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2020 VISION: THE YEAR AHEAD IN SIDING • ROOFING • DOORS • WINDOWS • HOUSEWRAP
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Introducing our innovative CSHP coiled strap. Our new, patent-pending high-performance CSHP coiled strap features an embossment that makes it easy to install with a standard pneumatic framing nailer. This new tested feature provides improved performance — resulting in fewer nails, shorter straps and an overall lower installed cost. Upgrade your coiled strap, visit go.strongtie.com/cshp or call (800) 999-5099. © 2020
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CONTENTS
January 2020 Volume 99 n Number 1
Stay connected between issues with www.building-products.com
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Features
10 2020 VISION
20 COMPETITIVE INTELLIGENCE
FOR FOUR HOT PRODUCT CATEGORIES
(HOUSEWRAP, FIBER CEMENT SIDING & ROOFING, VINYL WINDOWS, AND PREFINISHED PRODUCTS), PLUS THE LATEST ON PLANS FOR NAWLA & ITS WHOLESALE MEMBERS. The
MERCHANT
JANUARY 2020
Magazine
THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922
Upgrade your coiled strap.
THREE DAUGHTERS PREPARE TO TAKE OVER MISSOURI LUMBERYARD
Upgrade your coiled strap, visit go.strongtie.com/cshp or call (800) 999-5099. © 2020 Simpson Strong-Tie Company Inc. CSHP19
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22 OLSEN ON SALES 26 TRANSFORMING TEAMS
30 THINKING AHEAD
32 MOVERS & SHAKERS
SALES GRATITUDE IN THE NEXT DECADE GET IN THE RELATIONSHIP BUSINESS
WESTERN WOOD PRODUCTS ASSOCIATION TAKES AN IN-DEPTH LOOK AT PROP 65, CARBON MITIGATION, AND OTHER HOT BUTTON ISSUES AFFECTING THE WESTERN LUMBER INDUSTRY WCLBMA’S 2ND GROWTH CELEBRATES WITH HOLIDAY PARTY, GOLF
48 PHOTO RECAP
44 NEW PRODUCTS 50 ASSOCIATION UPDATE 51 DATE BOOK 52 IN MEMORIAM 53 ADVERTISERS INDEX 54 FLASHBACK
TIMBER PRODUCTS’ CHRISTMAS GALA
The Official Publication of
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8 ACROSS THE BOARD
24 THE REVENUE GROWTH HABIT
46 PHOTO RECAP Introducing our innovative CSHP coiled strap. Our new, patent-pending high-performance CSHP coiled strap features an embossment that makes it easy to install with a standard pneumatic framing nailer. This new tested feature provides improved performance — resulting in fewer nails, shorter straps and an overall lower installed cost.
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Departments
34 SPECIAL FOCUS
2020 VISION: THE YEAR AHEAD IN SIDING • ROOFING • DOORS • WINDOWS • HOUSEWRAP
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Forecast EMERGING TRENDS IN THE NEW YEAR
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ACROSS the Board By Patrick Adams
When mediocre is normal
ife is full of “big” things—birth, death, marriage, first job, retirement. I also remember things like buying my first car (a used Ford pickup for $600) and I vividly remember buying my first home. Looking back today, I’m not sure why I was so stressed, but at the time I thought it might have been all the money in the world and that payment seemed like the biggest, most impossible thing ever. We’ve moved several times since then to many places in the world. Thirteen years ago, we landed back not far from where my wife and I grew up and “planted roots.” Long before kids came along, we did all of that “logical” thinking and planning and decided this would make a good “forever home.” Then kids came along and the reality of toys, clutter, storage and school systems became a harsh reality. On the surface, house shopping seemed like an exciting thing. Research, open houses, and 13 years of living have prepared us to make an even more “intelligent” decision on what we “need.” We narrowed down the area, the size, the list of must-have’s and like-to-have’s. Then, we did something unwise: we went with an agent that we “liked.” We ended up losing two “perfect” houses due to that likable individual. We found another agent, who was the pure opposite of the first one and we really liked them, too. Lost a third house due to them. Now with a third agent, we’ve been in a three-month-long reality show of mistakes, incompetence, drama, broken promises, and, I believe in a couple cases, fraud all in pursuit of the fourth “dream home” that now—one week before Christmas—will likely go to another buyer who will benefit from our chaos and “steal” the house. I try not to take these things personally. While I spent the first half of my life constantly wondering why the rest of the world didn’t take the same level of dedication, effort or pride in their work as I do, I try now to just imagine that they must find their passion and self-worth in other areas of their life. However, it seems real estate and the associated “services” (escrow, lending, inspections, etc.) have a wonderful way of attracting the most uninspired, incompetent individuals that I’ve ever stumbled on. I think about what condition our business would be in if we cared so little about our clients. Just took the approach of “well, things happen” or “oops, I know I told you XXX, but that can’t happen now.” I used to think the responsibilities of my job were so vital that at times I
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treated them as though lives depended on them. I wonder now whether I’m alone in that thinking and just caused myself years of unnecessary stress and work? How is it that in anything—much less dealing in something like real estate, a person’s home, usually the largest purchase they will ever make—individuals can go back on their word, outright lie, not follow up, and still stay in business? While I sit here now, by the firepit in the backyard of our home for 13 years, I feel alone in my beliefs—perhaps those of an era that has passed. I take pride in my work. I take a daily inventory as I lay down to sleep each night— did I work as hard as I could? Did I do right by others? Did I serve my family, my country, my God, and those people and things I care about? It’s what helps me sleep each night and gives me purpose to wake up tomorrow. I remind myself that although the new home would have been great and that I could easily ruin the holidays with my anger and frustration over the behavior of others, that these are “first world problems.” I have a wonderful home and an amazing family that loves me. I have food each night and am relatively healthy given the number of miles on me. I have an amazing business, team and an industry we serve that gives me hope through their tireless perseverance and hard work. While mediocrity might be pervasive in other industries, I am proud that I am surrounded by other “rebels” who share my belief that any day that you lay your head down exhausted from serving others is indeed a good day. May the new year bring you, your family, and your team all that you hope for!
Patrick S. Adams Publisher/President padams@526mediagroup.com
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Building-Products.com
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2020 VISION
HOUSEWRAP THE YEAR AHEAD BY ED HUDSON
BUILDERS WILL increasingly turn to multi-benefit weather resistant barriers, particularly in high-end construction. (Photo by Benjamin Obdyke)
The year ahead in residential housewrap istorically, one of the biggest challenges home builders have faced is keeping rainwater out of wood-framed walls. Earliest techniques included big roof overhangs to shelter walls from rainwater, lapping siding boards to push water away from walls, protecting the framing with moisture-resistant sheathing materials, and later, placing a water-resistant layer like asphalt felt beneath siding to protect wood elements from rot. For much of the past 100 years, asphalt roofing felt and building papers have been the most popular moisture barriers for wood-framed walls. In the late 1960s, DuPont revolutionized exterior moisture protection with its Tyvek product, a synthetic version of asphalt-and-cellulose wraps. This
H
new product category promised more air-tight and energy-efficient homes, protection from rainwater, and the ability for water vapor in walls to escape before initiating rot. Since the introduction of Tyvek, scores of manufacturers have begun to offer housewrap products—and now, the vast majority of wood-framed walls are covered with a synthetic, polymerbased housewrap. In more recent years, other options for water-resistant barriers, or WRBs, for homes have appeared. Integrated OSB & water barrier products, like Huber’s ZIP System, have become more common. Other water-resistant sheathing products—such as water-resistant fiberboards and foam board—represent
Source for all charts: Annual Builder Practices Survey
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a healthy share of the primary WRB market in new homes. Self-adhered films and fluid-applied membranes, both popular in non-residential construction, are beginning to create their niche in the new home WRB market. And of course, traditional asphalt felt as a WRB still has a sizable following. Home Innovation Research Labs has been tracking housewrap usage on new homes since the 1990s with our Annual Builder Practices Survey. A few years ago, we began tracking housewrap usage in home remodeling with our Consumer Practices Survey. From these studies, we learn that about 60% of residential housewrap installations are on new homes and the remainder is installed in conjunction with home re-siding, new additions, and new detached buildings. Mechanically-attached housewrap, like Tyvek’s Homewrap, are by far the most popular and are found on about two-thirds of all new homes. In the number two position, homes with other moisture-resistant sheathing or roofing felt represent about 10% of primary WRBs in homes. A more recent market entrant, Integrated OSB & Water Barriers sheathing, holds the third position with about 9% market share. Self-adhered films and fluidapplied barriers represent 7% and 2% of this market, respectively. Selfadhered and fluid-applied barriers are now very popular in non-residential Building-Products.com
buildings and likely owe their growth in the residential sector to their success in non-residential structures. Based on Builder and Consumer COLLINS 730 Practices Survey data, there more djohnson@collinsco.com; (503)are 826-5202; than 4 billion sq. ft. of home exterior collinswood.com
of SPF dimension and specialty prodcovered with lumber housewrap annually. ucts. Thethan addition of anof export group has proMore half mechanicallyvided access to 30come countries worldwide. attached films in 9-ft. rolls; about aDELTA quarter is sold in 10-ft. rolls. The CEDAR SPECIALTIES 815 remaining quarter is provided in www. 5-ft. deang@wshore.ca; (604) 589-9006; or narrower rolls. wshore.ca
COLUMBIA CEDAR 712 todd.f@columbiacedar.com; (503) 8288557; www.columbiacedar.com Electric Blue, a family of premium products by Columbia Cedar, leads the industry in grade quality and manufacturing.
DIGGER SPECIALTIES, INC. 918 mkittrell@diggerspecialties.com; www. diggerspecialties.com; (800) 446-7659, Ext. 318 Digger Specialties, Inc. manufactures low-maintenance vinyl and aluminum railing and fencing systems.
Founded in 1855, Collins is family-owned with over 311,000 acres of FSC-certified lands in California, Oregon and Pennsylvania. Products include softwood, hardwood, NAF particleboard, siding and trim.
COMBILIFT 327 info@combilift.com; (336) 378-8884; www.combilift.com Combilift offers a range of forklifts including pedestrian, articulated, four-way, and sideloaders engineered to save space, increase storage and handle long loads safely through narrow openings.
CT DARNELL CONSTRUCTION/SUNBELT RACK 907 info@ct-darnell.com; (770) 569-2244; www.sunbelt-rack.com/home CT Darnell Construction and Sunbelt Rack provide customized racking systems for LBM, Power Bin automated lumber storage systems, pre-engineered steel buildings, facility and yard planning, and general contracting. DAKERYN INDUSTRIES LTD. 810 lauren_chimko@dakeryn.com; (604) 9860323; www.dakeryn.com Wholesaler, distributor & remanufacturer
28 n NAWLA Traders Market Preview n Building-Products.com
Expert in the timber lifecycle, the owner operated, boutique firm sources, selects, sorts, mills, manufactures and markets on grade WRC, yellow cedar, and DF.
DISDERO LUMBER COMPANY 640 rkline@disdero.com; (800) 547-4209; www.disdero.com Manufacturer and distributor of specialty wood products since 1953. Lock Deck is structurally engineered roof decking used for ceilings, roofs in heavy timber construction as well as wood frame, and hybrid systems.
DMSI SOFTWARE 927 tradeshow@dmsi.com; (402) 330-6620, ext. 142; www.dmsi.com DMSi develops business software for the building materials industry. Streamline inventory and accounting with Agility ERP, and grow your sales pipeline with Building Results CRM. DORRIS LUMBER & MOULDING 409 joshuatyler@dorrismoulding.com; (916) 452-7321; www.dorrismoulding.com Solid lineal & cut-to-length pine moulding company. Full truckloads or partials. Quality and on-time service. CAD system ensures your items are always correct.
