BPD September 2020 by 526 Media Group

CONTENTS

September 2020 Volume 39 n Number 9

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Special Focus

Features

Departments

32 EASTERN WHITE PINE

10 INDUSTRY TRENDS

8 ACROSS THE BOARD

NELMA TAKES A SPECIAL LOOK AT: • HOW MEMBER MILLS HAVE CONTINUED

BUSINESS AS USUAL DURING A PANDEMIC

• ITS UPCOMING VIRTUAL ANNUAL MEETING • BENEFITS OF SOURCING LOCALLY • INSIDE SHIPLAP • GRADE RULE BOOK UPDATES

UNUSUAL CONDITIONS SHAKE UP TREATED WOOD MARKET

12 FEATURE STORY

26 TRANSFORMING TEAMS

14 PRODUCT SPOTLIGHT

28 REVENUE GROWTH HABIT

16 MARGIN BUILDERS

48 NEW PRODUCTS

OSB SPIKES AFTER MILLS PAUSE CYPRESS FOR OUTDOOR CABINETRY TURNING CEDAR LEADS INTO SALES

18 PRODUCT SPOTLIGHT

KNOW YOUR REDWOOD GRADES

21 COMPETITIVE INTELLIGENCE

FAMILY-OWNED MONTANA LUMBERYARD DIVERSIFIES AND FLOURISHES

32 THINKING AHEAD BPD Digital Edition at www.building-products.com

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24 OLSEN ON SALES

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SEE THE FORESTER FOR THE TREES

46 MOVERS & SHAKERS 52 CLASSIFIED MARKETPLACE 52 IN MEMORIAM 53 DATEBOOK 53 ADVERTISERS INDEX 54 FLASHBACK

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2020 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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ACROSS the Board By Patrick Adams

I wish I

’m not a dreamer. Growing up in a stark reality didn’t seem to leave time for dreaming. As I grew older, I was relentless in my pursuit of goals, and it served me well. But today seems different. At times it feels as though we are at war. With each other, with ourselves, and with an enemy who doesn’t seem to have a name. We look past the gifts in our lives and focus instead on what we imagine divides us and each time, we get more angry… more resentful. This weighs heavy on me because it is not something I can control and I fear that it will steal the innocence from my children and begin building their own stark reality. For the first time in my life, this finds me wishing. Wishing for things that used to be, that aren’t and possibly never will be. Wishing… I wish every person would look upon another and realize that we all have 99% in common with each other in the things that truly matter in life. We were all innocent children once. We all have scars of battle that have shaped us, sometimes in good ways and sometimes, bad. We have all loved, and lost, and we all hope for better. Many would have you think we are all so different, but in my travels across the world I can tell you we are largely the same. I wish every person went through the same ritual I do every day—waking up in the morning and giving thanks for another day that I am alive and get to serve those I care about. Going to bed at night and giving thanks that I received another day and learned a few things that hopefully, will allow me to do better tomorrow should I be so lucky. It keeps you humble and reminds you what is important. I wish I could create the perfect life for my family. Shelter them from the bad, while still somehow downloading into them the hard lessons I’ve learned that have built a life of gratitude and peace. Give them experiences that reveal the countless amazing gifts and beauty of this life we’ve been given. And someday learn that I was the type of parent that served them well. I wish everyone would slow down and realize that their life is fuller, happier and more productive as a result. There’s a saying in the tactical world, “Slow is smooth, smooth is fast,” that also applies to life. Move slow enough to actually see the world and those around you, but fast enough to see more of it. Don’t leave things unsaid and those things that you have always dreamed of doing undone. I wish I could find the words to truly express how much I

cherish my wife and children and get them to fully understand what is in my heart. That everyone can remember that first time they saw their spouse and how they felt. The first time they held hands. Their first date and the first time they kissed. The first time they set their eyes on their children and how it instantly changed them forever and hold on to that feeling every minute. Spend more time thinking of these things. I wish everyone realized that it is not the things that make a life, but the deeds. A few good friends that you’re lucky enough to share a few good times with that you’ll never forget. The daily reminder of the deeds of those who have come before us, and who serve and sacrifice now so that we can have the freedoms that are so easy to take for granted. So, in these times that seem intent on trying to divide us, make us fear the unknown and steal the things that are most important, I ask simply this—I wish for each of you to take just one afternoon, think about what you wish for and move slowly. Gather those who mean the most to you, give them a hug and tell them you love them. Share an old story about how vividly you remember the first date with the love of your life. Go outside, fly the flag, grill something, and look up at the sky with the memory of those who built all of this for us. For those who can’t join you, pick up the phone and share just one sentence with them that lets them know they matter. When you go to bed that evening, reflect on all that is good in your life, give thanks and sleep with the peace knowing you had a good day. I am grateful that my team, this industry and each of you have been a wish come true for me—an amazing group of hard-working people for me to serve. Take care of yourselves, your family and your team this summer and spend more time acting on your wishes.

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

n Building Products Digest n September 2020

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INDUSTRY Trends By Chris Brown

2020 everything but normal for lumber industry Treated wood production dips as demand jumps he year 2020 will definitely go down in history. The coronavirus continues to shock not just the U.S., but the entire world. We have found ourselves in the middle of a pandemic that we thought we would only see on TV shows or at the movies. This experience has had different effects on everyone. Schools and businesses have been forced to close. Jobs have been lost. We watch our governor’s statements every day to see how the total numbers are trending and if new mandates will be announced. When the entire country was put on quarantine, everyone began to spend the majority of their time at home. This is where the story gets interesting for our industry. Due to the quarantine and social distancing guidelines, many people were off work and making use of their extra time by starting DIY projects at home. In a normal year, this would not have been an issue, but as we have learned 2020 has been anything but normal. With the onset of the pandemic, many manufacturers and mills were forced to either close their facilities or curtail production to meet government-mandated guidelines. This caused a severe decrease in production in all segments of the LBM industry, from logging and milling, to treating and manufacturing. While most manufacturers were either closed or running at reduced capacities, the retail dealers were, and still are, experiencing record sales. This spike in sales and dip in production has led to a disruption in the supply chain. “The demand has been unlike anything we have ever seen. We initially projected the date of normalcy would be July 4, however we soon realized this historic lumber market would not ease until late fall or winter. Mills are doing all they can to produce SYP. Yet it still is not enough to keep up with the requests we are receiving daily,” said Jonathan Jenkins, president of Culpeper Wood Preservers. The unprecedented shortages have created many challenges. “What once was a three-to-five-day lead time for a truckload of treated lumber, is now anywhere from four to eight weeks. Our partners have been incredibly patient and cooperative during this time. Our sales team is communicating daily to revise loads as needed just to get product to our customers. We truly appreciate the support we have received from our dealers,” said Jenkins.

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As demand continues to rise, the battle to find lumber continues and the prices keep increasing each week. Lumber futures have reached all-time highs and more than doubled since early April, when more than 40% of North America’s sawing capacity was curtailed. Lumber purchasers have been tasked with finding lumber to fill the mounting orders, when there is very little to be found. “As our dealers continue to experience records sales, we are doing everything we can to ensure we find the products they need. However, that is getting more and more difficult as each week passes. The situation is somewhat out of our control at this point. The prices are at an all-time high and the availability of lumber is low. That creates a worse-case scenario for me and my entire team. Yet we come to work every day, ready to go to battle for our partners,” said Jeff Lineberger, VP of purchasing for Culpeper. As the fall season approaches, demand in the lumber industry is still going strong. Many questions are being asked in 2020 yet very few answers can be given with certainty. However, Jenkins is preparing for the future: “When the virus hit our nation, we were all taken by surprise and unsure of exactly how to proceed. No one in our industry could have predicted record sales and limited supply during a pandemic. Fortunately, we have the best team in the industry and we are making plans to ensure something like this does not happen again for our partners. They have gone above and beyond for us and that’s exactly what our company is planning to do for them moving forward.” Thankfully, the building materials industry has now been deemed essential. If not for that, the story could be much different. While the lumber shortage has changed our industry substantially this year, keeping everything in perspective is vitally important in these unforeseen and challenging times. We will continue to treat lumber as fast as we can find it to fill orders, while being thankful for our health, families, coworkers and continued support of our partners. – Chris Brown is director of business development and marketing for Culpeper Wood Preservers, Culpeper, Va. Reach him at cbrown@culpeperwood.com or (270) 230-7273. Building-Products.com

FEATURE Story By David Koenig

OSB MANUFACTURERS are returning to full production to meet high demand and take advantage of high prices. (Photo by Weyerhaeuser)

OSB surges Demand spikes after pandemic-prompted pause Fter bracinG for the worst when the pandemic hit, the OSB industry has come roaring back to life during the summer, as supply heats up, producers scramble to restart idled operations, and prices experience record week-to-week jumps. In late July, Random Lengths charted OSB mills in the Southwest quoting prices on 7/16” OSB $85 per 1,000 sq. ft. higher than the previous week— topping the previous record of $63 set in 2005. In the South, increases were not far behind, and in western Canada, mills reported prices on 7/16” skyrocketing $120 during the same week. Prices in the western U.S. were reported to have surged $100 per 1,000 sq. ft., with “many buyers wait(ing) in line for more volume to cover their needs.” One factor in the sudden spike is that the rebound in OSB lagged the increases in other building products, just as DIY spending consistently rose, as home construction dropped off sharply before beginning its climb. Consequently, many dealers and distributors—accustomed to just-in-time delivery and wary of being burned by sharp price fluctuations—have let their inventories shrink and have been slow to react to the spike in interest in panel products.

Mill order files began stretching from weeks to months. So OSB mills are beginning to ramp production back up, after throttling back operations when the pandemic first hit in March, anticipating collapsing demand and plunging prices. In March, Norbord decided to reconfigure its operations to match production with an anticipated reduction in customer demand. After initially lowering operating mill capacity by approximately 35% for the month of April, market demand improved sufficiently in the second quarter to allow Norbord to substantially resume production across its North American and European mills. With lower manufacturing costs and rising prices on OSB, Norbord actually generated more revenue in the second quarter despite lower production. “The second quarter of 2020 started slowly as it overlapped with the significant pullback in economic activity that occurred during the early stages of the COVID-19 pandemic. However, we ultimately saw improving demand through the quarter that led to better than expected results. Our Adjusted EBITDA represented our best performance in seven quarters, more than doubling from year-ago levels and improving 12% from the prior quarter,” said Peter Wijnbergen, Nor-

n Building Products Digest n September 2020

bord’s president and CEO. Norbord also planned to resume production in August on a limited operating schedule on Line 1 of its twoline Cordele, Ga., OSB mill. The line was indefinitely curtailed in November 2019 due to poor market conditions and lower-than-anticipated OSB demand. It had previously been running on a reduced operating schedule from September to November 2019. Similarly, Louisiana-Pacific’s OSB segment revenue increased by 3%, on 16% lower volume but 22% higher prices. LP cut OSB production by about 100 million sq. ft. in April, or about a third of its total capacity, through a combination of curtailments and reduced schedules. The cutbacks were made it a flexible manner, allowing the company to gradually adjust to mirror demand. Weyerhaeuser temporarily lowered OSB production by 15%, but steadily began building it back up. Through the second quarter, OSB sales were down just 3%, and Weyerhaeuser predicted a robust third quarter, based on how far out its order files were. Most manufacturers have by now returned to operating at greater than 90% of capacity, and demand shows no signs of slowing. Building-Products.com

PRODUCT Spotlight By Ian Faight

CYPRESS is an ideal wood to use for outdoor cabinetry thanks to cypressene, a naturally occurring preservative oil. (Photos by Jackson Cabinetry at left and What Wood You Like at right)

