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LUMBER SALES TECHNOLOGY HARDWOOD EPDs NAWLA TRADERS MARKET PREVIEW
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OCTOBER 2013
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THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
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Special Features
October 2013
Volume 92 Number 4
Magazine
In Every Issue
8 INDUSTRY TRENDS
SELLING BUILDING MATERIALS ON THE GO
10 FEATURE STORY
HOW CRM CAN BOLSTER LUMBER SALES
12 COMPANY PROFILE
SOFTWARE FIRM FOCUSES ON LBM
14 MARGIN BUILDERS
ORDERING CUSTOM MILLWORK ONLINE
15 PRODUCT SPOTLIGHT
U.S. HARDWOODS EARN GREEN PROFILES
20 SPECIAL: TRADERS MARKET PREVIEW 56-PAGE PLANNING GUIDE FOR THE LUMBER INDUSTRY’S BIGGEST SHOW
32 PHOTO RECAP: B.C. BUYERS MISSION 33 PHOTO RECAP: CEDAR SUMMIT
6 TOTALLY RANDOM 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 22 MOVERS & SHAKERS 23 APP WATCH 26 FAMILY BUSINESS 28 NEW PRODUCTS 36 ASSOCIATION UPDATE 37 IN MEMORIAM 37 DATE BOOK 38 IDEA FILE 38 ADVERTISERS INDEX
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Building-Products.com
TOTALLY Random By Alan Oakes
The
MERCHANT
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www.building-products.com
A publication of Cutler Publishing
4500 Campus Dr., Ste. 480, Newport Beach, CA 92660
Lessons from the recession
F
IRST, I HOPE TO to see many of you later this month in Las Vegas at the lumber industry’s premier event, the NAWLA Traders Market. Look out in the center of this issue for our 56-page, pull-out feature (our biggest in some time) covering the event and its exhibitors. There is still time to sign up, and it looks like a healthy turnout and an indication that the industry continues to grow again. All signs are that 2014 will surpass 2013 in housing starts, with forecasts from several economists hitting what many believe to be the realistic number of about 1.1 million starts. With this total, we are starting to get to a more realistic level that past history can support. Even those numbers will likely create issues of supply and transportation, but it’s a much better place to be. That being said, I—along with many readers, judging by your feedback—am still jumpy over what has transpired since 2007. Many of us still can’t believe things are even okay. While we all agree things are better, there seems there is always a but coming. There’s a lingering sense that another shoe could drop, so I have tried to think through what lessons we should learn from the recession. The official recession lasted only 17 months, but I think for our industry it was closer to five years. Estimates suggest more than 8 million jobs were lost and almost $19 trillion of household wealth. The major lesson should be that even though one might qualify to borrow money, not all should. The credit explosion in 2004-2006 that created the housing bubble showed that not all people are responsible and fiscally attuned to what can happen. Having debt (business or private) in a prolonged downturn creates all the issues that lead to companies closing, widescale unemployment, a wipe out of equity and possibly losing everything. We learned that our homes are not piggy banks and should not be relied on to provide funding for endeavors such as schooling, lavish vacations, autos or even that second—or third—home. Those low teaser rates don’t continue forever. Indeed, I saw offers that actually lasted only one month! Your house should be a place to live and a lifestyle choice, not an investment asset. We also learned that the stock market can go down as well as up. Yes, we all knew that, but none of us had ever seen how quickly it could drop. I read that 12 years of gains were wiped out in months. And the daily fall, often by several hundred points, led to some very costly panic decisions, especially among those at or near retirement. But the market has come back. If you sold, you committed yourselves to losses. Sitting tight despite the angst and having a balanced, well-managed portfolio was probably the key to survival. For those of us in employment the last five years, we have certainly learned that our greatest asset is our job. Being without a paycheck is never fun, but it’s worse when it goes on and on without hope of finding a job or you are forced to accept a job at 50% of what you were earning previously. I have seen families devastated. For those who had little or no savings, the mental toll it took was palpable. I know we all get fed up at work, but I commend the many managers and owners in our industry who kept so many on the payroll when business did not warrant it. I think the final lesson is that it is easier to find a new job when employed rather than when unemployed. The events of the last five years will hopefully guide us in the future. We do tend to forget easily. Let’s hope we do not and instead better assess risk.
Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Director of Editorial & Production David Koenig dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Dwight Curran James Olsen Carla Waldemar Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com
How to Advertise
Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com Alan Oakes www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com CLASSIFIED David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com
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SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.
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Building-Products.com
INDUSTRY Trends By Brad Finck, Cadsoft Corp.
LBM Mobile
Selling materials on the go the LBM industry is now also embracing the world of mobile technology. Becoming more and more intrigued by what I was witnessing, I started to investigate notable key technologies that I found to be a growing trend.
Product Visualizers
HOMEWORKS DESIGNER showcases a huge inventory of real-world products for the Home Hardware chain of Canada.
W
I WAS first introduced to the LBM world, one of the things that originally struck me was how adaptive this market was to technology. I certainly expected the industry to have point-of-sale systems for conducting day-to-day business transactions, but was not expecting the high rate of adoption of other technologies that I was seeing. For example, a large number of dealers that I visited had both deck design and kitchen design kiosks, where customers could interact with a store associate to lay out their dream deck or kitchen. These digital projects in turn would calculate the entire HEN
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material list and help with ordering. As I toured through other facilities, some of which were so remote that I would classify them as being “outside of the boondocks,” I was seeing cutting edge software to digitally design entire new model homes, pole barns, and garages in vivid 3D, to assist with the sale from the customer and use the intelligent information to feed directly to point of sale system. This was not the archaic industry that I had expected. I was blown away at the forwardthinking and willingness to experiment with new technologies that I was seeing in owners and c.e.o.s alike. Fast forward a few years later and
October 2013
Product visualizers have been around for years. They give you the ability to take a photo of your exterior, interior or landscape and see what certain products are going to look like when applied to your specific project. Typical applications for visualizers include paint, siding, roofing and landscape surfaces. They are easy to use by the general public and sales professionals alike, and they serve a particular purpose well. However, the use of product visualizers seems to be on the rise. With the success of mobile applications over the past few years, several key companies have expanded their visualizer applications to not only deliver an image for sales purposes, but also offer additional associated information used for lead tracking. This is key for the manufacturer and wholesaler who needs to know which products are being viewed. Simply put, the product visualizer now becomes an important marketing and lead generation platform, in addition to a sales tool. Many product manufacturers have their own online and mobile visualizers, particularly in the world of paint products with companies like Benjamin Moore and Sherwin Williams. Both organizations offer online and mobile applications for the Building-Products.com
iPad, which are being embraced by consumers and dealers alike. One company that is leading the charge in the area of product visualizers is Renoworks, a Canadian-based company that offers desktop, online and handheld solutions for both manufacturers, LBM dealers, and wholesalers. Renoworks allows customers to upload a photo of their own home to a company’s website and showcase real-world manufacturers’ products directly from their mobile device. Ideal for the remodeling market, the software helps visualize what your home will look like with new siding, trim, windows, doors and hundreds of other materials. Once the client is engaged in the experience, they feel more connected and are more likely to purchase from that business. All leads are tracked by local dealers for sales lead follow up. “The clients that we like to work with are concerned about metrics” says Doug Vickerson, c.e.o. of Renoworks. “We are told by the companies that we work with that visitors that come to a website are four more times likely to convert to a customer.” The HomeWorks Designer tool used by national retailer Home Hardware is an example of an online and mobile application that is used on a national level. Powered by Renoworks, HomeWorks showcases a huge inventory of real-world manufacturers’ products offered by the Home Hardware chain. Considering a picture is worth a thousand words, product visualizers are certainly a trend that will become even more popular as their use in the mobile world becomes more and more prominent.
work directly from the jobsite and interact with your point-of-sale system. MVP is used by wholesale distributors, LBM retailers, and millwork dealers. It was originally developed for on-site door and millwork bids, but can be expanded to order any product from the field that you have in your POS system. The MVP software also offers a complete graphical representation for every item that can be selected. Therefore, because an image is available to the builder or owner during the process, the sales representative has the opportunity to up-sell additional products during his time on site. Steve Linn, partner at Mainstreet Millwork, Denison, Tx., has been piloting this new product for several months now. Linn claims that after using the software in the field, his close rate has increased by 30%. He says, “What makes MVP unique is that this was designed from the field up for salespeople,” meaning that the product was designed to be used the way a field salesperson actually operates. “MVP is changing the way building supply companies do business,” says Terry Davies, president of Luxwood Design Tools.
“Now you can walk through your job site and do a complete bid or adjust your current order right from the job site. By uploading the order directly to your point-of-sale system, we eliminate the re-keying of information that typically happens in the current process, saving hours of work and often days of delay due to repetition of data entry and misinformation.” Mobile bidding and takeoff is still in its infancy, but my belief is that this may be the single most important trend in the future for ordering and bidding for the LBM. It is clear that as the economy continues to rebound, mobile applications will continue to emerge for a variety of purposes. The LBM industry is quickly embracing this new world. The products mentioned here only represent a fraction of what is rapidly becoming available. The mobile world, when used correctly, will continue to improve the sales of products and services as well as the speed and accuracy with which business is conducted between the jobsite and the lumberyard. – Brad Finck is vice president of business development for Cadsoft Corp., a software solution provider for LBM dealers, builders, remodelers and designers. Reach him at brad.finck@cadsoft.com
Handheld Bidding & Material Takeoff
Another intriguing technology that is relatively new to the LBM market is mobile bidding and material takeoff. This emerging trend allows the dealer/estimator to be completely mobile and is ideal for working on site. Available for iPhones, iPads, Android and Windows devices, it allows sales representatives to turn around bids faster and easier than ever before. Operations are streamlined, saving valuable time and money. One new application for the market is called Mobile Visual Pro (or MVP), developed by Luxwood Software. MVP is an application that runs on the iPhone or iPad and allows you to Building-Products.com
MOBILE VISUAL PRO lets dealers work with their POS systems while on the jobsite. October 2013
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FEATURE Story By Scott Thomas, Idle Tools Corp.
CRM systems bolster LBM sales
I
F YOU ARE unfamiliar with the term CRM, it stands for Customer Relationship Management. According to Wikipedia, it’s a “model for managing a company’s interactions with current and future customers. It involves using technology to organize, automate and synchronize sales, marketing, customer service, and technical support.” Today, CRM platforms have evolved and changed to meet the needs of modern businesses, which includes cloud-based systems, seamless integration with mobile devices, integration with social media (such as LinkedIn), builtin ESNs (internal collaboration networks for business), connections with thousands of external apps, and synchronization with popular web-based suites like Google Apps. More and more companies are now operating entirely in the cloud using CRM as end-to-end systems (lead-to-invoice) or integrating CRM with existing ERP systems to get a similar solution. Typically CRM acts as the “front of the house,” managing all activities and processes prior to transactions. Additionally, many CRM providers offer dedicated suites to manage marketing and customer service with integration to phone systems and more. Some CRMs also offer web portals and communities so customers and suppliers can log in and collaborate.
Q: Since interest in CRM has recently spiked, do you believe that these systems can be a fit for companies in the building industry? A: CRM can be a fit for really any company in any industry, it just depends on what you want to accomplish. Although CRM seems mostly known as a sales automation tool (and is mostly presented that way), it can really improve anything from internal processes to customer ser10
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vice to marketing management. If you start by asking yourself what information you have to waste time chasing, requires time-consuming consolidation, or is managed on spreadsheets, that will reveal a basket of areas where CRM can help.
Q: Why are companies interested in tools like CRM? A: It has a lot to do with competitive environments and tighter resources. In the past, companies would simply “throw people at it” when it came to an issue or an opportunity. Today, companies need to be proactive towards revenue and process improvement in a resourceful way. A benefit of CRM is that it is forward-looking and process-driven, while sales data is backwardslooking and people tend to be more reaction-driven (fix it for now) than process-driven. I believe this is why so many organizations always feel like they are scrambling.
Q: You mentioned the phrase “proactive towards revenue.” What did you mean by that?
A: In most organizations, the only data they have relied on to manage sales teams is transactional sales data from an ERP system and anecdotal feedback from managers. This information is intrinsically backwards-looking and causes reactionary behaviors. By using CRM, you can track revenue opportunities while in motion, pre-transaction. By focusing management on the open pipeline, it allows organizations to be proactive and actively affect the right sales opportunities, at the right time, with the appropriate resources, to get a positive outcome. Additionally, you can track why sales opportunities are won or lost and begin to analyze your areas of success and failure so you Building-Products.com
can adjust your strategy or adjust your sales teams.
Q: If a company is successful in managing a sales pipeline through CRM, what should they be tracking?
A: Once the sales opportunity modules are designed to match your sales channel and products, you can really track anything you want. However, don’t get carried away. Only collect information that you can realistically consume and use to make decisions. The goal is not to make salespeople data entry clerks. Examples of what to track in pipeline include sales opportunities by brand, by market, by sales territory, by project type, by customer type, by promotion type. You can also track sales activities related to top opportunities. Q:
If CRM is process-driven, while people are reaction-driven, what can this mean for a company?
A: Over time, companies build a patchwork of loosely organized processes to manage their business. These processes have surfaced over time in reaction to customer needs, supplier needs, and internal complexi-
Building-Products.com
ty driven by growth. Unfortunately, there are a lot of hidden costs buried in these processes. Most can’t be reported against and they tend to be inefficient and labor intensive. Worst of all, the data may reside on the hard drives of individuals or in filing cabinets. CRM can be used to manage just about any process in a centralized way that allows for processes that can be tracked, reported against, and optimized (so people can be productive). Basic rule of thumb: if you’re tracking a lot of things on spreadsheets, you need CRM.
Q: Driving sales seems to be at the heart of how CRM systems are promoted. Are there any non-salesrelated benefits?
A: Similar to the previous question, it’s about processes and optimizing them to drive out cost. CRM is rarely promoted for this purpose. For example, I have seen companies that would have a hard time identifying how much money they may be owed by vendors for out-of-spec material that is in some unknown phase of “return,” or how much money they
have access to for co-op marketing funds, let alone what has been spent against that balance. Money is consistently left on the table every year. A centralized, reportable process on a CRM platform can help identify pockets of unnecessary cost and automatically alert management when financial opportunities are being missed.
Q: Any tips for having a successful CRM implementation?
A: Engage a team made up of sales, marketing and I.T. leaders to run the project, treat it with the seriousness of an ERP implementation, engage a third party that understands your business for guidance, adapt the system to the everyday users, and make usage mandatory. Like any other change, leadership and strategy make the difference. – Scott Thomas is the owner of Idle Tools Corp., specializing in CRM implementations. He has 17 years of experience in the building materials industry and 10 years experience working with CRM systems. Reach him at (919) 455-5987 or scott.thomas@idletoolscorp.com.
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COMPANY Profile DMSi
Software firm prospers by focusing on LBM
C
GERMAN, PRESIDENT and c.e.o. of DMSi Software, just celebrated his 30th anniversary with the company. In a business environment of mergers and hostile takeovers, it’s unusual to find a software executive with such long tenure. But it’s German’s steady presence and personal involvement that has made DMSi a leading provider of inventory and business management software to the building materials industry. DMSi started out in 1976 creating custom-made inventory management systems. Their clients represented multiple industries, including water supply companies, camera equipment AL
providers, wine sellers, and building material distributors. German joined DMSi on April 1, 1983, to “handle the business side of the company.” (When his wife learned he had left his promising CPA job at a Big 8 accounting firm to work with a little start up, “she thought it was an April Fools joke,” laughs Cal.) When the original owner wanted to sell the business in 1986, Cal became a 50-50 owner with Jim Hassenstab. Even though they “didn’t know how to write a line of code,” Cal and Jim recognized how to grow this little company: specialization. Narrowing the business’s focus would allow them
DMSi PRESIDENT Cal German, celebrating his 30th anniversary with the company, says the company has succeeded in large measure by specializing in the lumber industry.