October 2019
DOUBLETREE FOREST PRODUCTS LTD. to dom330 DuPont’s Tyvek continues selder@doubletreebc.com; (604) 294-8262; inate the housewrap market with about www.doubletreebc.com half of all WRB installations on new Specializing theDuPont Specialties,established Doubletree homes. Early inon, Forest Products is your source for western red leadership in technology and industry cedar, Douglas fir, Alaska yellow cedar deckeducation on moisture-resistant ing, timbers, pattern stock, and more. construction and as maintained that role in DUNKLEY LUMBER LTD. 507 the minds of builders. pnovak@dunkleylumber.com; (250) 998Asphalt-saturated felt continues 4415; to bewww.dunkleylumber.com popular in some areas of the Dunkley a premium country onLumber homesiswith brick,producer stucco, of high quality SPF and DF dimensional lumand adhered stone veneers. Integrated ber from the northern interior of B.C. OSB & moisture barrier sheathing is most popular in the Northeast and least in the West. Self-adhered films and fluid-based WRBs are more popular in high-end homes. For the future, I expect that fastener-attached housewrap will continue be the most popular WRB DURGIN & CtoROWELL LUMBER 618 option. It’s a cost-eff ective and welladarrah@durginandcrowell.com; (603) established method that meets code 763-2860; www.durginandcrowell.com requirements, and it’swhite stood test of SFI-certified eastern pinethe sawmill in time for goodN.H. performance. New London, Producing 30 MMBF of 4/4As boards We are matures, Pine Passionate. the annually. WRB market and as building science viewpoints evolve, I EACOM TIMBER CORP. 924 believe we’ll see new WRB (514) solutions stephane.boileau@eacom.ca; 848proliferate—particularly at the higher6946; www.eacom.ca endMof the cost scale where a j o r C a n a d i a n w o o d pbuilders roducts continue to seek betterseven wayssawmills, to makea company encompassing homes resistantfacility, to moisture damage. remanufacturing and an engineered I-joist plant. It is committed to investing Further, weather-resistant barrier in strong assets, includingthe healthy forests, solutions that address rising cost advanced talentedof people. of labortechnology, and the and shortage skilled workers—by time EAGLE PLYWOODreducing SPECIALTIESinstallation 1101 andshelley@eagleplywood.com; simplifying installation—will be (541) 479favored in the future. 3456; www.eagleplywood.com Eagle Plywood Specialties, established in – Ed Hudsonheld is director of market 1972, is a privately plywood manufacturresearch for Home Innovation er in the USA. Its plywood mill is Research located in Labs. For more, For provides more information on Harrisburg, Or. Eagle its customer Home Innovation’s research tools of or panel these with the most extensive selection specific contact (800) sizes and data, plywood products in the638-8556 industry. or www.homeinnovation.com.
January 2020
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2020 VISION SIDING & ROOFING BY DAVID KOENIG
The year ahead in fiber cement products lobal demand for fiber cement siding will climb an average of 2.5% annually over the next four years, to reach 22.1 million squares by 2023, according to a new report by the Freedonia Group. “We are seeing continued growth of fiber cement in both multifamily category along with the R&R segment,” said Mike Pidlisecky, VP of sales & marketing for Woodtone. “Builders, developers and architects are continuing to specify prefinished coating options to enhance long term performance, warranties and lower field maintenance costs.” Demand for fiber cement siding is growing primarily in the U.S., China and parts of western Europe because of its durability and low maintenance when compared to other siding. Its popularity has also increased among consumers due to its ability to mimic more expensive siding materials such as natural wood, brick and stone. According to Sean Gadd, chief commercial officer at James Hardie Building Products, “In the United States, homeowners are looking for exterior solutions that offer a wide range of customized design options, help protect their home from the elements and are low-maintenance and long-lasting. Fiber cement siding, trim and accessories allow builders and contractors to deliver protection, long-
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FIBER CEMENT siding is continuing to grow in popularity, though at a more gradual pace. (Photo by James Hardie)
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term affordability and design versatility to customers who are growing increasingly value conscious. “As urbanization continues and access to skilled labor tightens in the western European markets, long-term affordability has become increasingly important. Fiber cement siding provides an unbeatable value proposition as a non-combustible, low-maintenance solution. Since it drives exterior life cycle costs down, demand for fiber cement siding continues to rise in city environments.” Freedonia’s study, however, finds that growth tempering. In the U.S., fiber cement’s share of the siding market is flattening, due to improvements in the quality of competing materials—especially vinyl—as well as fiber cement’s growing maturity. Fiber cement will experience its strongest growth in its largest market: residential siding market, climbing 2.9% per year. Approximately 79% of all fiber cement siding produced in 2018 was used in residential. Use in residential renovation will outpace new construction, as homeowners increasingly replace existing siding with fiber cement to reduce their maintenance costs or to improve their home’s exterior performance. Interestingly, while siding remains a bright spot for fiber cement, the material’s share of the roofing market appears to have peaked, especially overseas. Fiber cement has historically been a popular roofing material in Central and South America and throughout much of the Asia/Pacific region because it has been affordable and readily available. However, as incomes rise in these regions, more builders and homeowners are switching to more expensive roofing such as bituminous and tile. Also, the replacement of asbestos with cellulose fiber in fiber cement roofing has raised its price, reducing the cost advantage fiber cement held over other materials. Manufacturers, however, continue seeking ways to better their products’ performance and aesthetics. “Marketplace trends indicate the need for durable building products that provide more design options as well as longterm quality and value solutions,” noted James Hardie’s Gadd. “We will continue to monitor and adapt to market needs as we develop the highest-quality fiber cement product concepts and innovations in the market.” Building-Products.com
2020 VISION WINDOWS & PATIO DOORS BY JOSH WILLARD
The year ahead in vinyl windows s we enter the third decade of the 21st century, window and sliding glass door shoppers have spoken—and they want vinyl. Lots of vinyl. They also want bigger, greener, stronger and darker products. And let’s not forget price: All of these features should be packaged in a window that’s still affordable for most Americans. This sounds like a tall task, but manufacturers have risen to the occasion.
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Vinyl products on the rise
Vinyl windows have taken over the industry, according to the Home Innovation Research Labs. By 2017,
vinyl made up nearly 70% of all new home windows and 50% of remodeling jobs while other materials remained stagnant or even dipped in popularity. Vinyl is not only the most popular window type, it leads in nearly every category. The study conducted by Home Innovation Research Labs found that vinyl is the most popular material in starter homes, move-up homes, and luxury homes. It’s also the most popular window type for large, medium-size, and small builders. Moreover, vinyl is either the first- or second-most popular window material for new homes in seven of nine regions in the country, and it’s No. 1 in all regions for remodeling projects.
Bigger products bring the outside in
Frank Lloyd Wright and other innovative architects of the 20th century became iconic in part by using larger—and greater numbers of— windows to merge the interior and exterior worlds. Now, modern-day architects are following suit. Windows and sliding glass doors are getting bigger. At one time, sliding glass doors that were 12 ft. wide or bigger and had five or six panels would have been considered extraordinary. These multi-slide doors are becoming increasingly common, even taking on a new name: movable glass walls. Principia, a data analytics and strategy firm for companies in the building materials industry, says that movable glass walls grew at a compound annual rate of 8% over the past three years. And this trend doesn’t show any signs of slowing down: Principia predicts that movable glass walls will continue to grow.
Energy awareness leads to green building
VINYL WINDOWS and doors are trending larger, becoming “movable glass walls.” (Photo by MI Windows & Doors)
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In an era when seemingly every industry, from automobiles to agriculture, is focused on “going green,” people naturally want windows that are energy efficient. That’s why windows with low-E glazing and gas inside a well-insulated glass unit have become the industry standard. Low-E has been the most popular form of window glazing for some time now. According to Home Innovation Research Labs, roughly 75% of new homes feature windows with Low-E Building-Products.com
coatings. Many of these Low-E windows have the added benefit of offering gas-filled insulated glass units. Indeed, windows with gas between the panes in new homes jumped 30% from 2006 to 2017. These gases help fight energy loss in the home because they’re denser than air, so they help maintain comfortable interior temperatures. And now consumers have more choices when it comes to the types of gas available. Argon is still the most popular, but the denser krypton is also widely available, and xenon, the densest gas, has come on the scene in recent years.
market in 2015; now it’s 30%.” But it’s not just black. Bronze, silver, cocoa, and forest green are also viable options when it comes to selecting window color. Considering the endless design possibilities these colors offer, it seems likely this trend will continue for the foreseeable future.
Looking at 2020 and beyond
Consumers have options in so many products these days. Why should windows be any different? Today’s consumers are more sophisticated than ever; they know how many options are out there. If they don’t, they can access the smart phone in their pocket to find
the information they need. What this means for window manufacturers, dealers, and distributors is that they must be prepared to provide these choices or be left by the side of the road. No matter their desires, customers are thriving on today’s selections, which in turn is enabling further innovation in the window and door industry to meet their evolving needs. – Josh Williard is director of products for MI Windows & Doors, the secondlargest manufacturer of vinyl windows in the country in terms of units. For more information, visit www.miwindows.com.
Standing up to the extremes
Unfortunately, extreme weather events are no longer out of the ordinary. Hurricanes, tornadoes and intense thunder storms are happening frequently in many parts of the country. Homeowners are aware of this new reality, and are demanding windows that stand up to extreme weather. Impact-resistant windows now make up nearly 10% of newly built homes. As a result, manufacturers are offering more products—or, in some cases, entire series—that are impact resistant. These products include laminated glass that can resist projectiles and often include reinforcements in the frame and sash to enhance strength and durability.
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Color choices multiply
Gone are the days when windows were only available in soft colors like white and beige. Thanks to sunreflecting technology that’s been developed over the past decade, many darker colors are now a viable option. This has given homeowners and designers a vast array of color schemes that were not feasible a generation ago, and they’re happily taking advantage of it. Of the all the colors that were previously considered too dark to be used for windows, black has arguably become the most popular. Bill Nowak, vice president of engineering and sales for window paint company ColorCoat Inc., has seen this change first hand over the past few years. “Around 2013, because of a change in pigment technology, black became very popular on the west coast,” he says. “Shortly thereafter, black was getting noticed on the east coast, and since then it’s really exploded. Black was 10% of our Building-Products.com
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GENERAL CONTRACTING
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January 2020
PRE-ENGINEERED BUILDINGS
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2020 VISION
PREFINISHED BUILDING MATERIALS BY DAVID KOENIG
The year ahead in prefinished materials oodbye, Paint chiPs Universal Forest and color brochures. Products, Salisbury, N.C., This year expect to see uses a similar color visualmore LBM dealers, distribizer from PPG. According utors, manufacturers and to Patrick Hanulak, coating prefinishers turn to technolsolutions manager for UFP, ogy to aid homeowners in “Utilizing digital visualizer selecting the perfect color tools for building materifor their homes. als allows our customers to But it’s not just paint on quickly get an idea of how walls—they can now spec their project could look. the colors of prefinished The functionality of dragsiding, trim, doors, ging and dropping multiple windows, flooring and substrate and color comCOLOR VISUALIZERS allow dealers, distributors, manufacturers and factory fin- binations can take a lot of cabinetry. to help their customers select the right hue before—or instead of—sending the guesswork out of what Just as many house ishers out samples. (Photo by Sherwin-Williams) paint manufacturers have project will it look like. done, building material Most customers will still suppliers are now using online color visualizer tools that want to see physical samples of products before making the give consumers and builders a photo-realistic preview of final decision, but allowing them to see options before getcountless colors and combinations on their home. ting samples can reduce the overwhelming feeling of what “When making changes to their home, most consumers to choose.” easily become overwhelmed with the number of colors, In all, PPG offers three visualization tools. The Previews styles and options available,” noted Doug Krusenklaus, interactive portal allows customers to apply and view industry director for Sherwin-Williams. “Even the accurate color representations of how a project will look smallest tweak can feel daunting. (Our new Color Express before actually painting. It contains PPG’s family of colors Visualizer Program) gives building product manufacturers and on-trend color schemes. Colors can be changed and the ability to make the decision-making process easier for saved in real time and then generated into a PDF for future the consumer.” viewing. The customizable tool includes a variety of sample PPG’s Color Visualizer allows end-users to quickly images, and also offers an “upload your own” functionality, and easily “paint” their project online using their mobile so consumers can see siding, doors, windows and more, phone or desktop computer. They simply select their colors blended with Sherwin-Williams colors on their home or and upload an image, and a new virtual room painter will one like it. intuitively detect the areas that need to be painted. Manufacturers can fully brand the Color Express A third, more sophisticated tool—HomeBuilder— Visualizer and customize it to align with their core color requires a login for B2B use. Builders click on materials strategy, so the tool can serve as an extension of their to choose their color, as well as select colors to paint their website. Vendors also have the option of extending the core surfaces. color offering, providing access to the entire spectrum of The visualizers make color selection quicker, easier and Sherwin-Williams colors. more accurate for everyone.
