BPD June 2017

JUNE 2017

BPD

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

SOUTHERN PINE SPECIAL ISSUE • GET SFI CERTIFIED • ROOFING, SIDING & TRIM

CONTENTS June 2017

Volume 36 n Number 6

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Special Section

Features

Departments

34 SOUTHERN PINE

10 FEATURE STORY

8 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 42 MOVERS & SHAKERS 44 NEW PRODUCTS 47 ASSOCIATION UPDATE 52 IN MEMORIAM 52 CLASSIFIED MARKETPLACE 53 DATE BOOK 53 ADVERTISERS INDEX 54 FLASHBACK

FROM DIY CLINICS TO VIDEOS AND SPAN CARDS, THIS COLLECTION OF TIPS AND TOOLS FROM THE

SOUTHERN FOREST PRODUCTS ASSOCIATION WILL HELP YOU SELL MORE SOUTHERN PINE.

MODERN MATERIALS BRING NOAH’S ARK BACK TO LIFE

12 INDUSTRY TRENDS

ROOFING DISTRIBUTORS RISE UP

13 INDUSTRY TRENDS

WHAT’S HOT IN EXTERIOR FACADES

14 PRODUCT SPOTLIGHT

JUNE 2017

BPD

UP CLOSE WITH STEEL SIDING

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

SOUTHERN PINE SPECIAL ISSUE • GET SFI CERTIFIED • ROOFING, SIDING & TRIM

16 MARGIN BUILDERS GET SFI CERTIFIED

18 MANAGEMENT TIPS

CREATE A GOOD PARTNER STRATEGY

28 NAWLA: THINKING AHEAD

RIDING INDUSTRY CONSOLIDATION

50 EVENT RECAP

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Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John

NOVEMBER 2016

Contributors Jerry Blais, Henry German, Erin Graham, Carl Lamb, Jason Metnick, Marc Saracco, Aaron Sims, Richard Wallace

BPD

JANUARY 2017

BPD

Building Products Digest

Building Products Digest

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS

2017: THE YEAR AHEAD • SOUTHERN PINE UPDATE • IMPORT DUTY CONFLICT

Eassy on the eyes.

Easy to o install.

DECEMBER 2016

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Director of Sales Chuck Casey • chuck@building-products.com

Building Products Digest

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

2017 DECKING & RAILING BUYERS GUIDE • NAWLA TRADERS MARKET RECAP

Sales & Marketing Coordinator Chelsea Hiers chiers@building-products.com New AWPA Standards for Treated Wood There is an important change in the U1 Standards establishing new guidelines for wood treated to UC4A Ground Contact General Use. As an example, joists and beams shall be treated to UC4A (ground contact when they are diffcult to maintain, repair or replace and are critical to the performance and safety of the entire system.

Advertising Sales (714) 486-2735 Chuck Casey chuck@building-products.com

For more information visit

kopperspc.com

Introducing g Outdoor Acc ents decorative hardware . Y Yo our customers can easily add style an nd strength to their outdoor projects. The new Simpson Strong--T Tie Outdoor Accents line e of structural connectors featu ures an innovative screw and washer set that combines the ease of installing a screw with the look of a bolt. And, with a black powderr--coa at finish, this hardware offers st yle that’s designed to last. ®

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Patrick Adams padams@building-products.com

To lear n mo To ore about Outdoor Accents decorative hardware, visit our web bsite strongtie .c com/outdooraccents or call (800) 999-5099.

©2017 Simpson Strong-Tie Company Inc. OA16-D

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Phone (714) 486-2735 Fax 714-486-2745 BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, 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®2017 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.

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June 2017

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ACROSS the Board

By Patrick Adams

Time to do it all E

TUESDAY and Thursday, I try to make time to take my 6-year old daughter to school in the morning. It gives us some father-daughter time and I get to see everything that is happening in her current world of Kindergarten.

The other morning, she reminded me of a conversation we had about “what do want to be when you grow up?” As we drove along, she asked from the back seat, “Daddy, why didn’t you become a police officer? You said it’s the only thing you ever wanted to be.” I’ve made it a point to never talk down to her, so I answered her directly. I told her that although that’s what I wanted to be, I also wanted a great family life and marriage and was afraid that being a police officer would make that too difficult.

There was a long silence from the back seat, so I figured that we were moving on to the next big subject in her list of life’s unanswered questions. Then she dropped the bomb on me.

“Daddy, I’ve been thinking about that a long time and I’m worried.”

“About what?” I asked.

“I’m worried because you never got to do what you really wanted to do and I want to be a teacher when I grow up.

And an Olympic swimmer. And an artist. And a police officer. And do what you do. And a farmer. And other things, and I’m worried that I won’t have time to do it all,” she answered.

Honestly, the thought of my 6-year old daughter worrying about whether she’ll have enough time to “do it all” was a pretty tough. Quickly, I raced through my inventory of thoughts about what the perfect parent response was. I thought about how even in my own life I can relate!

It occurred to me in these panicked seconds of thought that when we dream of being “something,” what we’re really envisioning is what will make us happy. And in happiness, it is doing something that we find reflects our core values in life. The real answer to the question “what do you want to be when you grow up?” is “happy,” isn’t it?

I thought about all of my past positions and the things that made me most happy, and the things that drove me away from those companies or industries. I thought about what brought me to this business and this great industry, and what has made me truly happy every day since. I VERY

thought about that part of me that always did want to be in law enforcement and what was behind that.

Sometimes, I found myself so busy “looking” that I did not see what was right in front of me. Other times, I thought it would be something I would really love doing, but felt empty inside. It all came back to living our values and when we do, somehow we have time to happily do it all! A calm came over me as I looked at her in the rear view mirror. I pulled over and looked at her puzzled face wondering why we were stopping before we got to school.

Then I answered her: “Throughout your life, you’ll encounter many different people, places, things and jobs and all of them will influence you. Sometimes you’ll be happy and other times, you’ll wish for something different.

But the one thing that will never change are the values that are inside of you. Those are what you should focus on and live by. You’ll have plenty of time to do whatever you want to do, but you’ll always be who you are.”

From experience, I told her that while I thought I wanted to be a police officer, what I really wanted was to serve and protect. I’ve found a way to do that with my family, my employees, and with this industry, and even though I thought it had to be in law enforcement, this fulfills my values in the same way.

She thought about my answer for a few seconds and with a smile simply answered, “Okay, Daddy. Do you have time to pick me up from school today and we can get ice cream?”

Absolutely… we can make time to do it all!

“It takes a long time to become young.” ~ Pablo Picasso

Patrick S. Adams Publisher/President padams@building-products.com

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Building-Products.com

FEATURE Story

By Stephanie Ornelas

Modern materials bring Noah’s Ark back to life T

HE BOOK OF Genesis describes the great flood as one that would ultimately put an end to a world of violence and sin. So when Noah was instructed to build an ark for refuge from the flood, it clearly had to be one that would withstand the toughest of weather conditions.

“Make yourself an ark of wood and make rooms in it. Cover the Ark inside and outside with pitch. The ark is to be 300 cubits long, 50 cubits wide, and 30 cubits high. Make a roof for it, leaving below the roof an opening one cubit high all around.”

So when companies like Disdero Lumber and Colorado Timberframe heard that a lifesize replica of Noah’s Ark was going to be built in Williamstown, Ky., they knew the project needed their materials. This would be the largest freestanding timber-frame structure in the world.

Known as The Ark Encounter and open to the public for viewing, the project is full-size and built according

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to the dimensions given in the Bible.

Opened in July of 2016, it has exhibits housed inside its hull and stands 15 feet above the ground, spanning 510 feet long, 85 feet wide, and 52 feet high. Held up by concrete buried 30 feet deep, the timber weighs a massive 4.2 million pounds.

The ark presented a big challenge for Colorado Timberframe’s small team of 45 people. President Keenan Tompkins explained how his crews worked around the clock in Lafayette, Co., while lead installer Jason Schimpf oversaw the installation in Kentucky. Employees worked all day, six days a week for 11 months straight, cutting wood and sending 180 semi-trucks filled with timber components to Williamstown.

Understandably, the ark and its 1.2 million bd. ft. of square timber required a lot of trees. According to Tompkins, the team used a lot of responsibly harvested Douglas fir from Washington, Utah and Canada.

June 2017

Large logs hold up parts of the boat, the largest being nearly 5 feet in diameter. Tompkins explained that to meet the specification they found standingdead Engelmann spruce trees in a Utah forest that were 200 years old.

The shiplap on the outside of the ark and the massive columns inside came from separate types of wood.

Since the builders wanted to be environmentally friendly, they used Accoya, a softwood that was thermally modified with an acetic anhydride to make it weather and pest resistant.

The ark includes massive vertical columns, or “lodge poles,” from a Forest Service-managed forest in Utah where dead trees, before they begin to rot, are harvested and repurposed.

While Noah was instructed to use pitch for the ark, this project was not meant to float so designers left it out.

“We do, however, have a giant pitch pot that you can see as you prepare to enter the ark. Located right off the queue line ramp, you can catch a Building-Products.com

glimpse of the giant pot and accessories Noah might have needed to coat the ark in pitch,” a representative for the exhibit explained.

“Put a door in the side of the ark and make lower, middle and upper decks,” Genesis goes on to read. The Ark Encounter includes three decks that feature “world-class exhibits specially designed to answer questions about the biblical account of Noah’s Ark,” the website reads.

When Disdero Lumber, Clackamas, Or., heard about the project being launched, it wanted to provide materials for the interior of the ark. “It was something we wanted to be a part of, and it’s great exposure for the forest products industry,” said Disdero’s Gunnar Brinck. Its 5x6 white fir LockDeck was used for the floors and ceilings, 2x6 white fir T&G decking for the roof, and 1x8 white fir paneling for the interior wall paneling.

The structurally engineered product consists of two to five kiln-dried lumber laminations bonded together with an exterior waterproof adhesive to form glue-laminated decking. Perfect for a project like this, it is commonly used in heavy timber construction as well as wood frame and hybrid systems.

When God told Noah to come out of the ark after 40 days of flooding, as we all know, it had endured the storm.

Although the Bible isn’t specific about the exact materials Noah used, we can

WEATHERED WOOD was used for most every component, including below decks.

Building-Products.com

MASSIVE vertical columns—or lodge poles—were displayed on the inside and made from standing dead Englemann spruce trees from a forest in Utah.

get a pretty good idea of what may have helped the giant ark stay afloat.

And while the biblical story itself serves a bigger purpose than highlighting its building materials, the lifesize replica brings to light the importance of using the right kind of components for projects meant to sustain conditions that are out of our control, even a project as massive as Noah’s Ark.

The Ark Encounter Williamstown, Ky.

Summer Hours: Mon.-Sat.: 9 a.m. - 9 p.m.

Sun.: Noon - 7 p.m. www.arkencounter.com

1.2 MILLION bd. ft. of square timber required a lot of trees. According to Colorado Timberframe president Keenan Tompkins, the team used Douglas fir from Washington, Utah and Canada.

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INDUSTRY Trends

By The Freedonia Group

Prospects rising for roofing distributors A

CCORDING TO A new study by the Freedonia Group, U.S. roofing distribution sales growth will be driven by the roofing industry’s increasing reliance on small- and mediumsized contractors to perform roof installation and repair jobs. These contractors nearly always purchase roofing from distributors because of their ability to supply contractors with the desired amount of roofing while offering such high-value services as jobsite and rooftop delivery, technical assistance, and drone-based cost-estimation programs.

Distributors accounted for the large majority of U.S. roofing sales in 2016 and will further boost their presence in the market going forward.

Distributors—especially large-sized firms that sell roofing as their primary product line—will see sales gains as manufacturers increasingly concentrate on the production of roofing.

Roofing distributors will use their large size to purchase roofing in bulk quantities and re-sell it to contractors at favorable price points.

Furthermore, distributors can use their network of warehouses and logistical knowledge to rapidly adjust to changing market conditions, such as quickly supplying contractors in storm-ravaged areas with materials for reroofing projects.

Roofing distribution sales to the residential market are anticipated to see strong growth through 2021. In the new housing market, rapid gains in housing starts will fuel advances.

Home builders will increasingly subcontract out all facets of roof installa-

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tion jobs to local contractors, including the purchase of the roofing.

The much larger residential reroofing segment will also see sales gains.

Rising property values and homeowner interest in improving the curb appeal of their residences will lead to an increase in home improvement projects like roof replacement.

Contractors performing more installation jobs will in turn order more roofing from distributors, spurring sales gains.

In 2016, the four leading U.S. roofing distributors—mega-chains ABC Supply, Beacon Roofing Supply,

Allied Building Products, and SRS Distribution—together accounted for nearly three-fourths of total domestic roofing sales. Going forward, these companies will command an even larger share of the roofing distribution market.

These leading distributors will post sales gains because of their broad purchasing power, which allows them to buy roofing at favorable pricing and pass savings on to customers. Furthermore, leading distributors will continue to purchase competitors, adding sales locations and expanding into new local and regional markets.

LARGER CHAIN distributors are poised to take a bigger share of the growing roofing supply market.