Outdoor cabinetry open to southern cypress utdoor livinG space has become one of the most sought after features for today’s homeowners and buyers. From basic lounge and cooking areas to extravagant entertaining spaces, the upward trend toward spending more family time outside presents a new opportunity for lumber dealers and cabinet manufacturers: outdoor storage solutions. And when it comes to fabricating good looking and weather-resistant cabinetry that’s suited for the outdoors, cypress is hard to beat. “Cypress is an ideal wood to use for outdoor projects, especially outdoor kitchen cabinets, fireplace mantels, and built-ins for things like TVs,” says Zack Rickman, Atlanta Hardwood Corp., Mableton, Ga. “It’s a naturally durable product thanks to a preservative oil that’s produced in cypress heartwood, called cypressene, which makes the wood resistant to the elements and repels pests like termites and carpenter bees. And if the wood is properly sealed and maintained, cypress will provide a lifetime of dependable service.” “When it comes to cabinetry, what is available for outdoor areas is just as high-quality as what you would find inside your home,” says Patrick Fulton, Jackson Cabinetry, Covington, La. “Cypress—especially antique or sinker cypress—is our species of choice. And when you’re working with the older wood, it’s very rich in cypress’ natural protective oil.” Vick Vickery from What Wood You Like—a custom cabinet and furniture shop in Newnan, Ga.—agrees and says cypress is one of the best species of wood to use for outdoor projects. “There are several factors to consider for outdoor cabinetry: appearance, performance, workability, and price,” he says. “Cypress checks all the boxes. It’s a beautiful wood with an attractive grain pattern, it holds up well to the ele-

n Building Products Digest n September 2020

ments on its own and even better with a protective finish, and it mills well. It’s a comparable and competitively priced alternative to western red cedar, and cypress is denser and works better with glue for joinery. Not to mention, cypress is native to the U.S. and less expensive than imported woods like teak.” Vickery says it’s also important to think about the climate conditions where you live. “We’re in the Southeast and deal with drastic changes in temperature and humidity from week-to-week,” he says. “When you’re working with a natural product like wood, expansion and contraction will happen with fluctuations in temperature and moisture. You need a high-quality wood like cypress that will adapt to these changes and still look good as the years go on.” In addition, Vickery says selecting a suitable finish and maintenance schedules are top concerns of homeowners. “Before you even start a project, you want to think about using a wood that finishes well,” he adds. “Some woods are more of a challenge to stain, but in our experience, cypress is easy to finish. And like any wood, it will need to be restained every several years to protect the wood and maintain its appearance. “For outdoor kitchen and grill area cabinets, we typically use an oil-based deck stain that a homeowner can easily get at a local paint or home improvement store. We like to keep it simple so they are not intimidated by mixing several different products together.” – For more information on outdoor cypress cabinetry, please visit the Southern Cypress Manufacturers Association’s website at www.cypressinfo.org. Building-Products.com

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MARGIN Builders By Simon Cameron

WESTERN RED CEDAR dealers have a new tool for finding leads and converting them into sales.

Turning western red cedar leads into sales nyone in the retail and distribution business knows the value of a good lead. But the value of that lead can quickly diminish when it hits the various hurdles that can get in the way of converting it to a sale. The Western Red Cedar Lumber Association, the Vancouver, B.C.-based non-profit association that represents premium western red cedar producers in Canada and the U.S., made a commitment to its members last year to focus on connecting leads to sales, and implementing programs that would ultimately improve conversions. “The association’s mandate has always been to drive the sales and value of our member’s products,” said Brad Kirkbride, WRCLA managing director. “We’ve always done a good job of selling the beauty and unique benefits of the species to mitigate competitive threats and keep Real Cedar top of mind, but until now we’ve never been able to maintain a touchpoint with a potential customer after they’ve finished seeing an ad or left the website. That changed when we shifted our focus to

finding ways to convert those leads into making the cash register ring.” The solution they developed, and are now seeing pay off, is the new Get a Quote feature on WRCLA’s website, realcedar.com. All advertising and outreach for Real Cedar—the association’s consumer-facing brand for member products—drives traffic to the website to the information they’re looking for, such as building plans, DIY videos, or product or specifying information, among other areas. Through targeted campaigns realcedar.com now sees over a million visitors a year, with that number now almost doubling every year (the site already had over 1.2 million sessions by July this year). Customers on the site are directed to the Retailer Locator page, which is found under the Where to Buy section. There they can perform a location search, and the top 10 retailers closest to their location who supply member products are shown on the map, along with their listing on the page’s sidebar. Premium (WRCLA member) retail-

n Building Products Digest n September 2020

ers’ logos also appear—not unlike the first few links in a Google search—and clicking the logo will filter by closest location if there is more than one. Clicking the Directions link for each retailer will then give the user directions via Google maps, or they can click a Get Details button to go directly to the member’s page on the site. With the new addition of the Get a Quote feature, customers can now request quotes directly from the member retailer in the Retailer Locator tool. The retailer can then reply back with the quote, assist with specifying products, additional materials, arrange delivery or pick up, and provide whatever else the customer requires. In addition to benefiting the retailer, the feature also improves the user experience by satisfying the customer’s desire to request to purchase cedar directly from the website, as well as improve sales of western red cedar overall. “It was timely that we added the Get a Quote feature when we did,” said Kirkbride. “The COVID-19 pandemic drove online use up, and being able to Building-Products.com

connect customers to everything from plans to technical advice to specifying information and ultimately direct retailer contact on realcedar.com has been very beneficial. We’ve had really good feedback on it.” To improve the customer experience, WRCLA first zeroed-out the retailer list that was previously on the site; all outdated or inaccurate listings were culled. A new, updated list of Real Cedar carrying retailers was then re-added. Since implementing Get a Quote in the spring, use of the feature has been growing and 250 quotes were requested in May and June alone. According to the association’s reporting, 45% of all requests in June were for WRC siding (up from 31% the month before), followed by decking at 32%, timbers 18% and dimensional lumber at 5%. Tennessee and California generated the most quotes in June (18% and 11%, respectively), followed by Massachusetts, New York, Illinois, Alberta and British Columbia Canada, Colorado, New Jersey, and Texas. The association monitors all online activity and has said they expect locations for most leads and product requests to change month to month. They

GET A QUOTE feature on realcedar.com’s Retailer Locator tool connects buyers to sellers.

also noted that in most cases (but not all) the majority of leads came from markets in which Real Cedar online campaigns were running. Connecting customers directly to member retailers is one less hurdle in the purchase process. While the individual retailer has the final responsi-

SIGNUPNOW

bility to close the deal, the addition of Get a Quote is bringing more qualified leads to them. In a crowded and difficult market, who wouldn’t want that? – Established in 1954, the WRCLA is the voice of the cedar industry and has members in 132 locations throughout North America.

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PRODUCT Spotlight By David Koenig

GRADE OF REDWOOD will determine its most appropriate application, while identifying its durability and appearance. (Photo by Redwood Empire)

Know your redwood grades edwood lumber is available in more than 30 different grades, from general-purpose grades to highly specialized grades intended for a single specific use. It is graded by appearance and durability, with criteria defined by the Redwood Inspection Service and now administered by the Western Wood Products Association. Grades are dependent on where the board is cut in a tree trunk, how old the tree is, how the wood was developed, and in what direction the board was cut. There are two primary groupings of redwood grades: Architectural/Appearance and Garden/Structural, with each subcategorized by whether it was cut from heartwood or sapwood. The primary grades are:

Architectural Grades Heartwood Clear All Heart. The finest architectural heartwood grade, typically certified Kiln Dried (but also available unseasoned), well manufactured, and free of defects on at least one face. It comes

surfaced or saw-textured. Uses: siding, paneling, cabinetry, millwork, outdoor structures. Heart Clear. High quality grade similar to CAH, but with limited imperfections allowed. Usually KD, surfaced or saw-textured. Heart B. Quality heartwood grade with few knots and other characteristics not permitted in Clear All Heart and Heart Clear. Available KD or unseasoned, surfaced or saw-textured. Similar uses.

decks, posts, retaining walls, fences, garden structures. Deck Heart. Similar appearance and uses as Construction Heart, but it is also graded for strength and available only in 2x4 and 2x6. Merchantable Heart. Economical grade containing slightly larger knots than construction grades, as well as checks, splits and some manufacturing flaws. Offered unseasoned, surfaced or rough. Uses: fences, retaining walls, garden structures.

Sapwood Clear. Same general quality and uses as previous but contains sapwood in varying amounts and some imperfections not permitted in Clear All Heart. B Grade. Similar to Clear, but with limited knots and other imperfections.

Sapwood Construction Common. Similar to Con Heart, but contains both heartwood and sapwood. Unseasoned or seasoned, surfaced or rough. Uses: decks, fences, above-ground garden uses. Deck Common. Same as Con Common, but graded for strength and available only in 2x4 and 2x6. Merchantable. Same characteristics as Merchantable Heart, but has sapwood in varying amounts. Unseasoned, surfaced or rough. Uses: fences, rails, above-ground outdoor uses.

Garden Grades Heartwood Construction Heart. Contains knots of varying sizes and other slight imperfections. Offered seasoned or unseasoned, surfaced or rough. Uses:

n Building Products Digest n September 2020

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COMPETITIVE Intelligence By Carla Waldemar

Diversify and ﬂourish eFF Sell has earned his stripes at making lemonade— although that’s one of the few items that his business, Central Lumber & Hardware, Harlowton, Mt., doesn’t sell. His parents, who ran a similar business 40-some miles away, had come to realize that many of their existing customers drove over from Harlowston—a pinpoint (pop. 1,000) on the Montana map, where an existing yard was for sale. So they bought it back in 1984 with the

OWNERS Teri and Jeff Sell are continually looking for new areas of opportunity for their Montana lumberyard and hardware store. Building-Products.com

understanding that its manager would stay in place to run the show. Turns out, running the outfit was not in his skill set. Yet, because of his product knowledge, the new owners felt they had to keep him on. So they sent in their son, Jeff, age 20. “Just the two of us,” he notes, in cataloguing the lemons foremost on his plate. “I had grown up in my parents’ hardware business, so I stepped away from college to temporarily help out. This place had been a lumberyard in name only—to supply one contractor. It had only $30,000 in inventory. So I had to build it back up, during the lean years of the ’80s. I put the lumber back in, to supply it for everybody.” The town—which, back then, sported three hardware stores and two lumberyards (all gone today) did not look favorably on the enterprise. “Here I was, a 20-year-old outsider in an elderly community. I didn’t know a thing,” says Jeff. “I had to bluff my way. First off, I got rid of bad inventory. I added products like floor coverings and mattresses—which we still sell, today. I added window coverings. Because we weren’t all that busy, I went out looking for customers. I also worked nights and weekends September 2020 n Building Products Digest n

BUILDING UP its inventory of gifts, crafts and other consumer goods has helped draw in new categories of customers, which in turn has helped Central Lumber thrive during the pandemic.