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2020 VISION NAWLA &
WHOLESALERS BY THE MERCHANT
The year ahead for
NAWLA and wholesalers uring the recent NAWLA Traders Market, the North American Wholesale Lumber Association unveiled an intricate, colorful new logo as the centerpiece of an expansive rebranding campaign. The Merchant Magazine asked outgoing association chair David Bernstein, Mid-State Lumber Corp., Branchburg, N.J., and executive director Scott Parker for the full story.
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Merchant: Tell us about the rebranding process that led to the new look. Bernstein: Over the last three years, NAWLA has been talking about how to give back to this community. We had some surpluses and wanted to reinvest in different membership programs. We came up with three primary concepts: the branding, the YELP (Young Emerging Lumber Professionals) program, and the scholarship program. All these things came to fruition this past year. Merchant: NAWLA had its previous logo for a while. Did you feel the old logo did not reflect your new goals? Bernstein: Exactly. We contracted with a professional firm, Forestel, which took a lot of our feedback and came up with new concepts. Parker: We formed a small committee and looked at five different versions for a new logo. The one that we released at Traders Market just kept coming to the top. The group made a recommendation to the board of directors.
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NAWLA executive director Scott Parker with chair David Bernstein (behind podium) introduced its new logo and branding campaign at the recent NAWLA Traders Market. (Photo by BPD)
Merchant: What is the goal of the new logo and rebrand? Parker: The logo is just one aspect of the overall rebranding project. What we’re really looking to do is start competing with other industries for that next generation of workers, to attract the most qualified people. As we step into 2020, we want to get across that our industry is not about just cutting down trees; there are supply chain people, marketing people, finance people. There are a lot of great jobs and a lot of great people in this industry. We want that next set of people coming into the workforce to understand that this is a heck of an industry to get into.
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Bernstein: At the Traders Market opening luncheon, (presenter) Jamie Clarke said he heard some of our constituents say our industry isn’t sexy. He pointed out that we are in one of the sexiest industries: shelter. We provide shelter to the world. It’s vital for everyone’s survival. Their first instinct is shelter. We must bring that to the forefront and make people more aware of all the great things we do and, like Scott said, all the different jobs that are available. No matter what you’re interested in—biology, chemistry, finance, sales, it doesn’t matter—this industry has something for everyone. Building-Products.com
Merchant: NAWLA recently celebrated its 125-year anniversary. Share how you’re evolving while staying true to your roots. Bernstein: NAWLA remains the North American Wholesale Lumber Association. Through all the changes we’ve implemented, there’s no intention to get away from our commitment to wholesalers and their partners throughout North America. Looking at the new logo, it tells me one story, but it may tell you another story. I see a global community. I see branches reaching out to the sky instilled with a deep-rooted foundation, yet everything comes together in the center, the tree’s trunk: the wholesaler community. The fonts that have been chosen are a little softer than just bold capital letters; we believe this is a bit more inviting to today’s job seekers. Merchant: What do you see for NAWLA over the next decade? Bernstein: I’m hopeful that 10 years down the road the programs continue, expand and evolve. It would be cool if 10 years from now we can look back at the first YELP class and see how the relationships between those individuals have continued on—to see their successes and where they end up, as they move from one state to another, one business to another, or even into another industry, to see how they continue to bond, talk and rely on each other. Likewise, I hope NAWLA can continue to award scholarships and that there are enough qualified applicants who are deserving of them. In the near future, we will roll out a website for job postings by NAWLA members. It will be neat to see how many people actually get their jobs through this new website of ours. Merchant: What’s the one thing that absolutely can’t change? Bernstein: Our commitment to the wholesale community. Parker: Our branding campaign has a name: “Many Branches, One Industry.” As David said, the trunk that all the branches and roots come back to is the wholesalers. That’s what NAWLA will always stay true to. The branches represent many things—our YELP program, scholarships, branding campaign, the diversity of people coming into our industry, and the diversity of associations we work with. I think that “Many Branches, One Industry” will help guide us going forward. Building-Products.com
January 2020
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COMPETITIVE Intelligence By Carla Waldemar
SISTER POWER: Hermann Lumber’s leadership is comprised of (left to right) Rachel Korman, Megan Stiers, father Danny Baumstark, and Chelsea Rohlfing.
Women’s work
anny Baumstark, 65, is about to retire as head of Hermann Lumber, the yard he owns, in Hermann, Mo., pop. 2,700. But not to worry: The succession plan has been in place for, oh, ever since his daughters were old enough to sweep out the driveway. That’s right: The business—which includes a second yard and a concrete plant—will be in the hands of his three daughters—Megan Stiers, Chelsea Rohlfing, and Rachel Korman, who’ve known this would be their future, and geared up for it, for decades. They’ve all grown up in Hermann, a town anchoring Missouri’s wine country (not a misprint: the West Coast can’t have all the fun this industry involves). And grape-growing has grown tourism, Hermann’s most important industry. The ladies will represent the third generation of family owners founded by a young kid who served as office manager at Klenk Lumber, and bought it in 1922 when its owner died. Megan Stiers and her sibs were born into a thriving operation where, she reveals, “I always knew I’d stay on. In college I pursued a business-management degree, in preparation. My sister Rachel studied business management, too, and Chelsea concentrated on communications. She worked for several other businesses, but was looking for a career change when an opening came up in our [second] store in New Haven. Now she’s back in Hermann, too, in the office.” Megan’s been here over 20 years by now, achieving her OTJ training by rotating through every post from the contractors’ desk to the floor to the office. “Sure,” she
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laughs, “when I helped out on the contractors’ side, I’d get a little reaction for being a woman here when someone would call—that hesitation on the phone, that things were not normal—but it didn’t bother me. Rachel worked retail in front with no problem. But with me, on the contractors’ side, the questions would be more complex, the problems a little bigger, so I got more of that. But it’s always been fine,” she asserts. As Danny’s family grew, so did the business. Looking to expand, in 1964 he bought a second store in New Haven, 15 miles to the east—a smaller (pop. 1,700) bedroom community. While the original store had (and maintains) a 50-50 split between pros and retail customers, the New Haven operation boasts a bigger contractor base—“outfits working on larger projects”—and not as much retail as in Hermann. The two stores are managed separately but maintain consistent outlooks and services; this also allows JIT transfer of products and bulk-buying opportunities. Then, along came Ready Mix. Danny got himself a concrete plant by building it from scratch in the early ’60s, because, he points out, “there was a need for concrete in Hermann, and I grew up with concrete—foundation guys, contractors. We built highways, bridges, commercial stuff.” Daughter Chelsea is “enthusiastic about it and helps run the show. She’s involved with management.” And, of course, the plant drives business to the lumberyards. Once a foundation is ordered, guess who gets first crack on the rest of the structure? Oh, and there’s a sawmill, too—“my hobby,” says Building-Products.com
MISSOURI LUMBERYARD is nearing its centennial.
SISTER STORE joined the family 55 years ago.
Danny. “I do custom orders for mantles, countertops….” Hermann’s customer mix is 50/50—half pros, half walk-ins, “and I like it that way,” declares Megan: “a good balance of both.” And what attracts your contractors? “Good service and a fair price. We bend over backwards for them: Do what it takes to keep them happy, and we always follow through.” What about the DIYers? “Same philosophy. They appreciate the knowledge of our staff—folks who’ll get them the parts they need, from paint to plumbing to lawn & garden. We do a lot of special orders, and spend time researching them, which people appreciate. Plus, we’ve been in the center of town since 1922. We’ll celebrate our 100th anniversary in 2022, and we’re planning to make it a big deal. “Sure, there’s competition,” she continues. “Within 15 to 30 miles, there’s a Lowe’s in Jefferson City, and Menards— and they’re always a gauge as to how we’re doing. When it comes to advertising, we still do circulars—good, oldfashioned circulars—as we’ve been doing for years, and it gets our best results. We’ve also got a Facebook presence and are looking into amping it up—a great way to attract new customers if we do it right.” The Hermann team of 25-28 staffers has been carefully selected to do it right, too. Longevity is a forte here, but new hires are needed, too, “and we’re very slow to hire. We’re looking for employees who will stay around, make their careers here. People who fit our culture.” What characteristics matter? “We talk a lot about that. Folks with ambition and desire, not necessarily knowledge.” (Interjects Danny, “You can’t always just listen to what Building-Products.com
they’ll tell you. They can always tell a story….”) “We take a lot of time to train them to accomplish a job. They like it here because they’re treated fairly and paid well, including profit-sharing, which means that this is their business, too. Yet, “Megan acknowledges, “in a small town, good people can be hard to find. It’s been more challenging.” These days, she finds herself more in the office than on the floor. “I’ve been here full-time since 2002, with increases in pressure and responsibility as the years fly by.” She’s weathered the bad times of a few years back and delivers the outlook ahead with confidence in “another very good year.” “Though weather’s always a factor,” Danny adds. Is another acquisition on the horizon? “We’ve definitely talked about it, but there’s always a risk we need to evaluate. Yet, there’s always the potential to grow, and there’s always room for improvement. Hermann, the town, thinks just about tourism, but on the other side, it’s growing a population of people who actually live here. We’re always on the lookout, especially with the advantage of the Ready Mix….” Next generation? “There are 13 grandchildren between the four of us,” she recounts. “But the oldest is only 12, so it’s a little early to know.” Care to place any bets? Carla Waldemar cwaldemar@comcast.net
888-807-2580 Bend, OR
www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating
“Focused on the future with respect for tradition” January 2020
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OLSEN on Sales By James Olsen
Fear of success
have been training salespeople for over twenty years. There are many reasons that people don’t succeed in sales. The number one reason by a large margin is the lack of work ethic. But lack of work ethic is often a symptom of psychological impediments. It’s obvious and easy to say, “Oh well, they’re just lazy.” This can be true, but I think this reason is much rarer than we think.
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The Corner Office Doesn’t Understand
I work with a lot of winners. People who have made it to the lead position in their company. Many of them are confused and do not understand these (human) foibles—often because they themselves are superhuman. It takes a special kind of person to make it to the top. My brother is one. They are focused, driven and while they might have some self-doubt (many have none), it is at a much lower rate than the rest of us. To them success is obvious and necessary. I often tell them, “You are in the corner office for a reason. It isn’t luck. You are different than the rest of us, you are the exception.” I encourage them to understand and help me help their team overcome these not-so-obvious obstacles to success. I was raised in a working-class family. We were taught that hard work conquered all, to question the man, and that reading and education were the key to success. Because my parents didn’t understand the “science of money,” we were also taught directly and indirectly that anyone who had money had somehow cheated or were inherently a—holes. I carried these prejudices with me until I was 35. I was fortunate enough to work with a bunch of winners at FCTG who were good people who wanted to and knew how to succeed. Even then, it took me seven years to “shake off” my childhood prejudices and become a real producer. Some of my students have these same prejudices. They have always “fought the man” and thus don’t want to become the (wo)man. This holds them back.