(Photos courtesy RIS Roofing Supply) June 2017

Building-Products.com

INDUSTRY Trends

By Aaron Sims, Boral

What’s hot in

exterior facades F

OR THE PAST few years, curb appeal has been on the lips of many designers, not to mention every building publication and TV show, and for good reason. Dealer customers, both building pros and homeowners alike, are realizing the power of a well-appointed exterior to add value to the home while making it one occupants are proud to return to. From thoughtful lighting to a high-end entry to authentic cladding—here are six exterior trends that are top of mind with homeowners:

Color Diversity Neutral colors still dominate, but builders and buyers are looking to diversify those tones away from just creams and beiges. As such, we’re seeing more grays and blues, but still in muted, warm versions.

Expect to see darker grays popping up more just as we’ve seen on the home’s interior. In some markets, such as the Pacific Northwest, full façades can go dark, while others are featuring it as an accent. Stone looks allow buyers to achieve the trend without the full commitment.

into the same structure to give it a more appealing aesthetic and help differentiate streetscapes. This trend can be seen in the growing maximization of accent areas, such as integrating board-and-batten into a gable detail.

If your customers are taking advantage of this trend, be sure they understand the materials they’re mixing, because some absorb moisture and most expand and contract at different rates. This is one reason we designed Boral TruExterior. It absorbs virtually no moisture and can be installed in contact with the ground and other materials.

Craving Character Popular styles vary from region to region, but homeowners across the country are seeking materials that provide an authentic look. Craftsman styles continue to be in demand, but often with a modern twist, such as selecting a bevel design instead of the traditional clapboard. Similarly, some pros are creating a modern look with classic profiles, such as using the tight joints of shiplap to achieve a contemporary appearance.

Contrasting Color

All the Trimmings

Bolder choices also are popping up as accents in an effort to achieve more contrast. The trend is revealing itself in trim as browns and greens—and sometimes even darker colors—to frame neutral siding. Not a fan of dark? A bright white trim provides a visual pop for cream-toned façades.

In creating curb appeal, builders are dressing up façades with more trim, including window headers, window and door surrounds, and tapered columns. However, they’re restricting that decoration to the visible areas of the house, leaving hidden side and rear façades plain to save money.

Multiple Textures

Low Maintenance

The days of single-surface facades, whether brick, vinyl or otherwise, are fading. Builders are integrating stone, brick and different types of siding all

It’s common among consumers, for both empty-nesters and millennials, to desire varying textures and unique architectural elements without so

Building-Products.com

June 2017

CONTRASTING colors and low-maintenance materials deliver curb appeal without going overboard.

(Photo of Boral TruExterior Siding & Trim)

much commitment to maintenance.

Materials like capped composite decking combine authentic aesthetics with the expectation of high performance.

Along those same lines, homeowners are willing to spend a bit more to get products that will last longer and stand up to the elements.

– Aaron Sims is product manager for Boral Light Building Products. Reach him via www.boralamerica.com. n

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PRODUCT Spotlight

By Jerry Blais, Ply Gem

Siding with steel F

mean everything. As a building product distributor, forming solid relationships with customers from the start is key to building your bottom line across the entire value chain. As you are often the first point of contact for a professional remodeler or homebuilder, the industry values your guidance on the latest product innovations and market needs to help homeowners make the best decisions for their “great first impressions” from the curb.

Steel siding—a less common, but up-and-coming cladding option—is one of the hottest growing materials to help you build your business. In fact, siding sales overall are poised for increased demand, with The Freedonia Group citing that sales of the entire cladding category are expected to increase 7.7% annually through the next four years, making the U.S. siding market worth an estimated $4.7 billion by 2021.

This opens up a world of opportunity for dealers and distributors. When it comes to larger ticket items like siding, builders and remodelers need to instill confidence with the homeowner that the product will not only enhance curb appeal, but will also provide a solid, long-term investment.

We have found that from millennials to baby boomers, homeowners are seeking personalized yet low maintenance IRST IMPRESSIONS

STEEL SIDING is a fast growing material designed to give the home a refined, sophisticated design. (Photo by Ply Gem)

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designs. Steel siding addresses this demand.

Made from galvanized steel and designed to stand up to hail, wind and snow, today’s steel siding has come a long way in the past few years. The yield and tensile strength are significantly improved over that of traditional aluminum.

The process of galvanization means a layer of protective zinc is added to the surface to prevent rust and corrosion.

It is used for a variety of products and applications, such as beams, piping, automobiles, aircrafts, ocean liners, and military ships, and for good reason. If it stands up to the harshest of salt water, you can have the confidence that it’ll work for home exteriors. For environmentally-conscious builders and contractors, steel siding also offers a leg up— it’s 100% recyclable and made from up to 50% recycled materials.

While many may envision steel siding as strictly flat and modern, high-performance products have a linear emboss woodgrain pattern with detailed texture that looks like real wood, without the maintenance. Modified color-retention coatings are also warrantied to last for decades, even on dark colors.

“The texture of the siding gives the home a refined, sophisticated design,” said Ben Ernst, a homeowner who recently re-sided his exterior with Ply Gem Steel Siding. “It looks better than any other siding product I could have chosen—and I never need to paint it.”

When choosing steel siding, look for manufacturers that offer accelerated delivery programs with lead times counted in days instead of weeks. The short lead time is ideal for distributors and contractors looking for cost-effective transport and storage strategies, as well as the ability to complete jobs more quickly. Also look for long-standing warranties against hail, chalking and fading to give your customers peace of mind.

As the siding industry continues to grow—and as steel siding emerges in the marketplace—take some time to learn the benefits and consider adding to your business’s portfolio. With a plethora of choices on the market, it’s important to work with manufacturer partners for the latest insight into what’s on the horizon with building products. And in the coming years, expect to see more customers turn to durable, low maintenance siding in bold colors.

– Jerry Blais is senior vice president of sales and marketing for the siding group of Ply Gem. For more information, visit www.plygem.com.

Building-Products.com

MARGIN Builders

By Jason Metnick, SFI

The perks of SFI certification C

the world are increasingly asking for environmentally responsible options when they make buying decisions. When it comes to wood, paper and packaging products, people want assurances that the forest they come from is managed responsibly.

The Sustainable Forestry Initiative (SFI) is a sustainability organization that stands for the future of forests. SFI delivers the supply chain assurance that today’s market leaders in the lumber and building materials industry are looking for.

SFI’s Chain-of-Custody Standard and SFI labels are a reliable way for businesses to assure customers that they are making a good environmental choice. Wood that is certified to the SFI Forest Management Standard offers a proof point that the forest has been managed according to ONSUMERS AROUND

multiple environmental, social and economic values— today and into the future. SFI’s Chain-of-Custody Standard is an accounting system that tracks forest fiber content through production and manufacturing to the end product.

Consumers Value Certification Studies have shown that consumers appreciate the value that SFI and other forest certification programs offer in helping them identify wood products from legal, responsible sources. In a 2014 study for the Programme for the Endorsement of Forest Certification, by the European research firm GfK, almost 70% of 1,000 U.S. consumers said they would prefer companies that source wood-based products responsibly to use a forest certification label to inform consumers.

VOLUNTEERS on a Clemson University Habitat for Humanity project worked with donated wood certified to SFI.

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SFI is an independent, non-profit organization dedicated to promoting forest sustainability and supporting the links between sustainable forests and communities through grant programs, carefully targeted research, direct leadership of critical initiatives, and partnerships that effectively contribute to multiple conservation objectives.

Forests certified to the SFI Forest Management Standard cover more than 280 million acres. SFI program participants are responsible for more than one quarter of the world’s certified forest area.

Chain-of-Custody label. If an organization wishes to use the SFI chain of custody label or make a chain of custody claim on 100% of an organization’s product, the content must be at least 70% composed of certified forest content or recycled material.

Under the volume credit method, an organization can only make claims or use the SFI label on the amount of certified input (i.e., the certified forest content or recycled content) in a specific product. This means that if the input of certified content is 30%, the organization can only make claims or

use the SFI label on 30% of the output. This is consistent with all global chain-of-custody standards.

SFI standards are reviewed and updated every five years to keep up with a changing marketplace and evolving environmental science. It makes good business sense to put your company in the same league with market leaders when it comes to sustainability and brand integrity.

– Jason Metnick is SFI’s senior vice president of customer affairs. Learn more by visiting sfiprogram.org/sfi-standard or calling (202) 596-3450.

From Green Consumers to Green Buildings The fact that the SFI Program can deliver a steady supply of fiber from well-managed forests is helping open new markets in the green building sector. Demand for these products is steadily increasing. Since 2006, more and more tall wood buildings, seven stories and taller, have been built around the world.

Many of these mass-timber buildings are also designed to qualify as certified green buildings through programs like Leadership in Energy and Environmental Design (LEED) and Green Globes. Wood products sold as certified to the SFI Chain-of-Custody Standard are eligible for LEED credits through the LEED Alternative Compliance Path or credits through the Green Globes Rating System.

Earning SFI Certification Any company that processes or trades forest products certified to SFI, including manufacturers of forest products, can seek SFI chain-of-custody certification. They must have processes such as inventory control, employee training, reporting and invoicing so they can track raw materials from certified forests, certified sourcing and, when it applies, recycled content, through production and manufacturing to the end product.

Companies can use chain-of-custody certification to track and communicate forest fiber content using one of three optional approaches for chain of custody: physical separation, average percentage and the volume credit method. To be certified, companies must pass an independent third-party audit to prove they meet the SFI 20152019 Chain-of-Custody Standard.

The average percentage method allows manufacturers to label 100% of their product with the SFI Certified Building-Products.com

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MANAGEMENT Tips

By Carl Lamb, Snavely Forest Products, and Henry German, DMSi

Take a look at yourself If you want good customers, create a “good partner” strategy Good Vendors vs.

Good Partners

P

with attracting the “right” customers. Usually this means offering all kinds of discounts to their most profitable accounts.

But trying to win high-value customers by lowering prices is a losing game. Not only do you sacrifice profitability, you’re building conditional, shallow relationships. They’ll leave as soon as a competitor underbids you. If you want to build long-term loyalty with high-value customers, you need to stop thinking like a vendor and start acting like a partner.

“Be a partner” is more than a feelgood cliché. It’s a competitive strategy EOPLE ARE OBSESSED

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that emphasizes value rather than price. It’s a more sustainable approach because it doesn’t turn every deal into a race to the bottom. And unlike price discounts, value is something your competitors can’t replicate quickly or easily.

Most businesses use “be a good partner” as a motto and not a strategy.

But talking points and motivational posters won’t change behavior or results. By spending a little time with your customers and your business data, you can develop an organized “good partner strategy” complete with concrete action steps and measurable outcomes.

June 2017

The real difference between a vendor and a partner comes down to objectives. Good vendors care about customer satisfaction. Good partners care about customer success. That may sound like motivational fluff, but it has a profound difference on strategy.

For instance, let’s say your millwork customers are facing cut-throat competition on custom jobs. They need to complete orders faster or they’ll risk losing business. A good vendor would help by prioritizing ontime deliveries. A good partner would look for ways to speed up order-fulfillment, such as offering next-day shipping.

This isn’t just about “going the extra mile.” There are hundreds of ways businesses go above and beyond for their best customers. But a friendly sales staff and special pricing won’t help your millwork customers finish custom jobs any faster. Next-day shipping will.

Building a “Good Partner” Strategy Listen to Your Customers This is not a one-size-fits-all process. Your customers’ priorities are unique to their market, competition, and business goals. The more you know about what they value, the more you can align your business with theirs.

You need to find out two things: what your customers value most and their opinion of your performance in Building-Products.com

these areas. Collect this information through one-on-one conversations, group lunches, mass surveys, or a combination. (Make sure to prioritize feedback from your target audience. Trying to build loyalty with opportunistic customers is a losing game.) You should have some way of quantifying the responses, such as multiple choice surveys or rating systems, but personal feedback may give context to the numbers.

Pick the Right KPIs Once you identify which value is most important to your customers, you need metrics that quantify how well you’re delivering that value. These will form your scorecard. The variations are endless, but here are some suggestions • Product Quality: rate of returns, product waste, percentage of dead inventory • Service Quality: support tickets per cycle, average length of service phone calls, human errors • Dependability/Follow-Through: backorders per cycle, rate of on-time deliveries, inventory record accuracy (IRA) Whatever metrics you choose, make sure they relate directly to your customers’ goals. Remember, this strategy is about their success, not your bottom line.

Remember Your Suppliers When you can help your suppliers be successful, they’ll want to return the favor. Develop a “good partner” scorecard around your vendor relationships. Ask your most important suppliers about their priorities, and look for ways to support them. (For instance, if your vendors are trying to improve productivity, you could help them by placing orders online rather than calling them in.) If you can become a better customer, your vendors will be more likely to give you special treatment when you need it.

done correctly, you’ll create a significant barrier to competitors trying to break into your market. Purchasing new equipment may hurt short-term profitability, but nurturing customer loyalty will generate value for years.

Planning for the Future As you work towards becoming a better partner, continue to survey your customers to make sure your efforts are on track. You may work hard to reduce backorders, only to discover customers don’t notice the difference. If a particular strategy isn’t resonating, consider changing or refining your metrics. The scorecard is a helpful tool, not your ultimate objective. Your goal isn’t to get an “A.” It’s to deliver the value your customers want in a way nobody else can.

