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JUNE 2019

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

TECH THAT BETTERS YOUR LBM BUSINESS • ROSY FUTURE FOR SOUTHERN PINE

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CONTENTS

June 2019 Volume 38 n Number 6

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32 Special Focus

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Features

Departments

SUPPLY IS PLENTIFUL, DEMAND IS HEALTHY, CAPACITY IS GROWING, AND SOUTHERN LUMBER INDUSTRY

TECH TIPS TO HELP SMALL RETAILERS COMPETE VS. BIG BOXES

12 MANAGEMENT TIPS

BETTER BRANDING ON SOCIAL MEDIA

14 INDUSTRY TRENDS

MORE LUMBERYARDS ARE MOVING TO ELECTRIC FORKLIFTS

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Building Products Digest

JUNE 2019

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

TECH THAT BETTERS YOUR LBM BUSINESS • ROSY FUTURE FOR SOUTHERN PINE

16 MARGIN BUILDERS

LUMBERYARDS GIVE HOME KITS A SECOND LOOK

18 COMPETITIVE INTELLIGENCE TEXAS’ TRICO LUMBER GOES IN THREE DIRECTIONS AT ONCE

30 THINKING AHEAD Digest 6-19 Layout.indd 1

CARVING A LEGACY IN WOOD

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32 ROSY FUTURE FOR SOUTHERN PINE 10 FEATURE STORY THE PROGNOSIS IS BRIGHT FOR THE

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8 ACROSS THE BOARD 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 40 MOVERS & SHAKERS 42 NEW PRODUCTS 49 ASSOCIATION UPDATE 51 DATE BOOK 52 CLASSIFIED MARKETPLACE 52 IN MEMORIAM 52 TALK BACK 53 ADVERTISERS INDEX 54 FLASHBACK

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Building Products Digest

President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • dkoenig@526mediagroup.com Editor Stephanie Ornelas sornelas@526mediagroup.com

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Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John Contributors Eric Gee, Nicole Lewis, John Mauri, Kristin Michael, Susan Palé, Alden Robbins Director of Sales Chuck Casey • ccasey@526mediagroup.com Sales & Marketing Coordinator Jody Bays • jbays@526mediagroup.com

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2019 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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ACROSS the Board By Patrick Adams

I’m a juggler s you’d imagine, most friends around my age find themselves at a different point in life than me. My wife and I started the exciting chapter of kids later in life than most and, as a result, my friends haven’t had that wonderful experience of a waitress exclaiming, “Oh, your grandchildren are just beautiful!” It makes for interesting conversations as they talk about how the house is getting quieter, how the last child leaves for college next year, or how they will now become “empty nesters.” This is in stark contrast to my stories filled with truly, utter pandemonium! The kids are now 8 and 2. We have the business. We both volunteer in a variety of charities and causes. We try to work out daily because chasing little kids gets exhausting—whether you’re in shape or not, but especially because I’m hoping to make it to my son’s college graduation when I turn 72—assuming he only takes four years to finish! As I share stories with my friends, I sometimes see their eyes start to glaze over as they listen to the details—maybe relating to years past or maybe, wondering how I juggle it all. Sometimes I really throw them for a loop, like when just after my son was born I thought it would be a good idea to add a new German shepherd puppy to the mix! They just shake their heads and wonder what’s wrong with me and if I have some sort of death wish or personality disorder. Perhaps. In these days when everyone is seeking “balance” and experimenting with yoga or meditation, I am apparently the juggler who simply can’t have enough balls in the air at once! This brings us to present day. The business is growing and we have recently launched several new, industry-leading resources that we have spent a couple years building. Like the rest of you, we have several open positions and each time we fill one, we realize that we need even more help! We’re also expanding through acquisitions, which throws several more “balls in the air” all at once. In the face of this, I suppose any reasonable person would do what I just did... In all of my “spare time,” I was feeling guilty that my growing list of balls in the air did not allow enough family “quality time” and that I needed to do something about it. The answer? Buy our first RV travel trailer! In my mind, this would be the perfect solution—rather than a big, complicated vacation involving kids, airports, hotels, etc., we could just “pack up” for a long weekend to the countless, beautiful local spots that we never seem to take advantage of. I picked it up last week and drove it home. I quickly realized that I need a different hitch, a backup camera, and

towing mirrors. Parking it in the driveway (only took three attempts) had me realize I needed countless things I never considered like power adapters, wheel chocks, and a list of gadgets a mile long confidently recommended by everyone on YouTube under the search “new RV trailer owner.” We’ve planned our first trip for right after the kids start summer break—four times now. The first spot where I found a space available I later discovered was totally “off grid”—not the best thing for the future of my marriage. The second turned out to be a “party spot” by Yelp reviewers. Third was a five-hour drive up twisty Highway 1. We settled on a known spot just a couple of hours up the road, with full service hook-ups, but is supposed to still feel like “camping.” By my past experience, it is not “camping” when you have AC, a microwave, and a TV, but hey, it’s about making memories and spending quality time, right? Yes, in buying the trailer, finding a spot to store it, and adding to the daily list of must-have gadgets that will make our “glamping” experience suitable, I feel like I’ve added another six balls to my daily juggling routine. And… I wouldn’t have it any other way. When I was young, someone told me, “If you want to stay out of trouble and have purpose to your life, stay busy.” Sounded simple back then… I also seem to recall a saying, “If you want something done, ask a busy person.” Guess that’s me, and as I just shared with someone who was complaining to me about being busy: “It’s better than the alternative!” I hope you all add a few balls to your already busy juggling routine this summer. Make memories and take a minute to enjoy and appreciate all that is good in your life. Your business and your life will be better for it!

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

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FEATURE Story By John Mauri

5 ways small retailers

can compete against the big boxes ver the past five years, the U.S. lumber and building material industry has grown by 1.2% to reach revenues of more than $95 billion in 2018, according to a report from IBIS World. In that same timeframe, however, the number of businesses has declined by 0.3%, making the market even more competitive for those who are still operating. The landscape has been especially competitive for businesses in the retail space. Big box behemoths, like Lowe’s and Home Depot, have progressively emerged and changed the way consumers buy their building materials. By offering a large assortment of products at lower prices, big box stores have increasingly left independent LBM retailers experiencing difficult times or out of business. However, many independents have managed to survive this shift in retail activity by competing intelligently. Small to mid-sized LBM stores, or independent retailers, should take a tip from their counterparts if they want to avoid being lumped into the 0.3% of stores that closed in recent years. Here are five ways that independent LBM retailers can leverage their assets and invest wisely to compete against their big box rivals:

1. Excel in customer loyalty. With the big box stores purchasing power for larger bulk quantities, they will continue to leverage the advantage of providing lower prices. Attempting to compete head to head without similar collective purchasing power is a limited strategy for independents. If customers are shopping based only on price, the opportunity to create loyalty is questionable at best. With that in mind, price cannot make up the entirety of a small business’ customer retention plan. Small retailers should instead focus on the overall customer experience using service, expertise, convenience and efficiency to dif10

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ferentiate their business and increase customer loyalty—a tactic that ensures repeat sales and can support long-lasting customer relationships.

2. Contribute to the community. One of the biggest benefits to being a local retailer is the opportunity for the business as the fabric of the community to leverage the “buy local” card. It is important to engage with the community and make it known that the business cares about its local roots, caring for the children of its customers and neighborhood in a general sense. Beyond joining the local Chamber of Commerce, business owners can offer to serve other local businesses by letting them hang flyers in the store or even sell their products in the shop. They can also donate to youth sports, sponsor teams, participate in the Business Improvement District (BID) and serve on local boards. A big box, on the other hand, is held to corporate standards and wouldn’t have the same grassroots community involvement that an independent dealer would. For example, a big box would never be able to partner with a local flower shop to do a joint sales day; they’re just not nimble enough or in touch enough with other local businesses. 3 . Work with a wholesaler or co-operative. Independent LBM retailers get their stock from several sources: purchasing cooperatives, hardware wholesalers, direct from the manufacturers, and secondary or specialty distributors. Most independent hardware stores choose wholesalers and co-ops that provide an opportunity for joint-advertising and marketing support. To help compete with big boxes, many independent dealers might be member retailers of co-operatives, such as Ace Hardware or Do It Best, which give smaller retailers access Building-Products.com

to warehouse distribution and identification with a nationally advertised brand. By working with co-operatives, hardware wholesalers and distributors, independent businesses have the opportunity to incrementally grow special order sales with an unlimited number of suppliers—an area where big box stores might struggle with when corporate does not have an existing relationship.

4 . Implement business management tools. Small business owners are in charge of monitoring not only routine operational tasks, but also the changing market. Being responsible for finding new opportunities to increase growth and profits can prove to be a time-consuming and stressful undertaking, so implementing the right business management system to support this task is important. The right tools can help automate operational tasks and create more efficient operations, freeing owners up to concentrate on sales, customer service and new opportunities. For example, an Enterprise Resource Planning (ERP) system can seamlessly integrate POS, inventory and accounting into one, easy-to-access platform. Many small LBM retailers leverage ERP in concert with Customer Relationship Management (CRM) and business intelligence tools, credit card processing services and e-commerce platforms—all of which will contribute to an independent dealer’s growth, profitability and competitive advantage against big box stores and other LBM businesses. Not only does investing in software improve overall business performance, but it can also help support customer service efforts as well. 5.

Go above and beyond with delivery services. Offering to deliver same or next day and hot shot loads increases the perception that small dealers are willing to go the extra mile for their customers. Some small business owners hold off on offering these services due to fuel, labor costs and vehicle maintenance. However, if implemented properly, a small business’ ERP system with integrated delivery management tools can provide several key advantages: lower fuel costs through optimized routes, avoidance of delivery disputes by capturing electronic signatures and the ability to track vehicle maintenance. A system like this can save small LBM businesses thousands of dollars per truck annually, while still providing a top-of-the-line service that is similar to, if not better than, larger competitors and big boxes. Independent LBM business owners are under increased pressure by the current competitive market led by big box stores that offer low prices, a wide breadth of options and convenient services. However, what some LBM business owners don’t realize is that there is a potential to provide similar offerings, but in an even more tailored, customerand community-centric way. By tapping the local community and focusing on customer loyalty, LBM retailers can surpass their big box competitors by providing their customers with assets that their larger competitors will never have. To deliver on that promise of customer dedication and superior service, owners should also consider investing in smart technology that will increase efficiency and improve overall business operations. Armed with the right tools and strategy, independent dealers will be able to leverage their competitive advantage to function alongside larger competitors and big box retailers alike. – John Mauri is president of the LBM & Hardline Division at ECi Software Solutions, Fort Worth, Tx. (www.ecisolutions.com). Building-Products.com

4 Software Solutions Dealers Need to Stay Competitive To manage, grow and stay competitive, small- to mid-sized LBM businesses must stay ahead of the technology curve while also staying mindful of investment costs. Fortunately, there have been many new advances in software for retailers that are proven to drive increased efficiencies and enable competitive advantage. Here are four solutions that won’t break the bank and don’t require big box resources: 1. Cloud-based business management solutions – “The cloud” is a cost-effective software delivery model that cuts upfront investment in software packages and reduces the time it takes to make an investment decision, since options can be changed easily. Many businesses often sign on with a software vendor and add modules and options as they grow, as updates are delivered automatically and conveniently, with no business interruption. Cloud migration also eliminates the need for expensive on-site servers, ongoing maintenance and the advanced IT skills that would be necessary to perform the work. Finally, the cloud has proven to be secure and reliable. In conjunction with advancements in data security and disaster recovery, being able to deploy continuous updates ensures that businesses are protected against the latest threats. 2. Mobility solutions for employees & customers – Enabled by the cloud, today’s LBM technology applications are mobile extensions of software systems. Staffers can access modules from any internet-enabled device, from anywhere. Store employees can answer the most challenging customer questions and provide them with the information they need. Personnel can create live customer orders and get digital signatures on delivery. Managers can access up-to-date business information as they travel, view documents, and see store sales totals in real time. They can even compile purchase orders created by scanning barcodes with a phone. All of this information is constantly updated, integrated and available 24/7. 3. Industry-specific, integrated modules – Industry-specific software solutions can integrate and streamline workflow, enabling businesses to accomplish more with fewer resources. Integrated modules work seamlessly, eliminating redundant tasks and needless communications between inventory, purchasing and receiving and point-of-sale. Best-of-breed software packages are also designed to be intuitive, which reduces the training it takes for each employee to reach peak productivity and can aid in attracting new hires. 4. Modern point-of-sale system technologies – Modern point-of-sale (POS) systems can be accessed by employees on devices from any point in the store, greatly increasing time management and customer service. Engagements with the customer in store and online add to the customer profile so salespeople are better equipped to understand customers’ histories and needs. Another important consideration is having a POS system that is fully compliant with credit card processing—a necessity in this day and age.

