Building Products Digest - September 2023

You stock your shelves with the best lumber. And your customers depend on you for it. We get it. For ProWood®, that’s not enough. It’s about selection and availability. It’s about standing behind our product. It’s about trust and relationships. It’s about building something. Together.

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Patrick Adams padams@526mediagroup.com

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SENIOR EDITOR

Sara Graves • sgraves@526mediagroup.com

COLUMNISTS

James Olsen, Kim Drew, Claudia St. John, Dave Kahle

CONTRIBUTORS

Rich Brooks, Simon Cameron, Jeff Easterling, Ian Faight, Brad Kirkbride, Susan Palé

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

Copyright®2023 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.

UNCHARTED WATERS

------------ BY PATRICK ADAMS

“GET COMFORTABLE working without a safety net,” he said. I was in my 20’s and the way he said it, I knew it wasn’t a joke, but more of a warning. Growing up, there wasn’t really a “routine” or things I felt were predictable. Instead, chaos is what felt like normal and predictable. As I’ve moved into my later years, I’ve learned how unhealthy this is and that embracing routine and a predictable life is a blessing.

It seems though that life is becoming less predictable. What was normal is no longer normal. All around us is more noise, more chaos, more change, and yet, it seems like as a result, we’re getting more numb to it all. Maybe this is our own defense mechanism because thinking and processing it all is too stressful and depressing? Or perhaps pointless because who really knows what will happen next? I really struggle with this in my life and what is the right balance? I know putting my head in the sand is not the answer (at least for me), but trying to grab all this data and assemble it like a puzzle that will reveal a picture is equally ridiculous.

They say inflation is bad, so we will raise interest rates so that businesses have a harder time growing, investing and hiring. This will increase unemployment, which will reduce demand for products and services and therefore, force companies to reduce prices. Did everyone hear that correctly? The government’s plan to curb inflation is to put more people out of work so that prices come down due to reduced demand. They say this out loud… and we say, “OK, great, prices come down.”

The median price of housing has increased to $416,000— a 26% increase since just three years ago. In places like California, it is over $838,000. To afford a $416,000 home, you need a household income of about $150,000 per year to even consider qualifying. Why are home prices still going up? Why is there such a shortage of homes? Have you considered that corporate institutional investors have quietly purchased around 15-20% of all residential properties sold in the past five years and that by one forecast, will hold more than 40% of all single family rentals on the market by 2030?

I won’t even dive into how much pressure this places on young people wanting to get married, start a family,

and pursue their “American Dream.” Or about things like politics, elections, the age of our government representatives, global conflicts, or even our own national patriotism. We are in uncharted waters. While economists attempt to use data to predict where we are going, they have about as much credibility as weather newsmen predicting next year’s winter forecast.

What is the answer? Do we civilized, educated citizens stay quiet and polite and wait for logic and normalcy to return? Is all of this just the daily news carnage report to get ratings and in reality just under the surface, the current is actually calm? What do I tell my kids and how do I raise them to be prepared for their future??? This is the only real question, isn’t it?

While I’m comfortable operating without a safety net and living in a world of “improvise, adapt, overcome,” how do I raise my kids? My daughter is getting to the age where she actually thinks, and observes, and listens, and now is asking thoughtful questions. Do I simply answer, “Don’t worry, it will all be OK,” or do I stress how important it is to be prepared for everything and always be aware?

I rest peacefully because I know this is not our first time in uncharted waters. Yes, things are a little crazy, but also remember there have been World Wars, depressions and even Civil War. Yes, it’s easy to say, “But this is different,” which is true because everything is different until it becomes the norm. Instead, I force myself to be a presence of calm, and respect, and optimism in these uncharted waters. They can either been seen as scary, or as an adventure. We can choose to long for the “old days,” or be excited about what we can learn from what’s ahead. I choose to look for the good and to celebrate it when I find it because at the end of the day, who wants to sail the exact same course everyday of their life.

I hope you’ve explored some uncharted waters this summer with those who mean the most to you. As always, thank you for the privilege of serving you and this great industry.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com

OSB KEEPS CLIMBING

INTERNATIONAL RECESSIONS? Mills pinched by rising material costs and falling OSB prices? No worries. Apparently, nothing can seem to stem the demand for oriented strand board.

2023 OSB Top 10

1 West Fraser Headquarters: Vancouver, B.C.

OSB Mills (13): Huguley, Al.; Cordele, Ga.; Guntown, Ms.; Bemidji, Mn.; Allendale and Joanna, S.C.; Jefferson and Nacogdoches, Tx.; Grand Prairie and High Level, Alb.; Barwick, Ont.; Chambord and La Sarre, P.Q. [Plus Scotland, Belgium]

West Fraser’s North American sales of OSB fell 12.9% in 2022 to $3.004 billion, despite production increasing 8% to 6.006 billion sq. ft. 3/8” basis. Consequently, the company expected to hold production fairly steady in 2023 (5.9-6.2 billion sq. ft.), yet an encouraging second quarter convinced West Fraser to revise expectations to 6.1-6.4 billion sq. ft.

The company has ample capacity, which will increase even more—to an industry-leading 8+ billion sq. ft. a year of OSB—thanks to its newly modernized mill near Allendale, S.C. Although modernization of the facility (purchased in late 2021 from GP) is largely complete, it will continue to be optimized and ramped up gradually over the next three years.

Estimates on the size of the global market for OSB vary wildly. Global Industry Analysts, Inc. pegs it at $19.5 billion in 2022, and expects it to increase 12.6% yearly to 2030. The Business Research Co. views it at $23.94

2 Louisiana-Pacific

Headquarters: Nashville, Tn.

OSB Mills (7): Clarke County and Hanceville, Al.; Watkins, Mn.; Roxboro, N.C.; Carthage and Jasper, Tx.; Fort St. John (Peace Valley), B.C.; Maniwaki, P.Q. [Plus Brazil, two in Chile]

As other manufacturers add OSB capacity, LP has been strategically subtracting. Reduced capacity—exacerbated by plummeting OSB prices—contributed to a 14% drop in sales last year. LP’s OSB sales dropped 75% in the first quarter of 2023 and 66% in the second quarter.

This spring, LP closed on the $80-million acquisition of Forex’s Wawa OSB plant in Ontario, Canada. But, like its OSB mill in Houlton, Me., last year and its facility in Sagola, Mi., this year, Wawa will be converted into an LP SmartSide Trim & Siding mill. Once converted, the mill will add approximately 400 million sq. ft. of capacity, making it LP’s largest singleline siding mill. This will bring LP’s total siding capacity to 2.7 billion sq. ft. annually. The changes at Houlton and Sagola mill together added 720 million sq. ft. of Siding Solutions capacity while removing 670 million sq. ft. of OSB capacity.

Within LP’s OSB product mix, its value-added products for the first time began outselling commodity panels during the second quarter of this year (354 million sq. ft. commodity OSB sold vs. 412 million sq. ft. Structural Solutions).

billion in 2023 and growing at an annual rate of 14.79%. IndexBox describes it closer to $12.5 billion and rising 5% annually to 2030.

What they all see in common is steady, sizable growth. They attribute their rosy forecasts to increasing construction activity across the world and a growing focus on sustainable building practices. Domestically, OSB prices have begun to tick back up in recent months, accelerating over the last few weeks.

However, the industry does face several challenges, including fluctuations in the prices of raw materials and intense competition from alternative materials. Additionally, environmental regulations and concerns around deforestation can impact the growth of the industry.

The U.S. remains the world’s largest consumer of OSB, followed by China (the world’s second largest economy). Hearty growth is also anticipated for Japan, Canada, Germany, and Asia-Pacific (led by Australia, India and South Korea). BP

3 Weyerhaeuser

Headquarters: Seattle, Wa.

OSB Mills (6): Arcadia, La.; Grayling, Mi.; Elkin, N.C.; Sutton, W.V.; Edson, Alb.; Hudson Bay, Sask.

Weyerhaeuser’s six OSB mills increased production by 3% last year to 2.96 billion sq. ft., while sales fell about 1.5% due to lower prices. Most recently, during the second quarter of 2023, sales and production volumes were moderately lower and unit manufacturing costs moderately higher due to planned downtime for annual maintenance as well as a temporary period of unplanned downtime resulting from wildfire activity near the company’s facility in Alberta.

Weyerhaeuser anticipates comparable sales volumes and fiber costs, along with slightly higher unit manufacturing costs for OSB in the third quarter.

4 Georgia-Pacific

Headquarters: Atlanta, Ga.

OSB Mills (5): Fordyce, Ar.; Hosford, Fl.; Clarendon, S.C.; Brookneal, Va.; Englehart, Ont.

This spring, GP completed installation of a third strander at its Clarendon, S.C., mill. The $40-million expansion adds 150 million sq. ft. of capacity, bringing the five GP mills’ overall capabilities to 2.8 billion sq. ft.

5 Huber Engineered Woods

Headquarters: Charlotte, N.C.

OSB Mills (5): Commerce, Ga.; Easton, Me.; Broken Bow, Ok.; Spring City, Tn.; Crystal Hill, Va.

After two years of working to build its sixth OSB plant in Cohasset, Mn., Huber has decided to instead settle in Shuqualak, Ms. Located on 550 acres, the facility “will feature some of the most advanced processes and technologies available for manufacturing operations.”

The plant could increase Huber’s overall OSB capacity by 30%. Its five mills currently have the ability to produce up to 2.556 billion sq. ft. a year.

6 Tolko Industries

Headquarters: Vernon, B.C.

OSB Mills (3): High Prairie and Slave Lake, Alb.; Meadow Lake, Sask.

Tolko continues to work toward reopening its High Prairie OSB mill, after the building and equipment were consumed by a fire in May 2022. High Prairie is responsible for about a third of Tolko’s overall OSB capacity of 2.26 million sq. ft.

“Work on assembling the new continuous press is progressing well, and the mill is aiming to be up and running by the end of the year,” said Tolko’s Chris Downey. “The construction at the site has included new concrete foundations and expanding the building size to accommodate the longer press. Along with the repairs, other projects and maintenance work include updates to the mill’s painting and wrapping area (which will use innovative robotic systems), and the installation of equipment that was repurposed from Tolko’s decommissioned Kelowna mill.”

7 Arbec Forest Products Headquarters: St. Leonard, P.Q.

OSB Mills (3) Miramichi, N.B.; Amos and Shawinigan, P.Q. This spring, Arbec increased its total OSB production capacity by 64% to 1.15 billion sq. ft. annual by acquiring Forex’s OSB mill in Amos, P.Q.

8 RoyOMartin Headquarters: Alexandria, La.

OSB Mills (2): Oakdale, La.; Corrigan, Tx.

To meet rising demand beyond its two mills’ combined 1.7 billion sq. ft. capacity, RoyOMartin is currently building a second OSB plant in Corrigan, anticipating to be in production “closer to the end of the year.”

9 Langboard Headquarters: Quitman, Ga.

OSB Mill (1): Quitman, Ga.

Langboard OSB has a 440-million sq. ft. annual capacity.

10 One Sky Forest Products Headquarters: Prince Albert, Sask. One Sky plans to break ground this year on a new $250-million OSB mill adjacent to the Prince Albert Pulp Mill.

NO LONGER A COMMODITY: LP, the industry’s second-largest producer of OSB, in an effort to add value to its products, has been converting production at several of its OSB mills to SmartSide siding and trim.

