BPD August 2022

THE VOICE OF THE LBM SUPPLY CHAIN

CENTENNIAL SPECIAL ISSUE • SIDING & TRIM • HOUSEWRAP SELLING STRATEGIES

AUGUST 2022

THE FIRST STAIN WORTHY OF

THE YELLA TAG.

Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent.

It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® brand pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade. Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use.

Find your local dealer at yellawood.com/protector and finish like a pro.

yellawood.com/protector

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.

PROTECTS YOUR PROPERTY. RESPECTS THE ENVIRONMENT.

SUPERIOR SIDING Beautiful to behold and plentiful in supply, Superior Siding provides the rustic look of Western Red Cedar.

The hardwood plywood panels are faced and backed with chain-of-custody certified African Okoume, offering the look and mold resistance customers desire.

Superior Siding’s “in-the-field” applications include: • Soffits • Clear Siding • Board-and-Batten • Accent Walls • Wainscoting

------------| CONTENTS

AUGUST 2022

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FEATURES

DEPARTMENTS

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08 16 18 20 30 36 54 60 60 60 62

INDUSTRY TRENDS Board-and-batten exteriors charm with PVC components

PRODUCT SPOTLIGHT New hardwood plywood sets sights on western red cedar siding market

MARGIN BUILDERS Strategies for selling housewrap and flashing

THINKING AHEAD Gameplanning your business’ post-COVID playbook

SPECIAL SECTION

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CENTURY CELEBRATION Join us for a trip down memory lane as we relive 100 years of the North American lumber industry

ACROSS THE BOARD OLSEN ON SALES LUMBER 411 TRANSFORMING TEAMS MOVERS & SHAKERS NEW PRODUCTS FLASHBACK CLASSIFIED MARKETPLACE DATEBOOK IN MEMORIAM ADVERTISERS INDEX

FROM THE FOUNDER BPD founding publisher David Cutler looks back before the beginning

HOO-HOO IS WHO A long-shared history with the fabled lumbermen’s fraternity

THE VOICE OF THE LBM SUPPLY CHAIN

CENTENNIAL SPECIAL ISSUE • SIDING & TRIM • HOUSEWRAP SELLING STRATEGIES

AUGUST 2022

THE FIRST STAIN WORTHY OF

THE YELLA TAG.

Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent.

It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® brand pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade. Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use.

Find your local dealer at yellawood.com/protector and finish like a pro.

CHECK OUT THE

TOTALLY RANDOM

DIGITAL EDITION

yellawood.com/protector

Former publisher Alan Oakes shares his adventures with BPD 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.

Digest 8-22 Layout.indd 1

7/15/22 9:40 AM

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LEFT BE T E G T ’ N O D ICKLY—SO U Q S E V O M T ARKE

E B I R C S B SU OUR M

PRESIDENT/PUBLISHER Patrick Adams padams@526mediagroup.com VICE PRESIDENT Shelly Smith Adams sadams@526mediagroup.com PUBLISHERS EMERITUS David Cutler, Alan Oakes MANAGING EDITOR David Koenig dkoenig@526mediagroup.com SENIOR EDITOR Sara Graves sgraves@526mediagroup.com COLUMNISTS James Olsen, Kim Drew, Claudia St. John, Samantha Stallings, Dave Kahle CONTRIBUTORS David Cutler, Jeff Easterling, Kaylen Handly, Stacey Douglas Jones, Rick Kapres, Alan Oakes, Susan Palé, Donna Whitaker

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

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CIRCULATION/SUPPORT info@526mediagroup.com A PUBLICATION OF

526 MEDIA GROUP, INC. 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 Phone (714) 486-2735 BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 4862735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies.

Copyright®2022 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission.

All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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REDWOOD

DECKING Composite can’t compare.

Like the foods we buy, when it comes to decking, we want natural and real.

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

Redwood Empire stocks several grades and sizing options of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

------------| ACROSS THE BOARD

AMERICAN DREAM ------------ BY PATRICK ADAMS THIS MONTH IS FULL of milestones. One of our publications, The Merchant Magazine, is celebrating 100 years of continuous monthly service to the LBM industry. Its sister publication Building Products Digest turns 40 this month. But I’m also reminded that in August of 2014, after living a life full of risk, I took my biggest risk and purchased these publications.

It was never part of a “plan” for me. I grew up very poor, in a crime-ridden area of Southern California. While it’s hard to believe, fights, shootings and about every crime you could imagine were a daily occurrence. I was told many times by my parents that when I grew up, I would be a garbage man. Dreaming about my future was filled with only basic needs and certainly I never imagined I would own my own publishing company.

It came about in a way that can only be described as fate or a miracle. A business broker I had met years prior called. Normally I would have let it go to voicemail, but this day I answered it. He explained that he was representing a small publishing company based on the West Coast, knew I was from California, and was calling for my “Rolodex” since he was an East Coast broker. For some reason, I said, “Tell me about it.” He went on to talk about the long history of the business faithfully serving an amazing industry full of hard-working Americans. That it had continued service through World Wars and economic hardships and had never had an unprofitable year. Simply put, it was a humble, tireless team serving an industry they love.

Here’s where things got a bit odd. I put him on hold and called my wife. When she answered, I said, “Babe, I have 30 seconds and someone on hold. He is selling a publishing company based on the West Coast that sounds like the perfect fit for our life. If it works, we will never have to move again, and our future is in our own hands. If it doesn’t, we will lose everything we have and will be starting over. What do you think?” For some context, I adore everything about my wife, including that she will take three months to pick out a paint color. She is not quick to make a decision! But, her answer was this: “For the over 20 years that I’ve known you, you have been asked to solve some of the most complicated problems for other people and you always figured out a way to do it. If they trusted you to solve their problems, don’t think it’s about time that we bet on ourselves?”

I still get choked up thinking about that defining moment.

I got back on the phone with the broker and said, “I’ll buy it.”

There was a long pause and he said, “Patrick, I haven’t shared

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any data with you or even told you how much he wants for it.”

I said, “I know.” He then asked, “How are you going to pay for it?” I said, “I don’t know.” Eleven bank rejections later, I found a bank willing to work with us in exchange for leveraging literally EVERYTHING we had spent our lifetime building. The rest, as they say, is history.

There have been several more acquisitions, new title launches, and service extensions such as websites, newsletters, podcasts, social media, events, education/training and more.

We have expanded to other industries and in fact, just launched our first subscription-based consumer publication. All of this investment and change has been in the face of rapidly rising costs. Just last year, paper increased 31% and postage 11% on top of the “regular” cost increases that challenge us all. It is not an easy business, and I wouldn’t have it any other way! The honor of being trusted to provide valuable business information to such amazing American Infrastructure industries makes every day something to be proud of. It is an honor to serve those who serve.

It is not an exaggeration that I am living my own American Dream and all of you have played a part in it. You welcomed an “outsider,” you trusted my leadership and my team, you were patient in judging the changes we’ve made, and, most of all, you gave us the chance to prove that we bring value to your business. I have met so many of you over the countless events I’ve attended and am honored to call many of you friends.

All of this and we’re just getting started! I would love to spill the beans and share everything we have planned for the coming year that hopefully will equip us to serve you for another 100 years. Because as we all know, in spite of technology, outsourcing and analytics, it is a relationship and trust that builds our businesses for future generations. And it is each of you who have taught me while I was pursuing “my” American Dream, that I can’t do it alone because it is OUR American Dream.

Thank you for the great privilege of serving you and for the trust you have placed in me and my team.

PATRICK S. ADAMS Publisher/President padams@526mediagroup.com building-products.com

------------| INDUSTRY TRENDS

BOARD-AND-BATTEN EXTERIORS CHARM WITH PVC COMPONENTS ------------ BY RICK KAPRES WHAT COULD BE new about a centuries-old building technique like board-and-batten? Plenty, according to the homebuilders we meet these days. They tell us the popularity of the modern-historic farmhouse style is still on the rise.

And they praise a non-traditional material that lets them produce authentic-looking board-and-batten that’s supremely durable and easy to install. That material is premium cellular PVC.

VERSATILE PVC MIXES MASTERFULLY WITH MATERIALS RANGING FROM CEDAR SHAKES TO STONE TO CERAMIC TILE Board-and-batten, of course, originated as a traditional way to seal gaps between vertical siding boards on structures ranging from barns to churches to houses. Narrow, neatlyspaced wooden batten strips kept out the weather and, incidentally, made a pleasing pattern across a wall or a gable end.

Weather-beaten examples of board-and-batten still survive here and there in the American coun-

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PROJECTING UNDERSTATED confidence, this crisp board-and-batten façade was crafted entirely from weather-resistant PVC by Lemonias Development Co. The farmhouse-style exterior lends distinction to a Massachusetts home while keeping it in harmony with its surroundings. (Photos by Versatex)

tryside. But the past decade or so has seen an upsurge in its popularity among buyers of new homes, and renovators of older ones, who aim for an understated farmhouse touch. The big difference: today, instead of perishable lumber, they can opt for weather- and pest-resistant PVC construction.

Luis Bayer, owner of Bayer Construction Co., based in West Creek, N.J., stresses the advantage of starting with a PVC manufacturer who’s customer-oriented: “My clients weren’t too sure about the siding design that was specified

august 2022

for the house they planned, but they were positive they wanted a maintenance-free exterior. So I showed them how we could create a board-and-batten effect using highquality PVC sheet and PVC 1x4s.”

“The customer was sold. But then it hit me: To do the job right, I’d need 20-ft.-long sheets of 1/2” PVC—even though the longest in stock were only 18 ft. Luckily, I knew a manufacturer who’s recognized for helping builders solve problems like this, and they were willing to quickly supply four pallet-loads of 20-ft. sheets. building-products.com

“We hung those sheets the full height of the house—with no horizontal seams to break up the lines—and installed vertical PVC battens to complete the farmhouse effect. A year later, the client is still delighted with the design, and with the way the material stands up to the elements. They live on Long Beach Island, not far from the water, and they say it still looks like it was installed yesterday.”

John Dalo, owner of J.D. Pioneer, Bergen County, N.J., completed a 3,000-sq. ft. custom lakeside home three years ago. He’s impressed with the crisp precision and no-surprises performance of quality PVC. “The client and the architect wanted a contemporary version of a cottage, a shift from the big mansions we’ve been seeing. Our clients are starting to develop a feel for something more modest, but with plenty of character.”

Dalo and his team clad all four sides of the home with a board-andbatten treatment fashioned from standard 4x18, 1/2” PVC sheet and 18-ft. 5/8x3” PVC profiles, sourced from the same manufacturer that supplied Bayer. “The availability of those long pieces was a huge deal,” he says, in helping his team achieve clean, uninterrupted surfaces.

“It’s a little unusual to see a total PVC exterior in Bergen County,” Dalo says. “But this is a non-traditional design that depends on perfect fit and finish. The PVC material behaved exceptionally well. Our installation came off without a hitch.

And my one big worry, shrinkage, just hasn’t happened. A couple of years in, that’s a very good sign.

Two years after installation the product is holding up well and our clients are extremely happy with the low maintenance.”

Headquartered in North Andover, Ma., Peter and John Lemonias are the co-owners of Lemonias Development Co. They appreciate PVC’s talent for harmonizing with contrasting materials. “We were building two houses in the same neighborhood, and we wanted to give them completely different looks,” says Peter.

“One is colonial and the other farmhouse style, which deliver a lot of personality with simple materials. building-products.com

IN THIS LAKESIDE SETTING, an exterior of premium PVC permits an all-white board-and-batten home constructed by J.D. Pioneer, Inc., of Bergen County, N.J., to contrast visually with its wooded surroundings while it resists dampness, insects and bright sunlight.

Low maintenance was a must, so we knew PVC would play a part.”

“We put together a mix of cedar clapboard and cedar shakes, field stone, black window frames, black metal roofing and a board-and-batten front elevation. It’s a 5,700-sq. ft. house, so the front elevation is pretty significant,” says John. “We assembled the background with 1/2” 4x10 PVC sheets. The 10-ft. lengths gave us what we needed to match the floor-to-ceiling heights, and we trimmed the seam between the stories with a horizontal 1x8 board.

Then we installed 1x3 battens, 16” on center, to create the board-andbatten look.”

“It shows a lot of character, and it needs almost no maintenance. The owners love it,” adds Peter.

The farmhouse touch of boardand-batten can enhance renovation projects, too, says Mike Yauger of Approved Contractors, Inc., in Bensalem, Pa. “A lot of homeowners today are leaning toward this look.

Add board-and-batten to even 25% or 30% of the front of a house, and balance it with the texture of natural stone, and you have a beautiful combination.”

On one recent project, he says, the workability of PVC made it simple to create a low-maintenance board-and-batten gable wall. “We started with 1/2” sheets and ripped them down to size right there on

site. The result is quietly distinctive, and it’ll look that way for a long time to come. It’s a great investment because it adds lasting curb appeal and it won’t be damaged by sun, weather, or insects. It just goes on and on.”

But Yauger points out that PVC’s potential goes way beyond all-white, farmhouse simplicity. He transformed his own home into a showcase of PVC possibilities. He mixed the house’s original brick with sculptural PVC brackets and mouldings; PVC trimboards that are laminated in color and realistic woodgrain; natural wood tongue-and-groove; ceramic tile; and manufactured and natural stone. A sleek stainless-steel hearth framed by a rugged stone accent wall provides a focal point for an outdoor-living space.

Style in homebuilding changes over the years, but good design never goes out of style. We are gratified to see new generations of homeowners adopt classic exterior treatments—and bring them to life with materials that will endure. BP

RICK KAPRES Rick Kapres is VP of sales & marketing for Versatex Building Products. To learn more, please visit www.versatex.com.

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------------| PRODUCT SPOTLIGHT

NEW HARDWOOD PLYWOOD SETS SIGHTS ON WRC SIDING MARKET ------------ BY DAVID KOENIG OVER THE LAST 20 years, a tight supply of western red cedar has created a robust market among high-end resort homes and resorts for plywood siding faced and backed with the similarly rustic-toned African hardwood okoume.

Roseburg pioneered the sale of okoume plywood in the U.S. with its Breckenridge siding, and in time others followed suit. Four years ago, emboldened by its purchase of exotic hardwood specialist Olympic Panel, Swanson Group began looking into how it could produce a similar product. According to Ken Pratt, technical director formerly for Olympic and now Swanson, “We had a lot of experience with hundreds of different species of wood and connections around the globe, so we knew that we could possibly get into this siding business.”

Swanson sought a species that looked like western red cedar, and was highly available, mold resistant, and could be chain-ofcustody certified. Through intensive research and many failed tests it was revealed okoume to be the perfect match.