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MANAGEMENT Tips By Kristin Michael

3 steps to better branding on social media

veryone says your business should be on social media, so you made an account. But now what? Maybe you’re seeing a lot of funny dog videos or photos of your friends’ children and it doesn’t make sense yet why this is an important business tool. Or, perhaps you’re observing other leaders make connections online while you struggle to gain traction with the industry. If this is you, know you are not alone and that there are tangible steps you can take to reach your professional goals on social media. Before we start building those skills, let’s lay the foundation. The importance of social media goes beyond “everyone’s doing it” to now include data. According to a Smart Insights report, 65% of people are more loyal to and 30% more likely to recommend a brand they’ve had positive engagement with on social media. Additionally, the “Employee Advocacy Impact Study” conducted by the Marketing Advisory Network found that leads generated through employee social media convert seven times higher than other leads. We’re seeing the benefits at Huber Engineered Woods, too. For example, on Instagram, @huberwood has recently earned more than 10k followers. In that growing audience, we get to see and share many of the beautiful custom

ON INSTAGRAM, Huber has quickly earned more than 10,000 followers.

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home projects our product goes into from the field. Our employees are active from their personal accounts—liking, commenting, cheering on, and answering questions for our clients in real time. Over the past few years, clients posting their projects on Instagram and YouTube has even led to other builders unfamiliar with Huber products to try us out. We’re proud to have become part of this smart, engaged community of industry pros who are always looking to push the envelope in craftsmanship and building science. Here we’ll discuss where to start with your company’s social media presence through three key steps for becoming part of the conversation with this increasingly important tool. Are you ready to find your tribe and sharpen your online brand? 1. Define your purpose. This may sound ambiguous at first, but it is rooted in common sense. If you want to build your brand as a leader in the building industry, you wouldn’t want to spend the bulk of your time following, commenting and posting about boating. For any communications effort, whether you’re representing a brand or yourself, you should know your audience, what you offer and why it matters. An easy way to clarify your purpose is by writing out a positioning statement. Start by asking yourself the following about your company: • Who are your customers? (e.g., custom builders, manufacturers, merchants) • What do they care about? (e.g., their sales, customer retention, product news and reviews) • How do you help them? (e.g., vet and demonstrate why products are trusted, offer incentives, train employees) Then, write it out: [YOUR NAME] [HOW YOU HELP] for [YOUR PEOPLE] so they can [WHAT THEY CARE ABOUT]. • Ex. 1: Johnny leads cost-benefit analysis for purchasing agents, so they can cost-effectively upgrade building envelopes. • Ex. 2: Dolly provides onsite training for contractors, so they can reduce scheduling delays and rework from improper installation. • Ex. 3: Hank encourages building professionals to consider new construction practices and products, so they can stand out in their market.

2. Have a plan. First, remember your positioning statement. What do you want to offer and who do you want Building-Products.com

to connect with? Start following accounts and hashtags relevant to your mission. Then, figure out which platforms work best for your business. If you find your audience on Instagram and rarely have interactions on Twitter, go ahead and drop Twitter from your plan. If you find more people in your region use LinkedIn, perhaps plan to focus your time there. Consider where you’re getting the most return on the investment of your time and where you feel you’re offering the most back, and then pursue it. 3. Be consistent. If you follow other companies or influencers on social media, you’ll notice they have a reliable way of communicating with their audience from the amount of posting to the personality they convey. They don’t post once and then disappear for two months. More typically, they’re posting a few times per week, if not daily. They’re also likely using a reliable style, tone of voice and word choices. When defining your company’s personality, it is important to not overthink it. If the business has a casual tone in real life, embrace that for your online brand rather than trying to force a version of “professional,” which may backfire and come across as stiff or inauthentic. But, of course, don’t forget your positioning statement and goals

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in the process. For example, it may be true that you believe someone’s opinion is stupid but commenting that publicly on social media could be received as mean-spirited or alienating to your people. The number one unofficial guideline in marketing is “Know your audience.” So always be putting yourself in the shoes of the person on the other end of your communications. Ask yourself, “Is this meaningful and beneficial to them?” By doing that, you can start creating a strategic and effective social media plan that may eventually see tangible sales results. And in the process, you may also find it’s a fun way to connect with your industry and grow your business as well. – Kristin Michael is brand marketing manager at Huber Engineered Woods, Charlotte, N.C. (www.huberwood.com). Building-Products.com

responding to near-constant change. Stay driven to succeed with the tools that only Omnitracs can provide.

Get started now by visiting www.omnitracs.com or calling 800.348.7227 June 2019

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INDUSTRY Trends By David Koenig

More yards moving to electric forklifts ver the past several years, electric/battery-powered forklifts have taken a stronghold in the material handling environment. The limitations and drawbacks that once made electric lifts inefficient and impractical have been put to rest by advancing technologies and proven performance. Even lumberyards are switching to electric forklifts, after discovering that energy-efficient, environmentally friendly machines can do virtually anything emission-producing internal combustion (IC) forklifts do. Compared to liquid-fueled lifttrucks, electric lifts reportedly are less expensive to operate, equally powerful, easier to maintain, safer, quieter and cleaner. On the green side, electric consumes far less energy than their IC counterparts, plus they offer zero emissions, zero noise pollution, less vibration, and improved visibility. “Electric trucks have come a really long way in the past few years and are now a highly viable alternative to IC engine trucks for most applications,” says Doosan’s Brian Grady. In dollar volume, sales of electric forklifts in the U.S. are forecast to increase from $14.3 billion in 2018 to $19.4 billion in 2025, an average jump of 5.4% annually. Challenges do remain for electric. Users have to spend time charging the batteries. Electric engines typically have

DOOSAN’S NEW B45X-7 Series of electric counterbalance forklifts are aimed at lumberyards and other traditionally IC-engine-heavy industries.

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MONITORING DEVICE attaches to Hyster batteries to improve their performance and extend their lifespans.

less torque than IC engines, making them less suitable for uneven or unpaved terrain, and giving them less lifting strength compared to equivalent-sized IC trucks—all notable shortcomings in high-demand environments like the lumberyard. Forklift manufacturers are responding by engineering new models that combine greater lift capacity with longer battery lives. Kalmar is investing in lithium-ion battery technology. “We want to develop industry-shaping solutions that minimize the environmental impact of our customer’s operations,” said Peter Ivarsson, Kalmar’s director of sales and marketing for forklift trucks. “Li-ion technology and electric drivelines in general benefit forklift customers in a huge variety of ways, from improving the eco-efficiency of their operations to boosting productivity and cutting maintenance and operating costs.” To minimize any downtime from having to suddenly charge, repair or replace batteries, Hyster has introduced a device designed to improve battery performance and life. Utilizing existing wireless networks, Hyster Battery Tracker monitors usage and delivers alerts for potential battery issues, reporting on water level, charge level, voltage current, and battery temperature. Other companies rolling out electric forklifts specifically designed for use in the lumberyard include Toyota, Combilift, Carer and Doosan. And although the company traditionally has targeted ports and marinas, Wiggins Lift Co. recently unveiled the Yard eBull—an electric forklift capable of hauling up to 70,000 lbs. Lumberyards may be next. Building-Products.com

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MARGIN Builders By David Koenig

Lumberyards give home kits a second look A Quick History of Kit Homes The first kit homes were built in Australia in the 1800s, and the idea made it to America in the early 1900s. The first kit home producer in the States, Aladdin Homes of Michigan, was founded by two brothers who started manufacturing boats as kits and thought to apply the technique to houses. Other companies followed suit, including Sears, Roebuck & Co., which began selling kit homes by catalog in 1916. But the idea of the kit home has been around since the early 1900s. Kit homes became popular in America after World War 1, offering a way for the expanding middle classes to buy and build in affordable stages (mortgages not being readily available in those days). By the 1920s, dozens of companies sold kit homes. At one time, Sears alone advertised 447 different models, ranging from $600 to $6,000 apiece. Combined, the industry would sell an estimated 250,000 kit homes. Interest in kit homes slowed after the Stock Market Crash of 1929 and plummetted with the start of World War II, as young men shipped overseas and building materials were diverted to the war effort. Into the 1950s, demand for affordable housing skyrocketed, but with building techniques, products and codes becoming more complex, firsttime buyers instead looked to low-cost alternatives like manufactured housing. In recent years, the build-it-yourself market has enjoyed a mild resurgence, in part due to the popularity of “Tiny Homes”—pint-sized living quarters on wheels.

lthough we are far removed from the heyday of kit homes of 100 years ago, more lumberyards have begun offering house kits in an effort to bundle products into package sales. Beyond plans and a material list, what’s included in the package varies by lumberyard. But, for the most part, they’re well short of the near-complete “bungalows in a box” marketed a century ago by the likes of Sears, Roebuck & Co. From 1916 until it abandoned the market in 1940, Sears sold nearly 70,000 make-your-own homes, many of which are still standing today. Today, some yards just sell the materials for the shell, with lumber that’s not cut to size. Others do more. Hammond Lumber of Maine sells a choice of 14 different plans, plus all the lumber, sheathing, insulation, drywall, doors, windows, siding, roofing, trim, fasteners and an allowance for cabinetry and flooring. In the Midwest, Sutherland’s offers 22 different floor plans from 800 to 4,100 sq. ft. that include about everything (electrical, plumbing, appliances, etc.) except the foundation, concrete, steel beams, and heating/cooling systems.

HOME KITS have remained popular for decades in Hawaii.

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Hawaii has been a terrific market for house kits, since so many homes on the islands are custom-built rather than mass produced in tracts. Honsador has offered customizable packaged home kits for more than 30 years and currently markets 45 different models. Of the 17 home designs offered by fellow Hawaiian dealer HPM Building Supply, five are marketed as pre-approved by the County of Hawaii. If the plans are built as spec’ed with no modifications, they will be fast-tracked through the system, greatly reducing the time and expense of securing plans and permits. Lumber companies market the kits both to contractors and to consumers, who can hire their own contractor or sometimes are brave enough to tackle the project themselves. Many build-it-yourselfers will hire subcontractors for more specialized work, like electrical and plumbing. None of the dealers contacted expect a return to the kit craze days of yore, but they do see rising interest and opportunity in standardized home packages as a profitable niche for certain markets.

THE TINY HOUSE phenomenon has given a boost to kit homes sales for 84 Lumber and other dealers.

Home Kit Q&A: 84 Lumber BPD asked Doug Fritsch, director of web and package services for longtime package seller 84 Lumber, for his company’s take:

How long has 84 Lumber sold home kits for? 84 Lumber started selling home packages in the 1980s. The program was called “Affordable Homes Across America” and was widely advertised in newspapers and on the radio. Seminars were frequently held to teach customers how to build their own home. Several new models have been added since the initial program launched, including upscale homes from the Oaks Collection. Homes are routinely added based on customer interest. How many diﬀerent “models” are available, and how customizable are they? We currently offer packages for nearly 60 different models, including ranch, one-and-a-half story, two story, narrow lot, split level, vacation and townhomes. While the blueprints can’t be modified, we have the ability to change the material package to suit a customer’s needs. Many of the homes also include “option packages” that feature decks, garages, porches and family rooms. Customers have the ability to build the core house first and add other options at their convenience. We also offer packages for four Tiny House models. Does the package need to be ordered well in advance? Our packages are ready to be shipped immediately. Core components such as framing, sheathing, house wrap and exterior trim are in stock, whereas specialty items like roof trusses, windows and cabinets need to be ordered. There typically is plenty of time to get special-order items to a jobsite. Are all materials delivered at once, or in stages? We ship portions of the package based on the builder’s schedule. Most packages consist of multiple deliveries before a house is complete. We also take into account the types of products that are being shipped, weather, and other factors that can impact delivery.