Safety Award Winners

INNOVATION IN SAFETY

Tolko Armstrong, BC (EquipmentBased Innovation)

Boise Cascade Lena, LA (ProcessBased Innovation)

SAFEST COMPANY AWARDS

Structurlam (3 or fewer mills)

LP (4 or more mills)

SAFETY/HEALTH HONOR ROLL

Division I (Plywood)

RoyOMartin Chopin, LA (1st)

Tolko Armstrong, BC (2nd)

Division II (OSB)

LP Ponta Grossa, Brazil (1st)

West Fraser Nacogdoches, TX (2nd)

PANEL PRODUCERS HONORED FOR SAFETY

APA – THE Engineered Wood Association announced the winners of its 2022 Safety & Health Awards—the premier safety award program for North America’s engineered wood products industry. The program’s goal is to promote and recognize operational excellence and reduce injury and illness rates.

Structurlam Mass Timber Corp. and LP won Safest Company Awards, while the coveted Innovation in Safety Award went to two winners: Tolko Industries’ Plywood Division in Armstrong, B.C., as recipient of the Equipment-Based Innovation Award for its Veneer Loading Marking Robot, and Boise Cascade Wood Products, Lena, La., as recipient of the Jeff Wagner Process-Based Innovation Award for its New Hire Mentorship Program.

“We are proud of our members’ commitment to establishing processes that improve workers’ safety,” APA president Mark Tibbetts said. “It is important that we as an industry continue to implement best practices so we can continue to make our workplaces as safe as possible.”

Other competition categories include the Annual Safety & Health Honor Roll, Safety Improvement Award, and Three-Year Safety

Award. The annual award, safety improvement and three-year average categories are divided into three divisions based on the type of product manufactured at the mill (plywood; OSB; and glulam, CLT, I-joist, LVL and SCL).

Seventy-two APA-member structural wood panel and engineered wood product facilities participated in the 2022 program. A total of 11 facilities representing seven companies earned awards in various competition categories. Some mills won multiple awards.

While the awards are limited to APA members, data is collected from member and non-member mills to provide a broad-based industry performance benchmark. This is the 15th year of the program and led by a revitalized safety effort spearheaded by the APA Safety & Health Advisory Committee comprised of several APA member company safety professionals. Under the committee’s guidance, three main goals were established: make the APA program the premier safety awards program in the industry, encourage the sharing of best practices to improve the industry’s safety culture and programs, and, most importantly, improve the industry’s overall safety performance. BP

Division III (Glulam, CLT, I-Joist, LVL and SCL)

Structurlam Penticton, BC (1st)

Boise Cascade St. Jacques, NB (2nd)

THREE-YEAR SAFETY AWARD (2020-2022)

Division I (Plywood)

RoyOMartin Chopin, LA

Division II (OSB)

LP Ponta Grossa, Brazil

Division III (Glulam, CLT, I-joist, LVL and SCL)

Resolute Engineered Wood Larouche, PQ

SAFETY IMPROVEMENT

AWARD (2020-2022)

Division I (Plywood)

Boise Cascade Florien, LA

Division II (OSB)

West Fraser Jefferson, TX

Division III (Glulam, CLT, I-joist, LVL and SCL)

Boise Cascade White City, OR

INCIDENT-FREE HONOR SOCIETY

Anthony Forest Products El Dorado, AR (Glulam)

Anthony Forest Products

Washington, GA (Glulam)

Boise Cascade St. Jacques, NB (IJ)

LP Dawson Creek, BC (OSB)

LP Ponta Grossa, Brazil (OSB)

LP Tomahawk, WI (OSB)

Resolute Engineered Wood Larouche, PQ (IJ)

Resolute Engineered Wood St.

Prime, PQ (IJ)

Structurlam Penticton, BC (Glulam)

West Fraser Bemidji, MN (OSB)

West Fraser Jefferson, TX (OSB)

West Fraser Nacogdoches, TX (OSB)

GENERATING CEDAR SALES THROUGH BUILDERS

BY BRAD KIRKBRIDE

AT THE WESTERN Red Cedar Lumber Association, we have a mandate to enhance demand for western red cedar and drive sales and value. To do so, we follow market trends and consumer behavior to capitalize on opportunities that will increase usage and grow market share.

Over the past several years, we’ve generated strong results from our advertising and outreach program to architects and designers, both of which are highly influential groups when it comes to specifying materials for their projects. To continue to build awareness of and a preference for WRC in the market and leverage the efficiencies and successes we’ve had with our targeted audiences, the association is now expanding its outreach to include custom home and multi-unit dwelling builders and contractors.

There’s one ultimate goal for all our initiatives: sales. We aim to grow sales by removing the barriers to considering WRC; facilitating the specifying process and leading the customer to a retailer to complete the sale. The first step in getting WRC on the consideration list is knowing what will motivate a builder to use a particular material.

A study by Ducker Attitudinal Research found that about 90% of builders are familiar or very familiar with WRC, and most (about 80%) are interested in knowing more about the benefits of using WRC.

Likely due to its high awareness, WRC rates well on the attributes and benefits that builders deem most import-

ant: beauty; durability, and the character it adds to projects. Factors such as installation and maintenance are also key, as of course is cost. It is interesting to note, however, that while the majority of builders researched stated that cost was important in influencing the buying decision, it wasn’t critical, and “if the material wasn’t seen as providing value, it wasn’t valuable to [them] as a homebuilder.”

What is valuable to a builder is meeting their clients’ needs, and increasingly those needs include sustainable and natural materials like western red cedar.

“Basically all my clients are eco-minded and going with wood framing and wood siding is an effective way to build when sustainability is the goal,” said California-based architect and builder Brett Farrow. “Western red cedar has been my preferred building material for over a decade. It’s versatile, can be used in a variety of applications and is long lasting. Using western red cedar is a mark of quality all on its own.”

Awareness of building with sustainable materials is on the rise, as is the emerging trend of biophilic design, in which studies have shown that using natural materials like wood can reduce stress and stress-related illnesses.

“In terms of clients making environmental and biophilic requests, it goes in waves,” noted Kurt Vernon, CEO of Vernon Construction, Halfmoon Bay, B.C., “but we are seeing (Continued on page 16)

ALTHOUGH the building industry won’t become completely green overnight, there’s growing awareness of and demand for materials and homes that meet environmental goals, such as this western red cedar-clad Laguna Row, by California-based architect/builder Brett Farrow.

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a growing trend towards sustainable materials like Real Cedar, particularly among European clients. As well, the younger generation is far more knowledgeable about biophilia and the environment.”

As a younger demographic moves into the housing market, WRC’s benefits like sustainability and its role in biophilic design will play a greater role in the purchase decision, underscoring the importance of creating WRC advocates in the building community today. Natural products like wood meet the environmental needs of homeowners and builders, but they are more susceptible to availability and price fluctuations than non-wood substitutes, as was evidenced in the spring of 2021 and early 2022.

Fortunately, new engineered WRC products are gaining popularity and helping mitigate such issues, which are concerns for builders. Engineered products provide ready availability, even when fiber is hard to source. They’re incredibly attractive and an excellent value product. They’re available in three main product categories: engineered clear solid western red cedar, engineered T&G WRC with a clear veneer overlay, and engineered knotty western red cedar—all of which are creating opportunities for architects, builders and designers, as well as competitive advantages over nonwood and off-shore market products.

With almost 90% of the builders surveyed saying they are involved in choosing the materials used in their projects, the building community is a highly influential group that will have a significant impact on cedar sales. Opportunities including online searches, social media marketing, trade shows, interaction with WRCLA technical reps, educational tools and events, and influencers can all be utilized to reach builders and keep WRC top of mind and promote the Real Cedar value proposition. BP

BRAD KIRKBRIDE

CUSTOM HOME builder Vernon Construction built this Halfmoon Bay cabin with western red cedar to meet the client’s need for using sustainable materials.

Brad Kirkbride is managing director of the Western Red Cedar Lumber Association (www.realcedar.org).

WRC was used extensively on the interior of Vernon Construction’s Halfmoon Bay cabin on B.C.’s Sunshine Coast.

CYPRESS CREATES BESPOKE INTERIORS

------------ BY IAN FAIGHT

ASK ANY ARCHITECT or designer and they’ll tell you that the secret to good design is in the details—the architectural details to be exact. Adding trim and millwork crafted from real wood can elevate an interior design from bland and boring to ornate and bespoke. And as lumber dealers are finding out, trim and millwork projects present new opportunities and new orders for a beautiful, durable, and versatile material like cypress.

“A lot goes into selecting building products for interior applications,” says Cassie Lewis of Turn Bull Lumber Co., Elizabethtown, N.C., and current president of the Southern Cypress Manufacturers Association. “Aesthetics and lasting value top the list. And these attributes are what make cypress a desirable species for interior woodwork applications, such as trim, beams, cabinetry, and millwork.”

Grand Entrances

First impressions matter, and homeowners are investing in their entryways to make bold design statements. Designers are using tongue-and-groove cypress boards to add charm and character to ceilings that would otherwise be flat and uninspiring. And for open floorplans, installing exposed ceiling beams is an innovative way to add depth and dimension to a room, while hiding recessed lighting and defining a space.

Beaming Beauties

Speaking of beams, they not only add distinctive visuals to a home, they also add form and function—either as solid timbers or boards wrapped around another support beam. Whether installed as structural components or simple room dividers, big beams make bold design statements that are

increasingly popular in modern homes. And cypress’ strength and mechanical properties make the wood perfectly suited for a variety of structural applications.

Custom Cabinetry

You can never have too much storage, and for growing families, carving out space to keep clutter out of sight and out of mind can be a challenge. That’s where custom cabinetry comes into play. Woodworkers are creating stunning storage solutions that are more attractive and durable than off-theshelf units. Kitchen cabinets, living room built-ins, open shelving? The possibilities are endless with cypress.

Not Your Grandma’s Paneling

Paneling tends to elicit a negative response from consumers of all ages—Zoomers, Millennials, Gen Xers, and Boomers alike. However, today’s paneling is not the same material you’re used to seeing in your grandma’s basement. Handsome horizontal and vertical boards are being used as an alternative to drywall and plaster in rooms to complement any design scheme. And for lumber dealers looking for new products to market, cypress paneling is available in a wide variety of attractive patterns, including nickel gap, shiplap, tongue-and-groove, beadboard, and board-and-batten.

An Exotic Look

When it comes to selecting a building material based on its looks, cypress is hard to beat— even by imported, exotic species. Known mostly for its honey hues, cypress lumber also can include vibrant reddish, soothing olive, and chocolatey brown tones. The natural beauty of the wood can be enhanced with a clear or semi-transparent stain for a fabulous, one-of-a-kind finish. These attributes make cypress a preferred wood to use for feature and accent walls throughout a home.

Explore the Capabilities of Cypress

To learn more about the beauty, durability, and versatility of cypress for trim and millwork applications, or for resources to help market cypress building products, please visit cypressinfo.org and follow @cypress_info on Instagram. BP

SOUTHERN CYPRESS’ natural attributes make it a desirable species for interior woodwork applications such as trim, beams, cabinetry and millwork. (Photo courtesy of Jack Gardner Photography)

Everything We Do Starts & Ends With People.

Koppers Performance Chemicals is a leading, global developer of innovative, patented wood enhancement technologies used in residential and industrial applications. Our products preserve, enhance and protect the beauty and performance of wood used in essential industries around the globe.

Koppers cares for the communities in which we live and work, and we take our responsibility to be a good neighbor seriously. At Koppers, we know that how we treat people matters because everything we do starts and ends with people.

LEADING THE CALL

------------ BY JAMES OLSEN

THE TITLE of my second book is Leadership Sales. I named it that because the Master Sellers I know lead their customers. Do they give great service? Yes, but they are not servants. They have an equal partnership relationship with their customers.

Many sellers are in a master/ servant relationship with their customers. Their main goal is to not irritate the customer, so they are too cautious in their sales approach. We cannot service our way to the top of a sales business.