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to build a better product for customers. And so began DMSi’s transformation into an expert in one particular industry: building material supply. German and Hassenstab visited their existing building material supply clients, learning the ins and outs of the industry, the unmet needs and frustrations of these customers. Then they started altering the design of their software to address those needs, and the modern concept of DMSi was formed. Senior software engineer Terri McQuistan has been a programmer at DMSi since 1982. She describes the pre-Cal and Jim version of the company as “basically contractors for hire.” The wide variety in their customers’ industries meant each job was an isolated project. It was about fulfilling individual requests rather than developing long-term strategy. Once German and Hassenstab decided to focus on one industry, the entire atmosphere at the company changed. The emphasis on a total solution persists in current projects. DMSi’s Agility ERP system has functions specifically designed for each segment of the building material supply chain, from wholesale to retail, and lumber to roofing and siding. “For the last 30 years it’s totally about customer service,” says McQuistan. “We’re about finding the best solutions that can benefit all of our customers.” Today, DMSi has grown into a company of 90+ employees. It serves over 360 customer accounts, supporting thousands of physical locations with 12,000 active users. Typically, once a business has achieved that kind of growth, owners will retire to a more remote role and leave customer care to their managers and employees. But German continues to take a personal Building-Products.com
interest in DMSi’s relationship with clients. He still attends trade shows and will add an extra day to a trip in order to visit a branch manager. Many customers still call him directly. His approach permeates DMSi’s culture. Company-wide procedures are designed to give all DMSi employees, from marketing to development, direct contact with customers. Even programmers visit sites to talk with users and get a better understanding of how daily business “flows.” With an average career tenure of 10 years, DMSi employees develop personal relationships with customers, watch those businesses grow, and celebrate their successes. This emphasis on personal interaction sets DMSi apart from other businesses. Senior product consultant Cindy Carlson worked at a Fortune 500 company before coming to DMSi. She observes that at her previous employer, “they [said] every level of the company had customer contact, but I don’t see how that’s possible…it was so big. I was so far removed from the customer, I had no idea… Here, we are all connected to the customer.” Making user interaction a companywide practice eliminates “the telephone game” that can allow requests to get distorted as they pass from one department to the next. Another example of German’s influence is the recently founded user adoption initiative: a push to help existing customers get more value from their software investment. The user adoption team focuses on features that have proven highly effective for a group of users, but haven’t been widely adopted by similar clients. Carlson, who heads the user adoption team, says, “we ask that ‘why’ question. We want to make sure we truly understand why this is a problem, and what we can do to help you, so if there’s something better we can do, let’s do that.” This initiative is completely focused on helping existing customers get more value from Agility. Not many companies (let alone software companies) started in the ’70s are still around today. When asked what has allowed DMSi to go the distance, German credits the decision he and Hassenstab made in 1986 to dedicate the company to one industry: “We decided to put the blinders on, to focus and figure this stuff out to do a good job for our customers. That mentality, that culture, that business model is what we’ve stuck with to this day.” Building-Products.com
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13
MARGIN Builders Millwork Sales Technology
Online revamp eases ordering of custom millwork
A
MANUFACTURER THAT specializes in quality millwork products— custom doors, exterior shutters, cabinet doors, and moulding—is launching a redesigned mobile website that will simplify selecting on and ordering from smartphones and tablets. “The mobile site grew out of a desire to make our main website better for our customers,” says Chris Whissen, marketing manager at Estate Millwork, Meyersdale, Pa. “We also think it makes the whole process of ordering custom millwork more streamlined. Project managers don’t have to call their office or our office to get the information they need; they can quickly access it from a smartphone without even making a call.”
He says that the redesign was based on feedback from repeat customers, who had expressed interest in an easier-to-use mobile site. “They are becoming more dependent upon our technology and less on our staff, which is great for both of us as it reduces costs and provides for immediate communication of the complex details related to custom doors and exterior shutters for instance,” he says. “When customers are in the field and they need to finalize an order, they don’t want to wait until they get back to their office. With a few taps and clicks, they can get the info we need to us.” Sales manager Andy Kolenda says that the company’s website “has
REDESIGNED MOBILE WEBSITE and committment to the latest technology streamlines the process of ordering and producing custom millwork. Photo courtesy Estate Millwork
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always provided customers with a clear way to visualize our products and place an order. What we’re adding is the ability to access all the options and ease of ordering of our desktop site from a mobile device.” He explains that the goal of the redesign was to present relevant details on smaller screens, with larger, more easily selected buttons and menus for touchscreens. Customers can review renderings, shop drawings, pricing, order status, production status, and shipping information from one handy link that is emailed at the beginning of the quotation process. Once complete, orders are electronically transmitted to the company’s state-of-the art factory, where computer-controlled and robotic equipment create the necessary components—which are hand-assembled using traditional methods, expertly finished, and packed for shipment. “The parts that can’t be automated and maintain our quality are made more efficient by online ordering,” says Whissen. “There’s no rushed handwriting from the salesperson to decipher, no ambiguity in the sizing— it’s all right there in an online order.” Although salespeople are always available to answer questions and help place orders, the online ordering system allows customers to quickly get what they’re looking for and move on to their next task. “Our website has always been a tool for contractors, architects, and homeowners to get quick answers in real time,” says Whissen. “With the new mobile site, it’s even easier for customers to get prices, dimensions, specifications, and photorealistic renderings of our products, while they are on site.” Building-Products.com
PRODUCT Spotlight Domestic Hardwoods
Environmental profiles new for U.S. hardwoods
A
H ARDWOOD Export Council has launched the most comprehensive environmental profiling system for U.S. hardwoods, with wide-ranging implications for the industry worldwide. The new American Hardwood Environmental Profile (AHEPs) will give clear guidance on American hardwood, demonstrating the legality and sustainability of every consignment of lumber and veneer delivered to export markets worldwide. The AHEPs will combine output from credible data sources such as AHEC’s Life Cycle Assessment, launched last year and carried out by PE International, a global leader in the sustainability research field. Other data sources include the U.S. Forest Service’s Forest Inventory & Analysis program, the independent peerreviewed “Assessment of Lawful Harvesting and Sustainability of U.S. Hardwood Exports” commissioned by AHEC from Seneca Creek Associates LLC, and data from the Forest Stewardship Council Risk Register, covering more than 150 countries. AHEPs will provide access to information on the name of the U.S. supplier, product description, quantity of wood, commercial and scientific species name, place of harvest, and documents demonstrating negligible risk of illegal harvest. Each environmental profile will be specific to an individual U.S. sawn hardwood species, so the AHEPs will provide manufacturers of downstream products that have Environmental Product Declarations—such as furniture, flooring, doors and windows— with fully ISO-compliant data on the U.S. hardwood, which they can then MERICAN
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AMERICAN Hardwood Environmental Profiles can now be generated for all U.S. species, including hickory (shown above).
incorporate into their own productspecific EPDs. “Through this project, U.S. hardwood suppliers will be the world’s first wood suppliers, possibly the first suppliers of any mainstream commercial material, to provide comprehensive environmental impact data with every delivery,” said Michael Snow, executive director of AHEC. “This will have wider implications for manufacturers and the green building industries in China and across Southeast Asia. I am extremely proud that AHEC has taken a leadership role. The launch of AHEPs for materials specification will provide a transparent and universal system for understanding the environmental cre-
dentials of U.S. hardwood.” AHEC’s Southeast Asia and Greater China director John Chan added, “Over the next few years, we will see a transformation in hardwood manufacturing in China from low cost to medium and high-end products using higher grades of wood, as well as a rise in manufacturing centers in Vietnam. These shifts will welcome a more comprehensive profiling system. The resulting American Hardwood Environmental Profile will be a unique tool that we believe has great potential to assist customers in Greater China and Southeast Asia to conform to new regulations and improve environmental performance in product design and construction.”
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COMPETITIVE Intelligence By Carla Waldemar
Boss’s daughter? Start at the bottom
“I
WAS A DADDY’S girl, for sure!” says Meagan McCoy Jones, whose daddy runs McCoy’s, the 85-store, fivestate company launched in 1927 in Texas by her greatgreat-granddaddy. “Daddy’s girl” is now a poised young lady with a baby girl of her own (and toddler son) and an executive-level job as vice president of field support. But that’s not just a feelgood title to brag about at book club. Members of the McCoy dynasty have to prove their worth and earn their keep, and then some. Sure, you’re the boss’s daughter: Now climb that ladder from the bottom rung. As Daddy’s girl, early on Meagan wanted to go to work with her father, so (of course—who wouldn’t?) he caved and appointed his 10-year-old the company’s switchboard operator, a move that “couldn’t have been designed better,” she realizes with hindsight. “It gave me a sense of belonging, but not working right with him, but with other employees”—a wise distancing, she’s now aware. However, when all the McCoy cousins, a closely knit clan, headed off to college at Texas A&M, she wanted some distance again, herself, to establish a life of her own.
MEAGAN McCOY JONES
Studying in Richmond, Va., she earned a degree in rhetoric and communications. “I was always fascinated by how people felt, rather than how to run a business. I wanted to be a college professor.” Unlike her father, groomed from birth to step into his own father’s role (fortunately, he loved it), Meagan’s dad supported her freedom of choice. She moved back to Austin, Tx., to obtain her master’s degree and figure out what to do with her life while supporting herself with a part-time sales job at McCoy’s Georgetown location. Turned out, “I hated school. It was terrible! I got my degree in perseverance,” laughs this perfectionist, “but I came to realize that I was happiest on the days I was at work and not in school.” So she signed on full-time, but not without a lot of thought. “It wouldn’t be fair to the people who work for you if joining the family business were just the fallback plan; they deserve more.” “I realized that, from my dad, I knew only the high level, not the day-to-day grassroots. So in 2007 I started in as assistant store manager in Manchaca to learn the business from the ground up. I remember driving to work that first day, wondering what the heck I was thinking… (Yes, I was Daddy’s girl, but I was never sheltered.) Just then I got a voicemail from Dad, encouraging me, the perfectionist, saying, ‘This is a really scary day. It’s okay to be afraid.’ “The store manager, Andy, was really well-educated and thoughtful. He taught me about the business. Every morning for 30 minutes, he taught me a product category, while I took notes (I still have them!). Then he quizzed me about what I’d learned the day before. I loved dealing with customers—meeting them at the door, greeting them nicely, ‘How can I help you?’ Andy was there beside me, and what I loved was, he would look at me to answer their questions. He was coaching me—this little blonde of 24 who looked 16—and coaching the customers, too. He really pushed me, including not letting the customers challenge me on what I really did know—and also not to be too prideful to say, ‘I don’t know.’ Like a good mentor, he made me feel, ‘I can learn this! I can do it!’” Next, in 2008, Meagan spent a year and a half at headquarters as director of field support, learning about each department, to absorb an overview. “Before I took on anything else, Dad told me, ‘You need to understand how everything works before you try to make it work better.’ After that, Dad and I sat down to talk over what should happen next. I came in with a list of projects, all this big-
picture, wave-of-the-future stuff—naive, arrogant!” she can look back and laugh, “and he just let me keep on talking. Then he said, ‘You won’t understand until you’ve had a management job in a store.’ We argued back and forth about it, Dad going, ‘I won’t tell you what to do, but in my opinion….’” The upshot: Dad was very persuasive. “I couldn’t say no.” So, rather than serving as v.p. of Tomorrowland, she became an assistant store manager in Austin. “Rob, the GM, had different ways of thinking about things, but he let me make mistakes without being overbearing.” And, just as Dad had foreseen, it opened Meagan’s eyes to the nittygritty of running a store. “It was an incredibly hard job, the hardest I’ve ever worked, to support a store manager. Then,” she continues, “he went on vacation. During that week, everything, absolutely everything, went wrong: We had an audit, a fire alarm, some employee issues. I called Dad and said, ‘I can’t go back!’ (Dad: “You have no choice.”) The next morning, seeing the store looming in the dark as I drove in, I said, ‘You are my nemesis: I’m not going to let you beat me!’” Long story short, it didn’t. In 2011, having proved herself, Meagan was promoted to v.p. of field support, a newly created position designed to strategize change and improvements in how McCoy’s would do business going forward. “I had no business background, so I had to learn things like finance and relationships. I was now a member of the company’s executive team of 11—many of whom had been with McCoy’s 30 years” and possibly still liked things the way they worked 30 years ago. Meagan had her work cut out for her. “Dad let me be part of the team as the voice of operations of the future. I could contribute on a high level.” In her post, tasked with the conundrum of preserving and improving on the company legacy, anticipating changes needed for future success, and then gradually introducing them without creating an internal tsunami, Meagan has pursued both philosophical and operational improvements. A company purpose statement was established—influenced, she says, by the book It’s Not What You Sell, It’s What You Stand For. Its credo helped establish a new mandate: “Make life easier and more fulfilling for those who build.” But, as Meagan explains, “It’s easier to justify a place, or a role, but adding ‘more fulfilling’ to the message means people here should feel less alone, more understood, what makes us as a team. This is the way to make the world better: 2,000 company members caring about others. And, the practice must start at the top. You cannot expect it of your employees if you don’t set an example.” To facilitate just that, the company is initiating nextlevel training, led by company facilitators. The core emphasizes explaining how everybody has needs—recognize your own, then recognize those of other team members. “It then flows over to how we can take care of our customers,” she explains. “We take leadership very seriously. We call it “Business as Unusual” and—I know it sounds kitschy, but we mean it—it puts people ahead of profits. So our approach to business is, acknowledge that everyone’s life is complicated and acknowledge those bumps, whether they be celebrations or tragedies.” Sounds all warm and fuzzy? Well, listen up, fellow managers: That’s exactly what keeps employees loyal and customers returning. But man cannot live on kumbaya alone. It also takes analyzing the nuts and bolts. “We’ve started growing store count again,” says Meagan of McCoy’s expansion plans, Building-Products.com
TEXAS CHAIN McCoy’s is once again adding to its store count.
“so we have to think through the prototype of new McCoy stores.” Acting on her suggestions, “We’re adding new drive-thrus (both customers and employees love these, especially in the days of 104˚ heat down here) and concreting our yards; they’d been asphalt, which is less desirable. We’re choosing new markets we’re in and having their teams of people very, very prepared before the doors open—not only versed in product knowledge but in being part of McCoy.” She’s also instituting the smaller improvements that add up, too, such as adding GPS systems to the company’s fleet of trucks to better maximize logistics, and equipping the outside sales force with “the best technology to do business with. Right now, our website isn’t very mobile-friendly,” she allows. Then there’s that elephant in the board room, succession planning. “A year ago we began the thought process about the next-generation McCoys, in the context of leadership— at the executive level, to mentor the up-and-coming leaders for bigger jobs. And if there are no internal candidates, to recruit them. They may be overqualified for the posts we can offer right now, but hire them with the promise of mentoring so they can transition to the next level. It’s an ongoing process,” she underscores. She offers an example: “Our c.f.o. is a fantastic leader. Brilliant! But in order for him to contribute in a bigger way, he needs a comptroller who can do more. So, we posted the comptroller job as ‘the next c.f.o.,’ to whom we’d pass duties along and assign bigger responsibilities. Our core executives are in their uppers 50s, early 60s (except two of us), and we don’t want them to all turn over at the same time, so we’re taking a very aggressive approach to future leadership.” Meagan herself has long ago evolved from Daddy’s girl to coworker and v.p. “I literally grew up around many of the leaders and, to their credit, they were all able to make that transition, too.” And what about Meagan’s own baby daughter? Will she be among the fifth generation? Already she’s bucking authority and won’t take her nap. Carla Waldemar cwaldemar@comcast.net October 2013
The Merchant Magazine
17
OLSEN On Sales By James Olsen
Fear factor
F
EAR KILLS SALES.
Fear messes with our focus. Instead of concentrating on winning, we fear losing. We execute poorly. We choke. If bad tapes play in our heads during any activity—especially competitive activities against motivated and focused opponents—the results will not be positive. If our mind wanders during a competitive endeavor (sales, for example), the business is lost! The great salespeople I have learned from and work with think only about positive outcomes—winning—all the time. They are ducks with short memories for minor setbacks (not failures), which flow off their backs like water. The biggest difference between a master seller and the rest is how they deal with rejection, both small (a snotty receptionist) and large (missing an order). Many sellers take these rejections far too personally, whereas the master seller has more of the attitude, “Oh well, their loss. Let’s go find someone who does need it.”
Common Fears of Underachieving Salespeople
Being Too Pushy. This is fear number one. This fear impedes every step of the poor seller’s sales process, from reception to closing. No one likes a pushy person. That’s the “Art Part” of sales. Moving things forward is not the same as being pushy. Assuming is disarming, not alarming. The master seller is bold and charming, which is not the same as pushy. Great salespeople are persistent and consistent, not pushy. Fear of the “No.” No one likes to be rejected. Even small no’s hurt and irritate. We are born with this. The only way to Yes-ville is through No-ville; there are no detours or tunnels. Our attitude must be, “Let’s not call it ‘No,’ let’s call it, ‘We’ll do business in the future’ or ‘Thank you for the no, that puts me that much closer to a yes.’” Fear of Being Annoying. Fear of being too pushy kills us at closing, while fear of being annoying gets us very few
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October 2013
quality opportunities to even attempt to close! Fear of Failure. If the feeling of winning is +10, then the feeling of losing is -100. Ask any player, coach or salesperson. Losing that game—the one you reeeeally wanted but didn’t win—burns for years. Embarrassment, frustration and, sometimes, tears are not feelings we want to revisit. We must disassociate our current job (selling) from our past experience of, for example, losing an order. Shooting is not the same as missing. Fear of Success. Common and real, this fear is insidious and difficult to detect, but usually involves a lot of self-sabotage. We are comfort motivated. Sudden changes down or up can make us feel uncomfortable. Master sellers do the opposite. They take advantage of every opportunity and maximize them. Fear of Being My Father/Mother. I have worked with many salespeople who grew up in a home with a dominant and sometimes domineering parent. They do not want to be that guy, ever. This mixture of feelings is complicated. I am not a psychologist, but it has been my experience that if you feel this way, you are probably one of the nicest and easiest people in the world to get along with, so let it go and go be your likeable self—but ask for the order, darn it! Fear of Losing the Account. This is caused by lack of prospecting for new business, period. If we are not bringing in brand-new-never-sold-by-us-before customers, our current customers intuit it and it will be impossible for us to win negotiations—even with our best accounts. The opposite is also true. Sellers with this fear produce lower margins and have to work much harder to produce less results, than the master seller.