Building-Products.com

Are there certain buyers, regions or markets where kits are more popular? Our homeowner customers tend to be where our stores are, with the Mid-Atlantic states driving the bulk of our business. While the do-it-yourself mentality still exists, new codes and regulations are making it more complex to build your own home. That’s why many people now go through professional builders. In most cases, customers already know which builder they want to use, or at least have narrowed down their options. Builders ultimately control when materials arrive, so they may be the ones who make the final purchase. Many of these builders are developing their own properties and work closely with our local contractor sales representatives to choose the home package and subsequent products. How does the current popularity of home kits compare with historical demand, and what are your expectations for the future? 84 sold the most home packages in the 1990s, when many customers were building their own homes and had minimal interference from local municipalities. Now that do-it-yourself building is less common, more professionals are purchasing home kits instead. 84 has seen a steady climb in package sales from builders since the financial crisis in the late 2000s. Many builders that had ceased construction are starting up again, helping to drive new business. Although the traditional home will continue to be the backbone of our program, you will see more fringe offerings such as tiny homes, cabins, vacation homes and cottages grow in popularity. These are often simple projects and can be a lot of fun to build.

June 2019

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COMPETITIVE Intelligence By Carla Waldemar

Three towns, three building centers he Eighties,” intones Trico Lumber’s Kyle Morgan in his easy-listenin’ Texas drawl, “were not good times. The oil fields went south, plus our biggest employer (here in the northeastern corner of the state), Lone Star Steel, shut down.” So, perfect time to launch a lumberyard? Not so much. But Kyle’s Uncle David, along with a partner, did just that, anyway. As a home builder, he’d spotted a void. Plus, he figured, it would help him cut his own building costs. “My uncle soon bought out his partner and was in a bind. I’d just come out of college with a major in accounting, so I signed on for a short term,” laughs the man who’s

“T

now the boss, 35 years later. Probably helped that a fellow employee named Rebbecca soon became his wife, and today serves as manager of accounting at the firm. A son, Justin, also works here, too, and daughter, Jordan, lives four miles away. Should we test the drinking water? Naw. A look at the P&L sheet and changes Kyle’s affected—leading to an expansion to three locations—goes a long way toward explaining why everybody’s happy to stay put. “I like it here; I’m pretty blessed,” agrees Kyle, who bought the business in 1991, and changed the way of doing business. “They were still building houses, but I wasn’t going to be my customers’ competition.

LOOKING AHEAD to the fifth generation are (l-r) Judson, Cal, Wayne, Ryder and Mark Morgan.

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“I added product lines to serve the rural area,” he explains, growing the SKUs to become a one-stop shopping experience: “everything but appliances and floor covering,” says Kyle. Plywood to power tools to—um—dog food. “We sell a lot of it, and it brings people in who might not stop here, otherwise.” They stick around and fill their shopping carts. These DIYers represent 35% of Trico’s business, “a good mix,” In Kyle’s eyes. “There’s good agricultural business, too—steel chain saws, hardware. “We’re diversified,” he continues. “New homes, additions, farm buildings. We’ve got good relationships with several builders. One,” he notes, “puts up 1,680-sq. ft. houses: a single floor plan, so he can control costs really well. (Banks like that!) Plus, he offers good value. “No tract builders, though, because the towns in which we’re located have only 2,000 to 2,500 people.” But they stand close to four big recreational lakes—a big ‘but.’ “We’re only two hours from the Dallas-Fort Worth metroplex, three and a half from Houston. People can get a lot more house for their money than in those cities. Plus, a better quality of life. With the Internet, they can work from anywhere, or run here on the weekends. A customer who just moved here will keep their house in Dallas until their son graduates from school, then sell it and live here year-round.” Trico isn’t the only act around, however. Regional players include McCoy’s, Cassidy Jones, and other independents. “Why us, then? We try to partner with our builders, help them Building-Products.com

EACH LOCATION specializes in serving a different audience, including (l-r) its Jefferson store, Hughes Springs store, and Hughes Springs warehouse.

run their jobs, stage their week, as seamlessly as possible.” Another plus: “We insulate for our builders.” Trico, indeed, has an in-house staff for this essential function, which renders, he says, “not huge margins, but it all helps. “We also have 10 delivery trucks between our three stores, so we can get material to the jobsite far quicker than most. Ninety-five percent of our orders are same-day delivery. We’ll also set up the job for our builders and act like their accounting firm, keeping jobs separate and broken down. We invested in a new computer system in 1999 for this. We went to multi-store capacity before we even had multi-stores. We upgraded so that customers can get as many emails as they want. (Some like that; some don’t). This way, keeping each of your jobs separate can help with your accounting at the end of the month.” Those contractors, who represent 65% of Trico’s trade, also appreciate the extra miles its staffers are willing— delighted!—to go for them. A for-instance, Kyle? “If you install windows, you’ll occasionally have a broken piece of glass. Rather than waiting for months dealing with the vendor (good luck with that!), we’ll go right out and fix it for you.” Builders of all those lake homes value Trico’s custombuilt treated wood steps, and more. “We do a large number of treated decks, too.” And for the builder of those 1,680-sq. ft. homes, Trico has developed a hardware package. Also, Kyle notes, the state of Texas sponsors ‘grant houses.’ “If you own your own home but wish to build a new, nicer home—and you qualify—the state will bulldoze it and build you a new package home. Of course, you do have to live somewhere else during the interim, but it’s popular. We get more and more business from those builders.” Trico’s second store, erected in 2009 in Linden, 18 miles from home base in Hughes Springs, also came about via an existing yard. “We bought it out, then built on another location in the same town. Sure, we did experience a bit of cannibalization with our existing store, but that just made us stronger in the long run. We picked up new accounts. The big lesson we learned,” he instructs, “is not to expect immediate returns. It takes about two years.” Trico launched a third store in 2015 in Jefferson, 22 miles from Hughes Springs, because, as Kyle explains, “My management system indicated that by growing and getting a little bit bigger, it would open up opportunities we didn’t have. Now, with a three-store management system, I can float between all three. We got a lot more efficient. I serve as building materials purchaser, and my counterpart does the same for hardware. We got to a good level, working together, for better buying. Building-Products.com

“Our customers usually trade at one specific yard, and those customers are different in all three locations. And that really surprised me, just 18 miles apart. I grew up in Linden, know a lot of people and the lay of the land. Yet, some of the products that sell in our other stores, you couldn’t give away here—and vice versa. Not as much treated lumber at Jefferson, for instance. Our managers have input and know their customers.” They’re key people among Trico’s staff of 40. “Our Jefferson manager started out part-time as a college kid, a driver. We offer the ability to move up.” Kyle notes another key factor: “They’re also young. I’m 58, and my main guy on the floor is 60. But everyone else is younger. My son is manager at Hughes Springs, and the manager at Linden is 48. I talk to other dealers around, and they’re all old and starting to get in a bind. “We don’t have outside salespeople here; that’s what our managers do. To attract new business, we go out and have a little visit, tell them what we can do for them. “ To attract the DIY crowd, Trico distributes circulars four times a year. “Our former buying group dictated everything we’d run in those, so we switched organizations. Now I can run my own business and feature what I want,” he declares. Trico has started to utilize Facebook as a free employee, too, and it’s drawing in a younger crowd. “We’ll announce a give-away on a new product. If you ‘like’ us, we enter you in the drawing. It’s been really successful,” he declares, “and at minimal cost.”Another customer draw is Jefferson’s East Texas Baddest Woodsman Day. “It’s a fun event. A $200 Facebook ad generated a crazy amount of activity.” Business is good, and stays good. “Out here, we’re never as good as in the metroplex, but never as bad, either. It’s more consistent. (In 2009, the metroplex was down 75%: How can you plan for that?) Here, we’re dealing with retired folks building homes, and they usually have no need of financing. For them, life just goes on, whatever the economy.” And that’s the way Kyle likes it. “There’s no such thing as a perfect job, but I’ve been here 30-plus years because I like the people I deal with; they become friends.”

Carla Waldemar cwaldemar@comcast.net June 2019

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OLSEN on Sales By James Olsen

Overcoming objections Overcoming Objections – The Pattern

he highest level of sales on the emotional side of the skill set is the positively assumptive attitude (without arrogance). A relaxed and professional approach puts the customer at ease and makes them want to buy from us. Because we do get some rejection in sales many sellers start to expect the “NO.” They are negatively assumptive and transmit this feeling to their customers, which is easy to say no to. Their attitude invites and then receives poor treatment. Other sellers are so nervous they make the customer nervous. Lastly there is a small percentage of sellers who are too aggressive, which sends the “I don’t care about you; all I want is the order” message, which is also easy to say no to.

Overcoming Objections – The Preparations

Master Sellers are not just “quick on their feet” with the “gift of gab.” Although this may be true, they also anticipate and prepare for objections. Preparations: 1. Emotional preparation. Master Sellers maintain their confidence and relaxed, positively assumptive tone throughout the call. Many sellers are charming until the business piece of the conversation starts, then they freeze up. Master Sellers have the “spirit of the positive” in their tone. “Of course, Susan, two great lumber people like you and I are going to figure out how to put this together.” 2. Anticipate objections. Master Sellers anticipate their customers objections thus are prepared with an answer for any and all objections that come up. 3. More good reasons why. Master Sellers load the gun. They have multiple reasons what they are promoting is a good deal. They use some of these reasons on the initial close then hold back more reasons to overcome the objection. If we can only come up with three good reasons to buy, we can use them in the beginning and repeat the same reasons again while overcoming the objection.

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Overcoming objections and closing is the highest level of sales on the technical side of the skill set. Few salespeople ask for the order. Even fewer ask for the order and overcome objections. The pattern for overcoming objection: 1. Do not make a sound while the customer is talking. Let the customer completely finish their objection, wait a full two beats before talking. Often customers will start up again with the real objection. In addition, pausing at the end of the objection makes the customer feel listened to and understood. It’s difficult to change minds, but if our customer doesn’t feel listened to and understood, it’s impossible. 2. When the customer is finished we say, “I totally understand how you think the price is too high, and I agree with you that it could seem that way, but let me give you a couple reasons it is justified in this instance.”