The Purpose of My Call

Master Sellers know exactly how they want their calls to go. They have several items to promote and know why what they are promoting is a good deal. As simple as it seems, many sellers go into calls with only a vague idea of how they want the call to go and of what kind of value they bring to the call.

What Do You Need Today?

Many sellers use this or a veiled option of this approach. This is lazy “selling.” What it says is, “I am too lazy to do my job, so can you tell me what you want to pay and what you want to pay for it?” This brings no value to the customer and deserved poor treatment to the “salesperson.”

Controlling the Call

Master Sellers control their calls. This may sound adversarial to some. It is not. Master Sellers know they bring value and don’t want to waste their customers’ time or their own.

Master Sellers are in the “Yes/No” vs. “I’ll Let You Know” business. Many sellers are so afraid of the “no” they

beat around the bush, which is frustrating to the customer.

We need to tell our customers what we have, why it’s a good deal, and ask for the order. Seems simple but many sellers don’t do it, forcing the customer to control the call.

Controlling the Prospect Call

The person asking the questions is the one controlling the call. The purpose of the prospect call is to qualify the customer, but many sellers lose control early because they let the customer take over and (try to) qualify them. For example:

Customer: “OK, what’s your price on 2x4 16’s?”

Quotron: “We can get those into you at $650/MBF.”

Customer: “We are paying $625/ MBF from our current supplier, so I don’t think we need you.” Click.

Customer: “OK, what’s your price on 2x4 16’s?”

Master Seller: “I’d love to sell you something today, but that really isn’t the purpose of this call. Let me find out a little bit more about you, your company, and the products you bring in and see if we are a good fit. After we cover all that, if you would like to give me an inquiry on something, I would love to work up a professional quote for you and we can start doing business. So, let me ask you this. What are the main items you are bringing in on a regular basis?”

So...

So… is a great transition word to help us take control of many situations. We answer the customer’s

question and then say, “So,” and ask our question. Again, the person asking the questions is the person controlling the call. Most customers are not going to buy from us on the first call, so we don’t want to waste time quoting something they aren’t going to buy. Distribution sellers can sometimes get orders on the first call because there is less risk on smaller volumes, but truckload sellers almost never get an order on the first call.

Negative Talk

Customers will often start with negative talk about the market, their business, or the economy. Many sellers will let them go on and on or will even commiserate with them. After five minutes of negativity, they then try to sell them something. Too late. They are digging out of a “negativity well” that is so deep it is almost impossible to get back on a positive theme.

Master Sellers listen to one negative sentence, commiserate a little, and then say, “Yes, there are some bad things happening, but I have found a ray of light in a stormy sea. I have found a great deal for you on…” and promote something of value to their customer—yes/no but not complain, complain, complain.

JAMES OLSEN

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

MID-YEAR TRENDS IN THE LABOR MARKET

------------

BY SUSAN PALÉ

WHERE HAS 2023 gone? It’s a question I keep asking myself, and I’m guessing many of you are asking the same thing. It seems we were just ushering in a new year. But a lot has happened—inflation rates are going down, fuel prices are $1 less than this time last year in many places, and grocery prices dipped in March for the first time since 2020. That’s all good news, right? At the same time, tech, media, finance and, most recently, retail organizations have announced layoffs of thousands of workers. That’s bad news, right? And the economy has added an average of 341,000 jobs every month during the last 12-month period.

The 2023 labor market has economists, business leaders, and a lot of others scratching their heads. As always, it’s difficult to pick a few “hot topics” when there are so many right now. So here are some of the 2023 mid-year items to keep you awake at night.

Issue #1 – The Labor Market Conundrum — A Tale of Two Labor Markets, or WHAT??

I reviewed several articles by economists and business leaders before writing this in an attempt to get some clarity around current labor market issues. The result: I’m more confused than ever but not feeling so bad because everyone else seems pretty confused too.

This economic roller coaster is best illustrated by egg prices. Egg prices increased over 70% during 2022. Prices here in Arizona were $5+ a dozen in December—if you could find them. The last ones I bought were $1.39. USA Today reports that wholesale egg prices are down more than 80% since December, with no single, simple explanation of why.

There’s quite a bit of good news out there for employers.

• The debt ceiling deal reached in early June removed a lot of economic uncertainty for markets and decisionmakers—at least in the short-term.

• The debt ceiling deal is expected to have minimal impact on the overall economy. Goldman Sachs and JP Morgan estimate only a decrease of .1%-.2% in GDP over the next year.

• The June Federal Reserve decision to not raise interest rates—at least for now—will make borrowing money a bit more affordable for both businesses and consumers.

• The U.S. unemployment rate remains at historic lows. As of June, the number is 3.6%.

• The economy continues to add jobs at a brisk pace—339,000 new jobs were added in May, 209,000 in June.

• Despite headlines describing massive layoffs, many of these job cuts are open positions, reductions through attrition, and the need to recalibrate after “bulking up” hiring

during the last three years.

But there are also some areas of potential concern.

• Despite the Federal Reserve decision to hold interest rates at current levels, rates remain high. These high interest rates may be a deterrent to businesses desiring to expand and hire.

• The Federal Reserve has left the door open to additional interest rate hikes later in the year.

• The U.S. inflation rate was 3.0% in June, down from last year’s high of 9.1%. That’s still a high number, and disproportionately impacts lowincome workers.

• Student loan payments, deferred since the COVID-19 pandemic, are scheduled to resume in September. These payments are often substantial, and incomes in many households will be negatively impacted.

Issue #2 – Pay Transparency and Pay Equity

I’ve written about both pay transparency and pay equity in the past, but increasingly we’re seeing the two terms used interchangeably. They aren’t really the same.

Pay transparency is defined by World at Work as “the degree to which employers are open about what, why, how, and how much employees are compensated.” Pay transparency is often driven by legal

requirements. These may include requirements that employers list salary ranges for open positions (four states plus New York City), prohibit employers from asking salary history in interviews (currently 26 states), and provide protection for employees that discuss pay (all employees covered by the National Labor Relations Act are protected).

Compliance with legal requirements often means that current employees find out about pay ranges for their positions from job postings or external applicants. Employers that are proactive about communicating compensation information to all employees will have a competitive advantage not only in attracting new employees, but increasing employee engagement and satisfaction as well.

Pay equity is achieved by identifying pay gaps within an organization and taking steps to minimize/ eliminate them. This is most often accomplished by conducting internal pay audits and adjusting salaries to address gaps and inequities.

There is considerable pay equity legislation, much of which is designed to address gender pay gaps. The federal Equal Pay Act sets a minimum standard for pay equity, but most states have either passed, or are considering, some type of pay equity legislation. State laws vary significantly, so it’s important to be aware of the legislation that applies to you and your employees.

To summarize, an increase in pay transparency, whether legally required or not, can result in an increase in pay equity.

Issue #3 – Impact of Dobbs v. Jackson on Employers and the Workforce

The first anniversary of the Supreme Court decision that overturned Roe v. Wade has just passed. And the number of questions and issues raised by the decision continues to grow.

The decision returned the power to regulate abortion to individual states. Abortion is now illegal in almost all circumstances in 15 states. That’s up from a total of seven states at the beginning of the year. An additional six states have proposed bans that are currently temporarily blocked by court rulings.

Nineteen states and the District of Columbia have passed legislation designed to protect abortion access. These laws are designed not only to protect residents of the state and doctors who practice in the state, but also provide some legal cover to women who cross state lines to terminate pregnancies.

Earlier in the year, 88 prosecutors— mostly district attorneys and state attorney generals—signed a statement vowing not to prosecute abortionrelated crimes. These prosecutors represent approximately 91.5 million people in 30 states. In response, lawmakers in Texas and Georgia have introduced bills that would ban district attorneys from having a policy of not enforcing prosecution of a particular offense.

We are starting to see other impacts as well. Medical residents typically get their residency assignments in May. There are declines in the numbers of students seeking residencies in OB/GYN specialties. And some residents are altering their plans of where to complete their training and where they will ultimately practice. What employers need to do.

• Understand the complexities of the current labor market (it’s not easy) and recognize that recruiting and retaining top talent will continue to present challenges.

• Educate leaders, managers and supervisors about compensation policies and procedures and hold them accountable for appropriate communication with employees.

• Conduct (at minimum) an annual review of current pay levels to ensure compliance with applicable laws regarding pay transparency and pay equity.

• Consider what short- and longterm actions you may need to take to attract and retain women in your workforce. BP

SUSAN PALÉ

Q. We have received complaints about the hygiene of one of our employees. Can we address it with them?

A. Companies can usually require employees to follow basic personal hygiene while at work. This can include body odor, makeup, hair style, or facial hair. However, employers may not be able to require employees to “look” a certain way simply based on the personal preference of management, co-workers, or a client.

While certain standards may be set by a company, requirements that discriminate against an employee’s race, national origin, religion, ethnicity, etc., are prohibited. These may include prohibiting certain hair styles or restricting facial hair.

Certain factors may need to be considered when deciding on appropriate action.

• Job duties: An employee whose job duties require physical exertion or working in uncontrolled climate conditions should be given more latitude than those who work in an office, for example.

• Safety: Since it is a primary concern, any factor (including personal hygiene) which negatively impacts the safety of the employee or others can be required to be corrected or changed.

• Need vs. want: While some restrictions may be legitimate (i.e., “Beards must be short enough so a gas mask fits properly”), others based on preference (i.e., “All men must be clean-shaven”) may be prohibited.

• Reasonable Accommodation: Certain personal hygiene issues may need to be permitted as reasonable accommodation due to medical issues or religious or cultural beliefs.

When deciding whether to address an issue with an employee, assess all factors of the situation then, if needed, address the employee with sensitivity as there may be factors beyond their control, such as finances or a medical condition. Document the conversation and protect any information gathered. Be consistent in what is required of all employees in a similar situation, being sure to not target certain employees or groups.

Susan Palé, CCP, is vice president for compensation with Affinity HR Group. Reach her at (877) 660-6400 or contact@affinityhrgroup.com.

OLDCASTLE ACQUIRES CERTAINTEED FENCING, DECKING, RAILING LINES

Oldcastle APG has acquired the fencing, railing and decking assets of CertainTeed, including two facilities in Buffalo, N.Y., and Orem, Ut.

The integration of these assets, which include premier product lines, specialized manufacturing capabilities, and geographical positions, into Oldcastle APG’s platform will strengthen the industry leader’s proficiency in the attractive vinyl fencing category following its acquisition of Barrette Outdoor Living in 2022.

“We are thrilled to announce this exciting addition to the Oldcastle APG Family, including premium

fencing lines Bufftech and SimTek, as we continue to strengthen our product portfolio and advance our business,” said Oldcastle president Tim Ortman. “CertainTeed’s reputable brands and manufacturing assets will augment our Barrette Outdoor Living operations across North America, reflecting our commitment to continually develop innovative and category-defining building products that connect our customers with the outdoors.”

The products will complement Oldcastle’s extensive family of brands, including MoistureShield composite decking, Belgard concrete pavers, Barrette Outdoor Living’s Active Yards lines, and

Eastern Avenue Lumber Co., Chillicothe, Oh., is closing Oct. 27 after 76 years. A liquidation sale began Aug. 1.

Eastside Lumber & Decking, Austin, Tx., sustained a fire on Aug. 14. The cause is under investigation.

Westfield Lumber & Hardware, Westfield, N.J., is closing after 44 years with the coming retirement of owner Donna Sevell Leber.

McCoy’s Building Supply hosted a grand reopening event Aug. 18 to celebrate the remodeling of its store in Universal City, Tx.

