The Merchant - Jan 2024

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THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

EXTERIORS SPECIAL ISSUE • SIDING & ROOFING • HANDLING, STORING & SELLING WESTERN WOODS

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January 2024

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Volume 103 • Number 1

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anuary 2024

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

January 2024

STAY CONNECTED ON SOCIALS:

VOL. 103 • NO. 1 |------------

@BPDMERCH

10

14

FEATURES

DEPARTMENTS

10 14 16 20 26 45 46

08 ACROSS THE BOARD

FEATURE STORY Where demand is headed in roofing, from solar to “high-value” products

PRODUCT SPOTLIGHT Dealers begin to side with mortarless stone veneer

INDUSTRY TRENDS What homeowners are buying for their exteriors: top picks for siding, windows

SELLING WITH KAHLE

30

OLSEN ON SALES

22 TRANSFORMING TEAMS 28 MOVERS & SHAKERS 42 NEW PRODUCTS

Is the allure of the status quo holding you back?

48 IN MEMORIAM

INDUSTRY NEWS

49 DATE BOOK

Murphy, Cascade team up on colormatched alder line

PHOTO RECAP West Coast Lumber & Building Material Association’s 2nd Growth Christmas party

49 ADVERTISERS INDEX 50 FLASHBACK

EVENT RECAP Portland lumber wholesalers give back for the holidays

SPECIAL REPORT

30

18

THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

EXTERIORS SPECIAL ISSUE • SIDING & ROOFING • HANDLING, STORING & SELLING WESTERN WOODS

January 2024

WESTERN WOODS Western Wood Products Association presents: • Keys to proper lumber storage & handling • Design values for U.S. and Canadian species group combinations • Specifying western species framing lumber grades • The scoop on WWPA’s annual meeting

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DIGITAL EDITION

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12/20/23 10:42 AM

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THE OFFICIAL PUBLICATION OF

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

SECRET SANTAS ------------ BY PATRICK ADAMS IT WAS JUST BEFORE Christmas and, while my daughter was in volleyball practice, I decided to make a Costco run.

I was already having second thoughts as I approached the holiday parking lot, but the wife needed some things.

I wasn’t 10 feet in the door when I spotted a young couple looking at the stacks of items that none of us know we need until we walk into Costco. We made eye contact and the young woman spun around and said with a big smile, “You know, I was going to wear a short-sleeved shirt like you, but I thought it would be cold inside, so I put on this sweatshirt and now I’m roasting.”

About 100 things were going through my mind as I processed this, while keeping mind of who was behind me and the pressure of my wallet in my pocket. Did I know this couple? Is she on drugs? Or perhaps what was coming next was, “Have you been saved?” or perhaps even, “You know, I have this great Amway moisturizer out in my car you should try!”

Instead, I simply replied, “Yeah, you can never predict Southern California weather. Tonight, it will be 40 and tomorrow will probably be 85 and we’ll be wearing shorts.”

They both were smiling ear to ear and as I started to walk away, she said, “I know! Isn’t it great! So, did you come to Costco for anything in particular?” Now I’m really confused.

They have no name badges or uniforms. What is going on? I know there are many parts of the country and world where this is commonplace. In Southern California, if you get anything other than a blank stare or scowl, it is a red flag.

I finally responded with a guarded smile, “Just a couple things for the wife that I’m hoping don’t lead to the normal $250 cart full of things I didn’t know that I needed.” There were a few more back and forths with big smiles on their parts, then I was off. As I walked up and down the aisles tossing things into the cart, I couldn’t get this encounter out of my mind. What was this all about?

I actually bumped into them once more at the back of the store and again, a quick exchange full of smiles and off again. What the heck was going on? Finally, as I approached the checkout, I saw them both again looking at athletic wear.

I approached them from behind. I said, “OK, you crazy kids, it’s time you come clean!” They both spun around to face their accuser, the young lady with a look of concern on her face.

I said, “OK, you’ve got me. I’ve been walking around this

8 • the merchant magazine • J

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store trying to figure you two out and I think I’ve got it. I’ve got three guesses, and one of them I’m just trying to soften this discussion by being funny. Are you game?” The smiles returned and they both nodded with her sharing an enthusiastic “Yes!” “Guess number one: you’re real-life Christmas elves.

Guess number two: this is a social experiment that I’ve been a part of. Guess three: you’re just the nicest, happiest people in the entire state of California.”

Tears welled up in her eyes. His eyes dropped to the floor.

This was not the reaction I was expecting. Her smile came back and she said, “That may be the nicest thing anyone has said to us today.” She went on to explain that her mother had recently, unexpectedly passed away, everyone around them seemed angry, and they found themselves getting angry too, so they made a New Year’s resolution. They decided that no matter how crazy, they would be happy everywhere, with everyone. It was scary, but they would start conversations with complete strangers hopefully just to make them smile. They just wanted to see what would happen—to them more than the strangers. They were on their second day, but said that they could sense a change in spite of largely being ignored or getting sarcastic responses.

At this point, I admit I had a few tears in my eyes too and could only think about how sad our state of affairs is these days. I just replied, “No matter what, keep it up, you two. The world needs more people like you. I’m not going to forget this night, and I’m going to tell others about you. Thank you for making my day.” With that, she started bawling, introduced herself, and asked if she could give me a hug. We hugged (while I paid attention to my wallet) and parted ways.

I’m not sure they’ve thought about me again, but I can’t stop thinking about them.

While I may not try their experiment to that degree, the experience has not left me. We have a choice every minute on how we impact the world and those around us. Although I did not get out of Costco for under $250, I did leave with a reminder that we can all do better.

Happy New Year, everyone. I hope someone brings you a smile in this new year!

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

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------------| FEATURE STORY

GAINS EXPECTED WHERE DEMAND IS BIGGEST IN SOLAR, METAL, “HIGHHEADED IN ROOFING VALUE” PRODUCTS WHILE THE OVERALL $24-billion-a-year U.S. market for roofing products will grow ever so slightly over the next three years, certain

10 • the merchant magazine • J

materials will account for the vast majority of gains, according to an expansive new report by the Freedonia Group.

anuary 2024

U.S. roofing demand is forecast to increase slightly from an elevated 2022 base to 277.5 million squares in 2027. Growth in real terms will be restrained, largely due to a decline in conventional housing starts that began in 2022 (following a surge in 2020 and 2021) and is expected to continue through 2024, with sluggish growth thereafter. A slowdown in residential reroofing activity after a surge in 2020 and 2021 will also depress growth.

Market value will see a significant deceleration from the 2017-2022 period, as most roofing product prices will moderate following price spikes that occurred due to supply chain issues and high raw material costs. However, market value is still expected to outpace real growth because of the increasing use of higher-value roofing products with enhanced performance and aesthetic properties. building-products.com

Solar Roofing While most small volume roofing products will see gains throughout the forecast period, solar roofing demand is expected to grow at an exceedingly fast rate due to current and future “green” building codes and state-driven incentives, particularly in California.

California’s CALGreen building code requires most newly built and substantially renovated structures to meet zero net energy criteria by 2030; installing solar roofing can help meet this criteria.

Currently, 25 states offer some sort of sales tax exemption for solar energy devices and 36 states offer property tax exemptions.

More states are expected to offer incentives as the use of solar panels becomes more widespread.

A reduction in solar roofing prices over time—due to decreasing manufacturing costs, economies of scale, government investment, and financial incentives—will also encourage greater adoption of this product.

primarily those related to building construction activity. These include: • levels of housing starts, particularly in the single-family housing segment • the size and age of the U.S. housing stock • interest rates—low interest rates may encourage home and business owners to take out lines of credit often used to fund roof repair and replacement projects • the number and types of commercial buildings erected or repaired in any given year

• the type of roof (e.g., steepslope or low-slope) installed on a structure that will be repaired or replaced • the types of roofing materials most often specified by contractors and other consumers in a particular region of the U.S. • the roofing materials originally installed on the structure The U.S. has a significant number of homes and businesses with roofs that are at or near the end of their life expectancies. Thus, age-related reroofing is the most

Metal Roofing Metal roofing has steadily gained share in the U.S. roofing market over the past decade thanks to both its good performance and aesthetics. This product’s share of the market will continue to rise due to several factors, including: • homeowners receiving discounts or incentives from insurance companies to install metal roofs, which are considered more durable than traditional asphalt roofs • the fact that metal is structurally sufficient to support the weight of solar panel installations, which will boost demand as interest in solar products grows in some parts of the country • its sustainability (metal roofing can be made from recycled metals) and energy efficiency (metal reflects rather than absorbs heat, stopping extra heat from entering)

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Historical Market Trends Shifts in demand for roofing can vary from year to year and are determined by numerous factors, building-products.com

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January 2024

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All rights reserved.

• the merchant magazine • 11

New vs. Reroofing Trends Both new and reroofing demand will be restrained over the forecast period. Reroofing activity will be limited by the high level of roof repair and replacement in 2020 and 2021—structures that were worked on in that timeframe are unlikely to require additional repairs in the near future—along with the rising use of more durable materials that will need to be replaced less often.

Demand for roofing in new construction will be hindered by the increased construction of roofingintensive structures during the pandemic—such as manufacturing plants, warehouses, and healthcare facilities—which will cool over the next few years. significant driver of roofing demand in the U.S. Additionally, multiple other variables can affect demand for roofing in a particular year or over a short period of time, including: • weather conditions, especially outbreaks of severe weather that can cause widespread damage to roofs (e.g., hurricanes, tornadoes, hailstorms, and winter storms) • changes and modifications to state and local building codes • the adoption of legislation (such as the Tax Cuts and Jobs Act of 2017) that can cause a temporary increase in reroofing activity • insurers requiring homeowners to replace older or worn roofs with newer materials that better resist severe weather on condition of maintaining coverage • changes in the price of raw materials (e.g., asphalt, metal, lumber) that can cause the per-square cost of roofing materials to increase or decrease sharply Roofing demand advanced rapidly in 2020—a marked contrast to the weaker demand levels of 2018 and 2019. This growth was spurred by multiple outbreaks of severe weather across the U.S. and an increase in residential roofing demand precipitated by the pandemic. Levels increased again in 2021 despite continued restraint from supply chain issues and increased inflation. Roofing demand

12 • the merchant magazine • J

in volume terms declined in 2022 due to a loss in housing starts and weakness in commercial building construction, but market value continued to exhibit growth because of continuing inflation and supply chain disruptions.

Value Demand by Product Roofing demand in value terms is expected to rise at an average annual pace of 1% to $24.2 billion in 2027. This significant deceleration in growth from the previous forecast period stems largely from a moderation in most average roofing product prices due to supply chain normalization and reduced residential market demand. Demand will be supported by a shift toward more expensive products that will offset the forecast stagnation in area demand.

In addition, the market continues to move toward higher-value roofing products that are perceived as better-performing and/or aesthetically superior, which will further boost market value. Despite the higher costs, consumers value the longer lifespans (reducing long-term replacement costs) and enhanced curb appeal.

Higher-value roofing products include laminated asphalt shingles, standing seam metal roofing, polymer-modified bituminous membranes, and plastic single-ply and rubber roofing membranes with thicker scrims.

anuary 2024

Building Construction Activity A key factor affecting demand for roofing is the health and composition of the U.S. construction industry. Roofing is installed on virtually every structure erected to keep out the elements and can play an important role in improving a building’s energy efficiency. While the choice of roofing materials can vary due to a number of factors, structures are seldom installed without a roof.

While not all roofs are installed with underlayment, building codes in nearly all U.S. code jurisdictions mandate the use of underlayment in structures with steep-slope roofs.

As a result, construction of residences, lodging, office, and institutional buildings is most important to underlayment sales.

Real building construction expenditures are expected to increase by an average of nearly 1% per year through 2027.

Residential building construction is expected to decline due to elevated interest rates, high material and labor costs, and existing homeowners having already invested in their residences.

Commercial building construction is expected to rebound from the pandemic-induced declines of 2017-2022, thereby supporting the construction of manufacturing and warehouse facilities and office, retail, and lodging sites. MM building-products.com

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

LBM DEALERS report mortarless stone veneer has been gaining traction over the last decade. (All photos courtesy Silvermine Stone)

DEALERS SIDE WITH MORTARLESS STONE VENEER ------------ BY TOM ZIMMERMAN IN RECENT YEARS, the LBM industry has thrived as a breeding ground for new product categories, which have emerged as high-performing replacements for traditional building materials (primarily wood). Consider fiber cement siding, composite decking, or PVC trim, mainstays on the shelves at most LBM dealers today.

Compared to the products they replace, new categories often boast performance improvements, simplified installation, and yield financial benefits for the dealer through higher price points (top-line) that are typically coupled with improved profit margins (bottom line).

The dealers who recognize and embrace category shifts have gained further value in the eyes of their clientele. Introducing their customers to new products that benefit their jobsites, speed up the project, reduce the skill-level required for installation, as well as deliver a better overall project for their own customers are not viewed simply as “suppliers” but as value-added “part-

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ners” which boosts the value of the dealer’s brand, creating customer loyalty.

One category that has been building traction over the last decade, and has recently started to gain a broader acceptance and appeal in the LBM channel is mortarless stone.