Fear of Success
As a teacher, this is my most frustrating problem. I work with students who have an immense talent for sales. They are charming, smart, creative and know how to ask for the business. They have early success and are seemingly on their way to a great career… and then… they flame out. Change, even for the better, can be scary. These students
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get uncomfortable with their own talent and stop doing the things that led to their initial success. These students will start to show up late. They will stop making as many calls as they initially did. They party too hard at night or at lunch. They come to work hung-over or smelling of alcohol. They become insubordinate, questioning every company rule, bad-mouthing their manager, their co-workers, or their company at every opportunity.
Fear of Failure
Because they fear failing these students make excuses. “I could succeed but I don’t want to be a pushy S.O.B like ________” (name the most successful salesperson in your company). These students will question the very idea of selling. My customers don’t like it when I am too pushy. These sellers are uncomfortable with being uncomfortable. They would rather maintain the status quo and not do sales work than be or become successful. They will blame the boss, the economy, or their career choice rather than go for it, fall down and get back up again, which is the essence of sales work and success at anything. Sadly, they will carry this attitude with them until they find a job that is well below their talent level—something easy.
Impostorism
Impostorism is a psychology held by some that their success is only because of luck and that they will eventually be found out as a fraud. Instead of embracing and enjoying their talent and success, they question themselves at every turn, always looking over their shoulder for the boogie man of failure that they most assuredly (in their minds) deserve. This self-doubt causes anxiety and underperformance vis-à-vis their obvious talent. If you recognize these problems within yourself or your team, fight them. They are real and will hold you back. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
THE REVENUE Growth Habit By Alex Goldfayn
Sales gratitude in the next decade ratitude is the feeling of conscious appreciation for what we have (in sales, customers), what we get to try to get (prospects), and even what we do not have (customers who are not yet working with us, or even those customers who have rejected us). While ungrateful is the opposite of gratitude, I wanted to use a slightly different mindset here as the negative version of gratitude. It’s a way of thinking that I see frequently among salespeople who are not proactive, confident or bold. This is an approach to life and work by salespeople who are driven heavily by fear: the word of cynicism. When I look up the definition of “cynical,” I get distrustful of human sincerity or integrity; concerned only with one’s own interest and typically disregard accepted or appropriate standards to achieve them. When we are grateful, of course we appreciate our customers, but that’s easy and obvious. They pay us. They choose us. We are grateful. But we also give thanks for prospects, who provide us an opportunity to grow every day. I have a wonderful chance to grow thanks to these prospects. But when we are cynical, prospects often frustrate us. I’m sick of chasing them! When we are grateful, we acknowledge the importance of the customers who tell us no. They keep us going. We do not give up on them. We try again with them, in different ways, with different products and services. They need us, and we get to show them this. How lucky are we? When we are cynical, we do not see the value in people who reject us. We take it personally, of course, when they tell us no. We feel that we have wasted time. We wonder why they took the time to meet with us, or even request a quote, if they were just using to compare us to the competition. They just used us to get a lower price, we say. And even when this happens, grateful people will find the positive: now I know what this person is like. This won’t happen again. Good, onward! In The Happiness Advantage, Shawn Achor writes, “Few things in life are as integral to our well-being [as gratitude]. Countless studies have shown that consistently grateful people are more energetic, emotionally intelligent, forgiving, and less likely to be depressed, anxious or lonely. And it’s not that people are only grateful because they are happier, either; gratitude has proven to be a significant cause of positive outcomes.”
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How powerful is that?! How do you think having more energy, being more emotionally intelligent, and forgiving will affect your sales? What do you think happens to sales when we are less depressed, anxious and lonely?
We Can Choose to Be Grateful Right Now
You can decide, at this moment, to live and work and sell gratefully. In Martin Seligman’s The Optimistic Child, he lays out a simple technique for practicing gratitude with kids. We have been following it for years. Seligman teaches parents to ask their kids this simple question when they are in bed, right before the lights are turned off: “What are three good things that happened today?” Sometimes we modify this with our own children to: “What are three things you are grateful about tonight?” Or, “what are three things from today that you love?” The point is to get your children to think about positivity and gratitude, in specifics, before they sleep. On many nights it’s the last thing they talk about with us that day, then they sleep on it. We are programming our kids to be grateful. Seligman writes that his research shows that this early programming inoculates children against depression now and later in life. We can do the same thing in our adult lives. Here’s what we as salespeople can be grateful for: Our customers. Our prospects. The people who have rejected us. Our colleagues. Our company. Our supportive family. The meeting you have coming up. The current problem you’re working on resolving for this customer. That the phone rings all day and people want to talk to you and buy from you! Do you know how lucky that is? That this wonderful customer only buys a small percentage of what you have to offer, but that you get to let him know what else he can buy. That your customer is happy to hear from you by phone. This list can go on for pages. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com
TRANSFORMING Teams By Susan Pale
Another new year – Time to think about bonuses • Typical award timeframe at end of fiscal or calendar year or on holidays. If you’re closing out your 2019 financials as you’re reading this, it is the perfect time to award discretionary bonuses. • Award amounts do not factor into an employee’s regular pay rate and overtime calculations. • Award amounts are typically unbudgeted. • May be “expected” and difficult to take away if circumstances change • Simple administration
Non-Discretionary Bonuses
ith 2019 over and at the dawn of a new decade, it’s an ideal time to think about bonuses for 2020. Organizations of all sizes and across all industries use bonus programs as an important component of total compensation. Over 60% of respondents in a 2016 World at Work survey reported using some type of bonus or variable pay program, as did 73% of respondents in a more recent 2019 Payscale survey. There are many different types of bonus programs. They fall into two main categories: discretionary and non-discretionary.
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Discretionary Bonuses
Discretionary bonuses are just what the name implies— bonuses given at an employer’s discretion. If your organization had a successful 2019, and you decided to give each employee say $500 or $1000, you awarded a discretionary bonus. The bonus recognizes organizational achievement but isn’t linked to specific goals and objectives. Discretionary bonuses are more common in smaller organizations that do not have more formal programs. Other key features of discretionary bonuses include: • Award amounts vary and are not linked to the achievement of specific goals or objectives.
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Unlike discretionary bonuses, non-discretionary bonuses are generally tied to the achievement of specific goals and objectives and/or are governed by written policies and procedures. There are many types of non-discretionary bonuses. Here are four of the most common:
1. Annual Incentive Bonus
This type of bonus is one of the most frequent and fastest-growing. It allows organizations the opportunity to link payments to the achievement of specific goals that impact profitability. Annual incentive bonuses can be an effective way to reward top performers, and since these payments are generally one-time occurrences that don’t increase base salaries, the amounts awarded can often be larger and more meaningful to employees. Setting appropriate goals and objectives is often challenging and time-consuming. Goals for some positions may be obvious—timeframes and error rates are easy examples—but for other jobs they may be hard to quantify and document and results may not be within an employee’s control. Individual incentive plans are most common, but team and/or group incentive plans are also valuable as a way to reward collective performance. Organizations with incentive bonus plans usually require that goals be established early in the calendar/fiscal year for payout the next year. It is also common to establish a fixed budget and manage the program within budget parameters. Building-Products.com
2. Sign-On Bonus
In today’s tight labor market, where increased competition from a shrinking pool of skilled qualified workers can present major recruiting challenges, an increasing number of organizations use sign-on bonuses to attract new candidates. According to the World at Work survey mentioned previously, this is the most commonly used bonus program. These bonuses are most frequently paid as flat-dollar amounts, and may be paid at hire or structured as split payment plans that pay a portion of the bonus at time of hire and the remainder after successful completion of a specified period of service. They are particularly useful in situations where desirable candidates ask for salaries that are higher than those of current employees doing comparable work. Organizations that offer sign-on bonuses typically do not establish a budget for these payments.
3. Referral Bonus
Like the sign-on bonus, the referral bonus can be an effective recruitment tool in a tight labor market. About 65% of the World at Work survey respondents report using this type of bonus program. Most organizations using referral bonuses have some type of written guidelines that specify which positions are eligible for bonus payments (high-level management positions are often excluded) and what employees are eligible to receive these payments (high-level managers and employees involved in recruiting activities are generally not eligible). These bonuses are also most frequently paid as flat-dollar amounts, and the typical payout structure is a split payment plan that pays a portion of the referral bonus at time
Building-Products.com
of hire, with the remainder paid after the new employee completes a specified period of service. Respondents to the World at Work survey reported that 13% of their new hires came from employee referrals.
4. Spot Bonus
Spot bonuses are awards given in recognition of onetime, significant contributions made by employees. Awards may be given for contributions such as completion of a special project, implementation of a work improvement idea, or successful performance of job duties under difficult conditions (e.g., doing the work of a colleague who is out ill, or other instances where an employee goes “above and beyond”). These bonuses are most frequently paid as flat-dollar amounts, and organizations often establish a budget for these types of payments. Spot awards aren’t always monetary payments. Gift cards, movie passes, and tickets to sporting events are common rewards for one-time contributions that may not warrant a large financial payment. This type of award is an effective recognition tool and may help to retain employees. So what type(s) of bonus program will help your organization achieve its 2020 goals and objectives? Now is the time to decide. Susan Palé, CCP Affinity HR Group contact@affinityhrgroup.com
January 2020
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Hampton Reps Veneer Maker
Hampton Lumber Sales, Portland, Or., has entered into an exclusive sales and marketing agreement with Ironwood LLC to handle their green veneer and peeler core sales. Located in Southwest Colorado, Ironwood started production of green veneer and peeler cores in November 2019. “Ironwood is able to produce veneers in various thicknesses and species,” said Hampton’s T.R. Cauthorn. “In addition to veneer, peeler cores are also available in a number of different diameters and species with custom packaging available to meet specific customer needs.”
Hayward Buys Its Neighbor
Hayward Lumber, Monterey, Ca., has purchased the assets of Buena Tool Co., Santa Barbara, Ca. Hayward Lumber has had a presence in Santa Barbara since it bought County Lumber in 2000 and its current Santa Barbara location sits next door to Buena Tool, which opened in 1975. “We’re excited to have Buena Tool and their employees be part of the Hayward Lumber family. Our company has grown up on the Central Coast and we are proud to be a part of its history,” said CEO/CIO Bill Hayward. Buena Tool’s staff stay will stay on, and a grand opening celebration with open house will be held early this year.
NM’s Elco Calls It Quits
Elco Building Supply, Roswell, N.M., shut down all operations at the end of 2019, after 17 months in business.
The commercial/industrial dealer opted to voluntarily liquidate all assets to eliminate outstanding debt and avoid “bankruptcy or other creditor protection,” according to CEO and co-founder Justin Ellis. “We are disappointed that the situation has reached this point, but we are so thankful that we are able to wind the business down in an orderly manner.” Ellis and much of his team were longtime veterans of his family’s Builders Do it Center, Roswell, but left after the store was sold.
Weyerhaeuser Sells MT Lands
Weyerhaeuser Co., Seattle, Wa., has agreed to sell its 630,000 acres of timberland in Montana to a private timberland investment company for $145 million in cash. The deal is set to close this spring. “The sale of our Montana acreage is part of our ongoing effort to strategically optimize our timberland portfolio,” said Devin W. Stockfish, president and CEO. “The transaction includes a diverse mix of softwood species and an existing 110,000-acre conservation easement which preserves public access in perpetuity.” Weyerhaeuser’s three manufacturing facilities in Montana are not affected by the sale. “Our manufacturing operations in Montana continue to deliver strong results,” Stockfish said. “Our people have done an outstanding job driving improvement in safety and operational excellence over the past several years, and they also do terrific work to support the communities where we operate.”
