaff

customers. After being closed for nearly nine years, E.R.I.C. Building Supply, Flagstaff, Az., Links has reopened with a new owner.website • A&D Resources: to the DesignOneSource Construction veteranarchitectural Darwin Dahozy purchased provide support industry to Hardwoods’ and design clithe business and inventory, and reopened in early October after ents across North America. a month of prepping the long-vacant space. He admits their “The launch of Hardwoods’ new brand identity marks a current collection of used, recycled and discarded building new era for the company and also a reminder of how far the materials will require more time to organize, so initially will company has evolved from its original roots,” said marketing be closed on Mondays through Wednesdays as it continues to director Gord Clough. “The new logo is for us a symbol of “clean up and organize.” a culmination of many industry-leading advancements that Dahozy, 49, moved to the area two years ago looking to we have made in redefining our role as a valued supplier to buy or start his own business, after a career as a welder and customers and an excellent partner to our suppliers.” residential/commercial fencer.

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

32 50

n Building The Merchant Magazine November 2020 n Products Digest nnMay 2022

Building-Products.com Building-Products.com

Do It Best Taking Show on the Road

After another successful spring market, Do it Best is moving forward with a redesigned approach for its 2023 spring market that brings together the best of the online and inperson market experiences in a new way. “Over the last two years, we’ve had a lot of opportunities to talk with our members and vendors about what they value most in a market experience,” shared Do it Best president and CEO Dan Starr. “What’s come through loud and clear is how important it is for people to come together. We’ve always offered that at our markets—and will continue to do so. But, just as we encourage our members to regularly refresh their stores to excite their customers, we’ve reimagined a spring market that delivers something different and valuable for our members and vendors. I’m pleased to share that starting next year, Do it Best will move its spring market out of its traditional home in Indianapolis and take it on the road to various locations around the country, starting with Orlando, Fl., from March 11-13, 2023.” The re-envisioned spring market will be built to facilitate product purchasing and member networking and engagement. “The virtual element of the market will continue to offer the full range of vendors’ products and market specials our member-owners have come to count on,” noted VP of marketing Rich Lynch. “The in-person portion will feature the great market deals, supported by vendors who are ready to show and talk about what’s new. Attractions like the New Item Gallery and the Launch Zone will feature even more new products to create excitement in-store and online. In addition, our members will have a number of opportunities to take part in great sessions to add fuel to their selling engines. Planned networking and social events will help everyone leave recharged

n Building Products Digest n May 2022

for the busy spring season.” While this will be a notable change for spring markets, Do it Best will continue to host its fall market in Indianapolis, including the annual Shareholders’ Meeting, President’s Address, and rebate distribution.

Forest2Market Unites with Wood Resources International

ResourceWise, the newly formed parent company of Forest2Market, Charlotte, N.C., has acquired Wood Resources International (WRI). WRI publishes Wood Resource Quarterly, a market report that tracks log, wood chip, lumber, and pellet prices on a global basis. The company will now be known as Wood Resources International, a ResourceWise company. WRI president Håkan Ekström will join the ResourceWise team. ResourceWise is a group of companies that provide data, analytics and market insight to natural resource-based commodity markets. Currently serving the global forest products and chemical value chains, its mission is to expand into other commodity markets as well. The addition of WRI supports its “long-term objective to be the leading source of data and analytics platforms to a range of global commodity markets,” said Pete Stewart, CEO of ResourceWise. “With the acquisition of WRI, ResourceWise gains not only Ekström’s more than 30 years of global forest products industry experience, but also wood fiber price data for more than 20 countries over the course of 25+ years. This data will augment the data that Forest2Market has collected in North America for 22 years, and Ekström’s expertise will allow us to more robustly cover the analytics and consulting needs of our customers worldwide.”