Overcoming Objections and Closing

After the initial pattern, we give three to five reasons to buy and finish by asking for the order. Examples: Customer: “Your price is too high.” Us: “I totally understand how you think the price is too high and I agree with you. Two days ago it was too high, but let me tell you why we need to pick this up now: (1) This is the stock you like. (2) This is the tally we can never get. (3) The market has come off $100. So, let’s put two of these on.” (Don’t leave this part out or it’s not a close!) Customer: “I’m not moving a thing right now. Call me next week.” Us: “I totally understand how you don’t want to buy when stock isn’t moving and I agree with you. Normally we shouldn’t buy when things are slow, but that’s exactly why we should buy: (1) Everyone is holding off, but they’re still selling. (2) The market has come off $130 on that item. (3) We are at 3% of record lows on it. (4) The spreads are so out of whack this item will have to go up soon. (5) You will be busy in 45 days. So why don’t put on at least three?” (Don’t leave this part out or it’s not a close!) Add to your bottom line: start overcoming objections today. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Building-Products.com

June 2019

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THE REVENUE Growth Habit By Alex Goldfayn

Lessons in perseverance at the Kentucky Derby

y wiFe and I attended the Kentucky Derby in early May—our fourth in the last five years. As you’ve probably heard by now, the apparent winner, Maximum Security, was controversially disqualified for interfering with some of the other horses. This led to the biggest long shot in the field—Country House—being declared the winner. The worst horse won. My observations from inside Churchill Downs are thus: It was a good race, but the apparent winner, the 7 horse, led through much of the race and cruised to what seemed like an easy two-length victory. We were not informed that there was an objection and that the race was under review. Although the results were not made official, we just assumed the stewards were reviewing a close finish for third place. The winning horse was on the screen with roses on it. The jockey pumped his fists. The family celebrated. About 10 minutes following the race, my phone started to light up. I was getting texts from friends, family and clients (including some of you!) that the race was under review. By now, the winning jockey appeared on the big screen mortified, face frozen in shock and horror. More time passed. Many people had cleared out of their seats by now. Twenty-two minutes following the conclusion of the race, we were informed that a review had occurred, and its results were announced. The new winners were shown, celebrating. The disqualified jockey and trainer and owners

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were near tears. The winning horse lost. The second place and worst horse became the winner. Third became second. And fourth came into the money. A monumental change for those making wagers. And the stadium was two-thirds empty. People had gone to cash in what they thought were their winning tickets, and were streaming out of Churchill Downs. Betting slips were strewn on the ground. People thought they were losing bets. But some of them were winners. Some people returned, crawling on the dirty cement floor in their suits and dresses. One guy in a box in front of us muttered as he searched, “My wife swears she had a winning ticket somewhere here.” Other people simply roamed from box to box looking for discarded winning slips, looting (or salvaging) what was abandoned too soon by others. Some of these folks were just grabbing handfuls of discarded slips to get them scanned at the betting window. Too many people left way too soon. They didn’t stay in the game. They quit the game. They didn’t even know the game was not yet decided. But they left. And it cost them real money. As it does for us, in sales. For as long as we are in the game—as long as we persevere and keep trying—we have a chance to win the sale. But as soon as we give up (and leave the arena) we voluntarily abandon any possibility of success. It is physically impossible to make the sale when we behave as though we have lost the sale. And I don’t know about you, but I feel like my prospects deserve my help, and I owe it to them to stay in the arena with them as long as possible. Like so many of the Derby attendees should have. (My single greatest tip if you are interested in going to the Derby is to get a covered box. This will protect you from the sun and rain, and keep you in good cheer while those without cover struggle to stay dry in their fancy outfits. It has rained—a lot—the last two years.) Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams By Susan Palé

Want to keep your best employees? Time to talk about pay again n a previous article, we talked about some of the unique compensation challenges that occur in this tight labor market when hiring new employees. This month we’re focusing on some ideas for retaining your best employees in this same tight labor market. These are the employees that your competitors may be trying to lure away because they’ve lost people to their competitors. Or maybe your employees are just looking around for a higher salary and more opportunities. Or maybe they’re just plain unhappy where they are. A 2018 Conference Board survey reported that only 43% of employees are happy in their current positions. That number is up slightly from previous years, but still not looking all that great. So how do you keep your best people without breaking the bank? This, too, is a complex issue with no simple solution. There are some steps, though, that you can take to increase retention. And the good news is they don’t all involve big salary increases.

1 . Invest time and $$$ in your managers and supervisors. According to a recent Fortune.com survey (and lots of other surveys too), the #1 reason people leave their jobs is because of bad supervisors and managers. “Bad” supervision and management comes in all shapes and

Q. We are considering putting in place a revised workweek policy for the summer months. Do we need to revise our handbook to do so?

A. No, you don’t need to revise it if it is a trial or something you’re just planning to roll out for this summer. We do recommend that you create a policy for it, however, so that employees understand how to implement it and understand how it relates to existing vacation and PTO policies. You can roll out the temporary policy and have employees review and sign it. It should also have a time period indicated, such as the policy is in effect 6/1/19 – 8/31/19.

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sizes. Employees may feel their work is not recognized and appreciated, may not be given clear direction, and often receive no feedback on their performance until appraisal time, when a host of issues that might easily have been addressed sooner suddenly appear. To be fair, employees who are promoted into supervisory and management positions often lack the skills to succeed and aren’t given a lot of guidance and support by their supervisors and managers. And if they’re not successful and leave the organization or move to another position, that means another new, inexperienced supervisor may assume the role. Unfortunately, it’s not unusual to hear employees say, “I’ve had six different supervisors in the last 18 months and have no idea what I’m supposed to be doing.” Investing in your managers and supervisors can help your organization avoid this chronic problem.

2. Be proactive

Often, employees don’t get asked any questions about staying with an organization until they announce they’re leaving. Being pre-emptive and proactive— through regular employee communication (both formal and informal channels)—can help identify employees who may be thinking of leaving. In 2014, recruiters at Building-Products.com

Credit Suisse (yes, they are huge) started calling employees identified as being at risk of leaving and notifying them of openings within the company. The company estimated they successfully retained 300 employees and saved $75 million to $100 million in recruiting and training costs as a result.

3 . Start thinking—and communicating—total compensation Last month we talked about the concept of total compensation and the fact that most organizations don’t do a good job of thinking about and communicating total comp. A typical benefit package is “worth” 30% to 35% of base salary, and a robust package may be worth almost 50%. Add in incentive and profit sharing plans, and your total compensation package may actually exceed that of your competitors. Make sure your employees understand that! And just like it’s possible to create a customized benefit package for a potential new hire, offerings like an extra week of paid vacation or an increased contribution to health insurance can be useful tools for retaining an employee that you don’t want to lose. 4. Restructure jobs

If you’re balking at giving each of your customer service representatives (CSRs) a $10,000 raise to match the salary of that new CSR, consider restructuring or adding more responsibility to their jobs. Do they handle more complex calls? Do they work more closely with the sales representatives? They may already be functioning as senior CSRs. However you choose to address this type of issue, be sure you are rewarding something tangible and meaningful.

Be transparent if you go this route. Remember, your employees will talk about it.

5 . Offer a variety of training and development opportunities According to the same Fortune survey cited above, the third most frequent reason for employees to leave their jobs is lack of opportunity. There are multiple ways to provide your employees with training and education to prepare them for new opportunities. These may include formal training courses, industry conferences, or inexpensive alternatives such as providing a mentor or a cross-training opportunity. An increasing number of employers are also offering tuition reimbursement for education not related to an individual’s current position. Many traditional tuition reimbursement plans limited reimbursement to course work related to a current position, but a 2015 International Foundation of Employee Benefit Plans survey reported 46% of survey respondents offered tuition reimbursement for any course work, whether or not related to work currently performed. Bottom line: get creative and ahead of the game to keep your best employees. And if you need any help with your compensation needs, give us at Affinity HR Group a call! Susan Palé, CCP Affinity HR Group contact@affinityhrgroup.com

– Serving the industry for over 30 years – Phone:

800-763-0139

• Fax: 864-699-3101

www.spartanburgforestproducts.com Building-Products.com

June 2019

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Snavely Opens DC in Houston

Snavely Forest Products, Pittsburgh, Pa., has opened a new distribution center in Houston, Tx. The location, Snavely’s sixth, distributes a full complement of products including LP SmartSide Siding & Trim, LP SmartStart EWP, Typar, Versatex Trimboards, composite decking, and EDCO Products. It marks the first expansion for Snavely Forest Products since the distributor was acquired by Weekes Forest Products in February 2018. “The Houston facility will provide us access to one of the top housing markets in the country as well as

allow us to better service surrounding markets including, San Antonio and Austin,” said COO Clark Spitzer.

Kodiak Buys Christensen

Kodiak Building Partners has acquired four-unit Christens en Lumber, Fremont, Ne., after nearly a century of family ownership. Founded in 1923, Christensen operates showrooms and sales offices in Fremont, Elkhorn and Lincoln, Ne., and Kansas City Components, Spring Hill, Ks. Christensen Lumber will become a new division of Kodiak’s Building Materials Group, with Tom Christensen staying on as president.

DEALER Briefs Youngblood Lumber Co. , Minneapolis, Mn., has closed after more than 90 years of family operation and sold its one-square-block property to a redeveloper. Yoder Building Supplies Erickson

is the new name of Lumber, Hibbing, Mn.

Franceski Lumber Co ., Forest City, Pa., is liquidating after 105 years, to allow owner Joe Franceski Jr. to retire. Dettwiller True Value Lumber has moved its Pomeroy, Oh., into a larger, newly constructed facility.

Simonson Lumber, St. Cloud, Mn., suffered $90,000 in damages from an attic fire May 14. The blaze is under investigation. Busy Beaver opened a 60,000sq. ft. home center May 24 in East Liverpool, Oh. Additional openings are planned this fall for Chambersburg and Red Lion, Pa. Ada Building Center , Ada, Mn., has been put up for sale by retiring owner Danny Bredman.

For Kuiken Brothers, it wasn’t about getting customers in.

Prairie Side True Value , Kenosha, Wi., submitted plans to build an Ace Hardware in town.

It was about getting them out and on their way fast. “Working with CT Darnell was like working with a partner who was as invested in the outcome of the project as we were. They truly understand the importance of our customer’s experience, and they know how to work with new and existing conditions to maximize the efficiency of the space.”

Zimmer Hardware , Palatine, Il., closed in March after 136 years. Ace Hardware, Park Falls, Wi., has rebranded as True Value. Matthew D. Kuiken V.P. of Operations

When Kuiken Brothers decided to renovate their 80-year-old Bergen County, NJ, location, they were laser-focused on increasing speed and efficiency. Could they transform their operation to allow their customers easy, pickable access to more inventory in a fraction of the time? By partnering with CT Darnell and Sunbelt Rack, they did just that!

Watch the video and find out how at www.sunbelt-rack.com/stories

CT-Darnell.com

Sunbelt-Rack.com

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800-353-0892

Home Depot opened a 144,000sq. ft. home center May 9 in Spring, Tx.—one of four new stores planned for 2019. 84 Lumber was recently named 2018 Supplier of the Year by Associated Builders & Contractors of Western Pennsylvania. Hammond Lumber’s stores in Auburn, Bangor, Belgrade, Boothbay Harbor, Damariscotta, Fairfield and Portland, Me., won the National Safety Council’s 2018 Occupational Excellence Achievement Award. Scruggs Lumber , Jefferson City, Mo., is celebrating its centennial. Building-Products.com

Wood Reimagined Engineered Wood Products / Studs & Timbers Real Wood Siding / Softwood Plywood Roseburg.com

800.245.1115

Contractor Buys Pair of Cedar Rapids Lumberyards

Practically overnight, Marty Hoeger went from a contractor in Cedar Rapids, Ia., to owner of both of the town’s local independent lumberyards. Simultaneously, Hoeger purchased 113-year-old Ogden & Adams from Larry Paulson, and 69-year-old Cedar Rapids Lumber from Randy Kelley. Paulson is retiring and Kelley will stay on as an employee. Both locations will carry the Ogden & Adams name. To run the operations full-time, Hoeger has resigned as business development manager for Graham Construction of Cedar Rapids.

Oldcastle Rebrands MoistureShield

Oldcastle APG, Atlanta, Ga., is rebranding its composite decking and railing business—formerly known as Advanced Environmental Recycling Technologies (AERT)—as MoistureShield. MoistureShield joins other Oldcastle APG brands such as Echelon masonry wall systems, Belgard pavers, Permacon hardscapes, Sakrete bagged concrete, and Amerimix mortars. “With the acquisition of AERT in 2017, we set out on a new endeavor to bring our blueprint for success to the composite decking marketplace. Today’s name change is more than a new logo—it’s a commitment to our customer base,” said Oldcastle APG executive VP Ken O’Neill. “We commit to delivering best-in-class composite solutions for our many customer channels… from production, innovation to customer support.”

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SUPPLIER Briefs Boise Cascade, Florien, La., is upgrading its #1 lathe with USNR’s M1380 Core Drive, to improve the lathe line’s reliability and productivity. Installation is scheduled for later this year. Lee Roy Jordan Lumber , Dallas, Tx., is now carrying bamboo decking from MOSO North America. Klumb Lumber, Greenville, Tn., is now distributing Versatex Building Products’ PVC trim in eastern

Tennessee, southeastern Kentucky, southwestern Virginia, and western North Carolina. Versatex products are also being stocked at Wholesale Millwork’s distribution centers in Richmond, Va. (for southern Virginia); Reading, Pa. (for eastern Pennsylvania); and Mays Landing, N.J. (for New Jersey).