elsewhere to be able to make a go of it. “Plus, I became very invested in the town. I’ve since been on the school board, the city council, and served as mayor for eight years. My wife is on the Chamber of Commerce. Our employees are on the school board and city council, too; we encourage employee involvement.” By now, Harlowton’s former competing enterprises have dropped by the wayside, and, says Jeff, “Now we’re the only lumberyard in town. No competition. The closest is in Billings, 90 miles away.” Sounds more like lemonade. Yet you won’t find Jeff sipping it from his rocking chair. He’s out there, front and center, pushing primo service: “It’s our big thing; we’ll do anything we have to do,” such as make a recent 20-mile run out to a customer who forgot the floor adhesive: “We’ll deliver as far as we need to go.” His customers are evenly divided between pros and local walk-ins. Local contractors are building a few custom homes—“usually rural ranches for folks who have moved away, made money, and come back. But mostly it’s a lot of remodels and add-ons. Pole barns.” Jeff hosts Contractors Nights in spring and fall, counting on vendors to introduce new products and supply the eats. The DIYers learn about the outfit via Facebook, “which we use extensively. “We also serve three Hutterite colonies around here; nowadays we do a lot of business with them, but that wasn’t always the case. We had to develop mutual trust (most of the town mistrusted them). I worked on it, and it made a big difference. Now, they’re accepted everywhere,” he adds. A staff of nine full-time employees plus four part-timers represent the kind of “people” people Jeff prefers to hire:

n Building Products Digest n September 2020

“They know how to talk to customers. Product they can learn by shadowing an employee. Plus, many already know their trades. One knows plumbing, inside and out, and another is an ex-contractor, who’s familiar with bids and take-offs. I just hired a flooring salesman (I used to do most of that, myself); we’re known for flooring and sell it all over the area, up to 60 miles. Floor coverings recently jumped from $100,000 to $200,000 a year, and with good margins,” he confides. But the biggest jump in sales—let’s call it an Olympic leap—occurred after Central recently completed a 14,000sq. ft. expansion—over three years in the making—with the aid of the outfit’s buying group. “We surveyed what people wanted. Yet in the middle of the expansion last year, another yard here folded, so we needed to switch gears and add even more.” Meanwhile, between 2018 and 2019, sales were up a whopping 19%. “Then in 2019, we held a Grand Re-Opening. In the first five months of this year, sales were up 46%, because of the expansion. Business previously had been strictly with contractors, but this brought in valued new customers—young folks and women,” drawn in part by the addition of housewares and lawn & garden departments: locals who’d never entered his doors before. Folks he reached on Facebook. Functioning as a one-stop shop in Harlowton, Central also has carried such diverse items as TVs, air conditioners and household linens. So, who needs Billings? Even the dreaded virus provided an unexpected bonus. “It’s another new wave. We’re getting people who quit driving to Billings because of the risk, making last month (May 2020) the biggest month since we’ve been in business. Ever! In the midst of the expansion in May 2019, we brought in $102,000. In May 2020, it was $362,000. And the biggest increase came in Hardware; we’d added so much. “Yes, the virus changed our sales,” he continues. “Our customer count went way up. Yet big sales are down: fewer lumber packages, fewer mattresses. But as folks ease back to work and get their stimulus payments, business is brewing again. In fact, we just made another hire because we didn’t even have time to put away our orders every week; it was a struggle. Now, we’re handling it.” Jeff has never regretted the turn his life took at 20. “I love being my own boss, not having to answer to anybody. It also provides a very good income, on which I raised my family and will retire comfortably.” But not tomorrow. “The business will come up for sale when we get ready to retire, which also drove the expansion idea. It won’t sell locally, so this makes it all the more attractive [to outsiders].” Oh, heck: He probably would have expanded anyway, following his own advice. Here’s the credo he lives by: “You’ve gotta spend money to make money; you’ve gotta make it happen, re-invest in your business, keep it in good shape. You’ve got to always have a goal.”

Carla Waldemar cwaldemar@comcast.net Building-Products.com

OLSEN on Sales By James Olsen

The next call

e build relationships with our customers one call at a time. Our goal is to daisy-chain these calls together to make the process faster. Many salespeople call their customers in a willy-nilly fashion. This creates willy-nilly results. We want to become part of our customer’s lives, similar to the mail carrier. We are someone they see on a regular basis who they count on. Once we are in their “life rotation,” we will become part of their “purchasing rotation.”

Prospecting

When we prospect, we will get very few buyers on the phone the first (or second, or third) time we call. We don’t robo-dial accounts. This sends the message that we are desperate and is irritating to the buyer. We call the prospective account on the same day, at the same time, over a series of weeks, sometimes every other week. We leave a professional message: “Good morning, Sarah, this is Bob Johnson from ABC Lumber. We sell building products to the most competitive companies just like you in the Southeast. I would love to take a couple minutes to speak with you and see if we are a good fit. Please, give me a call at 1-800-Killing-It-In-Lumber. I look forward to speaking with you.” We keep the message short. We tell them that we are selling a lot of what they buy to competitive accounts in their region. A very low percentage will call back. Our message is a “marketing” or “image” message. We want to sound confident, get to the point and hang up. We don’t over-explain. Our second message is similar: “Good morning, Sarah. This is Bob Johnson from ABC Lumber. I am following up from my call last week. We continue to sell a ton of building products in the Southeast. Please give me a call at…” We do not whine. “You must be a busy person. You sure are hard to get a hold of…,” or any other similar remarks. We are killing it. We are busy. (That’s why we only call once a week or once every other week.) We do begin to develop a relationship with the receptionist or the yard supervisor: “Sarah. Julie tells me that Thursday mornings before 9 is the best time to get a hold of you so I will call next Thursday at 8:15. I look forward to speaking with you then.”

Inquiry

We take a thorough inquiry from our customer, then we set a firm appointment to call back: “David. Give me a half hour to prepare a professional quote for you. When should I call you back?” Or “David, when do you get back from lunch? OK, I will call you at 12:45 and we will put this one together.” If they are flaky or elusive, we use the “Double Pin”: Us: “David, I’ll call you at 12:45, OK?” David: “Sounds good.”

n Building Products Digest n September 2020

Us: “So you’ll be available at 12:45, right? Hey, by the way, do I have your cell phone?” We use two more important questions before we hang up on an inquiry call: Us: “David. Can I ask you a favor?” David: “Sure.” Us: “Will you talk to me before you buy this?” We use this sequence every time.

Closing

Whether we get the order or not, we set up the next call. When most sellers get or lose an order, they quickly move to “So is there anything else you are buying?” The Master Seller digs in on this order (whether they won the business or not). After a missed order: Master Seller: “Darn it. OK. So, you bought it already. By the way (no big deal tone), what did you pick that up for? How long will that last you? If I could get you one for extended shipment, would you buy another one from me?” One out of 10 buyers will say yes. Ten percent is a great percentage, especially compared to zero. Even if they say no, we now know what they paid and when they will need the product again. The execution is the same if they buy from us, except we thank them and ask the same questions. For most sellers every call is a stab in the dark. Master Sellers know what is going to happen on every call because they always set up the next call. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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TRANSFORMING Teams By Paige McAllister

COVID-19 in the workplace:

Reminders and updates s the pandemic continues, we wanted to remind you of some important compliance regulations that made headlines a few months ago but may have fallen off your radar as well as some recent updates to previous guidance.

• Families First Coronavirus Relief Act (FFCRA) paid time off went into effect on April 1, 2020, and is still in effect until at least Dec. 31, 2020. While many employees have already used at least some of this paid time off, if an employee has not taken their full allotment, they are still entitled to this mandated benefit. Additionally, this paid time off must be used before any other paid time off benefit (vacation, sick, personal) is exhausted. Employees are only entitled to two weeks of FFCRA paid sick time so, if they have used their two weeks of paid sick time already, they are not entitled to additional FFCRA sick time even if they have another qualifying event. However, as school re-openings are in question, employees who have taken sick time are still entitled to take the 10 weeks of extended FMLA if they now need it.

Q. We have an employee who has a child at home and will be going to 100% remote learning. Our employee will need to stay home and most of her job function requires that she be in the office. We don’t want to, but we may need to let her go. Any thoughts?

A. Unfortunately, many clients of ours are in this situation. Among the things we have recommended is restructuring the job or realigning job duties so that she can handle more work that can be done remotely. Is there an option to help your employee shift to later hours, job share or even perhaps help her with the cost of a sitter? If none of those options are possible, rather than firing her, is a furlough possible so that her benefits (PTO, health care, etc.) remain intact for when the pandemic subsides and children can go back to school? If none of these options are possible, there is nothing precluding you from letting her go. Alas, it’s the last and worst option, but it remains a viable option. And if you do have to go this route, be sure you treat all employees similarly (don’t fire one, furlough the other, etc.).

n Building Products Digest n September 2020

To ensure compliance confirm all employees have access to the FFCRA poster and have the employee submit a request and documentation so you can claim the credit on your payroll taxes.

• In March, the DHS offered employers flexibility for completing section 2 on form I-9 for new hires working remotely. Originally set to expire July 19, the DHS recently extended this allowance an additional 30 days. To meet Form I-9 documentation requirements while remote: Within three days of start date: • Complete Section 2 by viewing employment eligibility documents electronically (video, fax, or email); • Enter “COVID-19” as reason for delay of physical inspection; and • Retain copies of viewed documents Within three days of returning to the office or upon expiration of this rule, whichever comes first: • Physically inspect employment eligibility documents; • Note “documents physically examined” with the date of inspection in the Section 2 additional information field This exception is only for employers hiring remotely; those that are hiring employees to work in-person must follow regular I-9 regulations. • On July 20, the CDC issued new guidelines for when a non-healthcare worker can return to work after either displaying symptoms or having tested positive for the virus. These guidelines are symptom-based, meaning the duration of quarantine relates to the severity of the symptoms, Building-Products.com

replacing earlier guidelines that were time/testing based. The new guidelines eliminate the requirement to produce a negative COVID test at the end of one’s convalescence but rather the duration an individual must wait to return is based on the onset of symptoms and severity of symptoms. The guidelines create two separate return-to-work scenarios: For those with mild to moderate symptoms and for those who test positive for COVID but are otherwise asymptomatic, individuals may return to work after they have: • Waited 10 days from onset of symptoms or tested positive for COVID, • Have lasted 24 hours without a fever without use of fever reducer, and • Have improved symptoms, whatever they are (not just respiratory condition). Employees with severe symptoms must have: • Waited 20 days from onset of symptoms or positive COVID test, • Have lasted 24 hours without a fever without use of fever reducer, and • Have improved symptoms, whatever they are (not just respiratory condition). Returning employees are no longer required to take a negative COVID test unless their symptoms are severe and they have underlying health conditions that would require it.