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Roseburg Aligns Commercial Structure with Markets
Roseburg, Springfield, Or., has made additional refinements to its Commercial Organization overseen by senior vice president/chief commercial officer Ashlee Cribb. Effective Jan. 1, the Commercial structure is now aligned to market channels. A pair of directors will lead each market channel, one from the sales team and another from a newly created strategic business management team. Industrial Distribution and OEM will be led by sales director Phil Pierot and business director Tim Pruitt. Wholesale and Retail Distribution will be led by sales director Tom Wardach and business director Jim Buffington. Business directors are responsible for channel strategies that develop markets, generate demand, and drive innovation. A Client Care team is being created in the Supply Chain and Logistics team that will focus on afterthe-sale service to the client. Mike McCollum was named business director-international. Marketing director Dawn Garcia and Rick Whitmore, director of supply chain & logistics, continue in their current roles. “This mix of roles allows us to be more effective in how we service our clients and move alongside them with products and services to help them grow,” Cribb said.
SUPPLIER Briefs PrimeSource Building Products is now distributing Envision Building Products’ Envision com-
posite decking from its Denver, Co., and Seattle, Wa., distribution centers.
Canfor Corp., Vancouver, B.C., and Great Pacific Capital mutually called off their plan to buy the remaining 49% of Canfor that it does not already own and take the company private. Although the deal was supported by a special committee from Canfor’s board, a proxy vote by Canfor shareholders showed just 45% approving. Johns Manville, Denver, Co., agreed to purchase the ITW Insulation Systems division of Illinois Tool Works, Glenview, Il. Habitat for Humanity closed its Pocatello, Id., ReStore on Dec. 14 and reopens in a larger space Jan. 7. Building-Products.com
Building-Products.com
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THINKING Ahead By Michelle Spence, DMSi
Get in the relationship business sales manager. When a corporate buyout eliminated my position, I landed at the largest moulding distributor in Southern California—also as inside sales manager. My work implementing the Agility Enterprise Resource Planning software at both firms introduced me to DMSi, where I recently celebrated my five-year anniversary. Over the years, my career has taken me from an entrylevel administrative job to the position of senior account executive, with a degree in business management (it took a while, but I got there!) to back it up. I’ve had the pleasure along the way of becoming an Agility expert and even creating my own cycle count program to help manage inventory. More than three decades into this industry, my focus is no longer on advancement—I’m exactly where I want to be, content just to be doing the work that I really, truly enjoy. When I think back on how I got from here to there and to what I owe my success, I always come to the same conclusion: relationships.
Who You Know AND What You Know didn’t choose the building materials industry—it chose me. The door couldn’t have opened at a better time, either! At 24 years old, I was still at a fairly indecisive and stagnant place in my life, with no real sense of direction for the future. I was living at home with my parents and enrolled in junior college, but wasn’t really serious about school then. My short professional background at that point included restaurant management work and, until layoffs came down, a stint with the local school district. I had no experience even remotely related to the wood industry; but when friends of my mom and dad came calling about a potential receptionist job at a hardwood lumber company, I jumped at the opportunity.
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From There to Here
Within a year of taking the front-desk position, I moved up to become assistant to the company’s top sales representative and eventually landed the title of inside
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As a very social person—I can walk into a room full of strangers and join a conversation or start one of my own with no problem—establishing and maintaining relationships has never been difficult for me. But because of that particular personality trait, it escaped me as a young person just how important relationships are in business—and this one, in particular. I would come to understand that later. For the time, they were simply a part
About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at nawla.org.
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A Special Series from North American Wholesale Lumber Association
of my life and the anchor that kept me grounded in the industry. Relationships with two key individuals at my first job in the industry, at the hardwood lumber company, propelled me along my path. One was with the firm’s star sales rep, who just so happened to be a woman—at a time when we rarely held sales or management positions in this business. I was hungry and eager to learn; any time there was a project, I was the first to raise my hand. Yes, I’ll do it! She saw that energy in me and requested me as her assistant, which gave me the momentum I needed to advance.
Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale. Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders. This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18. Registration for the spring course is now open! Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success. What better way to start the new year than with fresh insights, connections, and experiences? Register at www.nawla.org.
But it was the owner of the company who was pivotal in making that happen. Lynn Monthaven, who eventually sold his business and has since retired, proved to be a valuable mentor, friend, and fantastic role model! Race, age and gender were never anything that he saw. That’s another reason I was successful there. He saw talent in somebody, and he wanted to hone in on that and help them grow. I was lucky—I might not have had the same experience somewhere else. The lessons I learned from him, which equipped me for success in the industry, are still applicable today. Lynn truly helped me, and won my loyalty in return. It was easy to stay on, which I did for 17 years with no regrets. Relationships continued to play a huge part in my career development even after my time with the
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hardwood lumber company. The work connections I made prior to joining DMSi, for example, eased the transition when I changed jobs. Because I previously was a DMSi customer, I already had a decent relationship with probably a dozen people working there. As a remote employee, a major adjustment for me, I might not have reached a comfortable place and found some rhythm had it not been for those preexisting ties with my new coworkers. Meanwhile, other relationships I cultivated over the years continue to serve me in my current position. Although the work is so different that I sometimes joke about “changing careers,” I’m still linked to the building materials industry—just in a less direct way. Even so, I’m able to apply the knowledge I’ve gleaned over the years for my current position and call on those contacts I’ve built over time, because I still know those people.
To The Up-And-Coming:
When I look back to the start of my career, I’ll never forget the individuals who saw talent and potential in me and invested in my growth. When I see those same qualities in young people today—the children of friends, for example, who may be now where I was back then, still trying to figure it all out—I try to instill in them the lessons I’ve learned. Chief among them is the importance of relationships, and the loyalty needed to nurture those connections. It seems that today’s workforce jumps around quite a bit. They join a company, get what they need from it, and then they’re gone. They don’t necessarily burn bridges, but it can be difficult to create and develop relationships when you’re moving and grooving like that. In sales, you have to stand out, but how do you do that if you don’t stay anywhere long enough to prove yourself? And how do you distinguish yourself if you’re selling the same product for just about the same price as another vendor? What’s going to drive that customer to make the decision to buy from you? If you haven’t maintained that relationship or done what you should have when that customer needed something or if you mishandled a problem they had, you’ve given the perception that maybe you didn’t care as much as “the other guy.” That’s when the relationship makes a difference in the decision-making; but I don’t know if you realize that when you’re young. – Michelle Spence is senior account executive for DMSi, Omaha, Ne. (www.dmsi.com).
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MOVERS & Shakers Matthew Buso, ex-MacBeath Hardwood, is new to inside sales at Taiga Building Products, Rocklin, Ca. He replaces Brett Hagen, who has moved to outside sales. Dick Warren has retired from Berry Lumber, Sacramento, Ca., after 50 years in the industry. John Cooper, Southwest regional account mgr. for ML Campbell Wood Finishes, is retiring after 32 years in the building material/paint industry. Sean Ryan, ex-Masonite, has joined MoistureShield, Atlanta, Ga., as regional sales director for the West. John Cook, ex-Boral, now heads the Southeast. William Blanchard, ex-Decks & Docks Lumber, has moved to Boise Cascade, Woodinville, Wa., as product mgr. for the James Hardie line. Mike Wothe has been appointed president of Western Window Systems, Phoenix, Az. He succeeds Scott Gates, who is leaving the company Jan. 31.
Danny Steiger has been promoted to president & CEO of Lumber Traders, Port Angeles, Wa. Jimmy Borello has retired after 56 years with Pacific Ace Hardware, Vacaville, Ca. Francis A. Wong was appointed chairman of the board for nonprofit Hawaiian Legacy Reforestation Initiative, Honolulu, Hi. Marc Funk resigned as CEO of Lonza, due to personal reasons. Albert Baehny, chairman, will add the role of CEO on an interim basis. Christoph Maeder will serve as lead independent director. Mike Thaman will retire as chairman of Owens Corning, Toledo, Oh., in April. Brian Chambers, president and CEO, will succeed him. Russ Jordan, VP of import sales & marketing, Arauco North America, was promoted to lead the North America sales organization. Kevin Shotbolt is transitioning from VP of domestic sales to advisor to the North America sales team for the first half of 2020.
Paul Sehn was appointed senior vice president-sales & marketing for Structurlam, Penticton, B.C. Michael Darby is now CFO, and Greg Johnston senior VPmanufacturing & operations. Mike Dawson, Norbord retiree, was presented the 2019 Bronson J. Lewis Award at APA’s annual meeting in Tucson, Az. Anna Prentice has hired on as manager trainee at Mungus Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.
Teens Take Forestry Challenge
On Nov. 6-9, 117 students from 16 local high schools participated in the 2019 San Bernardino Forestry Challenge at Green Valley Lake Christian Camp, near Green Valley Lake, Ca. One of the highlights for the students this year was the opportunity to conduct a forest inventory of the 120-acre Sawmill Tract near Twin Peaks. A fuels reduction project is ongoing, and the tract is also in the process of becoming CalFire’s newest Demonstration State Forest (DSF).
NORTH IDAHO POST AND POLE 208-772-3942 Rathdrum, Idaho nippbvc@msn.com www.northidahopostandpole.com
As the manufacturer, we will sell mill direct, premium round wood, consistent diameter, Furniture through AG grade round wood: • Doweled Rail Fencing • Blunt Fence Posts and Rails • House Logs • Specialty Milling • Jump Rails • Hand Rail
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Students used their data to determine if the forest condition is in a fire-safe condition and suggested goals and uses for the tract once it becomes a DSF. During the challenge, teams of students also completed field training, followed by a field test, to assess their technical forestry knowledge and data collecting skills. “This is an amazing opportunity for our students to work out real scientific problems with the assistance of forest professionals,” said Littlerock High School teacher Robin Olsen. Isabell Ortega, a senior at Sonora High School, summed it up: “This experience has opened my eyes to the management required to keep our forests healthy and reduce the risk for forest fires and wildfires. I am now looking at forestry as a career.”
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MORE THAN 100 Southern California high school students participated in a forestry competition.
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SPECIAL Focus By Western Wood Products Association
The western lumber industry in statistics HE WESTERN WOOD Products Association Statistical Yearbook of the Western Lumber Industry is produced each year to provide the annual summary of western softwood lumber production activity by western state, region and species. The western sawmill profile covers timber sources, distribution channels, and principal markets by state and
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region. Also included are foreign trade statistics for logs and lumber, as well as U.S. housing starts and estimated softwood lumber consumption by market. Many statistics include a nineyear history. Highlights are featured in the charts below. This and other statistical reports are available at www.wwpa.org/resources/ statistical-reports. WWPA represents lumber manufac-
January 2020
turers in 12 western states and Alaska. WWPA is a nonprofit lumber trade association accredited by the American Lumber Standard Committee as a Lumber Grading Rules Writing Agency as well as an Inspection Agency to serve lumber mills for grade-marking of lumber products. To support western lumber users and producers, western lumber product literature and Western Lumber Grading Rules book are available at www.wwpa.org.
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SPECIAL Focus By Western Wood Products Association
2020 cycle of Prop. 65 notiďŹ cation service begins next month Settlement Executive Summary shows nearly $32.5 million paid in settlements in 2018 which was $10 million more than 2017. In addition, $27.2 million was paid in attorney fees alone last year and the enforcement cases are expected to continue in the years to come. The risk of enforcement is very real and wood products companies should be taking immediate steps to protect themselves from enforcement actions. Wood products that are subject to Prop. 65 regulation for Wood Dust notification are raw wood products including logs, sawn lumber, plywood and composite wood panels, engineered structural wood products, and similar wood products. In addition to Wood Dust, wood products emit other chemicals on the Prop. 65 list of substances. Currently, the only safe harbor protection for wood dust warning for lumber and wood products sold to the general public in the state of California is for the retailer to post warning signs that are 8.5x11 inches in size, with a minimum font size of 20-point type that contain the tailored safe harbor language for lumber & wood products and contain the international symbol accompanied by the capitalized word WARNING.