The mortarless stone category is a type of cladding (siding) that provides a stone aesthetic. It is unlike traditional “mortar applied” stone (a.k.a. manufactured stone veneer or lick ‘n stick stone), which is installed by masons who follow a series of steps that include covering the wall with metal lath, trowel applying a scratch coat, then individually laying out and adhering each individual stone to the wall with a cement-based mortar. The installation process requires a several days, an artistic level of skill, not to mention a temperate and dry environment, which can pose challenges in certain climates and seasons. building-products.com

MORTARLESS STONE, such as Silvermine Stone shown above in Dover Cliff, is lighter on the jobsite than stone, and less prone to breakage.

UNLIKE ACTUAL stone, mortarless stone veneer is easy to install using standard tools.

Mortarless stone was invented by a mason, who was frustrated with the challenges of installing stone in cold and wet climates. This led him to develop a product that offers the look and feel of manufactured stone veneer without the need for mortar, a scratch coat, or metal lath. It simply installs with a mechanical fastener, such as a screw.

Initially the LBM channel wrestled to adopt mortarless stone veneer, as the category shift wasn’t as obvious as manmade decking. For example, a 5/4 deck board made from wood can be replaced by a 5/4 deck board made from composite. Unlike other product category shifts that upgraded the market from woodbased products from within the LBM marketplace, the mortarless stone category is creating a category shift from the masonry channel to the LBM channel.

Mortarless stone enables the LBM channel to capture sales that are typically serviced by a “masonry channel” and represents a new revenue opportunity for the lumber dealer. The question “Does mortarless stone fit the LBM customer base?” is becoming clear.

Consider the tools used by the LBM dealer’s customers: drills, levels, and saws, compared to the tools used by the masonry channels customers: trowels, wheel barrows, and cement mixers. Mortarless stone is installed with the same tools and skill-set of the customers that are serviced by the LBM dealer every day.

As the mortarless stone category is gaining momentum in the LBM marketplace, dealers are recognizing the sales potential associated with this category shift, and they find themselves asking, “Which mortarless stone is right to bring to my customers?” When evaluating mortarless stone product lines, here are a few factors to consider: • Physical Performance: The mortar applied for traditional lick ‘n stick stone serves two key purposes: (1) it adheres the stone to the wall, and also serves as the medium to fill in the space around the stones which (2) protects the house from water infiltration.

It is important to understand how a mortarless stone product will protect the house from water infiltration in

the absence of mortar.

• Ease of Installation: When evaluating past category shifts, installers have gravitated towards products that are easy to understand and simple to install. Products that are highly technical or require several added steps or material preparation have not been as widely adopted. Consider the simplicity and ease of installation for each product to increase customer adoption.

• Stone Aesthetics: Product aesthetics are largely subject to personal opinion, and it is difficult to please everyone. Stone products that look fake, have poor coloring, and lack authenticity will suffer to make their way onto the house. Don’t just consider the authenticity of the stone appearance, also consider the popularity of the available colors to help ensure your inventory turns.

• Shipping & Handling: Stone veneer is made to replicate the look and feel of real stone and is often produced from concrete, so it can be heavy and maybe prone to breakage. Costs associated with breakage can become burdensome. Consider how the products are packaged as well as the handling instructions to help make sure the product you deliver will arrive to the jobsite intact.

The mortarless stone category has been allowing the LBM channel to bring new solutions to customers and improve jobsite performance, while driving new sales opportunities for dealers. Mortarless stone product lines will increase; some will simply be “me too” or copycat products, while others will stand alone with meaningful differentiation and help the LBM dealer to create value and foster growth. MM

building-products.com

TOM ZIMMERMAN Tom Zimmerman is the head of sales and marketing for Silvermine Stone, the first brand of mortarless stone veneer (www.silverminestone.com)..

January 2024

• the merchant magazine • 15

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

TOP PICKS FOR EXTERIORS FOR THE SECOND consecutive year, off-white/ cream (16%) remains the top choice among American homeowners if they were going to update the color of their home exterior in the coming year, according to a recent Harris Poll survey commissioned by Alside.

In addition, 40% of homeowners say they would choose a timeless neutral if they were going to update the color of their home exterior in 2024.

“Exterior color trends have always played a significant role in home improvement projects, and it’s no surprise that homeowners are looking to refresh the exterior of their homes with a color that stands the test of time,” said Chase Creighton, Alside business director, vinyl & composite cladding. “Off-white/cream provides a perfect blend of elegance, versatility, and modern appeal that complements various architectural styles, making it a top choice for homeowners across the country.”

The survey, which covered a representative sample of nearly 1,500 American homeowners, revealed that off-white/cream (16%) was the preferred choice among American homeowners if they were going to update the color of their home exterior in 2024, while light gray (15%), white (14%), light brown (11%), and medium blue (9%) rounded out the top five color choices.

When asked how they would choose the exterior color, homeowners cited several key factors. In addition to going for a timeless look, top answers included:

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NEUTRAL COLORS REMAIN FAVORITES FOR SIDING, WINDOWS · Cost (35%) · Availability (23%) · Their spouse or significant other will pick (21%) · Based on something I saw in a magazine/home improvement show (20%) Men and women responded similarly except in one category: Only 14% of women said their spouse or significant other will pic,k while 29% of men said that would be how they choose.

Window Colors Since color choice is also important for curb appeal, Alside asked about exterior window color preferences. White came out on top by a landslide. More than a third (36%) of homeowners would choose white if they were going to update their windows in 2024. Other popular choices from the survey include gray (11%), beige/clay and light wood (tied for 10%), black and dark wood (tied for 9%).

Additionally, Alside asked homeowners how they would choose window colors. Three reasons tied for first place, including a color that provides a contrast to the rest of the home, matches the exterior, and considers costs. Availability came in next at 21%. Meets HOA/ local guidelines (18%), based on something I saw in a magazine/home improvement show (17%), and my spouse or significant other will pick (16%) were also top considerations. MM

building-products.com

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

COMMUNICATION STATIC ------------ BY JAMES OLSEN exceptions to this rule; for example, some customers will try to bully us, but in most cases when the customer makes a sound, stop talking.

COMMUNICATION MISTAKES are like listening to our favorite song on the radio with a slight bit of static.

Even if it’s our favorite song, it’s irritating. Poor communication may cause known or subconscious irritation to customers. They may not even know why they don’t like talking to certain sellers, but they just don’t. If customers are not comfortable with us, it will be difficult for us to sell them.

Ums, Huhs There are two kinds of “ums and uhs.” There are the nervous ones.

These are the worst. Sales is a transfer of emotion, so when sellers sound nervous while “umming,” it will be difficult for customers to relax and feel comfortable investing with them.

The second kind of “umming” is to fill space. Many sellers are uncomfortable with silence. I tell them, “Zero is a number and silence is a note.

As professional communicators, we need to be comfortable with silence.”

Silence and pacing show confidence.

We don’t “um and uh” with our friends, so we shouldn’t with our customers.

Talk to Them Like a Brother My first sales boss, Terry Lane, was a fantastic seller. I was calling my customers “sir,” and he said, “James, talk to ‘em like a brother. You are their equal. You are a professional.”

I tell my students to talk to their customers with respect, but the kind of respect you would have for your favorite aunt or uncle. We are asking our customers to invest money with us. When we are overly subservient it does not inspire confidence. We are not shining their shoes. We are their business partners.

One Coat of Paint, Please I have students who repeat their value proposition three times in a row. This brings to mind Shakespeare’s quote, “The lady doth protest too much, methinks,” meaning the woman declaring her love so much may be insincere. I think in sales it is boring and projects insecurity. We need to state the value of what we are promoting simply and naturally, and then ask for the order.

Interruptions Interruptions are one of the most common things I have to “unteach.”

Ninety percent of my students interrupt their customers. Why? Because they already know what the customer is going to say or because they are nervous or trying too hard to get the order. The reasons don’t really matter.

Interruptions are the number one rapport breaker. Interruptions tell the customer that we really don’t care what they have to say.

In addition, when a customer interrupts us, we should let them. If they are so excited that they want to say something, let them roll. There are

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Beat-Around-the-Bush-itis Some general small talk is fine, and some customers even prefer it.

One of the skills of the Master Seller is to know which customers want a bit of social talk before getting to the business part of the call and which customers want to get right down to

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it. But once we have finished with the small talk, we don’t ramble. Much like repetitions, some sellers have a tough time getting to the point. “Mean what you say and say what you mean.” We state the purpose of our call and the value of what we are promoting, and ask for the order.

Commenting on Every Customer Utterance An “uh uh” or “I agree” or “I see what you mean” every now and then is fine to let our customers know we are listening and engaged with them, but commenting on every sentence is not natural, irritating to the speaker, and will break rapport.

I had a student who was commenting on his customers’ every sentence.

I told him to stop it. In our next session he was “uh huhming” his customer’s every sentence! If you need a number, once every four sentences is enough.

Take a big Zen breath before every sales call to help relax and focus. Master Sellers communicate in a natural, relaxed way. They are clear, smooth, confident. They are not rushed. This is why pre-call preparation is so important. We must write down why what we’re promoting is a good deal. MM

JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or., and creator of SellingLumber.com. Call him at (503) 5443572 or email james@realitysalestraining.

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IS THE ALLURE OF THE STATUS QUO HOLDING YOU BACK? ------------ BY DAVE KAHLE I AM IN the middle of a sales manager’s training class. Inevitably, as we methodically examine the best practices of effective sales managers, someone is going to comment, “We do it like this...” and then dismiss everything we’ve just discussed. It doesn’t matter if the process we are discussing has been proven to be more effective, or that it is the result of some dedicated people studying the issue. “We do it like this…” ends the conversation.

That knee-jerk reaction is understandable. While, in my case, the issue is a best practice for a sales manager, the issue is larger and more common than this narrow application. Whenever we confront a process, tactic, strategy or tool that is more effective—whether it is our personal life or our business structure—our knee-jerk reaction is often the same: find a reason to dismiss the change and thus absolve yourself of the responsibility to do it better.

The status quo is comfortable.

When we consider changing it, our hearts pump harder, our palms become a bit sweatier, while our heads search for multiple reasons why it will never work and shouldn’t be considered.

Is the status quo automatically better than a well-researched, well

thought-out, proven process that will cause you to change your behavior in order to get better results? Just because something is, doesn’t mean that it should be.

How did that current process or practice come to be? I have worked with hundreds of businesses and found that very few processes and practices were put in place by a team of the best people strategically defining a process to get the best results.

The reality is that the current position was probably put in place sometime in the undefined past, by people unknown, probably to address a crisis situation. It got repeated and eventually codified into routines that eventually manifest as “We do it this way….” Most of the practices and procedures are there because they are there, not because they were strategically designed.

So, why then is it so common to out-of-hand reject a change in routines without even considering the consequences? I suspect that the majority of humankind fears change and shuns the investment of energy and ego necessary to see it through.

Not that this is new. Machiavelli said, “It must be considered that there is nothing more difficult to carry out, nor more dangerous to handle, than to initiate a new order of things.”

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Yet, what is true for most people is not necessarily true for all. There are people among us who are responsible for much of the progress in the world.

They begin with a healthy self-confidence and are motivated by what I call the More Mindset. That’s a way of looking at the world and seeing that there is more to accomplish, more to become, and more to achieve than what is defined by the status quo.

Add to that a seasoning of courage, and you have the recipe for a high-performing, successful person and an influential company. It takes courage to put your status quo up for inspection. It takes self-confidence to say, “There may be a better way.” And it takes the More Mindset to add fuel to the process.

People so equipped won’t be dismissing any best practices with “We do it this way….” MM

DAVE KAHLE Dave Kahle is a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.

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January 2024

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

LOOKING FORWARD IN 2024 ------------ BY PAIGE McALLISTER A NEW YEAR means new employment laws, trends and challenges. While there is no way to capture everything, here are some of the important trends we are following as we enter 2024.

General Trends Uncertainty: With the volatile political climate heading into the 2024 presidential race, inconsistent predictions for the economy, and escalating incidents of violence, employees are facing new challenges at and outside of work. The workplace should be a physically and mentally-safe space for all employees so management must establish and enforce policies prohibiting harassment and discrimination which would include limiting conversations, attire, and displays that could be

Q. I just found out one of my employees is job hunting.

What should I do?

A. While a common reaction is to get defensive, it is not necessarily a bad thing when an employee explores the job market. Usually, employees who meet with other companies will either find a better opportunity, allowing you to find someone more engaged, or they will realize they have a good thing and recommit to your company.

Under an employment-at-will relationship, employees are free to search for other employment opportunities.

How you react will probably depend on how valuable the employee is to you and your company.

If you are ready for the employee to leave, then you can terminate them for any legal reason. Just be certain you can show you are not terminating them for discriminatory reasons. Or you may want to wait until they find another opportunity so they leave voluntarily, reducing your exposure to unemployment or legal complaints.

However, if you want the employee to stay, consider talking to them about why they want to leave. You may be able to offer some of the things they are looking for or perhaps just feeling “heard” will make them want to stay.

Please note that if there is an employment contract in place, things must be handled differently on both sides.

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offensive or provocative. Management should also take necessary steps to secure the workplace by creating and enforcing policies on workplace violence, weapons and visitors.

Our recommendation: Review your policies and practices to ensure all employees are protected from unacceptable actions, speech, and behaviors.