After finding the right species, Swanson committed itself to identifying the right partners to supply it.

Pratt said. “We made sure we found a manufacturer who was harvesting legal wood, who had

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SWANSON’S Glendale, Or., facility is the world’s largest specialty plywood mill, able to produce about 300 different types of plywood, including okoume Superior Siding. (Photos by Swanson Group)

been established for decades—over 30 years, had integrity, and had the ability to supply us with okoume monthly, legally and ethically.”

The chosen manufacturer is OLB certified, Swanson’s longtime broker Argo Fine Imports is OLB certified, and Swanson itself underwent

august 2022

OLB chain-of-custody certification.

Although the process took about 18 months instead of the usual six months due to the pandemic, Swanson passed the audits “with flying colors.”

Swanson now produces okoumefaced and backed Superior Siding at building-products.com

its plywood mills in Springfield and Glendale, Or. Panels include plain rough sawn square edge, plain shiplap, textured rough sawn or sanded 11/32”, 15/32”, and 19/32” in 8’, 9’ and 10’ lengths.

In its first year of production— 2020—Swanson shipped 64,000 panels, and the company expects the volume to increase.

In-the-field applications for the Superior line include clear siding, soffits, board-and-batten, accents walls, and wainscoting. The biggest market so far has been luxury homes and ski resorts like Aspen, Sun Valley, and Salt Lake City.

“It’s the look, the rustic wood, like a lodge or chalet out in the woods,” Pratt explained. “This is a modern lodge or cabin look when you’re not building with logs. You’re not dealing with hardboard, or fiber cement, or OSB.” The product is not only Lacey Act compliant, but also California Fire Wildland Urban Interface certified, with quality assured through PLC monitoring.

OKOUME VENEERS provide Superior Siding with the classic appearance, weatherability and moisture resistance of western red cedar.

When meeting with contractors, Swanson attempts to quell their fears, stressing Superior Siding is legal (“You won’t have to stop construction or strip stuff off the

home”) and supply is steady. The key message: “We’re protecting your property from the elements while respecting the environment.” BP

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------------| MARGIN BUILDERS

STRATEGIES FOR SELLING HOUSEWRAP AND FLASHING ------------ BY KAYLEN HANDLY THE RESIDENTIAL building envelope is a system of parts, with each element impacting the performance of the other. Together, the right combination of products and installation techniques will create a robust wall system that is durable, energy-efficient, and moistureresistant.

role in helping them find the right products for each project. Here are some strategies to consider to help elevate your housewrap and flashing sales efforts.

Though builders and remodelers are specifying and installing the wall products, dealers can play a critical

Building science is a category all on its own, so much so that the construction industry has companies, schools, and specialists dedicated to it. While you can’t be expected to know every nuance of the building envelope, having a basic understanding of how the products you sell work together can be a crucial resource for your customers.

1. Learn as much as possible

Your manufacturer representatives are your best first course of action. They can offer product knowledge sessions for your sales team (and your customers), and many offer video tutorials and other options.

Be proactive by having your rep conduct an introductory workshop each time you bring on new employees.

Many also offer videos, white papers, and other resources for ongoing learning.

2. Look at the wall as a system and sell products accordingly While it’s tempting to sell what you have on hand or switch customers over one product at a time, wall systems perform best when sold just like that—as a system, with each component working together to give moisture a path down and away from the wall. This also ensures compatibility between products and helps prevent failures. If your customer is buying housewrap, make sure they’re also buying flashing, and the right flashing for that housewrap and wall system application.

DISPLAY by SRS in Reading, Pa., shows the recommended wall systems for the different claddings they sell, including an open-joint cladding system with composite decking used as siding. (Photos by Benjamin Obdyke)

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Your manufacturers’ representatives can help you understand which flashing products work best with each housewrap you sell. Some manufacturers may promote their products in systems according to applications, making the process even easier. For example, our Air Barrier Drainable Housewrap System, designed to probuilding-products.com

Each siding is different in both its physical structure and its material makeup, and that will influence what’s needed behind the walls. For example, vinyl siding projects off the wall and doesn’t absorb moisture, so it doesn’t need a rainscreen behind it; a flat weather resistant barrier will be sufficient. An engineered wood siding, however, will need a drainage plane provided by a rainscreen or a drainable housewrap to ensure water can drain away and not be absorbed by the siding.

This is essential to protecting the siding and its finish while reducing maintenance needs. In fact, some cladding materials require specific housewrap products to preserve their warranty.

BENJAMIN OBDYKE’S Air Barrier Drainable Housewrap system combines true air seal capability with true drainage performance.

Ideally, all homes will have the most robust and efficient wall system possible, but monetary and homebuyer expectations play a role.

Dealers with a deeper understanding of the project’s budget, green/ energy certifications, geographic location, and other factors can help match their customers with the best possible system.

Finally, advocate that the builder use cap fasteners rather than regular staples. It’s an upsell but can help achieve maximum warranty coverage.

4. Create helpful displays

DESIGNED for open-joint cladding systems, Benjamin Obdyke’s UV-Protected Rainscreen System includes Invisiwrap UV Black Housewrap, HydroFlash UV+ flashing, and Batten UV battens.

vide the utmost in air seal capability and true drainage performance, combines self-adhered drainable housewrap, corner sill treatment, and flashing tape, liquid-applied flashing, or UV-resistant flashing.

As a dealer, selling the system can make the process more accessible for your sales team.

For instance, if your customers are installing a trendy open-joint building-products.com

cladding system, our UV-Protected Rainscreen System, consisting of UV-resistant black housewrap, UV-resistant flashing, and a UVresistant batten-style rainscreen, accommodates UV exposure behind open siding.

3. Understand other project factors, especially cladding

Seeing (and feeling) is still believing, and having samples and display boards on hand can help builders visualize how the wall systems you sell work together. Displays are also critical for educating on new building systems, such as open-joint cladding; this trend requires a UV-resistant housewrap solution that is best explained with visuals. BP

KAYLEN HANDLY Kaylen Handly is technical innovation manager for Benjamin Obdyke.

To learn more or to set up a virtual training session, please visit www.benjaminobdyke.com.

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------------| OLSEN ON SALES

FEAR DOESN’T SELL ------------ BY JAMES OLSEN “SCARED MONEY doesn’t win” is an old gambling saying that means you have to play to win and you can’t win big unless you bet big. The same can be said of sales. Timid salespeople will be treated poorly and will have difficulty being successful in sales.

Why? Because sales is a transfer of emotion. Uncomfortable salespeople make customers uncomfortable.

Prospecting Looking for new business is arguably the hardest thing we do as salespeople. Most salespeople do it early in their careers because they have to, then once they build their business to a comfortable level, they do as little as possible. Just like anything else, if we don’t practice, we get out of “playing” shape. Since salespeople do so little prospecting, they lose their “prospecting muscles” and do it poorly creating a self-fulfilling prophecy of “prospecting is hard.”

This mentality is wrong. Prospecting is easy. We have nothing to lose and everything to gain. What is difficult is hanging on to existing business, where we do have something to lose.

Master Sellers know that prospecting is freedom. If we are good prospectors no one owns us. Not our current accounts nor our company.

They know they can go out and find new business and quickly because they embrace the hunt for new business instead of being afraid of it.

What are some of the mistakes that “fear of prospecting” creates?

Beat-Around-the-Bushitis Nervous salespeople use too many words to say simple things.

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Nervous salesperson: “I, uh, was wondering, you know, we sell lumber in this area, and, uh, I was trying to find some new customers so I was wondering if you could put me through to the person who does your lumber buying?”

Master Seller: “Good morning, my name is Susan Johnson with Johnson Lumber. Could you please tell me who does your lumber buying?”

Fear of the No Most salespeople are so afraid of the “NO” they don’t even ask for the order. They present the product and wait for the customer to buy.

Quotron: “Good morning, John, I’ve got, uh, pretty good deal. I’ve got a truck of studs I can get into you at $750/MBF, whaddya think?”

(This is not a close!)

Or “Good morning, John. I’ve got, uh, pretty good deal. I’ve got a truck of studs I can get into you at $750/MBF,” then silently wait for the customer to buy. The problem with this approach is that it works. It just doesn’t work as well as directly asking for the order: Master Seller: “Susan, I have a fantastic deal on three trucks of 2x4 16’s we’ve been looking for. The market is moving, this is stock you love, and I can work with you on the shipment. Do you have three PO’s for me?”

Customer: “Well, maybe. What’s the price?”

Master Seller: “That’s the best part. We can deliver these for $950/ MBF, which is a great deal today and will be even a better deal when they land. Can we put these together?”

august 2022

Overcoming Objections (or Not) Overcoming objections is the highest technical sales skill there is, and few salespeople know how to do it—or even try. The Master Seller embraces objections; they see them as a cry for help or for additional information or encouragement. As a student of mine said, “It feels like arguing.” If this is what you are feeling then your customers will feel it also and you will be in an argument or at least something that feels like one.

Customer: “Yeah, that’s a little rich for my blood.” (What a surprise, a price objection!)

Master Seller: “Peter, I understand that it’s more than you want to pay, but the market is moving, this is stock you love and the tallies and shipment work perfectly with our current inventory, so why don’t we put these on?” Their tone is relaxed and confident. They know the customer is going to say yes and transfer this emotion to the customer.

Scared, timid salespeople expect the worst and transfer these feelings to potential customers. Master Sellers assume something good will happen. They walk, talk and act like the business will get done and transfer this positivity—which is easy to say yes and difficult to say no to.

JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@realitysalestraining.com.

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------------| LUMBER 411

A SPECIAL SERIES FROM LUMBER 411

LUMBER 411

UP SEE HOW WE STACK

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from Northeastern Check back here monthly for detailed information on a wide variety of topics designed to inform and educate Manufacturer Lumber s Associati about the ins, outs, positive contributions, and perhaps a on dark secret or two about the lumber industry.

Got a particular wood-related topic you’d like us to address? Send a quick email to info@nelma.org, and ™ and we’ll get on it. , Room ow

iconic Rainb In the meantime and for your entertainment, please the Elf??), the . Modern farmhouse. Shiplap. If T stands for Heat that Buddy the farmhouse enjoy the latest edition of our first-ever wood industry Treatment (is of ustic . There are three elementyou’re not in ng, an Material in International nown before, these terms treatment approved for fcomic strip,types Skip of & Wane! so much more. most well-k Trade, you haven’t than just a buildi the heard the magniBecause wood packaging of industry. materials items as part ation nt than 150 countries to reduce has been adopted by more ut a doubt, and improveme Center is morewith gorgeous fountains, homel install Witho of NELMA15. annua the phytosanitary concerns the building The most wellTo quote ockefeller thesethedesign – Jeff Easterling is president of ISPM (Northeastern ue is the known, hearing Tree. related to growing global been and the mas have izable square one in which massive comwho rare, Christ It’s ayears, area’s mystiq of us Cente trade and the significant NELMA those feller a tree. easily recogn in the winter: it’s a Lumber Manufacturers Reach him at info@nelma. is the most several ls involved, the last spread of pests through these solid more than is heatAssociation). treatment.

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Youinstock to theone etc., reels, ceilings, the ies such as s,now, es our addition – Jeff Easterling is presidenthim at info@nelma.org. ation feller family r include the wood lumbe Of the 19 buildi Composite wood products within the wood material. floors, captur is critica individual rtoyour ® lthat’s not enough. Manufactur wood :eyes, ting proces the North pieces Reach custom , blocking utilized to ensure that decorawood. ed by the Rocke ers It’s everywhere such as plywood, particlefor ProWood ChristmasfloorForordere and bracing feller Cente rial.on dazzles our geterit.has Manufacturers Association. to thepaneling, Incargo commission it.a We board, oriented strand for additio lumber manuf Association (NELMA) eastern Lumber -groove inn, you d issecuring shipping of the treeaccents, of the Rock tongue-and ghts of Rocke the correc l welcome depend for beautybeadboard board (OSB), flakeboard for structucontainer work directl acturers to make t mate- our product. the officia shipment officia the ral applic Tourist highli Manhattan from the Top in the square behind while , and veneer are exempt from ls requir in transport. these requirement ationsstanding and serves as It’s about e and sure their produ y with g this of , buildin tion, this availability. grade standard skatin view ice itself? g code al s! due mark the to the fact that is!), cts meet magic It’s about selection high temperatures are used Here’s lumber insomething. about the tree Why Central Park season.

HT matters to retailers It’son order for Together. a quick tutorial of we really know about building (look how big cess. Pressure-treated wood in their manufacturing pros. how relationship to read a grade and But what do trust Wood Trees packaging facilities, many does not meet the standard It’s about In accord stamp: unless the wood was heat-treated of which ancebuy er Christmas lumber from retailers to produce Ameri with Voluntary Produ and stamped HT prior efeller Cent balsam fir purchased export can Rock to wood preservative Lumbe of packaging ry ct .

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ID or piece. Please refer to Number the first tree Agency, the sample NELMMill Name.

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Period. The wood must Norway spruce be returned to their supplier! e What is the IPPC ISPM Spruce? vasive species from EuropIn 15 Program? ay Protect Norw yourself from callbacks In a nutshell, it applies Why ivil War. is a non-in to To eliminate these customer duce export wood packaging all manufacturers that proNorway spruce ica dating back to pre-C rown, fully Amer such as pallets, crates, and U.S.-g loss of sales, lumber retailers complaints and potential boxes, or companies that with roots in it became the first new strength values should (1) communica box and ship or palletize for with their suppliers, whether te s own products for foreign their October 2016, species to be tested it’s a wholesaler or a lumber ; the specie customers. od mill, that they wish to purchase The longer version: the tested softwo testing began in the 1920s appro ved by lumber stamped with an program—International r HT on each piece; and group ing and Protection Convention Plant since lumbe (2) (IPPC), International Standard into the SPFs ards Comm ittee, follow the retailer, check the lumberupon the lumber’s arrival at for Phytosanitary Measures was folded er Stand for the proper mark prior Structures and Lumb ’s No. 15 ican transporting (ISPM to Maine 15)—is an it to an export international plant health the Amer rsity of uction and agreement that aims to from Unive successful conclusion for wood packaging customer. A ved for constr protect cultivated and wild plants ing testing all! r, and appro by preventing Cente While global regulations, the introduction

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thing—this is one of the good protection of cultivated the industrial applic not-for-profit rules writineast and Great few that’s not plants to the protection of only good, but

LIMITED WARRANTY necessity.TREATMENT | LIFETIME The purpose NELMA, the natural ry in the Northtesting process flora and plant products, of this program is to reduce a

which includes AVAILABILITY | UNMATCHED lumber indust number of invasive pests the softwood forests.