LUMBER RETAILERS in California must post Prop. 65 warning signs.
ood Products businesses, including producers, wholesale/distributors, and retailers, that currently sell wood products that will be sold to California consumers are subject to California Proposition 65 regulations. These regulations are administered by the California Office of Environmental Health Hazard Assessment, which on Oct. 4, 2019, announced its proposed changes to the regulation. Companies that sell into California must be diligent as the enforcement of Prop. 65 increases each year. The Prop. 65
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WWPA works with both the California Attorney General’s office and OEHHA on developing the Prop. 65 notification service for lumber and wood products and has been successfully providing their notification service to the wood products industry for the last eight years, making pursuit of compliance with Prop. 65 regulations much easier than trying to go it alone. If you are interested in more information on the WWPA Prop. 65 Notification Program, contact Dyanne Martin, dmartin@wwpa.org, (503) 306-3480, or Kevin Cheung, kcheung@wwpa.org, (503) 306-3471. Basic information on the WWPA service is at www.wwpa.org/resources/ california-prop-65-wood-dust. Building-Products.com
SPECIAL Focus By Maureen Puettmann, CORRIM
The role of western lumber in carbon mitigation ustaining a growing volume of carbon stored in the forest through sustainable management while increasing carbon stored in harvested wood products provides an important
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climate change mitigation opportunity. Historically, a preferred environmental building product was one that was made from renewable or recycled resources. Today, building materials
TABLE 1: Energy consumption by fuel source for production of softwood lumber in the PNW.
are held to a higher standard of transparency that goes beyond their natural attributes. Builders, designers, politicians, and the general public are asking for a full suite of environmental impacts of materials to meet “green building� standards and state and national emission reduction benchmarks, to name a few. Building materials that have low embodied carbon and energy are sought out, while other functional aspects such as structural performance, ease of installation, and product durability are also desired.
LCA of Western Softwood Lumber
FIGURE 1: Average representation of fuel source for total energy demand for production of softwood lumber in the PNW. (Milota 2015)
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The production of all materials, renewable and non-renewable, has environmental impacts. The environmental consequences, beginning at the extraction of raw materials and product production, such as softwood lumber, are carried forward in the life cycle of product through use, re-use, and ultimately final disposal. All wood products and their production are not equal when it comes to environmental impacts. Some require whole logs, while others utilize the residues produced from other production processes like lumber or plywood production. For over 20 years, CORRIM has documented the life cycle assessment (LCA) environmental impacts and benefits of using wood consistent with International ISO standards for LCA Building-Products.com
FIGURE 2: Net GWP (carbon emitted minus carbon stored) for various components used in a square meter of wall.
research (www.corrim.org). The majority of CORRIM work on structural wood products has been published in two special issues of Wood and Fiber Science (CORRIM 2005, CORRIM 2010) and most recently a special issue in the Forest Products Journal (CORRIM 2017). The 2017 publications highlight many of the changes that have transpired since the first mill surveys collected in 1999 and published in 2005. These include changes in environmental regulations, both at the manufacturing facilities and in the forests; changes in operational efficiency due to forest sector restructuring after the 2008 economic downturn; and improvements in data quality across the supply chain. The growing interest in environmental product declarations (EPDs) for North American wood products warranted new data collection and LCA reports that would conform to changing standards (ULE 2019, ISO 2017). For softwood lumber, 2012 production data was collected from facilities located in the Pacific Northwest (Milota 2015). This region represents western Oregon and western Washington (west of the Cascade Range). The sawmills survey was of average technology. Most reported upgrades in the five years to either the log yard, sawmill, or boiler. Annual production of the mills surveyed averaged 170 million bd. ft. One of the main significant changes that occurred between the two survey years was the switch from about 50% natural gas use in drying to nearly 100% biomass. This is shown with a 53% decrease in fossil fuel use and a 54% increase in biomass for use in boilers from 1999 to 2012. Evaluating energy use and fuel source from cradle to gate for PNW softwood lumber, Figure 1 (previous page) shows that 73% of the energy requirement comes from renewable biomass. To put the significance of biomass fuel in perspective, if all softwood lumber mills in the PNW used wood residues for onsite-energy, it would be equivalent to displacing 981 million liters of gasoline, which is 5,864 million passenger miles. The type of fuel used for production processes is directly linked to the carbon emissions. In LCA studies, carbon impacts are measure in terms of CO2 Building-Products.com
QUALITY WOOD PRODUCTS, GROWN RESPONSIBLY
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Douglas Fir-Larch, Hem Fir, SPF – 2x4 and 2x6 framing lumber Spruce, Pine, Fir (SPF) 2x4 and 2x6 studs and 6- to 9-ft. trims Southern Yellow Pine – 2x4 and 2x12 framing lumber Machine Stress Rated (MSR) Southern Yellow Pine - 4x4 and 4x6 timbers Douglas Fir Plywood – AC, BBOES, CCPTS, CCX, Industrial Panels Medium Density Fiberboard (MDF)
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PotlatchDeltic | 601 West First Avenue Suite 1600 Spokane, WA 99201 | Tel (509) 328-0930 | Fax (509) 327-9409 | www.potlatchdeltic.com
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FIGURE 3: Wood fiber used in square meter of wall for selected wall assemblies.
equivalents or global warming impact (GWP). The GWP for PNW softwood lumber decreased by 46% since the 1999 surveys. Total cradle-to-gate energy consumption for softwood lumber is consumed during production at the facilities (91%), with 5% allocated to forestry operations and 4% to transportation. The representation was a bit different for GWP, where lumber production represented 61% of the carbon impacts, forestry operations 22%, and transportation 17%.
The Role of Mass Timber on Western Softwood Lumber
The majority of North American mass timber production comes from facilities located in the northwest (NW) representing western British Columbia, Washington, Oregon and
Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.
Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell
(509) 874-1163
Yakama Forest Products
Montana (Anderson, et al. 2019). There are two mass timber producers in Oregon, one producing CLT and the second producing Mass Plywood Panels (MPP). In 2018, 53% of the mass timber production capacity was from the Northwest region, 33% from the Northeast, 11% from the SE, and 3% mid. It is reported that the estimated North American mass timber production capacity for building materials is 186,000 m3 for 2018 (65% capacity) (Anderson, et al. 2019). By 2020, it is estimated that the Northwest will be producing 76% of U.S. mass timber production (Anderson, et al. 2019). We are just at the beginning of assessing the environmental impacts of mass timber components and in their environmental performance in buildings. The carbon mitigation potential of mass timber buildings goes well beyond the embodied carbon from cradle-to-gate (Figure 2 on previous page). We will not know the true carbon benefit until we assess the different applications for mass timber in high-rise buildings by displacing steel and concrete, the potential for a longer service life, and the opportunities for reuse and recycling. One can expect many innovations in how a mass timber wall or floor will be used, given that its use is just at the beginning of a technology-driven learning curve. Cross-laminated timber is still in its early learning curve, and additional research is required to track how it responds over time to lower embodied carbon from changes in production, as well as building design. CLT could provide the opportunity for much easier reprocessing at end of life and the potential for much higher carbon stores than conventional low-rise building products. However, using it to displace conventional low-rise buildings might not prove has an efficient use of resource compared to conventional residential wood-frame walls (Figure 3).
3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162
– Maureen Puettmann is director of operations for CORRIM, the Consortium for Research on Renewable Industrial Materials (corrim.org).
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SPECIAL Focus By Western Wood Products Association
WWPA/NAWLA EVENT SITE: JW Marriott Desert Springs Resort & Spa, Palm Desert, Ca.
WWPA, NAWLA to combine annual meetings estern Wood Products Association will team up with North American Wholesale Lumber Association March 8-10 for the 2020 Leadership Summit + Annual Meeting, in Palm Desert, Ca. The meeting will be held at the JW Marriott Desert Springs Resort & Spa. The resort features lakes, pools, two golf courses, access to Starbucks, a Japanese steakhouse, and four other eateries. Before attendees begin their formal business, they will have an opportunity to meet Saturday evening March 7 at the IceBreaker reception. This meetand-greet has been a popular introductory rendezvous since the first WWPA/ NAWLA combined meeting, one of many networking opportunities offered to members and their guests during the event. Beginning Sunday March 8 at 8:30 a.m., WWPA members and associate members can get an insiders viewpoint on how industry lumber grading rules are developed and standardized during the WWPA Quality Standards/ Technical Committee Meeting. Regular
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topics of discussion range from lumber testing, design values, ALSC updates, grademarks and reports on WWPA Quality Standards/Technical programs and services. The Sunday agenda continues with the Wine, Dine + Nine golf outing. This year’s event takes place at the JW Marriott beginning at 11:00 a.m. A box lunch will be provided for golfers. For non-golfers, two bike tours will be available, a scenic bike tour and a mountain bike tour. Both events begin at 11:00 a.m. Lunch and plenty of water is included. A jeep tour is also available, exploring the rugged canyons and oases on the San Andreas Fault. The Sunday schedule concludes with the NAWLA + WWPA Welcome Reception at 6:00 p.m. For those wanting to exhibit their products and services during the event, table tops will be available beginning Monday morning March 9 and continuing Tuesday March 10. The 2019 meeting topped 375 attendees and this year’s audience for tabletop exhibitors is projected to be equal to last year’s event. The Leadership Summit + Annual
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Meeting has presented many dynamic industry speakers and inspirational personalities. The 2020 lineup is expected to be one of the best. An eclectic series of topics featuring some of the industries top analyst and executives will be presented, including Alan Shaw, vice president, Norfolk Southern on “The Future of Railroading from Norfolk Southern;” Buddy Hobart, founder and president, Solutions21, on “Succession Planning and Leadership;” and Jennifer Cover, president and CEO of WoodWorks, on “Mass Timber Construction: State of the Art, State of the Market.” Monday’s agenda also includes the prestigious WWPA Master Lumberman Awards. Since 1968 this distinguished award has been presented to outstanding lumbermen who have demonstrated 20 years or more of excellence in the profession. A full agenda can be viewed online at the WWPA website (wwpa.org). Online registration is available at the NAWLA website (nawla.org). Early-bird registration ends Jan. 31, 2020. Hotel room rate ends Feb. 14, 2020.
Building-Products.com
Building-Products.com
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NEW Products
Speed Sander
Modular Pergola System The LINX Modular Pergola System from Wild Hog Railing makes building a pergola a snap. Versatile components made from high quality steel with durable finishes allow endless configuration possibilities. The connectors are compatible with 4x4 posts to easily complete a dream project in under an hour. n WILDHOGRAILING.COM (707) 483-1627
DeWalt’s new 20V MAX XR Brushless Cordless 1/4 Sheet Variable Speed Sander provides users with the power and runtime needed to get the job done. A variable, seven-speed dial offers speed control from 12,000 to 14,000 OPM, allowing users to match the sander’s speed to their application. At 5.3” tall, 6” long, 4.6” wide, and 2.1 lbs. without a battery, the sander is low-profile, sitting close to the work surface for precision in detailed applications. To aid in dust collection, the sander features a one-handed locking dust bag that attaches securely to the sander through its AirLock-compatible dust port. The tool has a rubber over-mold grip that provides comfortable sanding, while a paper clamp is designed to hold paper securely and provide easy installation. n DEWALT.COM (800) 433-9258
Welded Deck Railing Panels Fortress Building Products has added an innovative bamboo capped-composite that’s reportedly 40% lighter, yet provides twice the strength of competitive decking options and unprecedented span ratings. The Infinity I-Series is engineered, with its I-beam shape, to handle heavy loads, while its use of bamboo in place of basic wood fillers helps boards resist moisture. A range of earthtone colors are offered. Dual embossing ensures that no two boards ever have the same grain pattern. The line features increased marring and scratch resistance, fully backed with a 25-year warranty.