Job market softening: The tight labor market we have been experiencing for the past year or two is starting to soften. Job growth is still consistent but is slowing as businesses prepare for the recession which may or may not come. The unemployment rate has increased slightly but is still low, most recently at 3.9%. With the “Great Resignation” seeming to slow down, employees are not fleeing their jobs as quickly as before, but they still will leave for higher wages, improved benefits, better work/life balance, etc. Experts expect these trends to continue into 2024 with more stability coming to the workforce and economy. As a result, employers may not experience the high turnover as in the past two years but may still have a difficult time filling any job openings they have.

Our recommendation: Develop a recruiting plan that includes sufficient compensation and benefits, good candidate search tools, and a thorough and expedient hiring process.

Wage increases leading to wage compression: Wage growth is slowing but is still averaging a 4% increase overall, mostly in response to the increased cost of living. Wage increases along with the rising minimum wage rates in many states are resulting in wage compression where new employees are being paid the same as or close to the amount paid to longer-tenured employees.

Our recommendation: Develop a sound compensation plan to ensure you are paying employees fairly based on market rates as well as their experience and contributions to your company. building-products.com

Limiting the use of restrictive covenants: Legislatures and agencies on both the federal and state levels plan to reduce the use of restrictive covenants such as non-disclosure and non-compete agreements. Legislation has been passed nullifying certain non-disclosures signed as part of a harassment or sexual harassment complaint. Additionally, regulations have been put in place to prohibit non-competes for certain employees such as low-income or non-exempt employees.

Our recommendation: Have all restrictive covenants (including confidentiality, non-solicitation, and separation agreements) drafted and regularly reviewed by legal counsel familiar with applicable federal, state, and local laws to ensure they are enforceable.

Federal Laws and Trends National Labor Relations Act: As expected, the National Labor Relations Board (NLRB) is taking more action to protect the rights of all employees in the workplace. Some of their initiatives and rulings include redefining “joint-employer” to expand responsibility to more co-employers; setting tougher standards for handbook and policy language which could appear to infringe on an employee’s rights; and issuing multiple Memoranda of Understanding (MOU) with other federal agencies to better exchange information discovered during investigations which the other may find violate their regulations.

Our recommendation: Understand how the NLRB’s ruling applies to your workforce and update your policies and practices to comply.

Changing exemption criteria: The DOL recently released its proposed changes to the minimum salary threshold for white-collar exemptions (Executive, Administrative, and Professional). The DOL proposed an increase to $1,059 per week, annualized to $55,068 per year. The proposed salary threshold for highly compensated employees will be $143,988 per year. However, the final threshold may change depending on current wage rates by the time the new rule is implemented. Nothing is finalized yet and legal challenges are expected given the big impacts these adjustments would necessitate.

Our recommendation: Prepare to evaluate the salary levels of all exempt employees and plan how to address those whose salaries will not meet the new threshold, usually either increasing their salaries or reclassifying them as non-exempt.

State Laws As in recent years, the stalemate in the federal government is pushing states, counties, and cities to enact their own legislation to move their agendas forward.

But, since different areas have different priorities, these laws vary from state-to-state, city-to-city. Here are some of the local and state initiatives you should be aware of.

Expansion of legalized marijuana: Twenty-four states have now legalized the recreational use of marijuana for adults 21 years or older. Thirty-eight states currently permit the medicinal use of marijuana.

Some states have also passed laws to protect building-products.com

Affinity Rebrands as Workplace Advisors Affinity HR Group, has rebranded as The Workplace Advisors, reflecting its dedication to remaining at the forefront of industry trends and best practices.

For existing clients, the rebrand signifies a continuation of exceptional service delivery with an expanded scope of expertise.

“We’re thrilled to introduce The Workplace Advisors as an evolution of our commitment to our clients,” said Claudia St. John, founder and CEO. “Our rebranding reflects our dedication to serving as strategic partners in every aspect of the workplace, offering solutions that transcend traditional HR boundaries.”

Its revamped website, TheWorkplaceAdvisors.com, showcases resources, articles and insights to help businesses foster thriving and compliant workplaces.

Beyond conventional HR compliance, the firm offers recruiting, compensation, employee engagement, coaching, workplace culture enhancement, and more.

employees who use marijuana legally off-duty and offsite. Since approval of legalized marijuana is increasing, expect to see it on the 2024 ballot in more states and perhaps relaxing rules federally.

Pay transparency and equity: Several cities and states have enacted laws intended to bring equity to pay practices. These laws include requiring good-faith wage rates to be posted in job ads; prohibiting employers from asking a job applicant for their compensation history; and requiring employers to regularly assess their wage practices to ensure fairness and consistency.

Look for these measures to continue to expand in other locations.

Paid time off: More states are enacting paid time off laws. Sixteen states (including Washington, D.C.) will have paid sick leave as of January 1, 2024, and three states will have paid time off laws that allow employees to use the time for any reason. Other states are expanding their current paid time off laws. Look for additional states and local governments to pass such laws giving employees protected time off.

Paid leave: Nine states and Washington, D.C., have passed paid family and/or medical leave programs to provide employees with wage replacement during covered leaves. Four additional states have passed paid leave laws which will require employers to start preparing in 2024 and 2025. Given this trend, more states are expected to establish and/or vote on some sort of paid leave program. MM

PAIGE McALLISTER Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with The Workplace Advisors, Inc. Reach her at (877) 660-6400 or paige@theworkplaceadvisors.com.

January 2024

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US LBM ACQUIRES ARIZONA’S HOLDERNESS

US LBM has acquired Holderness Supplies, a top manufacturer of structural building components and distributor of engineered wood products in Arizona.

Located in Tucson, Az., Holderness Supplies operates an 11-acre facility where it manufactures floor and roof trusses and distributes specialty lumber, framing materials, and engineered wood products to builders across Arizona.

With the acquisition of Holderness Supplies, US LBM now operates eight component manufacturing

locations in Arizona. Rich Alejos, who has led Holderness since 1995, will continue to oversee day-today operations.

“The Holderness Supplies team has a history of delivering quality products while providing exceptional customer service,” said US LBM president and CEO L.T. Gibson. “Holderness Supplies is a valuable addition to US LBM, complementing our existing operations and further expanding our manufacturing capabilities in Arizona, which continues to be a strong region for new construction.”

SNOW LEVELS SPENARD DC IN ANCHORAGE

------------| NEWS BRIEFS Kitsap Lumber & Hardware, Bremerton, Wa., closed at the end of December after more than 40 years of business. Kitsap attributed the closure to “Covid, supply shortages, corporate store competition, and the recession.”

Restoration Forest Products, Bellemont, Az., has installed its second log to lumber line, a new Gilbert Planer in line with a GradeExpert trimming and bin sorter system. This should bring RFOR up to its projections of 5 million FBM per month by first quarter 2024.

Woodgrain, Fruitland, Id., has completed the purchase of Trimco Millwork, with locations in Boise, Id.; Salt Lake City, Ut.; and Denver, Co. Boise Cascade BMD, White City, Or., will now distribute Collins’ TruWood Siding & Trim in Southern Oregon and Northern California.

Cleary Building Corp. opened a new branch office in Kalispell, Mt.

Nation’s Best Holdings, Dallas, Tx., recently hosted an inaugural Women’s Leadership Retreat with over 40 women in attendance. The two-day, invitation-only retreat included women in leadership roles across Nation’s Best’s 51 locations, as well as industry-leading partners.

Weyerhaeuser Co., Seattle, Wa., entered into two distinct agreements with Forest Investment Associates to divest approximately 69,600 acres in upstate South Carolina for $170 million, and to purchase approximately 60,700 acres of timberlands in coastal North Carolina, South Carolina and Mississippi for $163 million.

Roseburg, Springfield, Or., has completed the sale of its Simsboro, La., particleboard plant to Kronospan.

InCompass, Maple Grove, Mn., acquired Newman Machine Co., Browns Summit, N.C. Huber Advanced Materials has completed cradleto-gate Life Cycle Analyses for over 90% of its entire product portfolio.

Structurlam Mass Timber’s U.S. division received approval of its Chapter 11 bankruptcy plan.

Trex Co. earned Lowe’s 2023 Sustainability Award and recognition as one of the 100 Best ESG Companies for 2023 by Investor’s Business Daily.

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Heavy snow caused most of the roof to collapse on Spenard Builders Supply’s dispatch center in Anchorage, Ak. The collapse occurred just before 11 p.m. on Dec. 20—one month after local officials warned against potentially disastrous loads, particularly on flat roofs, during what has already been a record snow season.

The structure was deemed destroyed. No one was inside at the time of the collapse.

SUN MOUNTAIN ACQUIRES R-Y TIMBER

Sun Mountain Lumber, Deer Lodge, Mt., has finalized its acquisition of R-Y Timber, Livingston, Mt., from Linda Yanke and her son-in-law, Bryan Norby.

Her late husband, Ron Yanke, formed R-Y, using his own initials, after purchasing Sequoia Forest Industries, Townsend, Mt., from Wickes in the early 1980s. He added the Livingston facility in 1996. Sun Mountain intends to keep the R-Y name, at least for the short term, to honor Yanke.

Sun Mountain hired sawmill veteran Dee Brown to be the new operations manager in Livingston.

R-Y Timber has endured several challenges this last year, with both its planer and sawmill suffering damage due to fires. In July, R-Y’s substation took a direct hit from a lightning strike, which further delayed getting the plant fully operational. Since then, the planer has been rebuilt and repairs are nearing completion on the sawmill.

The acquisition was anticipated to close Aug. 1, but was not finalized until Oct. 31.

Sun Mountain reportedly operates the largest sawmill in Montana and the largest fingerjoint plant in North America.

PRIVATE EQUITY FIRM PURCHASES GALLEHER

Private equity firm Transom Capital Group has acquired Galleher, LLC, a western regional distributor and manufacturer of flooring products which are sold under both company-owned and leading third-party brands via retail, contractor, commercial and other channels.

Founded in 1937, Galleher is based in Los Angeles, Ca., and designs, manufactures and distributes residential and commercial flooring products. Galleher, including its commercial division Galleher Commercial, has over 400 employees and 36 locations across seven states.

Galleher reportedly is the largest floor covering building-products.com

distributor in the West and the third largest flooring distributor in the U.S. The company offers hardwood flooring, luxury vinyl plank, and installation accessories to flooring contractors, dealers/showrooms, commercial installers, builders, property managers, designers/architects, and other customers. Proprietary brands include GemCore, Reward and Monarch Plank.

“Galleher has a rich history in the flooring industry and we believe there are meaningful opportunities for growth,” said Steve Kim, principal at Transom Capital.

“Our plan is for the company to continue to invest in core markets with new product offerings and capabilities, while further expanding the company’s reach geographically.”

The company will continue to operate as an independent entity within Transom’s portfolio of companies. The acquisition will provide Galleher with additional resources, expertise, and financial backing to accelerate its product innovation, expand into new markets, and deepen customer relationships.

LYNDEN DOOR CLOSES ON GLACIER MOULDINGS

The Lynden Door Family of Companies, Lynden, Wa., has acquired Glacier Mouldings, Stanwood, Wa. Since 1999, Glacier Mouldings has provided precision-crafted millwork components for doors, windows, stair parts, and mouldings.

“Glacier Mouldings has been a valued vendor of the Lynden Door Family of Companies for many years, and this relationship allows us to strengthen our supply chain so that we can better serve our customers,” said Dave Hiebert, divisional president. “We also look forward to working with the leaders at Glacier Mouldings and the expertise that they bring to our industry.”

Glacier Mouldings’ leadership team will remain in place “to ensure continuity and uphold the unique expertise and insights that have contributed to the company’s success.”

Lynden expects the deal will lead to enhanced product offerings, improved services, and continued success for both companies.

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January 2024

• the merchant magazine • 25

NEW EMERALD Color-Matched program will provide manufacturers and distributors unprecedented, high-volume access to coordinated product grades and colors to benefit their customers and significantly increase sales.

MURPHY, CASCADE TEAM UP ON COLOR-MATCHED ALDER LINE MURPHY PLYWOOD, Eugene, Or., the leading supplier of alder plywood in North America, and Cascade Hardwood, Chehalis, Wa., the leading multi-mill operator of alder sawmills in the Pacific Northwest, have formed a strategic alliance for the production and marketing of western red alder plywood and lumber.

The new Emerald Color-Matched program will provide manufacturers and distributors unprecedented, high-volume access to coordinated product grades and colors to benefit their customers and significantly increase sales.

This alliance leverages Cascade’s broad, high-volume reach in the alder timberproducing regions and their industry-leading high-tech sawmilling operations with Murphy Plywood’s strong market position as an industry leader in the production and sales of hardwood plywood across North America.

“Because most kitchen cabinet jobs require both lumber and plywood, making sure our customers have the required materials in adequate volumes and closely matched color just makes sense,” said Jon Syre, president of Cascade Hardwood. “With Murphy’s leading

position in the plywood industry and many years of experience in alder, aligning ourselves with them was our most strategic move to best service our customer base. Together, we can create consistency across alder lumber and plywood grades that will increase sales across North America.”

John Murphy Jr., executive vice president of Murphy Plywood, added, “Cascade and Murphy have put our heads together to solve an ongoing issue while delivering a comprehensive solution to our customer base. The lack of consistent quality in clear alder faces has been a challenge for years. Cascade and Murphy have synergies being family-owned and operated wood products businesses in the Pacific Northwest. Our mutual supply base is the next natural progression. I am excited to partner with a first-class, innovative, and quality-minded operator.”