Huey’s Farm & Hardware relocated to the former home of Baker Lumber, Trumann, Ar. Owner Daniel Huey will add another 5,000-6,000 sq. ft. of warehouse space and convert a portion of the current warehouse into retail space.

Ace Hardware is building an 18,000-sq. ft. store in Lincoln, Al.

Great Lakes Ace added a new branch in Indianapolis, In.

Hagan Ace Hardware opened store #11 in Callahan, Fl., on July 19— founder Don Hagan’s 90th birthday.

Westlake Ace Hardware shuttered its College Blvd. branch in Overland Park, Ks., on Aug. 26.

L&W Supply has opened a new branch in Williamsport, Md., managed by Will Dimsey.

L&W Supply also completed the acquisition of the assets of Oswego Building Supplies, Oswego, Il.

Aubuchon Co. agreed to purchase 96-year-old hardware dealer J.B. Hostetter & Sons, Mount Joy, Pa., as its 112th location.

Sunshine Ace Hardware added its 12th location in North Naples, Fl., and will open #13 in mid-2024 in Ave Maria, Fl.

Sebring Hardware, Sebring, Oh., held an Aug. 19 grand opening to show off its remodeled look. The former Leonard Hardware was purchased in 2022 by Justin and Alison Biery, owners of Damascus Hardware

Menards held an Aug. 15 grand opening at its new location in Council Bluffs, Ia. (Tom Groepper, GM).

E.C. Barton & Co. will open a new Home Outlet store this month in Mishawaka, In.

WOLF OPENS MIDWEST DISTRIBUTION CENTER

Wolf Home Products, York, Pa., started operations at its new state-of-the-art, 1 million+ sq. ft. warehouse in Wilmington, Il., that’s designed to create efficiencies and better serve customers across the Midwest.

The facility will support Wolf’s national growth strategies while serving the Midwest region including Western Ohio, Michigan, Kentucky, Indiana, Illinois, Missouri, Iowa, Wisconsin and Minnesota.

According to Craig Danielson, CEO of Wolf Home Products, “With multiple capabilities and offerings under one roof, this expansive warehouse signifies our commitment of delivering high-quality building products and fostering business growth for our customers and suppliers in Midwestern market.”

While operations have officially begun, the warehouse should be fully operational by Jan. 1, 2024.

NATION’S BEST ADDS ON IN TEXAS

Nation’s Best, Dallas, Tx., has purchased Cain Hardware & Lumber, bringing its total to 19 locations in the state and 49 nationally.

Started alongside his father in 1974, Paul Cain and his wife Penny have grown the home center to become a one-stop destination, with a fully stocked lumberyard, hardlines and the region’s largest paint store.

“We’re always looking to grow with best-in-class stores,” said Chris Miller, president/CEO of Nation’s Best. “When the Cains were looking to retire and transition the business, this was an easy decision for us. They’ve mastered the fundamentals of delivering an exceptional customer experience. They’ve tailored their product mix to what’s needed in their community and maintained a great mix of in-demand items.”

“We have thoroughly enjoyed serving our community,” said Penny and Paul Cain. “And partnering with Nation’s Best allows us to pursue our retirement plans while knowing the store that we put our blood, sweat and tears into over the years will be in great hands.”

Nation’s Best will lease the property from the Cain family. As part of Nation’s Best’s strategy, Cain Hardware & Lumber will maintain operations under its existing name and retain the team overseeing company operations alongside Nation’s Best, which will provide strategic and financial support.

Cameron Ashley Building Products opened a new 72,720-sq. ft. distribution center in Little Rock, Ar.—its second location in the Arkansas.

Metrie will open its sixth distribution center by year’s end in Louisville, Ky.

Associated Hardwoods, Granite Falls, N.C., installed a Plataine WoodOptimizer to improve its plywood cutting processes.

Beacon completed the acquisition of All American Vinyl Siding Supply, Tupelo, Ms.

Erie Materials, Syracuse, N.Y., will open its 10th location next year in Poughkeepsie, N.Y.

Domain Timber Advisors, Atlanta, Ga., has completed the sale of nearly 2,900 acres of timberland in southeast Arkansas. The properties were acquired earlier this year and sold via an unsolicited, off-market process.

American Hardware & Lumber Insurance Agency, Cornelius, N.C., has acquired the assets of Neumann Insurance Services Agency, Matthews, N.C.

Hood Distribution is now distributing Digger Specialties Inc. railings, columns and lighting products in Florida through its Orlando and Jacksonville branches.

Mid-Am Building Supply is now distributing MoistureShield composite decking from its branches in Centralia, Il.; Chillicothe and Moberly, Mo.; Mount Pleasant, Ia.; and Spring Hill, Ks.

Coastal Forest Products, Bow, N.H., is now carrying Modern Mill’s ACRE siding and trim in New England, New York and northern New Jersey.

Carolina Atlantic is now supplying Fortress Building Products’ steel railing, framing and pergolas to dealers in North and South Carolina.

Snavely Forest Products is now distributing UFP Industries’ UFP-Edge premium wood siding, pattern and trim in Texas, Oklahoma and Louisiana.

Fastmarkets has acquired 101-year-old hardwoods price reporting agency Hardwood Market Report.

Fiberon is partnering with Swatchbox to place its decking, railing and cladding products on Swatchbox Pro, a free digital platform for professional designers and architects to research materials and request samples from leading building product manufacturers around the world.

LP Building Solutions, Nashville, Tn., was recognized as one of America’s Greatest Workplaces in 2023 by Newsweek, citing its inclusive culture, competitive salary/ benefits, and career development opportunities.

Quaker Windows & Doors, Freeburg, Mo., was again named to the Inc. 5000 list for 2023, ranking as the 119th fastest-growing manufacturing company on the list.

Renewal by Andersen was recognized for “Highest in Customer Satisfaction among Window and Patio Door Manufacturer Brands” for the fourth consecutive year, according to the J.D. Power 2023 U.S. Windows and Patio Doors Satisfaction Study.

WOLF HOME Products has taken a big step toward becoming a truly national distributor by opening a massive 1 million+ sq. ft. warehouse to serve the Midwest.

TRANSLATIONS DELIVER EASTERN WHITE PINE TO THE WORLD

BY JEFF EASTERLING

on screen, digital callouts appear to indicate grading elements important within each board. The video includes all defining characteristics within each grade in order to share and represent the entire story of each board. Each of the grading characteristics are explained and visually marked to allow for a complete informational connection.

On the eastern white pine side, the Video Guide to All 5 Grades of Eastern White Pine showcases the industrial, standard, premium, finish, and D-select options for this beautiful appearance grade product. Featuring six 2x6 boards per unit, the video details the variety of permissible characteristics within each grade and illustrates them for easy recognition.

SOFTWOOD Export Council funded all translations of the Video Guide to Four Grades of SPFs and Video Guide to All 5 Grades of Eastern White Pine videos to bolster their international promotional efforts. Next up: watch for translations coming soon of the NELMA Virtual Tours, another great lumber selling tool!

WHEN A customer asks to see a stick of eastern white pine for themselves before purchasing, it’s easy to go out into the yard and pull one. Or maybe share a photo brochure. But what happens when a customer—in your own yard or across the globe—speaks a different language?

Two of NELMA’s most popular videos—known colloquially as the grade swatch videos—are now available in multiple translations, as is the Grade Rule Book, allowing an ever-wider audience access to complete information regarding eastern white pine and Spruce Pine Fir – South. Both videos are now available on the NelmaTV YouTube channel in Spanish (Mex), French and Chinese.

What information is shared in the videos? Let’s take a closer look.

In the Video Guide to Four Grades of SPFs, a nine-minute-long video, video representations of SPFs 2x4 lumber take the spotlight. Full explanations of what customers can expect are available for each grade, with the video format allowing for real-life, accurate representations of each of the major SPFs grades: select structural No. 1, No. 2, and No. 3.

How does it work? The SPFs video is presented from a bird’s-eye view—or really, a lumber grader’s view. Real pieces of finished lumber move down a visual conveyor belt—14 pieces in total—and, as each board passes slowly

How can these videos help your customers? Product knowledge increases with the visuals of what your customers might find in a unit of lumber—it literally presents a clear picture of the whole package. The information contained in both the SPFs and eastern white pine videos ensure that, after viewing, both you and your customers will have learned by seeing about each of the various characteristics that make up certain grades.

As a lumber dealer, with multiple translations of each of the two videos as close as YouTube, end-users across your customer base will better understand the variety of eastern white pine and SPFs products NELMA members manufacture. We challenge you to think beyond your customers to even deeper audiences: You can refer to the videos to educate your customers, but NELMA members can also direct customers from around the world to watch it and obtain a better, deeper understanding of what SPFs and EWP grades are and what they look like.

Grade Rule Book Now Available in Spanish

In addition to the two grade videos, NELMA is now offering the Grade Rules for Eastern White Pine in Spanish (Mex) under the title of Clases Tabla (Board) de Pino Blanco Oriental. This tool, a necessary guidebook for grading lumber in the U.S., is perfect for international trade shows and to increase online learning opportunities.

You may find the two free grade species videos on the NELMA YouTube channel, and the Grade Rule Book at nelma.org. For more information about selling SPFs or eastern white pine, visit www.NELMA.org. BP

NELMA CELEBRATES 90 YEARS OF SERVING THE LUMBER INDUSTRY

------------ FROM THE NELMA ARCHIVES

1933 NELMA is established in New York City with all of two employees.

1937 The first Eastern White Pine Grade Rules are released and shared industry wide.

1938 First Grading Rules for Eastern SpruceBalsam Fir are published.

1939 NELMA launched their first-ever Grader Training School, teaching eager sawmill employees how to properly grade and mark eastern white pine.

AS THE NORTHEASTERN Lumber Manufacturers Association (NELMA) prepares to celebrate 90 years in business, we thought we’d share a quick timeline of key events that made NELMA a strong player in the wood association world. Enjoy!

1691 The King’s Broad Arrow appears on tall, straight, strong eastern white pine trees throughout New England as the Royal Navy attempts to keep the best trees for themselves, leaving Colonists with weaker trees to build their homes and businesses.

1940 NELMA exhibits at the 1940 World’s Fair! Held in New York City, the country was coming out of the Great Depression, and the World’s Fair was decided upon to boost tourism, revenue, and overall morale in the city. The theme: World of Tomorrow.

1946 NELMA releases the film The Story of Wood in the Northeast.

1955 The very first lumber exhibit for NELMA at lumber retailer shows.

1970 The first Voluntary Product Standard for Lumber was published.

1982 NELMA celebrated 50 years of service at their annual meeting in Boston.

2001 The heat treatment inspection program is launched at NELMA, beginning what is still a very important international program for the association. Through a Memorandum of Understanding (MOU) agreement with the USDA APHIS, NELMA is an established certifying agency with approval to issue a Heat Treatment Certification to manufacturing member mills that ship direct or sell softwood lumber destined for overseas customers.

2003 The first-ever Grader Competition is held between NELMA mills.

2004 NELMA’s first annual featured content and spotlight appears in Building Products Digest.

2006 The White Pine Series of Architectural Monographs brought back to life with new issues.

2008 NELMA celebrates its 75th anniversary in New York City, going back to where it all began!

2010 The NelmaTV channel is launched on YouTube, providing free access to a plethora of how-to and informational videos.

2011 NELMA is the first grading agency to develop an iPhone Inspection application with which to conduct lumber inspections.

2012 1.29 billion bd. ft. of renewable, sustainable lumber is produced by NELMA member mills. NELMA’s Sustainable Versatility Design Award for students is launched.

2014 The Grader Academy is introduced, taking a fun look at grading and placing it online for higher engagement and modernization of information needed across the board.