If you’re looking for a project that delivers an immediate, measurable impact on your bottom line, then a partnership strategy is not the plan for you. Profitability is not a strategy. It is the result of a value-based strategy. Long term, you will gain more of your customers’ business by listening to what is important to them.

You don’t have to be perfect to be a good partner. You just need to excel at the things your customers care about.

Using surveys to build a scorecard and create long-term strategies may require some short-term investment, but if done correctly it will pay dividends for years to come.

– Carl Lamb is vice president and general manager for Snavely Forest Products, Pittsburgh, Pa., a national leader in the wholesale lumber and building products industry. Henry German is market teams manager for Omaha, Ne.-based DMSi, which provides business management software to the lumber and building materials industry. For tips on building an accurate customer survey, go to dmsi.com/BeAGoodPartner.

Turn the Scorecard into Strategy When you’ve picked your metrics, run a few reports and establish a baseline. Determine where you have opportunities to improve and start coming up action steps to boost your performance. Consider a range of options, from the ambitious to the obvious. You could speed up the picking process by implementing cycle counts in your inventory system or simply moving the ticket printer to a more central location.

In addition to improving your current processes, brainstorm new ways to deliver the value your customers want.

For instance, say your customers really care about staying on schedule. On-time deliveries are obviously critical, but if you implement software that allows them to track shipments or get updates about deliveries, they will likely appreciate the extra visibility and assurance that everything is on time.

If your current infrastructure can’t support big changes, you may need to make some capital investments. (For instance, you may need to purchase new equipment to make next-day shipping possible.) You (or others in your company) may be reluctant to invest in this project. After all, if customers are currently satisfied, a big capital expense may seem unnecessary. This is where you need to go back to the idea of price vs. value. Competing on value makes you very “sticky” with your customers. If you excel at answering their most important needs, they’ll be less interested in shopping around for other suppliers. When Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Trading up S

O, A GUY WALKS into a lumberyard… The boss hands him the key and says, “You do it.”

That’s the short version of how at—gasp!—25, Kelly Fox got a major boost up the ladder at Dunn Lumber in Seattle. “It was a family business, an amazing company,” he recalls with fervor the yard where he remained for 12 satisfying years.

Then, once again, opportunity bounced out of the blue.

He was recruited by an outfit called Lumber Traders Inc., with two locations in Port Angeles, Wa. They were looking for a CEO. Oh-kay…

“I said, ‘Sure. I’m open to the possibility,’” recounts the (still very) young fella. “I lived two hours west and loved the location. I have two young daughters, and we’re an outdoors family. The Olympic National Park would be right out our back door.” But, deeper than the call of the wild was the call to stretch. “I welcomed the opportunity to grow.”

Here’s what he got himself into. Lumber Traders acts as the umbrella for two outposts, five miles apart: 111-yearold Angeles Millwork & Lumber Co. and Hartnagel Building Supply, launched in 1960—together, helmed by an owner who had decided to retire and pass the torch.

Which he did, in 2004, to his astonished crew as the outfit’s new employee-owners, with shares to be apportioned based on percent of payroll, and to be led by an internal CEO. Who, sort of, led them astray. Says Kelly, “Things were not on a solid footing. So, three years later, they removed him.”

And hired you-know-who.

Who arrived trembling in his boots. “The place was employee-owned by a staff of 52, so my biggest fear was, 52 bosses.”

The two stores occupy two distinct niches in the building market: “Angeles specializes in lumber packages and bending rebar, from small to big: #3 to #8, for foundations

PACIFIC NORTHWEST lumberman Kelly Fox was recruited from a large regional chain to turn things around at two-unit Lumber Traders, Inc.

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and framing: the only one in the area doing this. Hartnagel carries rooftop products and operates boom trucks.”

Together they capture the whole enchilada, “from rebar to ridge cap.”

But they were operating in the past. The reigning MO was “the way we’ve always done it.” So, topping Kelly’s to-do list was: change the culture. “We needed fresh thinking, to become more aggressive. There were a lot of silos,” he recounts, such as contractor sales vs. retail sales, windows vs. doors vs. decks, “so we needed to change that focus.” He introduced a new mantra: We all serve all our customers, all day long. Nothing to hide behind.

“We remodeled the first store, removing the contractor sales desk, which at first the pros objected to—‘We need our privacy.’ But 95% of business is really on the front line, anyway. They also wanted to retain their special rela-

UNICORN UNIFORMS: Kelly Fox’s daughters showed up in costume to help put away paint chips.

tionships with their particular salesperson, as in, ‘I’ve always worked with Lonnie.’ Fine,” Kelly agreed. “But when Lonnie’s busy, now you don’t have to wait for him.’

Everybody does everything! The old contractors’ sales spot became our window & door showroom. We put work stations in locations where they were needed, to make a better use of space.

“When I got there, windows, doors, trim, etc., all had different software. Now, there’s one solution for the whole company. I brought in technology, gave them the tools, and said, ‘Go after it!’”

Sure, there was some resistance. But most employees were all for the opportunity, especially after charting increased profits, which translated directly to their pocketbooks. Now, Kelly is primed to begin the makeover of the second store. Any lessons learned from Round One? “No,” he laughs. “Just do it!”

Then the two operations will become even more seamless. Kelly has already trained his crew that when a customer comes in wanting plans for millwork or rebar, “we notify our roofing store and get a quote for the customer before he even asks for one.”

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That’s just part of what the boss calls “high-touch” service. Another example: “Ken, our operations manager, gets them their millwork orders within three hours (superhuman!). And that’s with 100 deliveries a week.”

Pros are also quick to appreciate the new look of the rental department, covering “anything small enough to fit in a pick-up. When I came here, the rental department was in bad shape. There was a guy who could fix anything, cobble it back together”—and it looked like it, too. “So we invested $60,000 in new tools. And these days, after 50 rentals, we retire an item and buy new. Now, everything’s all clean and tidy—and guaranteed to work!”

Important, because Kelly reports “a lot of new construction going on” in town after the lifting of the downturn.

Yes, the recession hit hard here: “Absolutely! And natural resources and environmental legislation made it tough. We were one of the hardest-hit counties in Washington, with high unemployment.” (While at Dunn during the worst years of 2005-2006, Kelly learned from those folks to survive by watching the little things: cash flow, inventory level, and such.) “These are resilient people, here in Port Angeles, and it’s the people who pulled us out of the depths, willing the town to grow.”

Which it is. New-home construction is taking off, and Lumber Traders gets a nice share of the high-end customhome business, just the way Kelly likes it. “Tract builders come to us, too, but we politely say no—no need to flight in the weeds for those margins.”

Sure, there’s competition, including a Home Depot down the road. “But people like us for that high-touch service. And they’re loyal to ‘their’ particular store. If they love Hartnagel, they don’t shop at Angeles, and if they shop at Angeles, they don’t trade at Hartnagel. It’s the people who work at each that make the difference.”

Customer surveys help keep the operation tuned to what’s working or what needs a tweak. “Plus, we make sure we have the things people use, so they don’t leave empty-handed. We adjust and add SKUs all the time. There were 15,000 SKUs when I came, and we’re now up to 22,000.”

Lumber Traders’ business is 55% pro, 45% retail. Kelly intends to grow the walk-in trade, and social media is his chosen tool. He’s hired an in-house coordinator to assure continuity in the company’s branding and messages, which reach today’s wired consumer via Facebook, Twitter and Instagram. “We use these to promote our brand, our people, our products, and our web-page blog.”

Community involvement is another win/win endeavor.

Currently the company is sponsoring a Donate a Stud program to help in the construction of a medical clinic for lowincome residents—“and those may be our customers, our own staff or the waitress at the restaurant where we had lunch,” he brings it home.

He’s also pumped to keep improving the value-added contents of his own toolbox. He achieved a B.S. in Business Administration in 2014 and an MBA soon after. (“Being employeeowned scared me, so I went back to college.”) Clearly he’s here to stay.

“This is my place!” he swears.

Carla Waldemar cwaldemar@comcast.net June 2017

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OLSEN On Sales

By James Olsen

Competitive advantages T

OO MANY COMPANIES and salespeople believe they have competitive advantages that are actually illusions.

Confidence is absolutely necessary in sales, but overconfidence is a problem. If we think good service or fast turnaround of customer requests gives us an edge and we don’t work on the things that truly give us a competitive advantage, we are hurting ourselves and our progress.

Below is a list of “Fool’s Gold” items that are “The Basics”—not competitive advantages.

Good service. Everyone gives good service. It’s expected. But we have to get the business before we can serve it.

We cannot serve our way to the top of a sales business.

Being agreeable. Likeability and agreeability are different and have different impacts. Some sellers confuse the two and sound like servants instead of business partners.

Quality Products. When I ask GMs and owners if their quality is a competitive advantage, 100% say yes. When I ask salespeople the same question about 5% say yes.

Industry Contacts. “Let’s hire this guy to sell for us.

He knows everyone in the industry.” This is an oft-made mistake. Knowing people does not mean you have the ability or the desire (necessary) to close them.

Product knowledge. Too many struggling sellers overestimate the power of product knowledge. In business to business sales the customer will know as much or more about the product as we do. Product knowledge in the hands of a master seller is powerful, but without sales it’s just a car without gas.

Real Advantages In their book The Challenger Sale, Mathew Dixon and Brent Adamson present the following statistics on why customers buy: 9% – Price to value (better price) 38% – Brand, product, service.

53% – Conversations with the sales rep (Sales Executive Council Research) Below are the things master sellers are doing in their conversations that give them a four-fold advantage over their competition: They are confident. Confidence is a combination of preparation and charm. It gives the master seller the ability to earn the customer’s trust and then be bold enough at the right moment to ask, repeatedly if needed, for the business.

They are charming with everyone. Many sellers are not even charming with the buyer. The master seller treats everyone at the account with respect, interest and charm.

This gives them allies at every account for life. When they need to get a hold of the buyer, when they need to have a smooth transition with a new buyer or they need to know that the customer is low on stock, the master seller can access the relationships with many people at their accounts.

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Always has something to offer. The seller that dominates never shows up just to “check in.”

Positively, Naively, Assumptive. Master sellers come into every relationship, meeting and sales call with the attitude that people want to and will do business with them.

The majority of sellers act the opposite. They act as if the customer “will probably say no.” Their tone when asking for the order is weak, for example, if they ask at all.

Listen. Master sellers know how to shut up and listen.

The buy signs come out of the customer’s mouth, not the salesperson’s. Customers will tell us how to sell them if we listen. Our customers want to talk to us and they yearn to be listened to. Listening is the secret weapon of sales.

Warm vs. Pleasant. I don’t know if this is a screenedbased cultural phenomenon, but I have to teach many salespeople how to be warm vs. pleasant. Humans are perceptive; they know when we are merely going through the motions or if we are showing them real warmth. Master sellers are real with their customers and get treated in kind.

Ask for the order a lot. Ninety percent of our competition doesn’t ask for the order at all. They present product and let the customer decide. The master seller asks for the order earlier and more often.

We are not competing against the incompetent. Sellers who dominate do The Basics and more. Working on these competitive advantage skill-sets will set us apart on every call—and on our commission checks.

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

THE REVENUE Growth Habit

By Alex Goldfayn

Knowing what to do is different than doing it it’s 90 seconds. Do you have 90 seconds today for a powerful revenue growing activity? What about 900 seconds (15 minutes) for 10 quote follow-ups this week? That’s three minutes per day.

So, make your plan, with specific communications actions and quantities, listed for the week, and then broken down day-by day. Make the plan on Friday, Saturday, Sunday or first thing Monday morning. (Making a plan for the week on Wednesday is too late.)

Y

OU KNOW WHAT to do to grow sales significantly. And quickly. It’s not hard to do. I tell my audiences that “You already know everything I’m about to teach you.”

The question is, are you doing it?

For most people, the answer is a resounding “no!” For example, most people know that testimonials and referrals are among the best ways we have to grow business, right?

Are we asking for them enough? Most would say no.

We know that using the phone is better than sending emails, yet we default to email. We know that asking for the business every time we talk to a customer would make more money, yet we do not. We know that following up on quotes and proposals would get more of them closed, but there are many that we simply do not get to.

So, knowing what to do, and actually doing it are two very different things. If we all did what we know to be the right thing, we’d all wake up in the morning and go exercise first thing. We’d all eat perfectly. After all, we know how. But just because we know these things doesn’t mean we do them.

To start doing what we know we should do, we need to add two important ingredients: intentionality and discipine.

Practically, this means there are three steps to start doing the important things we need to do to grow sales:

First, make a plan. Identify the actions and the quantities you want to do. That is, how many testimonials do you wish to ask for this week? What day(s) will you ask for them? How many referrals will you requet this week?

When? How many quote follow-ups will you do this week?

Ten is not too many. It’s merely two a day. For that matter, 20 is not too many. A quote follow by email takes 20 seconds. By phone—assuming you’re leaving a voice mail—

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Second, track your results. Did you ask for the referral?

Give me a yes or a no next to each action you’ve listed each day. If so, what was the outcome? Did you get one? If so, who? When will you reach out to them? Detail your results for each action. It’s okay not to get a referral, but it’s not okay to not ask for one.