Mid-Am Building Supply, Moberly, Mo., is now distributing KWP Siding Products’ primed and prefinished engineered siding to the Central U.S. Collums Lumber , Allendale, S.C., has added USNR’s BioVision machine vision technology to its trimmer line, improving flow-through to boost production.

Clayton Supply , a division of Clayton Home Building Group, will build a 130,000-sq. ft. truss and wall panel manufacturing facility in Westmoreland, Tn.

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THINKING Ahead By Alden J. Robbins, Robbins Lumber

Carving a legacy out of wood

t has been said many times, by many people who swear allegiance to the lumber business, that “sawdust gets in your blood.” Translation: once you fall in love with this industry, it’s going to become a long-term affair! That’s even more true, from my perspective, when you’ve been exposed to it at an early age and spent virtually your entire life surrounded by it. My brother, sister, and I—the fifth generation to own and operate Robbins Lumber Co.—grew up looking down on the family sawmill in Searsmont, Me. Our childhood was filled with the modern workings of mill production, including the thud of wood hitting the deck, the insistent beep of forklift backup alarms, and plumes from the smokestack curling up in the distance. Those sights and sounds were reinforced by the nostalgic retellings of how our grandfather took part in the last log drive down the river and how our great-grandfather hand built the wooden gears on the original water wheel. Today, our experiences will shape the stories told to future generations of the Robbins family.

The Family That Works Together...

It isn’t a foregone conclusion, however, that just because you have family roots in the industry, your own destiny is preordained. It just so happened that, for me, it was. After completing my post-secondary education, which included a Masters of Business Adminstration and a heavy dose of forestry coursework, a number of circumstances brought me back to Robbins Lumber. Not least among them were a lifelong love of the industry and a fierce respect for and loyalty to my father. My sister and brother also found their way back to the family business, and I can’t think of a scenario that could have turned out better. We as siblings are extremely

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FAMILY AFFAIR: (Left to right) Catherine Robbins-Halsted, James L. Robbins, Alden Robbins, James A. Robbins, Jenness Robbins.

fortunate to get along amazingly well, using our different strengths and weaknesses to create balance and unity. When you have a nurturing, loving, and supporting family bond, you essentially have the foundation for a healthy working relationship and a strong personal and professional support network.

... Also Has to Work Harder

Sometimes, though, rising through the ranks of your family-owned business can mean having to put in a little extra effort to demonstrate that you have earned your position, and not merely had it handed to you. From the moment I started in sales, I always refrained from introducing myself as “Alden Robbins.” Instead, I would say, “This is Alden, from Robbins Lumber.” I always

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A Special Series from North American Wholesale Lumber Association

wondered if customers were going to give me the time of day because of the way I approached them or if they simply felt obliged because they recognized me as the owner’s son. I made it a point, meanwhile, to make myself visible actually doing the work—whether in the saw mill, the planer mill, or the Christmas tree fields. I’ve never had a problem “getting my hands dirty” delivering lumber, picking up the yard, or fixing the shavings bagger. The current complexities and demands of my job mean I can’t spend as much time on grunt work as I once did, but I think workers have appreciated seeing that I’m not just a mouthpiece. My dad always said, “You’re never going to be able to tell someone how to do the job unless you’ve done it yourself,” and this is one way that I’ve tried to demonstrate that. Another strategy is to blur the line between executives/owners and the rest of the company. We have an open-door policy, so that anybody from any department has access to us at all times. There is sometimes the perception that upper management doesn’t really get out to see or do anything. I try to combat that by keeping up with new processes, communicating often with operators. My brother and sister are the same way—we get here early and stay late, trying to set a good example. And while we are actually related, we treat the rest of the Robbins team like family. Some of the people I work with I grew up with, I went to school with, and I’ve even worked with their parents and grandparents. And some of them, I’ll work with their children.

The Children ARE the Future

Already, some of my own children, who are still fairly young, have started to work in the business on a limited basis—as have some of my nieces and nephews. That doesn’t necessarily mean, however, that they will all take up the mantle to keep the family legacy going. Certainly, there’s nothing we’d love more; but there’s no pressure, either. For my own kids, at least, my hope is that they will branch out first and gather some experience in another company, another industry, or another part of the country. That’s something that I regret I never did, missing the potential to extract something valuable elsewhere and apply it to our own business. It is something that my sister did for several years, and I think it served her well in her various responsibilities, such as accounts receivables and human resources. When the time comes, choosing whether or not to continue the family tradition will come down to a

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decision of the heart: if it feels wrong, it’s probably going to be wrong. It also will entail looking at interpersonal relationships and how the decision will affect day-to-day family dynamics. Equally important is whether or not the previous generation is ready to cede leadership, because things will get tricky if they are not. Regardless of whether young people come into the industry through the home-grown route or whether they are recruited in, they must come. NAWLA, where I hold a seat on the board, recognized that need some years ago and launched its Generation Next initiative. The proactive drive aimed to foster greater involvement in the association by young people. I believe it has made NAWLA a stronger and more vibrant organization, which is ever important as the industry faces both exciting new opportunities as well as continuing challenges. For example, young people have a chance to be part of the solution to something they are passionate about—such as climate change—through wood-based building solutions that offer greater carbon sequestration and lower embedded energy costs.

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.

We should probably tell them, though, that once they get that sawdust in their blood, splinters in their hands, and the scent of pine on their person, it could be addictive. In fact, we have warned them, in the most wonderful way. In a recent campaign targeting youth, we put up a poster in high schools that asked, “What will your next job smell like?” When the scratch-and-sniff design is activated, it gives off the intoxicating smell of pine, to serve as a lingering reminder of the industry and all it has to offer. – Alden J. Robbins is vice president and sales manager for Robbins Lumber, Searsmont, Me. (www.rlco.com), and a board member of the North American Wholesale Lumber Association.

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PRODUCT Spotlight By Southern Forest Products Association

Southern pine industry builds on foundation of success outhern pine lumber manufacturers maintained their upward annual volume trend in 2018, reaching nearly 19 billion bd. ft., and 2019 is shaping up to be another successful year for both shipments from the mills and for sales by dealers and distributors. Manufacturers large and small find their market niche and stick with it, servicing customers using expanded domestic and international distribution channels. For dealers, that translates into improved inventory management and on-time deliveries. The Southern Forest Products Association is the lumber dealerâ&#x20AC;&#x2122;s prime resource for online sales tools and southern pine product information. 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 southern pine materials generates abundant resources for those selling their products.

Superior Southern Pine Decks

Southern pineâ&#x20AC;&#x2122;s superior treatability makes it the preferred species when pressure treatment with wood preservatives is required. That is why nearly 85% of all pressure treated wood used in the U.S. is southern pine. Todayâ&#x20AC;&#x2122;s pressure treated wood products are manufactured with preservatives that are safe for use around people, plants and pets. The treatment provides long-term resistance to decay and termite attack, with no components that are considered hazardous under the Environmental Protection Agency (EPA) regulations. Pressure treated southern pine remains the most cost-effective and durable solution for outdoor building projects. Wood decks are attractive to homeowners because they increase the usable living area of a home by enhancing the beauty and functionality of the outdoor living space. Contractors can offer many different design choices from simple, compact structures to elaborate multi-level decks with fully functional outdoor kitchens. A well-constructed southern pine deck can create a natural extension of a home while offering an escape from the stresses of everyday life.

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June 2019

Often the order for treated lumber is enhanced if the sales team has a thorough understanding of deck design. SFPA offers resources that can help. Download a copy of Southern Pine Decks and Porches, a 12-page illustrated guide to building a safe, code-compliant deck. Keep it at your counter to share with customers. It covers the entire process, from footings and posts to framing the deck, plus finishing and maintenance. References are made to the Prescriptive Residential Wood Deck Construction Guide from the American Wood Council, geared to professional deck builders and handy do-it-yourselfers. Building-Products.com

LEARN MORE about the record-setting level of southern pine exports at SouthernPineGlobal.com.

Dealers working online can access SouthernPineDecks. com and use this site as a virtual training module for new hires. The content covers deck and porch construction from start to finish. If customers challenge you on the merits of composite decking, check out the page “Wood vs. Composites” from the home page’s footer and learn all the advantages of using real wood for any outdoor project. Dealers can also search the Product Locator of SouthernPine.com and select from some 400 lumber products. Do you need to adjust your product mix to suit demand in your growing market? Do you have a product need to complete your inventory? SFPA’s online Product Locator can steer dealers and distributors to manufacturers in their state. Sizes and lengths, grades, even packaging preferences are here. 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 board footage calculator, a handy tool for dealers wanting to quickly total up orders or the yard’s inventory.

new emerging markets that are accustomed to tropical hardwoods. How the U.S. industry sizes and grades lumber is unique, and it takes a lot to train traders and specifiers about how to choose U.S. products best suited to their needs. And in markets accustomed to hardwoods, extensive training is needed on how to handle and store kiln-dried softwoods from the United States. The southern pine lumber industry continues to expand global markets for lumber, and its latest efforts are clearly paying off. Exports of southern pine lumber have reached record levels each of the past seven years. Surveys of overseas buyers continue to show that the industry’s educational work is having a direct impact on awareness and sales of southern pine. While mature markets in Europe and the Caribbean remain important, much of the Southern Pine Council’s work is centered on emerging markets in Southeast Asia, South America, Central America, Pakistan, and India. There has been unprecedented growth in exports to these markets and opportunities exist for future expansion. Growth in exports is due to the decline of quality

HOOD LUMBER

Silver Creek, MS

Metcalf, GA Waynesboro, MS Bogalusa, LA

2018: Record Year for Exports

Exports of southern pine lumber continue to surge and reached a record level of $488 million in 2018. Within this volume, exports of pressure-treated lumber also increased from the previous year. Exports have jumped sharply in regions targeted by the Southern Pine Council’s (SPC) international market development efforts. Record sales were achieved in China and emerging markets recently targeted by SPC in Southeast Asia, Central America, and South America. Rising demand for southern pine lumber is undeniably linked to the industry’s efforts to introduce this species to buyers worldwide. SFPA partners with the Southeastern Lumber Manufacturers Association to unite the common export objectives of southern pine lumber producers. The associations leverage USDA Foreign Agricultural Service (FAS)-administered programs to promote exports of Southern Pine lumber. These cost-share programs allow the industry to reach new emerging markets in Southeast Asia, South America, Central America, Pakistan, and India. The biggest challenges southern pine manufacturers face is the lack of education among overseas buyers about U.S. softwood lumber grades and sizes, particularly in Building-Products.com

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 June 2019

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domestic logs which is driving buyers to source lumber from the United States. More information on SFPA’s international promotional efforts is available online at SouthernPineGlobal.com.

A Growing Resource

The forests of the Southern United States remain some of the world’s most productive and North American forests provide the world a sustainable source of legally-harvested wood products. More often, importing countries are requiring certified SYP shipments, and manufacturers are responding by getting better acquainted with certification procedures. The forests of the South are among the best managed in the world. In addition to naturally regenerated forests, more than 800 million trees each year are planted, ensuring long term sustainability.

Forest Products Expo Creates Connections

SFPA established the Forest Products Machinery & Equipment Exposition to help advance the industry and provide a forum for the exchange of ideas contributing to improved sawmill efficiency. As the industry has become more efficient, the typical Expo attendees have evolved to include: key decision makers who control major purchasing budgets, mill supervisors looking to improve efficiency, marketing experts seeking promotional vision, and young professionals making tomorrow’s decisions. The three-day show provides a place to reconnect with colleagues, discover new trends, and explore opportunities. Both first-time and returning attendees alike play a vital role in the continued progress of the lumber industry.