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May 2022 n Building Products Digest n

NEW PRODUCT awards were presented by LMC head Paul Ryan to (left) Ryan Shumaker and Daniel Milkie for Ekena Millwork Faux Wood Shutters, to (center) Lars Feenstra for VELUX Solar Powered Skylight, and to (right) Jeff Byers for ClipStone ColumnWrap.

LMC hosts “Super Bowl” of LBM events in Tampa

For the first time in two years, the LMC network of dealers, suppliers, and staff met in person for the 2022 LMC Annual from March 23-25 in Tampa, Fl. Dealers attended high-level professional education seminars, took advantage of show specials, and discovered new products at what attendees call the “Super Bowl” of LBM events. “The LMC Annual is one of the top events in the LBM industry where thought leaders convene for the best market insight, purchasing opportunities, and networking,” said Sean Tighe, LMC senior VP of purchasing. “Most importantly for the industry, the strong purchasing results indicate a positive market outlook for the rest of the year.” During the show, dealers met with key supplier partners to learn about new products and make purchases to prepare for prime building season. The LMC team was also on hand to help build new relationships and offer expert insight into the state of the market. “We take great pride in the relationships that we’ve built within the LBM industry,” said LMC president/CEO Paul Ryan. “While it is important to provide our dealers with great purchasing

opportunities, the LMC Annual also allows us to reconnect in person and continue building the foundation to meaningful and lasting relationships within our network.” Seminars were led by members of the LMC team and suppliers such as ModernView, Epicor and Kenzai USA. Additional highlights included NFL MVP and Super Bowl champion Joe Theismann as the keynote speaker, the LMC Party—“LMC Rocks at Raymond James Stadium,” held at the home of the Tampa Bay Buccaneers, and the 21st Century Leaders Night Out at Splitsville that hosted the top young leaders in the LBM industry. Ryan spoke at the LMC Update Breakfast and the Stockholders Meeting about the state of the industry, supply and labor challenges, and the mostly sunny outlook for 2022 and beyond. He reported on tremendous growth with combined dealer retail sales totaling $25 billion with over 400 members, and $7.9 billion of their purchases through LMC in 2021. Ryan also took time to recognize the most recent national Dealer of the Year award winners—Maine’s Hancock Lum-

n Building Products Digest n May 2022

ber and Wyoming’s Capital Lumber. During the event, three products were voted the year’s “Best New Products”: Ekena Millwork Faux Wood Shutters (1st place), VELUX Solar Powered Skylight (2nd place), and ClipStone ColumnWrap (3rd place). “The LMC New Products area gives us the opportunity to show LMC dealers products that their customers can add to projects to increase value and stand out from the crowd,” said Daniel Milkie, director of marketing and business devel-opment for Ekena. “We are very proud that our Faux Wood Shutters won 1st place. These shutters are an awesome solution to a builder or customer that wants shutters that look like authentic wood but want the shutters to last a lifetime.” Exhibitors submitted over 80 new products for the competition that were displayed on the show floor in the “new products” section. Dealers voted by dropping their business card in a designated box next to the product. The 2023 LMC Annual will take place at the Charlotte Convention Center, Charlotte, N.C., from March 8-10, 2023. Building-Products.com

THE POSSIBILITIES KEEP GROWING:

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Call us at 707.894.4241 Visit us at buyRedwood.com

NEW Products

Sleek Connections

Simpson Strong-Tie has added a new 2” structural wood screw to its expanding line of Outdoor Accents Essentials decorative hardware, joining the existing 3-1/2” and 5-1/2” sizes. Ideal for use as a decorative structural fastener that can be used with either the line’s Mission or Avant Collection, the new screw can also be used separately to add flair to any outdoor project. It features a black double-barrier coating for corrosion protection across many outdoor applications and a Type-17 point to provide easy installation without the need for pre-drilling. Its low-profile head provides a clean, concealed appearance, while six-lobe recess ensures easy, secure driving and longer bit life. The fastener is code listed in IAPMO ER-192 and provides a versatile, high-performance fastening solution and a stylish finish to any DIY wood-towood projects as well as 2x, 2x rough and 3x lumber connections using Outdoor Accents hardware.