PORTFOLIO | RELIABLEhardwood and steward of the the entire Norway spruce r by NELMABROAD transferred between countries Built on the AdvanTech It covers w that can devastate our aircraft, vessels, 22 n Building Products Digest n August 2019 tradition of quality containers, storage places, vehicles, Building-Products.com Lakes, oversa es the grading of the lumbe forests. Lumber retailers innovation, AdvanTech water-shedding, fade-resistant and other objects or materials X-Factor panels feature play an important supply chain role y surface for jobsite durability that can harbor or spread and now overse a in the overall process! while still delivering on stiffness you expect from pests.

York state, Norwa Settin the strength an AdvanTech® panel.

ISPM 15, titled Regulation member mills. rily throughout New g the stand and nd, and Plus, its distinctive smooth – Engla Jeff ucts.com Easterling easy New ard, Citadel™ to clean, so you can maintain of Wood Packaging is president of Northeaster Building-Prod surface is marker friendly Grown prima Maine, down into Digest 8-19 Layout.indd 22 7/23/2019 Manufacture 1:28:02 PM the perfect first impression and Treated Deck n Lumber Products from rs Association. Reach him Diane throughout the entire build. is found in Digest n July 2021 ing Products at info@nelma.org. , courtesy of Fortress Wood spruce Lighting and MoistureSh composite 2020 Tree ® offer a range 22 n Building Products m Request R CENTER .

22 n deck ecent data indicates that the forest products industry in the U.S. employs upwards of 900,000 people, with a payroll of right around $54 billion. From dimension lumber to paper, the forest industry is growing, vibrant, and an important segment of business to the country.

Here at NELMA, we represent sawmill owners from there’s New England across to the region as their design, of theLakes titleGreat if “farmhouse” is in theagency and de facto marketing ing… grading/rules-writing at the core. In our 86 years of existence, wood department. the depth of than words (that’s a saying, loudergathered speak we’ve Photos information within the industry is intrigugorgeous pleasure to share several right?), ing,and andit’s weour look forward sharing pine.much of it with you white eastern to featuring project in photos columns to come.customers when they ask what your Show these to in their house. Give them wood can do for any room to spark their imagination ideas and beautiful images buy more eastern white pine to (and hopefully lead them from you).

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CELEBRATING THREE YEARS OF “LUMBER 411”

ield® Comp ing. With Citad of the highe osite Decking st quality press el’s treated of grade and products offeri treatment optio ure treated wood and ng the natur ns, along with can be instal is a registered trademark of Huber al beauty of Engineered Woods LLC. Huber MoistureSh led in the groun is a registered trademark of J.M. wood in a varie ield’s prote Huber Corporation. HUB 23354 d, on the groun 01/21. cted-to-the ty customers’ d and unde -core produ expectations rwater—you’ll cts that for durable, be able to exce beautiful deck ed your ing solutions.

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a diverse sele ction of dec at Fortress king product Wood.com or by calling options 800-BUY-FO RT.

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2/18/22 8:38 AM

------------ BY JEFF EASTERLING CAN YOU BELIEVE it’s been three years???

In 2019, we had the idea for a regular educational column designed to share information about eastern white pine, SPFs, and other species represented by the members of the Northeastern Lumber Manufacturers Association (NELMA). The content would be informative, educational, and even a little fun, and would hopefully provide new items of interest to the readers of this fine magazine.

Three years and 35 columns later (the one you’re reading is 36), we’ve had the opportunity to write about some fascinating topics, and to learn quite a bit along the way.

A few of the topics we’ve covered: • Educating the next generation; • Norway spruce; • SPFs vs. SPF; • eastern white pine; • lumber grading and testing; • Balsam fir; • sustainability and forestry; • a series on how to read knots; • the lumber industry’s recovery post-pandemic; • biophilia;

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• eastern spruce; • geographically relevant lumber; • choosing real wood over the “wood look;” • multiple case studies; • spring DIY wood tips; • why homeowners should choose wood; • a list of the hundreds of things made from wood products; • information on NELMA’s free AEC Daily class on eastern white pine; • eastern hemlock; • tamarack; • a grading glossary; • the story behind theRockefeller Center Christmas tree; • heat treatment and why it matters; • NELMA’s White Pine Monographs; • the NELMA jobs program; • how to read a grade stamp; • five questions with various industry experts; • how to achieve the rustic farmhouse look; • and the history of the King’s Broad Arrow.

Now that we have three years’ worth of columns, what to do with them? Glad you asked! We’ve collect-

august 2022

fference

a sample at AdvanTechXFacto

n December 2021

ed all of them into one location on the new NELMA website, www.nelma. org. Go to the main website, click on the Retailer tab at the top, and you’ll see them listed under the “Lumber 411” heading in the drop-down menu.

We’ll continue to build out this resource for you, the lumber dealer, by adding each column after it’s published in BPD. Next time you visit the page, be sure to bookmark it for easy access in the future.

As we continue into our fourth year of providing lumber-related news and information, let us know your thoughts. What would you like to learn more about? How could we help you sell more lumber?

Reach out to us at info@nelma. org. We look forward to hearing from you.

JEFF EASTERLING Jeff Easterling is president of Northeastern Lumber Manufacturers Association, Cumberland Center, Me. Reach him at info@nelma.org.

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FOR

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built to last.

You stock your shelves with the best lumber.

And your customers depend on you for it. We get it.

For ProWood®, that’s not enough. It’s about selection and availability. It’s about standing behind our product.

It’s about trust and relationships. It’s about building something. Together.

NEVER SETTLE. DECKING | FENCING | RAILING | TIMBERS

Become a Dealer ProWoodLumber.com/Dealer

------------| TRANSFORMING TEAMS

COMPENSATION 101

WHAT DO THOSE BORING TERMS MEAN ANYWAY?

------------ BY SUSAN PALÉ WELCOME TO Compensation 101, where we define and give examples for those boring compensation terms we throw around all the time.

You’ve heard a lot of them recently and probably experienced some of them too, as we navigate through a volatile, often unexplainable, labor market. Let’s begin with the basics!

Compensation Strategy Developing and implementing a compensation strategy means making decisions regarding how your organization will pay employees compared to the external market.

Most large organizations have developed comprehensive compensation strategies; many small organizations have not. A key component of any compensation strategy is determining how you want to set compensation levels relative to the external market.

LEAD – An organization may determine that it wants to LEAD the market. This means that the organization decides to pay more than competitors. That might be 10% more, 20% more, etc. The idea is that you will be known as the “best payer” in your competitive markets.

This strategy works well when an organization is growing rapidly and successfully, has $$$$ to spend on recruitment and retention, or faces particularly stiff competition for talent.

MATCH – Most organizations decide they want to MATCH the

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market. To do this effectively, it’s necessary to gather compensation information about pay levels for specific jobs and geographic locations. This strategy works well for most organizations as long as salary information is regularly reviewed and updated as the market changes.

For example, pay levels for entry level employees have increased more than 10% in 2022 in some geographic areas. Salaries that matched or even led the market a couple of years ago may now lag the market.

LAG – Some organizations determine that their pay will LAG the external market. Sometimes this happens by accident, but it can be a successful compensation strategy.

Pay is important to employees, but often “perks” such as flexible scheduling, remote work, and generous PTO can be equally important. Some Affinity HR Group clients pay the full premium for family medical coverage—that cost can easily exceed 15k annually.

It’s important to remember any of these approaches—lead, match, lag—can work for you if they’re well developed and maintained.

More Terms Defined Successful compensation programs are both externally competitive and internally equitable.

EXTERNALLY COMPETITIVE means that an organization’s jobs are valued appropriately compared to jobs in the external market.

august 2022

Think of it as a deeper dive into the idea of matching the market. To be externally competitive, an organization must understand who their competitors for talent are and that these can vary significantly by job type and geographic location. For example, it’s important to know what industry pay standards are for certain positions, but if your new hires usually come from other industries and employees leave to take jobs in other industries, that information may be less valuable than information specific to a geographic area.

And employees in Accounting, Human Resources, IT, and Customer Service can easily find jobs in other industries. Entry-level employees also can choose jobs in different industries, so if you regularly hire entry-level employees, it’s critical to understand who else is looking to hire them.

INTERNALLY EQUITABLE means that employees in similar positions with similar skills are compensated similarly. That’s a lot of “similars,” but similar doesn’t mean same. In organizations with formal compensation structures, internal equity is achieved by assigning specific jobs to a specific salary “grade” and salary “range” and paying individuals within that range based on performance, skills, length of service, etc.

In organizations without formal compensation structures, these same factors are frequently used to determine individual rates of pay. building-products.com

SALARY COMPRESSION occurs when the pay of one or more employees is close to or even exceeds the pay of other employees doing the same or similar work. Salary compression can occur throughout an organization, but is most common when new hires (hard to come by in this labor market) demand salaries higher than incumbents with more experience and when salaries for new entry level employees (also in high demand) equal or exceed salaries for lead or supervisory employees.

It’s easy to blame salary compression issues on COVID, The Great Resignation, The Great Reprioritization (Fast Company), The Great Recognition (U.S. Department of Commerce), or whatever best describes this crazy labor market. The reality is that salary compression has been a problem organizations have faced for many years. It’s a complex issue that occurs over a long period of time and, as a result, doesn’t have an easy fix. Regular reviews of paid salaries and salary adjustments based

on these reviews are critical steps in addressing salary compression.

PAY EQUITY – The term pay equity is sometimes used interchangeably with internal equity.

In the past, the two were pretty much the same, but pay equity has recently taken on a different meaning. The term now refers most commonly to legislation (primarily at state levels) requiring employers to pay men and women equally for “substantially similar” work. Some states have expanded this legislation to include fair-pay requirements for race and other protected characteristics.

The recent labor agreements for equal pay for the U.S. men’s and women’s soccer teams represent the settlement of a pay equity lawsuit.

SUSAN PALÉ Susan Palé, CCP, is vice president for compensation with Affinity HR Group.

Reach her at (877) 660-6400 or contact@affinityhrgroup.com.

One. Stop. Shop.

Q. With rising costs, I want to

give my employees a gift card to reward them for their hard work.

What should I consider?

Q. Acknowledging an employee’s

contribution to the company is almost always a good thing. Making the effort to recognize an employee’s hard work helps reinforce their commitment to the company.

When you give a gift card (or any monetary benefit) to an employee, you should consider the tax implications. Some bonuses may be taxable and therefore must be reported accordingly. Usually discretionary bonuses—those that are given “just because”—are not taxable. However, if they become expected or a regular occurrence, then they may be.

Conversely, non-discretionary bonuses—those that are given regularly or as part of a compensation plan (such as performance or holiday bonuses)—are usually taxable.

Regardless of type, timing or value of the reward, give it with the right message. Just handing someone a gift card will not have the same impact as giving it along with a personalized conversation or note about their contribution to express how much you value them.

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Scan for the full story and video

Storing millwork can be tough. Size variation, custom orders, temperature sensitivity—all can add to the challenges suppliers face as they seek efficient onsite storage solutions. That’s why Greg Zuern decided to try something completely different. Together with CT Darnell and Sunbelt Rack, Zuern Building Products consolidated all their millwork into one reimagined building for maximum efficiency.

The results speak for themselves. Thanks to this change, they saw: 50% faster pick times $8MM more in deliveries with fewer trucks and drivers Maximized inventory efficiency and increased SKU count by over 15%

CT-Darnell.com • Sunbelt-Rack.com 1-800-353-0892 © WTD Holdings, Inc., 2021. All rights reserved.

CTD_ZuernAd-halfpage-Island-120721.indd 1

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building products digest • 12/7/21 8:32 AM

US LBM TO ACQUIRE FOXWORTH-GALBRAITH US LBM has reached a definitive agreement to acquire Foxworth-Galbraith Lumber Co., Plano, Tx. Founded in 1901 by W.L. Foxworth and H.W. Galbraith, the chain today operates 28 locations across Arizona, Colorado, New Mexico, and Texas under the Foxworth-Galbraith banner and two locations in Oklahoma under the Forest Lumber brand. Its primary customers are pro builders, commercial contractors and homeowners, which Fox-Gal serves from its building materials yards, distribution centers, home centers and manufacturing locations, which are focused primarily on floor and roof trusses and structural beams.

Upon completion of the acquisition this fall, US LBM will operate 80 locations in Texas, 13 in Arizona, nine in New Mexico, five in Colorado, and four in Oklahoma.

“US LBM shares Foxworth-Galbraith’s principles of service, integrity and providing solutions for customers and a great place to work for our people,” said Fox-Gal CEO/

president Jack Foxworth. “We’re excited for the many new opportunities this partnership will create for our employees and customers.”

“Over the past 120 years, the Foxworth and Galbraith families and generations of associates have built one of the most widely respected and successful building materials distributors in the industry, and we are proud that they will be joining US LBM,” said US LBM president and CEO L.T. Gibson. “The addition of Foxworth-Galbraith augments our already robust network in the Southwest, expands US LBM’s reach and reinforces our strong position in several key housing markets, including the growing Dallas-Fort Worth and Phoenix metro areas.”

US LBM’s existing locations in the Southwest go to market under multiple locally recognized brand names, including R&K Building Supply, Higginbotham Brothers, Parker’s Building Supply, and J.P. Hart Lumber and Components.

CULPEPER PURCHASES NORTHEAST TREATERS Culpeper Wood Preservers, Culpeper, Va., has acquired Northeast Treaters of Belchertown, Ma., and Athens, N.Y. With the deal, Culpeper now operates 16 treating plants, further strengthening the distribution coverage area for its pressure-treated wood into markets that stretch from the Southeast to the Northeast and through the Midwest.

“We are thrilled about the acquisition and adding Northeast Treaters to our company. Culpeper Wood Preserver’s continued growth highlights our commitment to excellence for our customers, suppliers and employees,” said president Jonathan Jenkins.

“The combination of these two companies strengthens our ability to provide greater value and service to our customers and expands our geographic reach.”

“Northeast Treaters, Inc. has grown to be a strong regional supplier of pressure treated wood to New England and New York State over the past 35 years due

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to the hard work of our employees and a company-wide commitment to our customers and vendors,” said David Reed, CEO of Northeast Treaters. “In return, our customers have rewarded us with their support through both good and lean years. The acquisition of Northeast Treaters by Culpeper Wood Preservers will now bring the breadth and resources of a much larger organization which will greatly benefit our customers, vendors, and employees.”

McCOY’S TO SELL 4 STORES TO CNRG McCoy’s Building Supply has agreed to sell its four stores in Mississippi and Arkansas to Central Network Retail Group (CNRG).