At the end of the week, if you had 15 actions listed (three per day) you should have a result next eac of them.

Third, turn your completed week’s plan to somebody who is expecting it. This final step is called accountability.

Without which, nothing much happens.

This person can be your boss, or your colleague, or your friend, or your spouse. Who the person is doesn’t matter.

What does matter is this person has the strength, boldness and ability to talk with you about your implementation.

That is, they need to ask you where your plan is when you don’t turn it in on time. If you got lazy and did just 11 of your 15 actions, they need to be able to ask you why.

Making change requires intentionality and discipline.

The three-step approach I just laid out faciliates both.

It’s the same if you’d like to eat better, or exercise more, or keep a clean work space.

What will you do this week to make it so?

Now break it down day by day. Now track your results. How did you do? What did you do? Now share your weekly plan with somebody who can hold you accountable.

This is the work. There is no magic bullet. There are no secrets.

There is only the work. You know what to do. Now, will you do it?

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

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TRANSFORMING Teams

By Claudia St. John

Introducing… Gen Z!

I

AM BEWILDERED by the multi-tasking capabilities of my two teenage sons. It is not uncommon for them to be watching television while simultaneously playing a video game on a laptop computer and streaming a YouTube video on their smartphone—all while their Spotify playlist emanates from the Sonos speakers.

How do they do this? Why do they do this? (Answer: I have no clue.) I have also long wondered what would become of these digital natives as they mature into adults and into employees in the workforce. And now we are beginning to learn. Let me introduce you to Generation Z! Generation Z, or the iGeneration, is the cohort of individuals born between 1995 and 2010. The first of them are just graduating from college this year. They are a large generation—approximately 73 million strong—and don’t mistake them for their older Millennial counterparts. They are very, very different.

Raised by their tough-love, skeptical Generation X parents, Gen Z does not share the sense of entitlement and

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need for feedback and validation that many consider typical of the Baby Boomer-raised Millennial generation. Instead, Generation Z individuals tend to be independent, competitive, hard-working and pragmatic. Here are some interesting statistics that were recently reported in an article entitled “Move Over, Millennials; Generation Z Is Here” by the Society for Human Resource Management (SHRM): • 61% of Generation Z individuals surveyed said they plan to stay with their company for more than 10 years • 76% are willing to start at the bottom of the corporate ladder and work their way up • 72% reported that they are competitive with those individuals doing the same job • 91% reported that technical sophistication would impact their interest in a company, and salary, benefits and opportunity for advancement are much more important than finding a “meaningful” job (as is the priority for Millennials) • 84% report preferring face-to-face communication ahead of digital communication • 75% would like multiple roles within a company, such as being responsible for both sales and product development • 62% would prefer to customize their own career path rather than having the corporation develop it for them So what in their backgrounds has made these individuals so different from their Millennial counterparts? First, the style of parenting they encountered. Whereas Millennials were raised by self-esteem-building, optimistic Baby Boomers, Gen Z’s parents were the original self-reliant, skeptical latch-key kids who imparted their work-hard-andpay-your-dues work ethic onto their children. As a result, much more so than Millennials, Gen Z are exceedingly career-focused and strongly entrepreneurial. They tend to be anxious and mindful of their future and, as a result, are willing to work hard to advance in their careers.

And whereas Millennials are true team players, Gen Z individuals are independent, competitive and much more individualistic in their work habits. As a result, they will leap at an opportunity that has sufficient salary, benefits and, importantly, lots of room for growth.

They are also true digital natives, which is why they are also called the iGeneration. While Millennials grew up with Building-Products.com

computers and social media, Generation Z individuals can’t remember a time before smartphones and tend to rely on them to collaborate, research, edit and post content in real time. It is this digital proficiency that enables them to take in information instantly. Their reliance on Google and Wikipedia, coupled with their natural-born skepticism, means these individuals are less likely to simply trust authority figures and instead rely on their own access to research and information.

And unlike their “over-sharing” Millennial counterparts, Gen Z individuals are much more concerned with privacy and turn to social media apps like Snapchat to protect their communications. They are much more suspicious of big organizations’ use of their data and are likely to reject marketing efforts that are pushed at them based on their online footprint.

The Generation Z population also came of age after the Great Recession and therefore are pragmatic and independent, realizing that competition for well-paying jobs is fierce. As a result, they put money and job security at the top of the list of criteria that they are looking for in a job.

And this competitive independence means they want to be judged on their own merits, not on the merits of a collaborative group.

As a do-it-yourself generation, they are always looking for ways to work more efficiently through use of technology, and they maintain a critical eye to processes and practices. And they are willing to hustle to make additional income—their entrepreneurial spirit means they will likely work in their formal job and pursue income-generating hobbies and after-hour gigs as well.

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So what does this mean for those of us preparing to hire Gen Z workers? The things we know about this cohort so far is that they want: • Good paying jobs with benefits • Stable, secure jobs • Clear lines of sight for advancement and career growth • Opportunities to learn and develop their careers in a variety of roles within a company • Honesty This last part is critical for these individuals. They are less motivated by a company’s brand name or market reputation. Instead, they want to know, trust and respect their leaders. For solid, small to mid-sized businesses, all of this suggests we will both be able to satisfy their needs and benefit from their creative industriousness.

I must admit, having two of these Gen Z individuals in my house today, I struggle to see some of this hard-working ethos—if only they would put the same effort into cleaning their rooms and pursuing their studies. That said, in professional settings outside of our home, it’s clear these young adults (and in many instances, children) take workplace obligations seriously and are willing to do what it takes to make money and move ahead. Move over Generation Y, Generation Z is on the way.

Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com

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THINKING Ahead

By Marc Saracco, NAWLA

Industry consolidation How to make it work for your company

A

eventually consolidate, and companies must decide which side of consolidation they want to be on.

Sitting it out isn’t an option, and resisting the trend can become problematic, as doing so can ultimately take a toll on how important you remain to your suppliers and customers, according to Jeff McLendon, president and CEO of U.S. Lumber, Atlanta, Ga. There is good news, however. Consolidating can not only help your business stay sufficiently relevant, but also give your company and its employees opportunity to grow.

There are many benefits of expanding through acquisitions.

These processes can take time, but their value cannot be overstated.

“Beyond the pure financial benefit, acquisitions immediately bolster your talent base, usually open up access to new products and customer segments, add experience, and enhance skillsets and competencies,” McLendon said. “Perhaps most notably, as you grow faster, you create opportunities for the best people, and you’re able to hold onto those individuals.”

Mark Kasper, president and CEO of Amerhart, Green Bay, Wi., added, “There are a host of reasons to do an acquisition—increased territory, increased value to vendors, talent acquisition, [and] the numbers need to make sense.”

Aligning the financial, strategic, LL INDUSTRIES

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and personnel dynamics can help ensure companies reap all the potential benefits consolidation has to offer. These elements have to fall into place in order to best take advantage of such an opportunity.

However, “a big part of evaluating these potential changes means looking beyond solely the strategic and financial benefits a deal has for both sides, and assessing the cultural fit of the merging companies and the rationale behind the plan and execution,” McLendon noted.

Kasper agreed: “Culture is critical. ‘Culture trumps strategy’ is a saying that holds true.”

Building Trust A focus on company culture and trust, particularly in regards to acquisitions, runs through the entire forest products industry. Various

June 2017

industry leaders emphasize the importance of understanding a company’s culture and its employees before, during, and after the acquisition process. “We want it to be clear that we are looking out for the best interests of those working at a company,” McLendon said. “All deals have tough spots, and some of them even bring out emotional challenges.

If you can develop trust, instead of destroying it when you’re in the deal process, we have found that you can end up getting over those spots. This is true for the deal itself and for the integration process post-closing.”

Acquisitions can be a learning opportunity for everyone involved.

Mark Stock, senior vice president of human resources at Interfor, for example, said that his firm maintained “a constant open-door presence” during its acquisition of a

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A Special Series from North American Wholesale Lumber Association

sawmill, allowing employees to “ask questions and get support during this time of change.”

The merger of Boston Cedar, Mansfield, Ma., with U.S. Lumber also provided new insights. “Going in, we knew we had to build a strong and stable relationship with any company we were taking on,” noted Mark Brennan, director of operations at U.S. Lumber. “The fact that Boston Cedar had a similar corporate culture streamlined this process and allowed us to engage with a good business that we believed in with a foundation built on trust.”

In order to foster this dynamic, teams of senior managers or company leaders are often sent ahead of the acquisition to really get to know the personnel at the company being acquired. “We seek to understand the culture and employee sentiment about the upcoming change,” said Stock. “This guides us in our communication approach and helps us build relationships as we make the transition.”

Brennan echoed this sentiment: “The managers are able to engage them and better understand their roles.

[With Boston Cedar,] we didn’t pretend that we knew everything, but rather took the time to get to know those who were experts. Building this understanding of what people did, and who they were, allowed us to better form the kind of environment we wanted to create. We also found that being as transparent as we can be with our people, our suppliers and our customers all has helped to continue to build that trust.”

Stock also emphasized the importance of transparency.

“Transparent communications and being accessible for employees when they have questions or concerns are the tools that work best during all phases of the acquisition process,” he said.

Ensuring that current employees feel welcome and invested during an acquisition can streamline the process for all parties, as well as ease the burden of transition.

Stock noted that acquisitions are “an investment in the operation and its people,” and it is therefore important to show employees that they are valued.

At Interfor, for example, “employees receive a signing bonus in their welcome package,” he said. The bonus showcases employee value, as well as “creates goodwill as we implement new employee practices and systems.”

Stock also noted that the company makes a promise to employees “to build value for them by providing a career where they can contribute, grow, and prosper.”

Brennan also noted the importance of looking for opportunities for people already in place at a company.

“It was important for us to be able to provide the talented individuals we acquired with opportunities to grow—both professionally and personally,” he said. Spending time with the workers and within the company can therefore

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allow the incoming company to identify opportunities for somebody to transition into a new role.

Acquisitions can be a scary process for the company that is being acquired; therefore, it is critical to build a relationship based on trust from the start so that everyone involved knows their best interests are being kept in mind. “It is important to value the knowledge you are acquiring,” said Stock. “Listen well and seek to understand the perspective of new employees. An open, accessible approach to building relationships with new employees is critical to their success and ours,” he advised.

Looking Forward It is important to keep looking ahead when responding to the coming wave of consolidation. This is facilitated by the increasingly prominent role of technology within the industry. “As new systems increasingly play a larger and broader role across the business, it becomes easier to spread your people and core infrastructure across the bigger company,” said Lawrence Newton, executive chairman of U.S. Lumber.

Kasper also noted that technology, “when properly implemented, can do a few things, with one of the most important being taking cost out of the equation or spreading corporate cost over more sales.”

Stock added that developments in technology helped Interfor remain proactive, rather than reactive, during the acquisition process.

Smaller companies may have a more difficult time keeping up with industry progress, Kasper said, which is why bringing in a business can be beneficial to both parties. Pairing the desire all companies have to succeed with the proper investments makes it easier to build an environment of trust and opportunity, which will ensure that people on both sides of a consolidation deal buy in with both their heads and their hearts.

– Marc Saracco is executive director of the North American Wholesale Lumber Association (www.nawla.org).

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

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Duty to Spur Importers to Look for New Sources High import tariffs on Canadian lumber imports are likely to increase U.S. lumber production as well as shipments from Europe, New Zealand and Latin America, predicts Wood Resource Quarterly.

Canadian wood accounted for 32% of U.S. lumber consumption in 2016.

While the U.S. will remain its primary customer, WRQ expected Canada to also continue developing new markets of its own in Asia, Europe, the Middle East, and North Africa.

The expected dialback follows on the U.S. Department of Commerce’s

DEALER Briefs Zeeland Lumber & Supply, Zeeland, Mi., acquired truss and EWP specialist Maverick Building Systems, Commerce, Mi., as its 7th location. Former Maverick owner Kevin Maguire will stay on as GM. Bull Building Supply, Jasper, Al., is liquidating after 54 years.

Builders FirstSource, Dallas, Tx., will build a new headquarters in Terrell, Tx. Sample Lumber Co., Mooers, N.Y., held a grand opening May 19-20 to show off its recently enlarged quarters and product offerings.

Founded in 1989, Sample joined True Value three years ago and has steadily grown to about 30,000 sq. ft. stocking 8,000 products.

Ace Hardware is adding stores in Sarasota and Ponte Vedra Beach, Fl. Woodlawn True Value Hardware, Schenectady, N.Y., closed in April after more than 75 years and auctioned off its building and remaining contents May 9.

Third-generation owner Robert Winston, after 35 years, joined hardware supplier The Hillman Group.

His father, Wallace Winston, retired after a lifetime in the store.

Habitat for Humanity opened a ReStore in Smyrna, Tn., next door to Gil’s Ace Hardware . Josh Chappell is store manager.

Anniversaries: Daus Building Supply, Whitwell, Tn., 30th.

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announcement that it would be placing countervailing duties on softwood lumber imports from Canada.