Rapid-Fire Hammer

Maze Nails is now distributing the Deliverance Powered Safety Hammer, including the “Mini-Jack Hammer Model MJH-A1,” which reportedly makes driving nails safer, easier and more accurate. The air tool’s design eliminates the need for skilled nail pounding—since the tool now does the work that previously demanded a strong arm and good hand-eye coordination. The hammer can fire hundreds of different types of economical, bulk nails, so users are not limited to whatever nails are in their pneumatic tool. Although, at 5 lbs., the tool is lightweight, it’s still able to drive long nails and spikes with ease. n MAZENAILS.COM (800) 435-5949

n STRONGTIE.COM/OUTDOORACCENTS (800) 999-5099

Spacers for PowerLag Fasteners Solar-Powered Shade

Somfy’s new Li-ion Solar Panel provides a greener alternative to power WireFree motorized window shades and blinds. The innovative solar charger works in conjunction with long-life batteries that provide enhanced performance and convenience by decreasing the need for battery replacement. Compatible with most Somfy powered WireFree window coverings, the panel’s discreet low profile is easy to conceal and preserves the design of the window.

Deck2wall Spacer model SWS is now approved for use with SPAX PowerLag Fasteners. The polypropylene spacers are designed to be installed between a deck and house, allowing water and debris to ﬂow between the ledger and the house, to promote circulation and drying, and prevent rot. The approved screws are available in 5/16” and 3/8” diameter, and have two different head types to choose from, T-Star and Hex drive. The spacers are included in the updated PowerLag fastening table which, along with an engineering letter, is available at Deck2wall’s website.

n SOMFYSYSTEMS.COM (609) 395-1300

n DECK2WALLSPACER.COM (888) 577-2237

n Building Products Digest n May 2022

Building-Products.com

Carry On

DeWalt has added 11” and 22” tool bags to its ToughSystem 2.0 Storage line. Designed to withstand extreme conditions on the job, the new totes are made with durable dirt-repellent 1680D Ballistic Nylon and a waterproof base. A bungee cord on each bag allows for additional storage space, and both bags have separate designated compartments for power tools, hand tools, tablets and other electronic devices, and personal belongings. The Compact 11” model offers more than 25 pockets, a 40-lb. capacity, double-sided accessibility, shoulder strap, and carry handles. The 22” Jobsite Tool Bag has 50+ pockets and a 77-lb. load capacity. n DEWALT.COM (800) 433-9258

OSB Meets XPS

LP NovaCore Thermal Insulated Sheathing from LP Building Solutions is dual-layered and designed to minimize thermal bridging and energy loss, helping to make structures more energy-saving and cost-efficient over time. Designed to defend against heat and cold, the sheathing panels provide a continuous extruded polystyrene (XPS) layer between interior home spaces and the outside world, making it one of the only insulated panel products on the market that combines XPS foam with an OSB substrate. XPS foam reportedly provides continuous insulation with a higher R-value than standard sheathing and does not deteriorate over time. n LPCORP.COM (888) 820-0325

Black Stone

Novik has added Onyx, a popular deep black tone, to its NovikStone Dry Stack Stone and Premium Hand-Cut lines of stone siding. The distinctive dark color, which is a best seller in Novik’s Stacked Stone line, delivers a striking appearance that adds drama and contrast to mixed-material exteriors. Dry Stack offers the intricate detail of precision-laid dry stack stone, while Premium Hand-Cut captures the beauty and texture of hand-chiseled stone. n NOVIK.COM (888) 847-8057

n Building Products Digest n May 2022

Building-Products.com

Discover

The smarter way forward.