Are You a Natural?
I have known some fearless people. My twin brother is one of them, so I got to see it first-hand. Whereas I was naturally a bit standoffish and timid, my brother David has always gone headlong into the fray while most of us are still wondering if the water might be too cold. So if you’re naturally fearless, hallelujah for you. The rest of us must acknowledge, then conquer, these fears to make them a non-factor in our sales. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
Ochoco Recommits to Malhuer Mill Parent company Ochoco Lumber has done an about-face, one year after announcing that, due to lack of supply, it would close Malheur Lumber Co., John Day, Or.—the last remaining lumber mill in Oregon’s Grant County (see Sept. 2012, p. 33). Ochoco will instead invest $2 million to $4 million to modernize the facility, so it can process smaller logs.
The plans are tied to the U.S. Forest Service’s recent award of a 10year forest stewardship contract for hundreds of thousands of acres in the Malheur National Forest. Ochoco Lumber president Bruce Daucsavage said the company will wait at least one year before beginning upgrades, to ensure the Forest Service sticks to its targets.
LP to Buy Ainsworth
OSB both cyclically and seasonally. This increased demand is juxtaposed by a curtailed capacity base.”
Louisiana-Pacific, Nashville, Tn., has agreed to acquire Ainsworth, Vancouver, B.C., for $1.1 billion. “Ainsworth has very high quality assets and provides us with an expanded suite of strand-based products and technologies, additional access to key international growth markets, particularly in Asia, and enhanced scale and efficiencies in North America,” said LP c.e.o. Curt Stevens. “We intend to take the best of both companies to create a leading provider of strand-based products that is well positioned to meet the evolving needs of customers in North America and abroad.” Stevens noted the purchase will better position LP to take advantage of the recovering housing market. Included in the deal are OSB mills in 100 Mile House, Grand Prairie, and High Level, Alb., and Barwick, Ont. According to Stevens, LP will continue Ainsworth’s expansion at the High Level mill, but only “in line with current demand forces,” and add a second line at the Grand Prairie mill “as and when market conditions permit.”
OSB Capacity Roaring Back
OSB capacity is expected to expand as a resurgent U.S. housing market drives up demand for lumber and wood panel products, according to a new RISI study. Additional capacity will come from idle mills being reopened, expansions at currently operating locations, and potentially from newly opened mills. About 4.5 billion sq. ft. in increases to OSB capacity has already been announced as coming on line through 2014. “Since the collapse in the U.S. housing market, a significant amount of OSB capacity has been idled,” said David Fortin, RISI’s senior economist for wood products. “The recent recovery is now driving up demand for Building-Products.com
DEALER Briefs Clovis Ace Hardware, Clovis, Ca., closed Sept. 23 after 20 years. Beach Builders Supply , Capistrano Beach, Ca.,has moved into its new showroom. Orchard Supply Hardware, Santa Ana, Ca., was evacuated Sept. 4 after a battery exploded near the exit doors. No injuries were reported.
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BMC , Boise, Id., has borrowed $250 million by issuing notes, mostly to refinance and pay down debt. Standard Paint & Flooring
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Lowe’s opened a new store Sept. 13 in Carlsbad, Ca., days after closing its home center in San Marcos, Ca. The chain is also building a new store in Yakima, Wa., for an early 2014 opening. Idaho Panhandle Habitat for Humanity held a grand reopening to show off its recently relocated
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The Merchant Magazine
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Berco Expands Beyond Sacramento
Berco Redwood, Sacramento, Ca., has added a store with drive-thru lumberyard in a former Lumberjack Building Materials facility in Roseville, Ca. Managed by Chris Berry, son of Berco owner Tim Berry, the new yard is smaller than the company’s two locations in Sacramento, but is intent on providing the same products and services. The Roseville store will receive multiple stock transfers each week from the Sacramento facilities. Custom-milled products can be ordered at the new location and delivered from the Sacramento yards within days.
RSG Sends in Back-up to Colorado
Due to a recent hailstorm that damaged countless roofs in the Greeley area, Roofing Supply Group, Dallas, Tx., has opened a temporary branch in Greeley, Co. The branch will serve as a satellite location to its Denver, Co., facility. Kelly Woods is branch manager and Dennis Torre, operations manager. RSG operates 65 roofing DCs in 24 states.
Huttig Searching Throughout West for Acquisition Opportunities
Eight years after its last acquisition, Huttig Building Products is once again actively looking to buy. In particular, the distributor is eyeing California, the Rocky Mountain states, South Texas, and Chicago. President and c.e.o. Jon Vrabely noted that a number of companies are currently “looking to exit.” The trick is identifying the perfect fit that would be “accretive to share-
holders on day one.” The distributor is searching for opportunities that would allow it to consolidate in current markets, expand geographically, or diversify its product offerings. Long-term, it would consider diversifying into other businesses, such as providing logistics services, building component installation, or repair services.
SDS Fined Following Accident
SDS Lumber, Bingen, Wa., has been fined more than $244,000 for safety and health violations after a worker was seriously hurt. According to the Washington Department of Labor & Industries, lack of training and proper safety procedures left a plywood plant worker with severe injuries last March when he tried to clear a jam and his arms became entangled in machinery. The agency also claimed that supervisors were aware that workers routinely bypassed machinery safety guards to try and clear jams while equipment was still in motion. SDS president Jason Spadaro “strongly disagrees” with the agency’s conclusion. Company lawyer Aaron Owada said the citation is not supported by the evidence and is not based on an impartial investigation. The agency said that many of the violations were corrected during their inspections.
SUPPLIER Briefs BlueLinx sold its former office building in Denver, Co., for $8.2 million, which it will use to pay down debt. Earlier in the year, the distributor relocated its western sales center from the 68,000-sq. ft. facility. United Wholesale Lumber, Visalia, Ca., suffered damage to about 800 pallets worth $12,000 in a “suspicious” fire Sept. 22. Workers assisted firefighters by using forklifts to move the pallets. Duckback Products, Chico, Ca., was among Mexican paint giant Consorcio Comex’s U.S. and Canadian operations acquired by Sherwin-Williams. Included in the deal are 234 U.S. stores, 80 in Canada, eight factories, and brands such as Frazee, Kwal, Parker Paints, General Paints, Color Wheel, and Para. SW is also awaiting approval from Mexican regulators on its offer to buy Comex’s even-larger Mexican division. ZyTech Building Systems, Balzac, Alb., will open a
truss plant in Glendale, Az.
Simpson Strong-Tie, Pleasanton, Ca., released an updated holdown selector web app, redesigned coil strap calculator web apps, and a new slope-and-skew online calculator. Fraserview Cedar is rebuilding its office in Surrey, B.C., following a fire in January. Completion is by year’s end. Weston Forest Products, Mississauga, Ont., is now exclusive sales agent for Cheminis Lumber, Larder Lake, Ont., and Rosko Cos., Kirkland Lake, Ont. Weyerhaeuser was named Vendor Partner of the Year
by 84 Lumber.
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The Merchant Magazine
October 2013
Building-Products.com
BPD
Building Products Digest
The
MERCHANT
Magazine
PRESENT
TRADERS’ PREVIEW
2013
PLANNING GUIDE FOR THE
NAWLA TRADERS MARKET
®
Sponsored by the North American Wholesale Lumber Association October 23-25 • The Mirage Resort & Casino • Las Vegas
TRADERS’ PREVIEW 2013 PLANNING GUIDE FOR THE
NAWLA TRADERS MARKET®
October 23-25 • The Mirage• Las Vegas
4 6 6 8 12 14 16 33
NAWLA president’s welcome Back to Vegas Schedule of events
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Sawtimer price forecast How many sales calls should you make? Traders Market exhibitor list Traders Market show floor
8
Meet the exhibitors
TRADERS PREVIEW is published annually at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing Inc. (a California Corporation), publisher of Building Products Digest and The Merchant Magazine. Copyright®2013 by Cutler Publishing Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. To advertise in next year’s Traders’ Preview, call Alan Oakes or Chuck Casey at (949) 852-1990. This supplement is published in conjunction with the NAWLA Traders Market.
To Attend the NAWLA Traders Market
12
The NAWLA Traders Market has strictly enforced policies relative to exhibitor eligibility and general delegate qualifications. These policies are stipulated on the meeting registration form available at www.nawla.org. Anyone with questions about the attendance policy or any other aspect of the event should contact NAWLA, (800) 527-8258, (847) 870-7470, Fax 847-870-0201, or info@nawla.org.
Building-Products.com
October 2013 • Traders’ Preview •
3
S
Get in the game
INCE ITS START in 1996, NAWLA Traders Market has become a signature event within the lumber industry and the premier industry tradeshow. No other show can come close to providing the value of Traders Market. The networking and business opportunities are unmatched.
Other shows consist primarily of service and machinery providers, but not Traders Market. If you are looking to sell a lumber product, looking for new suppliers, or wanting to expand to new networks, this is the place to be. It represents the crucial link in the supply chain. The show is about lumber and lumber products. The tradeshow floor is the center of the Traders Market, with nearly 250 booths devoted to the manufacturing and distributing of lumber and related building materials. Most show activities take place on the floor, including the ever-popular business meeting location, Networking Central. The floor has events scheduled on it to increase traffic and improve exhibitors’ access to customers. Each exhibitor has a company description in the Market Guide and is named in the exhibitors list available online. At the 2013 Traders Market, you will see some familiar features and a few new ones. The schedule once again allows attendees to return home for the weekend or stay and enjoy some downtime after the show. The Magellan Network program breakfast will feature expert presentations on the Panama Canal renovations and the Softwood Lumber Check-off Program. Part of the success of Traders Market is that people know what to plan around. A recent addition—the GenNext Focus Group—will be offered again on Thursday. We began engaging the industry’s next generation of leaders during the 2011 Traders Market and continued it at subsequent NAWLA events. During this focus group, attendees will get a chance to network with their peers and hear an excellent presenter speak about being your best when it matters most. Make sure you sign up to meet the future of this great industry. We are certain the 2013 Traders Market will live up to the show’s excellent reputation as a business focused event. But we don’t want you to wait another year to attend a NAWLA event. NAWLA has a new conference for executives in the spring. Leaders from all facets of the supply chain for wood products are invited to attend and perhaps present. During the day, the schedule will be packed with educational sessions on some of the most pressing issues of the day. Don’t miss this industry summit at The Ritz-Carlton Atlanta. Members and non-members are welcome to attend. We hope to see you in Las Vegas. Gary Vitale NAWLA President/C.E.O.
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• Traders’ Preview • October 2013
Building-Products.com
Back to Vegas
NAWLA Traders Market on the move N
AWLA TRADERS MARKET is returning to Las Vegas, Nv., with an even more streamlined format. The focus is squarely on maximizing time for networking, while cutting back on peripheral presentations. In addition to the show itself, the agenda includes: • Grand Opening Luncheon with Keynote Presenter: Comedian Greg Hahn Thurs. Oct. 24, 11 a.m.-12:30 p.m. • 10 Year Continuous Exhibitor Awards Thurs. Oct. 24, 5:30-6:30 p.m. By invitation only, this presentation will honor exhibitors that have continuously supported the show for the past decade. • Magellan Network Breakfast & Program Fri. Oct. 25, 8-9 a.m. The separate-ticketed event offers two programs this year: “Update on Softwood Lumber Check-Off Program: Where Are Your Dollars Going in 2014?” and Thomas Capozzi, Virginia International Terminals, on “Global
Schedule of Events Wednesday, October 23 8 a.m.-12 noon Board of directors meeting 12-7 p.m. Registration open 12-1 p.m. Luncheon 1-5 p.m. Exhibitor set-up 1-3 p.m. Committee meetings 1:15-3:30 p.m. Board meeting 3:15-4 p.m. Leadership conference committee meeting 3:30-5 p.m. 10 Group activities 5:30-7 p.m. Networking reception 5-6 p.m. Committee dinners (invitation only)
Thursday, October 24 6:30 a.m.-7 p.m. Registration open 7-10:45 a.m. Exhibitor set-up 7-11 a.m. Customer meetings or 10 Group meetings 8-10:30 a.m. GenNext focus group 11 a.m.-12:30 p.m. Grand opening luncheon, featuring chairman’s welcome, president’s address, and keynote presentation by comedian Greg Hahn 12:45-5:30 p.m. Traders Market open, including Networking Central 5:30-6:30 p.m. 10-Year Continuous Exhibitor Awards (invitation only)
6-7:30 p.m. Networking reception
Friday, October 25 7-9 a.m. Western Red Cedar Lumber Association meeting 7:30-11:30 a.m. Registration open 8-9:30 a.m. Magellan Network program (separate admission) 9:30 a.m.-1:30 p.m. Traders Market open, including Networking Central 11:30-1 p.m. Lunch on show floor 1:30-6 p.m. Exhibitor dismantle 2-5 p.m. 10 Group meetings
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• Traders’ Preview • October 2013
Building-Products.com
Forest2Market’s sawtimber price forecast
Planning in plan-disrupting times
G
OOD PLANS ARE ADAPTIVE. While they serve as blueprints for mill management and procurement activities well into the future, long-term strategic plans and budgets must also allow managers to respond flexibly when conditions on the ground or in forest products markets change. This is especially true today, as plan-disrupting changes appear to be happening more and more often— alterations in timber markets brought about by globalization, emerging energy demand, and unprecedented economic events, for instance. Whether changes in supply or demand, it’s clear that mill owners and managers engaged in planning and budgeting processes are in uncharted territory these days. Why? Because some of the things we long thought to be true are simply not any
By Daniel Stuber, Forest2Market
longer. Think Pluto—a planet one day, the next day, not. Oil price is the Pluto of our forecast model. Until recently, the United States was responsible for about 25% of global oil demand. For decades, any forecast model that assessed the direction of U.S. demand for oil was reasonably accurate. In 2005, U.S. demand peaked at 20.8 billion barrels per day. Then, in 2008, as the global recession hit, things changed. As Figure 1 shows, demand from the U.S. and other member states of the Organization for Economic Co-operation & Development (OCED) began a decline that is ongoing. If we look back to 1995, the scope of the change is even more dramatic. Figure 2 (page 10) shows changes in consumption by the U.S. and China in 1995-2005, 2005-2012, and 1995-
2012. While U.S. demand has increased by just 5% during this 18year period (all prior to 2005), China’s demand has exploded, increasing 206%. The Energy Information Administration expects this trend to continue (Figure 1). For the U.S. economy, this turning point was disturbing news. When the United States was a more dominant consumer of crude oil and the U.S. dollar was strong, demand for crude fell when growth in the U.S. economy slowed or contracted, causing oil prices to decline. Lower oil prices would provide some relief for cashstrapped consumers, who could then spend the additional cash on other goods and services. This would lift the country out of the economic doldrums. With demand now being driven by other countries, in addition to the United States, that historic relief valve no longer works. The first test of this new relationship between U.S. demand and oil prices occurred in 2008. While U.S. demand for oil fell 6% that year, oil prices surged to more than $130/barrel. This oil shock effectively capped GDP growth and the ability of the economy to recover at previous rates. If our forecast had continued to look at just U.S. demand as an indicator, we would have forecast lower oil prices and higher sawtimber prices, as oil and sawtimber prices are—in general—negatively correlated. The historical correlation shows that higher (Please turn to page 10)
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• Traders’ Preview • October 2013
Building-Products.com
real endurance. thick skin. Kasey Kahne and Endeck.