2015 Skip & Wane, the lumber industry’s first-ever old-school comic strip, is launched by NELMA. Issues saw Skip and Wane deal with aliens, mushrooms growing out of fake wood boards, and even Bigfoot.

2016 NELMA announces the addition of a new species to the SPFs grouping as Norway spruce becomes the first new, major, U.S.-grown, softwood species to be fully tested for strength values since the initial process for assigning design values by way of lumber testing of wood samples began in the 1920s. The inclusion of Norway spruce was approved by the American Lumber Standard Committee in late 2016, following more than a year of work by NELMA to shepherd the species through the process. You might recognize the Norway spruce, as it’s the most popular species chosen for the Rockefeller Center Christmas Tree each year.

2017 NELMA merges with the Northern Softwood Lumber Bureau (NSLB), marking the first time two grade rules writing agencies have merged in North America. A Red Pine Committee was added to the NELMA structure, and the expanded footprint of the two agencies equals the Northeastern quadrant of the United States.

2019 The “Lumber 411” educational series, authored by NELMA, launches in the pages of Building Products Digest

2019 NELMA begins a partnership with the Maine Cabin Masters to educate and promote the use of eastern white pine and SPFs lumber nationwide.

2023 NELMA celebrates the 20th year of partnership in creating special Eastern White Pine Special Issues with their friends at Building Products Digest. BP

WHERE SELLING LUMBER AND ARTIFICIAL INTELLIGENCE MEET AN INTERVIEW

WITH RICH BROOKS

ARTIFICIAL INTELLIGENCE (AI) seems to be a wildfire topic these days, as industries plow new ground and determine what—if any—part of this technological disruption works for them. Where does the retail lumber industry stand? And how does AI fit into the future? Read on for one expert’s opinion.

Rich Brooks founded flyte new media, based in Maine, in 1997 primarily as a web development company. Soon after, he found himself expanding his services to include search engine optimization (SEO), social media, digital ads, content marketing, and content advertising. His company has now grown to a staff of 10 people who are, in his words, “better than he is at anything they do.” He considers himself a generalist, but he is clearly stepping into the limelight as an artificial intelligence thought leader.

We sat down with Rich to talk about how AI relates to the lumber selling industry—it does—and get a sneak peek of the presentation he’s planning for the 2023 NELMA annual meeting in late September.

Q. Give us a quick overview of what AI is.

A. AI—artificial intelligence—is the umbrella term for machine-learning as opposed to human-learning. The way business people should think of it: AI is like a very talented assistant with very little real-life experience. AI comes in lots of different flavors, one of them being LLM (large learning models). An example of this that many people might have heard of is ChatGPT, which falls into the category of generative AI, or basically AI that can create content based on patterns.

A quick overview of how ChatGPT works: when you ask it a question/give it a prompt, it pulls from data that

it’s scraped from the web and other sources to create a sentence that makes sense. It’s content that’s literally created on the fly to provide answers to questions that feel real—and this is why it’s magical and limiting at the same time.

Another popular use of AI is through programs such as Midjourney, which is an image creator that works the same way: you feed into it what you want—Bigfoot grading lumber in a lumber mill—and it will use art, photos, and imagery to create a solution based on your prompt.

Q. What are your general thoughts on AI?

A. I am passionate about AI and believe it will change everything. Period. AI is a bigger deal than the internet in how it will affect our lives in the future; some say it’s even bigger than fire! Just like the internet, when something like AI starts, there is lots of attention and lots of giant promises with everything overblown. Then we traditionally see a settling down as users begin to understand the capabilities and how they can best use the technology.

What people don’t realize and what they will soon discover is that AI is already in everything that we do, and that we’re using it even when we don’t realize it. Anything where a technology tool is doing a job for us, that’s a form of AI. As AI progressed into our culture, ChatGPT became the tipping point and suddenly the future with AI is clear.

Q. How can AI best be used by the retail lumber industry?

A. Honestly, the possibilities are limitless. AI can be used for marketing, for content creation, for ad copy

(Continued on page 36)

Rich Brooks Rich Brooks

WHERE SELLING LUMBER AND ARTIFICIAL INTELLIGENCE MEET

(Continued from page 34)

and graphics, for SEO copy, email marketing copy, social media content and posts, images to accompany all of the above—these are the most obvious answers. It’s in the additional uses of AI for selling lumber that it gets interesting: AI can be used for summarization, to record meetings and summarize them for attendees and those unable to attend. It can also be used real-time during meetings to help summarize thoughts (with the permission of everyone in the room, of course).

Spotting and acting on trends is an important part of selling, and AI can help there, too. You can ask an AI tool to find patterns within a sales cycle—or within the industry in general. Once the patterns are located, this information could be used to stay ahead of competitors, perhaps even influence what kinds of wood you sell. Just for fun, I prompted ChatGPT to give me ways that lumber mills and lumber retailers could use AI—but I’ve got to save some information for the NELMA annual meeting, so you’ll have to attend to learn more!

Really, the opportunities are endless. What about invoicing? AI can be used for that. Repetitive drudgery work is the first place lumber retailers should look for AI use opportunities.

Q. How can lumber retailers get started with AI?

A. The best thing lumber retailers can do for the near future is to focus on small, repetitive tasks and start running pilots for one, two or three months. Not everything will work, not everything can be outsourced to AI, but it’s time to get started to see what works for them.

Technology advances lead to new jobs. Think about the log drivers of the past, the people who moved logs from a forest for the sawmill and pulp mills downstream by maximizing the current of a nearby river. For the early logging industry in the U.S., this was the primary

method of transportation. But when was the last time you saw someone do this? It’s no longer necessary, because better and faster ways of doing the same job were invented and put to use.

Every technological advance is a disruptor. It’s been said that marketers won’t lose their jobs to AI, but marketers who don’t understand AI will lose their jobs to those that do. Using AI is the latest technological advance that every business can use. How can you take your current employee base and train them to stay ahead of the competition? AI works across the board from finance to human resources, to strategy. The pace of growth we’re seeing with AI is exhilarating.

And for those who say they don’t want to use it or are reticent to adapt: you’re already using it. If your cell phone uses facial recognition, that’s AI. If your text messages fill in sentences or words for you, that’s AI. We’re all already using it in so many places—it’s going to become invisible in a lot of ways.

Q. What challenges do you see with AI?

A. Biases and hallucinations. Let me explain. AI is only as unbiased as we are as humans—and we are not an unbiased species. AI content is created by humans with intrinsic biases, and this has to be part of the conversation as we can never assume these AI tools are perfect. They are far from it.

Concern about AI is a significant part of the Hollywood writers and actors strike that’s caused so many movies and shows to shut down. The issue: actors are worried that their images can be AI-generated on camera, rendering the human potentially unneeded. Which is a valid concern!

We’ve all seen The Terminator and what happens when the machines take over; there are real challenges regarding AI becoming too strong and taking over too much, especially around the use of private data. We’re seeing growing concerns around privacy issues, data issues, and who’s in control of the data.

Another huge challenge: hallucinations. There’s a story out there about a lawyer who used ChatGPT to build an argument for him. The content came back, and it looked great: the arguments were strong and multiple cases were referenced as precedent. The only problem? Each and every case included by the AI tool was fake. Made up. That’s what a hallucination is: an AI-made-up fact.

With generative AI, we need to always be aware of the need to fact check with a real human being. Disinformation is becoming real.

Q. Last thoughts on using AI in the lumber retail arena?

A. Forward-thinking lumber retailers would be doing a disservice to themselves if they—or someone on their team—isn’t spending time figuring out how to leverage AI tools. They can provide a potentially huge competitive advantage! BP

FORMS of AI, such as ChatGPT, can be an asset to the lumber industry, particularly if used for small, repetitive tasks.

TAKE A VIRTUAL TOUR

------------ BY JEFF EASTERLING

IN 2014, NELMA launched the first-of-its-kind tool for showcasing eastern white pine lumber in interior and exterior applications: the Virtual Tours. Offering a brand-new way of looking at case studies by focusing on the products used as much as the story behind the project, the Virtual Tours quickly became a favorite tool for illustrating all the eastern white pine could do for a home. A few years later, the first commercial project was added to the Virtual Tours, increasing the informational reach and showcasing the product for builders and contractors as well.

Behind each “door” of the six Virtual Tours offered at nelma.org, users can take a 360° scan of the home or project, clicking on product specification icons throughout. Designed to spark and ignite end user imagination and inspiration, the high-res, 360° digital photography technology delivers a creative, engaging, fun tour through a project, completely controlled by the viewer.

NELMA Opens Door #7!

The Virtual Tours page has added a brand-new door for consumers to explore, and it’s a fun one: We invite you to open door number 7 for an in-depth look inside a riverside retreat renovated by the Maine Cabin Masters!

If you know the Maine Cabin Masters (now airing on the Magnolia Network), you know their work is exemplary. They are world-renowned for turning old, dirty, rundown structures into gorgeous places of refuge. And one of their favorite products? Eastern white pine!

THROUGH A MAINE CABIN MASTERS CAMP!

Taking a peek inside: from the porch to the kitchen, to the living room, to the bedrooms, eastern white pine is everywhere. Floors, ceilings, walls, accent pieces—the beauty and natural look and feel of real wood is everywhere, and it’s stunning.

The other six doors that are part of the Virtual Tour include a Modern Home, a Seaside Cottage, a Modern Cabin, a Horse Barn, a Country Bar, and the Friends School. Each door represents a unique and different way eastern white pine can be used throughout various residential and commercial projects and truly showcase the sustainable versatility of this unique wood species.

The Virtual Tour tool offers a super-easy solution for lumber retailers in that a customer can be sent to the Virtual Tour page at www.nelma.org for a real-world peek at how eastern white pine can improve their next build, renovation, or commercial project. Give your customers what they need: real pictures of real projects to bring their ideas and inspiration to life. BP

EASTERN WHITE pine abounds in NELMA’s newest virtual case study.

BRING THE BEAUTY OF THIS OLD HOUSE HOME WITH EASTERN WHITE PINE

BY KIM DREW

THE WHITE PINE Bureau, formed in 1915, showed amazing forethought in the development of the White Pine Monographs. Each issue published highlighted a project that featured eastern white pine. Originally published from 1915 through the 1940s and recently revived by the Northeastern Lumber Manufacturers Association, the issues featured history-rich stories and projects and were originally targeted to the architectural and design community.

White Pine Monographs provide visual documentations of classical and unique applications of eastern white pine, illustrated with crisp photography of the time and detailed illustrations that showcase a multitude of uses for the species for both interior and exterior applications. Many of the projects were built in the 1700s and 1800s, with a few dating back to the late 1600s.

What stands out in each issue, in each project story: the fact that eastern white pine was the building material of choice. Even then, builders knew it was renewable, strong, durable, and beautiful.

Fast-forward to 2022, and the team at This Old House decided to follow the complete renovation of a Cape Ann Gambrel home in Ipswich, Ma. The home, once owned by a Revolutionary War soldier and dating back to 1720, included an ell with a second floor added in the 1870s. And wrapping the outside of the house since the 1720s?

Eastern white pine siding.

Choosing to replace the 300-year-old eastern white pine siding with brand-new eastern white pine siding was an easy decision: the product obviously stands the test of time, and it is authentic and real. The New England area is scattered with homes originally constructed in the 1600s and 1700s that are still sporting original eastern white pine siding.

The environmental aspect of choosing eastern white pine was also a huge part of the decision for the Ipswich homeowners. Eastern white pine is grown and harvested locally, so the carbon footprint created by moving the product from the mill to the build site was about as mini-

A LITTLE over a year ago, renovation began on a 300-year-old home in Ipswich, Ma., which was completed and featured on This Old House this summer. Among the refreshes was replacing the original, still-strong eastern white pine siding with new eastern white pine siding.

mal as you can get. When juxtaposed with other options that would involve trucking product across the United States, plus the fact that wood is renewable and sustainable, the answer was clear.