JMS Builders Inc., Westerly, RI VERSATEX manufactures state-of-the-art cellular PVC building products that install like real wood and are completely impervious to moisture or any environmental impact. When you Discover VERSATEX, you ﬁnd there is a way to blend architectural beauty with long-lasting, low-maintenance performance. Learn how VERSATEX was discovered by this builder at www.versatex.com/discover.JoeStanton www.versatex.com

724.857.1111

Stylish & Sustainable Acoustics Charge & Swap

The new RYOBI USB Lithium Screwdriver Kit features a removable battery that is interchangeable among the USB Lithium family of tools. The tool features a pivoting head, giving users increased accessibility to fasteners during any application. An onboard bit storage conveniently holds one 2” bit or two 1” bits to ensure they don’t get lost. Dual LED worklights create added visibility when working in dimly lit spaces or where extra illumination is needed.

Sound Seal has expanded its WoodTrends line with the introduction of Timber-Stix acoustical panels. Made of wood-veneered MDF board facing and black P.E.T. felt backing made from recycled plastic, the 2”x8” panels are both stylish and sustainable. Easy to cut and install, the panels come in four colors: Walnut, Light Oak, Dark Oak and Grey Oak. n SOUNDSEAL.COM (413) 789-1770

n RYOBITOOLS.COM (800) 525-2579

Two New for Fastening

Wafer-Head Construction and Finish Trim screws from Simpson Strong-Tie provide contractors, homeowners and DIYers with versatile fastening solutions that are ideal for a full range of home improvement projects from cabinetry to framing to installing trim and molding and more. The screws’ patented SawTooth point eliminates the need for predrilling, while a six-lobe recessed head makes driving secure fast, and easy. Available in #8 x 1-1/4”, 1-1/2”, 2”, 2-1/2”, and 3” lengths, the wafer-head screws provide a strong, reliable connection with little effort. The wafer head increases pull-through resistance to hold materials in place for the long term. For projects that demand a faster fastener with a finer finish, Finish Trim screws feature under-head threads for cleaner countersinking and a compact, low-profile cylinder head for a clean, concealed appearance. They come in sizes from 1-1/4” to 5”. n STRONGTIE.COM (800) 999-5099

n Building Products Digest n May 2022

Building-Products.com

Laser Focused

ODL’s new decorative doorglass products reflect today’s architectural trends involving crisp lines and interesting patterns and textures, while maximizing privacy and increasing the amount of natural light that enters the home. The new designs—Dorian, Celebration, Swirl, Timber, Mistify White, and Ryder— were developed with meticulous attention to both current and forecasted trends in interior design and style.

Built for focused leveling applications, Milwaukee’s new M12 Green 360° Single Plane Laser delivers more power, visibility, and easier set-up, improving jobsite efficiency. Utilizing an M12 RedLithium XC 4.0 battery, users can get 30+ hours of continuous runtime, and the brightest green laser offers users superior visibility with up to a 250-ft. diameter. The laser is fitted with a tether-ready lanyard loop to help eliminate drops, and the amplified rare earth magnets provide a secure hold, ensuring it won’t slide on steel studs and allowing users to set up anywhere.

n ODL.COM (800) 253-3900

n MILWAUKEETOOL.COM (800) 729-3878

Securing Fascia

Envision Outdoor Living’s new Deckfast Fascia System helps ensure fascia boards don’t move against the fasteners, for a cleaner, streamlined look. The system includes a special fascia tool with pre-set countersink and color-coated Headcote stainless steel or epoxy-coated carbon steel fascia screws. Predrilling with the tool creates an oversized hole that will allow the board to float on the screw to better accommodate expansion and contraction. Screws come in 100-count packs to cover 44 linear ft. n ENVISIONOUTDOORLIVING.COM (800) 253-1401

Decorative Doorglass

n Building Products Digest n May 2022

Building-Products.com

SUMMER, ALL YEAR LONG

TO EXPLORE ADVERTISING, CONTACT:

(714) 486-2735 Chuck Casey ccasey@526mediagroup.com Nick Kosan nkosan@526mediagroup.com Building-Products.com