CNRG is a multi-format, multibrand retailer currently operating 140 hardware stores, home centers, and lumberyards in 16 states, including locations in both Mississippi and Arkansas. The McCoy’s locations—in Greenville, Vicksburg and Laurel, Ms., and Searcy, Ar.— will be operated by CNRG under

august 2022

------------| DEALER BRIEFS McCoy’s Building Supply, San Marcos, Tx., has acquired 12.8 acres in Lockhart, Tx., for a future store.

Ferrara Lumber, Seneca Falls, N.Y., was destroyed by a July 3 fire of undetermined origin. The company is operating at its sister location and hopes to rebuild.

Ace Hardware, Aurora, Oh., has been opened by Jason and Shana Wallenstein.

Curt’s Ace Hardware opened its first store July 20 in Bristol, Tn. (Kyle Geffers, store mgr.). Owned by grocer Food City, the hardware chain will follow up with openings in Piney Flats, Gray (a rebrand of the recently purchased Mize Farm & Garden Supply), and Erwin, Tn. True Value Hardware has been opened in the former Rainbow Home Center, Rice Lake, Wi., by John and April Habas.

Carlson Hardware, Nisswa, Mn., has been sold by Kari and Greg Carlson to Mike Wiebolt, who renamed the business Nisswa Hardware.

the brand Home Hardware Center.

McCoy’s president and CEO Meagan McCoy Jones explained, “We have learned in recent years the importance of managing our own distribution for core products, and we have made big investments in growing our distribution capabilities to serve as many stores as possible. These four stores are outside the reach of our distribution network, and as we plan our growth, Mississippi and Arkansas are not in our target geography.”

Separately, McCoy’s announced it will be forced to close its Corsicana, Tx., location due to an expansion of a highway project by the Texas Department of Transportation. The Corsicana market will continue to be served by surrounding McCoy’s locations.

After deal closes on Aug. 2, McCoy’s will operate 85 stores, three distribution centers, and two millwork plants in three states. building-products.com

------------| SUPPLIER BRIEFS L&W Supply acquired the assets of American Building Materials, Wadsworth and Hebron, Oh. Kennebec Lumber Co. lost its Greenfield, N.H., sawmill in a June 25 fire, cause unknown. The office, dry kilns, and inventory were unscathed.

Teal Jones Group, Surrey, B.C., has begun construction on a $110-million southern yellow pine sawmill on 235 acres in Plain Dealing, La. When completed in fall 2023, the facility will produce a wide range of dimensional and specialty lumber products with a production capacity of 300 million bd. ft. annually.

KOOPMAN LUMBER owners (l-r) Dirk Koopman, Tony & Denise Brookhouse.

MASSACHUSETTS’ KOOPMAN EXPANDS WESTWARD Ten-unit eastern Massachusetts dealer Koopman Lumber, Whitinsville, Ma., has acquired Boilard Lumber, another family-owned and operated retail lumberyard providing quality building supplies to western Massachusetts since 1936.

Based in Indian Orchard, Ma., Boilard Lumber adopted the Koopman name on June 27. All Boilard employees were welcomed to remain on staff and Robert Boilard, vice president, will remain as general manager.

“We’re excited about the opportunities this merger presents,” said Dirk Koopman, COO. “It’s an honor to partner with a business as well-respected as Boilard Lumber, and to expand our business into western Massachusetts. We have an experienced transition team, and our goal is a smooth transition for every employee and customer. We’ll offer additional product lines, enhanced capabilities and greater resources, all in the capable hands of the same staff who know their customers and their business needs.”

“After 86 years of continuous family ownership, we are happy to have found another business that shares our history and values to continue our legacy in western Massachusetts,” said Mike Boilard, president, Boilard Lumber. “It was important to us to turn the reins over to people who are as committed as we have been to both our customers and employees. The Koopman family fits that bill.”

Koopman Lumber offers three full-line lumber, hardware, paint, lawn and garden stores in Whitinsville, Uxbridge and North Grafton; one lumber, hardware, paint and design center in Sharon; a full-service paint store in Milford; lumber yards and kitchen design centers in Hudson, Andover and Fairhaven; and distribution centers in Uxbridge and Sutton.

TIBBETTS ADDING MANUFACTURING LOCATION Tibbetts Lumber Co., St. Petersburg, Fl., has purchased a building on three acres in Crystal River, Fl., that it will convert into a window and door manufacturing facility.

Expected to open Sept. 1, the new location will be Tibbetts’ ninth in the area.

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LP Building Solutions has begun converting its Sagola, Mi., mill from OSB to LP SmartSide engineered wood trim and siding.

Gutherie Lumber Co.’s sawmill in Cecil, Ga., was destroyed by a June 22 blaze.

Baldwin Pole & Piling Co. has begun production of UltraPole NXT with DCOI in their Wiggins, Ms., plant.

Baldwin’s facility in Bay Minette, Al., continues to produce DCOI-treated UltraPole NXT wood poles, as it has since last August.

Coastal Forest Products, has expanded its IronWoods hardwoods facility in Charleston, S.C., into a wholesale supply business for multiple brands, including Derby Building Products’ full line of Tando products—TandoStone, Beach House Shake, and TandoShake.

Palmer-Donavin, Columbus, Oh., is now distributing RISE Building Products’ synthetic wood siding and trim products.

L.L. Johnson Lumber Mfg. Co.’s locations in Charlotte, Mi., and South Bend, In., will distribute Tropical Forest Products’ full line of Black Label brand tropical hardwoods throughout its network of warehouse and retail locations.

Oldcastle APG has completed its $1.9-billion acquistion of Barrette Outdoor Living, Middleburg Heights, Oh. The acquisition bolsters Oldcastle APG’s portfolio and expands opportunities for customers to access end-to-end architectural solutions.

Firestone Building Products, Nashville, Tn., is being renamed the Holcim Building Envelope division of its Solutions & Products Business Unit.

Firestone’s iconic brand is now Elevate.

Andersen Corp. broke ground on a second expansion of its Renewal by Andersen manufacturing operation in Cottage Grove, Mn., which will double the size of its 360,000-sq. ft. Value-Add Center.

USNR, Woodland, Wa., has acquired Timber Automation, Hot Springs, Ar., manufacturer of the LogPro line of log yard equipment, plus optimization, edgers and lumber processing equipment.

building-products.com

HAMMOND PURCHASES NEW HAMPSHIRE INDIE

PACIFIC WOODTECH ACQUIRING LP’S EWP BUSINESS

Hammond Lumber Co., Belgrade, Me., has grown to 22 locations with its acquisition of Brock’s Building Materials, a third generation, family-owned company located in Rochester, N.H. Hammond is a fourth generation, family-owned building material retailer established in 1953. With the acquisition, Hammond now has nearly 900 employees and 22 locations across Maine and New Hampshire.

“We are incredibly excited to welcome the Brock’s family and team,” said Mike Hammond, president and CEO. “Brock’s shares many of the same family-owned values as Hammond Lumber Co. and both companies are excited for this new growth opportunity. Scott and Connie Brock felt there was great compatibility between Brock’s and Hammond Lumber Co. as both companies’ success has been built on providing exceptional customer service and taking care of their employees and customers of Hammond.”

Brock’s is a third generation, family-owned and operated business established in 1961 by Maurice and Anne Brock. Former owners Scott and Connie Brock will become branch manager and assistant branch manager of Hammond’s new Rochester location.

“During the initial phase of integration, our goal is to operate as ‘business as usual’ for all employees at both companies,” Hammond said. “We will work collaboratively with the Brock’s team with the goal of a seamless integration process for all our employees, customers and vendors. We expect there to be minimal changes to day-to-day operations.”

Pacific Woodtech Corp., Burlington, Wa., has acquired Louisiana-Pacific’s Engineered Wood Products division for $210 million.

Set to close in early August, the deal includes LP’s LVL and I-joist manufacturing facilities in Wilmington, N.C.; Red Bluff, Ca.; and Golden, B.C.; associated timber license assets; and the SolidStart brand.

The acquisition comes as PWT expands its North American engineered wood product offerings while maintaining its reputation as an industry leader in unrivaled customer service and dedication to innovation and quality. PWT looked to LP’s premier building solutions when identifying the ideal product mix—one that meets the evolving needs of the current building market and answers the call for more sustainable building products.

“Adding Golden, Wilmington and Red Bluff to PWT’s existing EWP business will propel the company into new growth,” said president and CEO Jim Enright.

“PWT continues to drive positive change at the cutting edge of engineered wood products, and this acquisition will provide a more streamlined and focused resource for the industry.”

“We believe that Pacific Woodtech is well positioned to invest in and grow the SolidStart brand, and its acquisition of LP’s EWP business marks another important step in LP’s ongoing strategic transformation,” said LP chair and CEO Brad Southern. “We will work with Pacific Woodtech to ensure a smooth transition for our EWP employees, customers and suppliers.”

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------------| THINKING AHEAD

POST-COVID PLAYBOOK

A SPECIAL SERIES FROM NAWLA

------------ BY DONNA WHITAKER FOR THE PAST couple of years, lumber companies have had to play the game by COVID rules. We spent much of the pandemic in defense mode, reacting to one challenge tossed our way after another—all while the goalposts seemed to keep moving. Circumstances meant closing the pages, at least temporarily, on a playbook of tried-andtrue business practices that have helped shape this industry over the decades. New strategies necessarily emerged to fill the gap, keeping the ball in play despite the public health emergency.

With the brunt of the pandemic now behind us, however, it’s time to stop playing defense and start playing offense! And by that, I mean returning to the basics: the processes and ideals that this industry was built on and that we know run our businesses effectively. That doesn’t mean giving up the approaches that got us through the worst of the crisis, but perhaps finding a happy medium to accommodate both the old and the new.

Running It Back Let’s not forget that the wood products industry was built on relationships; this is a “people” business to its core. While COVID took some of that away from us, technologies like Teams and Zoom helped to preserve it to some extent. There’s no doubt they’ve earned a place in our operations going forward. Indeed, they’ll likely prove useful in helping

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regain control over our costs again (i.e., playing offense) by using video conferencing to save on unnecessary travel, for instance.

At the same time, there’s no real substitute for face-to-face interaction; and that’s an underlying value we would do well to re-focus on. Live attendance at trade shows is back and restrictions on visiting customer sites are gone, providing a perfect opportunity to start rekindling old relationships. It’s also a chance to elevate budding relationships formed during the pandemic and cultivated primarily through online meetings.

Seeing contacts in person, some of them for the first time ever, breaking bread with them and talking about family and other matters important to customers—these capture a certain kind of dynamic that is particularly strong in our industry. We’ve missed bonding with our people, but I believe that’s something that we should—and will—see renewed as we move forward.

That goes not just for clients but for each other, our colleagues and teams. Remote work was absolutely a necessity during the pandemic… but it also threatened to erode the family-like atmosphere so common among lumber companies. Now that COVID is hopefully in our rearview, the lumber industry should spend some time on strategies to rebuild what we’ve lost in terms of culture.

As a leader, you must continually challenge yourself to think of ways

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to make work fun for your people, to make it so they’re excited to get up and do their job every day. At Interfor, I made a point during the COVID shutdown to arrange after-hour activities to routinely engage my team, from online escape rooms to virtual wine tastings. With occupancy in the office trending back up across the industry, it’s important to keep seeking ways to fellowship and bring workers together to foster the cohesiveness that has defined lumber companies from the start.

Passing the Ball Even as we work on getting back to our foundation, we must look to the future. Who’s minding the store?

Labor continues to represent a major challenge, and attracting plus retaining quality workers is critical.

Interestingly, I found that the pandemic heightened management’s sense of who was interested in carving out a career and who just wanted a job to meet their needs at that moment. Aside from better evaluating existing employees, Interfor also tweaked the interview process for prospects. Recruiting activities and interviews moved online during COVID, forcing managers to assess candidates from a different angle.

Although we’re getting back to normal, we’ll likely continue to hold periodic virtual events even as we visit colleges in person and resume in-person interviews.

Meanwhile, it’s not just about getting new people—it’s about attracting building-products.com

the younger generation as well. This industry is undeniably maturing, making it all the more important to address the transition to the next generation. Where do we reach our eventual replacements? What will make jobs in lumber more appealing to young people? How do we hold on to high school graduates who might be interested in a truck driving career but can’t legally take the wheel of a semi-truck until they turn 21? How do we keep from “losing” them during that three-year interim?

These are the kind of questions we should be thinking about now.

One possible answer is to promote the best of what this industry has to offer. At Interfor, that means environmental stewardship, emphasis on safety, and care for our people, among other attributes. We regularly review practices and procedures to monitor and report on environmental performance; this is the kind of commitment that appeals to younger generations, who are hyper-conscious about the environment and sustainability at the corporate level.

Forward-thinking companies understand that not only can we learn from

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their passion in this area, but we can also leverage this mentality and take it to the next level by grooming them as future leaders.

Another “selling point” at Interfor is the focus on safety—not only in our mills but in the offices and on the road, too. Safety comes first in everything we do every day. That’s only one way that we care for our employees—who we want to position for a career where they are able to contribute, grow and prosper. Our team defines our culture! We take care of each other, value each other’s opinions, and are committed to our communities and customers.

Playing up these and other strengths helps not only younger prospects, but any prospect, see beyond flashier vocations to recognize the value of the wood products industry. It’s also important that the industry keep its eyes open to diversity. Speaking for Interfor, I can say strides have already been made, but more must be done across the board to not only welcome more women and ethnic minorities into the fold but also to coach and promote them in leadership roles.

The End Game That’s the industry I envision for the foreseeable future: one that is grounded in the bedrock principles underpinning how we do business but that is improved by certain changes demanded by the pandemic. Admittedly, we’re still wrestling with remnants from the crisis. Supply-chain disruptions, questions about the most efficient way to get product from Point A to Point B, labor shortages and other challenges persist as we chip away at the second half of 2022. However, I think it’s safe to say that COVID is no longer calling the shots. Once we stop playing “D” and start quarterbacking the game, we can return our focus to building a better future.

DONNA WHITAKER Donna Whitaker is VP of sales & marketing for Interfor (www.interfor.com).

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------------| MOVERS & SHAKERS Caleb Mette is now a co-owner and company president of Effingham Builders Supply, Effingham, Il., alongside his father, Bill Mette.

Kyle Kloss, ex-Aviston Lumber, is now sales mgr. with Effingham.

Drew Meng has been named CEO of PrimeSource Building Products, Irving, Tx., succeeding Tom Koos, who remains CEO of PrimeSource Brands. Robert Roche is now PrimeSource Brands CFO.