Deckorators has introduced ALX Contemporary pre-assembled aluminum deck railing in welded panels. The pre-assembly quickens railing installation, while the welding maximizes rigidity and strength. The railing features a modern look with a thick powder-coated finish that resists scratches and corrosion, and a sleek 2” wide rectangle top rail profile paired with square balusters. Panels come in four colors: textured black, textured white, weathered brown, and bronze. It is available in 36” and 42” heights and 6- and 8-ft. on-center lengths when installed between 2.5” posts. The 2.5” kits consist of one-piece post trim and a leveling plate. Pre-assembled adjustable stair rail panels and two-piece post trim are also offered.
n FORTRESSDECK.COM (844) 909-4999
n DECKORATORS.COM (800) 332-5724
Bamboo Capped Composite
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Railing Rebrand AZEK Building Products is transitioning its popular composite RadianceRail, Premier Rail, and Trademark Rail lines to a universal common bottom rail and reclassifying them as the Classic Composite Series. Included in the series is a new composite Drink Rail top rail option, which allows homeowners to use a deck board as the top rail. The change gives homeowners a universal system with four distinctive top rail options. n AZEKCO.COM (877) 275-2935
Casement Corner Drive ProVia’s new corner drive system has locking points in the top corner of the window frame, opposite of the hinge and operator slides, to improve the structural performance of larger casement windows. The corner drive assembly transmits the tie bar actuation force around the corner of the window frame at an integrated locking point 3” from the top of the casement window. The integrated locking point reduces sash flex and improves air infiltration performance. This system comes standard on Endure and Aspect casement window that are 24” x 56.25” or larger, and as an option on smaller sizes.
Invisible Gate Closer D&D Technologies has introduced the world’s first hydraulic concealed closer and hinge set in an all-in-one combination. The kit is suitable for both interior and exterior applications for both doors and gates. The ConcealFit Door Closer & Hinge set provides concealed, clean openings for an elegant, distinctive and timeless look. It includes four positional adjustments: lateral, vertical, depth and inclination to ensure perfect installation, as well as adjustable closing speed, latching speed and backcheck allowing a quiet, custom close with no slamming. n DDTECH.COM (800) 716-0888
n PROVIA.COM (800) 669-4711
Deck Rail Inserts Fence Quarter’s new line of wood deck and porch railing inserts is made from knot-free, marine-grade Alaskan yellow cedar. Inserts come pre-assembled, and reportedly can be installed into any existing wood posts and rails. Three designs are offered: the Landmark, a classic vertical railing style; Torrey Pine, with clean lines and two rows of grid squares; and the geometric Bellevue. They come in wood, pre-primed, or pre-painted whites.
On Point Diablo’s next generation 6-1/2” 24-Tooth Tracking Point saw blade produces accurate, smooth cuts on framing materials without bogging down cordless power tools. D esigned for pros , the blade’s rudder-like tooth design reduces vibration and tension, allowing for true, straight cuts from the first cut to the last. It reportedly will deliver up to 65% more cuts per charge in cordless saws. n DIABLOTOOLS.COM (800) 334-4107
n FENCEQUARTER.COM (800) 205-0128 Building-Products.com
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2nd GROWTH HOLIDAY PARTY Photos by The Merchant Magazine
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WEST COAST Lumber & Building Material Association’s 2nd Growth group celebrated the holidays Dec. 5 in Brea, Ca. [1] Brave finalists in the Ugly Sweater Contest. [2] First-place winner Karen Mendoza looks delighted. [3] Natalie & Chris Johnson. [4] Betsy Bendix, Jen Buford, Mo Shearer. [5] Austin Godfrey, Doug Willis, Jeff Donahoo. 19 [6] Ryan Lauterborn, Steve 18 Schroeder. [7] Trevor Beaman, Troy Huff, Steve Schroeder. [8] Scott Whitman, Karen Lewis. [9] Karen Mendoza, Eric Vanlanen. [10] Kobie Jacobs, Ken Dunham. [11] Sean Cummings, Terry Rasmussen, Aaron Castaneda. [12] Mark Boone, Darri Kuhns, Pete Ganahl. [13] Kristen Schroeder, Natalie Johnson Michelle
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Mix. [14] Stephanie Barrios, Jacqueline Palazzio. [15] Pete Meichtry, Mark Huff. [16] Steve Mitchell. [17] Sean Knight, Joe Morin. [18] Ben Wysocki, Brendan Porter. [19] 2nd Growth past presidents Danny Sosa, Steve Schroeder, Pete Ganahl, Bill Sullivan, Rex Klopfer, Terry Rasmussen. Building-Products.com
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2nd GROWTH HOLIDAY GOLF
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THE MORNING AFTER the West Coast Lumber & Building Material Association’s 2nd Growth holiday party, the group hosted its holiday golf tournament Dec. 6 at Black Gold Golf Course, Yorba Linda, Ca. [1] Michelle Mix, Capital; Charlene Valine and Jean Henning, WCLBMA, Betsy Bendix, Western Woods. [2] Gil Ursulo, Chris Johnson, Alex Uniack, Steve Schroeder, all Ganhal Lumber. [3] Rick Deen, Nichols Lumber & Hardware; Bill Sullivan, Welco/SilvaStar; Mark Huff, Huff Lumber; Rex Klopfer, Ganahl. [4] Matt Perine, Kris Schroeder, Jacob Peppard, Jacob Peppard, Taylor Hart, all OrePac. [5] Brendan Porter, Tax & Financial Group; Alex Matranda, guest; Hector Berrera and Tony Pena, Ganahl. [6] Ryan Lauterborn, Trex Co.; Don May, Ganahl; Larry Christensen and Luis Mendez, Capital. [7] Jim Holden, ECi Solutions; Michell Morse, Champion Lumber; Rob Kirkourian, Member Insurance Agency.
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Timber Products holiday appreciation
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TIMBER PRODUCTS CO., Springfield, Or., hosted its annual customer appreciation holiday luncheon Dec. 6 at the Costa Mesa Country Club, Costa Mesa, Ca. [1] Scott Church, Jen Barnes, Sam Vargas, Courtney Perez-Carillo, Jerry Witherspoon, Jovanni Valenzuela, Shawn Carlisle, Richard Perez, Lance Church. [2] Jake Brosterhous. [3] Wayne Nunnally, David Smith. [4] Greg Bowline, Daniel Libolt, Anthony Carrese. [5] Doug
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12 Clark, Sara Anderson. [6] Ty Hindman, Emmanuel Ramos, Steve Kiphen. [7] Jerry Witherspoon, Brad Irvine, Patrick Cowan. [8] Shirley Cadwell, Don Best. [9] Victor Garcia, Filo Silva. [10] Danny Clark, Jerry Best. [11] Lance Church, Karla Randle, Matt Gaul. [12] David Gonyea, Kelley Rhea, Lori Burke. (More photos on next page)
TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY ACQ ACQPreserve • Borates
D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected
909-350-1214
15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net
www.fontanawholesalelumber.com 48
n The Merchant Magazine n January 2020
Building-Products.com
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TP PARTY (continued from previous page): [13] Mark Avery, Michael Parrella, Steve Killgore. [14] Mark Moreno, Cary Phillips, Richard Macabeo, Billy Cherry. [15] Jon Kemper, Tony Burke. [16] Marty Lovik,
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Photos by The Merchant Magazine
15
Building-Products.com
TP HOLIDAY APPRECIATION
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21 Ben Greenwood. [17] Phil Finston, Randy Lambert. [18] Farhad Abdollahi, Dave Golling. [19] Bob Evans, Dick Brice. [20] Ryan Lineham, Zack Heberer. [21] Stephen Johnson, Janeen Jarrar, Lou Flynn, Brad Moore.
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ASSOCIATION Update
Facilitator Katie Bodiford, executive VP of the Construction Suppliers Association, welcomed the attendees, aided discussions, and presented a segment on “The Ripple Effect.” Speaker Teresa Howes, president of True North Leadership, is a licensed training and development consultant with over 20 years of business experience who believes in the power of people. She addressed individual leadership styles and core value contributions utilizing the Core Values Index. In-depth discussions followed on ways to effectively manage conflict and healthy collaboration.
WBMA drew 43 attendees to its third annual Women in LBM Conference in Tigard, Or.
We ster n Bu i ld i ng Mater ial Association kicks off the new year with an estimating workshop Jan. 20-21 at the DoubleTree Seattle Airport, Seattle, Wa. It’s followed at the same venue by a pair of “Sales Playbook” seminars by Rick Davis— for LBM dealers on Jan. 22 and for vendors on Jan. 23. Casey Voorhees will lead an intro to LBM sales class Feb. 25 and an
estimating workshop Feb. 26-27 at the Holiday Inn, Salem, Or. WBMA held a Women in LBM Conference right after its recent annual convention in Tigard, Or. Fortythree women from retailer and supplier members of WBMA came together to share and gain knowledge from each other’s experiences and learn effective methods for communicating with different generations and personalities.