Target Outdoor Living Contractors through Deck Specialist magazine and Deck-Specialist.com

May 2022 n Building Products Digest n

IN Memoriam Charles Shelton Hatley, 83, longtime Texas lumberman, died March 30. He began his 56-year career in the lumber business in 1954 with Craddock Lumber Co., Dallas, Tx., three years later moving to Dallas Wholesale Builders Supply, Dallas, Tx. In 1974, he switched to outside sales at Phillips Lumber Co., Cedar Hill, Tx., advancing to manager of the prehung door plant and eventually to senior vice president, before retiring in 2010. David C. Broscious, retired president of Broscious Lumber Co., Ringgold, Pa., passed away March 23 in Selinsgrove, Pa. He was 96. He was a graduate of Penn State University. Ramon M. “Ray” Klingbeil, former co-owner of Klingbeil Lumber Co., Medford, Wi., died March 23 at age 93. After serving in the U.S. Navy, he returned to Medford to work for his father at the Klingbeil Lumber. In 1952, he and his brother, Reiny, bought the lumber company from their father. He was a past president of the Wisconsin Retail Lumbermen’s Association. David K. Bartram, 73, Florida building supply store manager, died of cancer March 12 in Palatka, Fl. He served as a corporal in the Marine Corps during the Vietnam War, earning several medals including the Purple Heart. Following his discharge, he managed several Scotty’s Builders Supply stores and worked with Manning Truss & Building Supplies.

Roy Arthur Geiger, Sr., 92, former vice president of sales, estimating & promotion with Schmoyer’s Lumber Co., Boyertown, Pa., passed away April 9. A U.S. Army veteran of the Korean War, Roy spent many years at Schmoyer’s, before turning to real estate in 1974. George Dillich “Dickey” Brown, 84, retired Pittsburgh area lumberman, died April 10 in Butler, Pa. He started in the business at an early age, working at Dillich Lumber Co., Butler, before moving to Busy Beaver Lumber Co. He retired in 2001 as lumberyard foreman for Fagen’s Lumber, Verona, Pa. William L. “Bill” Arnold, Sr., 84, longtime Rhode Island salesman, died March 9 in Greenville, R.I. A U.S. Army veteran, Bill worked in sales for many years with Wickford Lumber & Hardware, North Kingstown, R.I., and Wakefield Branch Co. (Arnold Lumber) until retiring. Keith E. Dietrich, 86, retired salesman with Post Lumber Co., Ashtabula, Oh., died Feb. 7 following a lengthy struggle with Parkinson’s disease and multiple myeloma. After high school, he served in the Navy before working for such companies as True Temper, Aiken Products, and his own remodeling business. Raymond Norton “Ray” Hord, 70, retired Southeast lumberman, died April 6 in Savannah, Ga. He served in the U.S. Army from 1969 to 1975, obtaining the rank of sergeant. He then entered the building supply industry, working as inside sales manager for Wickes Lumber; sales and marketing manager at Neal-Blun Co., Savannah; and sales manager with Espy Lumber Co. Ray ended his career as a county building inspector, retiring in 2015. Stan Brimmer, 84, retired owner of Brimmer Lumber Co., Clarksville, Tn., died April 12. He was a veteran of the U.S. Air Force. Lemuel Martin “Lem” Highsmith, 78, owner and operator of Highsmith Lumber Co., Savannah, Ga., passed away March 28. He ran the family lumberyard for more than 40 years, along with Savannah Steel Scaffold Co. Douglas R. King, 65, co-owner of Gerald King Lumber Co., Ruffs Dale, Pa., died March 1. David A. Binder, 83, formerly of Binder & Son Lumber Co., St. Louis, Mo., passed away March 15. A graduate of St. Louis University, he returned home from service in the Air Force to manage the family lumberyard. Robert “Bob” Dravis, 74, proprietor of Dravis Lumber Co., Johnstown, Pa., died March 8. Terry L. Amburgey, Ph. D., distinguished former professor in the College of Forest Resources at Mississippi State University, passed away April 1 at age 81. Dr. Amburgey spent 30 years as a professor, retiring with the title of Giles Distinguished Professor. He received Awards of Merit from the American Wood Protection Association and Railway Tie Association, and was elected as a Fellow of the International Academy of Wood Science. His professorship was preceded by 10 years with the USDA Forest Service in Gulfport, Ms., as a research wood decay specialist.