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FIVE OUT OF SIX pressure treated wood decks in the U.S. are built from southern pine.

Each exhibiting company has contributed to the industry’s success throughout the years, and attendees will find that the Expo 2019 halls feature dynamic displays showcasing the latest in wood processing technology. Although the expositions were originally planned to be held every two years, the second event was delayed until 1953 because of the Korean conflict. Since then, the machinery expositions sponsored and conducted by the association have been held on a biennial basis. With each successive show, the industry has reunited to connect with colleagues and explore new and exciting machines, processes, or technological improvements for the sawmilling industry. “People come to Expo with an exploration mindset,

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looking for opportunities to invest in their operations,” says SFPA deputy director Eric Gee. Located in the heart of America’s wood basket that’s close to many sawmills, exhibiting companies have met with a quality crowd of key decision makers for close to 70 years. The next event, Expo 2019 – SFPA’s 35th Forest Products Machinery & Equipment Exposition, is coming up soon: June 26-28, once again at the Georgia World Congress Center. Atlanta continues to invest heavily in the downtown area, especially after hosting the NFL Super Bowl LIII. As part of Expo’s commitment to providing a quality event experience, a new free smartphone app is now available— download “FOREST EXPO” in the App Store or Google Play. The app allows you to preview the floor plan, search for exhibitors and set up exhibitor appointments. “The Expo App is the perfect pre-show planner and post-show reference tool,” Gee notes. “Once downloaded, it’s not dependent on an internet connection. You’ll have an easy-to-use digital tool for extending connections made at Expo.” For nearly 70 years, a forest products association sponsored trade event has successfully connected the lumber manufacturing community, and the meaningful business relationships forged during Expo extend long after the show ends. Registration is now open to attend Expo 2019; visit www.sfpaexpo.com for complete details.

SFPA’S ANNUAL Forest Products Expo has become the premier venue for equipment manufacturers to display their products and services to the wood processing industry.

Sparkman, Arkansas

Phone: (870) 678-2277 • Fax: (870) 678-2522

www.raywhitelumber.com The White Family – Serving the Lumber Industry for Five 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. Building-Products.com

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INDUSTRY Trends By David Koenig

MORE HIGH quality southern pine is the net result of the large number of expansions Canadian manufacturers are funding throughout the U.S. South. (Photo by Interfor of its Swainsboro, Ga., operations)

Canadian producers settle into southern pine t wasn’t too long ago that it was inconceivable to imagine Canadian companies would be selling southern pine. But today three of the five largest producers of southern lumber are headquartered in Vancouver, B.C. Just as dramatically, those three leading Canadian manufacturers now operate just as many—and in one case significantly more—sawmills in the U.S. than they do north of the border. The disparity seems likely to grow even larger, as the companies further expand operations in the South and idle less-profitable facilities in Canada. How did this change happen and what has been the net result?

ADDITION OF GradEx lumber grader at Interfor’s SYP complex in Meldrim, Ga., has helped reduce the output of lower quality lumber and increase premium quality sorts.

NEW CONTINUOUS dry kiln at Canfor’s Urbana, Ar., mill is one of many new expansions at sawmills in the region.

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It began inconspicuously enough in 2000, when West Fraser Timber bought a pair of southern mills from Plum Creek. The idea at the time was to spread its operations over a wider geographic base, taking its “successful, low-cost lumber manufacturing approach” closer to its customers and a “long-term, plantation-based fiber supply.” But it took six years of spiking housing starts and Canadian producers feeling squeezed by tariffs before Building-Products.com

things really started getting interesting. At the end of 2005, Canfor also concluded it needed to diversify its product mix and establish manufacturing operations closer to its customer base in the U.S. South. It agreed to purchase New South Companies, with SYP mills in Camden and Conway, S.C., and Graham, N.C. Eighteen months later, West Fraser entered the region by purchasing 13 southern pine sawmills from International Paper. Canadian acquisitons into the South intensified starting about five years ago in part due to the infestation of mountain pine beetles decreasing British Columbia’s timber base. Meanwhile, billions of board feet of plantation-growth southern pine was just coming into its prime. Through periodic acquisitions, culminating in 2018’s purchase of Elliott Sawmilling, Estill, S.C., Canfor Southern Pine is now up to 13 SYP mills. Most newly acquired operations were immediately refurbished and expanded. But Canfor continues to regularly reinvest. Its Moultrie, Ga., sawmill just underwent a rebuild. Fulton, Al., recently added a profiler and is currently building a new planer mill. Urbana, Ar., just completed adding a new continuous dry kiln. Hermanville, Ms., is getting additional sorter bays so it can pull more value-added product. And Camden is undergoing a full mill upgrade expected to be completed in 2020. “We are making significant investments in our U.S. operations because all the essential elements are point-

CANFOR log deck shows off the high quality logs the South provides.

ing to a bright future for our industry,” noted Fred Stimpson, president of Canfor Southern Pine. “The U.S. South offers a strong timber basket, a favorable business climate, access to a quality workforce, and an in-depth knowledge of sawmilling and the

lumber industry. With the addition of Canfor’s recent acquisitions, we will be the largest global softwood lumber producer in the world and our operations in the US south are key to our success.” In 2013 and 2014, Interfor acquired

Top Draws to the South for Canadian Producers • Plentiful supply of fast-growing, high-quality, affordably priced wood • Proximity to strong construction markets, from Texas to Virginia to Florida • Skilled labor pool • Supply shortage in B.C.’s interior region due to wildfires and mountain pine beetle infestation • Surplus of mill capacity in B.C. • Potentially avoid new tariffs or export restrictions • Southern mill operating margins are the highest in the world

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nine Southern sawmills—seven of them in Georgia. “Interfor recognized opportunity in the U.S. South to grow its business because of the favorable business environment, attractive sustainable and well-managed timber supply, proximity to end-use markets, and sawmills with untapped potential,” said public affairs manager Tim Lowrimore. “Another great advantage (was) the opportunity to diversify its product profile with the SYP lumber business.” Interfor recently announced a $305-million capital investment plan to grow its SYP production. It has allocated nearly $200 million to rebuild and modernize operations in

Eatonton and Thomaston, Ga., starting this fall. An additional $65 million was spent on just-completed upgrades in Meldrim, Ga., and Monticello, Ar. West Fraser added two independent mills in Arkansas in 2014 and seven from Gilman in 2017. In total, West Fraser operates 22 Southern mills with a combined annual capacity of 3.1 billion bd. ft. As West Fraser has acquired mills, it has put each of them through Sustainable Forestry Initiative certification for fiber sourcing. Conifex Timber Ltd. first entered the South in 2015 with its $21-million acquisition of an idled Georgia-Pacific sawmill in El Dorado, Ar. It promptly invested another $100 million over the

next two years modernizing the facility and bringing it back on line with an annual capacity of 180 million bd. ft. Last year, Conifex purchased two more SYP mills—in Glenwood, Ar., and Cross City, Fl.—doubling its capacity in the South to 550 million bd. ft. and matching its output in B.C. Both mills completed extensive refurbishments in 2017. Tolko, Vernon, B.C., is also partnering with Southeastern Timber Products on tripling the size of STP’s mill in Ackerman, Ms. Canada’s top lumber producers have made themselves at home in the South, and see a shared bright future for their companies and for the industry in their newly adopted communities.

Largest Lumber Producers in the South Annual Capacity (millions of bd. ft.)

West Fraser

22 Southern mills All 35 North American mills

Weyerhaeuser

11 Southern mills All 19 North American mills

Canfor

13 Southern mills All 26 North American mills

Georgia-Pacific

14 Southern mills All 15 North American mills

Interfor

9 Southern mills All 18 North American mills

PotlatchDeltic

3 Southern mills All 6 North American mills

Klausner

2 Southern mills

Conifex

3 Southern mills All 5 North American mills

Rex Lumber

3 Southern mills

Hood Industries 4 Southern mills

Jordan Lumber 1 Southern mill

Westervelt

1 Southern mill

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3100 7100 2500 5000 2300 6100 2300 2400 1400 3110 735 1200 700 550 1100 560 555 500 370

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

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

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

MOVERS & Shakers Todd Meade has been promoted to president and CEO of ECMD, North Wilkesboro, N.C. He succeeds Joe Woods, who has resigned to pursue other opportunities. Sharon Woodcock, ex-True Value, is a new account mgr. with Madison Wood Preservers, Madison, Va. Lee Shifflett has joined the inside sales team as an account mgr., and Sam Taylor is a new assistant account mgr. Bill DeGroat has been named VP of the global building materials division of Elof Hansson, Tarrytown, N.Y. Sammy McCorkle, general mgr., Timbermen Inc., Camak, Ga., has retired after 41 years in the industry. Bryan Kubitz, ex-International Beams, has moved to Roseburg Forest Products, as Sarasota, Fl.-based regional business mgr. of EWP. Kenny Mays, ex-Wilson Lumber, is now market mgr. with Brand Vaughan Lumber, Columbus, Ga. Ted Cooper has joined Alexandria Moulding, WilkesBarre, Pa., as New England sales rep. Reid Price has joined Viance, Charlotte, N.C., as graphic design mgr. Julie Davies, ex-Wisconsin Building Supply, is a new Brookfield, Wi.-based architectural sales rep for Weather Shield Windows & Doors.

Richard Carroll, ex-Hoover Treated Wood, is now operations mgr. for American Tin Ceilings, Bradenton, Fl. Doug Rose has been promoted to paver sales mgr. at Pine Hall Brick Co., Winston-Salem, N.C. Joseph Hoekzema and Brian McGuire have been promoted to directors of sales for Kemper System America, West Seneca, N.Y. Based in Hasbrouck Heights, N.J., Hoekzema will oversee New York, New England, New Jersey, Pennsylvania, Ohio and Canada, while McGuire will lead sales for the rest of the U.S. and Mexico from Cary, N.C. Christopher Griffin has been named CEO of USG Corp., Chicago, Il. Matthew Parrish succeeds him as president and CEO of Knauf Insulation, Shelbyville, In. Byron Smith has joined the Keene Family of Companies, Cleveland, Oh., as president of its Continental Products and Rio Flooring Systems divisions. Also at Continental, Guy Braun is division mgr. of industrial coatings & branded products; Ian Ward, purchasing & materials mgr.; and Fran Melzer, customer service rep. Aaron Youngworth is now division mgr., Rio Flooring Systems; Eric Horstman, division mgr., waterproofing line, Keene Building Products; and Matt Warren, sales & marketing mgr., Keene Village Plastics Steve Henderson has joined the pre-construction team at Industrial Caulk & Seal, Delta, Pa.

Derek Ratchford, ex-Canfor/Anthony, has been named VP of U.S. operations for Tolko Industries, Vernon, B.C. He is based in El Dorado, Ar.

Maggie Hardy Knox, president of 84 Lumber, EightyFour, Pa., was named a 2019 Fox Rothschild Outstanding CEO and Top Executive by the Pittsburgh Business Times.

Amy Alexander-Lynch, ex-Oldcastle, has joined Quality Edge, Walker, Mi., as Atlanta-based Southeast territory sales mgr.

Cara Vann is the new dispatcher at Mungus Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Natalie Goodwin is now in sales at Lumbermenâ&#x20AC;&#x2122;s Inc., Indianapolis, In. Richard Warner has been named general mgr. of Carter Lumber, Millville, N.J. Shuoya Shu, International Forest Products, Foxborough, Ma., has been promoted to VP-Asia sales. Casey Pastnode is new to sales at Marjam Supply, Fort Myers, Fl. Dan Carter has moved to Harvey Building Products, Londonberry, N.H., as purchasing mgr. Corbin Prows has been promoted to product development mgr. for Do it Best Corp., Fort Wayne, In. Andrew Hufford is now planning & production mgr.; Justin Hanford, sales & service mgr., and Scott Sproul, director of international sales. Bert Campbell, ex-Georgia-Pacific, has been appointed sales mgr. for M.C. Dixon Lumber Co., Eufala, Al. Howard C. Heckes has been named president and CEO of Masonite International Corp., Tampa, Fl. He succeeds Fred Lynch, who is retiring. Teri P. McClure, UPS, has been appointed to the board of GMS, Tucker, Ga. Hugh Laurie has been promoted to VP of finance for Boral Roofing, Charlotte, N.C. Harvey Shelton is new as Irvine, Ca.-based VP of operations.