“doesn’t look right” or it’s “not what they were expecting?” Teach them, show them what to expect with this video; as their understanding and knowledge rises, your callbacks will hopefully decrease.

Robbins Lumber, headquartered in Searsmont, Me., provided the new eastern white pine siding in the form of primed select clapboards.

And lastly, since this video will be translated into multiple languages (French, Chinese and Spanish, to start), you now have the perfect international selling tool.

As a bonus, reclaimed eastern

HOW TO WATCH THIS OLD HOUSE

For example, let’s say a customer orders a unit of SPFs lumber. Not understanding lumber grading terms and variations, they order #2. When it arrives, they see knots they weren’t expecting, so they call the mill or retailer and complain about the product received. Being able to accurately represent SPFs lumber in video format provides both the answer you need and the education they need. Information that was once shared on static printed sheets is now a dynamic and educational video solution. The gap between education and marketing is bridged, resulting in happier retailers and more educated customers.

In many locations, This Old House airs Thursdays at 8 p.m. on PBS. Additionally, each episode is available free on Roku, PBS.org, and ThisOldHouse.com the Monday following each original air date via thisoldhouse.com/watchtoh.

“The multiple translations allow the end-user to increase their wood knowledge and better understand what products are produced by NELMA members,” continued Easterling. “This video has multiple audiences across the industry: retailers

can refer to it to educate their customers, and our members can direct customers from around the world to watch it and get a complete understanding of what SPFs grades are and what they look like.”

white pine boards—at a walloping 18” wide each—were selected for the flooring, lending the home the perfect finishing touch of warmth and beauty.

cycle and ensure that customers know what to expect when their lumber delivery arrives.”

The next time a customer asks where they can see eastern white

“Members have been asking for this for years, and here it is,” concluded Easterling. “They love using the eastern white pine video as an educational tool, and this SPFs grade video will complete the knowledge

pine in action, share a little history with them, then send them to watch the Ipswich season (#44) of This Old House. The home is stunning, and the eastern white pine included throughout makes it feel like home. BP

The free SPFs grade video may be found on the NELMAtv YouTube channel, right alongside the eastern white pine video.

– For more information about selling SPFs or eastern white pine, please visit www.NELMA.org.

MATERIALS for the renovation were supplied by, among others: Robbins Lumber (siding), Northeastern Lumber Manufacturers Association (lumber), Sherwin Williams (paint), and GAF (roofing).

ELEMENTS within each grade of lumber—wane, knots, etc.—are clearly identi ed with call-outs to enhance viewer education.

Phil Fortson, ex-Madison Wood, is now director of business development for Culpeper Wood Preservers, Culpeper, Va.

Holly Bridwell, ex-West Fraser, is new to sales at Lasalle Lumber Co., Olla, La.

Craig Kuhnle, ex-LP, joined Builders FirstSource, as Nashville, Tn.-based senior buyer, commodity wood products.

Tommy Troyer has been promoted to general mgr. of Long Island Lumber, Floyd, Va.

Sam Barranco has been appointed the next president of Tampa International Forest Products, Tampa, Fl., succeeding Joe Brown, who is retiring Feb. 1, 2024. Nicholas Roeser, ex-Hartzell Hardwoods, is a new trader with Tampa International.

Christopher Blanchard has been appointed senior operations mgr. for Tibbetts Lumber Co., Englewood, Fl.

Alexander “Sandy” Gove, ex-National Lumber, has joined the outside sales team at Koopman Lumber & Hardware, Whitinsville, Ma.

Robert Kenworthy, ex-Owens Corning, moved to LP Building Solutions as territory sales mgr. for Philadelphia, Pa.

Rebeccah Noyes, ex-LeNoble Lumber, has joined the sales team at Dixie Plywood & Lumber, Charlotte, N.C.

Dewayne Richards has been named branch mgr. of L&W Supply, Bloomington, In. Jesse Spurling is now branch mgr. in Indianapolis, In., and Todd Thorlton in Terre Haute, In.

Tim Pierce has been appointed VP of operations for Deceuninck North America, Monroe, Oh.

Kenny Winsman has joined the outside sales team with Lodge Lumber Co., Houston, Tx.

Cesar Jimenez has been promoted to VP of regulatory affairs, product planning, & product assurance at Toyota Material Handling, Columbus, Oh.

Stephen West, ex-Lowe’s, has been appointed president of seven-unit Texas dealer Zarsky Lumber Co., a division of Kodiak Building Partners. He replaces co-presidents Phillip Steffy and Steve Weaver, who are retiring.

Taylor Hasson has been promoted to vice president of strategic retail management at House-Hasson Hardware Co., Knoxville, Tn.

John Butler was promoted to president of Red River Lumber, Texarkana, Tx. Jeff Mauldin is now store mgr. of Red River Lumber-North, and Brad Bevers is mgr. of Red RiverSouth. Cory Venable was promoted to president of Red River divisions Davis Lumber & Hardware and Davis Truss, Texarkana. Johnny Murphy is the new general mgr. of Davis Truss, and Ryan Porter store mgr. of Davis Lumber.

Gail Monroe is a new buyer at Cimarron Lumber & Supply/ Sutherland Lumber Co., Kansas City, Mo.

Rocky Morrissey, ex-Central Missouri Building Supply, is the new mgr. of La Crosse Lumber Co., Bowling Green, Mo.

Tyler Ross, ex-MacDonald & Owen Lumber, is now lumber buyer for Lewis Lumber & Milling, Clarion, Pa.

Tom Willan is new to outside sales for Chase Lumber, Sun Prairie, Wi.

James Garman is co-mgr. of 84 Lumber, Duncanville, Tx. Ryan Podgorski is a new mgr. trainee in Bridgeville, Pa.

Tony Banich has joined the sales force at Chisholm Lumber & Supply, Indianapolis, In.

Nicholas Onuskanich is now with Novo Building Products, as territory sales rep for Oklahoma.

Dustin Geter has been named general mgr. of Thorndale Lumber Co., Thorndale, Tx.

Gina Clark, ex-Spahn & Rose Lumber, is a new wholesale account mgr. at Weekes Froest Products, Des Moines, Ia.

Susan Soine, ex-LP, has joined Do it Best, Fort Wayne, In., as a LBM division mgr. Also new are associate merchandise mgrs. Katie Chrisman, Cody Croussore, and Mack Sengthongsavang, and lumber sales support coordinator Megan Robbins. Celeste Stevens was promoted to director of human resources.

Samantha Johnston is new to inside sales at Carter Lumber, Sanford, N.C. Patty Mains is now in inside sales at Medford, N.J.

Kimberly Scolaro is a new sales & marketing specialist at Engineered Wood Products, Lakeland, Fl.

Adam Thoryk has been promoted to purchasing agent at Erie Materials, Syracuse, N.Y. Chris Files, Brian Cunningham, and Fred Monette Jr. are new to the inside sales team in Syracuse, with Mike Burdick promoted to inside sales in Elmira, N.Y.

Zachary Von Rosenberg has joined the outside sales team at Sorrento Lumber Co., Baton Rouge, La.

Manny Gonzalez has been promoted to regional mgr. for McCoy’s Building Supply, overseeing eight stores in Texas’ Rio Grande Valley. He succeeds Leroy Garza, who has retired after 40 years with the company. Albert Garza is McCoy’s new store mgr. in Odessa, Tx.

Mike O’Connell, ex-Fairview Millwork & Kitchens, is new to outside sales with Reading Lumber, North Reading, Ma.

Gabriel Farias has been named VP of OSB manufacturing and Landon Stephens director of OSB sales & marketing planning for LP Building Solutions, Nashville, Tn.

Rick Hullinger, president and chairman of Chicago Lumber Co. of Omaha, Ne., has added the title of CEO.

Jacob Dickinson is new to inside sales at Musselman Lumber, New Holland, Pa.

Andrea Nordaune was appointed senior VP, chief legal officer, and corporate secretary for Andersen, Bayport, Mn.

Jim Bradley has been promoted to president of Texarkana Door & Window, Texarkana, Tx.

REUNION IN PINE: Seven former Southern Forest Products Association field staffers recently gathered to reflect on their time together and SFPA’s 100+ years. The former colleagues, who all started at SFPA in the late 1960s to ’70s, met at the home of Frank Lesniewski in New York’s Adirondack Park in June. (Front, l-r) Steve Corbitt, Bob Rembold, Lesniewski. (Back) Jerry Craig, Jim Gogolski, Dave Brown, and Durand Darbyshire.

Gary Lacy is retiring after 26 years as national sales mgr. of Color Guard Railing Systems, Sheboygan Falls, Wi. Hs responsibilities will be shared by new national sales mgr. Dean Sewell, ex-Diamond Hill Plywood and US LBM, and Scott Kleban, senior business development mgr.

Randy Carman has been named president of Ambassador Supply, Fort Wayne, In., succeeding Brad Crawford, who is now CEO of parent Rival Holdings.

Michael F. Hilton was appointed to the board of directors of Jeld-Wen, Charlotte, N.C.

Kate Woodson Borroni, Woodson Lumber Co., Caldwell, Tx., was elected president of Lumbermen’s Association of Texas board of directors. Chris Rivers, Higginbotham Bros./Parker’s Building Supply, is now 1st VP, and Cason Shrode, Cassity Jones Building Materials, 2nd VP. New LAT directors are: Mike Craven, River Building; Blake Baldwin, PrimeSource Building Products; and Mason Herbert, Holland Southwest International.

Terry Lahoski, co-owner, Terry Lumber & Supply, Peninsula, Oh., was appointed Building Material Suppliers Association 2023-2024 chairman during BMSA’s recent summer

conference. He succeeds Danny Wright, Berlin G. Myers Lumber, Summerville, S.C. First vice chair is Tina McEachin, Jennings Builders Supply, Cashiers, N.C.; 2nd vice chair Mark Smith, G. W. Simth Lumber, Lexington, N.C.; and treasurer Roger Bates, Tindell’s, Knoxville, Tn. Scott McGill has promoted to president of Cornerstone Specialty Wood Products, Cincinnati, Oh. He succeeds retiring founder Greg Doppler, who will remain with the company through the end of the year as a senior advisor. Dr. Reagan Flowers has joined the Sustainable Forestry Initiative as chief education officer, leading Project Learning Tree

Lisa Demuth, Minnesota state representative, recently visited Avon Plastics, Paynesville, Mn., to discuss several bills passed through the state this year. The goal was to gain a deeper understanding of how programs are funded, what the additional corporate taxation will be, and how Avon could plan around changes while remaining competitive. Anne Teak is heading the new reclaimed woods department at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus

MAXIMUS BUYS TENNESSEE’S BRIGHTON

Maximus Building Supply has acquired the assets of Brighton Lumber Co., Brighton, Tn., from Oneal Tankersley, owner and manager for the past 17 years.

Richard Cooper, president of Maximus Building Supply, said, “I knew we wanted to expand the company, and Brighton Lumber Co. was the perfect opportunity. Brighton is less than 35 miles north of Memphis and less than 30 miles from Stanton, Tn., where the new Ford Blue Oval City mega-campus is being built—we feel this is an ideal location and we see exceptional growth potential in this market.”

The lumberyard at Brighton was closed for two weeks to reorganize the warehouse and bring in more inventory. At the same time, the showroom remained open with substantial discounts on most hardware, electrical, plumbing and sporting good items. The business fully reopened on Aug. 1st as Maximus Building Supply.