• As employees return to the workplace after traveling for vacation during the continuing COVID-19 pandemic, employers are faced with decisions on how to maintain a healthy and safe workplace as employees return from potentially high-risk situations. In order to keep other employees healthy, employers can implement some precautionary measures to mitigate some of the risks. These, as with all policies and processes, must be applied consistently and should be reviewed with the employee before he or she takes the time off so they are aware of the expectations. Here are three common scenarios for minimizing risk of exposure after an employee not showing symptoms of COVID-19 returns from a high-risk area: (1) Require employee to self-quarantine for 14 days after returning: • Currently required by some states, counties and cities. • Follow CDC recommendations for employee to stay

Building-Products.com

self-quarantined at home for 14 days from last exposure and monitor for symptoms during the two-to-14-day COVID-19 incubation period. • If no symptoms after 14 days, the employee can return to work. • Time may be unpaid or paid under FFCRA or employee’s paid time off (if available), but state-mandated leave probably will not apply. (2) Require employee to get tested: • Per CDC guidelines, this would have to occur several days after possible exposure so cannot be done right away for more effective results. • Lack of readily-available, reliable testing and long delays in getting results may make this option impractical. • Only a snapshot for that day; could have COVID-19 but not showing on test. • Could still get at some future time so not protection from future infection. (3) Require strict adherence to safety precautions to help mitigate the risks of your employees transmitting or being exposed to COVID at the workplace, especially for first 14 days after return: • Enforce social distancing, wearing masks, hand washing and sanitizing, cleaning and disinfecting, etc. • Screen employee daily for fever and other symptoms. • Require they report immediately if they begin to feel unwell and send them home. When possible, allowing the employee to work from home while self-quarantining or waiting for test results will probably benefit both employer and employee. If you have any questions about any of these or other issues related to COVID-19, please reach out to Affinity HR Group so we can help you research local requirements and assess your options. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

September 2020 n Building Products Digest n

THE REVENUE Growth Habit By Alex Goldfayn

The key mindsets to fuel your sales growth – The following is an excerpt from Alex Goldfayn’s new book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales... Even When You Don’t Have Time (Wiley).

hen you start communicating intentionally and proactively with the 80% to 90% of your customers who are happy but quiet, you will find your mindset shifting from positions that actively sabotage your selling to those that actively catalyze it. Mindsets fuel our behavior. We cannot outsell or outperform our thinking. If we think that our customers dislike us, and here comes another annoying customer, then our sales will reflect this thinking. Conversely, if we believe our customers are lucky to have us (and they are) and that we are helping them a great deal (and we are), then we’ll also sell accordingly. Either way, you need to sell, and I’d suggest that the latter position will make you a lot more money than the former. One of my favorite quotes, which I use in many places in my work, was spoken by Henry Ford: “Whether you think you can, or you think you can’t, you’re right.” I think this is one of the best things ever said. Let’s say you have a difficult phone call coming up with a customer who you know is angry. You have two choices: The first option is the reactive, exasperated, fearful, cynical one: “This call is going to be awful. This guy hates me, and I’m not a big fan of his either. Great! Here it comes!” How’s that call going to go? It will be as awful as reading that quote feels!

The second position is the optimistic, confident, positive one: “I know he’s displeased, but I’m going to try to help him as much as I can. I’ll do my best, and then I’ll move on to helping others.” Same call. Same customer. You have to talk to him either way. You might as well think you can. You might as well come into it with a mindset that’s helpful for dealing with this person and also the rest of your day. This is the power of our mindset when it comes to systematic, proactive selling. It is the core. It is the fuel. It is the catalyst.

These Mindsets Are Contagious

Negativity is contagious, but so is positivity. Pessimism is contagious, but so is optimism. If you bring your cus-

n Building Products Digest n September 2020

tomers positivity, it will impact them in a good way. Meanwhile, everyone else affects them in a bad way. You should know that if you bring your customers the mindsets and attitudes detailed in this chapter, you will be one of the only people in their lives to be doing so. And people will pay good money for these rare—nearly extinct—outlooks. The key mindsets that will fuel your sales growth: Optimism. Most humans tend to be pessimistic—which means most salespeople are, too. All around us, there is pessimism. Turn on the television news: pessimism. Listen to our politicians for two minutes: pessimism. And negativity. And the end of the world. Right? Optimism is a rare commodity. It is exceedingly rare in your customers’ Building-Products.com

lives. Remember, they only call their salespeople when there is a problem. And customers also only hear from their sales reps when there is a problem. Nobody calls anybody when nothing is wrong. Nobody calls anybody with positivity. Because positivity is not urgent. Bring your customers optimism, and you’ll be one of the only ones. This will make you singular to them. People want optimism in their lives. Bring it to them, and they will thank you with their money. Enthusiasm. I define enthusiasm in sales as positive, joyful energy for helping customers and prospects. The dictionary definition for enthusiasm adds an excellent word: interest. We must be interested in helping the customer. We must care about the customer. Enthusiasm is rare in the business world. Among your sales competition, it’s basically non-existent. This is because most salespeople answer the phone, get yelled at, get beaten up on price, react to urgent matters, or solve problems all day. This is a very difficult environment in which to be enthusiastic. Enthusiasm will help you make proactive calls. Enthusiasm will help you follow up on quotes and proposals. Enthusiasm will help your customers feel great about hearing from you— because everybody else brings them problems and negativity. But you bring them enthusiasm. That’s a rarified position. Actually, in your customer’s life, it’s a singular position. Confidence. Who would you rather buy from: the confident salesperson or the fearful, meek one? Confident salespeople know how to help their customers and are proactive about it. They say: “Why don’t you let me help you with that? I want to sell you that.” Meek, fearful salespeople don’t want to bother customers, so they don’t even call. Confident salespeople are present and communicate to their customers that they care. Meek, fearful salespeople don’t want to take their customers’ time. They think, “If they need it, they’ll call.” This thinking has significantly grown sales never. Confident salespeople offer additional products and services, and they ask the customers what else they need that they can help with. Meek salespeople fulfill the customer’s request and nothing more. Confident salespeople actively un-niche the customer: “I know they’re buying things elsewhere that I can help them with. Now let’s figure out what that is.” (How do you figure it out? By asking! “What else are you buying elsewhere that I can help you with?”) Confidence is proactive. Fear is reactive. And since we’ve established that proactive selling is the key to predictable, significant sales growth, I think you should choose confidence! The positive conversations will fuel your confidence. The quick wins will develop it. Your success will lead to more success, which will lead to more confidence. A righteous, joyful circle of success and confidence! It’s much better than the vicious circle of reactivity we’ve discussed. Gratitude. Study after study finds that grateful professionals succeed more than those who lack gratitude. And, interestingly, it’s gratitude that makes us successful, not the other way around. This means if you weren’t grateful on your way to success, you will not magically become grateful when you attain success. You will be successful (temporarily), but you Building-Products.com

won’t appreciate it—because you didn’t appreciate or give thanks for your journey to it. And your “stay” at the successful place will be brief and fleeting. It’s important to be grateful for the journey. We must be grateful even for the difficult calls, because they bring us closer to the happy, successful calls. We must be grateful for the rejections, because they bring us closer to the successes. We must be grateful for the process. You can be sure that the 80% to 90% of your customers who are happy and quiet are grateful for you. And, of course, we should be actively grateful for the obvious things: • That our customers trust us enough to help them. So let’s not take that away from them. • That we have customers who need what we sell. So let’s be present and show them that we care. • That we are among the best in the world at what we do. So let’s share that incredible value with people who can pay us. • That the amount of money we make is determined only by how hard we work and our perseverance. Seriously, how lucky are we? Perseverance. Most successful salespeople have experienced thousands of failures and rejections. I know I have. So what? It comes with the work. When trying to build something interesting, failure always precedes success. A middle-aged man recently said to me, “I’ve never failed at anything.” And I immediately thought, “This means you haven’t tried anything interesting.” Failure is part and parcel of doing challenging things. And selling is certainly challenging. The job is to keep doing the right things (communicating proactively) in spite of the rejection. Even when it’s not going well. Keep doing the right thing. Because this is what your family deserves. And it’s certainly what your customers deserve. And we know that if you do the right things enough times, eventually the success ensues. In baseball, even if you hit the ball perfectly, it often flies at a defender and is an out. But players know that if they hit the ball the right way enough times, eventually the hits come. It’s the same in sales. Make enough of the right communications, and eventually, the sales will come. In baseball, you go to the Hall of Fame if you fail 70% of the time. In sales, we fail much more than that. I run a $3 million consulting practice by myself. Most of the prospects I talk to about possibly working together do not become clients—but the right ones do. In sales, if you have been rejected eight times, a ninth rejection is literally no worse. It’s the same. You had no sale, and you still have no sale. So who cares? Keep trying to help. Keep trying to add value. Keep communicating. Eventually, you’ll find the right fit. Eventually, the money comes. It always does—if we do the work. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg. com (847) 459-6322 September 2020 n Building Products Digest n

Do it Best Partners with Nation’s Best

Do it Best Corp. has purchased a stake in fast-growing, 10-unit member retailer Nation’s Best Holdings, Dallas, Tx. The joint venture between Do it Best and Nation’s Best founder Chris Miller is focused on building a nationwide network of independent hardlines and LBM stores by acquiring hardware and lumber businesses throughout the U.S., regardless of current wholesaler affiliation. “This is the right move for us as we work to solidify our position as the only full-service wholesale distributor,” noted Do it Best president and CEO Dan Starr. “As this opportunity developed, we received unanimous and enthusiastic support from the Do it Best board of directors.” Founded in 2019, Nation’s Best operates 10 locations under four brands: Hometown Building Center and Groom & Sons’ Home Center in Texas, Lambert Lumber in Oklahoma, and Hall’s Hardware in Florida.

Virginia Dealer Begins Expansion

Lilian Lumber, Lilian, Va., has broken ground on a major expansion next to its Home Center in Burgess, Va. Phase 1 of the project will include addition of a large drive-thru lumberyard. In Phase 2, the Home Center will be expanded and redesigned, adding showrooms and office space. Once the project is completed, its century-old headquarters yard in Lilian will be used for stock overflow and storage.

HD Supply Selling White Cap

HD Supply Holdings agreed to sell its White Cap, Home Improvement Solutions, and Brafasco construction and industrial divisions to Clayton, Dubilier & Rice for $2.9 billion. The deal is expected to close in October. White Cap CEO John Stegeman and president Alan Sollenberger will stay on to head the businesses.

Maner Acquired by US LBM

US LBM Holdings has acquired dealer Maner Builders Supply, with yards in Augusta, Ga., and Aiken and Charleston, S.C. Maner Builders Supply traces its roots back to 1951, when it was founded by W.A. Maner in Augusta. Today, it distributes specialty building products, such as engineered lumber, wallboard, roofing, siding, decking, installed fencing, custom glass, windows, doors and other materials, to professional builders and contractors. Frank Chandler will remain with the company and lead Maner’s day-to-day operations as president. According to US LBM president and CEO L.T. Gibson, “The addition of Maner expands our portfolio and reach in the Southeast, an important market for US LBM, and the company’s diverse mix of products and services complements our existing network of specialty building materials distributors in the region.”

AHC Hardwood Expands in Reman

AHC Hardwood Group has added expanded remanufacturing capabilities at its AHC Clarksville location in Clarksville, Tn. The addition increases the plant’s overall capacity by 25% and introduces such premium options as precision cutto-length and defecting capabilities. In its first month of operation, the new equipment processed over 120,000 bd. ft. of moulding and other hardwood products.

n Building Products Digest n September 2020

NEWS Briefs Menards is moving forward with new stores in Elizabethtown, Louisville and Paducah, Ky.; plans for Bowling Green, Ky., have been paused. Keim Lumber , Charm, Oh., has purchased Mt. Hope Hardware, Charm. US LBM opened a new Universal and siding location in Newark, N.J.

Supply roofing

84 Lumber started up a new truss manufacturing plant

in Mansfield, Oh.

L&W Supply relocated its North Charleston, S.C., branch to a new facility. Huttig Building Products, St. Louis, Mo., received an unsolicited acquisition proposal from private investment firm Mill Road Capital. Huttig is closing its branches in Columbus, Oh., and Selkirk, N.Y., as part of its restructuring efforts. Seneca Hardwood Lumber Co., Cranberry, Pa., was devastated by an after-hours fire Aug. 13. BlueLinx’s branch in Brooklyn Park, Mn., is now distributing the full line of MoistureShield composite decking products to dealers throughout the upper Midwest region. BlueLinx will offer LP SmartSide trim and siding to the Northeast from its facilities in Bellingham, Ma.; Buffalo and Long Island, N.Y.; Burlington, Vt.; Denville, N.J.; Pittsburgh, Pa.; and Portland, Me. Northland Corp ., La Grange, Ky., has filed for Chapter 11 bankruptcy protection. Patrick Industries , Elkhart, In., has acquired distributor Inland Plywood Co., Pontiac, Mi. Alside parent Associated Materials, Cuyahoga Falls, Oh., is recapitalizing to “significantly de-lever its balance sheet and enhance its liquidity position.” G Wood Products, New York, N.Y., has been formed to serve as the exclusive U.S. distributor of Tantimber thermally modified wood, produced in Sakarya, Turkey. Midwest Fastener, Kalamazoo, Mi., has acquired key/accessory manufacturer Hy-Ko, Northfield, Oh. Do it Best retailer members earned record rebates of $128.4 million over the last fiscal year, as the co-op’s net profit jumped 12.6% and total sales reached $3.6 billion. RoyOMartin’s land and timber department has completed 13 years without an OSHA-recordable injury. Viance , Charlotte, N.C., launched a new website, designwood.com, to showcase the benefits of its colorant for DesignWood pre-colored, preservative treated wood. Building-Products.com

DREAM BIG –THEN DREAM bigger.