William Wheat, Guerry Lumber, Savannah, Ga., has been promoted to VP of sales & operations.

Kelly Joyce has been promoted to director of purchasing for Gulfeagle Supply, Tampa, Fl.

Bryan Hall and Joan Burke have been appointed regional VPs of the South and North regions, respectively, for BlueLinx, Marietta, Ga.

Orlando Almano has been named general mgr. of Northwoods Lumber Co., Bemidji, Mn.

Lou Filippone has joined Fairway Architectural Railing Solutions, Hamilton, N.J., as VP of sales.

Karee Vernon has been promoted to VP of human resources at Kreg Tool Co., Ankeny, Ia.

John McClellan has been named VP of operations for Sto Corp., Atlanta, Ga. He replaces John Yankovich, who is retiring after 17 years with the company.

Melissa Jones, ex-Pentair, has joined Cornerstone Building Brands as president, U.S. siding.

Steve Heaton has been promoted to VP and general mgr. of the Atlas Molded Products Division of Atlas Roofing Corp., Atlanta, Ga. Bob Ferree is now VP and general mgr. for the Roof & Wall Division.

Luis Pedro has been named chief operating officer for Rocky’s Ace Hardware, Springfield, Ma.

Daniel Schumacher, ex-Komatsu, joined Toyota Material Handling, Columbus, In., as director of IT.

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Jean Fahy was promoted to LBM division mgr. of business development for Do it Best Corp., and will split her time between its Fort Wayne, In., Hq. and Woodburn, Or., regional office. Also promoted were: Ryan Heine to director of brand integration; Dan Colvin, forest products specialist; Robby Ehlerding, category management business analyst; Michelle Hutker, building materials trader; Jim Knepper, forest products technical specialist; Jake McGee, associate building materials trader; Floyd Stilson, millwork specialist; Zach Vanlandingham, forest products specialist (western species); and Rob Williams, product sales mgr.

(SPF & reload operations).

Alex Carrillo, L&W Supply, Corpus Christi, Tx., and 19 other branch mgrs. (Dean Johnson, Frisco, Tx.; Armando Morales, Schertz, Tx.; Scott Fehrman, Indianapolis, In.; Aaron Weaver, Savannah, Ga.; Barbara P. Graves, Huntsville, Al.; Jason Strahl, Columbus, In.; Patrick Graceffa, Charlotte, N.C.; Stacy Dennany, Jackson, Mi.; Bryan Busch, Atlanta, Ga.;

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Danny Franceware, El Paso, Tx.; Christopher Bailey, Erie, Pa.; and Renzo Rodriguez, Piscataway, N.J.) were inducted into L&S’s Managing Partner Program.

Marcia J. Avedon, Ph.D. was elected to the board of Acuity Brands, Atlanta, Ga. Jennifer Eannucci, US Lumber, was among 10 recipients of North American Wholesale Lumber Association’s 2022 Scholarship Program, along with Grant Comer, Tri State Forest Products; Jack Glover and Brooke Stutzer, Boise Cascade; David C.T. Zhang, Interfor; and Maggie Birks, Estelle Jones, Mary Ellen Owings, Kalem Stephens, and Christopher Roberts, all of Weyerhauser. Each receives a $2,500 scholarship.

Steve Furr, Viance’s director of engineering & technical services, was inducted into the International Hot Rod Association Hall of Fame.

He’s won a combined 92 IHRA and NHRA victories andmade over 170 final-round appearances.

Kent C. Strait may have celebrated a little too festively at the recent anniversary party for MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

NATION’S BEST ADDS DALLAS DOOR/WINDOW SUPPLIER Nation’s Best, Dallas, Tx., has added Advanced Window Systems to its family of businesses. AWS has a large warehouse south of Dallas and a showroom in the Dallas Design District to meet with customers and suppliers.

According to Nation’s Best CEO Chris Miller, “While our acquisitions to date have been focused on home centers and hardware stores, AWS provides us a unique opportunity to enhance our window and door offerings across all our locations nationwide, while capturing even more sales in the Dallas-Fort Worth market.”

AWS owner Steve Johnson will retire, but sons Dustin and Seth and son-in-law Mitch Raymond continue in their leadership roles, and AWS retains its existing name.

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interior trim, has purchased two-step millwork distributor Tinder Wholesale, Manassas, Va. “With this acquisition, Metrie continues to grow in our important U.S. Atlantic region,” said CEO Kent Bowie. “We believe Metrie has the most robust, integrated supply chain in the North American millwork industry, with a combination of internal manufacturing capability complemented by key partnerships with global leaders. The Tinder acquisition enables us to offer our existing—and new—Atlantic customers more innovative product and supply chain solutions.”

GREEN BUILDING FORECAST TO DOUBLE GLOBALLY

KITCHENS OPT FOR NEW MATERIAL CHOICES Kitchen remodeling remains hot, with material preferences changing fast for cabinets, countertops and especially flooring, according to Home Innovation Research Labs’ 2022 Consumer Practices Surveys.

Luxury Vinyl Tile or Plank surpassed wood and ceramic flooring in the past few years in its meteoric rise to 25% of all new kitchen flooring in U.S. households. The only other flooring category on the rise in the kitchen was vinyl tile, invigorated by the success of Luxury Vinyl and the other new options available.

METRIE BUYS MID-ATLANTIC MILLWORK DISTRIBUTOR Vancouver, B.C.-based Metrie, North America’s largest manufacturer and distributor of millwork and

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The worldwide green building materials market should nearly double over the next five years, reaching $523.7 billion by 2027, according to recent analysis by Future Market Insights, Inc. The climb would represent 11.06% annual growth from 2021’s $280.5 billion—a rate expected to continue through 2032.

Insulation is forecast to be the fastest-growing application, rising at a pace of 11.7% over the period due to its excellent energy efficiency and increased emphasis on installing interior insulation solutions.

North America owns a significant green building material market share, with growth substantially driven by strict rules on the use of environmentally friendly products in the construction sector.

Exposed to extreme climate conditions and government initiatives, the Asia Pacific and Latin America are also seeing increased demand for green building materials.

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STOP LEDGER BOARD MOISTURE

PAINTER’S TOOL BOX

Trex Seal Ledger Tape is an 11”-wide aluminum-lined butyl tape specifically engineered for use on the ledger board of a deck, combining the best performance features of metal and tape flashing in one easy-to-use product.

Reinforced with an aluminum liner, the 11”-wide tape covers the entire surface of the ledger board and creates a seamless seal over any gaps between the ledger and deck substructure for optimal protection against moisture penetration.

Designed specifically for deck applications, both in its function and size, it has a 5.5” double-release liner that allows installers to bend and set it in place without it flexing back like other flashing tapes.

The Purdy Painter’s Storage Box is a three-tiered interlocking system designed to keep professional painters organized and productive, and able to quickly transport their tools from jobsites.

Each box features dedicated space for housing painting tools, which includes a bin for wet brushes or roller covers up to 18”, hanger bars for organizing paintbrushes, and even room for stowing two extension poles.

The lid stays open at a 90° degree angle for quick access to tools. The top lid also features the profiles of paint can bases in differing sizes, to hold them in place.

Between jobsites, the storage boxes stack easily, lock securely in place, and are effortless to move with two large, all-terrain 9” wheels that are replaceable and an integrated, telescopic handle.

TREXSEAL.COM (800) 289-8739

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TOP-NOTCH BELT SANDER

MOSO North America has added double-fluted and triple-fluted siding to its X-treme collection.

Providing a fluted panel look for exterior cladding or soffit, the 6’-long, 6”-wide boards are end-matched for faster installation and less waste. MOSO bamboo X-treme cladding uses the same clips as the decking, keeping hardware cost to a minimum.

It boasts a Class A fire rating and a 25-year warranty against rot and decay and is WUI listed in California.

Milwaukee Tool’s new M18 FUEL Belt Sander offers professional carpenters and remodelers the most powerful, and versatile cordless belt sander to assist in the jobsite material removal process.

Generating 8 amps of corded power, the tool supplies a faster material removal rate with a belt speed range of 700 to 1,3 50 surface ft. per minute. It has been optimized for jobsite applications with a tool-free, adjustable pommel and ergonomic design that allows users to work in confined corners and spaces. Outfitted with a premium multi-layer dust bag and a universal vacuum hose adapter, it offers best-in-class dust collection with over 80% dust collected during use.

MOSO-BAMBOO.COM (855) 343-8444

MILWAUKEETOOL.COM (800) 729-3878

FLUTED BAMBOO SIDING

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SDWS FRAMING Screw

SDWS TIMBER Screw

SDPW DEFLECTOR Screw

Strength and selection are always in stock.

SDWH TIMBER-HEX Screw

SDW TRUSS-PLY Screw

SDWC TRUSS Screw

SDWH TIMBER-HEX HDG Screw

When it comes to structural fasteners, Strong-Drive® is the only name dealers need to know. Our professional-grade screws and nails are precision engineered for strength, versatility and reliability.

With innovative designs that make driving fast and easy, the entire Simpson Strong-Tie® Strong-Drive line helps keep installed costs low while meeting the highest demands. Our broad selection of fasteners is available in a wide variety of lengths for any application. Whether your customers are framing a structure, retrofitting a building, renovating a home, or repairing a deck, dock or pier, there’s no better way to get the job done.

Stock up on Strong-Drive fasteners. Visit go.strongtie.com/strongdrive or call (800) 999-5099. © 2022 Simpson Strong-Tie Company Inc. SD21D

MASS TIMBER STRAP

Atlantis Rail Systems has launched a new aluminum top rail for its popular Spectrum cable railing system.

Previously, the Spectrum System included the cable, fittings and posts, and customers supplied their own hardwood top rail.

The Spectrum Top Rail System has a rectangular top rail and small assortment of adaptive fittings to handle most layouts. The system consists of square, 1-1/2”x1-1/2” stainless steel powder-coated posts that can be fascia- or surface-mounted and an extruded aluminum 1-5/8”x3 1/2” top rail. The top rail is offered in standard lengths of 4’, 6’ and 8’. Aluminum top rail and fittings are powder-coated in the standard and special Spectrum colors.

Simpson Strong-Tie has introduced the MTWS mass timber washer strap as a versatile, off-the-shelf, load-tested option for a variety of cross-laminated timber (CLT) panel-to-panel and panel-to-steel connections in mass timber construction.

Mass timber projects can utilize a hybrid of structural materials, and often require strap and holdown connections with two to three times the capacity of light-frame connections.

The new washer strap is engineered for the high strength and stiffness required by these higher-load applications, while using 10% to 20% fewer fasteners, providing productivity and efficiency on the jobsite and eliminating the need for custom fabrication of steel connector straps.

The strap provides a pre-engineered, tested solution to replace expensive, shop-fabricated steel plates while providing maximum versatility on the jobsite.

ATLANTISRAIL.COM (508) 732-9191

STRONGTIE.COM/MASSTIMBER (800) 999-5099

CABLE RAILING TOP RAIL

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Discover

The smarter way forward.

Van Duyne Builders, Longport, NJ VERSATEX manufactures state-of-the-art cellular PVC building products that install like real wood and are completely impervious to moisture or any environmental impact. When you Discover VERSATEX, you find there is a way to blend architectural beauty with long-lasting, low-maintenance performance.

Learn how VERSATEX was discovered by this builder at www.versatex.com/discover.VanDuyne www.versatex.com

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724.857.1111

LIGHT RAIL Feeney’s next generation of its DesignRail LED Rail Lighting Kit simplifies installation and delivers added versatility, while also offering a longer product warranty.

Developed to install easily into DesignRail top or bottom rails without special tools, the kit now accommodates a single, continuous 55-ft. run and is field trimmable for optimal flexibility, with 4” cut lines for convenient reference.

The durable 24V wet location strip lights attach to the railing surface using integrated highperformance, double-sided foam (VHB) tape for carefree installation. Waterproof crimp fittings provide protection from the elements, while plugand-play connectors facilitate quick linking of lights and components.

FEENEYINC.COM (800) 888-2418

NEUTRAL COLOR CABINETS Wolf Home Products has released a third finish option—Carbon SmartShield—in its contemporary cabinet style line, Wolf Endeavor.

The new finish rounds out a neutral palette with a dark grey option, providing a dark, clean shade that is not as saturated as black and contrasts beautifully with lighter room elements.

Endeavor cabinets are frameless with full access and full overlay styling. The modern, shaker-style door also comes in Polar SmartShield and Sterling SmartShield.

WOLFHOMEPRODUCTS.COM (800) 388-9653

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POWER DRIVE

DaVinci Roofscapes has introduced a new single-width composite slate roofing tile. Province Slate, a 12”-wide tile with a fixed 8” exposure evokes a historical nature with authentic natural slate appeal.

Modeled after actual slate, the tiles have a natural, non-repeating beauty that complements a variety of home styles. The durable slate tiles resist severe weather, high winds, insects, algae and fungus growth.

Senco’s new pneumatic framing nailer delivers 18% more driving force, exceptional durability, and advanced ergonomics.

Made in the USA, the FN91T1 was designed to sink nails all day long and survive the toughest jobsites without causing undue fatigue to the user. The nailer drives paper-collated, 34° clippedhead and offset-round-head nails from 2” to 3-1/2” in length.

Weighing 8.75 lbs. and featuring a durable magnesium magazine and a body and belt hook made from heavy-duty aluminum, the tool was built to take abuse.

DAVINCIROOFSCAPES.COM (8OO) 328-4624

SENCO.COM (888) 543-4596

SLATE-LOOK ROOFING VIBRANT STAINS Nova USA Wood Products has enhanced the color retention of its ExoShield Wood Stains by 3 0% and improved the formulations of its Walnut and Mahogany ExoShield colors.

Fewer red pigments produce a richer medium-brown Walnut with red undertones, and a subtler, more natural-looking Mahogany.

Polymerized oil resins have also been added, as well as the highest amount of UV blockers possible.

NOVAUSAWOOD.COM (503) 419-6407

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DARKER SCREWS Spax Powerlags engineered fasteners are getting a colorful new look this season.

The fasteners will transition from green to a black top coat, based on customers’ preference for black to provide an attractive appearance and to match with other products.

This High Corrosion Resistance coating adds a double barrier. First plated with a zinc base coat, then finished with a durable top coat, the structural wood screws are engineered, tested and inspected to hold up to the harshest conditions.

SPAX.US (888) 222-7729

FRAMELESS GLASS WINDSCREEN Ocula, Trex Commercial’s new glass windscreen system, offers optimal versatility with its post-free, clamp-supported design.