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June 2019

BORAL ROOFING has added a new Design Center in Winter Haven, Fl.

Boral Adds Florida Showroom

Boral Roofing has opened a new Design Center in Winter Park, Fl. The facility showcases Boralâ&#x20AC;&#x2122;s full range of roofing solutions, including concrete, clay, composite and stonecoated steel. A wide array of colors and profiles comprise the onsite displays, emphasizing the vast options available within the product lines to complement varying homes, Building-Products.com

structures and architectural styles. In addition to product displays, the Design Center will also host continuing education courses for architects and professionals in the region, providing AIA CEU course credits. Product training learning sessions will also be held at the new facility.

Marvin Opts for New Look

Marvin Windows & Doors, Warroad, Mn., has streamlined its company name to simply “Marvin,” while rolling out a new corporate logo, reorganizing its products into new collections, and renaming its Integrity Windows and Doors brand. The new logo replaces the familiar yellow rose it has used since 1968 with a simpler, modern rose. Its doors and windows will now fall into three new collections. The Signature Collection will include its high-end products, including the Marvin Ultimate and Marvin Modern lines as well as products previously sold as the Marvin Contemporary Studio line. The Elevate Colection will consist of products formerly sold as Integrity Wood-Ultrex, while the Essential Collection will include previously Integrity All-Ultrex products.

Roseburg Runs Shed Promo

In an effort to reward existing DuraTemp customers and create more awareness in the marketplace, Roseburg has been running a “Great Outdoors” promotion. Right now, shed dealers can earn entries into the monthly, quarterly and a grand prize sweepstakes. The big prize is a Tracker Grizzly boat. There are also Cabela’s gift cards, kayaks, Yeti bundles, and Broil King packages up for grabs. Qualified shed dealers can earn an entry simply for registering, as well as by submitting invoices, participating in e-learning, and sending in shed photos. The promotion runs through August. Roseburg will award the grand prize at the Big Shed Show in October.

Engineered Siding New to NE

Maibec has launched its Resistech prefinished engineered siding into the Northeast U.S. using its existing distributor, Huttig Building Products. The new Resistech siding line, built on LP SmartSide, will offer one of the best warranties in the industry, stock and quick-ship programs, in stock and custom colors. Building-Products.com

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NEW Products

Machine-Applied Weathering Stain

Big, Rough and Rustic Thermoryâ&#x20AC;&#x2122;s new Kodiak spruce decking and cladding feature a rugged surface and wider size to create a bold, natural appearance. The knotted spuce boards offer a brushed texture, while their extra width speeds up installation. They are thermally modified to provide 25+ years of rot and termite resistance. Boards come 1x8 for cladding, 5/4x8 for decking. n THERMORY.COM (372) 606-2903

PPG MachineCoat WB waterborne weathering stain gives new commercial white cedar shingles the look of aged cedar. The low-VOC stain is an alternative to traditional solvent-based PPG Machinecoat alkyd weathering stains. Whitish-gray when machine-applied to new cedar shingles, the stain lightens over a six-to-ninemonth period, gradually assuming the appearance of aged cedar that blends naturally into its surroundings. The faux-weathered appearance lasts until the cedar begins to age and fade naturally. The coating air dries in approximately 30 minutes in ambient conditions. It also can be force-dried under suitable conditions. n PPGMACHINEAPPLIEDCOATINGS.COM (877) 622-4277

Extra-Wide Bamboo Boards

The Beonstone collection of attached manufactured-stone veneers by Oldcastle are a system of versatile, durable and easy-to-install panels available in four popular natural stone aesthetics and six colors. Delivering the same thickness and rich look of natural stone, the collection is the easier, more cost-effective way to achieve a high-end stone finish.

Together with wide Bamboo X-treme decking boards, MOSO has launched matching XXL siding boards to complete its outdoor range even further. Bamboo X-treme is the right choice for those who are looking for a sustainable solution for outdoor applications and at the same time value an elegant and modern appearance. The siding boards are very economical, because they are virtually maintenance-free and very quick and easy to install.

n BEONSTONE.COM (866) 256-7404

n MOSO.EU (855) 343-8444

Rich-Looking Veneers

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Cable News Superior Aluminum’s Series 2000 cable railing is aesthetically pleasing while providing unobstructed views and a physical barrier for commercial and residential applications. Railings are factory assembled to exact customer specifications, then shipped in maximum sizing that transport allows. This makes on-site installation simple, with no welding or cutting required. n SUPERIORALUMINUM.COM (937) 526-4065

Hybrid Windows Kolbe’s new Forgent Series is constructed of Glastra—a hybrid of fiberglass and UV-stable polymer formulated for strength and resilience. Multi-chambered Glastra extrusions in an advanced ladder design add strength and promote energy efficiency. n KOLBEWINDOWS.COM (715) 842-5666 Building-Products.com

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Keep the Noise Out National Gypsum’s Gold Bond SoundBreak XP Ceiling Board is a 3/4” sound-dampening drywall comprised of two pieces of high-density, mold, mildew and moisture-resistant gypsum board, with the company’s specially designed purple paper, laminated together with a viscoelastic polymer. The product installs and finishes like traditional gypsum boards and achieves Greenguard Gold Certification for indoor air quality. n NATIONALGYPSUM.COM (704) 355-7300

Folding Glass NanaWall Systems’ WA67 is the industry’s only folding glass wall system to mount extruded aluminum cladding to a solid wood core with a spacer bar to secure the materials together. This feature allows for different expansion rates between materials to avoid cracking for durability in any climate. The WA67 is built to withstand any changes in weather due to NanaWall’s proprietary evaporation chamber engineered to allow the wood and aluminum to expand and contract. n NANAWALL.COM (800) 873-5673

Compact Lifts Reaching Higher

Haas Door expanded its Residential Aluminum 360 Series to include four new impact resistant options. The sophisticated straight line look of the series can now be enhanced with Clear, Bronze, Dark Gray, and Pebble impact-resistant glazing. The impact resistant glazing on these garage doors also meets design pressure requirements for specific high wind areas around the country and can enhance safety.

The all-new ZT-1630 compact lift by Custom Equipment’s Hy-Brid Lifts is made with with precision maneuverability and is a premium machine built with professional operators in mind. The lift is ideal for applications including construction, facility maintenance and more. It’s the tallest offering from Hy-Brid Lifts, delivering a 16-ft. platform height and a working height of 22 ft.

n HAASDOOR.COM (866) 637-3667

n HYBRIDLIFTS.COM (262) 644-1300

Glazed-up Garage Doors

Durable Composite Railing TherraWood North America’s new wood-plastic composite railings are made from a unique blend of PVC, wood fiber, and other proprietary components to create an elegant, cost-effective, durable and safe alternative to wood. They are low-maintenance, rot proof, and resistant to insect and UV damage. Colors/textures include hazelnut brown, olive green, tropical brown, stone gray, anthracite, almond beige, and ivory white. n THERRAWOOD.COM

Building Products Digest n

June 2019

Building-Products.com

2019

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Crystal-Clear Sealant Vented Roofing Options

James Hardie Building Products’ HardieSoffit VentedPlus Panel surpasses code requirements for roof airflow, and saves time and money on installation by reducing the need for additional venting. Its unique design creates maximum air ventilation without allowing insects inside to build nests. The panel delivers long-term low maintenance and fireresistant protection.

Ultra Clear Flexible all-purpose waterproof sealant from DAP provides a clearer-than-silicone finish that stays extra clear with no hazing or yellowing. Made for a broad range of interior and exterior projects, the sealant stays permanently flexible, even in cold weather, providing a 100% waterproof and weatherproof seal to keep out water, air and moisture for years without cracking or breaking down. n DAP.COM (888) 327-8477

n JAMESHARDIE.COM (888) 542-7343

The Ultimate Hammer

Cali Bamboo has added two new Eucalyptus styles to its Eco-Engineered flooring collection. Engineered planks are frequently a strategic choice, with a layered construction that makes them more dimensionally stable, and therefore better suited for high moisture environments like kitchens, bathrooms, and basements. The new plank styles measure 48” long, 5-19/32” wide, and 15/32” thick. A 2mm-thick top wear layer of Fossilized eucalyptus adheres to a 8.5mm-thick core of eucalyptus plywood and a 1.5mm stabilizing eucalyptus base.

Bosch Tools is combining cordless performance with power and safety in a jobsite-tough rotary hammer. The Brushless Hammer comes with a CORE18V battery, which combines corded-like performance with next-generation Lithium-ion 21700 cell technology. The rotary hammer is engineered with Bosch’s KickBack Control technology, which reduces the risk of sudden tool reactions in bit bind-up situations. An integrated acceleration sensor automatically shuts the tool off to help prevent potential user injury. In addition to providing horizontal power transmission for optimized overhead, horizontal and downward drilling applications, the hammer offers a soft-grip handle.

n CALIBAMBOO.COM (858) 200-9540

n BOSCHTOOLS.COM (877) 267-2499

Eucalyptus Madness

Building Products Digest n

June 2019

Building-Products.com

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Brick Veneer Ledger Connector The BVLZ brick veneer ledger connector kit by Simpson Strong-Tie is a code-compliant, tested solution for attaching decks to wood-framed homes that have a brick or masonry veneer exterior covering. By attaching a wood ledger to the framing through the brick veneer, the connector enables decks to be safely attached to the home without the need to remove or replace large sections of the veneer. The connector kit includes a steel ledger connector plate, a compression strut, two 14â&#x20AC;? Strong-Drive SDWH Timber-Hex HDG tension screws, and six StrongDrive SD Connector shear screws. n STRONGTIE.COM (800) 999-5099

Bohemian Hues Through its Virtual Design Library of printon-demand laminate patterns, Wilsonart is offering a quarterly collection of curated designs called Scandinavian-Bohemian. The collection consists of a fusion of styles that work for any maximalist or minimalist space. This trend captures the free-spirited Bohemian aesthetic, while working in the bounds of a clean, crisp Scandinavian aesthetic. n WILSONART.COM (800) 433-3222

Custom Cut to Your Specs. Our sanders and specialty glues allow us to fabricate panels for whatever project you want to build. We can even engineer panels to meet unique and specific needsâ&#x20AC;&#x201D;including panels up to five feet wide, ten feet long and 1-15/32" thick. Tell us what you need, and we can make it happen.

1-800-547-9520 timberproducts.com 48

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June 2019

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ASSOCIATION Update Building Material Suppliers Association is reminding members to save the date for its upcoming summer conference in Myrtle Beach, S.C., July 25-28. The association chose “Boardwalk to Better Business” as the theme. Jeff Butler, known speaker and consultant, will deliver a keynote titled “Be the Pioneer Millennial Magnet.” Dr. Ed Seifried, Professor Emeritus of Economics and Business at Lafayette College, will speak on the economy in the 2020s. Mid-American Lumbermens Association’s 31st annual Sunflower Shootout gets underway June 14 at Hesston Golf Course, Hesston, Ks. Fees to participate in the four-person scramble will include drinks, food and prizes and an awards luncheon and auction will follow. Florida Building Materials Association’s Summer Education Conference is just around the corner on June 5-7 at JW Marriott, Orlando, Fl. Two new events added to the program are a Glow in the Night golf

tournament and a Texas Hold ’em Poker Tournament. The executive panel discussion will discuss how Florida’s homes of the future change. Northeastern Retail Lumber Association affiliates hosting activities to kick off the summer include: New Jersey Building Material Dealers Association, 24th annual fishing trip, June 7, Atlantic Highlands, N.J.; Western New York Lumber Dealers Association, fishing trip, June 7, Buffalo Harbor, N.Y.; Eastern New York Lumber Dealers Association, annual golf outing, June 14, Mohawk Golf Club, Schenectady, N.Y.; Retail Lumber Dealers Association of Maine, golf outing, June 18, Belgrade Lakes, Me.; and New Hampshire Retail Lumber Association, golf outing, July 11, London, N.H. Southeastern Lumber Manufacturers Association’s annual conference is rapidly approaching on July 17-21 at Boca Raton Resort & Club, Boca Raton, Fl. In addition to the trade expo, attendees will have access to a key-

note session with comedian Don McMillin and economist Michael Swanson. Guests will also have a chance to participate in the deep sea fishing excursion, a golf tournament and waterway tour. Mississippi Lumber Manufacturers Association expects over 500 industry professionals to attend its annual convention and tradeshow July 11-14 at the IP Casino Resort Spa, Biloxi, Mi. In addition to the show, the event will also feature a cocktail party honoring MLMA’s past presidents, silent and live auctions, and fishing and golf tournaments. Window & Door Manufacturers Association is hosting a technical and manufacturing conference June 25-27 in Minneapolis, Mn. The event will offer industry expertise on topics like emerging technologies, manufacturing applications, and regulatory issues. Forest Product Society will host its 73rd international convention in conjunction with the Forest Products Machinery & Equipment Expo at the Georgia World Congress Center, Atlanta, Ga., June 25-28.