Most companies exporting Canadian softwoods into the U.S. will incur a rate of 19.88%. However, five producers were singled out for individual tariffs. West Fraser will pay 24.12%; Canfor, 20.26%; Tolko, 19.50%; Resolute Forest Products, 12.82%; and J.D. Irving, 3.02%.

The action taken by the federal government was in response to a petition filed by the U.S. Lumber Coalition, a group representing American softwood lumber producers, alleging harm caused by unfair subsidies by the Canadian government. The countervailing import duties are retroactive to Jan. 25, 2017.

The Department of Commerce is also still considering levying additional anti-dumping duties. The decision is scheduled for June 23.

Lumber prices rose over the past year in part due to anticipation of duties. At the time of the announcement, the Random Lengths Framing Lumber Composite price was $437 MMBF, up 26% over the past year.

Canada will likely appeal to both a NAFTA dispute resolution panel and the World Trade Organization. Over the last 35 years, Canada has received favorable rulings from international tribunals, which for the most part have supported its claim that it is neither subsidizing Canadian producers nor injuring U.S. manufacturers. The rulings have played a part in encouraging the U.S. to reach a series of Softwood Lumber Agreements that typically soften earlier, unilateral decrees.

National Lumber & Building Material Dealers Association’s Jonathan Paine said his group “continues its call for the U.S. and Canada to reach a new long-term softwood lumber agreement. Both sides should work cooperatively toward a resolution that ends the trade dispute and provides predictability and stability to the housing industry.” They support a new SLA that helps meet domestic lumber demand, yet doesn’t disadvantage American producers, restrict product availability, or increase home costs.

Mead Buys Nebraska Chain The 109-year-old Kildare Lumber, Paxton, Ne., sold four of its five yards to Mead Lumber Co., Columbus, Ne. Mead now operates 43 locations in seven central states. It purchased June 2017

Kildare’s units in North Platte, McCook, Ogallala and Cozad, Ne. The Cozad store will be closed and merged into the local Mead Lumber.

For now, Kildare retains its original location in Paxton, which Mead said was too small to acquire. Owner Pat Pelster, grandson of founder Hubert Kildare, however, is retiring.

Ace to Shuffle Northeast DCs Early next year, Ace Hardware will open a 1.1-million sq. ft. retail support center in Fredericksburg, Pa., to supply stores in Pennsylvania, Virginia, New York, New Jersey, and Washington, D.C. When the new warehouse opens, Ace will shutter smaller DCs in Prince George, Va.; Baltimore, Md.; Pittston, Pa.; and Portland, Me. The region will also be served by Ace’s recently expanded center in Wilton, N.Y.

SRS Picks Up Kohl SRS Distribution, McKinney, Tx., has purchased eight-unit distributor Kohl Building Products, Reading, Pa. Started in 1947, Kohl has locations in Reading, Bloomsburg, Johnstown, Mechanicsburg, Selinsgrove, Stroudsburg, York, Pa.; and Frederick, Md. Kohl will retain its name and current sales and operations staff, including former owners Tom and Deb Kearse. It brings SRS to 181 locations in 41 states among 20 divisions.

BMC Adds Dallas, DC Plants BMC Stock Holdings, Atlanta, Ga., has acquired the assets and assumed certain liabilities of Texas Plywood & Lumber, Grand Prairie, Tx., and Code Plus Components, Martinsburg, W.V., enhancing its value-added offerings and footprint in the Dallas/Fort Worth and Washington, D.C., markets.

Millwork/door producer TexPly was founded in 1953 and is led by Geoff Yates, who will stay on.

Code Plus, founded in 1999, is led

by Norm Casagrande, Tim Matz, and Rob Arensberg, all of whom will remain with BMC. Code Plus sells roof and floor trusses and EWP from a 10-acre site in Martinsburg.

Truck Runs Over Mill Worker OSHA is investigating the death of a 52-year-old employee of Turman Lumber Co., Christiansburg, Va. William Kinder Jr. was in the mill’s maintenance shop working on a truck, which was in reverse, started, knocked him down, and ran over him.

Building-Products.com

10 Years

of Commercial Production

MicroPro Brand Pressure Treated Wood Products ®

Since its introduction into the marketplace 10 years ago, MicroPro has quickly became the most popular preservative system in the United States, and continues to be the preferred choice for outdoor construction. The Koppers MCA preservative system is an American Wood Protection Association (AWPA) standardized wood preservative. MicroPro treated wood products meet all major model building code requirements and are approved for above ground, ground contact and critical ground contact end use applications.

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

MicroPro pressure treated wood products are treated with Micronized Copper Azole. MicroPro ® is a registered trademark of Koppers Performance Chemicals Inc. Colors shown in photo images may differ from actual product samples. © 5/2017

www.kopperspc.com

SUPPLIER Briefs Hardware Distribution Warehouses, Shreveport, La., has purchased a 670,000-sq. ft. facility in Marshall, Tx., where it will relocate its corporate headquarters and consolidate its Shreveport and Houston, Tx., distribution centers.

Klausner Trading USA is targeting a July start-up for its new $110-million Klausner Lumber Two southern pine sawmill in Enfield, N.C. Sprenger Midwest Lumber is now stocking Century Aluminum Railings at its warehouses in Sioux Falls, S.D., and Lincoln, Ne., to supply dealers in South Dakota, Nebraska, Kansas, Minnesota and Iowa.

Century is also seeking partnership opportunities with additional national and regional one- and two-step wholesale distributors. Designed for consumer and contractor, the powdercoated aluminum deck railings come pre-packaged and snap together like Legos for fast installation.

Atlantic Forest Products, Baltimore, Md., is now wholesaling James Hardie siding and trim products to lumberyard customers in Maryland, Virginia and Delaware.

To accommodate the full Hardie line, AFP will utilize its new facility in Sparrows Point, Md. Spanning 19 acres with more than 150,000 sq. ft. of storage capabilities and rail access, the new DC opened in January.

Huttig Building Products is now distributing Knauf Insulation products from its 27 distribution centers.

PGT Innovations, N. Venice, Fl., will build a larger, 330,000-sq. ft. manufacturing plant in Miami, Fl., to replace its 182,000-sq. CGI facility.

Targeted to be operational by January, the new space will feature a showroom, offices, production and distribution.

Anvil Paints & Coatings, Largo, Fl., maker of commerical roof coatings, has joined the John R. Burt Enterprises family of companies, which include DuroLast, Saginaw, Mi., maker of commercial roofing.

Masco Corp., Taylor, Mi., has agreed to sell Arrow Fastener Co., Saddle Brook, N.J., to Chinese hand tool giant Hangzhou GreatStar Industrial Co. Sto Corp., Atlanta, Ga., is now partnering with both Owens Corning and Dow to supply rigid foam insulation for its StoTherm ci XPS exterior wall system.

LP has expanded its warranty for SmartSide treated engineered wood siding to cover hail damage.

RoyOMartin, Alexandria, La., has been named National Workplace Success Exemplar for the 2017 ACT College & Career Readiness Campaign.

Koppers Performance Chemicals’ MicroPro micronized copper wood preservative technology is celebrating 10 years of commercial production.

Today, wood products using the preservative represent the majority of treated wood sold into residential and agricultural markets in the U.S. Since its commercial introduction in 2007, it has been used to treat over 20 billion bd. ft.

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June 2017

DECK BUILDER created cut-outs for two large oak trees, whose growth had forced the homeowner to alter his previous deck twice before.

Dealer Tags Premium SYP Decking When it was time to replace his home deck, a Southeastern retailer wanted to replace it with a showplace for entertaining, one personalized for his profession.

“When I built this deck,” said Jay Pugh, co-owner of South Bay Ace, Santa Rosa Beach, Fl. “I said to my contractor, ‘I don’t want some 10x12 deck to put a barbecue on.

Let’s build a deck so you can tell I’m in the wood business.’”

In need of a premium product that showcased the natural beauty of wood, the deck builder turned to EverDeck, Everwood’s new clear, ground contact, KDAT decking. It was treated and dried for a smooth finish and no stick marks.

A full unit—192 pieces of 16-ft. southern yellow pine— was used in 1,250-sq. ft. deck, including two elevations, benches, a shower stall, and cut-outs for two huge oak trees.

Although his store is in Florida, Pugh’s home is 90 miles away, in Dothan, Al. He and his brother, John, purchased the business 17 years ago, while he was with Great Southern and John was with T.R. Miller.

Despite the distance, Pugh entertains suppliers and customers on his new deck as frequently as he can.

Huttig Teams with Fastener Maker Huttig Building Products, St. Louis, Mo., has struck a manufacturing deal with American Fasteners Co., Jurupa Valley, Ca., expanding Huttig’s fastener offerings.

AFC will produce collated fasteners in the Southwest U.S., offered under the Huttig-Grip brand, including plastic-strip round-head framing nails as well as paper-tape metal-connector nails. This domestic production will complement Huttig’s complete fastener offering.

Boral Finalizes Headwaters Deal Boral Ltd. has completed its acquisition of Headwaters Inc., South Jordan, Ut., a leading building products manufacturer and fly ash marketer in North America.

Headwaters produces 29 building products brands, including siding and trim (including Kleer, Mid-America Siding, Atlantic shutters, Tapco Tools, and Clubhouse deck and rail), roofing (Entegra, Inspire), stone (El Dorado), and windows (Krestmark, Legacy).

Effective 8 May, Headwaters became a wholly owned subsidiary of Boral Ltd. and no longer a publicly traded company.

Boral USA and Headwaters combined will form a new division to be named Boral North America—a $1.8 billion revenue business—which will be headquartered in Atlanta, Ga., the location of Boral’s current U.S. headquarters.

Building-Products.com

SPECIAL Focus

By Richard Wallace & Erin Graham, Southern Forest Products Association

Clinics for weekend projects sell lumber activity shared by several family members who have never built anything before?

A single do-it-yourself project that can be completed in a weekend may not sell a truckload of lumber, but think of the basic DIY project as one of volume. A planter bench, a sandbox or kiddy picnic table, even a doghouse—simple projects by the hundreds can ring up sizable sales over a season. And the Southern Forest Products Association can help with basic project plans available as free PDF downloads from the online DIY Center at SouthernPine.com.

Lumber retailers find that customer education is an effective method of increasing sales of materials, tools and hardware to build outdoor projects. Many sponsor “how-tobuild” clinics for homeowners looking for a weekend activity. Here are 10 key points to consider when planning a DIY project clinic: PICNIC TABLES and sandboxes are basic do-it-yourself projects to build a clinic around.

D

ideas to spark some energy into your DIY customers? Inspire them to start small. Today’s homeowner is consumed with family and career. Sure, woodworking might be a hobby, but why can’t it also be an O YOU NEED

1. Plan well in advance—at least 30 days—develop flyers and posters for in-store displays and local distribution.

Of course, don’t forget social media or that database of existing accounts—your pro customers have families, too!

2. Schedule local newspaper and radio advertising.

Have customers sign up in advance for the clinic when visiting your store.

Sparkman, Arkansas

Phone: (870) 226-6850 • (870) 678-2277 • Fax: (870) 678-2522 The White Family – Serving the Lumber Industry for Four Generations

High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing.

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3. Contact your supplier sales reps of tools, hardware, paints and stains for demonstrations of their lines during the clinics. Some value-added sales are happening here.

Suppliers may even want to sponsor your event and help with advertising expenses.

4. Invite a local remodeler or a building inspector to speak.

5. Make a display of pressure-treated southern pine lumber products, showing typical details and proper connections.

6. Display samples of the completed project to inspire attendance ahead of your event. Display a typical list of materials required.

7. To find out who is attending, have a sign-up book handy or provide entry blanks for a door prize in advance of your clinic.

8. Arrange to have comfortable chairs, a well-lit, spacious area, convenient restroom facilities, and refreshments for your clinic. Your DIY project demo should last no more than 30 minutes, holding the attention of the younger builders.

9. Make sure speakers are knowledgeable—introduce them and describe their background.

10. When the event kicks off, your how-to presentation should include: • typical materials and tools required • estimating costs, ordering materials

Building-Products.com

DOGHOUSES are another project that are easy to teach.

• tools, nails, bolts, brackets, screws, and other details • a step-by-step demonstration of the actual construction Finally, ask for the order. Provide a checklist of needed materials, tools and optional finishes… it becomes their shopping list. Most likely, your DIY clinic attendees are ready to build!

As an extension of the DIY clinic, retailers can conduct construction contests and award prizes to homeowners who bring in photos of their newly completed projects, built with southern pine lumber supplied by their location.

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SPECIAL Focus

By Richard Wallace & Erin Graham, Southern Forest Products Association

Southern pine industry navigating promising future W

and remodeling activity in high gear once again, lumber manufacturers throughout the Southeast are sustaining high levels of production. For the seventh consecutive year, annual production volume of southern pine lumber increased, reaching just over 17 billion bd. ft. And robust production levels continue this year.

With that level of output, promising opportunities exist for lumber dealers. And the Southern Forest Products Association is at the ready to help them boost their sales— services the organization has provided since it was founded more than a hundred years ago. As an industrywide representative of southern pine producers large and small, the SFPA membership knows what it takes to make a sale, and a preference for durable, versatile materials generates abundant resources for those selling their products.