THE DO IT BEST LBM TOTAL SOLUTION HANDLES THE BIGGEST OF DREAMS.

“I am always looking for the next

How does long-time Do it Best member-owner Eli Bliffert handle even

matter how much I grow, Do it Best

the largest builders and commercial customers? He leverages the

will be there, ready to help.”

Do it Best LBM Total Solution to provide an uninterrupted supply of lumber, panels and building materials at the most attractive prices in the industry. He also relies on one of the five full-service regional LBM offices to deliver up-to-the-minute forecasting, smart purchasing strategies, and cost-efficient buying opportunities. With help from Do it Best, Bliffert Lumber & Hardware has turned two lumberyards in 2004 into seven thriving locations, doubling their revenue with no signs of stopping.

» Tell us where you want to grow your LBM business, and we’ll show you how Do it Best can turn your biggest dreams into reality. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestlbm.com.

opportunity, because I know that no

Eli Bliffert Bliffert Hardware

THINKING Ahead By Judy Haney

You CAN see the forester for the trees ’ve always been a forester at heart. My lifelong love of the outdoors blossomed as a child and only grew as I did. So when I gravitated toward majoring in forestry at Stephen F. Austin State University in Texas, I can’t say anyone was surprised—least of all my beloved aunt. She worked in the dean’s office at the school’s college of forestry, which offered a good insider’s view of the program and a peek at what my future could look like. Aunt Betty gave me a nudge, and that was all I needed. I followed my gut and, despite a late start as a fulltime college student, by 1995 I was proudly waving a bachelor’s of science in forestry. As I worked toward a matching master’s degree, which I completed in 1999, I simultaneously launched my career in the industry. My first job was as a procurement forester in the Eastern Carolina Region for Champion International Corp. The forestry side of the business is where I started and where I spent my formative years, trying everything from procurement to land management to analytics. Stops in the journey included jobs at several paper companies, which at that time had lumber mills, paper mills, and chip mills. Over time, these businesses started peeling off their layers—some sold their forest land, for example, eliminating the need for land management—and became more specialized. However, the time I spent cutting my teeth in these positions before this evolution prepared me for progression to the sales side of the business. As the general sales manager of panels at Boise Cascade, I have the opportunity to sell both southern yellow pine and western fir panels for the second-largest producer of plywood in the United States.

Mixing Business with Pleasure

A big part of the reason I took my current position is because it speaks to my forestry “roots,” pun intended. I entered this profession because I support the wise use

n Building Products Digest n September 2020

and replenishment of our natural resources. That means conserving some, but it also means using some. You can plant more trees—and the industry does that—so it’s renewable and eco-friendly. At the same time, the deep personal satisfaction I get from working at Boise Cascade comes from the fact that we sell a product that is used to build homes, living space that can last 100, even 200 years. That’s extremely important to me. I’m highly motivated by taking products out of the forest and making something that is usable and that will be there and be productive for the foreseeable future. For that reason, it feels like I’ve come full circle at Boise Cascade, from my beginnings as a forester tasked with getting fiber and logs into mills to now representing the other end of the process. The connection between the wood product industry and sustainability is important and, in my opinion, not emphasized enough. Every sector has bad actors, of course. The question is whether companies that harvest trees are good actors. As any true forester would agree,

Building-Products.com

A Special Series from North American Wholesale Lumber Association

my answer is yes, absolutely, they can be—but I don’t think we tell our story enough. More people, including kids, need to understand that cutting a tree is not horrible. Cutting a tree, using it, and planting another in an environmentally sustainable way is possible; and Boise Cascade is a perfect example of how. With this in mind, I convinced the company to provide financial support for a hands-on forestry education project that was put together by Union Pacific, DMSi, and the Hardwood Forest Foundation. My employer’s backing, in turn, gave me a seat at the table to help shape the “Forever Forest” traveling show. Its exhibits teach kids aged 4-12 the origins of wood, how it is processed, and the countless ways it is used. The program debuted in 2017 at the Omaha Children’s Museum and, despite being sidelined by COVID19, is scheduled for a 10-year national run. Helping to develop Forever Forest, which NAWLA also had a large hand in, has been one of the most exciting and impactful experiences during my time at Boise Cascade so far.

What You Know, Who You Know

My exposure to NAWLA, beyond Forever Forest, has been another highlight. The organization, and its networking culture, is key. When I segued from procurement to sales, one aspect that remained constant was the importance of relationships in this industry. On the procurement side, people don’t sell you their trees unless they trust you and have a relationship with you. It’s very similar on the sales side. In either case, success is a matter not only of what you know, but who you know. NAWLA fosters these kinds of relationships, many of which last an

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

entire career—or longer—through its many committees and events. If you want them and work for them, you can cultivate connections with people working in all segments of the wood products industry. Once the seed is planted, you can start to weave that fabric of how businesses work together. It’s amazing! I recently joined the organization’s Traders Market committee, for example, which has allowed me to hear other perspectives in the supply chain of wood products: wholesalers, distributors, regional distributors, and so on. I’m also involved in the Shelter 10 Group, which focuses on an area of personal and professional interest to me: housing and the economy. Economists lead that call, so there’s a strong plug-in to information pertinent to selling plywood. We discuss topics such as where the economy is going, how the GDP looks, movement in housing starts, fluctuations in mortgage rates, the rate of household formation, and more. I’m interested in all of that from a work standpoint; and I’m able to get perspective from a range of voices, including lumber manufacturers and distributors.

When I walked into my first Traders Market show in 2015, I didn’t know a soul outside of attendees from my organization…and now I engage with colleagues from all corners of the industry.

Judy Was Here

When I reflect on how I’ve spent my career in the wood products industry thus far and how I am likely to spend the rest of my time in it, I don’t think about being remembered as a trailblazer or a pioneer because I’m a woman who made a successful career in what has traditionally been a male-dominated profession. I see myself not as a female forester, but simply as a forester. What I hope people will say in retrospect is that I was a businessperson who was capable, obviously, but also someone who dealt in openness and honesty and who treated others with dignity and respect. Whether that’s in the context of delivering bad news or receiving it, it all stems from a relationship within the company and within the community. That’s how I would want to be remembered. – Judy Haney is general sales manager of panels at Boise Cascade, Boise, Id. (www.bc.com).

September 2020 n Building Products Digest n

TO SUPPORT LOCAL businesses and communities, choose lumber grown in your geographic region.

For the best lumber, stick with local WHEN YOUR CUSTOMERS enter your store looking for lumber, how deep do they look? Are they grabbing whatever’s on sale, or whatever’s closest to them? Or perhaps something they’ve used before and they’re going to use it again because it works? Does it matter? Heck yes, it matters which stick of lumber they purchase (or order); read on to find out why. All lumber is not equal. It may look the same and sometimes even cost the same, but let’s dig deeper into specific ways lumber can be differentiated. Geographically relevant. What does that mean? It means purchasing something (a product, service, etc.) that’s local or regional to you, thereby benefiting your area economically. When it comes to lumber, you want to sell (and buy!) geographically relevant lumber for multiple reasons. For the sake of argument, let’s talk about exterior trim applications and put eastern white pine up against a radiata

n Building Products Digest n September 2020

pine imported into the United States from another country, and compare the two with multiple data points: The growth cycle. Eastern white pine becomes strong and beautiful from the sun and the rain—that’s it. A long, slow, even growth cycle results in naturally durable lumber and beautiful, rich character in the wood grain. Contrasted with the fast, uneven growth seen in radiata pine, which results in inherent poor decay resistance and a lack of wood grain character. Carbon footprint. Purchasing locally and regionally grown lumber means minimal logistics, like transportation. Less transportation = fewer ships and trucks emitting nasty CO2 into the environment, just to get your wood to you from the other side of the world (or opposite end of the country). Pine that’s not local can be geographically invasive and brings with it a Bigfoot-sized carbon footprint (can you imagine the CO2 released on a trip over from New Zealand or Chile?).

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CHECK OUT the Eastern White Pine vs. Radiata Pine video on NELMAtv on YouTube.

A TREE’S GROWTH cycle is directly related to its strength and durability.

Also of note: most modern mills use every single piece of tree, whether it’s for lumber or fuel. Zero carbon footprint. Durability. Eastern white pine brings to the table centuries of endurance, a superb level of natural decay resistance, and a strong, tight grain that results in a strong piece of lumber. Radiata, on the other hand, is historically irrelevant, offers little resistance to fungi and pests, and has a wide, irregular grain. What is the wood treated with? For eastern white pine, the answer is nothing. Which means it’s safe for all environments with no additives and a natural resilience. Radiata must be immersed in chemicals to give it some decay protection. If it’s not? Premature product failure. Why purchase something from a thousand miles away, when

the local option is so much better for all these valid reasons? So which lumber would you rather sell your customers: something that’s durable, beautiful, and sustainable? Wood that supports local economies (especially now!)? Wood that can be easily and beautifully customized by sanding, planing, turning, mortising, finishing, or shaping? Wood that is grown within your region, manufactured, and milled? Wood that brings with it over 300 years of sustainable versatility? Is there even another relevant option? When you as a dealer, and your customers, choose to keep your lumber choices geographically relevant, the impact in instant: you’re not only protecting the earth from unnecessary carbon footprints, your buying local and supporting local. What’s more environmentally friendly than that?

Call on Warren Trask for the most comprehensive Eastern Pine inventory and widest selection of Pattern Stock!