“Cascade Hardwoods industryleading production levels, plus their commitment to scanning technology, will allow us to “fix” what we think have been volume-constrained markets for alder plywood, particularly in the higher-end clear grades” noted Garret Keil, director of

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hardwood sales & procurement for Murphy Plywood. “Within the Emerald Color-Matched program, we anticipate having more clear alder plywood faces immediately available to customers than have been available from all manufacturers in the U.S. and Canada for the last six months. We are ready for large volume, prompt orders with shipments commencing January 2.”

Rick Barrett, sales manager at Cascade, said, “The marketing alliance with Murphy Plywood, a company that shares our commitment to long-term customer relationships, consultative selling, and problem-solving, is a 21st-century solution to alder plywood.

Murphy has the capacity, reach, and commitment to sell more alder plywood, which will pull alder lumber demand from the Cascade sawmills.

We are also hopeful the Emerald Color-Matched program will make alder a ‘go-to’ species for both custom and large cabinet makers, as the plywood supply issues of the past will be solved. The finishing flexibility of alder, combined with the greatly increased domestic availability due to our investments in the Cascade mills, should take significant market share away from building-products.com

imported birch and other competitive, secondary species offerings.”

Because alder plywood and alder lumber are most often used in conjunction with each other, the marketing alliance under a unified brand made perfect sense. Distributors and manufacturers carrying the Emerald line will find the coordinated grades, color, large volumes, and shared commitment make alder a leading species that is easily sourced.

The line also features a simplified lineup of face grades on the plywood side. To create continuity with plywood and lumber, Emerald plywood will offer five standard grades: Prime (A/AA), Superior (B), Rustic, Premium Sound Tight Knot, and CSB (1 back). These parallel in lumber Superior (SUP), Premium (PRE), and Rustic (RUS). The goal in unifying the grade names is to center alder around a standard set of grade names, where the appearance of the plywood and lumber closely resemble one another and where buyers can specify them using a common, unified naming structure.

Emerald plywood will be available with industry-standard book, slip, or plank-matched faces. Cores will be the standard veneer, composite, calibrated, and FiberPly cores with the flexible thickness and finish options Murphy is known for.

Sales of lumber will continue to be handled by the Cascade sales staff, and the Murphy sales staff will handle sales of plywood. MM

In Agoura Hills, the chain will begin renovations this summer on a space in the Twin Oaks Shopping Center, for an anticipated soft opening by late 2024. The store will feature approximately 14,000 sq. ft. of retail space.

Also in Southern California, the hardware retailer plans to open stores in Glendale, Placentia, and Simi Valley in 2024.

“We are thrilled to show our new customers in Agoura Hills how we live the Ace Helpful Promise every day through reliable service, helpful advice, and the products they need to get their projects done right,” said Joe Jeffries, president and CEO of Westlake Ace Hardware. “We are excited to be joining this community as a friend, a trusted neighbor, and an employer.”

In addition to offering such services as key cutting, automotive key fob replacement, and propane tank exchange, Ace Hardware of Agoura Hills will sell lawn and garden supplies, fasteners, tools, plumbing, and electrical supplies. The new store will also feature several specialty departments and store-within-astore concepts, selling such brands as: Benjamin Moore and Magnolia Home by Joanna Gaines paints; Stihl, Ego, and Milwaukee outdoor power equipment; Milwaukee, DeWalt, and Craftsman power tools; Weber, Traeger, and Big Green Egg grills and accessories; live plants and outdoor living supplies; Scotts lawn care products; and Yeti coolers and accessories.

Westlake Ace owns and operates more than 155 stores in 12 states.

WESTLAKE ACE TARGETS SAN JOSE, AGOURA HILLS

Westlake Ace Hardware signed lease agreements to open new stores in San Jose and Agoura Hills, Ca., which will bring its store count in the state to 21.

In San Jose, Westlake Ace will take over a shuttered Pacific Sales Kitchen & Home store. It is located a short distance from the former site of a Home Depot, which was destroyed in an April 2022 fire.

Westlake Ace is leasing 25,000 sq. ft., about 19,000 of which will be used for the hardware store. An outdoor garden center will take up some spaces in the adjacent parking lot. A soft opening is anticipated between July and September. building-products.com

Patrick Lumber Company Over 100 Years in Business

Est 1915 January 2024

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------------| MOVERS & SHAKERS Lee Jimerson is retiring as sales mgr. for CollinsWood, Portland, Or., after more than 40 years in the industry, the last 25 with Collins.

Max “JR” Walz, ex-F Wave Roofing, is now Rocky Mountain territory sales rep with Foxworth-Galbraith Lumber Colorado Springs, Co. Derek Moc, ex-84 Lumber, is new to sales at Foxworth-Galbraith in Alamogordo, N.M. Mark Westlake is retiring as vice president of sales with Sunset Moulding Co., Yuba City, Ca., after more than 44 years in the industry, the last 31 with Sunset.

Ted Dergousoff has retired as CEO of Restoration Forest Products (RFOR), Bellemont, Az., and will continue on in a consulting role. Alan Sherrington, ex-Weyerhaeuser, is interim CEO. Michael McInnes has stepped down as sales mgr. and will retire March 31 after 54 years in the industry. Rick Meuller will assume all sales mgr. and product development mgr. duties, and will be hiring a staff of inside and outside salespeople for the Mesa, Az., office.

Kyle Malcolm has joined the sales team at Kenyon Noble Lumber Co., Livingston, Mt. Beau Hayes, president of Jones Heartz Building Supply, Drywall Material Sales and Western Interior Supply, Denver, Co., has been promoted to senior VP of parent Kodiak Building Partners’ Gypsum division.

Steven Godowski, ex-Weyerhaeuser, is a new regional category mgr. with OrePac Building Products, Denver, Co. James Harvey has been named branch mgr. of ABC Supply, Chico, Ca. Michael Kelly is a new millwork/door & window specialist at Dixieline Lumber, San Diego, Ca. Jason Monday, ex-Nichiha USA, has been named VP of sales & marketing for Euroline Steel Windows & Doors, Yorba Linda, Ca. Frank Sanchez, ex-Ramona Lumber, is a new truss designer/estimator with 84 Lumber, Bakersfield, Ca. Brad Kiel, ex-Pinnacle Sales Group, is the new national sales mgr. for Strasser, Woodinville, Wa.

Brett Hall is now in sales at Golden State Lumber, Newark, Ca. Kayla Dowell has been promoted to retail sales mgr. for Pella Windows & Doors of Western Washington, Bothell, Wa. Manuel Maldonado has been promoted to Los Angeles, Ca., territory mgr. for Stanley Black & Decker.

Micah Sutfin, ex-Arclin, has joined Nova USA Wood Products, Forest Grove, Or., as a wood technology expert.

Keith Edwards was appointed branch mgr. for Northwest Construction Supply, Pasco, Wa. Bob Shortt has been appointed president of global sales & marketing for Zircon Corp., Campbell, Ca. Sean McLaren has taken over as CEO, president and a director of West Fraser Timber Co., Vancouver, B.C. He succeeds Ray Ferris, who retired the end of the year.

Tony Ramm has been named senior VP of human resources & labor for Roseburg, Springfield, Or. Rick Lierz, Franklin Building Supply, Boise, Id., was elected president of the Western Building Materials Association. New WBMA 1st VP is Kelly Fox, Kodiak Building Partners,

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Anacortes, Wa.; 2nd VP Dana Cowart, TAL Holdings, Vancouver, Wa.; and National Lumber & Building Material Dealers Association director Jeff Newenhof, City Lumber Co., Astoria, Or. Constance Nijst, ex-Kebony, is now San Clemente, Ca.-based territory mgr. for UFP Industries.

Brad Rosse, president of Woodtone, Chilliwack, B.C., will succeed brothers/owners Chris and Kevin Young as CEO of the Woodtone Group.

Matthew Brown has been promoted to director of energy policy & code for APA – The Engineered Wood Association, Tacoma, Wa. Ofer Heyman is now chief executive officer of MiCROTEC, Corvallis, Or. Emily Mudd has joined Do it Best Corp., Fort Wayne, In., as consumer marketing specialist. Recent promotions include: Tyler Mosher, now associate merchandise mgr., outdoor living; Danielle Gonzalez, merchandise coordinator, farm & ranch, rental, & store; Peggy Chen, associate merchandise mgr., electrical; and Kendall Cooper, associate merchandise mgr., cleaning & storage.

Tom Koos, PrimeSource president and CEO, was named a 2024 Spirit of Life award recipient by City of Hope.

Amanda Lorian has instituted a new space-age bounty hunter referral program for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

STAYING CLASSY: Jonathan Mighdoll of TruExterior Siding and Trim by Westlake dressed as Anchorman Ron Burgundy, with Capital Lumber’s Melanie Hindi (aka Veronica Corningstone) at the San Diego Green Building Council Expo ‘23, interviewing attendees in character. Hindi notes, “Jonathan and I thought it would be fun to go in costume since it was so close to Halloween—and the Green Building Council loved it!”

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------------| WWPA SPECIAL REPORT

KEYS TO PROPER LUMBER STORAGE AND HANDLING ------------ BY WESTERN WOOD PRODUCTS ASSOCIATION WHETHER YOU’RE a lumber dealer, distributor, mill or contractor, storing and handling lumber properly is important for maintaining the quality, value and serviceability of the wood. Good storage practices help prevent twist, cup, warp and other characteristics that can result in degrade or material loss.

Proper storage also protects the sales appeal by keeping lumber clean and bright. Product appearance is especially important to the customers who make up the remodeling and do-it-yourself market.

For kiln-dried lumber and other value-added products, proper storage is essential to retain the investment made in drying and other services that are reflected in the cost of the finished wood products.

Lumber buyers today have many expectations about the appear-

ance and quality of the wood they purchase and use. Proper lumber storage practices are a key element in meeting those expectations.

The lumber storage recommendations listed here are for informational purposes only and are not intended as mandatory standards.

Lumber and Moisture Content Proper storage is primarily a means of protecting the lumber’s appearance and controlling moisture changes in the wood. Rapid or uneven moisture change can result in degrade and material loss.

Understanding how moisture changes occur in lumber is the key to proper storage.

Wood either absorbs or loses moisture depending on the difference between its moisture content and the moisture content, tem-

A typical unit package air-drying roof

perature and relative humidity of the surrounding air. When the air is cold, moisture changes occur slowly. Warm humid surroundings, by comparison, may cause dry wood to quickly gain moisture.

When lumber dries, moisture moves from the interior of the piece to the surface and evaporates into the air. The reverse is true for absorption as moisture travels from the wet exterior to the drier interior. During this process of moisture loss or absorption, wood shrinks or swells accordingly.

Problems begin when shrinkage or swelling occur unevenly or too quickly. This action breaks down the wood fibers, often causing grade loss in the form of twist, cup, crook, bow, splits or checks.

The length of time lumber can be stored without significant changes to the condition of the stock is dependent on climate at the time of storage, the exposure of the stock to weather, and the conditions where the lumber is being stored.

Mold and Decay

PILE ROOFS protect the upper courses from direct sunlight. They can be made from old lumber ends and should extend beyond the end of the lumber pile.

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Surface moisture on lumber— either from the wood drying, from exposure to rain or prolonged humidity in excess of 70%—may lead to mold or decay fungi growth on the surface of the lumber that can progress throughout the cross-section. Storage conditions that avoid building-products.com

moisture accumulation and provide ways for the moisture to evaporate and move away from the lumber can reduce the chances of mold and other fungi forming on the wood.

Warmer temperatures, when combined with moisture accumulation, can create conditions for mold growth on wood products. Mold fungi primarily grow on sapwood and have fairly broad temperature requirements, but most grow best at temperatures between 70˚ and 85˚F. Many mills offer anti-stain treating on unseasoned lumber to protect against mold and other fungi growth. These treatments can protect against mold and stain for several months. The effectiveness of these treatments depends on the concentration of the formulation used, how it was applied, exposure to moisture following treating, and handling of the lumber.

The presence of mold does not necessarily indicate there is decay in the lumber. Mold and stain fungi grow primarily on the surface of the wood. Decay causing fungi, which grow when wood products are exposed to chronic moisture for an extended time, attack beyond the surface of the wood into the structural polymers of the fiber, reducing its strength.

For more information about mold and lumber, see the WWPA publication Mold, Housing and Wood (TG-2) available at wwpa.org.

Storage of bulk-stacked unseasoned lumber for prolonged time periods should be avoided whenever possible.

When temperatures rise, green

lumber will begin to dry and the moisture in the wood cells will be released. If this moisture is trapped near the surface of the wood, it may create conditions that can promote

Storing Unseasoned & Seasoned Products Improperly stored or unprotected lumber is prone to rapid or uneven moisture content changes and other problems. To prevent this, certain measures should be taken depending on whether the material is unseasoned or dry and the type of storage facilities available.

• Unseasoned Lumber. Green or unseasoned lumber may be stored outdoors without protection in cool weather, provided the storage period is not extensive. Some wetting is acceptable as the moisture content of green lumber is little affected by rainfall. Unseasoned lumber may be stored in cool arid climates for longer periods than in warm humid surroundings. building-products.com

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COVERED T-STANDS provide excellent storage and ready access for such items as timbers or other unseasoned products.

the growth of mold fungi.