n Building Products Digest n May 2022

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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Massachusetts Retail Lumber Dealers Association – May 9, western golf outing, Ranch Golf Club, Southwick, Ma.; nrla.org. Lumbermens Association of Texas – May 11, Lunch & Learn, Austin Club, Austin, Tx.; www.lat.org. Forest Products Society – May 11-13, International Conference on Wood Adhesives, Portland, Or.; www.woodadhesives.org. Western Red Cedar Lumber Association – May 11-13, Cedar Summit, Marriott Grand Okanagan Resort, Kelowna, B.C.; www. realcedar.com. Construction Suppliers Association – May 12, golf tournament, Cherokee Hills Golf Club, Catoosa, Ok.; www.gocsa.com. 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 18, Lunch & Learn, Dallas, Tx.; www.lat.org. Rhode Island Building Material Dealers Association – May 18, dinner meeting, Cassarino’s, Providence, R.I.; www.nrla.org. Construction Suppliers Association – May 19, golf tournament, Grand National, Opelika, Al.; www.gocsa.com. Peak Auctioneering – May 21-22, LBM auction, Cuyahogo County Fairgrounds, Middleburg Heights, Oh.; peakauction.com. Montreal Wood Convention – May 24-25, Fairmont Queen Elizabeth Hotel, Montreal, Quebec; www.montrealwoodconvention.com. North American Wholesale Lumber Association – May 25, regional meeting, Fairmont Queen Elizabeth Hotel, Montreal, Quebec; www.nawla.org.

Northwestern Lumber Association – June 7, Nebraska golf outing, Woodland Hills Golf Course, Eagle, Ne.; June 9, Iowa golf outing, Beaver Creek Golf Club, Grimes, Ia.; www.nlassn.org. Florida Building Material Association – June 8-10, summer education conference, Mission Inn, Howey-in-the Hills, Fl.; www. fbma.org. Peak Auctioneering – June 11, LBM Auction, Kane County Fairgrounds, Chicago, Il.; www.peakauction.com. Sustainable Forestry Initiative/Project Learning Tree – June 13-17, annual conference, Madison, Wi.; www.forests.org. Window & Door Manufacturers Association – June 14-16, technical & manufacturing conference, Minneapolis, Mn.; www.wdma.com. National Lawn & Garden Show – June 14-15, Sheraton DFW Airport Hotel, Irving, Tx.; www.nlgshow.com. National Association of Home Builders – June 14-18, legislative conference & leadership meeting, Washington Hilton, Washington, D.C.; www.nahb.org. Construction Suppliers Association – June 15, Central regional meeting, Birmingham, Al.; www.gocsa.com. Central New York Retail Lumber Dealers Association – June 16, annual golf outing, Vesper Hills Golf Club, Tully, N.Y.; www.nrla.org. Mississippi Lumber Manufacturers Association – June 16-18, annual convention & trade show, Beau Rivage Resort & Casino, Biloxi, Ms.; www.mlmalumber.com. Peak Auctioneering – June 18, in-person LBM auction, Clinton County Fairgrounds, Wilmington, Oh.; June 23-25, online LBM auction, Kansas City, Mo.; www.peakauction.com. Construction Suppliers Association – June 23, sales master class, Embassy Suites, Atlanta Galleria, Atlanta, Ga.; www.gocsa.com. Eastern New York Lumber Dealers Association – June 23, golf outing, The Edison Club, Rexford, N.Y.; www.nrla.org. Bark Peeler’s Festival – July 2-3, Pennsylvania Lumber Museum, Ulysses, Pa.; www.lumbermuseum.org. Construction Suppliers Association – July 12-15, sales & estimating training, Mobile, Al.; www.gocsa.com.