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4FF VT BU /"8-" t 0DUPCFS t #PPUI
Planning in Plan-Disrupting Times (Continued from page 8)
oil prices increase production costs and decrease consumer confidence. This in turn leads to a drop in demand for wood products and, therefore, lower sawtimber prices. Instead, this forecast-disrupting event caused us to broaden our consideration of oil demand to include rapidly developing, non-OECD countries. Because our forecast model is adaptive, we run it two to four times per year and are able to assess whether historical relationships are still valid and, if not, what new variables need to be incorporated in order to restore the model’s accuracy. Mill strategic plans and budgets are built on forecasts. This is the main reason they need to be adaptive, too. To support those making longer term strategic and budgeting decisions in this new environment, Forest2Market produces a series of five-year quarterby-quarter forecasts for stumpage prices in the South. We have used a
second forecast model to create the delivered price forecast. Figure 3 summarizes the yearover-year percentage change in delivered timber prices in the South. Please note that all annual price changes are an average of the four quarterly forecast numbers available in our fiveyear forecasts. For pine sawtimber and chip-nsaw, the major variables driving price changes in the 2013-2018 period include: • Housing starts and industrial production of wood products are indicators of demand and have a moderate positive impact on sawtimber prices. We expect housing starts will climb above the 1 million mark by 2015. Each additional housing start increases sawtimber consumption by 60 tons. • Between 2013 and 2015, price increases for sawtimber will be modest as a result of the expanded supply that accumulated during the housing market downturn. The availability of reasonably priced sawtimber will push chip-n-saw prices lower. • In the last part of the forecast, other impacts of the recession will
push prices higher. Because low levels of lumber production reduced the supply of sawmill and plywood residual chips, the increased demand for longwood left less pine pulpwood to grow into chip-n-saw and sawtimber. This will begin affecting pine chip-nsaw prices in 2015 and pine sawtimber prices in 2016. • We expect prices to remain below their historic averages for the balance of the forecast period. In general, what our forecast shows is that lower harvest activity during the housing downturn has led to an oversupply of sawtimber. Now that new residential construction is solidly in recovery mode, it will take two or three years for that dynamic to change and for sawtimber prices to start moving higher again. The drop in housing starts was clearly a plan-disrupting event that was devastating for the industry. In 2009, the housing start number for the year was 554,000 units, the lowest number since 1959, when the Census Bureau began tracking them; 20082012 are the only years on record in which starts fell below the 1 million mark. Because the 2009 bottom was so deep, no one is quite sure how the rest of the recovery will unfold. Because sawtimber prices are likely to remain below the historical average for the time being, however, mills are now in the position to recover recession era losses, invest in much-needed kiln capacity, and build cash reserves. Ultimately, we are lucky to operate in a market that serves one of the most basic of human needs: housing. As population grows, not only will our forest resources be in higher demand, so too will the inputs (capital, labor and energy) that are used to manufacture building products. In an increasingly global economy, predicting the future becomes more important—even if it is more difficult. Just because everything changes, doesn’t mean planning is obsolete. It just means that the tools and processes we use to develop strategic plans and budgets need to adapt as well. – Daniel Stuber is v.p. of operations at Forest2Market. He oversees data collection, quality and reporting, as well as the development, design and operations of analytics and forest metrics. Contact Stuber at (980) 233-4020 or at daniel.stuber@forest2market.com.
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• Traders’ Preview • October 2013
Building-Products.com
How many sales calls should you make? Ithis question: How manyeverysalestwocalls seminars that I do, I hear should a salesperson N ABOUT ONE OUT OF
make? This question springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they have some ammunition to fend off unreasonable expectations of their managers. So, let me settle the issue once and for all… I don’t know. I don’t know how many sales calls any particular salesperson should make, nor do I have any idea how many calls a class of salespeople should make. Why don’t know? Because of all the variables. For example, if you are brand new in your territory, you should make more calls than someone who is well established. If you have a compact geographical area, you should make more calls than someone who has a large, rural area. If you carry 20,000 items, you should make fewer calls than someone who sells three lines. If you sell a non-technical commodity product, you should make more calls than someone selling a highly technical piece of capital equipment. And so it goes. The variables that define your specific situation dictate how many sales calls you should make. One of the reasons this question comes up has to do with a typical manager’s concern with making sure that the salesperson is working hard enough in order to be successful. I prefer to think in two alternate ways instead of thinking about the number of sales calls. First, how many hours should a salesperson work? The most recent survey I’ve seen indicated that the average salesperson works about 49 hours a week. That seems like a good standard to me. Sales is not an 8:30 to 4:30, 40hour-a-week job. I’ve never worked just 40 hours. So, let’s say that a good work week for a field salesperson is around 45 to 50 hours. Now, rather than look at how many sales calls should be made in that time frame, I’m more concerned that the salesperson is using those 45 to 50 hours most effectively. To me, it’s ultimately about the quality of the sales calls rather than the quantity. There is a relationship between the
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• Traders’ Preview • October 2013
By Dave Kahle
two. The greater the quality of the sales call, the fewer calls are possible. The lesser the quality of the call, the more calls can be made. I suppose that a salesperson could make 100 calls in the course of a week, if each of those calls were in and out in five minutes. But would they be worthwhile? Probably not. If the salesperson had created powerful business relationships with all the key people in an account, if the salesperson spent time understanding the customer at deeper levels (recall my “peeling the onion” analogy), if the salesperson created and presented creative proposals, if the salesperson helped orchestrate the implementation to a new product, if the salesperson leveraged his/her relationships into more and more opportunities within an account—in other words, if the salesperson was good at what he/she does—that takes time. You can see that the real issue is the quality, not the quantity, of the sales calls. So, everything else being equal, I’d prefer that the salesperson make fewer rather than more sales calls. I’d also want the salesperson to be guided by all the principles of good sales time management that I describe in my sales time management book. Stay out of the office, make cold-blooded business decisions about which customers to invest in, nurture helpful relationships, stay balanced, etc. When a salesperson works a sufficient quantity of time, and works in an effective way, producing high quality sales calls, then that salesperson is working in such a way as to be successful. Those are the more important issues: 1. quantity of time, 2. effective decisions, 3. quality sales calls. – Dave Kahle is a leading sales educator, speaker and author of nine books, including How to Sell Anything to Anyone Anytime. Reach him at dave@davekahle.com. Building-Products.com
2013 NAWLA Traders Market
Exhibitor List (As of 9-12-2013)
Ainsworth Group of Cos. 603 Vancouver, B.C. Commodity and specialty OSB products include Durastrand flooring, Thermastrand radiant barrier roof sheathing, Durastrand rimboard, and SteadiTred stair tread panels.
Trade association for British Columbia’s value-added wood products industry.
Andersen Pacific Forest Products 911 Maple Ridge, B.C. Family-owned and operated sawmill marketing B.C. timber and providing a full range of integrated forest services since the 1960s.
708 Benjamin Obdyke 400 Babylon Rd., Ste. A, Horsham, Pa. 19044; (800) 523-5261; Fax 215-672-3731; info@benjaminobdyke.com; www.benjaminobdyke.com. Residential building products, including HydroGap drainable housewrap, Home Slicker rainscreens, Cedar Breather roof underlayment, and Roll Vent, Rapid Ridge, and Xtractor Vent ridge ventilation products.
321 Anglo American Cedar Products Mission, B.C. Supplier of WRC shakes and shingles. Ante-Holz GmbH Hessen, Germany European softwood sawmills.
508
Anthony Forest Products Co. 516 Box 1877, El Dorado, Ar. 71731; (870) 862-3414; Fax 870-863-4296; www.anthonyforest.com. Booth contact: Chris Webb. Operates a SP mill in Urbana, Ar.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered wood laminating plants in El Dorado and Washington, Ga., and I-joist facility in Sault Ste. Marie, Canada.
Belco Forest Products Tacoma, Wa. Framing lumber and panel products.
823
Bennett Lumber Products 500 3759 Hwy. 6, Prineton, Id. 83857; (208) 875-1321; jim@blpi.com; www.blpi.com. Booth contacts: Jim Vandegrift, Joe Buttice. Manufacturers of high quality boards and dimension in the Inland Northwest. Species include PPLP, ESLP, IWP, incense red cedar, F&L, and white fir. Fully SFI certified with FSC chain-of-custody available in ponderosa pine. A family-owned and operated business since 1939.
527 Arauco-USA Atlanta, Ga. U.S. sales division of Chile’s Arauco, producer of AraucoPly, TruChoice Arauco Millwork, Trupan MDF, Durolac hardboard brands, as well as lumber and pulp products.
410 Biewer Lumber St. Clair. Mi. Operator of sawmills, treating plants, and a composite plant.
Arrow Reload Systems 426 Kamloops, B.C. Arrow Transportation division with reloads throughout Canada and the U.S.
Big Soo Reload 523 Sioux City, Ia. Provides rail-to-truck reload services for the Upper Midwest lumber industry.
Asia Building Materials Ltd. Hilton Head Island, S.C. Chinese millwork supplier.
Binderholz Deutschland GmbH 405 Fugen, Austria European manufacturer of sawn timber, planed goods, glulam, solid wood panels, and MDF boards.
900
Balfour Lumber Co. 310 Moultrie, Ga. Southern yellow pine lumber producer. BC Wood Specialties Group Langley, B.C.
14
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• Traders’ Preview • October 2013
Bitterroot Valley Forest Products Missoula, Mt. Largest specialty mill in Montana.
312
BLG Cargo Logistics Bremen, Germany Specialized logistics solutions.
604
Blue Book Services 809 Carol Stream, Il. The industry’s source for credit and marketing information about companies that buy lumber, including wholesalers, secondary manufacturers, and retail lumberyards. 515 BNSF Railway Ft. Worth, Tx. Railway across 28 states and two provinces. Boise Cascade 801 Boise, Id. Manufacturer and distributor of lumber, panels and engineered wood. BPD–Building Products Digest 909 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; (949) 852-1990; Fax 949-852-0231; www.building-products. com. Contacts: Alan Oakes, Chuck Casey. Premier monthly news magazine for lumber and building material dealers and distributors east of the Rockies. 429 BPWood Richmond, B.C. Focuses on lumber specialties such as fascia, trimboards, FG and FJEG products, and OEM wood components. BW Creative Railing Systems 710 23282 River Rd., Maple Ridge, B.C. V2W 1B6; (800) 667-8247; www.bwcreativewood.com. BW Creative Railing Systems is one of the world’s leading manufacturers of railing systems, components and accessories. BWC manufactures railings for both the interior stairways market and the exterior decking market. Since 1974, the company has built a solid reputation on our core values of trust, integrity, respect and fairness. The success of its products is based on a four-decadelong commitment to quality, innovation and continuous improvement. It offers premium quality products, at competitive prices, with superior value.
Building-Products.com
PPG MACHINECOAT PLUS ST EXTERIOR FINISH ÂŽ
SEMI-TRANSPARENT SYSTEM FOR WOOD
STANDARD SEMI-TRANSPARENT SYSTEM*
CEDAR SANDSTONE BASECOAT
MAHOGANY MAPLE REDWOOD WALNUT
PPG introduces a new semi-transparent system that combines the protection of a solid color ďŹ nish with the appearance of a semi-transparent stain.
PRODUCT FEATURES t 100% acrylic latex t Machine application formula for better overall consistency versus ďŹ eld application t Formulated with high durability pigments for maximum UV performance t Varied basecoat colors offer a wide range of color options t Excellent color retention
ASK PPG ABOUT DURACOLORÂŽ ST FOR FIBER CEMENT AND COMPOSITES
* Samples are shown with 1 coat of Sandstone Basecoat and 2 coats of Semi-Transparent Finish. These samples were all lab applied. 11( "SDIJUFDUVSBM 'JOJTIFT *OD t 0OF 11( 1MBDF t 1JUUTCVSHI 1" t t XXX QQHQSP DPN t XXX QQHNBDIJOFBQQMJFEDPBUJOHT DPN t NBDIBQQJOGP!QQH DPN The PPG logo is a registered trademark of PPG Industries Ohio, Inc. MachineCoat and DuraColor are registered trademarks of PPG Architectural Finishes, Inc.
Cabot 323 Cabot Factory Finish Division, 100 Hale St., Newburyport, Ma. 01950; (800) US-STAIN; mpedrone@cabotstain.com; www.cabotfactoryfinish.com. Booth contacts: Matt Pedrone, John Smart, Jim Tittle. Since 1877, Cabot has been the leader in woodcare products in architectural coatings. Cabot Factory Finish products are specifically formulated for use in all types of machine application processes. Cabot provides the building materials finishing industry with an exceptional assortment of products for specific applications on siding, decks and trim. Calculated Structural Designs 812 Calgary, Alb. Software development company providing enterprise solutions for the engineered wood, architect, design and building industries. California Redwood Co., The 317 5151 Hwy. 101 N., Eureka, Ca.; (866) 797-7474; www.californiaredwoodco.com. Booth contacts: Doug Reed, Ray Barbee, Joel Hamel, Dan Kepon, Larry Stonum, Peter Stuart, Jim Haas. The California Redwood Company is one of the largest manufacturers and distributors of high-quality redwood products that are used in a variety of interior and exterior applications. Green Diamond Resource
Company, CRC’s parent company, is the primary log supplier and owns approximately 400,000 acres of timberlands in Northern California. Green Diamond is certified to both Forest Stewardship Council (FSC-C114790) and Sustainable Forestry Initiative standards. Caliper Human Strategies 330 Princeton, N.J. Management consulting firm focused on selecting and developing top performers. Calvert Co. 328 Vancouver, Wa. Producer of glulams, arches and trusses. Canadian Forest Products Ltd. 901 Vancouver, B.C. North America’s largest SPF lumber producer and one of Canada’s largest structural panel producers. C&C Resources Quesnel, B.C.
1008
C&D Lumber 402 1182 Pruner Rd., P.O. Box 27, Riddle, Or. 97469; (541) 874-2281; Fax 541-8742385; cdinfo@cdlumber.com; www. cdlumber.com. After more than 100 years and now in its fourth generation of family ownership,
C&D is the largest U.S. manufacturer of Port Orford cedar products. Its mill uses computerized, state-of-the-art technology to produce old-world craftsmanship and highest quality wood products, including Premium Exposed brand timbers and lumber, Appearance Plus Port Orford and incense cedar decking, patterns, siding, and Douglas fir surfaced products. Carrier Lumber 923 Prince George, B.C. Producer of over 200 million bd. ft. per year, specializing in SPF. Cedarline Industries 728 Surrey, B.C. Manufacturer of cedar fencing and decking. 201
Center-Line Group
Central Cedar Ltd. 704 Surrey, B.C. Custom kiln drying, custom planing, LTL shipments, resawing/ripping. Century Aluminum Railings 533 Summerland, B.C. D-i-y, maintenance-free aluminum railings. Cersosimo Lumber Co. 623 Brattleboro, Vt. New England’s largest producer of hardwoods and eastern white pine lumber.
Show Floor
for 2013 NAWLA Traders Market at The Mirage - Event Center A & B, Las Vegas, Nv.
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• Traders’ Preview • October 2013
Building-Products.com
CMPC 904 Santiago, Chile Produces solid wood products, sawn wood, remanufactured products, plywood, lumber, wood chips, and pulp from timberlands in Chile and Argentina. C.M. Tucker Lumber Cos. 511 Pageland, S.C. Southern yellow pine sawmill and pressure treater. Coastal Plywood Co. 725 Box 1128, Havana, Fl. 32333; (800) 359-6432; (850) 539-6432; Fax 850-5396799; dforbes@coastalplywood.com; www.coastalplywood.com. Coastal Plywood Co. is committed to providing the best value in southern pine plywood products. Its manufacturing plants implement the latest quality control improvement programs, so products will excel in appearance and performance. Its sales staff is responsive to customer needs throughout the purchasing process, from inquiry through delivery. Coastal offers an extensive product line that includes Performance Rated Sheathing, AC, BC, BB O&ES Plyform, Sturd-I-Floor underlayment, classic beaded interior siding, and SolarPly radiant barrier roof sheathing.
Collins 715, 717 1618 SW 1st Ave., Ste. 500, Portland, Or. 97201; (800) 329-1219; (503) 4712295; www.collinswood.com. Booth con-
tacts: Josh Dean, Kevin Dodds, Aly Kingsley, Joe La Berge, Wade Mosby, Kevin Paldino, Grant Phillips, Eric Schooler. Founded in 1855, Collins has a long history as a family-owned forest products company with more than 310,000 acres of FSC-certified forests in Ca., Or., W.V., and Pa., where it is one of the largest private landowners in the state. Products include softwoods, hardwoods, NAF pine particleboard, engineered wood siding, and trim. Columbia Cedar 828, 830 Kettle Falls, Wa. Western red cedar decking, siding, fencing, paneling. 800 Conifex Timber Fort St. James, B.C. Timber harvesting, reforestation, forest management, sawmilling logs into lumber and wood chips, and lumber finishing. Contechem Inc. 903 St. Johns, Or. Providers of Britewood sapstain-control products, Brite-Seal clear wax end-seal, and Sol-Brite iron stain control. Dakeryn Industries Ltd. 624 N. Vancouver, B.C. Owner of Mountain View Specialties, Abbotsford, B.C., manufacturer of premium specialties including solid and fingerjoint fascia, trim and decking.
729 Diacon Technologies Ltd. 11960 Hammersmith Way, Ste. 135, Richmond, B.C. V7A 5C9; (604) 271-8855; Fax 604-271-4266; cservice@diacon.com; www.diacon.com. Diacon delivers the most complete mold prevention program in the North American lumber industry. Its client base includes the world’s most sophisticated, environmentally responsible lumber manufacturers. From applied research in its leading R&D center to its unparalleled Diacon Service program, it helps make customers’ lumber more attractive and retain its fresh-cut look.
Digger Specialties, Inc. 810 3446 U.S. 6, Bremen, In. 46506; (574) 546-5999; www.diggerspecialties.com. Booth contacts: Scott Jarrett, Larry Boyts. Maintenance-free polyvinyl fence systems, polyrail railing, and poly decking.
DMSi 615 17002 Marcy St., Omaha, Ne. 68118; (402) 330-6620; dmsi@dmsi.com; www. dmsi.com. DMSi’s flagship software, Agility, is built with inherent lumber industry functionality, including tallies, tags, reman, integrated viewers, dispatch, drop ships, mill sytem integration, freight/fuel accounting, accurate costing, and inventory control. Dorris Lumber & Moulding Sacramento, Ca. Producer of solid lineal mouldings.