The system is designed to divert wind while elevating architectural aesthetics. It comes in three standard heights: guardrail (43”), pool surround (48”), and balcony divider (60”), plus custom heights and multiple top cap and handrail options.

The stainless steel clamps can be paired with view-optimizing clear glass for a barely-there look, or frosted or fritted glass for more privacy.

TREXCOMMERCIAL.COM (800) 289-8739

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BPD has weathered the time just like MAZE NAILS! Congratulations on 40 years!

ca 1950

Cypress siding, circa 19

Maple flooring, cir

Cedar Shake roof Grand Canyon

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National Park, circa 2018

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Helping to build America since 1848

Celebrating 174 years • 1848-2022

— SPECIAL SECTION —

Celebrating 100 Years of The Merchant Magazine Celebrating 40 Years of BPD

The 100-year story of Building Products Digest is a tale of history repeating itself—backwards.

Houston, Tx.-based publisher Jack Dionne’s success serving the South with The Gulf Coast Lumberman convinced him of the need for a new publication in the country’s other major lumber-producing region, the West. So, in 1922, he launched The California Lumber Merchant, known today as simply The Merchant Magazine.

Fast-forward 60 years later, to the early 1980s. With The Gulf Coast Lumberman long since folded, Merchant publisher David Cutler saw the opportunity for a similar publication in the Southeast.

Working with editor Juanita Lovret, he launched Building Products Digest, replicating The Merchant’s format of business-building news and features, and its mission of fostering community within the regional LBM industry.

BPD initially was distributed in the 13 Southeastern states, from Texas to Florida, but 20 years ago expanded to cover all 37 states west of the Rockies.

We are grateful that now, 40 years later, BPD continues to flourish, in both print and digital versions Please join us as we look back over the last 100 years.

Upper Right BPD’s first issue: March 198 Lower Right Ad from December 1981 announcing the coming of BPD

1920s

The 1920s were prosperous times for many in the West, and the lumber industry was no exception.

Fueled by the California housing market, lumber production reached higher and higher levels.

But one skill the lumber industry has typically lacked is self promotion. That, though, was no problem for the charismatic Jack Dionne. For nine years he published The Gulf Coast Lumberman from Houston, Tx., providing lumber merchants with news, features, and pep talks layered with homespun humor. He soon recognized the need for a similar publication for lumber dealers in booming markets of California. In the first months, he opened offices in Lo Angeles, San Francisco, and Portland.

“The Merchant” distributed its first biweekly issue on July 1, 1922. It, like the lumber industry itself, enjoyed fast growth through the ’20s. Times, some say, grew too prosperous. Early in 1928, the stock market began a meteoric rise, providing big, quick profits that captured the attention, imaginations and incomes of millions. So many people playing the stock market on margin and retiring completely from other investment activities put a drag on the lumber business. Dionne saw the stock craze as gambling and in the fall of 1929, commended those who put their savings in bonds: “It means a stout disposition to save rather than waste, and in time those bonds can be used to buy homes.”

Then came the crash. “The recession of recent weeks had to come,” Dionne wrote. “It isn’t the law of economics. It’s simply the law of gravity.”

He warned a national house cleaning would be painful, but was unavoidable. Noted Dionne, on Dec. 1, 1929: “The liquidation of the stock market continues. The world watches, agape, at the thing that is happening. And naturally, while the world watches, the world does not build.”

1930s

Through the early Thirties, the pages of The Merchant were filled with one expert after another claiming an economic turnaround was in sight. Then, several issues later, came the shock of realizing yet another prophecy failed, as business sunk lower and lower.

The Great Depression struck the lumber business as hard as any industry, since nearly 60% of all lumber went into construction. As money became tighter and job losses mounted, fewer people could afford homes. Housing starts, which had reached to the hundreds of thousands during the 1920s, averaged 26,000 single family residences in 1932, 1933 and 1934. “The price of lumber has gone back to levels of 25 years ago,” Dionne moaned in April of 1932.

Recovery came slowly, after President Roosevelt initiated a series of aggressive programs to put the country back to work. Some worked (valuable public works projects), others didn’t (a minimum lumber price code eventually was interpreted as price fixing and ruled unconstitutional). But through it all, an industry and a nation survived.

1940s

Wood products would play a vital role in World War II, and the conflict would revitalize the industry.

During the early Forties, tens of billions of board feet of lumber wold go into building rifle stocks, ammunition boxes, shipping crates, tank models, troop housing, Army laundries, hospitals, portable bridges, recreation centers, laboratories, chapels, offices, mess halls, naval air bases, hangars, ships, drydocks, shipyards, defense factories, scaffolding, wharves, pontoons, ties, poles, props, anti-tank barriers, shoring, shelters, lockers, gas mask filters, lifeboat covers, plywood to black out windows, and thousands of other uses. By late 1942, 90% of all U.S. lumber shipments went into war, defense and priority-controlled essential civilian uses. Wood technology exploded, as researchers began treating, twisting, laminating and otherwise controlling the shape and strength of wood in order to make it serve war purposes that were undreamed of months earlier.

1950s

When World War II ended, the U.S. faced an unprecedented shortage of housing brought on by 16 years of depression and war. During the next 10 years, more than 10 million American families would become new homeowners. Annual housing starts exceeded 1 million in 1950 and never looked back.

For the first time, home ownership surpassed 60% Like the U.S. itself. the nation’s 26,000 lumber retailers prospered. They became more efficient and reduced handling costs through the development of mechanized and time saving equipment, improved methods of inventory control, and the continued training of the more than 100,000 men hired by retail yards after the war.

Sales were also aided by a record birthrate, low-interest, low-down payment government loans, a surge in remodeling, and the emergence of a new customer, the “do-it-yourself enthusiast.”

The wood products industry played a vital role in rebuilding America. As the then-president of the National Association of Home Builders told lumber merchants in 1955: “In providing good homes, good designs, and good values, we are making it possible to build better citizens and a better nation for us all.”

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The 1960s are remembered as a period of sweeping change. That description applied not only to the lumber industry, but to The Merchant, as well. In 1962, Dionne began looking for a successor.

Prominent lumberman A.D. Bell Jr. arrived with his checkbook. He had little interest in running a publishing empire, but was determined to make sure the beloved magazine survived. A young former scribe with Stars & Stripes, David Cutler, joined the business in 1962, soon partnering with Bell and over the years buying the business from him.

1960s

Through the 1970s, LBM dealers and wholesalers began devoting more selling and storage space to other building materials, and the housing boom expanded to wider and wider markets. Similarly, one of the most popular sections of our magazine became New Products, which introduced retailers to innovations which often became staples of their businesses, including MSR lumber (July 1970), laminated roof and floor decking (September 1970), and vinyl-wrapped mouldings (February 1972)

1970s

Although the Eighties may be remembered as the Decade of the Home Center, in reality the consumer-oriented home improvement store was born years earlier. At the time, lumberyards catered to the professional, selling to homeowners condescendingly.

In fact, 20 years earlier, some retailers had already begun to recognize the potential of the DIY market. They altered their floor layout and store hours, and began promoting to the public Suddenly, homeowners could find lumber priced by the piece rather than the board foot and paneling priced by the panel rather than the square foot. They could roll dimension lumber, insulation and other building materials right out the front door instead of waiting for a ticket to be written and the merchandise tallied from the yard. The new store hours allowed consumers to shop both after work and on their days off. Retailers added new departments, visual merchandising and colorful tabloid advertising. Store sizes grew to 20,000, 30,000, 40,000 sq. ft. Lumberyards became home centers.

1980s

By 1990, war had been declared on the timber industry. Environmentalists, in recruiting the Northern spotted owl as their poster child, had put a sympathetic, big-eyed face on their radical anti-logging crusade. Unlike the reserved industry, the preservationists were not publicity shy. They waged their battle in the press, in schools, and, ultimately, in courts, tying up countless legally-approved timber harvests through drawn-out lawsuits and leading to the closures of hundreds of mills. Lumber production plummeted.

Rushing to fill tlhe gap were alternate species and substitute materials, like steel and plastic. But low supply encouraged better use of every inch of every log. New engineered wood products, stronger, longer and more available than their solid wood counterparts, came into their own. And tighter supply brought the industry closer together, to teach the public that the best solution was better care of its resource, not locking it up.

1990s

The year 2001 proved to be a watershed mark at BPD and beyond. At home, longtime publisher David Cutler was ready to retire and sold the business to Alan Oakes. No sooner had the ink dried on the deal then came September 11, 2001. The industry, in fact the entire world, stopped and would never be the same.

Once travel resumed, Oakes and his staff resumed their frenetic pace of travel. We were committed to letting our readers and advertisers know that it was time to get back to business. Most notably, BPD’s coverage expanded from the Southeast to the Midwest and Northeast, so together our publications could serve a complete national audience.

2000s

In 2014, it was Oakes’ turn to hand off leadership of the company. New owner/publisher Patrick Adams quickly went to work making The Merchant and BPD the foundation for a far-reaching, full-service B2B publishing empire. 526 Media Group would serve not only lumbermen, but also similarly valued “American Bedrock Infrastructure Industries.” The fast-growing company currently offers three additional print publications (Deck Specialist, Surface & Panel, and ATF), a virtual events platform, and a host of digital offerings.

The onset of the pandemic may have thrown everyone a curveball, but BPD and our sister properties at 526 Media Group have been blessed to have weathered the storm and to continue to enjoy tremendous growth—in no small part due to the loyalty of our readers and advertisers. For that, and for our bright future together, we thank you.

2010s

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We asked David Cutler, founder of BPD, to share some of his memories and, true to his ever-humble nature, he preferred to write in the third-person, like a far-off reporter. Indeed, Dave always strove to keep himself—and BPD—out of the story. He pioneered our ever-popular event photo montages, snapping pictures at hundreds of functions, but never having one taken of him (unless, of course, his lovely wife Marti was in attendance). Today, the camera is usually toted by our advertising department’s Chuck Casey, who has covered close to 500 events during his 27 years with the company.

BPD– A Century in the Making

By David Cutler

I

n a world where most magazines typically last only a few years at most, BPD’s sister publication, The Merchant Magazine, has survived the test of time by serving the lumber and building products industries by providing timely and relevant news, features, and valuable content.

Its growth is a testament to a handful of dedicated individuals with a mission to serve the industry and address what was desperately missing in the industry at the time; a publication with meaningful content.

Contributing to the magazine’s success was the fact that the owners and editors were all active lumbermen with a family heritage in the industry.

With humble beginnings, The Merchant Magazine was founded in 1922 as The California Lumber Merchant by Jack Dionne. The format soon struck the appropriate balance of valuable business insight while featuring the hard-working lumbermen and women, which propelled the magazine’s success.

By the early 1960s, much of the lumber industry still operated traditionally; The days of the big-box retailer had yet to arrive; however, some progressive retailers and wholesalers were beginning to leave their mark. The slower pace of many towns with retail lumber yards remained the norm.

As the market evolved, chains of smaller yards, many family-owned, soldiered on with modest profitability. This diverse, layered market environment continued with wholesalers servicing the retailers in smooth working relationships until the arrival of the big-box establishments. While many retailers and wholesalers adapted successfully to the new market, the industry was changing rapidly.

In 1962 after 40 years of success, Dionne realized the time to sell his magazine had come. Dionne sought a team to continue his legacy of serving the industry with quality industry news and journalistic excellence. Lumberman A.D. Bell, owner of Hobbs-Wall Lumber Co., with family ties to Hammond Lumber Co., and David Cutler, a member of the Horton family that owned the Standard Lumber Co., a Minnesota chain of retail lumberyards, both would step into Dionne’s shoes to propel the magazine into its next chapter.

Bell realized an opportunity to provide the industry with a higher standard of excellence in news reporting and quality printing. Bell also realized that a light touch and a bit of humor were needed to reach the lumber and trade readership.

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This theme would continue to the present day.

A few years later, in 1966, the new owners renamed The California Lumber Merchant to The Merchant Magazine.

In addition to the magazine’s new moniker, the new owners invested in upgrading publication quality while always maintaining the relationships with those in the industry that still did big-dollar business by a handshake. This was a point of pride for the new owners who maintained their client relationships, taking advertising orders verbally. The industry handshake still ruled, showing the quality of industry leaders and the reliability of their work and handshake.

The new owners continued to work, maintaining Dionne’s tradition of journalistic excellence. Many readers’ favorite column featured the industry’s fictional and whimsical mascots, Hugh Mungus and Freddy Fungus. Yes, some readers still question if they truly exist.

On October 14, 1975, upon Bell’s retirement, David and his wife Marti Cutler became sole owners. Together, they continued the pursuit of substantive improvement for existing readers and wider reach.

While The Merchant continued to win industry awards, on February 1, 1982, the first issue of the award-winning Building Products Digest was published. The Digest was an opportunity to grow geographically to the 13 Southern states, thus furthering the reach into the booming Southern market.

In addition to the two magazines, the publishers also launched several ancillary products which served related markets.

After nearly 40 years of nurture and growth, the Cutlers sold The Merchant and BPD to new owners to carry the torch forward.

David Cutler, who joined The Merchant in 1962, completed its purchase with his wife Marti in 1975.

They retired in 2001.

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Since our first publication s founding, we have been closely aligned with lumbermen’s fraternity Hoo-Hoo International, from a regular column on club news in The Merchant Magazine in the 1920s to editing its quarterly journal, The Log & Tally, from 2017 to 2019.

By the Tail of the Great Black Cat

By Stacey Douglas Jones

relationships, Hoo-Hoo believes that better communication builds trust between people in all parts of the industry.

The spirit of Hoo-Hoo is expressed in nine fundamental values, which encourage members to be Fraternal, Helpful, Grateful, Friendly, Tolerant, Progressive, Industrious, Ethical, and Loyal. Hoo-Hoo believes that these nine points are the building blocks of the “Golden Rule.” Therefore, HooHoo members are expected to practice these principles in both their business and personal lives to better themselves and society.

Why Hoo-Hoo?

FIVE of the six founders of Hoo-Hoo at the dedication of the Hoo-Hoo monument in Gurdon, Ar., in 1909. Left to right: George Washington Schwartz, William Eddy Barns, Bolling Arthur Johnson, George Kimball Smith, William Starr Mitchell.

You’ve heard the name, pondered

the Black Cat logo, and seen pictures on the pages of this magazine, but what is the International Concatenated Order of Hoo-Hoo? Quite simply, one of the world’s oldest industrial service organizations dedicated to promoting forest product industries.

Hoo-Hoo began in January 1892, when six industry individuals found their train travels delayed in the small town of Gurdon, Ar. These men, brought together by chance and circumstance, listened as Bolling Arthur Johnson, a lumber trade journalist, and George K. Smith, a lumber association secretary, contemplated the idea of bringing the diverse aspects of the industry together in goodwill and fellowship. They wanted a common group to promote high ideals and a code of ethics nationwide.