Air circulation is a key element in moving the moisture away from the wood. The most effective way

of moving the evaporating moisture is by providing adequate air space around all sides of the lumber.

Unseasoned lumber stored for

extended periods or wood that is experiencing seasoning degrade can benefit from placing stickers between each course. This can provide the necessary space for air circulation that will move moisture away from the wood. While stickering is often done at the mill to facilitate drying during manufacture, it may not be practical for those distributing and selling lumber.

Green lumber is most often shipped from the mill in solid packs, reflecting the fact the wood is typically used in construction within a few weeks after it is cut at the mill.

As such, inventories of green lumber should be moved quickly using the first-in, first-out rule. Tarping lumber during transit can minimize checking and splitting caused by the phenomenon known as “truck drying.”

Exposure to the sun and the elements can affect the lumber with the most exposure to such conditions. Pile roofs or cover boards can be placed on the upper courses to protect lumber from exposure to the sun, which can cause seasoning checks. Pile roofs may be made

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of old lumber ends or scrap wood panels and should be long enough to overhang the ends of the lumber pile. The roofs can be placed on the top package before it is lifted into place. Pile roofs or covers should be strapped or positively attached to the tops of units to prevent being blown off by wind gusts.

“Pile burn” is another hazard of warm weather outdoor storage.

Here, the center of a solid stack absorbs a great deal of heat which promotes the rapid growth of decay fungi, causing the wood fibers to rapidly decompose. Stickering the lumber, which encourages better air circulation, and/or treatment with anti-sapstain biocides can reduce the chance of pile burn.

Posts, beams and timbers are typically manufactured as unseasoned products, as it is impractical or expensive to air or kiln dry such items. In storage, seasoning checks will usually occur, but these will have no significant effect on the performance of the piece in structural applications.

However, there are storage practices for these products that can prevent excessive checking. To keep them from drying too quickly, timbers should be solid stacked.

In especially hot weather they should be treated with anti-sapstain biocides and kept under a roof.

And when possible, wetted burlap or sprinklers can be used to slow the checking process. Sealing the ends with wax or paint treatment is effective in reducing end-checking and end-splitting.

Covered metal T-stands provide excellent storage for such items. The product is protected from direct sunlight, yet is readily accessible to forklift handling. Stands can also provide space for good air circulation.

• Dry Lumber. Unlike unseasoned lumber, kiln or air dried lumber should not get wet, as the product may lose the value that was added by careful seasoning. (Redrying the product may not be a good solution because degrade often occurs during redrying.)

Rain wetting of any dried lumber may impair its dimensional stability and encourage mold growth. If stored outdoors, dry lumber should be protected by tarpaulins, canvas, building-products.com

plastic wrap or paper wrapping and separated from ground contact.

Torn wrappers should be repaired promptly.

Care should be taken when covering dry lumber to avoid trapping moisture underneath. Remove any surface moisture before wrapping the lumber. Providing some air space between the wood and the wrapping will help any moisture move away from the lumber.

For dry lumber, open or closed storage sheds are preferable to outdoor storage. High-grade items such

as shop, moulding and millwork should be solid piled in a closed, heated shed that has a clean paved floor. Upper common grades and mouldings are frequently stored in vertical bins for ease of handling.

Outside Yard Storage Whether at the mill, distribution center, or retail outlet, air flow and protection from wetting are key factors in the lumberyard layout. A large volume of air should circulate through the yard freely to help evaporate and move moisture from the lumber. Make certain the yard

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January 2024

• the merchant magazine • 33

is open, with no trees or buildings blocking the air flow. Weeds and other vegetation should be removed because they can harbor mold spores.

Good water drainage is just as important. Standing water can add to a yard’s humidity, which increases the possibility of mold and stain.

Paved surfaces provide a barrier to moisture vapor movement out of the soil. Proper site grading can reduce the chance of water pooling in the lumberyard and may lead to faster evaporation of surface water.

Providing air space under lumber piles allows cool moist air to move downward and away from the piles.

The supporting stringers should be sturdy, level and high enough to allow air circulation.

In more arid climates like the Southwest, where drying may occur too quickly, lumber piles can be oriented so prevailing winds travel perpendicular to the main alleys to slow drying of rows further downwind.

When lumber is placed on stickers, the stickers should be aligned vertically with one another and with the foundation stringers; otherwise, sagging can occur, causing the lumber to bow or have a “belly.” Also, avoid stacking piles to excessive heights because it can add weight that crushes the lumber at the bearing points and causes the wood to kink. Some stickers should be placed as near the ends as possible to reduce checking and splitting.

Solid-stacked lumber is often stored in packaged units banded with tie straps for easier forklift handling. Units should be separated by spacers, aligned with the supporting beams to prevent sagging.

Storing lumber in sheds under a permanent roof offers good protection by keeping the material dry and bright. Material with a moisture content greater than 15% can be stored in an open shed. Lumber with a moisture content at or below 15% should be stored in closed sheds for added protection.

Closed, unheated sheds are often used for storing kiln or air-dried lumber. The protection provided can help maintain the low moisture content in the wood gained by seasoning. Closed heated sheds are often reserved for the higher grades of lumber used for interior work. Such lumber products need particular care because of their required lower moisture content (less than 15%).

Lumber Handling Careless handling and poor storage practices can cause degrade and material loss and may create conditions that can lead to the formation of mold on lumber.

Lumber shipments should be checked upon receipt for damage, mold, moisture content (in the case of dry lumber) and proper tally.

Rough or finished dry lumber is usually protected by tarpaulins or by waterproof paper packag-

WHEN LUMBER is placed on stickers, both the stickers and spacer blocks must be in perfect alignment with the pile foundation. Otherwise, sagging may occur.

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ing during truck transport. Such packaging is also commonly used for flatcar shipment. Closed truck or boxcar shipment offers the best protection for such products.

Unitized package wrapping has made it possible to adequately protect dry lumber on open flatcars.

Such packaging uses a waterproof kraft that is glassfiber reinforced and polymer coated.

If possible, packages should be inspected periodically during transport and storage for damage and moisture buildup. Any ripped packaging should be quickly repaired to keep moisture out.

Unseasoned lumber should be protected when shipped from the sawmill or distribution center. Even for short truck hauls, a simple tarpaulin will help protect the lumber from direct sunlight, rain, snow and rapid drying.

Other common-sense measures include not standing on exposed lumber (leaving black boot marks) and leaving enough room between rows so that forklifts can operate without gouging the lumber stacks.

Jobsite Delivery and Storage As a convenience for the builder, materials should be loaded on the delivery truck in proper sequence.

Because most deliveries are either dropped or removed by forklift, those materials that are used first should be loaded last. For example, sill plates should be on top of the load with floor joists and wall framing lumber underneath.

Lumber stored at the jobsite should be adequately protected.

Avoid placing unprotected lumber directly on the ground, where it can be exposed to moisture in the soil or vegetation. Instead, use supports under the lumber units to keep the wood away from mud and ground water.

Lumber at the jobsite should be protected by a tarp or other type of cover to protect the lumber units.

If plastic is used, leave enough open room at the bottom of the pile for airflow. Otherwise, plastic that reaches to the ground may act like a greenhouse, trapping ground moisture within the stack, promoting mold growth or other changes building-products.com

to the lumber.

Risks can be further minimized with appropriate delivery schedules as work progresses. With good scheduling, the contractor can keep the volume of exposed lumber to a minimum until the roof is completed and storage space within the building becomes available. Avoid delivery in the rain when possible.

Paneling, mouldings, millwork and other profiled lumber should always be stored on supports indoors and with good ventilation.

Keep such products away from newly poured concrete or freshly

drywalled surfaces, as these may greatly increase the humidity of the storage space.

Also, the wood should be acclimatized to allow the lumber to reach a moisture content equilibrium in its new setting. Acclimatizing can help accommodate any shrinking or swelling that may take place before the material is installed.

To acclimatize the lumber, place it on stickers and store it for seven to 10 days in the room in which it is to be used. Again, the room should not have freshly drywalled surfaces or a new concrete floor. If installed

in a conditioned space, mechanical systems (HVAC) should be operating prior to acclimation.

For siding and decking products, store the wood in a covered, unheated area such as an open garage or carport at the jobsite. Keep them protected from rain, snow or sun and off the ground. Siding and tongue-and-groove decking should be acclimatized to the onsite atmospheric conditions. This will allow for a more dimensionally stable product ready for installation or prefinishing. MM

DESIGN VALUES FOR U.S. AND CANADIAN SPECIES GROUP COMBINATIONS WWPA’S Western Lumber Grading Rules permit combinations of like-named U.S. and Canadian species groups. This allows mills to co-mingle logs originating from each country during production and provide necessary structural information for the resulting lumber products of combined species groups.

Lumber produced from a mix of U.S. and Cana-

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dian logs must carry a grade stamp showing both species group designations. The most common combinations are Douglas Fir/Larch, Hem-Fir, and Spruce-Pine-Fir. The applicable design values for U.S. and Canadian species group combinations are the lower of the two individual country values in all grades.

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------------| WESTERN WOODS SPECIAL REPORT

SPECIFYING WESTERN SPECIES FRAMING LUMBER GRADES ------------ BY WESTERN WOOD PRODUCTS ASSOCIATION Western dimension lumber is manufactured in both single species and species combinations. Douglas fir, ponderosa pine, and white fir are the most common single species sold as dimension lumber products.

The most popular species combinations are: • Douglas Fir-Larch — Douglas fir, western larch • Hem-Fir — Western hemlock, California red fir, Noble fir, grand fir, Pacific silver fir, white fir • Spruce-Pine-Fir (South) — Engelmann spruce, Sitka spruce, lodgepole pine • Western Woods — Any of the species listed above, plus any or all of the following: sugar pine, ponderosa pine, Idaho white pine, alpine fir, mountain hemlock • Western Cedars — Western red cedar, incense cedar, Alaskan yellow cedar, Port Orford cedar

Grading MANY WESTERN SPECIES share similar performance properties and are grown, harvested and manufactured together. These products are marked as a species combination to simplify marketing, design and engineering and allow design values to be assigned under a group rather than as individual species.

Dimension lumber grading rules limit natural characteristics and manufacturing imperfections that affect the strength of the piece. The grades are based on a visual, mechanical or digital scan evaluation of each piece.

WWPA grades for dimension lumber are established by the Ameri-

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can Lumber Standard Committee, Inc., in accordance with Product Standard 20. The grading rules and corresponding design values are published in the Western Lumber Grading Rules book, which can be purchased from WWPA.

Specifications Dimension lumber, also called framing lumber, is most often used in the construction of woodframe structures, ranging from single-family homes to commercial buildings. This lumber has a nominal thickness of 2” to 4” and is available in grades in four use categories: Light Framing, Structural Light Framing, Studs and Structural Joists and Planks.

Light Framing grades are intended for use where the highest strength values are not required, such as wall framing, plates, sills, cripples and blocking. There are three Light Framing grades, in sizes 2x2 up to 4x4: • Construction • Standard • Utility These grades may be available in combinations, such as Standard & Better, which include both Standard and Construction grades.

Structural Light Framing grades building-products.com

will fit engineering applications where the highest design values are needed. There are four Structural Light Framing grades, in sizes 2x2 up to 4x4: • Select Structural • No. 1 • No. 2 • No. 3 These grades may be available in combinations, such as No. 2 & Better, which includes No. 2, No. 1 and Select Structural grades.

Stud grade lumber is for vertical uses, such as load-bearing walls.

It is often sold in specified lengths for typical construction uses. Stud

grade is the only grade in the Stud category, in sizes 2x2 up to 4x18.

Structural Joists and Planks grades are products that are 5” or greater in width. This lumber is for applications where high-strength values are required, such as floor joists, rafters, headers, small beams, trusses and general framing. There are four Structural Joists and Planks grades, in sizes 2x5 up to 4x18: • Select Structural • No. 1 • No. 2 • No. 3 Like Structural Light Framing,

this lumber is available in marketing combinations such as No. 2 and Better.

The example photos below are presented as a representation of the typical products of 2x4 Select Structural, No. 1 and No. 2 grades, based on the characteristics allowed. Lumber of the same grade may differ in appearance to the example photos, due to the many combinations of characteristics that are allowed in each grade.

More photos for other sizes and grades can be found in publication Western Woods Species Book – Vol. 1 Dimension Lumber, available for free download at wwpa.org. MM

2X4 SELECT STRUCTURAL GRADE: Sound, firm, encased and pith knots are limited up to 7/8”, and are tight and well-spaced. Unsound or loose knots or holes are limited up to 3/4”, one per 4 lineal ft.

2X4 NO. 1 GRADE: Knots must be of same type as in Select Structural grade, up to 1-1/2”.

Unsound or loose knots or holes are limited up to 1”, one per 3 lineal ft. Wane is allowable.

2X4 NO. 2 GRADE: Well-spaced knots of any quality are allowable up to 2”, with one hole up to 1-1/4” per 2 lineal ft. Wane is allowable.