Since 1924, Warren Trask has been committed to being the number one source for Eastern White Pine. Call on Warren Trask for all your Eastern White Pine needs. 1-800-752-0121 ■ 63B Bedford Street, Lakeville, MA 02347 ■ www.wtrask.com Building-Products.com

September 2020 n Building Products Digest n

NELMA updates grade rule book AS OF AUGUST 2020, the most recent addition of Standard Grading Rules for Northeastern Lumber is available from the Northeastern Lumber Manufacturers Association (NELMA). As one of six rules-writing agencies in the U.S. and Canada accredited by the American Lumber Standard Committee (ALSC) to write grade rules certified as conforming to the American Softwood Lumber Standard PS20, NELMA releases an updated Grade Rule Book on average every three to four years. Lumber grading rules have been around since the 1600s, and their beginnings can be traced all the way back to the history of the New England colonies. Population growth resulted in increased use of lumber as a building material, and the necessity for simple rules to be established became evident. Thus, lumber grading rules were first developed to establish the growing trade activity between the buyer and the manufacturer. On the NELMA side, the first eastern white pine grading rules were published on January 1, 1937, shortly after the association was founded in 1933. The premier booklet was entitled Standard Grading Rules for Northern White Pine and Norway Pine; these were the then-common names for what we know today as Eastern White Pine and Red Pine. Flash forward to 1938, and Standard Grading Rules for Eastern Spruce and Balsam Fir was published by NELMA for use within the northeastern lumber industry. Both of these were important construction species of the day, and are now part of what we know as the SPFs species grouping. Why do we need a grade rule book, and why does it need to be updated? Standard Grading Rules for Northeastern Lumber is provided to the industry as a definitive guide to understanding the various grades of lumber and timbers produced from wood species grown in the northeast and Great Lakes regions of the United States. It’s the keystone to understanding

and learning about each grade of lumber. Informative sections highlight species, moisture content, special board grades, National Grading Rules (NGR), design values, and much ore. A glossary provides easy explanation of terms and abbreviations used throughout the 250+ page book. Updates provide for new information to be included—such as the addition of Norway spruce to the approved species list in 2016—so users are always completely up to date with needed information. New for 2020: • A revised national grading rule section. • Revised interpretations for the national grading rule. • The continuation of the popular format of using color photographs to explain instructions for applying the rules to the grading of eastern white pine. “What was once a separate document is now included in the books to provide

n Building Products Digest n September 2020

as much relevant, helpful information in one location as possible,” commented Jeff Easterling, president of NELMA. “Color photos highlight various wood characteristics important to the specific interpretations that determine the lumber grade; this is take information sharing to a completely new level, and our readers love it and want more!” “While the Standard Grading Rules for Northeastern Lumber book is available online, it’s amazing how many people still want to use a hard copy… it’s barely been three years since the last edition, but we are completely out of stock!” concluded Easterling. The 2020 edition of Standard Grading Rules for Northeastern Lumber is available now from NELMA. A free download of each section is available online at www.nelma. org, or a print copy may be purchased by contacting NELMA at (207) 829-6901 or from the “Library” Publication Store section of the association website. Building-Products.com

EARLY ADOPTER: NELMA is moving its annual meeting online, becoming the first association to use the new 526 Virtual Events Platform.

NELMA becomes first wood association to use virtual meeting platform VIRTUAL: adjective. Almost or nearly as described; not physically existing, but made by software to appear to do so; carried out, accessed by means of a computer; almost like being there.

NELMA. “The design of the 526 Virtual Events Platform not only maximizes the extensive experience of the team behind the name, but it will allow us to provide an interactive, in-depth virtual alternative for each of the elements we

need to provide to our members. With the lumber industry remaining essential, our members haven’t stopped working, and neither has NELMA on their behalf.” NELMA is the first trade association to commit to holding an event on the

With the list of meetings, conferences and trade shows canceled growing longer each day, companies and associations are facing new challenges in how they communicate progress and activity with their key audiences when they can’t be together in person. One day we will all meet on the golf course or the reception room again, but until then, weird times call for out-of-the box solutions. Enter 526 Media Group (publishers of this magazine). In July, the Northeastern Lumber Manufacturers Association (NELMA) announced a partnership with 526 Media Group to host the association’s 2020 fall Annual Meeting utilizing the brand-new 526 Virtual Events Platform. “We have a long-standing relationship with 526 Media Group, and they presented a new, different, technologically advanced solution that will help us meet our members’ needs,” said Jeff Easterling, president of VIRTUAL ANNUAL MEETING will feature a full agenda (sample shown above), including a trade show packed with exhibitors (lower).

n Building Products Digest n September 2020

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new platform. “We are excited to be able to provide another way we can work together with a leading trade association like NELMA, and look forward to expanding similar partnerships deep into the industry,” said Patrick Adams, president of 526 Media Group. “Challenges like we’re seeing now push us to invest, innovate, and evolve to continue to bring the best news, information, and resources needed to their key audiences.” “While nothing can replace the power of personal meetings, the networking of after-hours events, and relationships built over time, with this virtual option, we’re opening a new door: Attendance is limited only by those with existing schedule conflicts,” continued Adams. The new platform is being offered to the industry’s leading trade associations as a way to present participation alternatives to their events during this challenging, and quickly changing environment. Built using the most robust technology services available, the platform has the capability to mirror everything taking place at the live event, from keynote speakers to educational workshops, committee meetings to a tradeshow exhibit floor. “The new technology behind this platform is staggering in that it’s giving us everything we need to accomplish goals we set for providing information to our members,” commented Easterling. “Our members will have the ability to not only see each and every presentation, but to ask questions of the presenter in a dedicated chat area—just as if they were there in person. We’re very excited about our virtual trade show of exhibitors: NELMA members will, at a scheduled time, chose from a road map of all exhibits. By clicking on a link, they might be shown a vendor video or other useful product information, and they have the opportunity to schedule time in a chat room for beneficial one-on-one conversations with each company’s representative.” NELMA’s virtual Annual Meeting, it’s 87th Annual Meeting overall, will be held September 17, 2020, and will consist of the Chairman’s welcome and business meeting, a state of the association presentation, full marketing update, and presentations/panels from three keynote speakers. For complete information on the NELMA Annual Meeting, please email info@nelma.org.

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September 2020 n Building Products Digest n

EDGE AND CENTER BEAD and 4

TRADITIONAL SHIPLAP PATTERN

Shiplap: Do you know what it is? Are you sure? “OH, LOOK AT THIS BEAUTIFUL SHIPLAP!” If you’ve heard this line on HGTV before, or something very similar, there’s a good chance you’re a fan of shiplap. You know, the beautiful wood paneling installed horizontally on a wa—wait... Is that really shiplap? Walking into a room, zeroing in on wood paneling and declaring it “shiplap” doesn’t make it necessarily so. Shiplap is, by definition, a joining profile where two boards come together. It’s the point of joining itself, an actual edge profile, not the face of the board or a reveal pattern as many think. Think about it this way: If you walked into a room and looked at a wall of wood paneling, could you tell if it was shiplap? No, you couldn’t. From the face of a wall, it’s impossible to tell how two boards were installed: it could be tongue and groove, or it could be shiplap. The only way you can tell? If you could see the end of the wall and the end edges of each board were exposed. Ever had a customer walk through your door and say they want shiplap? Fact is, your customers don’t care how the boards

join together—they care about the face of the boards. Let’s get into some of the most popular patterns on the market today, and how they relate to shiplap. If you were to place two square-edge boards together with no joining mechanisms, and the expected wood contraction/ shrinkage happens, you would see a small gap and a little peek of whatever is behind the boards. A ship and a lap, or a tongue and a groove, prevent this unattractive aesthetic from happening as you will always see wood, not the wall. According to the Northeastern Lumber Manufacturers Association, there are 23 standard patterns possible with eastern white pine, only a few of which are true shiplap. Let’s examine a sample:

MYSTERY: Looking at the face of the two boards, you can’t tell if this is true shiplap, or something different like tongue-and-groove.

IT IS! With the edges of both board visible, the shiplap installation is clear. This is shiplap!

n Building Products Digest n September 2020

1. Your typical shiplap arrangement: the edge profile isn’t seen from the front, just the board face on the wall. The ship and the lap fit together to form a perfect fit.

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EDGE AND CENTER BEAD

4 and 4

2. Edge and Center Bead and 4: also known as beadboard and commonly used on ceilings or on walls as wainscoting. This is a popular pattern because it offers two options on one board—beadboard on one side, v-joint on the other, which helps dealers conserve shelf space and allows for additional project customization. 3. Known as 4 and 4, this pattern is popular in the southern mountain regions for use in cabins. Often installed on interior walls in a horizontal pattern, the point where the two board join together is called v-joint. This style is also known as WP4 WP4, because it can be flipped over and either size used, because the edge profiling is identical from the front to the back. Or the back to the front. 4. Edge and Center Bead: Beadboard without the v-joint offered in Edge and Center Bead and 4. Very versatile pattern, as either side of the board may be used. So now you understand what shiplap is (where the boards join), and what it isn’t (visible on the face of the board when you walk into a room). Just for fun, here are two more patterns to showcase even more what real wood can do: Channel rustic with ½ reveal. The joining parts are true shiplap, the different being when installed the finished look leaves a ½ gap at the point of joining, called channel rustic. What it means: the boards are just not butted right up against each other, but shiplap installation is still in effect. What’s cool about this pattern is the textured face that looks a bit like corduroy. It’s not uncommon for mills to create their own textured pattern as kind of a signature.

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CHANNEL RUSTIC WITH 1/2 REVEAL

Shiplap nickel gap. Exactly what it sounds like: the board are attached via a ship and a lap, and on the face of the product, a space the width of a nickel separates each piece. This indentation reveal, just like channel rustic, simply means the boards are butted up against one another. A quick refresher: how to decide if it’s shiplap or not? What your eyeball sees on the face of the board is how the product is named, not how it’s joined to the piece adjacent. Why customers choose one pattern over another is often installer choice, with shiplap and tongue and groove the most common ways of affixing board together. Next time you walk into a room and see beautiful wood paneling, call it out for what it is: “Oh, look at this beautiful wood paneling!”

SHIPLAP INSTALL with nickel gap. Since the spacing is visible on the face of the board, this pattern is called nickel gap.

September 2020 n Building Products Digest n

Adapt and Overcome How NELMA members have continued business as usual during a pandemic WHAT DO BIGFOOT, aliens, a pandemic, and the lumber industry being deemed essential have in common? They’re all elements of this crazy year we never dreamed would share space in our brains and our everyday conversations. And yet, here we are! What does essential mean to you? Teachers. Nurses. Doctors. Numerous others in the medical/healthcare provider field. Law enforcement. Grocery store employees. Utility workers. Truckers and logistics operators. Farmers. Banks. Postal employees. Shelter workers. The list goes on and on. Did we ever dream that “lumber industry” would share space with the groups above? On March 20, 2020, the Department of Homeland Security designated the forest and wood products industry as essential, qualifying that group as “workers who support the manufacture and distribution of forest products, including, but not limited to timber, paper, and other wood products.” Many will say—perhaps even declare—that the forest products industry is an essential industry every single day, not just now. Those who struggled to find toilet paper or paper towels in March and April would most certainly be in that camp of thought! But the forest products industry goes beyond the obvious tissue and paper home products; the effect of forest products on our day-today lives is deep and long-reaching. A short list: building products needed for residential and commercial construction; it’s clear from industry reports that honey-do home improvement lists are being checked off nationwide! Packaging materials for all kinds of manufacturers and shipping companies; next time that happy little overnight box arrives for you, thank the forest products industry for the packaging! A long list: Towels. Toothpaste. Nail polish. Paints. Electronic screens. Medications. Wipes. Cosmetics. Sports equipment. Furniture. Musical instruments. Charcoal. Toys. Books. Medical equipment. Bridges. In your home: floors, walls, ceiling, cabinets, and so much more. Outdoor decking and patio furniture. Pencils. Picture frames. You get the idea.

n Building Products Digest n September 2020

Members of the Northeastern Lumber Manufacturers Association (NELMA)—nd the association itself—have found themselves challenged with consistently pivoting to meet the needs of their customers and maintain compliance with everchanging rules about physical distancing. Durgin and Crowell Lumber Company, headquartered in New London, N.H., and founded in 1976, reports strong business these days, but back in March it was a different story. “When we entered into a slower time, a slower market where the world wasn’t on fire, we wondered if we’d be able to sell anything,” said Alex Darrah, sales manager at Durgin and Crowell. “We spent a couple of months not knowing where orders we coming from, but we stayed steady. Then June rolled around, a switch flipped, the phone is ringing off the hook, and we’re crazy-busy now!” “It’s almost impossible to make sense of this. Our best guess as to why we are where we are? With very little sports to watch, DIY home improvement projects are the new national pastime!” continued Darrah. As the employees of Durgin and Crowell continue to ride the freight train of work, keeping an eye on the future, a few changes have been made within the company due to current conditions. Darrah reports that several staff members have been physically moved around the office to allow for physical distancing, while others now work remotely. “It works out very well that the mill itself is very spread out,” concluded Darrah. “We’ve made certain doors one-way only, and installed glass partitions between people; we’ve also updated our policies and moved toward minimal paperwork handling to protect everyone involved.” With a few extra hours of work meeting the increased demand for Durgin and Crowell’s eastern white pine paneling and barn siding, the company is hiring good people for good positions. (Continued on page 44) Building-Products.com