A 40-year industry veteran, Tankersley is retiring from selling building materials, but will continue building custom homes in Brighton and Munford, Tn.

Maximus now operates four full-service lumberyards (two in Tennessee, two in Mississippi), plus a door/trim shop in Olive Branch, Ms.

R.P. ACQUIRES WRIGHT OF ILLINOIS

R.P. Lumber Co. has acquired 39-year-old Wright Building Center, Sparta, Il., expanding the chain to 82 locations, including 56 in Illinois.

“Since 1964, my family has been in the hardware, lumber, and construction business,“ said owner Jami Lee Wright. “We’ve had a great run. We’re thankful for our awesome team and the strong customer base that has kept us going since 1984. R.P. Lumber runs an impressive operation. We’re excited to watch them grow and thankful to be moving on to our next chapter.”

In addition to offering high-quality lumber, shingles, siding, drywall and other building materials, R.P. Lumber will also feature a robust selection of hardware merchandise ranging from power tools and paint to plumbing and electrical supplies.

“This new location not only allows us to bridge the gap between several of our existing locations, but it helps us better serve some of our great southwestern Illinois customers,” said R.P. president and CEO Robert Plummer.

The teams at Wright Building Center and R.P. began working together on Aug. 7 in preparation for the transaction closing on Sept. 5. The Sparta store will begin operating as R.P. Lumber shortly after Labor Day.

LP, HUBER SETTLE INFRINGEMENT SUIT

LP Building Solutions and Huber Engineered Woods have entered into a settlement agreement to resolve all the patent-infringement claims against LP WeatherLogic Air & Water Barrier.

As part of the deal, LP will continue to manufacture and sell its Structural I sheathing with integrated water-resistive overlay under the WeatherLogic brand.

was created with one goal in mind: faster, easier, and more efficient. Our fasteners come in “sticks” of 16 so you aren’t constantly reaching down for another fastener. This allows you to complete projects more quickly, increasing your income potential. Best part is our fasteners are compatible with all major decking brands like Armadillo, Trex, TimberTech, MoistureShield and Fiberon.

“Growing beyond measure.”

RAILING/COLUMN manufacturer Superior Aluminum Products celebrated its forthcoming expansion in Russia, Oh., with a groundbreaking ceremony.

SUPERIOR ALUMINUM EXPANDING AT HQ

Superior Aluminum Products recently held a groundbreaking ceremony to celebrate a 50,000-sq. ft. expansion at its Russia, Oh., facility. It is expected to be completed by April 2024.

The new addition represents a 45% increase in the facility’s current 100,000 sq. ft. and will have space for both manufacturing floorspace and administrative offices, along with engineering, design, research & development, and customer service, while adding 17 new jobs over the next three years.

The event was attended by current and former employees, past presidents, as well as local economic leaders including Taylor Armstrong (Legislative Aid to Ohio Representative Tim Barhorst), Bob Guillozet

(Shelby County Commissioner), Jim Hill (Sidney-Shelby Economic Partnership), Julie Sullivan (Dayton Development Coalition).

Superior Aluminum Products manufactures aluminum railings and fencing, aluminum and fiberglass columns, and Snap-Tite PVC column wraps.

ACCOYA ON TRACK WITH U.S. PLANT

Construction of Accoya USA’s modified wood manufacturing facility in Kingsport, Tn., remains on schedule, to begin operations in mid-2024.

The reactors, essential for the wood acetylation process, arrived in May and were successfully installed at the 100,000-sq. ft. facility, a joint venture between Accoya and Eastman.

North America represents the largest potential regional market for Accoya, and the new plant will ensure a ready supply of Accoya to the U.S. Once operational, the new facility will only supply the North American market, representing an additional 67% increase in capacity compared to 2022 volumes worldwide.

FASTENAL TEAMS WITH TREX TO RECYCLE

Fastenal has struck a scrap supply agreement with Trex Co, in which Fastenal is collecting used PE film (pallet wrap) in its distribution centers, branches and customer locations and shipping it to Trex for use in manufacturing composite decking.

Fastenal has invested more than $300,000 in equipment and infrastructure in its distribution centers to bale and consolidate used PE film for recycling by Trex.

WFP COAST TIMBERS - DOUGLAS - FIR

LET’S GET GROWING

With Do it Best, we can expand our vision without limits.

Do it Best gives Kenny Trujillo and Richie Tabet the power to quickly and efficiently deliver building materials to customers across a vast 122,000-square-mile service area.

Our incredible buying power and logistical strengths have transformed RAKS Building Supply into New Mexico’s best and largest independent building materials dealer.

Join the company with a team of industry experts who are committed to take your business beyond your vision.

Read Kenny and Richie’s success story at doitbestonline.com/RAKS.

ERP FOR LBM DEALERS

DMSi has launched Frameworks, an LBM point-ofsale/ERP system that runs completely on the web.

An end-to-end system, it handles retail POS, contractor sales, purchasing, inventory control, accounting and reporting. Accessed through a web browser, it has a mobile-friendly design so it can be used from a smartphone or tablet as easily as from a desktop computer. The POS screen is easy to learn, making it ideal for seasonal or part-time staff. The project management dashboard lets service reps manage multi-job builds from one place, centralizing orders, tasks, pick tickets, deliveries and invoices. The eCommerce/service portal lets customers review products, pricing and account records. Pricing controls simplify challenges around rebates, special buys, and contract pricing. Item records can use a single SKU to account for multiple suppliers and unit of measurement for a product, simplifying inventory control. A dispatch module lets Ops teams use drag-and-drop to build and schedule routes.

DMSI.COM

(402) 330-6620

,

OPENINGS IN BLACK

Cornerstone Building Brands’ Ply Gem West Pro Series windows and doors have added an interior black laminate color option paired with a black exterior color option.

The products are specially designed to meet Western energy-efficiency requirements and come with glass packages customized to comply with stringent building codes, ensuring maximum comfort and protection against harsh weather conditions.

PLYGEM.COM

(888) 975-9436

NARROWER PROFILE DECKING

Outlive has expanded its Millboard product line with the debut of the Enhanced Grain Slim Board. This multi-use 126mm (4.96”) deck board can be used alongside the standard 176mm (6.92”) Enhanced Grain board for a unique design alternating every other board, in a random pattern, or the Slim Board can be used as picture frame edging or to define a certain area of a deck.

The only decking hand-molded from natural oak timbers for unmatched texture and variation, Millboard decking features a strong polymer core which provides structure while also resisting the elements. Boards require minimal maintenance, are slip resistant, and won’t warp or rot from moisture decay, algae, or harbor insects.

Each board is colored in one of seven realistic tonal shades.

OUTLIVE.INFO

(651) 207-4175

A BIT MORE DURABLE

DeWalt’s new FlexTorq Impact Driver Bits are engineered for durability, with redesigned tip geometries that offer users optimal performance and fit.

PH2 bits drive 100% more screws per bit, while the bits for use with T20 to T40 size fasteners deliver from two to five times superior fit. They also feature a FlexTorq Zone that absorbs impact for up to 200 times longer life, as well as laser-etched, highly visible size markings for quick bit identification.

DEWALT.COM

(800) 433-9258

SMOOTH SIDING

LP Building Solutions’ new Brushed Smooth texture for its SmartSide ExpertFinish siding and trim features a subtle linear brushed finish that gives exteriors a modern look. It is available in ExpertFinish’s 16 colors.

The line will roll out regionally, starting in the Northeast, Midwest and North Central

LPCORP.COM

(888) 820-0325

PRO DRIVERS

Wright now offers a revamped line of superior-quality, Americanmade screwdrivers designed for professional tradesmen.

Featuring rugged handles with a tri-lobe design for maximum strength and torque transfer, the drivers provide highstrength blades and precision machined tips for reliable fastener engagement. With an ergonomic design and manufactured from tempered, high-alloy steel with rust-preventive, they are made to handle the toughest jobs.

They are available in cabinettip design, Phillips head, round and square-shank styles, and can be ordered individually or from six different sets ranging from five to 10 pieces per set.

WRIGHTTOOL.COM

(800) 321-2902

SELF-ADHERING WRB

Protecto Wall VP is a primerfree self-adhering, self-sealing vapor permeable weather resistive barrier that can be applied in temperatures down to -20°F and up to 125°F.

The fully adhered membrane utilizes Super Stick Technology Adhesive, eliminating the need for mechanical fasteners, seam tape, or primer. It is compatible with and will adhere to most construction surfaces while maintaining a drainage efficiency of 98.5%.

It comes in full 40”x120’ rolls and 12”x120’ Detail Strip rolls for use along edges and corners. All sizes come with multiple split releases on the back for ease and speed of installation.

PROTECTOWRAP.COM

(800) 759-9727

STONE-LIKE SIDING

Westlake Royal Building Products is expanding its Versetta Stone siding line with a new Large Light Box and new colors for stone accessories.

Featuring panelized installation, the siding provides the beauty and texture of authentic stone masonry without the added skill and time

REDESIGNED NAILER

Milwaukee Tool’s redesigned M18 FUEL 16-Gauge Straight Finish Nailer delivers the power to sink nails in hardwoods while leaving clean consistent nail holes.

The tool is more compact than the previous generation and features a precision tip, allowing access to tight spaces and a clear line of sight for accurate nail placement.

Delivering zero ramp-up time, this finish nailer is ready to fire. With no delay between pulling the trigger and the nail firing, users get a pneumatic fire rate, without the hassles of an air hose. As a fully battery-operated nailer, there are no gas cartridges, no need to carry a compressor and hose to the jobsite, and no maintenance required.

MILWAUKEETOOL.COM

(800) 729-3878

required for installation.

The new Large Light Boxes measure 9.5” by 15”, and come in Charcoal, Stone Grey, and Taupe.

Trim Stone, Starter Strips, and J-Channel are now also available in all three colors.

SMOOTH FIBERGLASS DOORS

Clopay is expanding its residential entry door line with a new Smooth Fiberglass collection featuring Shaker, Craftsman, Modern and Rustic styles.

The doors feature deep recessed panels with contemporary edge profiles; a brushed etched surface for better paint adhesion; and an internal construction that resists thermal bowing.

Vertical stiles made of laminated stranded lumber run the entire length of the door on both the hinge and lock sides for strength and rigidity against thermal bow. The visible edge of the door stile is made of hardwood, giving the appearance of a luxury door encased in a durable, sustainable package.

CLOPAYDOOR.COM

(800) 225-6729

MID-SIZED ROUTER

Milwaukee Tool introduces a versatile and powerful mid-sized routing solution with their new M18 FUEL 1/2” Router. With the ability to generate 2.25 peak horsepower, the cordless router provides elite control and comfort, and over 225 linear ft. of run-time per charge.

Generating up to 25,000 RPMs, the battery-powered tool delivers the fastest routing speeds with less bog down under load for clean, precise cuts, and more material removed per pass. The body features BodyGrip, an ergonomic overmold pommel grip for one-handed use.

It features a variable speed dial to optimize cuts across a wide range of bits and materials, a micro-adjust knob and macro-adjust button with over 2” of travel, dual-LED work light, and a universal hose adapter and dust collection shroud cut down on clean-up time.r

MILWAUKEETOOL.COM

(800) 729-3878

EXTREME BLADES

Diablo Tools has added to its line of Amped carbide teeth reciprocating saw blades with two new blades: general purpose and medium metal blades.

The blades offer first-in-the-world technology, Titanium Cobalt (TiCo) Hi-Density Carbide and Black I.C.E. coating, to deliver extreme efficiency, cutting life, and versatility in wood and metal demolition and cutting applications.

They reportedly provide up to 100 times longer cutting life of standard bi-metal blades and up to double the performance of standard carbide blades.