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They also felt that having fun along the way would be one of the many benefits of membership. Then and there, this enthusiastic group of six set about forming this new Order.

The Hoo-Hoo Ideal

Hoo-Hoo has fun with unusual names and titles, like the international president’s Snark of the Universe title.

“Fortunately, what we are called is less important than what we are,” said Paul Todd, the current Snark of the Universe.

“We are an organization of individuals dedicated to the ideals of a united and progressive forest-based industry that contributes to the community’s welfare.

We are a fraternal order with an industrial base.”

Founded on the belief that personal contact is essential in work and social

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Hoo-Hoo gives you contact with energetic and progressive people in all branches of the forest products industry.

Their knowledge is yours for the asking. So it’s possible to learn in a brief period what it took others years to acquire.

Hoo-Hoo broadens your mind. Its programs offer members information about worthwhile matters both in and out of the industry. Together with other professionals, you have an opportunity to grow and learn. If you have a timber problem, Hoo-Hoo will help you. If you have a sound idea that will benefit the industry, Hoo-Hoo will help you.

Hoo-Hoo forges friendships that will last a lifetime. The cooperation of many people working together to better the industry can move a mountain as easily as an individual moves a stone. You can be a part of more than a century of cooperation that is the Concatenated Order of Hoo-Hoo.

What’s in a Name?

Curious about the name? The official name of the organization is the Concatenated Order of Hoo-Hoo. A “hoo-hoo” building-products.com

was a term coined by Johnson a month earlier to describe an alarming tuft of hair that grew on top of the otherwise bald head of his fellow lumberman, Charles H. McCarer. The term became a catchphrase in the industry for anything unusual or out of the ordinary. The term “concatenate” means to unite—to bring together—thus, the two unusual words were brought together as an appropriate name for a group that sought to be unconventional (and a little mysterious) in a very fraternal way. Today more than 102,000 people have joined the ranks over its 130-year history.

Club Activities

Each local club selects its mix of activities. Besides social events, many focus on community service and use their activities to raise funds for charity or forestry scholarships. Often clubs support education programs for teachers and kids to share the values of sustainable forestry. Clubs also mentor older students by showing viable career choices in the industry.

Individual clubs meet socially at golf tournaments, industry nights, or other organized events. But, through it all, the common thread of Hoo-Hoo is fraternalism—the fellowship that comes from a common interest and desire to socialize with people of similar experiences.

to give back to your community, HooHoo is for you! We invite you to learn more about and consider membership in Hoo-Hoo International, the fraternal order of the forest products industry.

Come Join Us This September

Hoo-Hoo will be holding its 130th International Convention Sept. 10-13 in Old Town Sacramento. Hosted by Sacramento Club #109, this will be the first official meeting in person since the start of the pandemic, and it will prove to be a raucous good time for us all to be back together. A concat (new member initiation) will be held during the event.

If you are curious about Hoo-Hoo

and joining, this would be an excellent opportunity. Members from around the world will be there, and the amount of friendliness will amaze you. To find out more and see which local chapter would fit you best, contact Kalene Hooks at Hoo-Hoo International’s headquarters in Gurdon, Ar., by emailing to info@ hoo-hoo.org.

Stacey Douglas Jones 99678 is the Napa, Ca.-based owner of

By Design and designer/editor emeritus of Hoo’Hoo’s Log & Tally magazine.

Hoo-Hoo & You

If you support the forest products industry, are at least 18 years of age, enjoy socializing with great people, live life with a code of ethics, and desire

OUR PUBLICATIONS reported on Hoo-Hoo happenings since Year One, starting with a regular column in 1922 in The Merchant Magazine. building-products.com

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With his inexhaustable exuberance, Alan Oakes brought new energy to BPD and The Merchant during his decade-and-a-half of leadership. He made his presence felt at every function he attended—and the charming British accent didn’t hurt a bit.

100 Years and Counting...

By Alan Oakes

After retiring in early 2015, the last thing I thought I

would be doing seven years later, would be writing a column to add to the 164 I had written during my stewardship of The Merchant Magazine and its sister publication Building Products Digest from 2001 to 2014. However, it is a great honor to be asked to write this column to help celebrate the centenary of The Merchant. Over 100 years it has survived and prospered through wars, the Great Depression, market upturns and downturns, and tragedies.

Very few companies achieve this milestone and in this digital world it is a great testament that my successor Patrick Adams, 526 Media Group, and his team can still successfully continue to serve this great industry with all its traditions and family values with a monthly magazine, although of course now supported with a number of digital tools.

In 1999, I had become disillusioned with corporate life and after 25 years as a CEO found myself caught between the board, owners and staff. I made the decision to retire early.

I soon realized there were some elements of business life I missed and made the decision to bring the long-held thought of starting or buying my own company to reality. Soon I came across the then-Cutler Publishing and an owner retiring, some 80 years of history and a good track record made the acquisition a good bet. I was not deterred by the fact that I didn’t know a thing about the LBM industry as an early career in sales and by then had 18 years of book publishing experience I thought optimistically would stand me in good stead.

I started attending events and getting to know the industry. It took a while to understand our place in the industry and just what a record of love and respect had been achieved under the prior three owners, especially my predecessor David Cutler. Those first couple of months were more than a bit scary frankly. With my British accent, speaking to some clients particularly in the South was probably quite hilarious to listen in on. But after three months I started to feel I was getting it. Business started to grow and then just as I started feeling comfortable... BANG... September 11, 2001.

That afternoon, I sent the staff home early and sat on my own in the office, forgetting the time. I realized my next column was now totally inappropriate. I started to put my thoughts of the day to paper as I considered the implications both short-term and long-term. I realized that day that we would be needed more than ever and we would, whatever the cost, support the industry in every way we could. That said, I feared how over the coming months we might survive, as all companies would tighten their belts with business overnight grinding to a complete halt.

It was a scary time. We called every customer we could to hear how they were doing, to pass on what we were hearing across the country, and to offer our support. It was then it sunk in what I had bought into. While we lost a few advertisers, most temporarily, most of them thankfully made the right

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decision to continue with their plans. But other companies that we had called for years but never spent a dime with us, started to ask about advertising. A few said it was because they had loved and avidly read the publications cover to cover over many years, realized it would be tough for us, and wanted nothing to happen to us. Truthfully, it brought tears to my eyes and a lump to my throat. Never in my business life had I received or seen such loyalty. This same story could be repeated after the 2008 housing market collapse. However, it was those early weeks in 2001, post-9/11, that cemented how we would be as a company going forward. It changed me as an owner and as a person. Over the years I saw time and time again how the industry rallied around those in need, even if they were staunch competitors.

As soon as we could fly, one of our first events was the NAWLA Traders Market in Dallas, an occasion that will remain forever in the minds and hearts of those who attended. The camaraderie, friendships, singing ’round the piano, and patriotic songs that even in recent days we still speak of.

From that day on, I knew we would be safe, but more importantly I felt part of the industry family.

As many readers probably sensed over the years, I began enjoying this great industry perhaps more than I should have.

Attending about 30 events every year, it became one long business party. I was always welcomed, and cannot think of a better way to have brought my 50-year career to a close. Attending NAWLA, 2nd Growth, the Crab Feed, and countless others, I made many personal friendships, along with fun, laughter and a beverage or two.

Lastly, most of my columns tried to help readers think about their businesses. And as I head back to my sofa, it’s easy to let technology swallow us up, but please do not allow the traditions, the personal contact, the handshakes to disappear. Cherish and maintain this industry’s uniqueness.

Certainly, as COVID has shown, nothing can be taken for granted. Never has there been more need for the continuity, information and tools that The Merchant provides month in and month out, year in and year out. So once again, my congratulations to BPD and The Merchant and my thanks to Patrick for allowing me to be part of the industry once again. I look forward to further celebrations in the years ahead. Good selling!

Alan Oakes served as publisher of The Merchant Magazine and BPD from 2001 to 2014.

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ANNIVERSARY Flashback

BPD’s First Advertisers

B uilding Products Digest today celebrates its 40th

anniversary—as well as the 100th anniversary of sister publication The Merchant Magazine—with gratitude to our faithful readers and invaluable advertisers. Here, we look back on—and pay special tribute to—those who stood side by side with us in our earliest years and are still going strong four decades later. We thank and appreciate each of you.

• Georgia-Pacific, Atlanta, Ga., started in 1927 wholesaling lumber from its five southern s a w m i l l s . Wi t h i n a decade, it expanded to plywood and was among the advertisers that supported BPD in March of 1982. Today, G-P is one of the world’s largest manufacturers of tissue, pulp, paper, packaging, building products, and related chemcials, with over 30,000 employees at 300+ locations in North and South America.

• Norfield has been serving the machinery needs of North American pre-hung door manufacturers since 1959 and BPD readers since March 1982. Last year, the company was acquired

by GED Integrated Solutions.

• M i d - S t a t e s Wo o d Preservers, Simsboro, La., was formed by brothers Bert and Bill Jones in 1979 to provide pressure treated wood throughout the mid-South region. In March 1982, MidStates became the first treater to place an ad in BPD.

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• Windsor Mill was launched by Ray Flynn in 1971 to mill western species into millwork, such as the paneling shown in the March 1982 BPD. In 1996, it introduced its now-namesake WindsorONE primed radiata pine.

• C&D Lumber Co., Riddle, Or., was born in 1943, deriving its name from its location near southern Oregon’s Coos and Douglas Countylines.

First teaming with BPD in March 1982, C&D is now guided by the sixth generation of the Johnson family.

• North American Wholesale Lumber Association has closely aligned with BPD since day one, placing a congratulations greeting in issue one in March 1 9 8 2 . We a r e currently the official publication of NAWLA.

• Hampton Lumber patriarch Bud Hampton purchased his first sawmill in Willamina, Or., in 1942, initially to supply his own Tacoma lumber business. His son John launched the wholesale division, Hampton Lumber Sales, in 1950. First advertising in BPD in March 1982, Portland, Or.-based Hampton is now under its fourth generation, with SFI-certified timberlands and nine sawmills in the Northwest.

• Setzer Forest Products, another of our issue-one advertisers, began in 1927 as an agricultural box manufacturing plant. Four generations of Setzers and 95 years later, the demand for housing now surpasses the need for vegetable crates.

Consequently, Setzer’s mills in Sacramento and Oroville, Ca., have become one of leading producers of MDF mouldings.

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• Timber Products of Springfield, Or., was established in 1918 and soon began producing a diversified range of wood products, including the special industrial panels it highlighted in BPD’s premiere issue in March 1982.

Best known for its hardwood plywood, TP now has nine manufacturing facilities, an import division, and a nationwide logistics and transportation division.

• Louisiana Pacific w a s s p u n o ff f r o m Georgia-Pacific in 1973 under flamboyant president Harry Merlo.

From its initial holdings of timberlands and lumber and plywood mills, LP helped pioneer OSB and a range of other building products, though it first teamed up with BPD to promote its now-long-since-divested pressure treated wood division in April of 1982.

• Snider Industries, Marshall, Tx., from before its first BPD ad in January 1983 and continuing to this day, has always devoted its entire production to premium 1” SYP boards. As Snider’s original tagline touted: “Boards are our ONLY business.”

• Lee Roy Jordan Lumber Co., Dallas, Tx., started life in 1952 as Redwood Lumber Co. of Dallas—the largest exclusive dealer of redwood in the Southwest. The company was purchased and renamed in 1977 by Dallas Cowboys football great Lee Roy Jordan and began teaming up with BPD ad in March of 1983.

• T.R. Miller Mill Co., Brewton, Al., this year is celebrating its 150th anniversary, producing southern yellow pine lumber for a century and a half. In fact, it’s even older­— its predecessor company built its very first mill in 1848! (The company was incorporated in 1872.) Now one of the 150 largest sawmills in the U.S., T.R. Miller first marketed through BPD in April of 1983.

• California Cascade Industries, Sacramento, Ca., opened as a regional distributor in 1974. By the time it first ran with BPD in April 1982, it was also selling western species into the South. Cal Cascade was purchased by CanWel Building Materials in 2015.

• Great Southern Wood Preserving, Abbeville, Al., first advertised in BPD in June of 1982, initially promoting lumber pressure treated with preservatives supplied by Osmose and identified by Osmose’s “little yellow tag.”

Twenty years later, the company decided to turn the mark into its own YellaWood brand.

• Culpeper Wood Preservers was founded in 1976 by Joe Daniel as a local pressure treating company with a single location in Culpeper, Va. The company had grown to three locations by the time of its first ad in BPD in April of 1983. Joined by son Josh Daniel in 1990, Culpeper is now one of the largest producers of pressure treated lumber in the country, after just completing its purchase of its 15th and 16th facilities.

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ANNIVERSARY Flashback

BPD’s First Advertisers

• American International Forest Products, Beaverton, Or., founded in 1964, has been an industry leader in lumber commodities trading. Spread across seven departments covering major lumber commodities and specialty building materials, AIFP boasts the largest trading floor in North America. It first advertised in BPD in July 1983.

• States Industries, Eugene, Or., originated in 1966 as a manufacturer of walls panels—showcased in their O c t o b e r 1 9 8 3 ad— before eventually concentrating on industrial hardwood plywood.

• Weyerhaeuser, which made its BPD debut on the cover of the January 1984 edition, began in Tacoma, Wa., in 1900 as a timberland owner, quickly growing into one of the world’s largest lumber manufacturers and distributors.

• Schlage Lock pioneered the first cylindrical pintumbler locks and first pushbutton door-knob locks in the early 1920s. Schlage was acquired by Ingersoll Rand in 1974, first ran in BPD in February 1984, and became part of Allegion in 2013.

• Timber Products Inspection, a BPD advertiser since February 1984, started out as a two-man company in 1969 and has since grown to be the largest accredited agency under ALSC for lumber, treating, WPM and wood pellet auditing programs. TP currently serves clients in 16 countries and handles over 20 different wood products.

• Boise Cascade was formed in 1957 through the merger of Cascade Lumber Co., Yakima, Wa., and Boise Payette Lumber Co., Boise, Id. Within a year, it had more than 100 retail outlets for its wholesale distribution business. It quickly expanded to a full range of forest products, paper, concrete, plastics, textiles, sand/gravel, and office products.

Boise Cascade made a big splash with a two-page spread for its first BPD ad in November of 1983.