ITH HOME BUILDING

the needed numbers and details. Every month, SFPA records nearly 10,000 downloads of materials from SouthernPine.com—46 span tables for joists and rafters, design values, construction tips, specification guidelines and much more. Detailed construction guides explain building in marine environments, proper connections for headers and beams, as well installation and finishing tips for southern pine flooring. It’s all here.

SP Spans: All in the Cards SFPA provides handy pocket span cards that dealers can provide to their pro customers. One card contains 12 span tables for common visual and mechanical grades under different loading conditions. Another card has a trio of tables for treated southern pine lumber used in floor joists, ideal

Online: A Southern Pine World Do you have a product need to round out your inventory? Do you need to adjust your product mix to suit demand in your growing market? SFPA’s online Product Locator can steer dealers to manufacturers in their state. Search the Product Locator at SouthernPine.com and select from some 400 products. Sizes and lengths, grades, even packaging preferences are here. Find a producer and get connected with the right sales contact. It’s that simple.

SFPA members regularly adjust their product listings to satisfy market demand. Need a quantity of southern pine materials ASAP? The Lumber Purchase Inquiry space right on the homepage of SouthernPine.com is your one-stop spot for getting quotes from interested mills. Also on the homepage is a handy board footage calculator, a convenient tool for dealers needing to quickly total up orders and quotes or the yard’s inventory.

Once a dealer’s inventory matches the market, some helpful product facts and tools to educate the sales team are often the next order of business. SFPA provides a comprehensive online Lumber Library of publications filled with

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IN TERMS of durability and value, treated southern pine remains the material of choice for professional deck builders and the DIY trade.

Building-Products.com

for the professional deck builder’s tool box. Dealers can order a supply of the cards from the Publications page of SouthernPine.com.

Treated SP Performs When building outdoors, there’s no better construction material than pressure-treated southern pine lumber, in terms of strength, durability and value. New standards from the American Wood Protection Association that became effective last year are providing more clarification on the proper uses of treated lumber.

SFPA has long promoted the use of Ground Contacttreated lumber, assuring long-term performance for applications where high moisture and decay conditions exist in and around an outdoor structure. There remain appropriate uses for lumber treated to Above Ground retention levels, and dealers need to know where to draw the line, educating customers to purchase the proper retention for its intended use.

Dealers can depend on publications from SFPA to educate their salespeople. Its 24-page booklet, Pressure-

Building-Products.com

WATERFRONT structures built with pressure treated southern pine materials can generate large-volume orders for dealers.

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Treated Southern Pine, explains the standards, provides simplified specification guidelines, and includes tips on suitable fasteners and finishes. Here’s a ready reference to keep at the counter; a free PDF download is available at SouthernPine.com. SFPA staffers work to keep the tables updated so that the latest information is available online.

Proper deck construction techniques may very well be the most frequently asked question at the lumberyard. SFPA can help. Start with ideas found in the pages of Southern Pine Decks & Porches, a booklet of designs and construction steps. Product selection, joist and beam span tables, plus nailing schedules for the surface decking—everything needed to get a successful project up and running.

Time to reapply a water repellent sealer? This booklet explains the “splash test” to see if it’s time to maintain the deck surface. Here’s another collection of answers for your customers’ questions. Keep a copy handy; it’s also available as a free PDF download from SouthernPine.com.

Waterfront projects—docks, piers, and bulkheads—can generate orders for large quantities of pressure treated

HOOD LUMBER

A CLEAR finish on a southern pine floor accentuates the wood’s distinctive grain pattern.

southern pine. SFPA’s comprehensive Marine Construction Guide covers every step of the process, offering design details and specification tables for selecting the right treated materials for the job. Pedestrian bridges and elevated walkways are also addressed. This guide provides construction guidelines for building in fresh water, brackish and salt water environments. When the dealer gets a quote request, this guide can be very helpful in selecting the right lumber for the project.

SP Patterns are Special Indoors

Silver Creek, MS

Metcalf, GA Waynesboro, MS Bogalusa, LA

Hood Industries operates four quality Southern Pine sawmills in Mississippi, Louisiana & Georgia, specializing in superior SYP Lumber, providing a full product mix of 2x4 thru 2x12, small timbers, & lengths up to 24’.

“We go to great lengths to ensure your satisfaction” Phone 601-264-2559 Fax 601-296-4740

www.hoodindustries.com

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June 2017

At the recent national convention of the American Institute of Architects, designers were clamoring for more information about southern pine flooring and other interior patterns. Beyond flooring, interior wood surfaces continue to be a hot decorating trend. Southern pine specialty patterns fill the bill.

The most popular? Southern pine’s 1x4 tongue-andgroove double-beaded ceiling material can do double-duty for any retailer: stock one SKU of C&Better grade, available in a variety of lengths, and this item can be installed as decorative wainscoting in a bathroom or kitchen, even a ceiling in the family room. Turn it over and this 5/8” or 3/4”-inch-thick T&G product transforms into a flooring material. The beaded pattern cut becomes the needed stress relief for a quality floor. Dealers discovered this product’s versatility years ago and it remains a staple of many yards.

Need installation help? SFPA’s booklet Southern Pine Flooring covers product selection, installation, finishing and maintenance details.

Thinking interior wall coverings? Southern pine patterns provide exceptional service for this application, too.

Indoors, the distinctive grain of southern pine shines through clear or semi-transparent finishes, adding warmth and beauty to any décor. SFPA offers product details in its booklet Southern Pine Patterns. Both the flooring and patterns guides are available as a free PDF download at SouthernPine.com.

Dealers Find Visuals Online Got a deadline for your next summer promotion? Want to refresh your website? SFPA can help. The online Media Center on SouthernPine.com includes an Image Gallery of available photos that can be used to both explain your busiBuilding-Products.com

ness and support lumber sales. Images can be downloaded in both low and high resolutions, ideal for web uses and press-ready files.

Perhaps you need to explain your business at the next Rotary or Kiwanis meeting, the local vo-tech school, or some civic organization. Images of SP forests, home construction, and various products to help tell your story are just a few mouse clicks away.

SFPA: Southern Pine’s Social Influencer Social media plays a vital role in building knowledge of SFPA members’ products and engaging southern pine audiences. This is the first time in history that people from all over the world can communicate over multiple mediums in a single moment. This year, SFPA has initiated steps to embrace the ever-changing digital world and take advantage of the marketing tool that is social media.

SFPA is considered the social influencer of SP materials. The association uses its platforms on Twitter, Instagram, and YouTube to connect with fans. SFPA’s goal is to deliver the latest information and to also reinforce the benefits of using southern pine as a building product through educational videos and DIY posts.

Dealers can connect with SFPA by following the association on Twitter, @Southern_Pine; and Instagram, @SouthernPineLumber. Newsletters and notices of new or updated publications are posted regularly; southern pine enthusiasts are encouraged to sign-up for the SFPA newsletter at www.sfpa.com/newsletter.

More than three dozen videos are available on SFPA’s YouTube channel: southernpinelumber. These videos offer educational tools focused on raised wood floor constructions and lumber grading, just to name a few.

Case studies and instructional videos offer demonstrations of installing southern pine flooring and building a porch—valuable tools for educating the sales team.

China, the Dominican Republic, and Mexico.

While Europe and the Caribbean Basin region remain important and steady markets, SFPA members are seeing strong growth in China and promising new emerging markets in Southeast Asia and South America.

While total U.S. softwood lumber exports were flat in 2016, southern pine lumber exports actually increased by 11%.

Southern pine’s inherent advantages are attractive selling points: the highest density of all common softwood materials, providing superior

fastener-holding ability and a loadbearing capacity similar to other American softwoods. Other advantages worth promoting are SP’s long span capability for framing joists, as well as clear, fine-grained material for joinery applications such as paneling, door frames, windows, flooring and furniture.

Through cooperative activities backed by funding from the USDA Foreign Agricultural Service, SFPA staff and members participate in international trade fairs, trade missions, and educational seminars, with the goal to introduce southern pine prod-

SP Serves the World The world is hungry for southern pine. And manufacturers are seeing unprecedented opportunities for exports. Exports of SP lumber have nearly doubled in the past five years, reaching a record in 2016 of over 685 million bd. ft., valued at $413 million.

During 2016, the top three destinations for southern pine exports were Building-Products.com

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innovations in building techniques.

The Wood, Naturally program targets the residential market, educating homeowners about the benefits of using wood for its appearance, energy efficiency and long service life.

Southern pine information, videos, publications and images are generously featured within these two campaigns, delivering more helpful resources dealers can relay to their customers. The online content is updated regularly, providing a steady stream of information and inspiring project ideas.

Launching a Second Century EXPORT OPPORTUNITIES: Southern pine products are featured at international trade fairs across Europe, China and Latin America.

ucts to new and growing markets around the globe.

An Industry Partner The southern pine industry benefits from sponsored campaigns aimed at creating a preference for wood use in a wide range of applications. Since

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2011, the Softwood Lumber Board has promoted the value, sustainability and durability of wood materials. Its reTHINK WOOD campaign aims to increase the demand for wood in multi-family, light commercial and nonresidential structures, including multi-story projects using the latest

June 2017

SFPA’s member mills produce nearly half of all southern pine lumber. The association was founded back in 1915 as the Southern Pine Association with the simple motto of “Service.” Today, members stand at the ready to provide the quality products your customers want. SFPA remains at the forefront of delivering the information and sales tools dealers need to sell more lumber.

Complete details about SFPA, its activities, and many resources are available at www.SFPA.org.

Building-Products.com

MOVERS & Shakers Steve Lindauer, Cedar Creek, Sparta, Wi., was promoted to VP for the North Central Region. He succeeds Keith Laugen, who retired after more than 40 years in the industry.

Roger Farmer, ex-Bender Lumber, has been named executive VP of Swift Supply, Gulf Shores, Al. Ryan Malcuit, ex-Taylor Forest Products, is a new account mgr. at Building Center, Essex, Ma. Kenneth Oetjen, ex-Mid Cape Home Centers, is now operations mgr. at Lyman Lumber, Chanhassen, Mn. Bob Decoteau is the new Oklahoma City, Ok., territory sales mgr. for Guardian Building Products.

Scott Wagner, ex-84 Lumber, has rejoined ProBuild/Builders FirstSource, Dallas, Tx., as VP of multifamily sales.

Shawn Puster, ex-Seal-Rite Door, has moved to Huttig Building Products, Davenport, Fl., as R&R sales mgr. for Florida and Southeast Georgia.

Bronson Royer, ex-Midwestern Building Supply, has joined the outside sales force at Alexander Lumber, Macomb, Il.

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Jim Barbes has been promoted to VP of natioinal sales for 84 Lumber, Eighty Four, Pa. In Houston, Tx., Robert Woodrow is now VP of the Southwest division, and Gordon McKnight, ex-Dow, is a new outside sales rep.

Mitchel Gonzalez has been promoted to store mgr. of McCoy’s Building Supply, San Benito, Tx. Scott Sullins, ex-Plymouth Building Products, is now Little Rock, Ar., territory sales mgr. for Allura fiber cement products.

Lanesha Minnix has been named senior VP and general counsel for BMC Stock Holdings, Atlanta, Ga. Jeremy Tolleson is now operations mgr. for Boise Cascade, Memphis, Tn. Marcia Fortley, ex-Armstrong Flooring, was named director of marketing for Fairway Architectural Railing Solutions, Mount Joy, Pa. Matt Kelly is new as VP of sales.

Jim Stevenson, ex-ASA Building Supply, is now in outside sales with Alexandria Moulding. He is based in Walled Lake, Mi.

June 2017

Curt Stevens is retiring June 30 after nearly 20 years with of LouisianaPacific Corp., Nashville, Tn., the last five as CEO. Brad Southern will succeed him, effective July 1.

Doug Coleman, ex-Grainger, is now general mgr. of BlueLinx, Kansas City, Mo. Steve Counts is now handling domestic KD hardwood lumber sales for BPM Lumber, London, Ky. Cally Fromme, VP of business development, Kodiak Building Partners, Denver, Co., and W. Craig Myers were appointed to the board of directors at Pennsylvania & Indiana Lumbermens Mutual Insurance Cos., Philadelphia, Pa. Kyle Williams has been named mgr. of L&L Lumber, Conroe, Tx. Geoff Kent, ex-West End Roofing, is new to outside sales at Wolfe Lumber & Supply, Ponchatoula, La. Rich Newman, ex-PrimeSource, has been appointed mgr. of Teague Lumber Co., Grandview, Mo. David Brush has resigned as president and CEO of Richards Building Supply Co., Homer Glen, Il., after 17 years with the company.

Tom Andrews has joined Do it Best Corp., Fort Wayne, In., as divisional merchandise mgr., overseeing hand tools, plumbing, cleaning, housewares and INCOM departments.

Randy Duquette, ex-Matheus Lumber, is now a national sales executive with Turnkey Lumber Corp., Lunenburg, Ma. Peter D’Anieri is a new natural resource consultant with James W. Sewall Co., Old Town, Me. Matt Roughen, ex-Brasscraft, is now director of business development for Lonza, Atlanta, Ga. Frank Carroll, ex-Ace Hardware, has been named CEO of BroanNuTone, Hartford, Wi. Steven Salcedo, Lansing Building Products, transferred to West Palm Beach, Fl., as branch sales mgr.