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------------| WWPA SPECIAL REPORT

WWPA PREPS FOR ANNUAL MEETING IN VANCOUVER WESTERN WOOD Products Association’s 2024 annual meeting will be held April 14-16 at Hotel Indigo Vancouver Downtown, Vancouver, Wa. The hotel offers access to the best the Pacific Northwest has to offer, including breathtaking views of the Columbia River and convenient proximity to local shops, restaurants, wineries, tap-rooms and attractions. The 7.3-acre Vancouver Waterfront Park, featuring the beautiful Grant Street Pier, opened in 2018 and has quickly become a popular destination in downtown Vancouver. Portland International Airport is only a 15-minute drive away.

Attendees interested in getting in a round of golf before the meeting events start can coordinate tee-off times or driving range access with the Camus Meadows Golf Course, located 15 minutes from the hotel.

The WWPA event begins Sunday April 14 with the Welcome Reception & Exchange Show. This meet and greet has been a popular introductory rendezvous for members and a great networking opportunity for associate members wanting to exhibit their products and services.

The event continues Monday April 15 with a buffet breakfast and guest speaker, followed by the Quality Standards/Technical Services Committee meeting. All attendees are welcome to attend the committee meeting and observe the committee proceedings. For those interested in exploring the Waterfront during this time, there are a collection of shops, coffee houses and spas to enjoy.

The afternoon includes the WWPA Industry Luncheon and Awards Program, featuring the prestigious Master Lumberman Awards. The Master Lumberman Award recognizes outstanding lumber grading and quality control professionals who have contributed to their companies and the western lumber industry.

Candidates for Master Lumberman must be nominated by his or her company, be a WWPA Certified Grader for at least 20 years, have extensive experience in all levels of lumber manufacturing and hold supervisory responsibilities within their company. Out of the thousands of industry employees working at western mills, only a select few have achieved Master Lumber-

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man status. Since the program began in 1968, only 436 quality control professionals have received the coveted honor.

Following the awards program will be the Speaker Session. Topics of interest include an economic update and outlook for the industry over the next couple of years; a focus on lumber exports, in particular the China, Japan and Mexico markets; a historical overview and impact of U.S. lumber grading agencies; and the effects of Mass Timber in the industry.

The day’s events continue with the Industry Reception & Exchange Show. Attendees will be able to enjoy a wide selection of hors d’oeuvres and Northwest wines and micro brews. Associate members will continue their table top exhibits during this reception.

Directly after the reception is the WWPA Industry Dinner & Entertainment.

The meeting finishes up Tuesday April 16 with the closed board of directors meeting.

WWPA president Ray Barbee conveyed his thoughts on the upcoming WWPA event: “I’m excited about our 2024 meeting and working with several different organizations to put together an interesting as well as informative meeting for the membership.”

For information on registration and hotel accommodations for the WWPA annual meeting, visit the WWPA website at www.wwpa.org/about-wwpa/annual-meeting or email WWPA at info@wwpa.org. MM building-products.com

------------| SPECIAL REPORT

THE TRUTH ABOUT WOOD ------------ BY JEFF EASTERLING IT’S TIME TO remember our roots. Let’s revisit a few pertinent facts about wood and the forestry industry, just to be sure you’re up to date on what’s real and correct.

Renewability What does lumber like eastern white pine need to be created? Dirt, sunlight, and water. No foreign-imported chemicals, nothing bad for the environment. Trees are the environment. Where other building materials take from the earth (think large, gaping holes often equated

with concrete production) and use up fossil fuels (concrete, steel, PVC, etc.), the forest industry plants, on average, two-and-a-half to three trees for every one tree that’s harvested. We’ll let you do the ROI math on that one. Wood is an infinite product that’s easily grown, with zero danger to the planet, again and again and again. Wood is the only truly renewable building product.

Forestry Availability Have you heard the wolf-cries about “we’re running out of wood!” or “our forests are being/will be depleted!” None of it’s true. The fact is our North American forests are larger and healthier than they’ve ever been. Our favorite forestry fact: forests in the United States are in better shape/more plentiful today than they were when Thomas Jefferson was alive.

Forested land in the U.S. is increasing or maintaining, while the lumber industry is growing strong.

We’ve seen the numbers; we know demand for wood is increasing—and it’s OK. The more your customers buy, the more we’ll grow for you, naturally. Our forests and our country won’t run out of wood anytime in the near—or far future (see Renewability.)

WE’RE NOT RUNNING out of wood. The fact is our North American forests are larger, healthier and more plentiful today than they were in the days of Thomas Jefferson.

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Carbon Benefits Let’s hear from the experts on this one.

• The Softwood Lumber Board reported an incremental demand of 387 million bd. ft. of lumber as a result of their projects in 2021 alone.

The carbon benefit of this number: the equivalent of removing 300,000 cars from the road for one year or 1.1 million metric tons of carbon dioxide.

• In 2015, more than 2,600 million metric tons of carbon was stored in harvested wood products in the United States, according to the U.S. Forest Service. One study discovered that, when comparing the use of wood, steel, and concrete to build a single-family home, the house made from wood had the least embodied energy.

• Become familiar with the term lifecycle assessment (LCA), as that’s where the real facts are found. This phrase represents the measuring of environmental impact of a product throughout all stages of the life cycle of the product (not just at one point in the manufacturing). When the LCAs of wood vs. any other building materials are compared, wood wins, hands down.

We could go on and on—and maybe we will in another column— but you get the point: Wood is good.

Good for the environment and good for the planet. MM – Jeff Easterling is president of Northeastern Lumber Manufacturers Association, Cumberland Center, Me. Reach him at info@nelma.org.

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MASONITE TO ACQUIRE PGT INNOVATIONS Masonite International Corp., Tampa, Fl., has agreed to acquire patio door/window manufacturer PGT Innovations, Nokomis, Fl., for $3 billion in cash and stock.

Under the terms of the deal, PGT Innovations shareholders will receive $41 per each PGT share they own, comprised of $33.50 in cash and $7.50 in Masonite stock.

The price represents a 24% premium over PGT’s 30-day volume weighted average share price. Upon completion of the deal, Masonite shareholders will own roughly 84% of the combined company, with PGT Innovations shareholders owning approximately 16%.

The addition of PGT provides Masonite with complementary product offerings in adjacent categories, attractive geographies, expanded routes to market and cross-selling opportunities, enhanced engineering and manufacturing capabilities, as well as a significantly stronger growth and financial profile.

“The acquisition of PGT Innovations accelerates our strategy and is an exciting and transformational step in the nearly 100-year history of Masonite,” said president and CEO Howard Heckes. “The combined business will be well positioned to provide homeowners with differentiated solutions across both

the interior and exterior openings of the home, while significantly expanding our geographic presence and growth opportunities. The PGT Innovations team shares our commitment to innovation and delivering premium products and is tightly aligned to the three strategic pillars that guide Masonite: delivering reliable supply, driving product leadership, and winning the sale.”

Heckes will continue to serve as CEO of Masonite. Jeff Jackson, PGT Innovations CEO, and a second PGT Innovations director will join the Masonite board of directors.

PGT brands include CGI, PGT Custom Windows & Doors, WinDoor, Western Window Systems, Anlin Windows & Doors, Eze-Breeze, Eco Window Systems, NewSouth Window Solutions, and Martin Door.

HOUSEWRAP DEMAND RISING 6.77% The worldwide housewraps market is estimated to grow by $2.6 billion from 2023 to 2028, increasing

WESTERN WINDOWS OPENS SANTA MONICA DESIGN STUDIO PGT Innovations’ Western Window Systems division recently unveiled a new architectural design studio in Santa Monica, Ca. The new 2,800-sq. ft. studio doubles as a showroom and will serve as an innovation hub and immersive experience for architects, builders, developers, dealers, and interior designers.

Inside, visitors will be able to see the operation of products and experience the latest in product innovations.

Western Window Systems industry partners will also be able to use the space as an extension of their own showrooms and introduce homeowners to more

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than 18 of the brand’s products.

The new space features items from all of Western’s classic, performance and simulated steel, and vinyl product lines, including the popular Series 3700 Vinyl Multi-Slide Door that is now available with customization and the Series 7600 Multi-Slide Door with an exposed interior pocket.

Coming soon, the showroom will be home to additional products from Anlin Windows & Doors, another brand from PGT Innovations.

The design studio is available for customers to visit by appointment only with an architect or dealer.

anuary 2024

6.77% a year, according to a new report from Technavio Research.

North America accounts for 47% of the growth of the global market during the forecast period. In the U.S., the implementation of building codes is fueling the demand for housewraps.

Other drivers of growth, particularly in the commercial segment, are the availability of a wide range of products, and the increasing recognition of energy efficiency and sustainability.

One key trend is the growing dependence on digital marketing tactics and e-commerce.

A major challenge is damage to wraps due to rough handling.

WINDOWS DOORS & MORE ACQUIRES ISLAND SASH & DOOR Windows Doors & More, Seattle, Wa., has purchased Pacific Northwest distributor Island Sash & Door.

Island Sash & Door operates a main distribution center in Anacortes, Wa.; showrooms and sales offices in Anacortes, Friday Harbor and Freeland, Wa.; sales offices in Lake Oswego and Bend, Or.; and a showroom and distribution center in Eugene, Or. Windows Doors & More’s owner, Rick Locke, is also the majority owner of Montana Sash & Door, with operations in Bozeman and Kalispell, Mt.; Coeur d’Alene, Id.; and Jackson, Wy.

DO IT BEST PARTNERSHIP CAN TRANSFORM MEMBERS’ MARKETING LBM co-op Do it Best Corp. has formed a strategic partnership with Hyperlocology, a multi-location advertising platform.

The collaboration aims to redefine local advertising and co-op marketing for Do it Best members through an innovative platform that streamlines efforts and unlocks co-op and brand match funds from affiliated brands.

Hyperlocology enables brands to customize advertising per location in collaboration with local owners.

Using data-driven insights, businesses can create personalized advertising campaigns tailored to specific local audiences, ushering in a new era of best practice localized advertising strategies. building-products.com

Do it Best sales and service manager Jenna Grannan noted, “This partnership marks a significant milestone in our commitment to empowering Do it Best members.

Our retailers are the backbone of our cooperative, and this collaboration with Hyperlocology underscores our dedication to providing them with innovative tools to excel in an ever-evolving market.”

The core of the partnership lies in Hyperlocology’s intuitive dashboard. Serving as a centralized hub, Do it Best members and field marketers can seamlessly manage and execute brand-directed local advertising campaigns.

The dashboard also introduces a groundbreaking capability: enabling retailers to access co-op and Brand Match marketing funds extended by the network of esteemed brands associated with Do it Best.

By simplifying the local advertising process and facilitating access to co-op marketing funds, retailers within the Do it Best community can optimize resource allocation.

This shift enables retailers to elevate their marketing efforts, deeply engage local audiences, and foster business growth.

The collaboration goes beyond providing a platform—it empowers retailers to seize control of localized marketing strategies while leveraging the collective strength of a cooperative network.

building-products.com

“MOST RESPONSIBLE” BUILDING PRODUCTS FIRMS HONORED More than a dozen building products companies were recognized by Newsweek as among America’s Most Responsible Companies.

The 600-company list included Owens Corning (#52), Masonite (#93), Fortune Brands (#107), Sherwin-Williams (#115), Koppers Holdings (#124), Armstrong World Industries (#132), Simpson

Manufacturing Co. (#148), Cornerstone Building Brands (#290), PotlatchDeltic (#297), PPG Industries (#307), Stanley Black & Decker (#367), Masco (#387), LP Building Solutions (#454), and AZEK (#546).

Retailers Lowe’s and Home Depot also clocked in at #149 and #166, respectively.

PLM SELLS INDIANA LUMBERMENS

RAYONIER SELLS OREGON LANDS

Pennsylvania Lumbermens Mutual Insurance Co. has sold its Indiana Lumbermens Insurance Co. subsidiary to HDI Global Insurance.

The acquisition of ILIC, which is widely licensed and holds a Treasury listing (T-listing), is a strategic move for HDI to broaden and strengthen its business products offering in the U.S. with the initial focus on surety. The acquisition will expand HDI’s U.S. footprint to two admitted carriers and one nonadmitted carrier.

John K. Smith, PLM president and CEO, said, “The sale of ILIC allows us to strengthen our operating position and continue to focus on service offerings to the lumber businesses across the country as the oldest and largest carrier in the niche.”

Rayonier Inc. has completed the sale of 55,000 acres of timberland in Oregon to Manulife Investment Management for $242 million.

Rayonier used $150 million of the proceeds to pay down its floating rate debt and plans to use $30 million for a special dividend that was to be paid in December. The remaining proceeds are being retained for further debt reduction and/or other capital allocation purposes.

According to CEO David Nunes, “We are actively working to bring additional timberland assets to market as we execute on our plan to capture the disparity between public and private timberland values, position our balance sheet for a higher interest rate environment, and return meaningful capital to shareholders.”

January 2024

• the merchant magazine • 41

------------| NEW PRODUCTS

,

METAL BOARD & BATTEN The new Pac-Clad Board and Batten wall panel system from Petersen uses concealed fasteners to maintain clean lines and a rhythmic pattern of alternating wide vertical boards and narrower elevated battens.

Providing a classic design aesthetic for residential and commercial wall applications, the panels are available in 24-gauge steel and .032 aluminum, in 12” and 16” widths. The 3/4” depth and 2” width of the batten create dimensional interest while keeping trim offsets to a minimum.