804
Duckback Products 727 Chico, Ca. Premium quality acrylic-based coatings and Superdeck oil-based wood stains. Dunkley Lumber Ltd. Prince George, B.C. SPF producer.
504
Durgin & Crowell Lumber Co. New London, N.H. KD eastern white pine manufacturer.
416
EACOM Timber Corp. Montreal, P.Q. Sawmills and reman facility.
825
Eagle Plywood Specialties Harrisburg, Oh. APA-certified panels and plywood.
315
Eco Chemical 309 6600 Ursula Place S., Seattle, Wa. 98108; (800) 677-7930; mark@ecochemical.com; www.ecochemical.com. Booth contact: Mark Cheirrett. Eco Chemical creates water-based, lowVOC stains for pressure treated lumber, machine-stained material, and other exterior wood products that can be improved with staining (fencing, posts, decks, railings, siding). Eco Hybrid Stain combines the best of water-based and oil-based stain technology in one product, providing rich, deep color that will not fade, deeper penetration, superior film adhesion, faster dry time, flexibility and exceptional weatherability.
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• Traders’ Preview • October 2013
Building-Products.com
Wood Protection Products
Protecting against mold and sapstain
smoseÂŽ CleanwoodÂŽ Wood Protection Products provide the forest roducts industry with fungicides that prevent sapstain and mold.
rosanÂŽ 18 (for Spray Application)
#SPBE TQFDUSVN GVOHJDJEF GPS XPPE QSPUFDUJPO $POUSPMT TBQTUBJO BOE NPME PO GSFTIMZ TBXO TPGUXPPE MVNCFS MPHT QPMFT QPTUT OE UJNCFST "QQMJFE CZ TQSBZ BQQMJDBUJPO )FMQT QSFTFSWF UIF BQQFBSBODF BOE WBMVF PG GSFTIMZ TBXO MVNCFS QSPEVDUT ZOFSHJTUJD DPNCJOBUJPO PG QSPQJDPOB[PMF BOE RVBUFSOBSZ BNJOF BDUJWF JOHSFEJFOUT
usanÂŽ 1009 (for Dip Application)
usperse 293*
t $POUSPMT GVOHJ BOE JSPO UBOOBUF TUBJO t $POUSPMT TBQTUBJO BOE NPME PO GSFTIMZ TBXO TPGUXPPE MVNCFS MPHT QPMFT QPTUT BOE UJNCFST t "QQMJFE CZ EJQ BQQMJDBUJPO t )FMQT QSFTFSWF UIF BQQFBSBODF BOE WBMVF PG GSFTIMZ TBXO MVNCFS QSPEVDUT t $PNCJOBUJPO PG .#5 BOE 5$.5# GVOHJDJEF BDUJWF JOHSFEJFOUT
Use in combination with Busan 1009 to help maintain a clean, bright appearance on lumber products.
TNPTFÂŽ $MFBOXPPEÂŽ 8PPE 1SPUFDUJPO 1SPEVDUT QSPWJEF UIF GPSFTU QSPEVDUT JOEVTUSZ XJUI GVOHJDJEFT UIBU FWFOU TBQTUBJO BOE NPME
JUIPVU USFBUNFOU IBSNGVM JOTFDUT EFDBZ GVOHJ BOE NBSJOF CPSFST DBO EBNBHF XPPE *O BEEJUJPO JOGFDUJPO Z GVOHJ DBO DBVTF TBQTUBJO BOE NPME 5IJT DBO SFTVMU JO VOTJHIUMZ BQQFBSBODF BOE JODSFBTFE QFSNFBCJMJUZ BU DBO MFBE UP EFDBZ -FGU UP UIF FMFNFOUT NPTU XPPE QPTTFTTFT MJUUMF EFDBZ SFTJTUBODF
smose Cleanwood products are engineered to help treat and sustain the natural color, appearance, and ightness of softwood timber, logs, poles, posts, agricultural, landscape, and construction lumber.
eep It Bright with Osmose Cleanwood!
www.osmosewood.com
sanŽ, BusanŽ, and BusperseŽ are registered trademarks of Buckman Laboratories International, Inc. CleanwoodŽ and OsmoseŽ are registered trademarks of Osmose, Inc. Š 9/2013
Elk Creek Forest Products McMinnville, Or. Distributor of lumber and plywood.
731
Empire Lumber Co. Kamiah, Id. Western softwood mill.
510
Enduris 706 7167 Old Kings Rd. No.; Jacksonville, Fl. 32219; (888) 329-7428; Fax 877-7783366; info@endecking.com; endeck.com. Extrudes and distributes a complete line of vinyl profiles for the fence, deck and railing industry to a network of fabricators, and has been manufacturing high quality PVC fence, deck and rail products since 1998. Epicor Software Dublin, Ca.
326
LumberTrack business management software for manufacturers and wholesalers. Euler Hermes North America 908 Baltimore, Md. World’s leading provider of trade-related insurance solutions. Fiberweb, PLC Old Hickory, Tn. Producer of Typar housewrap.
308
Florida East Coast Railway 313 St. Augustine, Fl. Regional freight railroad from Jacksonville to Miami. 803 Forest Products Distributors Rapid City, S.D. Pine dimension, boards and timbers, with reman, priming and treating plants.
ForesTel/NAWLA TeleLink 509 Portland, Or. Voice, data, broadband, Internet services. Forest2Market 732 14045 Ballantyne Corporate Pl., Ste. 150, Charlotte, N.C. 28277; (704) 5401440; Fax 704-540-6301; www.forest2market. com; blog.forest2market.com. Provides transaction-based pricing data to the southern pine lumber market. Its Mill2Market includes a Weekly Lumber Market Snapshot (a market price and trend report) and a Quarterly Lumber Price Benchmark (a performance benchmark that compares facility/employee performance to the market). Forest2Market is committed to delivering the most accurate, credible and quantitative market insight to our lumber industry customers. Results are reported confidentially only to subscribers. Fraser Specialty Products 910 Edmundston, N.B. Factory-finished wood products, including Fraser Wood Siding and Nextrim. Fraserview Cedar Products Surrey, B.C. Prefabricated fence and lattice panels.
811
Freres Lumber Co. 832 Lyons, Or. Producer of quality veneer for the manufacture of plywood and engineered wood products. Gilbert Smith Forest Products 609 Barriere, B.C. Manufacturer of western red cedar lumber. Gorman Bros. Lumber Ltd. 714 Westbank, B.C. Whitewood and appearance spruce and lodgepole pine boards.
REAL CEDAR
BECAUSE NO ONE EVER BRAGS ABOUT THEIR HOME LOOKING LIKE REAL VINYL. Naturally rich, warm, and beautiful, real western red cedar creates a look and feel that no other building material can match. In fact, Real Cedar is the preferred product for outdoor applications where design and appearance are a priority. Its natural durability and resistance to the elements make it the unsurpassed choice of builders and designers. What’s more, Real Cedar is easier to install and maintain, and costs less than most other plastic, vinyl and composite products. Naturally renewable, sustainable, and unbeatable versatility and beauty make Real Cedar the real choice that no other product can match.
VISIT US AT BOOTH #703 AT THE NAWLA TRADERS MARKET
www.wrcla.org 1 866 778 9096
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• Traders’ Preview • October 2013
www.westernforest.com 604 648 4500
Haida Forest Products Ltd. 301 8818 Greenall Ave., Burnaby, B.C. V5J 3M7; (866) 553-9663; (604) 437-3434; Fax 604-437-7222; info@haidaforest.com; www.haidaforest.com. Established in 1951, Haida is a specialist in western red cedar, with over 60 years experience manufacturing and distributing premium cedar sidings, paneling and lumber products for North American, European and Asian markets. Haida specializes in wavy edge bevel siding, straight edge bevel siding, tongue & groove paneling, channel siding, log cabin siding, clear S4S and S1S2E finish, as well as decking, posts and timbers in Architectural Knotty and Clear grades. All of its premium grade products are sold under our Haida brand, including Haida Skirl wavy edge siding. 412 Hampton Lumber Sales Portland, Or. Products offered to North American and global customers include 2”-8” and larger commodity lumber sizes in Douglas fir (green and KD), hem-fir, and SPF in grades ranging from Econ through MSR. Hancock Lumber Co. 601 Casco, Me. Largest producer of eastern white pine in the U.S. and one of the nation’s largest manufacturers of pattern stock.
Building-Products.com
Hardel Mutual Plywood Corp. 821 Chehalis, Wa. Full line of sanded panels, 303 plywood sidings, marine grade, and sheathing panels. Hoover Treated Wood Products 914 Thomson, Ga. Pyro-Guard interior fire retardant treated wood, Exterior Fire-X exterior FTW, CCA, Dura-Guard, Cop-8, Cop-Guard, copper azole, and Micro-Guard. Hy Mark Wood Mfg. Blaine, Wa. WRC boards, siding and specialties.
917
605 Idaho Forest Group 687 Canfield Ave., Ste.100, Coeur d’Alene, Id. 83815; (208) 762-6630; Fax 208-762-6631; sales@idfg.com; www.ida-
hoforestgroup.com. Idaho Forest Group’s five Idaho production sites have a combined capacity of 1 billion bd. ft. Species are Doug fir, larch, hemfir, white fir, cedar, white pine, ponderosa pine, and SPF. Products include dimension framing lumber, studs, boards, lam stock, metric, mat stock, decking, home center, and premium. It offers private labeling, bar coding, end branding, custom sizes, custom profiles and patterns, custom grading and specifications, specified tallies, proprietary grades, mixed loading, half packs, destination pricing, and inventory management. Certifications include FSC, SFI and PEFC. Idaho Timber Corp. 501 Fort Worth, Tx. Manufacturing plants produce 70 million
bd. ft. of lumber a month, including ponderosa pine, DF, white fir, spruce, SYP and cedar. Independent Dispatch Inc. Portland, Or. Intermodal and trucking services.
730
Indiana Rail Road Co. 913 Indianapolis, In. Privately held, 500-mile railroad serving central and southwest Indiana and central Illinois with nationwide connections at transportation hubs such as Chicago, Indianapolis and Louisville, Ky. Interfor 814, 816 P.O. Box 49114, Vancouver, B.C. V7X 1H7; (604) 689-6800; Fax 604-688-0313; www.interfor.com. Interfor is one of the world’s largest lumber producers. Its annual capacity of more than 2 billion bd. ft. means more choice, more supply, and all backed by its promise to build value for customers every step of the way. International Beams Fredericton, N.B. Solid-sawn I-joists from black spruce.
307
InterWrap 506 Mission, B.C. Supplier of coated woven wood packaging and lumber wrap. INTL FCStone 630 Chicago, Il. Advisory services in commodities, capital markets, currencies, and asset management. Irving Forest Products Dixfield, Me. Eastern white pine sawmill.
802
ISIS Wood Product Solutions 620 Langley, B.C. Inventory, sales and production software for mills, remans and wholesalers. Jeld-Wen Klamath Falls, Or. Windows and doors.
615
Jensen Inc., Norman G. 608 Blaine, Wa. Consulting services for import and export. Julius Becker Forest Ltd. 407 Campbell River, B.C. Producer of Little River Lumber brand Appearance Grade western red cedar lumber. Kalesnikoff Lumber Co. 414 Thrums, B.C. Specialty sawmill producing high quality certified wood products. Kenora Forest Products Winnipeg, Mb. SPF stud mill in Kenora, Ontario.
417
Kenwood Lumber Ltd. 411 Burnaby, B.C. Remanufactures B.C. coastal softwoods Klausner Trading USA 1012 Myrtle Beach, S.C. The group’s five plants make it the second largest sawmill company in Europe.
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• Traders’ Preview • October 2013
Building-Products.com
Klenk Holz AG 333 Oberrot, Germany European timber company with three mills and in-house logging and logistics business.
Limington Lumber 622 East Baldwin, Me. Bandsawn eastern white pine boards and pattern stock.
Kop-Coat 925 Pittsburgh, Pa. Preservatives to protect logs, lumber, millwork, composite panels, and EWP.
Lonza Wood Protection 408 5660 New Northside Dr., Ste. 1100, Atlanta, Ga. 30328; (678) 627-2000; info@wolmanizedwood.com; www.wolmanizedwood.com. Booth contacts: Kris Owen, J.R. Virnich, Tom Kyzer. Lonza Wood Protection specializes in products for the industrial pre-treatment and surface protection of wood and has global operations in North and South America, Europe, key markets in Africa, the Middle East, and Asia Pacific.
KP Software Systems 906 W. Vancouver, B.C. Software solutions for wood production, sales, distribution and shipping. Krauter Auto-Stak 1014 Indianapolis, In. Offers a full line of buildings, fixtures, racks, and rack-supported structures. Lake States Lumber 422 Brooklyn Park, Mn. Wood paneling, siding, shakes, shingles, log siding and accessories. Leslie Forest Products Ltd. 602 Delta, B.C. WRC, hemlock, DF, SPF manufacturer. L.I. Industries 205 Cedar Knolls, N.J. Printed aprons, carpenter pencils, and other items to promote lumberyards. Lignum Forest Products 921 Vancouver, B.C. Marketer and distributor of MSR and other lumber products for the residential and industrial structural building components industry.
LP Building Products 720 Nashville, Tn. World’s largest producer of OSB, plus other building products. LWO Corp./Woodway 806 3841 N. Columbia Blvd., Portland, Or. 97217; (800) 459-8718; (503) 286-5372; dhungerford@lwocorp.com; lwocorp.com. Booth contact: Darrell Hungerford. Woodway Lattice is the industry standard for quality. Woodway’s exacting, rugged standards are the only commercial lattice standards based on the Western Wood Products Association Lath Grading Rules. Woodway is proud to be the best selling premium grade lattice in the U.S. Woodway also offers innovative outdoor building solutions, including Moderna
panel screen, authentic post caps, unique Deck Squares pre-built deck rail, architectural railing, post cladding, wainscoting, solid-wood paneling, and professional grade fence panels and gates. Products feature American craftsmanship in the finest durable woods—western red cedar, Douglas fir, redwood, and mahogany. Maibec Industries 521 Ste.-Foy, P.Q. SPF dimension, MSR and white cedar shingles, and treated lattice. Majure Data, Inc. 610 Alpharetta, Ga. Supplier of LBM warehouse management solutions. 808 Manning Diversified Forest Products Hotchkiss, Alb. SPF sawmill, planer mill, and remanufacturing facility. Mary’s River Lumber Co. 916 Corvallis,s Or. Since 1974, manufacturer of western red cedar random length specialty lumber products. Mason Forest Products 324 Hattiesburg, Ms. Southern yellow pine dimension, flooring, veneer, and plywood. Matra 606 St. Martin P.Q. Fingerjointed eastern white pine trim and siding for interior and exterior applications. Maze Nails 517 100 Church St., Peru, Il. 61354; (800) 435-5949; Fax 815-223-7585; www.mazenails.com. Manufacturer of 100% Made in the U.S.A. specialty nails, Stormguard double hot-dipped galvanized nails, and a complete line of stainless steel nails. McShan Lumber Co. 701 McShan, Al. Quality SYP products since 1907, including high grade, stepping, patterns and export. 909 Merchant Magazine, The 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; (949) 852-1990; Fax 949-852-0231; www.building-products. com. Booth contacts: Alan Oakes, Chuck Casey. Since 1922, the West’s leading monthly news magazine for lumber and building material dealers and distributors. MetroWest Transload 922 Cresson, Tx. Reloading for the Dallas/Fort Worth metroplex. Also delivers to any destination in Texas, Oklahoma and Louisiana. Metsa Wood 520 Roseville, Mi. Distributes Master Plank LVL throughout North America. Mid-Columbia Lumber Products Madras, Or. Fingerjointed dimensional lumber.
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Mid Valley Lumber Specialties 505 3084 275 St., Aldergrove, B.C. V4W 3L4; (604) 856-6072; Fax 604-856-6043; al@midvalleylbr.com; bryan@midvalleylbr.com; www.midvalleylbr.com. Remanufacturer of WRC fascia, decking, timbers, fencing, rails, posts and lattice. Millar Western Forest Products Edmonton, Alb. SPF dimension lumber.
1010
Mobilier Rustique (Beauce) 709 Ste.-Martin, P.Q. White cedar fencing, decking and siding. Montreal Wood Convention 902 Montreal, P.Q. Multi-association-sponsored show Feb. 1820, 2014, in Montreal.
Moulding & Millwork 513 Vancouver, B.C. North America’s leading supplier of solid wood and MDF mouldings. Murphy Co. 1020 Sutherlin, Or. Softwood and hardwood plywood, western species veneer, and Douglas fir LVL. National Nail Corp. Grand Rapids, Mi. Nail manufacturer and distributor.
532
Neiman Enterprises 413 Hulett, Wy. Third-generation family business consisting of three sawmills—Devils Tower Forest Products, Hulett, Wy.; Rushmore Forest Products, Hill City, S.D., and Spearfish Forest Products, Spearfish, S.D.
NorSask Forest Products Meadow Lake, Sk. Saskatchewan's largest sawmill.