DIABLO TOOLS.COM

(800) 263-7016

DATE BOOK

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

National Hardwood Lumber Association – Sept. 6-8, intro to hardwood grading course, Memphis, Tn.; www.nhla.com.

BC Wood – Sept. 7-9, Global Buyers Mission, Whistler, B.C.; bcwood.com.

Do it Best – Sept. 8-11, fall market, Indianapolis, In.; www.doitbest.com.

Hoo-Hoo International – Sept. 8-11, international convention, hosted by Cowichan Valley Club, Vancouver, B.C.; www.hoohoo.org.

North American Wholesale Lumber Association – Sept. 11-15, Fall Wood Basics Course, Peachtree City, Ga.; www.nawla.org.

Northwestern Lumber Association – Sept. 12-13, Legacy Group 2 roundtable, Jordan, Mn.; www.nlassn.org.

True Value – Sept. 13-16, Fall Reunion show, George R. Brown Convention Center, Houston, Tx.; www.truevaluecompany.com.

Blish-Mize – Sept. 15-16, fall market, Overland Park, Ks.; blishmize.com.

Kentucky Wood Expo – Sept. 15-16, Lexington, Ky.; www.kfia.org.

American Wood Protection Association – Sept. 17-21, fall technical committee meetings, Le Meridien Downtown, Denver, Co.; awpa.com.

Lumbermen’s Association of Texas – Sept. 18-20, annual convention & expo, Live! By Lowe’s, Arlington, Tx.; www.lat.org.

North American Wholesale Lumber Association – Sept. 18, Texas regional meeting, Arlington, Tx.; Sept. 20, Northeast regional meeting, Samoset Resort, Rockport, Me.; www.nawla.org.

Kentucky Building Materials Assn. – Sept. 19-20, blueprint reading & material take-off class, Belterra Resort, Florence, In.; www.kbma.net.

Ace Hardware – Sept. 19-21, fall convention, Orange County Convention Center, Orlando, Fl.; www.acehardware.com.

NEWTECHWOOD COMPOSITE DECKING & SIDING

• Stain, scratch and fade resistant

• made of 95% recycled materials

• capped all 4 sides for maximum protection

• decking is dual-sided unlike most composites

• 25 year transferrable warranty

Northeast Lumber Manufacturers Association – Sept. 20-22, annual meeting, Samoset Resort, Rockport, Me.; www.nelma.org.

Southern Pine Inspection Bureau – Sept. 26-27, planer operator course, Hilton, Pensacola Beach, Fl.; www.spib.org.

Wallace Distribution Co. – Sept. 26-27, fall market, Sevierville Convention Center, Sevierville, Tn.; www.wallacedist.com.

Construction Suppliers Association – Sept. 27-29, annual conference & show, Lodge at Gulf State Park, Gulf Shores, Al.; www.gocsa.com.

Florida Building Material Alliance – Sept. 27-29, annual convention, Rosen Shingle Creek Resort, Orlando, Fl.; www.fbma.org.

United Hardware – Sept. 27-29, fall buying market, Mayo Civic Center, Rochester, Mn.; www.unitedhardware.com.

Midwest Building Suppliers Association – Sept. 28, annual MBSA Connect, Electric Works, Fort Wayne, In.; www.thembsa.org.

Southern Pine Inspection Bureau – Oct. 3-4, intro to lumber grading, Hilton, Pensacola Beach, Fl.; www.spib.org.

Window & Door Manufacturers Association – Oct. 4-5, executive management conference, Cambridge, Ma.; www.wdma.com.

National Hardwood Lumber Association – Oct. 4-6, annual convention & show, Omni Hotel, Louisville, Ky.; www.nhla.com.

Construction Suppliers Association – Oct. 8-10, roundtables, Jesup, Ga.; Oct. 15-17, Andover, N.J.; www.gocsa.com.

World Millwork Alliance – Oct. 8-12, convention & show, Indianapolis, In.; www.worldmillworkalliance.com.

Southern Pine Inspection Bureau – Oct. 12-13, quality control course; Oct. 17-18, dry kiln operator course, Hilton, Pensacola Beach, Fl.; www.spib.org.

Processing Technologies for the Forest & Biobased Products Industries Conference – Oct. 30-Nov. 1, King & Prince Bach & Golf Resort, St. Simons Island, Ga.; www.ptfbpi.com.

Roy Jordan Lumber Company is

composite siding and decking.

Roy Jordan Lumber Company is now

composite siding and decking.

REGISTRATION NOW OPEN

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch. Deadline: 10th of the previous month. Questions? Call (714) 486-2735.

WANTED TO BUY WANTED TO BUY

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MEMORIAM

Joshua Atkins “Jan” Nickerson Jr., 88, past president of Nickerson Lumber Co., Cape Cod, Ma., passed away on July 11.

A veteran of the U.S. Army, he joined the family lumber company in 1957 and stayed on for more than 50 years, overseeing its transition to Mid Cape Home centers. He sold the business in 2012.

He was a past president of the Massachusetts Retail Lumber Dealers Association and director of Northeastern Retail Lumber Association.

Vincent R. Farney, 98, co-founder of Farney’s Home & Building Center, Carthage, N.Y., died Aug. 13.

A U.S. Army veteran and carpenter by trade, he worked as a construction foreman for Lee Lumber, Lowville, N.Y., before striking out as an independent general contractor in 1957. A year later, he and his wife, Gladyce, formed Farney Lumber Co.

In 2015, the couple received Estwing’s Golden Hammer Award for 50+ years in the hardware industry. In

2017, they were presented the Industry Excellence Award from the Northern New York Lumber Dealers Association.

Robert Dean Wall, 77, co-owner of North American Forest Products, Edwardsburg, Mi., died Aug. 9.

He attended Ball State and Purdue, and served in the Army. In 1989, Bob partnered with Bob Wiley to form NAFP. In 2002, they acquired an Elkhart, In., moulding plant to create North American Moulding.

They sold the combined business to Patrick Industries, Elkhart, in 2015.

Paul L. Hinman, 77, longtime co-owner of E.R. Hinman & Sons Lumber Mill, Burlington, Ct., died July 2.

Paul worked for the centuries-old family mill after serving in the Navy. For many years, he also operated Forest Products Service, Burlington.

George A. Juergens, 87, owner of Juergens Hardware, Huntington, In., passed away on Aug. 14.

A graduate of International Business College, Fort Wayne, he bought the business from his father in 1971.

Allyn L. Wohlgamuth, who worked in the lumber business across northwest Ohio and southeast Michigan for more than a half-century, died on Aug. 5. He was 90.

Allyn’s first job in 1952 was with Hickson Peterson Lumber, Petersburg, Mi., later working as a purchasing agent for Gallant Lumber and Gordon Lumber/Airport Lumber, Maumee, Oh. He retired in 2003 at age 70.

Fred Yohn Millspaugh Jr., 78, founder of Bethlehem Hardware & Lumber Co., Bethlehem, Pa., died Aug. 10 of Alzheimer’s.

After serving in the U.S. Army, Fred became a home builder in 1972, co-founding Woodbury Construction. He added the hardware store in 1981, operating it until he retired in 2015.

Lawrence S. “Larry” Schultz, 66, co-owner of Schultz Lumber & Logging, Great Valley, N.Y., died on July 19.

Larry worked for Ashford Concrete before joining his father’s Schultz Lumber. Several years ago, he bought his own sawmill with his son, Andy.

FLASHBACK: THE EARLY 1900s

THE LUMBER INDUSTRY has always been one to reflect on its proud heritage. Ninety years ago, BPD sister publication The California Lumber Merchant began running a twicemonthly “Ten Years Ago” column.

And, 70 years ago, The Merchant’s office in San Francisco was visited by an unnamed old-timer who regaled the staff with tales of what it was like in the early days of the century. As reported:

“Speaking of ‘old-timers,’ two good friends dropped in the other day for a visit. We were remarking what a terrific change had come over the California lumber industry during one man’s lifetime. These old boys were still in excellent condition as to mind and body and could probably do a good job around anybody’s lumberyard.

“We got to talking about the days when the sailing schooners stuck their bowsprits over the dock at the San Francisco Embarcadero, and the lumber was shelved over the side by hand. This was called ‘working on the rollers.’ Rollers were installed along the rail and as the 2x12 or 20 or whatever was rolled over to the dock, a man, dockside, tucked one end under his arm and dragged it to the special truck where it belonged. These heavy two-wheeled trucks were lined around in a semi-circle and the lumber was sorted here by width and grade, as it was marked.

”My friends had both been ship tallymen at the turn of the century and would catch every piece as it came on the dock. On a rainy day, men worked as usual. The ship had to get out. A tallyman would stick an umbrella down the back of his neck and keep on tallying. Their tallies were remarkably accurate and men prided themselves on having no errors.

“When the two-wheeled truck was 30” or 40” high with lumber, it was hauled away by hoop horses. These husky horses had a horseshoe-like oaken harness about them with a hook in

back. A chain was thrown over the load, hooked and the chain then hooked into the hoop horse rig. The loads were made with one tail down and it had to be built just off balance so that the tail would have just enough weight to drag well and not be too heavy or too light.

“Those were 1O-hour days for $2 a day. If the skipper of the vessel was generous he would ask the dockmen aboard for a minute in the morning and afternoon for a cup of hot coffee. Woe be to the man who overstayed his time. But a hot mug on a rainy day sure helped.

“Lumber in those days was ‘stowed,’ not put in slings as today. This made the ship ride better, increased the cargo and prevented shifting.

“Many of the schooners were threeand four-masted. In the early 1900s, some steam schooners were beginning to appear, and soon the sailers were run up onto the Oakland mud flats.

“One early schooner had a run from Trinidad head, where she loaded redwood off the cliffs by a high line. She made the run to a port near where Long Beach is now. There the lumber was traded for farm products, which in turn were turned into cash on the return trip at Santa Barbara, San Luis Obispo, Monterey and way ports.

“In the early days of this century, lumber was sold en route. A mill would start a cargo from a lumber port north, rush the manifests to San Francisco by mail to commission men, who would rush out and peddle the cargo before arrival.

“Often the market was dull. This would result in no sales and then the docks would build up huge inventories. This would provide a heyday for the buyers, who would let the mills sweat until the price dropped to a low figure. This would often result in $7 to $9 per M for Fir, San Francisco, with probably the usual 5% off.

The front cover of the September 15, 1953 edition of The Merchant promoted Rezo flush doors produced by Paine Lumber, Oshkosh, Wi., and distributed to the West by L.J. Carr & Co., Sacramento, Ca.

“Lumber was delivered to the job by a two- or four-horse wagon, carrying perhaps 5,000 feet. It often took all day to make a delivery to the park or beach area. Teamsters were proud of their teams, getting to the stables at 5 a.m. to feed, brush down and harness up. After a hard day, they would stay late to wash down and dry the team and practically put them to bed for the night. These were six-day weeks.

“Teamsters were a select crowd and it went tough on anyone who neglected his team. The other drivers made it rough for him.

“Salesmen drove about in fancy surreys, with a fast horse. We remember an early strike, where the company representative drove first in a surrey, followed by the load of lumber with a ‘friend’ alongside. Next two men from the strikers in a surrey, then two cops in a surrey to, we suppose, ‘watch the fun.’

“However, in the ’20s came the carriers and in the ’30s the lift trucks, and the old methods were gone forever. Fast trucks not only deliver to the Beach, but now haul from the mill. One outfit now hauls from the southern Oregon coast down 101 clear into Arizona.

“Four-thousand feet of special lumber was recently flown from Northern California to Texas to complete a penalty job on time. What a change in one man’s lifetime!”