PVC BEVEL SIDING When complemented by AZEK Trim, AZEK’s new Bevel Siding delivers a full-wrap solution that mimics the design aesthetic of a classic American home with cedar siding, but now with the low-maintenance performance of PVC. With a lifetime limited warranty and superior performance benefits, the siding is ideal for high-moisture climates, coastal settings, and four-season regions.

PAC-CLAD.COM (800) 722-7150

AZEKCO.COM (877) 275-2935

,

CONCRETE SOLUTION Simpson Strong-Tie’s new G3 gas-actuated fastening tool is ideal for attaching light-duty fixtures such as drywall track, lath wire, furring strips, waterproofing membrane or mechanical/electrical/plumbing utilities to concrete, steel, concrete masonry units (CMUs), concrete over metal deck, or cold-formed steel (CFS).

The G3 can be used as a magazine tool (to attach track, furring strips, hat channel, and angle using GDP and GDPS collated pins) or easily converted to a single-shot tool for attaching fixtures with preassembled pins/accessories.

The tool’s 45-pin magazine with easy-to-locate orange pusher button leaves two pins remaining to ensure the tool does not discharge without pins in the magazine. The magazine’s quick-release lever allows quick removal for changing the nosepiece, clearing a jam, or resetting.

SOLAR SHINGLE CertainTeed’s Solstice Solar Shingle System combines solar energy production into a low-profile roofing system that provides a sleek, beautiful, uniform appearance integrating seamlessly with asphalt shingles.

Backed by a 25-year warranty, the stylish all-black solar panels boast market-leading impact and wind resistance for solar shingles with a wind speed rating of 110 mph. They are also rated to be installed in any wind zone including Florida’s high velocity hurricane zone.

The shingle is also watertight due to the water channel and raised fastener locations designed to provide added protection against water intrusion.

CERTAINTEED.COM (800) 233-8990

STRONGTIE.COM (800) 999-5099

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building-products.com

,

,

VERSATILE RAILINGS Delivering a modern, streamlined profile, Trex’s new X-Series railing is anchored by the versatile X-Series Post, which can be configured to accommodate cable or glass infill.

Sold in easy-to-order kits, Trex Signature X-Series Cable Rail features spring-loaded cables for optimal tension management. Trex Signature X-Series Frameless Glass Rail is sold in a one-size-fits-all infill kit.

The new offerings are crafted with premium-grade aluminum to deliver effortless style and exceptional strength. A durable powder-coated surface allows the railing to retain its color and resist corrosion. They are backed by a 25-year limited residential warranty.

TREX.COM (800) 289-8739

16’ CELLULAR PVC LAP SIDING Versatex has introduced XCEED Lap Siding, an advanced cellular PVC cladding for residential construction and remodeling.

Features include 16-ft. lengths to minimize butt joints, self-leveling VZ Drop-Lock to maintain a level line course to course, a significant reduction in thermal movement, and a heat-resistant acrylic capstock that minimizes fade while ensuring color hold.

Backed by a limited lifetime warranty, XCEED comes with a realistic woodgrain surface texture in traditional white or a selection of fade-resistant colors: Sequoia Green, Heritage Blue, Mojave Tan, Monument Gray and Centennial Stone.

VERSATEX.COM (724) 857-1111

COLORFUL SIDING ACCESSORIES Westlake Royal Building Products is expanding its Versetta Stone siding line with a new Large Light Box and new accessory colors. Featuring panelized installation, Versetta Stone siding provides the beauty and texture of authentic stone masonry without the added skill and time required for installation.

The Large Light Boxes, measuring 9.5” by 15”, are ideal for providing a finished look behind sconces at a home’s front entryway, garage or rear entry. They come in Charcoal, Stone Grey, and Taupe.

Existing accessories have new color options, including Trim Stone, Starter Strips, and J-Channel, all now available in Stone Grey, Taupe and Charcoal.

VERSETTASTONE.COM (800) 521-8486

building-products.com

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 2024

• the merchant magazine • 43

,

OUTDOOR LIVING CONFIGURATOR Awiluxe has launched an advanced 3D configurator for designing personalized pergolas, louvered roofs, and sunrooms with ease.

The platform offers instant quotes on customized Cabbana X louvered roofs, Avantgard pergolas, retractable pergolas, and Polad and Panora sunrooms.

ECO-FRIENDLY STONE VENEER A mortarless stone veneer by NCP Industries has the capacity to capture C02 from the air, making it an environmentally friendly solution that actively works to neutralize the carbon footprint.

The Adorn Stone profile, designed in partnership with builder Premier Outdoor Living, presents a new era in eco-conscious design and sustainable building.

The first product in the company’s EcoLuxe line, one pallet (96 sq. ft.) of Adorn Stone captures the same C02 as five mature trees (up to 1.5 lbs. of C02 captured per panel).

The product is launching with additional colors, profiles and products in 2024.

AWILUXE.COM (866) 620-3010

,

NCPINDUSTRIES.COM (888) 379-2210

, HEAT WAVES

ProForm Finishing Products is introducing a new, more environmentally friendly pail, while continuing to deliver the same product and performance. The traditional white pail will switch to black as the company partners with pail manufacturer Berry Global to include 30% post-consumer recycled (PCR) plastic in each pail.

Before making the transition, ProForm conducted field trials and testing with the new pails including drop tests, compression results, cycle testing, and UV testing and found no impacts to the formula and no quality difference in the pails.

Makita’s new 18V LXT Heated Vest helps keep the cold from affecting the productivity of hard-working professionals wherever heat is needed.

It utilizes Makita 18V LXT batteries that provide heat for up to 35 hours using one fully charged 6.0Ah LXT battery on low setting (battery not included). Users can also keep their portable electronic devices charged-up with the convenient on-board 2.4 AMP USB power port.

The vest has three color-coded heat settings for precise heating control to adjust to changing weather conditions. It has four pockets, including left chest, side pockets (left and right), and a back pocket at the waist.

The battery holder features an integrated belt clip.

The upgraded interior fleece lining features improved warmth retention during power off. The outer shell is made of polyester, while the sides are made of stretchable polyurethane. It is machine washable and dryable when you remove the battery holder and battery.

NATIONALGYPSUM.COM (800) 628-4662

MAKITATOOLS.COM (800) 462-5482

REPACKAGED COMPOUNDS

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building-products.com

2nd GROWTH’S HOLIDAY HOTSHOTS

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WEST COAST Lumber & Building Material Association held its 2nd Growth holiday meeting Dec. 7 at TopGolf, Ontario, Ca. [1] Outgoing 2nd Growth president Stephanie Barrios, with her successor, Dave Rogers. [2] Troy Huff, Tobie Huff, Karen Lewis, Mark Huff. [3] Kevin Johnson, Matt Fink. [4] Julie Van Groningen, Stephanie Barrios, Renee Frankenhouser. [5] Jeni Salas, Tony Rodriguez, Danny Sosa, Sean Cummings, Garrett Backstrom. [6] Tina building-products.com

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15 Ortiz, Steve Mitchell, Jacqueline Palazzolo. [7] Ray Dominguez, Daniel Reyes.

[8] Gavin Morris, Mo Shearer. [9] Chris Johnson, Lisseth Torres. [10] Leigh Anne Magin, Matt LaTendresse. [11] Luis Rojas, Dan Delaney, Nathan Wetter.

[12] David Label, Maui Martinez, Daniel Hines, Cheyne Crandall. [13] Charley Melkonian, Eunice Cruz. [14] Damien & Jessica Simpson, Carolina & Luis Rojas. [15] Jason Schulze, Chuck Casey.

January 2024

• the merchant magazine • 45

PORTLAND WHOLESALERS GIVE BACK FOR THE HOLIDAYS to the industry, community contributions, and outstanding character and leadership traits. Burns’ lifelong commitment to honesty, integrity and service to others aligns seamlessly with these benchmarks.

His career began in 1983 after graduating from the University of Washington. His relentless work ethic and commitment to building relationships led him to carve a niche in the industry. As part of a team that acquired Patrick Lumber in the late 1990s, Burns’ integrity and core values transformed the business into a model of success while maintaining adaptability in a changing industry landscape.

Beyond his professional achievements, his dedication to mentoring and coaching youth in sports demonstrates his commitment to personal growth and community

THE PORTLAND WHOLESALE Wholesale Lumber Association celebrated generosity during its 101st Christmas Luncheon at Portland’s DoubleTree Hotel-Lloyd Center on Dec. 8.

That charitable spirit was fully on display in recognizing Patrick Burns, Patrick Lumber, Portland, Or., as its 2023 Lumberperson of the Year Award. The honor recognizes Burns’ exceptional leadership, unwavering dedication, and remarkable contributions to the Northwest lumber industry. Gunnar Brinck, chairman of the Lumberperson of the Year committee, outlined the criteria behind this recognition: a commitment

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service. Brinck commended his genuine care for others, citing numerous instances where he went above and beyond to assist colleagues and even strangers without being asked, illustrating his commitment to selflessness, and doing what’s right.

The presentation marked a celebration of Burns’ outstanding achievements, recognizing his role as a luminary in the industry and a true asset to the community. His name will be immortalized on the larger recognition board, permanently displayed at the World Forestry Center, marking his place among a distinguished group of industry leaders.

During the event, Terry Haddix, outgoing president of PWLA, reflected on the year’s accomplishments, highlighting the collaborative efforts and unwavering support

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5 GIVING BACK: [1] 2024 Lumberperson of the Year Pat Burns, Gunnar Brinck. [2] Young Lumberperson of the Year KayCee Hallstrom, Chelsea Zuccato. [3] Guest speaker Marsha Lindsay. [4] Aly Kingsley, Terry Haddix, Jessica Standley, Daniel Ettelstein. [5] Mark Gray, Chelsea Zuccato, Pat & Katherine Burns, Preston Johnson. [6] Renee Stevens, Tina Murphy. [7] Kevin Grindy, Ryan Sweeney.

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building-products.com

AT THE MIC, Tina Murphy recounts how PWLA gives back to the community through an annual holiday celebration to support children in Open House Ministries’ care.

that drove the association’s success.

The Logs to Lumber tour was a standout event, providing networking for attendees. Another was an exclusive behind-the-scenes tour of the upcoming Alaska Airlines Terminal at PDX, with its awe-inspiring display of wooden elements showcasing the impact of real wood in public spaces and underscoring the industry’s influence on human experiences.

Haddix called the revitalized Wood Wise Workshop (previously the Wood Innovation Summit) a testament to PWLA’s resilience and adaptability in fostering learning and networking opportunities despite initial challenges.

KayCee Hallstrom, Zip-O-Log Mills, won the Young Lumberperson of the Year Award, symbolizing the industry’s promising future through her dedication and hands-on ap-

proach, rooted in a family legacy.

Keynote speaker Marsha Lindsay, CEO of Lindsay Foresight & Stratagem, brought her expertise as a marketing strategist and business visionary. Lindsay’s familial ties to the lumber industry underscored her intimate connection and expertise in the field. Her global impact and service to renowned companies aligned seamlessly with the PWLA’s commitment to industry excellence.

Ultra-Resistant MDF

DeWalt’s new Xtreme 12V MAX* 5-3/8” Circular Saw (DCS512B) delivers powerful and accurate cutting performance across a wide range of materials.

Features include a built-in rafter hook for convenient storage on the jobsite, an electric brake that quickly stops the blade after the trigger is released, an LED light for increased visibility and cut accuracy, and optional dust collection to minimize dust during cutting.

A built-in rafter hook allows for convenient storage on the jobsite.

Roseburg Forest Products’ new Armorite Exterior MDF is a no-added formaldehyde MDF panel treated with a proprietary biocide to resist moisture, rot, decay and insects, including Formosan termites.

Engineered for machinability, it reportedly provides the best performance in the market for profiling, cutting and custom designs. It is manufactured from western softwoods to provide superior strength with less weight, ensuring easy nailing, machining and finishing. ® Fabricators will appreciate all the design flexibility they are accustomed to with interior MDF panels, but with the added benefit of withstanding the rigors of exterior environments, high moisture, and humidity.

n DEWALT.COM (800) 433-9258

n ROSEBURG.COM (800) 245-1115

Sub-Compact Cutting

WHOLESALE DISTRIBUTOR OF TREATED LUMBER & PLWOOD, INCLUDING:

EWP BIG TIMBERS/LONG LENGTHS DISTRESSED WOOD

D-BLAZE® FRTW

D-BLAZE FIRE RETARDANT TREATED WOOD FOR FIRE RATED ASSEMBLES & INTERIOR APPLICATIONS UL FR-S Classified Plywood & Lumber Building Code Compliant under ICC-ESR 2645 California CSFM BML Listings for D-Blaze Plywood and Lumber Low Smoke and Flame Development. No VOC’s of Formaldehyde City of Los Angeles Research Report: RR 24502 ACQ .40-TREATED DOUGLAS FIR 2X4 -2X12 (8’ TO 20’) 2X14 (16 TO 20 & 24) 3X4 - 3X12 (8’ TO 20’) 4X4 - 4X12 (8’ TO 20’) 4X14 (16’ TO 20’ & 24’) 6X6 - 6X12 (8’ TO 20’ & 24’) BORATE-TREATED DF 2X4 - 2X6 (8’ TO 20’)

3X4 - 3X8 (8’ TO 20’)

Larger pieces available depending on current inventory Custom Treating Available FINEST TIMBERS 50 THE n The Merchant Magazine n August 2021AVAILABLE, DELIVERED TO CUSTOMERS

Merchant 8-21_Layout.indd 50

ACCURATELY, HONESTLY & ON TIME.

building-products.com

Building-Products.com

7/28/2021 1:02:49 PM

SANTA FE SPRINGS, CA WWW.HUFFLUMBER.NET (800) 347-4833

January 2024

• the merchant magazine • 47

------------| IN MEMORIAM Thomas “T.J.” Tomjack, former CEO and chairman of North Pacific Group, Portland, Or., passed away on Dec. 1 after a 10-year battle with Parkinsons and dementia. He was 81.