726
Northeastern Lumber Manufacturers Association 733 272 Tuttle Rd., Cumberland Center, Me. 04021; (207) 829-6901; Fax 207-829-4293; info@nelma.org; www.nelma.org. Rules writing agency for eastern white pine lumber; grading authority for eastern spruce, balsam fir, SPF, and other commercial eastern softwoods, and marketing voice for Northeast’s wood products industry. North Enderby Timber 612 Enderby, B.C. WRC decking, siding, fencing and fascia. 526, 528 Nusku Partners Ontario, Ca. Producer of the Nusku Fireblocker line of fingerjointed, edge-glued redwood siding, trim and fascia primed and treated to prevent flamespread, rot, pests and decay. Oregon Canadian Forest Products North Plains, Or. Specialty softwood products.
631
Osmose/Cleanwood Wood Protection Products 723 1016 Everee Inn Rd., Griffin, Ga. 30224; (770) 233-4200; Fax 770-229-5225; treatedwood@osmose.com; www.osmosewood.com. Booth contact: Michael Pompeo. Osmose has been a leader in wood preservation technology for over 75 years. Cleanwood Wood Protection Products produces fungicides to control sap stain and mold on freshly sawn softwood lumber, logs, poles, posts and timbers. Cleanwood products are engineered to help treat and sustain natural color, appearance and brightness. 432 Pacific Lumber Inspection Bureau Federal Way, Wa. Lumber quality-control inspection agency. Pacific Western Wood Works Delta, B.C. Value-added WRC outdoor products.
712
907 Pacific Wood Laminates Brookings, Or. Veneer, plywood, specialties, and LVL. Pacific Woodtech Corp. 502 Boise, Id. Private label LVL and wood I-beams made from Douglas fir. P&S Transportation 431 Ensley, Al. Specializing in in flatbed shipping, primarily between the Southeast, Northeast, Texas, California and the Midwest. Pennsylvania Lumbermens Mutual Insurance Co. 625 1 Commerce Sq., 2005 Market St., Ste. 1200, Philadelphia, Pa. 19103; (800) 7521895; Fax 215-625-9097; plmins.com. Pennsylvania Lumbermens Mutual Insurance specializes in property and casu-
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alty insurance for the lumber, woodworking and building material industries. Formed in 1895, it has over a century of industry knowledge and expertise. Today, PLM provides protection for some 6,000 businesses in over 47 states. Its primary lines include property, general liability, inland marine, business automobile, commercial excess liability, and equipment breakdown coverages. PLM offers competitive rates, loss control programs, and prompt claims response and handling. It is financially strong and carries an A.M. Best rating of A. Designated NAWLA’s Approved & Recommended Property/Casualty Underwriter for members, PLM has provided a safety group dividend plan since 2000. Plum Creek 421 Columbia Falls, Mt. Timberlands and Northwest mills, producing boards, solid and F/J studs, SYP dimension, plywood and MDF. Plycem USA 613 10945 State Bridge Rd., Ste. 401-304, Alpharetta, Ga. 30022; (678) 517-4851; Fax 866-792-0079; www.plycemtrim.com. Contact: Tom Taylor, Jessica Navascues. Plycem fiber cement exterior trim delivers versatility with a reversible trim that complements any siding and architecture. Plycem is an excellent trim for use in residential, commercial, and multifamily projects. The manufacturing process includes using both post industrial and post consumer recycled materials. It is primed on all six sides, has a Class 1 (A) flame spread rating, and is impervious to wood boring insects and does not rot. Plycem has added a new shipping location in Oakland, Ca., in addition to its Houston, Tx., and Savannah, Ga., locations. 817 Porcupine Wood Products Ltd. Salmo, B.C. Clears, decking, dimension, fascia, fencing. 820 Potlatch Corp. Lewiston, Id. Producer of dimension lumber, industrial plywood, particleboard, OSB, studs. Power Wood Corp. 824 Surrey, B.C. WRC clears, patterns, dimension, timbers. PPG Machine Applied Coatings 420 1 PPG Pl., Pittsburgh, Pa. 15272; (877) 622-4277; www.ppg.com. Originator and leader in machine coating technology provides value-added wood and composite performance solutions. This includes research and development, production support, and factory finish marketing programs with a nationally known product. Probyn Group 905 Centralia, Wa. Produces more than 225 million bd. ft. of WRC per year. Divisions include Probyn Log, TMI Forest Products, AJ Forest Products, Raintree Specialties, and West Coast Moulding. Progressive Rail/Carload Connection 320 Lakeville, Mn. Transportation, warehouse and logistics.
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Call It The Fun Side of Cedar. Who says siding has to be all about straight lines and uniform color? Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life. Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to cement siding and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.
1.866.778.9096 www.wrcla.org To learn more about Haida Skirl or to place an order, contact us at 604-437-3434, toll free 1-866-553-9663 or info@haidaforest.com
www.haidaforest.com Visit us at Booth #301 at the NAWLA Traders Market
October 2013 • Traders’ Preview •
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Pyramid Mountain Lumber 1016 Seeley Lake, Mt. The oldest family owned and operated lumber mill in Montana. Random Lengths 924 Eugene, Or. Forest products price reporting and other information services since 1944. Raven Logistics Keego Harbor, Mi. International logistics management.
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Resolute Forest Products 305 Montreal, P.Q. Producer of lumber, other wood products. Re-Transportation Co. Lake Hopatcong, N.J. Transportation and logistics.
628
Rex Lumber 621 Graceville, Fl. SYP lumber producer for eight-plus decades. Rhino Deck by Master Mark Plastics 607 Albany, Mn. Rhino Deck composite decking and a composite white rail system with a vinyl overlay. Rielly Industrial Lumber W. Vancouver, B.C. WRC decking and specialties.
300
RISI 329 Bedford, Ma. Publisher of Crow’s Market & Price Service, providing wholesale pricing, market reports, forecasts, and news updates.
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Robbins Lumber, Inc. Searsmont, Me. Eastern white pine manufacturer.
705
Rosboro 915 Box 20, 2509 Main St., Springfield, Or. 97477; (888) 393-2304; (541) 746-8411; Fax 541-726-0972; www.rosboro.com. Rosboro operates a stud/dimension mill, plywood and veneer plant, and three glulam plants. Stud products are “no prior select” in 8’, 9’ and 10‘ trims in KD and green fir, KDHF, as well as green 3” and 4” in 8’, 9’ and 10’ trims. Rosboro is a quality plywood sheathing manufacturer specializing in 8’, 9’ and 10’ panels certified to APA, CSA and CE for Europe. Rosboro X-Beam architectural glulam is produced in full 3-1/2” and 5-1/2” widths that match standard wall framing. Rosboro recently introduced Treated X-Beam, which is the same Architectural appearance Doug fir X-Beam that is treated with Hi-Clear II.
Roseburg Forest Products 700, 702 Box 1088, Roseburg, Or. 97470; (541) 679-3311; (800) 245-1115; Fax 541-6792543; www.roseburg.com. For 75 years, Roseburg Forest Products, based in Dillard, Or., has been a familyowned manufacturer of engineered wood products, lumber, plywood, particleboard and specialty panels. The company owns and manages over 600,000 acres of timberlands in the western U.S. and operates manufacturing facilities in the West and South. As a NAWLA Single Source Producer,
Roseburg offers mixed product shipment opportunities, integrated manufacturing facilities, flexible sales and marketing options, dependable supply of quality products, third-party certified forest management, efficient production, products that meet or exceed industry standards, broad product mix from one source, and broad mix of certified products. Operations include a sawmill, EWP mill, plywood, particleboard and decorative surface plants, and decorative thermallyfused melamine facilities.
RoyOMartin 512 Box 1110, Alexandria, La. 71309; (800) 299-5174; royomartin.com. Booth contacts: Bobby Byrd, Lori Byrd, Joe Mackay Manufacturer of superior wood products, such as southern pine OSB and plywood, lumber and timbers, and treated utility poles and piling. RoyOMartin is the brand name of Martin Companies LLC, a group of family-owned, professionally managed forestry and wood product-manufacturing companies based in Alexandria, La. Founded in 1923, RoyOMartin operates three manufacturing plants in Louisiana (OSB, plywood, poles, piling), one in Alabama (lumber, timber), and a pole yard in Arkansas. In addition to manufacturing a wide variety of wood products, RoyOMartin also manages over 580,000 acres of FSC-certified timberland in Louisiana, making it one of the South’s largest private landowners. RoyOMartin offers a variety of high-
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quality wood products—all FSC-certified— including: Eclipse Radiant Barrier OSB panels for use on both roof and sidewall applications; TuffStrandXL OSB panels in 9' and 10'; WindBrace extended-length OSB sidewall panels for hurricane-prone areas; SmartPour MDO and GreenCore Plyform for concrete forming; premium SmartCore southern pine plywood, including AA, AB, AC, BC, siding, and other industrial grades; lumber and timbers; poles and piling, and landscape timbers. Samko 525 Portland, Me. Parteco decking made of impregnated LVL. 529 Samuel Strapping Systems Toronto, Ont. Innovative packaging and unitizing solutions. SaverSystems 805 Richmond, In. Water repellents for wood and masonry. 401 Sawarne Lumber Co. Ltd. Richmond, B.C. WRC siding, paneling, boards, dimension, decking, fencing. Scotch-Gulf Lumber 433 Mobile, Al. Saws, treats and remanufactures wood products. 716 Selkirk Specialty Wood Revelstoke, B.C. Specializes in manufacture of a wide range of kiln dried and green western red cedar products in Clear and Knotty grades, including 7/8” boards, KD decking, patterns and fingerjoint. Seneca Sawmill Co. 826 Eugene, Or. Over 350 million ft. of dimension, lumber and studs a year. Serpentine Cedar Ltd. 713 Fort Langley, B.C. Manufacturing and distributing cedar shakes for more than 30 years. 815 Shasta Green Inc. 35586-A Hwy. 299E, Burney, Ca. 96013; (530) 335-4924; Fax 530-335-4949; www.shastagreen.com. Located in the heart of Northern California’s commercial timber country, Shasta Green’s goal is to become the finest small log sawmill in the region. Its primary product line includes ponderosa pine, white fir, and Douglas fir 2x4 through 2x12 dimension lumber. Secondary products include ponderosa pine 6/4 Commons and Industrials, and air-dried incense cedar 2x4 through 2x12 Rough. Specialty cedar lumber is also available. Shuqualak Lumber Co. 531 Shuqualak, Ms. One of the Southeast’s largest privately owned independent producers of SYP. Sierra Forest Products Terra Bella, Ca. Sawmill since 1968.
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316 Sierra Pacific Industries Redding, Ca. Sawmills, millwork plants, reman, window/door plant, timberlands. SilvaStar Forest Products Bellingham, Wa. Fascia and trim.
912
Silver Creek Premium Products Misson, B.C. Premium WRC roofing products.
707
Simpson Lumber Co. 514 Tacoma, Wa. Douglas fir, hemlock and SYP dimension. Sinclar Enterprises Ltd. 425 Prince George, B.C. Remanufacturer and sales agents for B.C. stud mills.
Skana Forest Products Ltd. Richmond, B.C. Manufacturer of dimension lumber.
616
Snavely International Forest Products 711 Pittsburgh, Pa. Manufacturer and importer of softwood lumber and specialties. Snider Industries 920 Box 668, Marshall, Tx. 75671; (903) 938-9727; www.sniderindustries.com. Snider manufactures approximately 50 million ft. of southern yellow pine 1-inch lumber annually. The product is available in varying patterns, all #2 and D&Btr. Sodra Timber AB Skogsudden, Sweden Eight European sawmills.
217
Softwood Export Council 325 Tigard, Or. Council of U.S. softwood grading agencies, associations, and export development agencies. Softwood Forest Products Buyer Memphis, Tn.
1000
Southern Cross Forest Products 629 Mosgiel, N.Z. Second-largest processor and remanufacturer of clearwood pine products in New Zealand. Spruceland Millworks 314 Surrey, B.C. SPF fingerjointed studs, dimension, components and fencing. Starborn Industries 331 Avenel, N.J. HeadCote stainless steel screws with colorcoated heads and Smart-Bit pre-drilling and countersinking tool. Stimson Lumber Co. 721 Portland, Or. DF and hem-fir studs, lumber, studs, plywood, hardboard, Duratemp hardboard siding, and StimPro inland red cedar products. 724 Stoltze Land & Lumber Co., F.H. Columbia Falls, Mt. DF & larch, SPF & SFP-S, cedar, Idaho white pine, ponderosa pine. Sunbelt Rack/ CT Darnell Construction 306 2255 Justin Trail, Alpharetta, Ga. 30004; (770) 569-2244; (800) 353-0892; Fax 770-569-9944; clint@sunbeltracks. com; ct-darnell.com. Sunbelt Rack has changed its name to CT Darnell construction to better reflect the broad spectrum of services it offers to the LBM industry. In addition to the premier line of building material storage systems, CT Darnell is a nationally licensed general contractor that has designed and built complex, comprehensive solutions for lumberyards and wholesalers for over 25 years. The company can coordinate projects as basic as a simple rack storage system, to a pre-engineered warehouse building or yard shed, to the design and construction of a brand new, greenfield-site lumberyard. 406 Sunset Moulding Co. Yuba City, Ca. Produces moulding and millwork in wood and Suntrim MDF. Swanson Group Sales Co. 1002 Glendale, Or. Manufacturing Douglas fir dimension lumber, plywood, veneer and studs since 1951. Taupo Wood Solutions 423 Grand Rapids, Mi. Importer of radiata pine mouldings from New Zealand. Teal-Jones Group, The 600 Surrey, B.C. WRC shingles, lumber, paneling and siding. Terminal Forest Products 302 12180 Mitchell Rd., Richmond, B.C. V6V 1M8; (604) 717-1200; Fax 604-321-
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4223; www.terminalforest.com. Booth contacts: Ted Dergousoff, Michael McInnes, Terry Gaines, Graham Picard. Terminal Forest Products has four divisions and specializes in the manufacture of cedar lumber products. The Terminal mill in Richmond is a cedar mill. The Mainland sawmill in Vancouver is a multi-species custom cut mill. Langdale in Gibsons, B.C., is a dry land log sort mill. The SELCO reman plant in Everson, Wa., is among the finest cedar remanufacturing facilities in North America. Terminal Forest offers clear finish, clear bevel siding, and paneling products, clear fingerjointed, edge-glued products, as well as green appearance grade boards, timbers and fencing products. Teton West Lumber 617 Cheyenne, Wy. Five sawmills, reman facility, and reloads. Thompson River Lumber of Montana Thompson Falls, Mt. Wood products mill.
UFP Purchasing Union City, Ga. Division of Universal Forest Products
430
Union Pacific Railroad 409 Omaha, Ne. Largest railroad in North America, operating in the western two-thirds of the U.S. Vaagen Brothers Lumber 428 565 W. 5th, Colville, Wa. 99114; (509) 684-5071; www.vaagenbros.com. Booth contacts: John Branstetter, Mick Vaagen, Chris Schofer. Family-owned sawmill specializing in small log production, focusing on machine stress rated lumber. With its state-of-the-art equipment, Vaagen makes better lumber out of small logs.
Versatex Trimboard 813 400 Steel St., Aliquippa, Pa. 15001; (724) 857-1111; Fax 724-857-1171; www.versatex.com. Versatex makes trim smarter. Whether for trim, fascia, soffit or a decorative exterior moulding piece, the cellular PVC manufacturing process produces a product featuring the look and craftsmanship of premium lumber without the moisture problems of wood. Products include trimboards, sheet, cornerboards, vented soffit system, column wrap, T&G beaded profiles, and mouldings. Its Stealth Trim System features cornerboards and window surrounds that install faster and more beautifully. Versatex’s skirtboard helps meeting codes requiring 6" ground or deck clearance for siding.
404
Tiger Deck/Black Talon 633 P.O. Box 830, Wilsonville, Or. 97070; (503) 625-1747; bob@tigerdeck.com; www.tigerdeck.com. Tiger Deck (tigerwood) is an exotic hardwood known for its natural durability, decay resistance, and long lifespan. When constructed with the Black Talon Universal hidden fastening system, Tiger Deck is a beautiful, hardwood deck that is free from unsightly surface penetrations, is easy to install, and requires minimal maintenance. The Black Talon Universal deck fastening system works in any grooved deck board and provides strong holding power, easy access, and consistent gapping. Tolko Marketing & Sales Ltd. 522 Vernon, B.C. Studs, MSR, dimension, veneer, plywood and OSB. Tom’s Quality Millwork & Hardwood 203 Cambellsport, Wi. Manufacturer of hardwood mouldings, S4S boards, veneered jambs, and stair parts. TradeTec Computer Systems Ltd. 507 Parksville, B.C. Developer of the intuitive Log Inventory System and Lumber Inventory System. Transworks 1024 Fort Wayne, In. Transportation management solution. Trebnick Tags & Labels 304 Springboro, Oh. Tags, labels, ribbons and graphic services. TrimJoist Corp. 303 Columbus, Ms. Open web trusses with trimmable I-joists. Trinity River Lumber Co. Weaverville, Ca. Finished DF and hem-fir products.