Engineered to Your Needs. We manufacture high quality commodity and specialty softwood plywood with one thing in mind—providing the best product for you. We can provide the right grade, the right finish and the right specs for your needs. We meet not only performance requirements, but also the toughest environmental requirements.

1-800-547-9520 timberproducts.com Building-Products.com

June 2019

Building Products Digest n

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Peak Auctioneering – June 1, LBM auctions, Cleveland, Oh.; June 8, Chicago, Il.; www.peakauction.com. Lumber Dealers Association of Connecticut – June 5, golf outing, Oxford Green, Oxford, Ct.; www.nrla.org. Florida Building Material Assn. – June 5-7, summer conference with poker & golf tournaments, JW Marriott, Orlando, Fl.; www.fbma.org. New Jersey Building Material Dealers Association – June 7, 24th annual fishing trip, Atlantic Highlands, N.J.; www.nrla.org. Western New York Lumber Dealers Association – June 7, fishing trip, Buffalo Harbor, Buffalo, N.Y.; www.nrla.org. National Lawn & Garden Show – June 11-12, St. Louis, Mo.; www. nlgshow.com. House-Hasson Hardware Co. – June 13-15, market, Sevierville Events Center Sevierville, Tn.; www.househasson.com. Eastern New York Lumber Dealers Association – June 14, annual golf outing, Mohawk Golf Club, Schenectady, N.Y.; www.nrla.org. Mid America Lumbermens Association – June 14, Sunflower Shootout golf tournament, Hesston, Ks.; www.themla.com. Northwestern Lumber Association – June 18, golf outings, Woodland Hills Golf Course, Eagle, Ne.; June 20, Coldwater Golf Links, Ames, Ia.; www.nlassn.org. Retail Lumber Dealers Association of Maine – June 18, Belgrade Lake Golf Club, Belgrade Lakes, Me.; www.nrla.org. Construction Suppliers Association – June 21-23, Summer Fling, Oklahoma; www.gocsa.com. United Hardware Distributing Co. – June 21-23, market, Minneapolis, Mn.; www.unitedhardware.com. Forest Products Society – June 25-28, 73rd international convention, Atlanta, Ga.; www.forestprod.org. Window & Door Manufacturers Association – June 23-25, technical conference, Minneapolis, Mn.; www.wdma.com. Forest Products Machinery & Equipment Expo – June 26-29, Atlanta, Ga.; www.sfpaexpo.com. Central New York Retail Lumber Dealers Association – June 27, annual golf outing, En-Joie Golf Club, Endicott, N.Y.; www.nrla.org. Florida Building Material Association – June 27, aspiring leaders seminar, FBMA Hq., Mount Dora, Fl.; www.fbma.org. Rhode Island Building Material Dealers Assn. – July 10, golf outing & clam bake, Portsmouth, R.I.; www.nrla.org. New Hampshire Retail Lumber Assn. – July 11, golf outing, Lake Sunapee Country Club, New London, N.H.; www.nrla.org. Mississippi Lumber Manufacturers Association – July 11-14, annual convention & show, IP Casino Resort Spa, Biloxi, Ms.; www.mlmalumber.com. Central New York Retail Lumber Dealers Assn. – July 13, Day at the Races, Oswego Speedway, Oswego, N.Y.; www.nrla.org. Mid-Huson Lumber Dealers Assn. – July 15, golf outing, Powelton Country Club, Newburgh, N.Y.; www.nrla.org. Southeastern Lumber Manufacturers Association – July 17-20, annual conference, Boca Raton Resort & Club, Boca Raton, Fl.; www.slma.org. Northwestern Lumber Association – July 22, heritage roundtable, Rapid City, S.D.; www.nlassn.org. Building Material Suppliers Association – July 25-28, summer conference, DoubleTree, Myrtle Beach, S.C.; www.mybmsa.org. Georgia Forestry Association – July 25-28, annual conference, Jekyll Island, Ga.; www.gfagrow.org. Building-Products.com

June 2019

Building Products Digest n

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

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IN Memoriam Claude Arthur Howard Jr., 77, retired president of Claude Howard Lumber, Statesboro, Ga., died of cancer April 29. A 1963 graduate of Georgia Southern University, he joined his father’s sawmill operation in 1962, serving as president from 1975 until his retirement in 1998. He and his brother Cecil also opened a local retail store, Howard Lumber & Hardware, in 1988. A former board member of Southeastern Lumber Manufacturers Association, he was named local Chamber of Commerce Man of the Year in 1988 and Statesboro Business Leader of the Year in 1995. Jimmy Whittington, founder and president of Jimmy Whittington Lumber Co., Memphis, Tn., died May 7. He was 76. After launching his company in 1966, he served in leadership roles in local, regional and national industry organizations, including as president of the Carolinas-Tennessee Building Materials Association in 1997.

Building Products Digest n

Charles Williams “Charlie” Stout, 84, retired executive for Boise Cascade, DeRidder, La., passed away May 5. He received a degree in forestry from Louisiana State University in 1958, then spent two years in the Army. Once discharged, he joined Industrial Lumber Co., Oakdale, La., and stayed on after the company was acquired by Boise Cascade, which in 1971 moved him to DeRidder. He retired in 1997. Donald D. Sievek, 90, co-owner of Mille Lacs Lumber & Supply, Onamia, Mn., passed away May 7, his 90th birthday. He started in lumber sales with Standard Lumber, Brainerd, Mn., before joining—and eventually becoming partners with—his brother at Mille Lacs. Ralph Raymond “Ray” Fritinger, 80, former owner of Fritinger Lumber Co., Middlefield, Oh., died April 24. A graduate of Kent State University and U.S. Army veteran, he operated his lumberyard from 1964 to 1985, when he became an insurance agent.

June 2019

Billy Ray Phillips, 79, retired warehouse manager for M. L. Sandy Lumber Sales, Lawrenceburg, Tn., passed away April 28. Richard D. Black, 67, retired foreman for Midwest Timber and Universal Forest Products, Edwardsburg, Mi., died March 3.

TALK Back PASS IT ALONG Patrick, as always, I enjoyed your “Across the Board” comments (“I Don’t Say It Enough,” May p. 8) in this month’s issue of BPD. Thank you for your efforts to keep our industry educated, informed and connected. I always learn something new each month and I pass along the magazine in our office so that others may also benefit. Edward A. San Juan President E.F. San Juan, Inc. Youngstown, Fl. Building-Products.com

ADVERTISERS Index Page 50

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

OHC www.ohc.net

C&C Wood Products www.ccresourcesinc.com

Omnitracs www.omnitracs.com

Canfor Southern Pine www.canfor.com

Cover III

Orgill www.orgill.com

Combilift www.combilift.com

Pacific Woodtech www.pacificwoodtech.com

Crumpler Plastic Pipe www.cpp-pipe.com

Ray White Lumber Co. www.raywhitelumber.com

CT Darnell www.ct-darnell.com

Redwood Empire www.redwoodemp.com

DMSi www.dmsi.com

Roseburg www.roseburg.com

Cover IV

Everwood Treatment Co. www.everwoodtreatment.com

Simpson Strong-Tie www.strongtie.com

526 Media Group www.building-products.com

Siskiyou Forest Products www.siskiyouforestproducts.com

Great Southern Wood Preserving www.yellawood.com

Southern Forest Products Association www.sfpa.org

Hood Industries www.hoodindustries.com

Spartanburg Forest Products www.spartanburgforestproducts.com

Jordan Lumber www.jordanlumber.com

Swanson Group Sales Co. www.swansongroupinc.com

MCL Wood Products www.mid-columbialumber.com

48-49

Timber Products Co. www.timberproducts.com

Cover II

Norbord www.norbord.com

Westervelt Lumber www.westerveltlumber.com

North American Wholesale Lumber Assn. www.nawla.org

Weyerhaeuser Distribution www.weyerhaeuser.com

Northeastern Lumber Manufacturers Assn. www.nelma.org

Cover I

Wild Hog Railing www.wildhograiling.com

Congratulations

BPD wishes to recognize three faithful, longtime advertisers—all manufacturers of southern yellow pine products—that are celebrating milestone anniversaries. • 135 years • Westervelt Lumber, Tuscaloosa, Al.

Building-Products.com

• 80 years • Jordan Lumber & Supply, Mount Gilead, N.C.

June 2019

• 35 years • Ray White Lumber, Sparkman, Ar.

Building Products Digest n

FLASHBack 77 Years Ago This Month

S eventy-seven

years ago, the June 1942 edition of BPD’s sister publication, The California Lumber Merchant, was filled with reports of lumbermen who had gone off to war and those left behind dealing with restrictions on what lumber could be sold for. The lumber industry did successfully petition for one exemption to Limitation Order L-121: housing projects that were essential to the cause and had already begun construction.

DURING WORLD War II, The Merchant experimented with featuring two companies on the front cover instead of one. In June 1942 they were the Minneapolis-based Shevlin Pine Sales Co. and central California wholesaler Hill & Morton.

After thorough investigation, the National Housing Administration and the WPB Lumber and Lumber Products branch decreed that more than 100,000 of the “most urgent” units could continue construction. The dwellings, roughly half publicly financed and half privately financed, were all intended to house war workers and employees of war production plants and military and naval establishments, where the local retail lumber stocks were not sufficient to permit the completion of the projects. Without relief from L-121, construction on all of the projects would have ceased almost immediately. In other news: • Unable to procure a sufficient source of lumber, Hayward Lumber & Investment Co. temporarily shuttered its retail lumberyards in Los Angeles, Bloomington and Banning, Ca., citing “economic conditions engendered by the war.” Hayward kept the wholesale side of the Los Angeles plant going, to continue distributing U.S. Gypsum Weatherwood insulation board, roofing, finished lumber, and sash and doors. WOLMANIZED LUMBER promoted its treated wood as able to last many decades after the war had ended.

Building Products Digest n

• Cadwallader-Gibson Co. of Los Angeles, Ca., agreed to

June 2019

lease its building to the war effort for the duration, and temporarily relocate its downsized operations to a smaller space about five miles away. • The co-owner of a San Jose, Ca., lumberyard and an employee drowned when their boat overturned while fishing in nearby Stevens Creek reservoir. Jacob P. Thomas, Jr., 44, of Thomas & Mulcahy Lumber Co., and truck driver Cyril Mancuso were attempting to change places at the oars when their small craft capsized. • Responding to the clamor for more info on farm buildings, the California Redwood Association rolled out a free circular on how to build an all-purpose poultry house using stock sizes and economical lengths and grades of California redwood lumber. Featuring the unit system of construction, the coop’s design was based on years of practical experience of farmers and poultrymen, resulting in a building containing the greatest amount of housing and conveniences at lowest possible cost, while allowing for numerous variations in size and layout.

Building-Products.com

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