Matthew Novak is a new chemist at Dependable LLC, Mayfield Heights, Oh. Jon Kalal, ex-Woolf Distributing, is new to Kratos Building Products, Plano, Tx., as Chicago-based Midwest regional sales mgr.

Carla Aguiar, Bessey Tools North America, was appointed to the AWFS board.

Howie Doohan is the new greeter at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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NEW Products

Clever Cedar Sidewall Solution

Invisible Deck Fasteners Simpson Strong-Tie has redesigned its EB-TY hidden deck fasteners for premium wood decking in both residential and commercial applications.

The system provides professional builders and doit-yourselfers with a unique method of installing deck boards that leaves the fasteners virtually invisible.

By avoiding edging Extra A and Clear B grade, SBC Sidewall Select cedar shingles are the perfect sidewall solution.

Offered in eight stock colors, the shingles are not only free from defects on the exposed surface, but also wider for faster installation. They are composed of a mix of the two grades, which simplifies inventory management.

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Clean-Look Trim

AFM Corporation’s goal was to make Radon Guard an imperative ally in the battle against the toxic, nearly omnipresent dangers of radon gas.

The product mitigates radon and other subsurface gases through effective ventilation. It simultaneously acts as an underslab insulation and provides a capillary break all in a single panel.

James Hardie Building Products has introduced four new profiles to its Artisan Siding line and expanded its Reveal Panel System. The system is favored by architects for its clean, contemporary appearance and includes panels, fasteners and two trim options.

Reveal Recess trim blends siding with trim for a smooth look that creates the illusion of lightness, while Surround trim frames the panels and adds geometric definition for an industrial aesthetic.

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Radon Barrier

(778) 327-4717

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Stay Charged Milwaukee Tool has a solution to meet the demand for convenient charging. Its new M18 & M12 Vehicle Charger plugs into 12V DC outlets and accepts all M18 and M12 battery packs, charging them sequentially.

The charger has protective electronics to monitor the voltage of the user’s car battery and will automatically shut down to prevent excessive discharge if the battery voltage dips too low.

n MILWAUKEETOOL.COM (800) 729-3878

The Perfect Light Pelican Products’ rechargeable Pelican LED flashlights include a removable right angle adapter accessory with clip to provide hands-free lighting and an articulating head to direct the light where it is needed.

The model boasts lighter, ultra-compact, IPX8 submersible polymer construction and a “boost mode,” which temporarily amps the light output.

n PELICAN.COM (800) 473-5422

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Palm Dimension Reliable Louvers Ruskin has introduced the EME720 7” horizontal louver, which features 56% free area and combines a continuous-blade architectural appearance with the performance of a wind-driven rain-resistant louver.

Its architectural mullion is recessed, notched in the blade, and utilizes drain pockets, allowing water to drain away while contributing to an appearance of one continuous louver stability.

Smith & Fong Co. has commercialized a line of palm dimensional lumber that complements the company’s bamboo dimensional lumber. The species is ideal for freestanding furniture pieces and casework.

Palm can be laminated into blocks or square dowels and turned on a lathe.

Additionally, the lumber can be sliced into thin veneer and applied to a plywood base for further fabrication or veneered and laminated in a form press.

n PLYBOO.COM (866) 835-9859

n RUSKIN.COM

(816) 761-7476

Seal Before Installing Kemper System’s Kemperol is a solvent-free, fully-reinforced membrane system for sealing kitchens, bathrooms, locker rooms, laundry and utility areas before installing tile or stone.

The seamless indoor waterproofing system is engineered to protect the underlying structure, and tile or stone can usually be installed the next day. The system can also seal shower stalls, floors, walls, counters and backsplashes in any wet indoor area.

n KEMPERSYSTEM.COM (800) 541-5455

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ASSOCIATION Update Kentucky Building Material Association held a joint convention with Building Material Suppliers Association May 2-3 in Covington, Ky. KBMA installed as its new president Craig Miller, Miller Lumber, Augusta; VP Calhoun Salyer, Van Hoose Lumber, Paintsville; secretary/treasurer Scott McCoun, Lawrenceburg Supply, Lawrenceburg; chairman of the board Eddie Masterson, Buzick Lumber, Bardstown; and national director Brandon Coppage, Kelly Brothers Lumber, Covington.

Directors include Tom Noe, Stratton Lumber, Nicholasville; Paul Gabbard, Malone Lumber, Greenville; John Congleton, Congleton Lumber Co., Lexington; Scott Beutel, PrimeSource, Florence; and Salyer.

BlueLinx received the Vendor of the Year Award, and recently retired Don Norman, Industrial Products, The 110% Award.

Northwestern Lumber Association has decided to discontinue its Wisconsin Lumber Dealers Convention, due to waning attendance the last several years. NLA staff and the Wisconsin Retail Lumber Association board are developing a new annual event starting in 2018.

Upcoming NLA events include Madison Mallards baseball outing June 10 in Madison, Wi.; Nebraska golf outing June 13 in Lincoln, Ne.; Iowa golf outing June 16 in Ames, Ia.; and 1st annual fishing outing Aug. 23 in Isle, Mn. Building Material Suppliers Association has booked Ken Wilbanks to speak to deliver two programs at its annual summer conference July 27-30 at Wyndham Oceanfront Resort, Virginia Beach, Va. He’ll address engaging your workforce and implementing a customer rewards program.

Other business will include an economic forecast by Dr. Ed Seifried, a roundtable of family business owners, exhibits, and committee and board meetings.

Fun for the whole family will also be a priority, with a variety of parties, receptions, adult and kids’ golf, a bike tour, kayaking with the dolphins, surfing, paddle boarding, and more.

Cicero, N.Y.; Rhode Island Lumber & Building Material Dealers July 12 in Newport, R.I.; New Hampshire Retail Lumber Association July 13 at Lake Sunapee Country Club, New London, N.H.; Mid-Hudson Lumber Dealers July 17 at Powelton Country Club, Newburgh, N.Y.; and Retail Lumber Dealers Association of Maine June 20 at Belgrade Lakes Golf Club, Belgrade Lakes, Me. Western New York also has a fishing trip June 9 at Buffalo Harbor, Buffalo, N.Y., and New Jersey Building Material Dealers a New York City skyline cruise July 19, departing from Liberty Landing Marina, Jersey City, N.J. Mid-America Lumbermens Association’s annual Sunflower Shootout will be held June 9 at Hesston Golf Course, Hesston, Ks. Proceeds from the event will benefit the Kansas Lumbermens Scholarship Fund.

Lumbermen’s Association of Texas & Louisiana is reminding members to save the date for its board and committee meetings June 14-16 at JW Marriott Resort& Spa, San Antonio Tx. Mississippi Lumber Manufacturers Association’s annual convention will be July 6-9 at the Beau Rivage Casino & Resort, Biloxi, Mi. A cocktail reception will honor the past presidents of MLMA on the first night and the tradeshow will kick off the next day. A silent and live auction, deep sea fishing, golf outing, and ladies champagne brunch are some of the events that guests will be able to participate in. A pool party sponsored by Rex Lumber will close out the event.

Forest Products Society has chosen “The Future of the Global Forest Products Industry” as the theme for its 71st annual international convention June 26-28 at Courtyard Marriott, Starkville, Mi. Window & Door Manufacturers Association will hold its first Northeast summer conference since its merger wit the Northeast Window & Door Association July 17-18 in Albany, N.Y. An optional pre-conference tour will take attendees through Keymark Corp.’s aluminum extrusion operations in Fonda, N.Y.

Midwest Building Suppliers Association has lined up a pair of golf events this summer—its 23rd annual Sycamore Scramble Aug. 3 at Dye’s Walk Country Club, Greenwood, In., and 2nd annual White Pine Classic Aug. 15 at Hawk Hollow Championship Golf Course, Bath, Mi. Florida Building Material Association is staging a golf tournament July 21 at Bay Hill/Orlando, Fl.; www.fbma.org.

FBMA will also hold part two of its aspiring leaders series July 13 and part three Aug. 3 at its headquarters in Mt. Dora, Fl. Northeast Retail Lumber Association affiliates are ready to hit the links this summer. Golf outings are planned

by Lumber Dealers Association of Connecticut June 7 at Oxford Green, Oxford, Ct.; Eastern New York Lumber Dealers June 8 at Van Patten Golf Club, Clifton Park, N.Y.; Western New York Lumber Dealers June 19 at Centerpointe Golf Club, Canandaigua, N.Y.; Central New York Lumber Dealers June 29 at Northern Pines Golf Club, Building-Products.com

U.S. LBM presented its 2016 Vendor of the Year Award to Simpson Strong-Tie, Pleasanton, Ca., during the dealer’s recent annual meeting in Amelia Island, Fl. (Left to right) SST president of North American sales Roger Dankel, U.S. LBM president/CEO L.T. Gibson, U.S. LBM COO Jeff Umonsella, and SST branch sales manager Kevin Dill.

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NAWLA – BIRMINGHAM

Southeast wholesalers’ event a big hit McLean. [6] Bill Fisher, Jay Hudson. [7] Bill Price, David DiPonzio. [8] Jim McGinnis, Tony Butler, Scott Elston. [9] Major Allred, Taylor McIntosh. [10] Mark Young, Jonny Wilford. [11] Jimmy Cowart, George Bolds. [12] Tre Smith, Donna Pearcy. [13] Stanley Pittman, Lee Brooks, Greg Fitz. [14] Pat Harkins, Bitty & Tony Butler. [15] Mark Wells, Donna Whitaker, Curt Stuckey, Michael Kassouf, Paul McRae. (More photos on next page)

Photos by BPD

DOUBLE HEADER: The North American Wholesale Lumber Association combined its May 4 regional meeting in Birmingham, Al., with a Birmingham Barons minor league baseball game. The affiliate of the Chicago White Sox was the Double A team that basketball icon Michael Jordan played for in 1994. [1] Davis McGinnis, Steve Cheatham. [2] Wil Stewart, Jeremy Franks, David Evett. [3] Court Robinson, Mark Henley. [4] Patrick Butler, Mark Richardson. [5] James Stuckey, Ian

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NAWLA – BIRMINGHAM Photos by BPD

SOUTHEAST NAWLA meeting enjoyed a strong showing despite rainy weather (continued from previous page): [16] Johnny Hudson, Ray Penick, Jay Hudson. [17] Marc Saracco, Warren Reeves. [18] Anthony

Sazera, Angela Hovatter. [19] Lawrence Newton. [20] Patty Cook, Neyland Lipham. [21] John Lefeve, Dylan Epperson, Matthew Barksales, Chad Epperson, Todd Nodine. [22] Bobby Wright, David DiPonzio.

– Serving the industry for over 30 years – Phone: 800-763-0139 • Fax: 864-699-3101

www.spartanburgforestproducts.com Building-Products.com

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A NUMBER of new products generated intense buzz at the recent National Hardware Show in Las Vegas, including [1] a Star Wars themed

portable gas grill, [2] Simpson Strong-Tie’s Outdoor Accents decorative hardware, and [3] the Seat Rack carseat-top building material carrier.

Coolest products on display at National Hardware Show The National Hardware Show had a great turnout May 9-11 from attendees and exhibitors who came to hear from expert industry speakers and learn about new products at the Las Vegas Convention Center, Las Vegas, Nv. Nine different award programs recognized a range of innovative new products. New Product Launch Awards were presented to Kreg Tool’s Accu-Cut circular saw guide track system, PLOTT’s Miletus and Cubit devices, and Snow Joe’s 40-volt Max 1160 PSI cordless pressure washer. NRHA honored 36 different products with Retailers’ Choice Awards, including Regal ideas’ Telesteps telescopic climbing products, Loggerhead Tools’ Bionic Wrench, and Mywoodwall paneling.

One lucky retailer got to pursue its plans for a capital improvement for their store after winning $100,000 in Reimagine Retail Program. When Caribou Jack’s Trading

EXHIBITORS included [4] Ernie Couillard, Lily Lee, and Andrew Pantelides, who took home a Retailers Choice Award for Regal Ideas’ Telesteps engineered climbing products. [5] Jim Miller, Don Hagedorn.

[6] Mark Reum, Jason Varney. [7] Jackie Mathes, Lynne Liebertz. [8]

Scott Hensley, Derek Clay, Cyndi Chandler, David Lawson. [9] Sabrina Seccareccia, Shannon Bertraud. [10] Ron Hansen, Josh Hansen, Tod Kintz. [11] Charlie Wait, Jim Winn.

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tion recognized eight Young Retailer of the Year honorees—Reed “RJ” McDaniel Jr., B&B Hardware, Milan, Il.; Joseph Franquinha, Crest True Value Hardware & Urban Garden Center, Brooklyn, N.Y.; Jackie Sacks, Round Top Mercantile, Round Top, Tx.; Bobby Heuser, Heuser Ace Hardware, Bluffton, S.C.; Camille Gibson, Mark’s Ace Hardware, Tucson, Az.; Jarrod Haines, Buchheit, House Springs, Mi.; Jason Plummer,

June 2017

RP Lumber Co., Edwardsville, Il.; and Matthew Payzant, Payzant Home Hardware in Nova Scotia.