322
Tri-Pro Cedar Products 632 Oldtown, Id. Green and KD cedar products, including decking, siding, patterns and trim.
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October 2013 • Traders’ Preview •
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Waldun Group 626 Maple Ridge, B.C. WRC roofing, siding, lumber and decking. Watkins Sawmills Ltd. 415 Maple Ridge, B.C. Producer of WRC shakes and shingles. Weaber Lumber 822 1231 Mt. Wilson Rd., Lebanon, Pa. 17042; (800) 745-9663; Fax 717-867-1711; www.weaberlumber.com. Weaber Lumber, one of the nation’s leading hardwood lumber manufacturers, is introducing its new Finish Coat. This advanced, one-of-a-kind priming and painting line is applied to its high quality hardwood poplar substrate. The state-of-the-art finishing line evenly coats poplar mouldings and S4S boards, providing a factory finish that is UV protected and ready to go. Because Weaber starts in the forest with its highly qualified foresters, it selects only the best Appalachian timber to be processed through its sawmill and kiln operation. By controlling the entire process from forest to finished products, Weaber can guarantee the best quality in the industry, in S4S boards, mouldings and unfinished hardwood flooring. All hardwood products are SFI-certified. West Bay Forest Products & Mfg. New Westminster, B.C. Sawmills, reman and specialty plants.
503
Weston Forest Products Mississauga, Ont. Industrial remanufacturer.
207
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Weston Wood Solutions Mississauga, Ont. Door and window frames.
209
Western Forest Products 703 P.O. Box 10032, Vancouver, B.C. V7Y 1A1; (604) 648-4500; Fax 604-681-9584; lumbersales@westernforest.com; www. westernforest.com. Western Forest Products is a leading producer of quality appearance and structural wood products from sustainably managed forests on the coast of British Columbia. Encompassing eight sawmills and three reman plants, WFP produces western red cedar, hemlock, Douglas fir, yellow cedar, and Sitka spruce product lines. West Fraser Mills Ltd. 403 Quesnel, B.C. Producing lumber, wood chips, LVL, MDF, plywood and pulp. Western Wood Products Association 427 Portland, Or. Represents softwood lumber manufacturers in 12 western states including Alaska. Westervelt Lumber 424 P.O. Box 4899, Tuscaloosa, Al. 35404; (205) 562-5896; Fax 205-562-5814; www.westerveltlumber.com. Westervelt is a southern yellow pine sawmill located in Moundville, Al., producing 1" boards, dimension lumber, 5/4x6 RED, and timbers. Annual production capacity is 215 million bd. ft. Also runs 1" and 2" patterns.
400 Westshore Specialties Delta, B.C. WRC and Alaskan yellow cedar products. Weyerhaeuser 530 P.O. Box 9777, Federal Way, Wa. 98063; (888) 453-8358; wood@weyerhaeuser.com; woodbywy.com. Relied upon by dealers and distributors for 113 years as a quality supplier of Trus Joist EWP, lumber and OSB, Weyerhaeuser brings exceptional service and support to its LBM customers. It provides products and solutions to support the entire process of building, offering customers access to software, engineering support, and field assistance from a team of technical and product experts to assist customers with planning, specification, problem solving, and training. WoodPro Software Inc. 722 Richmond, B.C. Financial management software system. Woodtone Building Products 807 Chilliwack, B.C. Producer of coated exterior wood products. WTG Logistics Exeter, N.H. Intermodal marketing company.
1004
Wynndel Lumber Sales 524 Wynndel, B.C. Advanced finish line for ESLP boards. Zip-O-Log Mills 611 Eugene, Or. DF posts, beams, timbers, ties and clears.
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Meet the Exhibitor Benjamin Obdyke Benjamin Obdyke, manufacturer of roof and wall products, will showcase HydroFlash self-adhered flashing as a new part of its HydroGap drainable housewrap system at the 2013 NAWLA Traders Market. HydroFlash delivers superior adhesion and temperature application and effectively meets the needs of installers. Launched in January, Benjamin Obdyke now offers a 15year product and labor limited warranty for the HydroGap system. The new warranty, which extends beyond the standard 10-year, product-only limited warranty, supports the combined use of HydroFlash with HydroGap drainable housewrap. HydroFlash was designed with flexibility and ease-ofinstallation in mind. Using a new adhesive technology, HydroFlash can be installed in cold weather—down to 0˚F—and applied wet. Made of a synthetic adhesive and featuring a split release liner, HydroFlash self-seals around nails and delivers stronger adhesion and cold weather application to substrates than self-adhered flashings made of butyl or asphalt. No primer is needed for application. Additionally, for greater longevity and performance, the flashing is UV stable for six months and exhibits less than 7% degradation over 10 years. Available in 4”, 6” and 9” with a 7-mil thickness, HydroFlash is compatible with a wide range of building materials, including OSB, CDX sheathing, vinyl and other
building wraps of similar material. Using HydroFlash in conjunction with HydroGap housewrap will help achieve greater adhesion. Supporting this product pairing is the company’s newly extended product and labor limited warranty, which warrants that the product will be free from defect for 15 years if the full drainable housewrap product line is utilized, in addition to cap fasteners. The company also offers a 10-year product limited warranty if using a stand-alone approved product.
Meet the Exhibitor Bennett Lumber Products Bennett Lumber Products is a family-owned company located in Princeton, Id., with approximately 60,000 acres of forestland in northern Idaho and eastern Washington. Its two mills—in Princeton, Id., and Clarkston, Wa.—are designed for efficiency, safety and production. The company takes pride in providing high-quality lumber products while practicing sustainable forestry and land management principles. Bennett Lumber’s production of quality dimension lumber—Douglas fir, white fir, Engelmann spruce, lodgepole pine, Idaho white pine, inland red cedar, and ponderosa pine—reaches 150 MMBF annually. The lumber is shipped by truck and Bennett also has rail transportation capabilities. In addition, units may be wrapped at the customer’s request, to ensure safe, clean delivery. Bennett Lumber’s sustainable forestry goal is to meet present needs without compromising the
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Jim Vandegrift, sales manager
ability of future generations to meet their needs, by adopting land stewardship ethics that assure forests remain healthy and continue to provide wood products, wildlife habitat, biological diversity, clean water, and recreational opportunities. Its commitment to sound environmental practices is an everyday effort. When it comes time to remove
trees, Bennett foresters manage with a light touch, removing unhealthy trees and planning for the needs of future forests. All harvest prescriptions favor leaving healthy native tree species. Foresters use a variety of silvicultural prescriptions to assure biologic diversity, protect water quality, maintain wildlife habitat, and preserve visual quality.
October 2013 • Traders’ Preview •
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Meet the Exhibitor Cabot Factory Finish Since 1877, Cabot has been the leader in wood care products. Cabot’s Factory Finish division continues to be innovative and provide the factory applicator unique coatings for the lumber and building products finishing industry. Cabot’s Factory Finish products have been providing customers with unlimited color choices and industry leading products for application to wood siding, shingles and trim products in North America for decades. “Cabot continues to improve the product offering available to finishers,” says Matt Pedrone, division manager for Cabot. “The Cabot
group continues to market coatings specially formulated for the industrial applicators with the right product for the type of building materials being used. We have developed new products and improved our existing lines to meet the demanding needs of our customers”. In 2013, Cabot introduced a new Clear Wood Protector, an oil-modified decking stain, and expanded the consumer product line available in Canada. These changes improved the product offering, availability and overall services to customers. Cabot’s Factory Finish solid acrylic product lines were enhanced
with superior resin technology, including improved formulations now available in C3 product lines as well as Factory Finish. These products offer the factory finisher the products they need for today’s marketplace. In 2014, Cabot will continue its “That’s PRO” marketing campaign promoting the Cabot brand of premium wood protection products. Cabot, part of the Valspar Corp., is based in Minneapolis, Mn.
Meet the Exhibitor BW Creative Railings BW Creative Railing Systems is one of the world’s leading manufacturers of railing systems, components and accessories. Since 1974, the company has continued to
Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.
Manufacturers of 10 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell
(509) 874-1163
Alicia Beltran
(509) 874-1168
Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162
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• Traders’ Preview • October 2013
grow and innovate to meet the needs of business partners. One of three divisions of BWC, BW Creative Railings manufactures both interior and exterior railing systems for the residential housing market. With one of the broadest product ranges in the market, BW Creative Railings offerings include interior wood, exterior wood, interior hybrid do-it-yourself, exterior hybrid do-it-yourself, aluminum do-it-yourself, and glass do-it-yourself. A second division, BW Vista Railings, focuses on the commercial, multi-unit market, with professionally installed, manufactured-per-project, aluminum railing. This design-engineered railing incorporates the latest technology in aluminum alloys, the finest exterior powder-coatings, and 25 years of aluminum manufacturing experience into every project. The third division, BW Creative Wood, manufactures a broad selection of remanufactured wood products, including cut stock, door jambs, and S4S boards in hemlock and Douglas fir, with other options in western red cedar and SPF. Over the past four decades, BWC has built a solid reputation based on its core values of trust, integrity, respect and fairness. The outstanding success of its products is based on a four-decade long commitment to quality, innovation and continuous improvement. Building-Products.com
Meet the Exhibitor C&D Lumber C&D’s roots reach to 1890, when Alford Johnson built his first sawmill in Southern Oregon. In 1943, the Johnson family built a mill near the Coos and Douglas County lines. With a nod to its geography, the operation became C&D Lumber Co. Its motto— Great People, Great Products, Great Customers—is the driving force behind its success. The company is proud of what it’s been able to achieve during its 100plus years in business. For C&D, the key to success has always been our people, products, and customers. Additionally, it embraces innovative thinking and ideas to continue to enhance its business. Manufacturing improvements are common practice. Today, its facility produces high quality lumber products in more than 100 different product lines and sizes. C&D Lumber maintains the reputation of offering quality lumber products, craftsmanship, and service in Douglas fir, incense cedar, and Port Orford cedar.
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In Douglas fir, it offers a full line of surfaced lumber that includes 2” dimension lumber and 4” and 6” timbers. Plus, its top-of-the-line Premium Exposed rough-sawn timbers and 2” lumber have become the preferred products for open-beamed construction. In cedar, it offers lines of premium and classic decking products. It also offers a line of rustic patterns, and a variety of cedar lumber dimensional products ideal for many types of remanufacturing. Mutually beneficial relationships with its customers are the driving force behind the company’s success. Its sales follow-up and shipping are possibly the best in the industry. C&D values providing beneficial marketing to its customers, using tools like its comprehensive company website (www.cdlumber.com) and monthly eNewsletter, MillWrite. It also works hand-and-hand with its customers to provide customized marketing tools to support their sales efforts. C&D is focused on finding ways it can continue its long and storied history of being an employer people are proud to work for and a manufacturer
of high quality lumber products. The company believes its future is bright because of the dedication and commitment of its employees, the demand for quality lumber products, its close proximity to efficient shipping routes, and its location right in the middle of a rich source for raw material.
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Meet the Exhibitor The California Redwood Company The California Redwood Company is one of the largest redwood manufacturers in the country. It distributes high-quality redwood products for use in a variety of applications, including decking, fencing, siding, paneling, playground equipment, garden products, furniture and industrial uses. Its log supply is supported by parent company Green Diamond Resource Co., which owns roughly 400,000 acres of timberlands in redwood’s natural growing region of Northern California. The long history of environmental stewardship and a reputation for some of the more progressive and innovative voluntary forest and wildlife management programs in the industry has earned Green Diamond certifications to both the Forest Stewardship Council and Sustainable Forestry Initiative standards. The combined benefit of manufacturing capabilities and timberland
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ownership allows The California Redwood Company to be the top supplier of choice to the wholesale and industrial marketplace. Why choose redwood? Redwood is durable and long lasting. Redwood is resistant to shrinking, warping and checking. Its natural strength provides structural integrity. Redwood is easy to maintain and its heartwood is naturally resistant to insects and decay. Redwood stays cool under foot when subjected to
summer temperatures. It meets California’s strict fire codes. Redwood is the environmental product of choice when compared to plastic-composite decking. Choosing a product from The California Redwood Company means you’re not just buying a beautiful and durable wood product, you’re buying something that’s sustainable and renewable from a wellmanaged forest. Choose redwood. It’s beautiful, strong and sustainable.
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Meet the Exhibitor CT Darnell Construction/Sunbelt Rack Widely known for lumber and building material rack systems, Sunbelt Rack has changed its name to CT Darnell Construction. Along with providing best-in-class storage systems, the firm is a general contractor licensed throughout North America. It offers full-service planning and construction of wholesale and retail LBM facilities. “Our new name better reflects the full array of services we’ve offered for more than 25 years,” says Travis Darnell, president of the Alpharetta, Ga.-based operation. “We are the only ones out there who can do the entire job. From start to finish, our customers get to work with just one company that understands their business and their facility operations.” CT Darnell Construction’s tagline—“We build solutions”—underscores its expertise and commitment to sell only what best serves its customers. The firm works closely with owners and operators of LBM facilities, including wholesalers, to ascertain their business needs. Facilities are designed for maximum operating efficiency. Since the company has built more lumberyards in North America than anyone else, customers can be sure they are working with true experts in the field. Founded in 1987 by the Darnell family, the firm originally offered racking and storage solutions to lumberyards and burgeoning big-box stores. It soon grew into a full-service commercial general contractor. Darnell’s reach extends across the U.S. and into Canada and the Caribbean. Capabilities include design and construction for
stores, warehouses, bulk-storage sheds, rack-supported drive-thru buildings, T-sheds, and, of course, racking systems. The firm prides itself on delivering results on time and within budget. As vice president Clint Darnell says, “You won’t find another nationally licensed contractor with our in-depth understanding of both the lumber and construction industries.”
Quality Lumber Sustainable Forests
At Bennett Lumber, we take pride in producing quality lumber products and managing sustainable forests for the next generation.
208-875-1321 www.blpi.com
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Jim Jim Vandegrift Vandegrift Sales Sales Manager Manager
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Meet the Exhibitor Diacon Diacon delivers the most complete mold prevention program in the North American lumber industry today. Its client base includes the most sophisticated and environmentally responsible lumber manufacturers in the world. In addition to selling Mycostat, the leading mold inhibition chemistry in North America, Diacon also provides, from start to finish, the industry’s only turnkey program. Both seasoned users of anti-stain chemicals and those just starting can utilize Diacon programs to enhance the look of their lumber, more safely and more cost-effectively. The company starts by listening to customers’ key needs and fitting the right Diaplex spray equipment, Mycostat antistain chemistry, and Diacon anti-sapstain control service program to meet their requirements. Diacon designs, procures, builds, installs and maintains its industry-
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leading programs. Its goal is to help make customers’ lumber more attractive and retain that fresh-cut look with such programs as: • Diaplex Spray Systems – lineal or transverse, robust, made only of high quality stainless steel • Smart Flow – computer measurement and control systems • Mycostat – treats over 5 billion
board ft. per year • Diacon ERP Safety Program • Diacon Retention Program – the only physical measurement system in the industry today • Diacon Anti-Sapstain Control Service Program – unparalleled umbrella service program • Diacon Mold Patrol – takes the guessing out of mold control
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Meet the Exhibitor Digger Specialties Celebrating 30 years in business, Digger Specialties, Inc. is a manufacturer of aluminum and vinyl products, specializing in railing, fence, columns, screen rail, and post cap lighting. Loren “Digger” Graber first opened the doors to Digger Specialties in 1984. In the early years, DSI produced low-maintenance vinyl railing and fencing. Through the years, the company has experienced substantial growth—expanding its main operations in Bremen, In.; adding plants in Georgia, North Carolina, and Missouri, and gaining territories that cover much of the U.S. Eight years ago, DSI expanded its aluminum railing and building products. The company recently added a second, state-of-the-art, powder coating line—further
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streamlining the manufacturing process and reducing lead-time for the customer. Notable brands include Westbury Aluminum Railing, PolyRail Railing Systems, TRX Vinyl Railing, DSI Columns, ScreenRail, PolyRail Fence Systems, Magena Star Lighting Systems, and Designer Fence. According to Digger, “We are very blessed to have been in business for 30 years and that we are continuing to grow. It is thanks in no small part to our loyal customers, hardworking employees, and choice vendors who continuously uphold our corporate philosophy that we started out with 30 years ago: honest and ethical business practices, exceptional customer service, and quality materials to build low-maintenance products with cutting-edge innovation.”
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Meet the Exhibitor Eco Chemical Eco Chemical is a specialty coatings company engaged in the formulation and manufacture of exclusively water-based paints, stains and other coatings for their customers’ unique needs. Eco Chemical wood stains are formulated to meet the needs of highcapacity staining operations. For over 18 years, Eco Chemical has supplied stain for most of the pressure treated lumber companies in the western U.S. and Canada. These products stand up to the rigors of the pressure treating process, while providing a high quality, environmentally sound product to the manufacturer. All Eco stains meet or exceed California air and water regulations. Customers routinely call on Eco Chemical to provide coatings solutions to tough environmental problems. Eco’s R&D lab answers these challenges by creating products that typically out-perform more costly, less effective, and less sustainable alternatives.