A graduate of Notre Dame, Tom worked as CPA and futures broker, with Potlatch Corp. and KPMG Peat Marwick before joining North Pacific in 1985. He became president and chief operating officer a year later, and board chair and chief executive in 1989. He was succeeded as CEO in 2003, but continued as chairman until retiring in 2008.

From 1989 through 2005 as a board member and ultimately chairman of the North American Wholesale Lumber Association, which presented him the its Mulrooney Award in 2007. He also served as a board member for the American Forest & Paper Association and as chairman of the American Wood Council.

home in 1959 to work in the lumber mill his father managed in Moscow, Id. A few years later, Gary started selling lumber at the mill in Kooskia, Id. In 1975, he was named sales manager for Bennett Lumber Products, Princeton, Id. He finished his career in sales with Riley Creek Lumber Co., Sandpoint, Id., from 1992 until retiring in 2001.

Gerald H. Derr, former co-owner of J.M. Derr Lumber Co., Elk Grove, Ca., passed away on Dec. 10 at the age of 89.

Gerald earned a bachelor’s degree from Sacramento State College in 1956, and the following year became assistant fire chief. Months later, due to his father’s failing health, he joined the family lumber business full-time.

Afte he was named Elk Grove fire chief in 1969, e sold his half of the lumber company to his aunt, Jessie Mae Crump.

Joseph Christopher “Chris” Yocum, longtime product manager for Huttig Building Products, Fresno, Ca., died on Nov. 24 at the age of 70.

A stand-out baseball player, he was drafted by the Minnesota Twins as a pitcher. Chris later graduated from Fresno State University in 1976, then began his 32-year career with Huttig.

John Paul Kimber, 82, lumber sales rep died on Dec. 12.

After serving in the Navy aboard the USS Lexington, he attended Northern Michigan University. He worked for Edward Hines Lumber Co. and Capital Lumber, with stops in Michigan, Arizona, Missouri, Florida, Colorado and Washington.

Alfred Edwin “Bud” Meek, 96, retired owner of Bud’s Lumber Supply, South Bend, Wa., died on Nov. 16.

After serving in the medical division of the U.S. Army during the Korean War, Bud joined He joined Weyerhaeuser Co., Raymond, Wa., as an overhead crane operator in the shipping shed. In 1972, he became manager of Bayview Lumber Co., South Bend, and three years later purchased the business from Robert Bush, renaming it Bud’s Lumber Supply.

He was a past president of the South Bend Chamber of Commerce.

George Antonio Romero, 73, former owner of Romero Lumber in Albuquerque and Edgewood, N.M., died on Nov. 19.

A U.S. Army veteran, he also operated a feed store in Edgewood until he retired in 2012.

Guillermo “Anthony” Baca, 72, former assistant manager of RAKS Building Supply, Los Lunas, N.M., passed away on Dec. 13 due to complications of Parkinson’s disease.

After high school, he began working in construction.

Gary Vance Bennett, 87, died on Nov. 22, several months after suffering a stroke.

Born in Edmonton, Alberta, Canada, Gary was 16 when his family moved to Lewiston, Id., so his father could work at his brother Guy Bennett sawmill in Clarkston. He spent four years in the U.S. Navy, returning

Richard B. Iverson, former operator of Coast to Coast Hardware, Healdsburg, Ca., died on Nov. 3, one day after his 97th birthday.

Richard served in the U.S. Navy during World War II, sailing a tugboat across the Pacific Ocean to Shanghai.

He also served in the Korean War as a Lieutenant in the Army. He gradu-

48 • the merchant magazine • J

anuary 2024

ated from UC Davis and ran two car dealerships with his brother, Don, until 1975 when he moved the family to Healdsburg to operate his newly purchased Coast-to-Coast Hardware store. He retired and sold the store 10 years later.

Andrew Hans “Andy” Andersen, 83, partner in Nielsen Building Materials, Solvang, Ca., died on Dec. 9.

For more than 30 years, until retiring in the 1990s, Andy ran the family business with his brother-in-law, Alton Nielsen.

James R. Mathews, 74, retired Western Wood Products Association lumber inspector and Master Lumberman, passed away last month.

Jim spent 42 years in the lumber industry, beginning in 1970 with Weyerhaeuser Co., Klamath Falls, Or. He worked in most of the planing mill positions until moving into the lumber grading department as a student grader in 1972. He was first certified in 1974 in Commons and then subsequently earned certificates in all NGR Grades, Shop and Selects. He spent the next 17 years as a certified lumber grader, quality control supervisor or grading department shift supervisor.

Jim joined the WWPA as a lumber inspector in 1987, overseeing the California Southern Central Valley. In 1989, he moved to WWPA’s Portland, Or., headquarters, where he served in several capacities within the Quality Services Division, including director, Japanese Lumber Inspection, and assistant director, Coast/California.

After 25 years with WWPA, Jim retired in the spring of 2012 as the quality assurance administrative manager.

That same year, he was presented the Master Lumberman Award.

Dan Curtis Welch, retired owner of the old Welch Hardware & Pump, Buckeye, Az., passed away on Dec. 2 at age 84.

Dan attended Arizona State College and served in the U.S. Air Force.

COMING NEXT MONTH in The Merchant Magazine

Spring Outdoor Living Special Issue: Decking • Railings • Fasteners Plus OSB, Plywood & Panels

building-products.com

------------| DATE BOOK

------------| ADVERTISERS INDEX PAGE

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

11

CT Darnell Construction www.ctdarnell.com

Riverside Home & Gardem Show – Jan. 12-14, Riverside Convention Center, Riverside, Ca.; www.homeshowconsultants.com.

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DMSi www.dmsi.com

Western Building Material Association – Jan. 16, intro to building material sales; Jan. 17-18, estimating workshop, Embassy Suites Portland Airport, Portland, Or.; www.wbma.org.

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Huff Lumber Co. www.hufflumber.com

Associated California Loggers – Jan. 22-24, 50th annual meeting, Peppermill Resort Spa Casino, Reno, Nv.; www.californialoggers.com.

Cover III

Humboldt Sawmill www.mendoco.com

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Jones Wholesale Lumber Co. www.joneswholesale.com

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Maze Nails www.mazenails.com

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NAWLA www.nawla.org

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Patrick Lumber www.patlbr.com

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Pelican Bay Forest Products www.pelicanbayfp.com

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Potlatch Deltic Corp. www.potlatchdeltic.com

9, Cover IV

Redwood Empire www.buyredwood.com

Cover I

Simpson Strong-Tie www.strongtie.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

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Snider Industries www.sniderindustries.com

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Stimson Lumber www.stimsonlumber.com

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Swanson Group Sales Co. www.swansongroup.biz

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Timber Products www.timberproducts.com

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TruWood www.truwood.com

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Unity Forest Products www.unityforest.com

Cover II

West Fraser www.westfraser.com/osb

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Western Woods, Inc. www.westernwoods.com

Western Pallet Association – Jan. 12-16, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org.

Sacramento Hoo-Hoo Club – Jan. 23, initiation meeting, The Officers Club, McClellan, Ca.; www.hoohoo109.org.

American Fence Association – Jan. 23-26, FenceTech, Nashville, Tn.; www.americanfenceassociation.com.

International Surface Event – Jan. 23-26, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

Black Bart Hoo-Hoo Club – Jan. 24, Industry Night, Broiler Steak House, Ukiah, Ca.; www.hoohoo181.org.

Humboldt Hoo-Hoo Club – Jan. 25, crab feed, Eureka, Ca.; www. hoohoo.org.

National Association of Wholesale Distributors – Jan. 30-Feb. 1, executive summit, Fairmont Hotel, Washington, D.C.; www.naw.org.

BUDMA – Jan. 30-Feb. 2, international construction & architecture fair, Poznan, Poland; www.budma.pl.

Northern Utah Home Show – Feb. 2-3, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com.

Colorado Springs Home & Landscape Expo – Feb. 2-4, Norris-Penrose Event Center, Colorado Springs, Co.; www.homecentershow.com.

Northern California Home & Landscape Show – Feb. 2-4, Sacramento, Ca.; www.homeandlandscapeexpo.com.

True Value – Feb. 2-4, Spring Reunion show, Ernest N. Morial Convention Center, New Orleans, La.; www.truevaluecompany.com.

Cameron Ashley Building Products – Feb. 4-9, dealer show, Loews Royal Pacific Universal, Orlando, Fl.; www.cameronashleybp.com.

Sierra-Cascade Logging Conference – Feb. 8-10, Shasta District Fairgrounds, Anderson, Ca.; www.sclcexpo.com.

Pomona Home & Gardem Show – Feb. 16-18, Fairplex, Pomona, Ca.; www.homeshowconsultants.com.

Batibouw – Feb. 17-25, Brussels, Belgium; www.batibouw.com.

Orgill – Feb. 19-March 3, online buying event; www.orgill.com.

LBM Advantage Feb. 20-22, annual buying show & shareholders meeting, Rosen Shingle Creek, Orlando, Fl.; www.lbmadvantage.com.

Southern California Hoo-Hoo Club – Feb. 21, initiation/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

Western Wood Preservers Institute – Feb. 21-22, winter meeting, Vancouver, Wa.; www.wwpinstitute.org.

Oregon Logging Conference – Feb. 22-24, Lane County Events Center & Fairgrounds, Eugene, Or.; www.oregonloggingconference.com.

Orgill – Feb. 22-24, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com.

Bakersfield Home & Gardem Show – Feb. 23-25, Kern County Fair, Bakersfield, Ca.; www.bakersfieldhomeshows.com.

International Builders Show/Kitchen & Bath Industry Show – Feb. 27-29, Las Vegas, Nv.; www.buildersshow.com.

Western Building Material Association – Feb. 28-29, management conference, Embassy Suites, Hillsboro, Or.; www.wbma.org.

building-products.com

January 2024

• the merchant magazine • 49

------------| FLASHBACK

81 YEARS AGO THIS MONTH

FLASHBACK:

THE DARK DAYS OF THE ENERGY CRISIS FIFTY YEARS AGO, the energy crisis dominated the headlines across the nation, including in the pages of The Merchant. It was also a popular topic for presentations at industry events—and the primary excuse for the Pacific Southwest Hardware Association to announce that they were cancelling the upcoming Home Improvement Center and Exhibit Show in Phoenix.

Among the News Briefs in the January 1974 edition of The Merchant: “The energy shortage continues as Top No. 1 as business copes as best it can with present cutbacks and ponders the effects additional shortages may have ...”

“The Lumber City stores in Southern California, like others in the West, refused to sell Christmas lights and decorations as their bit in combating the energy shortage ...”

“The softwood plywood industry has urged energy czar William E. Simon to change propane regulations so manufacturers can have 100% of their current requirements for propane, essential to the veneer drying phase of plywood production during winter months when natural gas is not available ...”

“The home builders association is using its considerable political muscle in Washington to spare builders from further oil-saving

50 • the merchant magazine • J

rules for fear of additional injury to an already battered housing industry ... despite current grim economic news, their latest forecasts for housing in ‘74 still see ‘only’ a 20% decline for the year as a whole...”

“There have been scattered reports from across the West of cutbacks and curtailments in delivery services at both retail and wholesale levels due to the gas shortage; more are likely to come ... a few firms are reducing their number of operating hours, particularly at the retail level ...”

The cover of the January 1974 issue spotlighted Del Cole, salesman with Rounds Lumber Co., Cloverdale, Ca., who would spend 50 years wholesaling lumber in the West. Del, who passed away in 2005, was also a longtime board member of the Black Bart Hoo-Hoo Club.

“The fuel shortage is expected to make a serious dent in sales of second homes, excepting, perhaps, those areas where that get-away retreat is only one gas tank away ...”

“Georgia-Pacific’s chairman and president, Robert B. Pamplin, sees the forest products industry and many of its customers, such as the housing and packaging industries, benefiting from the energy shortage; ample raw material of forest products, low energy requirements in manufacturing and their superior insulation qualities will mean increased profits in the long run, he says.

“Pamplin revealed that company sales will approximate $2.2 billion for 1973 with net income more than $160 million, both new records. Sales in 1972 were $1.7 billion and income was $97.6 million.” MM

anuary 2024

Although today it’s known as the manufacturer of such iconic brands as Kleenex, Scott tissue, Huggies, Pull-Ups, Kotex and Depends, Kimberly-Clark used to operate a forest products division, which regularly advertised in The Merchant. KimberlyClark sold its timberlands and two sawmills in Northern California to Roseburg in 1979.

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