Eastern Building Material Dealers Association – May 26, clay shoot, Lehigh Valley Sporting Clays, Coplay, Pa.; www.nrla.org.

Central New York Retail Lumber Dealers Association – July 16, Day at the Races, Osego Speedway, Oswego, N.Y.; www.nrla.org.

Lumber Dealers Association of Connecticut – June 1, annual golf outing, Oxford Greens, Oxford, Ct.; www.nrla.org.

Southeastern Lumber Manufacturers Assn. – July 20-23, annual conference, Broadmoor, Colorado Springs, Co.; www.slma.org.

n Building Products Digest n May 2022

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CENTENNIAL Flashback

The 1960s • We s t e r n Wo o d Products Association m a d e i t s M e rc h a n t debut in August 1964, with its formation from the merging of the Western Pine and West Coast Lumbermen’s Associations.

o mark this year’s 100th anniversary 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 1960s showed an increasingly wide range of products and equipment for lumber dealers. • Ford began making cars in 1908 and nine years later introduced its first truck, the Model TT, meeting demands for a vehicle that could haul heavier loads and provide greater utility for work and deliveries. The company started targeting the lumber industry in April of 1962 in The Merchant Magazine, promoting i t s E c o n o l i n e Va n , Econoline Pickup, and Styleside Pickup, starting at under $2,000. •

Potlatch was launched as a forestland owner in 1903 by a group of investors that included Frederick Weyerhaeuser. Three years later, it opened its first sawmill in what would become Potlatch, Id. By the time the company introduced its Electro-Lam beams in The Merchant in June 1963, it had operations in 12 states and four countries. Merging with Deltic Timber in 2018, it is now known as PotlatchDeltic.

• Reel Lumber Service is celebrating its 90th anniversary. E.G. Reel’s original yard in Los Angeles opened in 1932 stocking 10 species of lumber, and has since grown to four So. Cal. locations stocking and milling 40 different species. Now in its fourth generation, Reel has been a valued partner of The Merchant since December 1963.

n Building Products Digest n May 2022

doors (as seen in The Merchant in December 1964) and ultimately into today’s tissue products powerhouse, with its brands including Kleenex, Scott, Viva, Huggies, Depends, Kotex and Cottonelle.

• Kimberly-Clark this year is marking its 150th anniversary, expanding from a paper mill to producer of lumber and

• Simpson Strong-Tie began advertising in The Merchant in May 1965, promoting its line of hangers, clips and other hardware. Nearly 60 years later, it is firmly established as the genuine connector brand for residential construction.

• Osmose was founded in Germany in the early 1930s after inventing a process and formula for preserving wood. Its American operations were organized in 1934 and began marketing the technology, equipment and chemicals to Merchant readers in December 1965. Koppers Inc. acquired the business and renamed it Koppers Performance Chemicals in 2014. • Duo-Fast was born in 1937 as Fastener Corp., a small Chicago manufacturer of hand-held staplers and fasteners. But its Duo-Fast brand products’ widespread acceptance by homebuilders can be traced to its intrdouction of its first pneumatic strip nailer in 1964. It advertised to the lumber industry in April 1966. Fastener Corp. adopted Duo-Fast as its corporate name in 1974 and was acquired by Illinois Tool Works in 1999.

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• Pella Doors got its start in 1925 in Pella, Ia., with the Kuyper family’s introduction of a newfangled window screen that rolled up and down like a shade. Pella steadily expanded to blinds, windows, grilles, doors (first seen in The Merchant in August of 1966), hardware and its own retail stores, all still owned by the Kuypers.