NRHA also feted four retailers as “Top Guns”—Scott Jerousek, Farm & Home Hardware, Wellington, Oh.; Jonathan Miller, Miller Hardware, Valdosta, Ga.; Diana Brunjes Newton, Bay Hardware, Seal Beach, Ca.; and Matt Woods, Woods Hardware, Cincinnati, Oh.

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Photos by BPD

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TURNOUT was strong for the National Hardware Show May 9-11 at the Las Vegas Convention Center.

NATIONAL HARDWARE SHOW

Co., Soda Springs, Id., was announced as winner, owner Robert Lau said his staff will use the money to build an instore café where they can host grilling and cooking events and provide a space for locals to use at no charge.

There were a variety of featured areas for attendees to visit across the show floor and throughout the convention center, and guests had ample opportunities to preview new and upcoming products. The Featured Product Gallery included New Product World, where retailers discovered new innovations and trends.

At New Product Launch, attendees were able to find new products that hadn’t hit the market yet. The Product Review & Vetting program allowed inventors to get their latest products before a bigger audience that included distributors, co-ops and other retailers.

Before the show, participants turned in product samples, which were reviewed by buyers from a dozen companies including Ace Hardware, Distribution America, Sears and more.

The Inventors Spotlight featured products that may not have yet been on the market but could be “the next big thing” in the industry.

National Retail Hardware Associa-

CLASSIFIED Marketplace

PRODUCTS FOR SALE

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6.

Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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IN Memoriam Maria Jean Reinking, 58, former owner of America Lumber Co., Estherville, Ia., died May 6 after a battle with colon cancer.

She joined K&S Lumber Co., Estherville, as a bookkeeper, later buying the company and renaming it America Lumber, reportedly making her the first woman in Iowa to own a lumber company. After losing the business to fire in 1997, she relocated to Bella Vista, Ar., to work in sales and financial mangement.

John W. “Jack” Schultz Jr., 91, former head of SpeltsSchultz Lumber Co., Grand Island, Ne., died April 23.

He joined Spelts Lumber in 1951 to manage its Grand Island operations. He became co-owner and president in 1962, adding his name to that of the company.

Marion Thomas “Tom” Kinder, 97, longtime Indianapolis, In., area lumberman, passed away May 6.

Son of a Bedford, In., sawmill operator, he served in the U.S. Navy during World War II, then received a degree in forestry from Purdue University in 1949.

He spent more than 50 years buying and selling lumber, with companies such as Henry J. Kessener Lumber, Indianapolis, and Houghton Lumber Co., Indianapolis. He even piloted his own Beechcraft Baron as part of his lumber business.

Ronnie Gene Eshliman, 46, salesman for Lincoln Lumber, Conroe, Tx., died April 30.

He had worked in the industry more than 25 years, including with Lincoln since 1995.

Phillip Joseph “Phil” Bradshaw Sr., 86, former owner of Flour Bluff Lumber, Corpus Christi, Tx., died May 2.

A graduate of Corpus Christi College Academy and Army veteran of the Korean War, he also worked in construction and real estate.

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Edward Jay “Ed” Elderkin, 76, former owner and president of Budres Lumber Co., Byron Center, Mi., passed away April 24.

After selling the business to Weyerhaeuser in 2006, he stayed on for several years to manage it as a Northwest Hardwoods branch, before retiring. He also served as a director of the Hardwood Manufacturers Association.

Eric W. Powell, 66, retired lumber salesman for Harvey Lumber, Haverhill, Ma., died April 23 in Groveland, Ma. He spent 30 years in lumber sales, mostly with Harvey.

Victor Kalinoski, 97, former owner of Ace Hardware, Thief River Falls, Mn., died April 12 in Crookston, Mn. A U.S. Army veteran of World War II, he began working at the store in 1939. He spent two years at Roseau Ace Hardware, Roseau, Mn., then returned to manage the first store for three years. After two years with Ace in Waukegan, Il., he came back to Thief River Falls in 1961 and purchased the hardware store. He sold the business to his son, Ron, on January 1, 1982, and retired.

G. Howard Ruggles, 84, former owner of Hardware Hank, Forest Lake, Mn., died April 9.

After college and two years in the Army, he purchased a sporting goods store in 1958, but sold it after buying the hardware store in 1973. He sold the business in 1990 and it became an Ace Hardware.

Russell Kortendick Sr., founder of Kortendick Ace Hardware, Racine, Wi., passed away April 21. He was 98.

A World War II veteran, he opened the store in 1951, moving it to its current location in 1969. He retired and passed the business to his son, Russ Kortendick Jr., in 1985.

Edwin Ervin “Erv” Younger, 87, former operator of True Value Hardware, Tribune, Ks., died April 29.

Brad F. Catalano, 58, former executive trainer with 84 Lumber, Eighty Four, Pa., died May 9 after a brief illness.

Building-Products.com

DATE Book

ADVERTISERS Index

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

Allura [www.allurausa.com]

9

Oklahoma Lumbermen’s Assn. – June 2-4, Summer Fling, The Lodge at Sequoyah, Hulbert, Ok.; (405) 602-5384; oklumber.org.

CMPC [www.cmpc.com]

7

Peak Auctioneering – June 3, LBM auctions, Cuyahoga County Fairgrounds, Cleveland, Oh.; June 10, Kane County Fairgrounds, Chicago, Il.; (800) 245-9690; www.peakauction.com.

Crumpler Plastic Pipe [www.cpp-pipe.com]

46

Everwood Treatment Co. [www.everwoodtreatment.com]

41

Hankins Inc. [www.hankinsinc.com]

35

Hood Industries [www.hoodindustries.com]

38

Interfor [www.interfor.com]

39

Jordan Lumber [www.jordanlumber.com]

19

Lumber Dealers Assn. of Connecticut – June 6, roundtable, Milford, Ct.; June 7, golf outing, Oxford Green, Oxford, Ct.; nrla.org.

Eastern New York Lumber Dealers Assn. – June 8, golf outing, Van Patten Golf Club, Clifton Park, N.Y.; nrla.org.

Mid-America Lumbermens Association – June 9, Sunflower ShootOut, Hesston Golf Course, Hesston, Ks.; themla.com.

Western New York Lumber Dealers Association – June 9, fishing trip, Buffalo Harbor, Buffalo, N.Y.; nrla.org.

Northwestern Lumber Association – June 10, Madison Mallards baseball outing, Madison, Wi.; June 13, Nebraska golf outing, Lincoln, Ne.; June 16, Iowa golf outing, Ames, Ia.; nlassn.org.

Kop-Coat [www.kop-coat.com]

Cover III

National Lawn & Garden Show – June 13-15, Chicago, Il.; (888) 316-0226; www.nlgshow.com.

Koppers Performance Chemicals [kopperspc.com]

House-Hasson Hardware – June 15-17, market, Sevierville Events Center, Sevierville, Tn.; (800) 333-0520; www.househasson.com.

Lonza Wood Protection [www.wolmanizedwood.com]

Western New York Lumber Dealers Association – June 19, golf outing, Centerpointe Golf Club, Canandaigua, N.Y.; nrla.org.

Masisa [www.masisa.com]

Retail Lumber Dealers Association of Maine – June 20, golf outing, Belgrade Lakes Golf Club, Belgrade Lakes, Me.; www.nrla.org.

Norbord Industries [www.norbord.com]

Forest Products Society – June 26-28, convention, Starkville, Mi.; (855) 475-0291; www.forestprod.org.

North American Wholesale Lumber Assn. [www.nawla.org]

33

Central New York Lumber Dealers Assn. – June 29, golf outing, Northern Pines Golf Club, Cicero, N.Y.; nrla.org.

Palram Americas [www.palramamericas.com]

25

Mississippi Lumber Manufacturers Assn. – July 6-9, annual convention, Beau Rivage Casino, Biloxi, Mi.; www.mlmalumber.com.

Ray White Lumber [www.raywhitelumber.com]

34

Rhode Island Lumber & Building Material Dealers Assn. – July 12, golf outing & clambake, Newport, R.I.; nrla.org.

REA Jet [www.reajetus.com]

17

Florida Building Material Association – July 13, aspiring leaders session, Mt. Dora, Fl.; www.fbma.org.

Redwood Empire [www.redwoodemp.com]

15

New Hampshire Retail Lumber Association – July 13, golf outing, Lake Sunapee Country Club, New London, N.H.; www.nrla.org.

Roseburg Forest Products [www.roseburg.com]

Lumbermen’s Association of Texas & Louisiana – July 15-16, committee meetings, JW Marriott, San Antonio, Tx.; www.lat.org.

Simpson Strong-Tie [www.strongtie.com]

Mid-Hudson Lumber Dealers Association – July 17, golf outing, Powelton Country Club, Newburgh, N.Y.; nrla.org.

Siskiyou Forest Products [www.siskiyouforestproducts.com] 45

Window & Door Manufacturers Association – July 17-19, Northeast summer conference, Albany, N.Y.; www.wdma.com.

Southern Forest Products Association [www.sfpa.org]

31 Cover I 27 Cover II

Cover IV 23

42

North American Wholesale Lumber Assn. – July 17-20, Wood Basics Course, Virginia Tech University, Blacksburg, Va.; (312) 321-5133; www.nawla.org.

Spartanburg Forest Products [spartanburgforestproducts.com] 49

New Jersey Building Material Dealers Assn. – July 19, NYC skyline cruise, Liberty Landing Marina, Jersey City, N.J.; nrla.org.

Swanson Group Sales Co. [www.swansongroupinc.com]

43

Assn. of Woodworking & Furnishings Suppliers – Jul. 19-22, AWFS Fair, Las Vegas, Nv.; www.awfsfair.org.

Tando Building Products [www.tandobp.com]

5

Florida Building Material Association – July 21, golf tournament, Bay Hill/Orlando, Fl.; www.fbma.org.

West Fraser [www.westfraser.com/syp]

37

Appalachian Hardwood Manufacturers Association – July 23-25, summer conference, Asheville, N.C.; www.appalachianwood.org.

Westervelt Lumber [www.westerveltlumber.com]

40

Southeastern Lumber Manufacturers Assn. – July 26-29, conference, The Omni Homestead Resort, Hot Springs, Va.; slma.org.

Weyerhaeuser [www.weyerhaeuser.com]

3

Building Material Suppliers Association – July 27-30, summer conference, Virginia Beach, Va.; (704) 376-1503; www.mybmsa.org.

Woodtone [www.woodtone.com]

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FLASHBack 60 Years Ago This Month

MILLWORK WHOLESALER T.M. Cobb, of Los Angeles, San Diego, and Marysville, Ca., introduced a new Tyco Products service truck to call on dealers and demonstrate Tyco aluminum casement and patio doors for their customers on the jobsite.

L umber dealers were enjoying healthy sales 60 years ago this month, but it was no time to get complacent, warned the June 1957 issue of BPD’s sister journal, The California Lumber Merchant. Several high-profile projects were underway featuring competing materials.

Aluminum Company of America had begun work on 50 “carefree” homes, built predominately of aluminum. Not to be outdone, U.S. Steel Homes, a division of U.S. Steel, was designing an all-steel home. And Monsanto Chemical Co. was hard at work on an all-plastic House of the Future, expected to be open for tours by the end of the year—at Disneyland.

In other news: • The San Francisco Hoo-Hoo Club induced 40 couples to attend its annual spring dinner-dance by

raffling off a technological gadget most of them had never seen before: a color TV set. The lucky winner: Bi11 Johnson of Hobbs Wall Lumber Co. The runner-up took home a “beautiful RCA hi-fi.”

• A 42-year-old yardhand at Crane Lumber, Corning, Ca., was arrested for running his own brokerage on the side— selling lumber he stole from other yards in Northern California. The man, who had a lengthy rap sheet and formerly resided at San Quentin due to his prior check forgery business, would call other lumberyards, posing as a representative of a builder.

He’d convince the yard to release a truckload of lumber to him without a downpayment and then would usually resell it at a sharp discount to a dealer in a neighboring county.

The gig was up when the suspicious owner of Woodland Lumber, Woodland, Ca., let the crook have the wood, but then had an employee trail the man to a half-built house he himself was building. The sheriff was notified and got the culprit to confess that he’d bilked yards throughout the region.

• A new source of sales opened up for retail dealers starting July 1, 1957, when the Air Force decentralized its procurement of lumber and plywood.

Instead of the Air Force Lumber

COMPACT hardwood merchandiser was promoted by Gordon-MacBeath Hardwood Co. on the cover of June 1957’s Merchant.

Stock Control office in St. Louis, Mo., overseeing all buying, the contracting officers at each of the 189 Air Force bases around the country would handle their own purchases.

• A new adventure comic strip, “Smokey the Bear,” began appearing in daily and Sunday newspapers starting June 16.

Syndicated through a joint arrangement between the Forest Service and Columbia Features, the strip was designed to “extend further the educational value of Smokey in forest conservation.” Royalties from the strip would go to the Forest Service for cooperative forest fire prevention work.

SMOKEY the Bear became the first comic strip character to be authorized by Congress, after being declared the official symbol of forest fire prevention by the Congressional Act of 1952.

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BPD Building Products Digest 151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959

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