Thank You for Supporting Us Then and Now

A Proud Heritage Since 1881 Searsmont, Maine | www.rlco.com

NELMA Insider By Northeastern Lumber Manufacturers Association

u er indus ry s rs live chat launches

VIDEO CALLS and cell phone technology was employed by NELMA inspectors in order to continue inspecting work as normal; while some customers requested on-site inspections,Lumber others chose the virtual option, n 2015, the Northeastern Manufacturer’s which is when properlaunched photos andthe documentation came into play. Association wood industry’s first-ever

cartoon, featuring the cleverly named characters of Skip & Wane. Joined by Spike Knot the dog, Dolly Varden, and On the side, the NELMA administrative cesreguin a host ofassociation other lumber-related named characters,offi the Cumberland Center, Me., enacted small changes, like scheduling larly occurring strip focuses on the challenges frequently fewer in the office simultaneously and planted trading in facedpeople withinworking the industry… with tongue firmly out in-office days with remote-work days. NELMA president Jeff cheek. Easterling reports that their orts were successful, work Over the months, the eff association began to and brainstorm for the NELMA members was able to continue uninterrupted. ways for Skip & Wane to work harder for NELMA memChallenges on thetograder of NELMA bigger.Just bers, to do more help side promote the were woodmuch industry. With travelthe restrictions place—and ever-changing—crossing recently, “what’s innext?” for Skip & Wane become apstate linesthey became an issue. parent: needed a job.

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42 nnBuilding Building Products Digest 44 Products Digest n

n September September 20202019

“Even though we were declared essential and allowed to work, there were several weeks when our graders weren’t able to travel and cross state lines to get their jobs done,” said Matt Pomeroy, director of grading services for NELMA. “We have inspectors across 20 states, from upstate New York and across New England all the way over to the Great Lakes area, and each state was different in their safety precautions,” continued Pomeroy. “Because of the instability with the rules and each state’sTO safety guidelines, decided our guys back of VISITORS the main NELMAwe website will to bepull greeted by avatars for a bit until needed to happen clearer. A few states Skip, Wane andwhat the crew, welcoming theirwas questions. made their hotels the gatekeepers of out-of-state travelers, which meant new paperwork was needed. A few ways NELMA adapted to protect their employees: Easterling drafted a letter for all NELMA employees to carry at all times, declaring them an essential worker in an essential industry; and when the state of Maine said that out-of-staters needed to quarantine for 14 days upon arrival or show results of a negative COVID test, the test was taken and paperwork shared with hotels. NELMA inspectors worked with the NELMA mills individually to design custom plans and protocols for each. New protocols were drafted for performance in each facility, detailing what work can be accomplished and eliminating potential hot spots where it made no sense to place mill employees at risk. IF USERS theto pop-up box, out a NELMA staffer will converse, When itclick came carrying inspections at NELMA’ s on behalf of their favorite cartoon character. member mills, it was close to business as usual: Given that most inspections take place outside the mill, work was accomplished thusschedule. the various members the Skip & Wane family on aAnd normal NELMA’ s exportofwood packaging customers haveoff headed to choice work for What willinspection; they be doing? were ered the of aNELMA! virtual or in-person Working the keyboard the brand-new, just-launched Live results represented a solidformix. Chat at www.nelma.org! As feature of mid-August 2020, some states had returned to almost “As far as we can tell, NELMA is the first lumbervirtual. associa100% in-person inspections, while several still remained tion nationwide providea anew liveprotocol, chat service option to webVirtual inspectionstorequired designed by Pomesite inusers,” Easterling, president of NELMA. “We roy, which said a newJeff guide was written and shared with NELMA’ s are alwaysThe searching for more ways to helptoour customers. facility would followinnovative the detailed procedures members, and providing this with exceptionally high during level of the letter, chronicling the steps their inspector a customerphone service their potential customers a real need.” video call.toSpecifi c items and steps weremeets photographed by mill employees and included as part of each report. How it Works Agreeing with Darrah, Pomeroy reports that all inspections the main NELMA a chat andUpon NELMAvisiting work is progressing as it shouldwebsite, these days. “Evenbox, featuring avatars off of the Skip, and with our inspectors roadWane for a bit, we the didn’tcrew, miss apops beat up encouraging and kept rollingusers along.”to ask questions or talk about NELMA Building-Products.com Building-Products.com

MOVERS & Shakers Mark Gentry has been promoted to president of Dixie Plywood & Lumber Co., Savannah, Ga. Greg Featherstone, ex-Intermountain Wood Products, has joined the sales force at American Lumber, Walden, N.Y. David Bloodgood, ex-Hamilton Building Supply, is a new building materials specialist at Madison Township Lumber & Supply, Old Bridge, N.J. Mike Erickson has joined Spahn & Rose, Dubuque, Ia., as regional sales director. Mike Lee, ex-Columbia Forest Products, is now head of sales for Accsys. Todd Henning, ex-Michigan Veneer, has joined Wieber Lumber Co., Fowler, Mi., as a product management specialist. Laura Rygielski Preston has been appointed president of Trex Commercial Products, Winchester, Va. Matt Butzier has been promoted to chief operating officer at Palmer-Donavin, Columbus, Oh. Annie-Laurie Setten, ex-USG, is new to outside sales at Capitol Building Supply, covering the Washington, D.C./ Baltimore, Md., area. Tom Leahy has joined Fortress Building Products, Garland, Tx., as director of channel sales. Tommy Junker is Fortress’ new product mgr.-cladding & decking, and A.J. Jesiolowski is director-framing category.

DeckExpo Going Virtual

Six weeks after breaking DeckExpo off from the Remodeling Show to join The International Pool | Spa | Patio Expo in Las Vegas, organizers have decided to move the combined event to a virtual format. The virtual PSP/DeckExpo is be staged over the same dates, Nov. 11-13, with registration opening later this fall. “The decision to transition the event was not reached easily, however, based on feedback and the support of our community, we felt it was the right choice for our attendees, partners, sponsoring associations, and exhibitors,” organizers said. The agenda will include: • Three Power Panels bringing together the best forward-thinking minds in the industry. • Product Showcase in a virtual expo hall. • Networking via chat, video call, and more. Wade Eadie, ex-Weyerhaeuser, is now senior sales rep for Resolute Forest Products’ sawmills in El Dorado and Glenwood, Ar. Adam Weatherly is the new store mgr. of McCoy’s Building Supply, Longview, Tx. Jennifer Renaud has been named senior VP and chief marketing officer for Masonite Corp., Tampa, Fl. Randall Steven Johnson was appointed CFO at Sto Corp., Atlanta, Ga., replacing Torben Wetche, who is retiring. Daniel Hall has been named general mgr. of Evergreen Forest Products, Chapman, Al. Chuck Frank, ex-Milgard, is new to Sierra Pacific Windows, as territory mgr. for Southeast Texas. Erica Salvo is a new mgr. trainee at Baillie Lumber Co., Smyrna, N.Y. Art Lewis III is new to Conner Industries, Fort Worth, Tx., as VP of sales. Ryan Sauls is new to Pool Builders Supply, Charlotte, N.C., as operations mgr. Samuel M. Guzman Jr. has been appointed VP and chief accounting officer for Beacon, Herndon, Va. David Clarkson was promoted to president of DriTac Flooring Products, Clifton, N.J. He succeeds Yale Block, who is now chairman. Myrna Block is now vice chair. Stephanie Lyons has joined Do it Best Corp., Fort Wayne, In., as electrical associate merchandise mgr. Promotions include Nicole Kepler, paint supplies merchandise mgr.; Ryan Stopher, hand tools merchandise mgr.; Stacey Thomas, associate building materials trader; and Jessica Waggoner, merchandising systems & pricing mgr. Connie Baker, senior director of human resources, RoyOMartin, Alexandria, La., has been appointed by Governor John Bel Edwards to serve on the Louisiana Women’s Policy & Research Commission. Anita Holliday is now in charge of corporate travel for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

n Building Products Digest n September 2020

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n STRONGTIE.COM (800) 999-5099

n HOPESWINDOWS.COM (716) 665-5124

Hope’s Windows is now integrating its Thermal Evolution technology into its One55 Series fixed solid hot-rolled thermal steel windows. The series replicates the aesthetic of historic, industrial steel windows with elegant arrowshaped profiles and delicate sightlines. Features include fusion-welded frame and muntin construction; welded steel simulated or true divided lite muntin options; and the patented Power of 5 finishing system, which combines hot-dipped galvanizing, abrasion-resistant epoxy powder primers, and UV-stable polyurethane top coats in unlimited color choices. The windows accommodate up to 1-1/4” thick glass units.

Adjustable Platform Werner’s new Aluminum Adjustable Pro Work Platform provides up to a 9’ reach and has 10” of height adjustability on both sides, making it easier for professionals to work on uneven surfaces and along stairways. With a load capacity of up to 300 lb., the compact, lightweight platform supplies users with a large 46”x14” work surface that is easy to carry and maneuver on the job. Wide-stance feet provide a sturdy foundation to minimize side-to-side movement. It can be configured to 10 different height positions (from 20” to 30” in 1” increments) with one-handed adjustment and locking. n WERNERLADDER.COM (888) 523-3371

Oscillating Multi-Tool Milwaukee Tool’s new M12 Fuel Oscillating Multi-Tool generates the fastest 12V cut speed and lowest full-tool vibration among M12 tools, while delivering tool-free blade changes for less downtime. The new multi-tool is powered by a PowerState brushless motor, RedLithium battery pack, and RedLink Plus Intelligence Hardware and Software. The kit also includes a charger, universal-fit Open-Lok wood blade, sanding pad, sandpaper in a range of grits, and lunchbox carrying bag. n MILWAUKEETOOL.COM (800) 729-3878

n Building Products Digest n September 2020

Building-Products.com

Metal Deck Framing Clip CAMO’s new EdgeXMetal Clips provide a revolutionary way to fasten any grooved deck board on metal substructure. The new one-pass fasteners use the same technology as CAMO EdgeX Clips for wood framing. The wings of the clip fit into the groove of the board, securing it before fastening, and the 304 stainless steel gusset holds the boards down. The key difference between the two clips is EdgeXMetal features a drill point screw that engages in less than two seconds, rather than a self-tapping screw for wood. The clips are a direct response to slow, expensive hidden fasteners for decks built on metal framing, as well as wood’s rising prices. They are launching at a time when contractors are exploring metal framing options due to the current shortage of treated lumber. Available in 90-ct. and 450-ct. pails, the clips reportedly work with top manufacturers’ deck boards at any angle on 14–18GA metal framing.

Hard-to-Reach Sanding With its ergonomic design, the Ryobi 18V One+ Cordless 1/2”x18” Belt Sander can get into tight spaces with ease. Made for detailed work, it is equipped with a variable speed dial for various applications that require precision sanding. With a lock-on switch and up to 90 minutes of run time, the tool is ready for extended-use applications. And, changing sanding belts is a snap with its integrated tool-free belt change. n RYOBITOOLS.COM (800) 525-2579

n CAMOFASTENERS.COM (800) 968-6245

Surer Sliding Patio Doors Crystal Window & Door Systems has upgraded the door panel standard rollers on its Series 1240 and 1280 aluminum sliding patio doors from a dual to a quad system. The new heavy-duty quad rollers, available in either stainless or zinc-plated steel, now feature 1.71” diameter wheels vs. the previous 1.25” diameter wheels. The new system is significantly easier to operate and can easily accommodate increasingly popular larger size door panels and triple glazed insulating glass units.