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• Maze Nails originally started as Maze Lumber, a modest lumberyard in the small town of Peru, Il., in 1848. In the late 1800s, to address builder complaints of shingle blow-offs due to nail failures, Maze bought a used nail machine to make its own, using pure zinc. The fastener business took off, with Maze introducing 50-lb. bulk packs in 1900, 5-lb. boxes in 1905, hot-dipped nails in 1914, spiral shank nails in 1930, and StormGuard double hot-dip galvanizing in 1955, which it first promoted through BPD April 1984.

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• Performance Coatings Inc., Ukiah, Ca., introduced its Penofin brand of high-performance wood finishes to BPD readers in June of 1984.

• Snavely Forest Products, Pittsburgh, Pa., was founded in 1902 and grew to five distribution locations by the time it was acquired in 2018

by Weekes Forest Products. Snavely first appeared in BPD in August 1984.

• Wasco Products was formed in 1935 to manufacture a revolutionary throughwall flashing system, expanded to acrylic dome skylights in 1949, and introduced aluminum-framed, glassglazed skylights in 1974 and low-profile, vinyl-framed skylights two years later (showcasing its ongoing innovations to BPD readers in January 1985). Wasco was acquired by VELUX America in 2018.

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• Canfor began a s P a c i f i c Ve n e e r, Vancouver, B.C., in 1938, adding milling operations through the next decade and in 1947 taking on the new name Canadian Forest Products Ltd. Aggressive growth followed, including selling into the U.S. through a network of wholesalers (at right, May 1985).

Canfor began establishing its now-formidable foothold in the Southeast U.S. in 2006 with its purchase of New South.

• Western Red Cedar Lumber Association was founded in 1954 as the “voice of the cedar industry.” First advertising its promotional materials to dealers in The Merchant in September of 1985, the non-profit currently represents 27 quality producers of western red cedar lumber products in British Columbia, Washington, Oregon and Idaho.

• Williams Lumber Co. of North Carolina, Rocky Mount, N.C., owes its beginnings to D.C. Williams Jr., who in 1914 borrowed $150 from his mother to purchase a portable sawmill and a pair of mules to haul his loads. The company has promoted its Tidewater Cypress products in BPD since October 1985.

• Sierra Pacific Industries traces its beginnings to 1949 with Curly and son “Red” Emmerson’s first leased sawmill in Humboldt County. The current corporation was established in 1969.

First advertising in BPD in November 1985 to announce its expansion into the finish market, SPI now manages 2.3 million acres of timberland and operates 18 sawmills, plus millwork, door/window, reman plants, and more.

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Congratulations Just like Maze, you have stayed consistent, and will continue to flourish and be the best in your field.

Lisa Martin, marketing director Maze Nails s

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Congratulations on your 100-year anniversary. The Merchant/BPD continue to be at the forefront of our industry, covering events and providing relevant content.

I cannot help but reflect back 46 years ago when I first got into this industry, our office couldn’t wait to get the monthly issue and see the photos of who’s who.

Technology wasn’t the same back then and The Merchant kept us all connected.

Technology has come a long way, and so have Merchant/BPD. As you may have heard, I have begun the transition to what many call retirement. On July 1, I will be handing over the reins of CEO to Mark Avery. He is a great leader and will take this company to greater heights. I have had a great run here at Timber Products and look forward to seeing what the next era will entail.

Thinking back on my career, hiring someone smarter and better than me has been

Maze Nails would like to congratulate BPD and The Merchant on 100 great years serving the LBM industry!

We want to welcome you to the Century Club, and thank you for always providing quality practices and products to the industry. As Maze Nails is getting ready to celebrate 175 years, we still stand by the same motto we did many years ago: “Don’t let the nails be the weak link in your building project to save a dollar.” As an example, see one of our historic ads (above) addressing just this issue.

the factor that led to any of the successes I have enjoyed. I still get to stay connected as I have accepted a position on the board.

While I appreciate the congratulations I am receiving for being retired, I really see it as a transition to a new chapter.

This has been a time of reflection.

While I can point to some pretty tough situations and events in my history, I feel incredibly blessed to have been a part of this industry. I had some remarkable mentors and I hope I have offered mentorship to those who have worked with me. I’ve always joked that my resumé looks like I cannot hold a job from all of the mergers and acquisitions. I got to be a corporate guy and I had the era of owning my own companies. Customers, suppliers, co-workers, competitors and trade associations, all go into the “stew” I call my career. It all went by too quickly.

My purpose for writing was really to thank you and all of your predecessors for the amazing support over the years. Again, congratulations. It really is about the relationships and the people. I am grateful for all of it and believe you are too.

Steve Killgore, CEO Timber Products

Celebrating 100 years

Four generations of The McGinnis Lumber Company

Serving 40 states from Meridian, Mississippi

since 1922 On the occasion of our 100th anniversary, we would like to thank our customers and suppliers for your support, and our employees for their dedication.

We look forward to another century of service to the forest products industry.

Meridian, MS

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(601) 474-3155

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BPD Century of Partnering!

Building Cheers Products to Another Digest

MARCH 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

SPECIFYING SUSTAINABLE WOOD PRODUCTS • CYPRESS NICHE • NELMA UPDATE

R E R G E N H O T R E & T S OG T

First issue of THE CALIFORNIA LUMBER MERCHANT, sister publication to BUILDING PRODUCTS DIGEST,

by Jack Dionne, publisher of THE GULF COAST LUMBERMAN

1922 1933 N LMA Established - New York City - 2 Employees 1937 1st Eastern White Pine Grade Rules 1939 1st N LMA Grader Training School 1940 N LMA Exhibits at New York Worlds Fair N LMA releases film Story of Wood in the Northeast” 1946 “The 1955 1st N LMA Exhibit at Lumber Retailer Shows 1962 Arrival of future publisher David Cutler several name changes to reflect coverage of more products and the entire West, the magazine is shortened to its longtime nickname, THE MERCHANT MAGAZINE 1967 After 1970 First Voluntary Product Standard for Lumber Published (PS-20) 1982 N LMA celebrates 50th anniversary in Boston issue of BPD by David Cutler, initially distributed to the Southeastern 1982 First states that received the now-defunct GULF COAST LUMBERMAN 1994 BPD launches companion website, BUILDING-PRODUCTS.COM 2001 Start of the Heat Treatment Inspection Program Oakes succeeds Cutler as publisher 2001 Alan of BPD and THE MERCHANT expands its coverage beyond the South 2003 BPD to the mid-Atlantic region expands to the Northeast and Midwest, now covering 37 states 2004 BPD East of the Rockies to perfectly complement THE MERCHANT partners for the first time with NELMA on its first 2004 BPD annual Eastern White Pine Special Issue 2008 N LMA celebrates 75th Anniversary in New York City 2012 1.29 Billion Board Feet produced by NELMA mills 2014 Grader Academy introduced 2014 Patrick Adams succeeds Oakes as publisher of BPD and forms 526 Media Group 2015 Skip & Wane debut adds new publication, DECK SPECIALIST, to reach the contractor 2016 526 customers of BPD that specialize in outdoor living projects 2017 N LMA merges with NSLB 2019 411 monthly series begins for BPD 2019 BPD launches email newsletter, BPD eWEEKLY 2020 526 EVENTS hosts its first-ever virtual event… N LMA’s annual meeting E

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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. Column inch rate: $65 per inch.

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

Construction Suppliers Association – Sept. 13 , eastern regional meeting, Atlanta, Ga.; www.gocsa.com.

LMC – Sept. 20-23, Leadership Summit, Phoenix, Az.; www.lmc.net.

Midwest Building Suppliers Assn. – Aug. 11, Sycamore Scramble golf outing, Anderson Country Club, Anderson, In.; thembsa.org.

National Hardwood Lumber Assn. – Sept. 21-23, annual convention, Huntington Convention Center, Cleveland, Oh.; www.nhla.com.

Ace Hardware – Aug. 15-17, fall convention, McCormick Place, Chicago, Il.; www.acehardware.com.

Northeastern Lumber Manufacturers Assn. – Sept. 21-23 , 89th annual meeting, Wentworth By-the-Sea, New Castle, N.H.; nelma.org.

Mid States Distributing – Aug. 16-20, Fall Rendezvous, Phoenix Convention Center, Minneapolis, Mn.; www.msdist.com.

Mid-America Lumbermens Assn. – Sept. 22, Sunflower Shootout golf event, Firekeeper Golf Club, Mayetta, Ks.; www.themla.com.

Central New York Retail Lumber Dealers Association – Aug. 18, annual clambake, The Spinning Wheel, North Syracuse, N.Y.; nrla.org.

North American Wholesale Lumber Association – Sept. 22, Northeast regional meeting, New Castle, N.H.; www.nawla.org.

The Hardware Conference – Aug. 19-21, Marco Island, Fl.; www. thehardwareconference.com.

Vermont Retail Lumber Dealers Association – Sept. 22, golf outing & annual meeting, Sugarbush Resort, Warren, Vt.; www.nrla.org.

Southern Forest Products Assn. – Aug. 23 -25, Forest Products Machinery & Equipment Expo, Nashville, Tn.; www.sfpaexpo.com.

American Wood Protection Association – Sept. 25-29, fall technical committee meetings, Omni Hotel, Providence, R.I.; www.awpa.com.

Blish-Mize Aug. 26-28, spring market, Overland Park Convention Center, Overland Park, Ks.; www.blishmize.com.

Construction Suppliers Assn. – Sept. 27, regional meetings, Baton Rouge, La.; Sept. 29, Oklahoma City, Ok.; www.gocsa.com.

Northern New York Lumber Dealers Association – Aug. 31, fishing derby/golf/annual meeting, 1000 Islands Harbor Hotel, Clayton, N.Y.; www.nrla.org.

Florida Building Material Association – Sept. 28-3 0, convention & trade show, Rosen Shingle Creek, Orlando, Fl.; www.fbma.org.

Midwest Building Suppliers Assn. – Sept. 1, White Pine Classic golf outing, Tullymore Golf Resort, Stanwood, Mi.; www.thembsa.org.

Kentucky Building Materials Assn. – Sept. 29, Congleton Cup golf tournament, Gay Brewer Jr. Golf Course, Lexington, Ky.; kbma.net.

National Hardwood Lumber Association – Sept. 7-9, introduction to grading hardwood, Memphis, Tn.; www.nhla.com.

------------| IN MEMORIAM

BC Wood – Sept. 8-10, Global Buyers Mission, Whistler, B.C.; www. bcwood.com.

Joseph W. “Joe” Tepe, components manager with four-unit McCabe Lumber, Cincinnati, Oh., died July 12 after a courageous battle with cancer. He was 47.

Joe was part of the family ownership of the business, which he joined as an assistant manager in 1997.

Retail Lumber Dealers Association of Maine/New Hampshire Retail Lumber Association – Sept. 9-11, joint annual meeting, Westin Portland Harborview, Portland, Me.; www.nrla.org.

Do it Best – Sept. 9-12, fall market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com.

Hoo-Hoo International – Sept. 10-13 , 13 0th annual convention, Sacramento, Ca.; www.hoohoo.org.

Composite Panel Association – Sept. 11-13 , fall meeting, Fairmont Queen Elizabeth, Montreal, Quebec; www.compositepanel.org.

Sherman Yoder, 92, former operator of Sherman Lumber Co., Holmesville, Oh., died July 1.

Following in his father’s footsteps, he ran his own lumberyard from 1959 until 1991.

North American Wholesale Lumber Association – Sept. 12, regional meeting, Omni Frisco Hotel, Frisco, Tx.; www.nawla.org.

Jerome Moretz Jr., 72, owner for 30 years of Jerome Moretz Lumber Co., Lenoir, N.C., died July 5.

Lumbermens Association of Texas – Sept. 12-14, annual convention & expo, Omni Frisco Hotel, Frisco, Tx.; www.lat.org.

John Clarence Bolger, former owner of Edmund A. Allen Lumber Co., Il., died June 30 at the age of 89.

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We offer a huge inventory of materials available at substantially competitive prices along with a team of experienced experts, ready to|get you what you need.

-----------ADVERTISERS INDEX PAGE We have treating facilities in Junction City, OR, Woodland, CA and two withRail our distribution and manufacturing 19 13 in Fontana, CA along Atlantis Systems facility in Sacramento, CA. With more than 20 trucks in our fleet, www.atlantisrail.com California Cascade delivers value to your business with prompt, 49 LumberRail spurs are available42at all economical and timelyBiewer delivery. www.biewerlumber.com locations to minimize shipping costs for large projects, will call pickup is available at all locations.

7, Cover III

ProWood www.prowoodlumber.com RDB Solutions www.rdb-solutions.com

Cal-Tex Lumber www.caltexlumber.com

Redwood Empire www.buyredwood.com

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Crumpler Plastic Pipe www.cpp-pipe.com

Simpson Strong-Tie www.strongtie.com

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CT Darnell Construction www.ct-darnell.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

17

Culpeper Wood Preservers www.culpeperwood.com

Cover II-3

Swanson Group Sales Co. www.swansongroup.biz

Digger Specialties www.westburyrailing.com

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Timber Products www.timberproducts.com

Doman Building Materials Group www.domanbm.com

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TIVA Building Products www.tivabp.com

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Everwood Treatment Co. www.everwoodtreatment.com

9

TLC Mouldings www.tlcmouldings.com

Cover I

Great Southern Wood Preserving www.yellawood.com

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Utah Lumber Co. www.utahlumber.com

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Humboldt Sawmill www.mendoco.com

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Versatex www.versatex.com

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Idaho Timber

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West Fraser www.westfraser.com/osb

Cover IV

Manufacturers Reserve Supply www.mrslumber.com

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Western Forest Products www.westernforest.com/products

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Maze Nails www.mazenails.com

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Westminster Industries Ltd. www.westmin.ca

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McGinnis Lumber Co. www.mcginnislumber.com

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Weyerhaeuser Distribution weyerhaeuser.com/distribution

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NAWLA www.nawla.org

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Woodway Products www.woodwayproducts.com

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NELMA www.nelma.org

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Our reputation has been built upon the success of our customers and we look forward to sharing our years of experience with you.

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800-339-6480 • californiacascade.com

26

44 HIXSON LUMBER COMPANY

WELCOME ABOARD! BPD is thrilled to introduce our readers to 3 new advertisers:

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Orgill www.orgill.com

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Pennsylvania Lumbermens Mutual www.plmins.com

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Cal-Tex Lumber, Texas-based producer of high quality southern yellow pine The McGinnis Lumber Co., century-old wholesaler.

Westminster Industries, manufacturer of thermally modified hemlock products.

Keep them in mind when you’re looking for such products! building-products.com

THE POSSIBILITIES KEEP GROWING:

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

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

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

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