• Malm Fireplaces began in 1960 with a new, unique idea for free-standing fireplaces and gas appliances. It hoped to find new dealers and distributors by running in The Merchant in July of 1968.

• KVAL Machinery, launched by a Norwegian cabinetmaker, has been selling door machinery since 1947, as first advertised in The Merchant in March of 1967. • Pemko Manufacturing Co., has been a key manufacturer of weatherstripping products since 1952 (as promoted in The Merchant in January 1968). Pemko expanded into a full range of door components and in 2007 was purchased by Assa Abloy.

• Chicago Mercantile Exchange originated as the Chicago Butter and Egg Board, and gradually expanded to trading agricultural products, such as wheat and corn. It added lumber futures in October 1969. In 2007, CME merged with the Chicago Board of Trade to create CME Group. • Union Pacific was founded on July 1, 1862, when President Lincoln signed the Pacific Railway Act. Shipping construction materials, including lumber, has been a hallmark since the beginning, as marketed in The Merchant in December 1969.

• Boise Cascade was formed in 1957 through the merger of Cascade Lumber Co., Yakima, Wa., and Boise Payette Lumber Co., Boise, Id. Within a year, it had more than 100 retail outlets for its wholesale distribution business. It quickly expanded to a full range of forest products, paper, concrete, plastics, textiles, sand/gravel, and office products. Boise Cascade’s expansive marketing of rough-sawn Philippine mahogany siding in April of 1967 was one of The Merchant’s earliest full-color, multi-page advertisements.

Building-Products.com

May 2022 n Building Products Digest n

Page

ADVERTISERS Index

Cover II

Arxada www.wolmanizedwood.com

Pau Lope Co., The www.paulope.com

Atlantis Rail Systems www.atlantisrail.com

PotlatchDeltic Corp. www.potlatchdeltic.com

Avon Plastics www.armadillodeck.com

19, 21

ProWood www.prowoodlumber.com

Barrette Outdoor Living www.barretteoutdoorliving.com

RDB Solutions www.rdb-solutions.com

Biewer Lumber www.biewerlumber.com

Cover I, 55

Redwood Empire www.buyredwood.com

Boozer Beam www.boozerbeam.com

Regal ideas www.regalideas.com

Crumpler Plastic Pipe www.cpp-pipe.com

Robbins Lumber www.rlco.com

Culpeper Wood Preservers www.culpeperwood.com

RoyOMartin www.royomartin.com

Do it Best Corp. www.doitbestlbm.com

Sakrete www.sakrete.com

Doman Building Materials Group www.domanbm.com

Simpson Strong-Tie www.strongtie.com

Durgin & Crowell Lumber Co. www.durginandcrowell.com

Snider Industries www.sniderindustries.com

Cover III

Everwood Treatment Co. www.everwoodtreatment.com

Southern Forest Products Association www.sfpa.org

Fence Empire www.fenceempire.com

Sure Drive USA www.suredrive.com

63, 65, 67

526 Media Group www.526mediagroup.com

Swanson Group Sales Co. www.swansongroup.biz

36-37

Great Southern Wood Preserving www.yellawood.com

Timber Products Co. www.timberproducts.com

Humboldt Sawmill www.mendoco.com

TIVA Building Products www.tivabp.com

Jordan Lumber www.jordanlumber.com

25, 27

United Treating & Distribution www.unitedtreating.com

Cover IV

Manufacturers Reserve Supply www.mrslumber.com

Versatex www.versatex.com

Mississippi Lumber Manufacturers Assn. www.mlmalumber.com

West Fraser www.westfraser.com/osb

North American Wholesale Lumber Assn. www.nawla.org

Western Forest Products www.westernforest.com

Northeastern Lumber Manufacturers Assn. www.nelma.org

Weyerhaeuser Distribution www.weyerhaeuser.com/distribution

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

n Building Products Digest n May 2022

Building-Products.com

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