Compact Band Saw

n CRYSTALWINDOWS.COM (718) 961-7300

n BOSCHTOOLS.COM (877) 267-2499

n Building Products Digest n September 2020

Enhance your ability to make clean, precise cuts in tight workspaces, overhead or in corners with Bosch’s new GCB18V-2N 18V Compact Band Saw. It is only 7.3 lbs., yet built to cut 530 surface ft. per minute. Its robust motor saves time by creating clean cuts on a variety of materials, while requiring minimal rework for burrs or tempering colors. It also offers tool-free blade guard and tool-free blade change, protecting the blade from debris and providing easy access for blade installation/removal.

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IN Memoriam Kenneth E. “Ken” Ford, 72, retired CEO of Edmund Allen Lumber Co., Momence, Il., died Aug. 3. He served in the U.S. Army during the Vietnam War. Ercell Edward “Doc” Wilson, 86, former owner and president of Wilson Supply, Ponca City, Ok., died Aug. 16 in Summit, Ok. He operated yards in Pawnee, Fairfax, and Ponca City until retiring in 2014. William G. “Bill” Cones, 83, longtime manager of PK Lumber, Marion, Oh., passed away Aug. 5 after a lengthy illness. When his father died in 1958, Bill left Ohio State University to take over the family business, Cones Lumber Co., Columbus, Oh. He then spent 30+ years as a manager with PK Lumber, transferring to the chain’s Marion location in 1970. Truman Hendon, 74, longtime salesman for Northside Lumber Co., Jackson, Tn., died Aug. 12. He spent 31 years selling for Northside. Lonnie Ray Stacy, co-owner of Stacy Lumber Co., Little Hocking, Oh., died Aug. 2. He served in the Marines during the Korean War, achieving the rank of corporal. After operating his own lumberyard, he moved to New Port Richey, Fl., in

1973 and worked for various lumber companies until retiring in 1995 from Cox Lumber Co. Scott Allen Freely, 72, retired timber buyer for Hankins Lumber Co., Grenada, Ms., died of cancer Aug. 13 in Bruce, Ms. A registered forester, he continued buying and selling equipment, land and timber after retirement. Gregg S. Clugston, 73, owner of Clugston Lumber Co., East Waterford, Pa., died July 6 following a brief battle with cancer. He started his own company in 1976. Ross Henard, 90, owner/operator of Henard Lumber, Rogersville, Tn., passed away Aug. 18. George H. Burkett, 87, owner and operator of G.H. Burkett & Sons Lumber Co., Elizabethtown, Pa., died Aug. 12. After serving in the U.S. Navy during the Korean War, he worked for Bethlehem Steel before establishing his own custom sawmill. Vincent W. Uher, Jr., co-owner of V.W. Uher Lumber Co., Galveston, Tx., died Aug. 5, He was 88. He graduated from A&M College of Texas in 1952, then served with the Quartermaster Corps of the U.S. Army in Europe before joining his father’s lumber company. He was awarded the National Defense Service Medal for Army of Occupation Berlin.

n Building Products Digest n September 2020

Wilsonart Buying Distributor

Wilsonart Engineered Surfaces, Austin, Tx., has signed a definitive agreement to acquire Alpine Sales, Inc., a Columbia, S.C.-based wholesale distributor to the building and remodeling industry. Alpine Sales distributes decorative surfaces, post formed countertops, lacquers and stains, and hardware. “Our acquisition of Alpine Sales complements Wilsonart’s company culture and greatly enhances the services we offer with three locations in South Carolina and one in North Carolina,” said Tim Atkinson, VP-sales. “We look forward to expanding Wilsonart’s Companyowned distribution footprint and enhancing our penetration of our expanding engineered surfacing offering. We will continue our tradition of best-in-class service, promote our broad engineered surfaces portfolio, and grow our business.” “For over 40 years, Alpine Sales has partnered with Wilsonart in distributing surfacing products,” said Alpine Sales president Michael Steck. “Wilsonart’s commitment to delivering the highest quality products with unmatched service blends seamlessly with Alpine’s founding principles. The acquisition is a logical progression and will solidify our efforts in continuing to service customers in the Southeast with their building and remodeling needs.” The transaction is expected to close on Sept. 4. Building-Products.com

DATE Book Page

ADVERTISERS Index

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

Eastern Building Material Dealers Association – Sept. 2, Mindset Entrepreneur virtual sales seminar; www.nrla.org.

Biewer Lumber www.biewerlumber.com

Crumpler Plastic Pipe www.cpp-pipe.com

DMSi www.dmsi.com

Northeastern Lumber Manufacturers Association – Sept. 17, virtual annual meeting, www.nelma.org.

Do it Best www.doitbestlbm.com

American Wood Protection Association – Sept. 21-24, online technical committee meetings, www.awpa.com.

Durgin & Crowell Lumber Co. www.durginandcrowell.com

Northeastern Retail Lumber Association – Sept. 22-23, virtual fall leadership meeting, www.nrla.org.

National Hardwood Lumber Association – Sept. 22-24, On Demand conference & exhibition; www.nhla.com.

Everwood Treatment Co. www.everwoodtreatment.com

Cover IV

LMC – Sept. 23-24, virtual LMC Leadership Summit, Atlanta, Ga.; www.lmc.net.

Great Southern Wood Preserving www.yellawood.com

Mid States Distributing – Sept. 23-25, virtual Fall Rendezvous; www. msdist.com.

Hancock Lumber www.hancocklumber.com

Limington Lumber www.limingtonlumber.com

Manufacturers Reserve Supply www.mrslumber.com

Matthews International www.matthewsmarking.com

Norbord www.norbord.com

North American Wholesale Lumber Assn. www.nawla.org

Cover I-3

Northeastern Lumber Manufacturers Assn. www.nelma.org

Overseas Hardwoods Co. www.ohc.net

Pacific Woodtech www.pacificwoodtech.com

ProWood www.prowoodlumber.com

20, 47

Redwood Empire www.buyredwood.com

Robbins Lumber www.rlco.com

Sandy Neck Traders www.sntraders.com

Seaboard International Forest Products www.sifp.com

Greenbuild – Nov. 10-12, virtual international conference & expo; www.greenbuildexpo.org.

Cover III

Simpson Strong-Tie www.strongtie.com

North American Building Material Distribution Association – Nov. 10-12, Virtual Xperience annual convention in conjunction with North American Association of Floor Covering Distributors; www. distributorconvention.org.

Swanson Group Sales Co. www.swansongroup.biz

Timber Products Co. www.timberproducts.com

Warren Trask www.wtrask.com

Weyerhaeuser Co. www.weyerhaeuser.com

Do it Best – Sept. 13-18, virtual fall market, www.doitbestcorp.com. Lumbermen’s Association of Texas – Sept. 16, Emerging Leaders online training series; www.lat.org.

True Value – Sept. 29-Oct. 1, Fall V-Reunion online market; www. truevaluecompany.com. Mid-America Lumbermens Assn. – Oct. 1, Kansas Sunflower Shootout golf, Firekeeper Golf Course, Mayetta, Ks.; www.themla.com. Kentucky Building Materials Association – Oct. 1-2, annual convention, product expo, & Jack Congleton Golf Outing, Caesars Southern Indiana, Elizabeth, In.; www.kbma.net. World Millwork Alliance – Oct. 5-7, virtual conference; www. worldmillworkalliance.com. National Lumber & Building Materials Dealers Association – Oct. 6-9, virtual Industry Summit, www.dealer.org. National Hardware Show – Oct. 12-15, virtual National Hardware Show; www.nationalhardwreshow.com. Construction Suppliers Association – Oct. 14, virtual education event in conjunction with Western Building Material Association; www.gocsa.com. Ace Hardware Corp. – Oct. 19-22, fall convention, Orange County Convention Center, Orlando, Fl.; www.acehardware.com. Green Industry & Equipment Expo/Hardscape North America – Oct. 21-23, Kentucky Exposition Center, Louisville, Ky.; www. gie-expo.com. Sustainable Forestry Initiative – Oct. 22-23, SFI E-Summit; www. sfiprogram.org. International Woodworking Fair – Oct. 26-30, IWF Connect virtual trade show; www.iwfconnect.com. House-Hasson Hardware Co. – Oct. 29-30, fall virtual market; www. househasson.com. Florida Building Material Association – Nov. 4, TopGolf, Orlando, Fl.; www.fbma.org.

Deck Expo/International Pool Spa Patio Expo – Nov. 11-13, virtual PSP/DeckExpo; www.poolspapatio.com. LMC – Nov. 11-13, LMC Expo, Philadelphia, Pa.; www.lmc.net. Remodeling Show – Nov. 16-18, virtual Remodeling Show; www. theremodelingshow.com. Building-Products.com

September 2020 n Building Products Digest n

FLASHBack 97 Years Ago This Month

inety-seven years ago this month, in September of 1923, BPD’s sister publication, The California Lumber Merchant, reported that the Twenties were really starting to roar. Housing starts were setting new records month by month, the lumber industry was booming at all levels, and spirits were high. Among the activities to keep things light... • On Sunday morning Aug. 19, the Lumber Salesmen’s Club of San Francisco shoved off to sail across San Francisco Bay to Paradise Cove for their annual picnic (see photos below). Upon reaching the shore, seven members of their party grabbed instruments and began playing “Strike Up the Band.” On land, the field events took place— the 100-yard dash, three legged-race, and giant tug-ofwar—followed by artistic performances—one member sang, another performed acrobatic stunts, and a third “displayed his skill in the art of wrestling.” The day ended with five aquatic events (the 50- and 100-yard swim, high and low diving contests, and long distance race), before heading home just before sunset. • The date of Sept. 22 was set for a rematch between the Los Angeles wholesalers vs. the Los Angeles retailers in a battle for baseball champions of the Southern California lumber industry. The retailers had gone down to defeat in the inaugural competition a month earlier. The retailers’ team would be captained by Hayward Lumber’s Leo Hubbard, while the wholesalers would be led by Golding Lumber’s Fred Golding. • The San Diego Hoo-Hoo Club held a unique “concat,” initiating 15 new members on a massive log raft, moored in the harbor. • George C. Burnett, manager of the Burnett Lumber Co., Tulare, Ca., was a recent visitor to San Francisco, and during his stay he devoted practically all his time to perfecting his game of Mahjong. In fact, one reason he traveled to the Bay Area was to be coached in the finer points of the game by a local expert.

THE SEPTEMBER 1923 cover celebrated Cornell Wood Board pre-primed wallboard from Cornell Wood Products Co., Chicago.

He was in fact the same instructor who mentored Elmore King, president of King Lumber Co., McFarland, Ca., and emboldened King to issue a public challenge to all comers in a recent issue of The Merchant. Burnett bravely accepted King’s challenge, but— alas—we can find no historical record of the results of lumber barons’ clash. • One of the few low moments was on Aug. 10, 1923, 2,500 sawmills across the country went silent for all or part of the day to pay tribute to the memory of President Warren G. Harding, who died of a sudden heart attack the previous week. He was 57. An estimated 300,000 employees paused from their work, as some mills closed for the entire day, some for half a day, and others suspended operations for five minutes, as sirens sounded at 1 p.m. Central Time, just as the late President’s funeral procession set out.

SAN FRANCISCO Lumber Salesmen’s Club had no qualms about wearing ridiculous headgear during their annual picnic at Paradise Cove.

n Building Products Digest n September 2020

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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.