PARR
LUMBER COMPANY 14023 Ramona • PO Box 989 Chino, CA 91708
www.parrlumberchino.com (909) 627-0953 Fax 909-591-9132
• Plywood/OSB
• Hardwood Panels
• Plyforms
• Dimension Softwoods
• Composites
• Dimension Hardwoods
• Melamines/Vinyls
• Pine & Fir Boards
Michael Parrella – x15 • Chris Hexberg – x22 Janet Pimentel – x23
• Joe McCarron – x21
Nestor Pimentel – x31 • Bert McKee – x16 George Parden – x28
• Steve Daugherty – x18
Dominick Cosolo – x14
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n The Merchant Magazine n January 2020
West Coast Lumber & Building Material Association’s 2nd Growth group installed Ryan Lauterborn, Trex, as its new president. Daniel Hines, LP, is VP; Michelle Mix, Capital, secretary; Stephanie Barrios, Ganahl Lumber Co., treasurer; and Steve Schroeder, Ganahl Lumber, immediate past president. National Lumber & Building Material Dealers Association has opened registration for its 2020 spring meeting & legislative conference to be held March 23-25 at a new venue, the Westin Washington City Center Hotel in Washington, D.C. North American Wholesale Lumber Association leadership began its new terms Jan. 1, headed by chair Tom Le Vere, Weekes Forest Products. Bethany Doss, Capital Lumber, Healdsburg, Ca., is 1st vice chair; Bill Price, All Star Forest Products, 2nd vice chair; and Rob Latham, Tri-State Forest Products, secretary/treasurer. American Wood Council elected LP’s Neil Sherman as its new chairman, succeeding Roseburg’s Allyn Ford. They are joined on the board by 1st vice chair T. Furman Brodie, Charles Ingram Lumber; 2nd vice chair Eric Cremers, PotlatchDeltic; and new directors Nate Jorgensen, Boise Cascade; Kevin McKinley, Canadian Wood Council; Keith O’Rear, Weyerhaeuser; and Todd Payne, Seneca Sawmill. Returning to the board are Mike Dawson, Norbord; Marc Brinkmeyer, Idaho Forest Group; George Emmerson, Sierra Pacific; Nate Jorgensen, Boise Cascade; Fritz Mason, Georgia Pacific; Sean McLaren, West Fraser; Andrew Miller, Stimson Lumber; Joe Patton, Westervelt; Ricky Stanley, TR Miller Mill; and Fred Stimpson, Canfor Southern Pine. Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Los Angeles Hardwood Lumberman’s Club – Jan. 9, meeting, Heroes Restaurant, Fullerton, Ca.; www.lahlc.net. Associated California Loggers – Jan. 14-16, annual meeting, Atlantis Resort, Reno, Nv.; www.californialoggers.com. Tacoma-Olympia Hoo-Hoo Club – Jan. 15, board meeting, Elmer’s Restaurant, Tacoma, Wa.; tbilski614@aol.com. Western Pallet Assn. – Jan. 17-21, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org. Western Building Material Assn. – Jan. 20-21, estimating workshop; Jan. 22, sales seminar for dealers; Jan. 23, sales seminar for vendors, DoubleTree Seattle Airport, Seattle, Wa.; www.wbma.org. International Builder’s Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.buildersshow.com. Western Forestry & Conservation Assn. – Jan. 23, annual conference, Heathman Lodge, Vancouver, Wa.; www.westernforestry.org. Sacramento Hoo-Hoo Club – Jan. 28, annual initiation, Club Pheasant Restaurant, West Sacramento, Ca.; jtaylor@taigabuilding.com. American Wood Protection Association – Jan. 28-29, winter 2020 executive committee meetings, Birmingham, Al.; www.awpa.com. International Surface Event – Jan. 28-30, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com. National Association of Wholesale-Distributors – Jan. 28-30, executive summit, Fairmont, Washington, D.C.; www.naw.org. Black Bart Hoo-Hoo Club – Jan. 29, Industry Night, Broiler Steak House, Redwood Valley, Ca.; www.hoohoo.org/clubs/181. Humboldt Hoo-Hoo Club – Jan. 30, crab feed, Eureka Elks Lodge, Eureka, Ca.; www.hoohoo.org/clubs/63. Mid States Distributing – Jan. 31-Feb. 2, Winter Rendezvous, Phoenix Convention Center, Phoenix, Az.; www.msdist.com. Willamette Valley Hoo-Hoo Club – Feb. 7, crab feed, Shadow Hills Country Club, Eugene, Or.; www.hoohoo.org/clubs/33. Northern Utah Home Show – Feb. 7-8, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com. Colorado Springs Home & Landscape Expo – Feb. 7-9, Colorado Springs, Co.; www.homeshowcenter.com. Do it Best – Feb. 7-10, spring market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com. Sacramento Hoo-Hoo Club – Feb. 8, annual Valentines dinner, Delta King Riverboat Hotel, Sacramento, Ca.; jtaylor@taigabuilding.com. Tacoma-Olympia Hoo-Hoo Club – Feb. 11, annual crab feed, High Cedars Golf Course, Orting, Wa.; tbilski614@aol.com. Southern California Hoo-Hoo Club – Feb. 12, speaker meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org. Los Angeles Hardwood Lumberman’s Club – Feb. 13, billiards tournament, Danny K’s, Orange, Ca.; www.lahlc.net. True Value – Feb. 14-16, Spring Reunion Market, New Orleans, La.; www.truevaluecompany.com. North American Wholesale Lumber Association – Feb. 20, regional meeting, Portland, Or.; www.nawla.org. LBM Advantage – Feb. 24-26, meeting & show, Gaylord Palms Resort & Convention Center, Kissimmee, Fl.; www.lbmadvantage.com. RESNET – Feb. 24-26, building performance conference, Scottsdale, Az.; www.resnet.us. Western Building Material Assn. – Feb. 25, intro to LBM sales; Feb. 26-27, estimating workshop, Holiday Inn, Salem, Or.; wbma.org. Orgill – Feb. 27-29, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com. Building-Products.com
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IN Memoriam Robert E. “Joe” Kelly, Jr., 72, co-founder of Kelly Lumber Supply, Pendleton, Or., died Dec. 1. After earning a degree in accounting and business in 1969, he went to work for First National Bank, moving up to assistant manager. In 1979, he joined Pendleton Truss & Lumber, where he became manager. In 1987, he moved to Wheatland Insurance. In 1998, he and his wife, Terri, opened their own lumberyard. J. Douglas “Doug” McKay, 81, former owner of North Douglas Wood Products, Drain, Or., died Dec. 4 due to leukemia-related complications. After graduating from the University of Oregon in 1959, he became an officer in the Air Force. Ned Wolf, 88, longtime VP of purchasing for Do it Best Corp., Fort Wayne, In., died Dec. 13. The younger brother of former Do it Best chief Don Wolf, who passed away three months prior, Ned spent 47 years at the co-op and its predecessor, Hardware Wholesalers Inc., before retiring in 1995.
LMC Dealers Get an Edge at Expo
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n The Merchant Magazine n January 2020
LMC dealers gathered at the LMC Expo in Philadelphia on Nov. 20-21 to gain insight, analyze the state of industry, and plan their purchasing strategies for the upcoming year. “Whenever we get an opportunity to get in front of our dealers face-to-face and network in this kind of environment, good things happen for everybody,” said Andy Toombs, LMC senior VP-purchasing. “It’s very intimate, very casual. It gives our members the opportunity to come and make changes or additions to their current programs depending on what’s going on in the market. For others, it’s a discovery process. We have new dealers here who may not have done this before. So we have LMC staff interacting with the members and suppliers to help guide them through the process.” The event kicked off with a component alliance meeting, which included roundtables for dealers that manufacture roof and floor trusses as well as wall panels. Day two began with one of the most important events at the Expo: the 2020 Forest Products Industry Outlook Supplier Forum. The session featured key industry experts discussing their outlook for the coming year, helping dealers to create action plans and purchasing strategies for 2020. Mike Almond, GM of North American sales at Canfor, said wildfires and insect infestation in western Canada has drastically reduced overall supplies. “Domestically, in North America, there isn’t enough supply there to replace what we’ve had to curtail in Western Canada,” Almond said. “Diversification is very important. Forestry is one of those businesses where you are managing timber on a 75to 80-year life cycle. You have to plan for these things.” Doug Asano, VP of sales & marketing at Huber Engineered Woods, agreed that shifting strategies will be necessary in the new year: “There have been some curtailments in supply, but we think there is potential for inflationary pressure and it all depends on demand.” Following the forum, dealers hit the Expo floor where they were greeted by LMC team and core supplier partners. On the final day of the Expo, NAHB chief economist Robert D. Dietz, PhD., shared insight on the economy for 2020 and its potential impact on the building industry. Building-Products.com
ADVERTISERS Index Page 29, 52
Building-Products.com
Cover IV
PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com
www.building-products.com 13
C&C Wood
41
Redwood Empire www.buyredwood.com
www.ccwoodproducts.com 47
Capital
43
Seneca Sawmill www.senecasawmill.com
www.capital-lumber.com 9
Collins
Cover I
Simpson Strong-Tie www.strongtie.com
www.collinswood.com 15
CT Darnell
19
Siskiyou Forest Products www.siskiyouforestproducts.com
www.ct-darnell.com 17
DMSi
11
Snider Industries www.sniderindustries.com
www.dmsi.com 29, 52
526 Media Group
15
Sunbelt Rack www.sunbelt-rack.com
www.building-products.com 48
Fontana Wholesale Lumber
37
Swanson Group Sales Co. www.swansongroupinc.com
www.fontanawholesalelumber.com 27
Huff Lumber Co.
25
Timber Products Co. www.timberproducts.com
www.hufflumber.net 49
Jones Wholesale Lumber
7
Universal Forest Products www.ufpedge.com
www.joneswholesale.com Cover II
Maze Nails
28
Rough TiMbeRs Utah Wood Preserving uTiliTy Poles
www.utahtreatedwood.com PRessuRe TReaTed
www.mazenails.com 33
MCL Lumber Products
Cover III
Borates CA-C
Above + Ground Contact
luMbeR
FiRe ReTaRdanT
TReaTed luMbeR Versatex and PlyWood
www.versatex.com
www.mid-columbialumber.com
Call the experts: • Robert Moore • Jim Winward
UTAH WOOD PRESERVING CO.
5
Norbord
35
1959 SOUTH 1100 WEST WOODS CROSS, UTAH
Western Lumber Co.
PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440 PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037
www.westernlumber.com
www.norbord.com 23, 51
North American Wholesale Lumber Assn.
40
Yakama Forest Products www.yakama-forest.com
www.nawla.org 32
North Idaho Post & Pole www.northidahopostandpole.com
3
Pacific Woodtech www.pacificwoodtech.com
50
Parr Lumber www.parrlumberchino.com
21
Pelican Bay Forest Products www.pelicanbayfp.com
39
PotlatchDeltic Corp. www.potlatchdeltic.com
Building-Products.com
Welcome Aboard!
The Merchant Magazine is excited to introduce you to a new first-time advertiser, North Idaho Post & Pole. For 50 years, North Idaho Post & Pole has been providing quality doweled and lathed wood products to dealers and distributors across the country. As a manufacturer, it sells mill-direct, premium roundwood, of consistent diameter, Furniture through AG grade. Products include doweled rail fencing, blunt fence posts and rails, house logs, jump rails, hand rail, and specialty milled items. When you’re in need of such products and services, please give them a look.
January 2020
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FLASHBack 90 Years Ago This Month
Ninety years ago this month, The California Lumber
Merchant showed a number of lumber companies getting creative in their marketing of wood products. For 14 years, a group of lumber manufacturers had been funding a Building Material Exhibit on the ground floor of a highrise office building in downtown Los Angeles. The displays, which allowed builders to view the latest trends in home construction, were originally housed inside the Metropolitan Building on Fifth and Broadway, but were relocated to inaugurate the opening of the new Architects’ Building on Fifth and Figueroa. In its new setting, the exhibit occupied the ground floor, foyer and mezzanine floor. It featured displays furnished by Hammond Lumber, Red River Lumber, Cadwallader-Gibson Co., Built-In Fixture Co., California Redwood Association, and Hardwood Dealers (E.J. Stanton & Son, Western Hardwood Lumber, W.E. Cooper Lumber, C.W. Bohnhoff, and California Panel & Veneer Co.). In other news of January 1930: • The West Coast Lumbermen’s Association planned to erect a nailed wood oil derrick at the Oil Equipment & Engineering Exposition to be held in Los Angeles’ Shrine Auditorium. The derrick was to be roughly 130 ft. tall, and built to the standard plans devised by the National Lumber Manufacturers Association after two years of testing
JANUARY 1930 cover highlighted Schumacher Wall Board’s Grip-Lath plaster base.
at UCLA. The derrick would be part of an entire wood exhibit that would also include wooden walking beams, rig members, and a display of grademarked lumber. • A Japanese construction crew excavating for a modern sewer in Tokyo dug up a network of ancient wooden water pipes—still sound after 340 years. An expert noted, “When Tokyo was a mere fishing village known as Yedo, these pipes were laid by the first shogun or feudal lord to establish an independent capital. The pipes brought water from a river about 40 miles away and when installed were considered a superlative example of modern convenience.” • As Pickering Lumber, Springfield, Mo., expanded through Texas and into California, company president W.R. Pickering jumped into aviation, flying whenever possible. On one recent trip from L.A. to Kansas City, he made the 1,400-mile journey in 10 hours, 35 minutes—a then-record for the trip. The flight usually took 13 hours. While air travel took off, Pickering Lumber did not. One year later, plagued by the deepening Depression, the owner began shuttering his 37-year-old company.
HAMMOND Lumber’s exhibit in L.A.’s Architects’ Building was of Mayan architecture, with a sand-blasted redwood frame. In all, shown were 20 hardwoods, 20 different softwood doors, quartered oak parquet flooring, and an assortment of builders’ hardware.
CADWALLADER-Gibson Co. spotlighted its new Bagac veneer doors.
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n The Merchant Magazine n January 2020
CALIFORNIA REDWOOD Association had architect Ernest Irving Freese design an attractive redwood house, including redwood shingled sidewalls, roof, interior paneling and doors.
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The Merchant Magazine (8.25” x 8.75”)
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