Eco Chemical works with each customer to build the coating that best suits its market and manufacturing processes and delivers durability, workability, quality appearance, and consistency in large volume. All Eco products are water-based, low-VOC, concentrated formulas, built with the best available pigments and resins, ensuring a top-grade product and optimal packaging choice with low environmental cost. Eco Stains are manufactured in highly concentrated form and shipped in 275-gallon totes. For over 15 years, its West Coast tote recycling program has dramatically reduced shipping costs and removed thousands of 55gallon barrels per year from the landfill. Eco Chemical’s products are also backed by unlimited service and support. Eco customers enjoy the confidence that their choice of coating was formulated for the utmost in user safety, then manufactured and packaged using the most environmentally sensi-
tive and sustainable choice of raw materials and processes. Eco Chemical believes that only by providing environmentally sensitive solutions that work and work well the first time, can it produce value with less waste and environmental risk to its neighbors and communities.
Meet the Exhibitor Forest2Market Forest2Market provides transaction-based pricing data to the southern pine lumber market. Its Mill2Market product line is an aspirin for the headache caused by inaccurate, survey-based “price reports.” Features include Weekly Lumber Market Snapshot, a market price and trend report, and Quarterly Lumber Price Benchmark, a performance benchmark that compares facility/employee performance to the market. Weekly Lumber Market Snapshot helps strengthen trading relationships, negotiate price, and prevent unexplainable changes in inventory value with volume weighted average prices. The report includes more than 1,500 lumber market metrics: • volume weighted average prices by grade and length for dimension lumber, decking and timbers • price and volume changes • market price variation • mid-week price and volume trends • long-term trend graphs Quarterly Lumber Price & Performance Benchmark helps improve performance and measure the effects of decisions against a constant yardstick. Gauge the reliability of your information sources against actual market performance. Use the benchmark to evaluate results compared to the market at large: • overall performance
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• volumes bought or sold, by product • price bought or sold at, by product • product mix—by both volume and price Manufacturers, for instance, can evaluate their overall sales and production mix; choose the most profitable grades and dimensions to produce given log quality, grade and dimension yields, and accurately assess the value of mill inventory. Forest2Market is committed to delivering the most accurate, credible and quantitative market insight to its lumber industry customers. All subscribers submit 100% of their transaction data—invoices and orders—and all data is quality checked to ensure accuracy. Results are reported confidentially only to subscribers.
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Meet the Exhibitor Enduris Enduris has been manufacturing and distributing professional quality PVC fence, deck and railing products since 1998. Enduris products are strong and durable, engineered to meet or exceed code requirements, and are backed by some of the strongest warranties in the industry. Endeck capped cellular PVC decking captures the classic look and feel of real wood. The deeply embossed woodgrain on both sides of Endeck cellular PVC deck boards mimic the look and feel of real wood. Six color choices are available to complement any architectural style. Enduris now offers two types of fencing products: PVC fencing and Endwood capped cellular PVC fencing. Enduris PVC vinyl fencing is easy to work with and installs quickly with routed posts that allow snap-in convenience. Colors, size, textures, designs, and caps combine to customize any application. Endwood capped cellular PVC fencing employs our exclusive HardCover Capstock, a higher performance outer surface
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delivering unmatched durability with ultra-low maintenance, possessing a 30-year fade and stain warranty. Enrail code-approved railing offers many design options. The distinctive styles of PVC vinyl railing from Enrail are more than just durable, sturdy and safe. Available in two heights, with two colors and two different mounting styles, Enrail is the perfect complement to the architectural style of any home. “Our products speak for themselves,” says Rick Wearne, Enduris
sales and marketing manager, “but we’ve gone above and beyond to ensure the satisfaction of our customers, installers, distributors and partners though continual product improvement and innovation. Our sales team is knowledgeable—they’ve been there, behind the scenes, helping to design a better fence, deck and rail, with feedback from our customers and the market. They have years of experience in our industry. And our customer service is top-notch.”
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Meet the Exhibitor Interfor After a decade of strategic growth, Interfor has taken its place among the largest lumber producers in North America—with an annual capacity of more than 2.2 billion bd. ft. and one of the most diverse product lines anywhere. And as demand for quality wood from North America grows in many international markets, Interfor is ideally positioned to meet these needs. The company offers structural, industrial and appearance lumber in a wide variety of species. Its mission is straightforward: to build value in everything it does, every day. Over the past decade, Interfor has expanded from being solely a B.C. Coast company, to include operations in the Interior of British Columbia, the U.S. Pacific Northwest, and, earlier this year, the U.S. Southeast. Today, it serves customers in nearly 30 countries from 13 mills across North America. Its strategic acquisitions and mill upgrades have not only raised annual production capacity, they have also
Meet the Exhibitor Idaho Forest Group Idaho Forest Group, Coeur d’Alene, Id., continues to expand its products, services and customer base, says Erol Deren, v.p. of sales and marketing. “There is a relentless drive to improve at all levels,” Deren says. “Heading into 2014, we continue to focus on high quality in our milling, packaging, and service, as well as diversifying species, products and
IDAHO FOREST GROUP has acquired five mill facilities in the Intermountain West and continues to invest significantly in computerized technology.
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Earlier this year, Interfor expanded into the Southeast, purchasing four mills in Georgia, increasing capacity over 2.2 billion bd. ft.
allowed Interfor to offer even more choice with a reliable supply of quality fiber. The purchase of four mills in Georgia this year added southern yellow pine to its growing list of species. Interfor continues to be innovative. It will soon launch its new Reserve Pine board, panel and decking line— premium products made from the finest tight-knot pine to deliver unpar-
applications.” Deren notes that customers respond to the fact that IFG grew stronger, not weaker, during the economic downturn. He credits the company’s people and ongoing reinvestment in technology. “We’ve been through not just a recession, but a depression in the housing market,” he says. “The conditions pushed us beyond what we would have attempted in normal circumstances. This has resulted in a substantially more diversified product and customer base. Since 2010, we have added over 170 customers and 970 new products.” IFG owns five high-tech production facilities in northern and central Idaho, with capacity for manufacturing more than 1 billion bd. ft. per year. These economies of scale, combined with the unique logistic and production capabilities of each operation, offer advantages in product options, pricing, shipping and name brand recognition, Deren says. “We continue to invest signifi-
alleled beauty and performance. Interfor is ready to embark on a bold new vision and capitalize on the many opportunities ahead. But one thing that will never change is its commitment to product and service excellence. It will always stand firmly behind its promise to build value for customers by delivering quality products “on spec, on time, every time.”
cantly in the latest technology to provide the most production flexibility, highest quality control, and lowest conversion costs,” he says. “This is not an option if you want to thrive in today’s environment.” Species offered include Doug fir, larch, hem-fir, white fir, cedar, white pine, ponderosa pine, and SPF, all grown in the Intermountain West region, which provides fiber with tight grain, small knots, and visual appeal. Idaho Forest Group offers private labeling, bar coding, end branding, custom sizes, custom profiles and patterns, custom grading and specifications, specified tallies, proprietary grades, mixed loading, half packs, destination pricing, and inventory management. Certifications include FSC, SFI and PEFC. “The combination of high-quality fiber, high-tech sawmills, talented people, and extensive products and services provides the ideal opportunity for strong, long-range strategic partnerships,” Deren says.
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Meet the Exhibitor Haida Forest Products Haida Forest Products became a separate and distinct operating company during a planned restructuring in September 1989. Previous to that date, the company had operated as the remanufacturing division of Mill & Timber Products Ltd., which started in 1951. Its manufacturing operation is located on five acres of land in Burnaby, B.C. The plant is 20 minutes from Vancouver International Airport and 25 minutes from downtown Vancouver. The site contains offices, warehouses, dry kilns, manufacturing equipment, and storage. For 61 years, the company has operated from the same location, specializing in “Haida” brand western red cedar sidings, panellings, and specialty products. Haida Forest Products has made significant contributions to the development and demand for western red cedar over the years, and also to its subsequent increased value. It was one of the first companies to
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kiln-dry knotty grades of cedar siding and to develop hot-melt glue technology to permi-fuse knotty grades. The company has continuously upgraded its equipment and facilities, and today employs the latest in moulding technology. The firm produces more than 100 specialty and architectural products. It also produces decking, outdoor products, and specialty timbers—as well as Haida Skirl wavy edge siding.
Haida is committed to producing the highest quality western red cedar products. Critical to this goal are the people who work at Haida. Over 50% of its manufacturing crew have 25 years or more with the company. Over 80% of its salaried staff have more than 30 years of seniority. One-hundred percent of Haida’s employees have a total commitment to producing the finest products available in the cedar industry.
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Meet the Exhibitor LWO Corp. In 1980, a group of professional contractors founded LWO Corporation, producer of the Woodway product line. They were determined to develop well-designed wood products that were durable, easy to install, and beautiful to look at. As LWO grew, the company was often asked to compromise quality to increase revenues. The founders refused, staying true to their original philosophy of putting quality above all other considerations when designing products. LWO knows that your customers want a high level of craftsmanship and quality design at an affordable price. You can’t afford call-backs, so every single product the company makes—panel screens, lattice, deck squares, desk railing, post caps, and solid-wood paneling—is inspected for quality before it leaves the plant. Designed for easy installation, the complete Woodway product line makes it simple to complete quality projects. LWO approaches environmental sustainability differently. Its approach stems from a love of the outdoors and
respect for all that is natural. This appreciation of the natural world, combined with an independent spirit, is a guiding element in everything it does. LWO is dedicated to seeking out sources of high-quality lumber grown and harvested using sustainable, environmentally responsible forestry practices. For nearly a decade, it has sourced lumber that is certified as being managed and harvested in an environmentally responsible fashion.
Meet the Exhibitor Lonza Wood Protection The family of Wolmanized wood products comes from Lonza Wood Protection, the world’s premier producer of wood treating chemicals. With an impressive history of product advancements, Lonza licenses many of the best known treated wood brands, including Wolmanized Residential Outdoor Wood, Wolmanized Heavy Duty Wood, SillBor boratetreated wood, Dricon fire retardant
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treated wood, FRX exterior FRTW, FrameGuard mold-resistant wood, and AntiBlu sapstain control products. Lonza innovations enhance the natural qualities of wood, help to improve safety and quality of life for communities, and conserve forest resources. LWP is made up of Arch Wood Protection, Arch Treatment Technologies, and other regional entities, which are all Lonza companies.
Over a century ago, Lonza began as a small electricity company, producing a few chemicals on the banks of the river Lonza in the Swiss Alps. Today, Lonza is a leading supplier to the pharmaceutical, healthcare and lifescience industries. It is also the largest producer of microbial control chemicals, including for wood preservation. Lonza Wood Protection specializes in products for the industrial pre-treatment and surface protection of wood, with operations in Europe, North and South America, Africa, the Middle East, and Asia Pacific. It offers the world’s broadest range of industrial wood treatments; products to improve wood performance and sustain its natural appearance; treatments that make wood resistant to termites, fungi, mold, fire and moisture; engineering and marketing services to help customers grow; broad global regulatory expertise and world-class toxicology and analytical chemistry skills, and products that satisfy green standards. Building-Products.com
Meet the Exhibitor Maze Nails Since being featured on Diane Sawyer’s ABC TV series Made in America, customers and proud Americans from every part of the country have called and emailed in strong support of Maze Nails’ commitment to making quality nails in the U.S. Maze is one of just a few remaining nail manufacturers in this country. According to company president Roelif Loveland, “People are delighted to hear they can still buy nails that are made in the U.S.A.—and we’re delighted to make them!” The Made in America series focused on keeping jobs in America, encouraging the rebuilding of America with American products. If builders, contractors, and remodelers simply purchased 5% more U.S.-made building products, 220,000 jobs would be created right here at home. If every lumberyard across the U.S. ordered two more boxes (100-lbs.) of Maze nails this year, the company could hire another 20 workers at its modern plant in Peru, Il. Maze is the largest maker of specialty nails in the U.S., producing truckloads of double hot-dipped galvanized and stainless steel nails for a variety of applications. It manufactures quality nails for asphalt and fiberglass shingle roofing, post frame construction, fiber cement siding, cedar and redwood siding, cedar shakes and shingles, PVC trim products, decking, fencing, and log home and timber frame construction. Maze also manufactures a complete line of stainless steel nails for marine and coastal applications.
Maze sales team (front) Len Kasperski, Lisa Martin, Roelif Loveland; (back) Jamie Kreiser, Kim Pohl, Kyle Loveland, Tom Koch
Maze STORMGUARD nails are double hot-dipped galvanized steel with a thick coating of zinc for maximum corrosion-resistance, meeting and exceeding the ASTM A153 specification for hot-dip galvanizing. Maze Nails are manufactured within all OSHA and EPA guidelines. The company uses high carbon steel to produce nails that are stronger than import nails—eliminating breaks and bends. Its nails are made from recycled, remelted steel (unlike import nails, which use a significant amount of mined ore in the production of nails) and are certified environmentally friendly and qualify for LEED points and certification. Building-Products.com
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Meet the Exhibitor Mid Valley Lumber Specialties Mid Valley Lumber Specialties’ head office is located in Aldergrove, B.C. Most of its lumber is processed at a cedar remanufacturing facility in Maple Ridge, B.C. The sales team includes Omar Derkach, Bryan Lundstrom, and president Al Fortune. Keeping the whole operation running smoothly is comptroller Wendy George. These veterans of the lumber industry know the importance of treating the customers as he or she would like to be treated. Their experience and knowledge of local products and grades ensure that their customers are stocking only those items that are unique to their geographical area. “We’ve all been in the industry long enough to know that to be successful, for the long run, you have to supply the right product, on time, at a mutually beneficial price,” says Fortune. Mid Valley Lumber has come a long way from its humble beginnings 20 years ago as an office wholesaler selling production from local mills to being a significant
manufacturer/distributor of its own line of quality western red cedar products. Fortune says, “We’re running approximately 22 million bd. ft. a year, with a large portion of the finished production shipping by rail car. We’re on track to do 120 cars this year alone.” Products are shipped throughout Canada and the U.S., as well as many overseas destinations. If you are looking for a company that is producing a quality western red cedar product and committed to working closely with their customers toward a common, profitable goal, give Mid Valley a call.
Meet the Exhibitor Osmose/Cleanwood Wood Protection Products Established in 1934, Osmose Inc. is recognized as a world premier supplier of lumber preservative technologies. The company has a long history of successful development and diversification into specialized areas of wood preservation. Osmose has long been a leader in the research and development of new products and services in all areas of
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lumber preservation technology. It provides innovative wood preservative products, advanced engineering services, and customized marketing services. Osmose Cleanwood Wood Protection Products provide the forest products industry with fungicides that prevent sap stain and mold. Without treatment, harmful insects, decay
fungi, and marine borers can damage wood. In addition, infection by fungi can cause sapstain and mold. This can result in unsightly appearance and increased permeability that can lead to decay. Left to the elements, most wood possesses little decay resistance. Prosan 18 is a broad-spectrum fungicide for wood protection. Applied by spray application, it controls sapstain and mold on freshly sawn softwood lumber, logs, poles, posts and timbers. It features a synergistic combination of propiconazole and quaternary amine active ingredients. Busan 1009, applied by dip application, controls fungi, iron tannate stain, sapstain and mold on freshly sawn softwood lumber, logs, poles, posts and timbers. It features a combination of MBT and TCMTB fungicide active ingredients. Building-Products.com
Meet the Exhibitor PPG For many businesses, “going green” often means sacrificing quality for the sake of the environment. For the factory finish business on tanninproducing woods, moving to an all acrylic system using PPG Seal Grip MC primer can actually improve production and efficiency, with product performance no different than the traditional alkyds you’re used to. PPG’s dedicated research and development team spent years devel-
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oping and testing Seal Grip MC, which utilizes a specially formulated acrylic latex that blocks and seals tannin stains as well as traditional alkyds. It has excellent adhesion and, when used in conjunction with PPG Machinepure primer, offers good block resistance so it can be machine coated. Combined with faster dry times and the ability to force cure, gone are the days of leaving boards on racks in the warehouse to dry overnight. This gives users an opportunity to provide faster turn-around times and increase production, all while eliminating solvents and minimizing odor and waste. “Our primary requirement when formulating this product was its ability to successfully block and seal tannin stains. We’ve tested it against numerous products and Seal Grip MC blocks and seals these stains as well as any product we’ve seen,” states Beth Kirol, PPG technical manager. Vern Glover, owner of Northern Priming and Pre-Stain, Kersey, Co., adds, “We’re really pleased with how
well Seal Grip MC blocks and seals tannins. We machine apply, brush, and spray, and it performs as promised. It really made moving to a water-based system easy.” PPG is a pioneering force in the machine applied coatings industry, with more than 80 years of experience and commitment to research and development. It constantly strives to earn the title of the most trusted name in the industry.
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Meet the Exhibitor Pennsylvania Lumbermens Mutual Insurance Company In the autumn of 1895, a group of lumber dealers and woodworkers from several eastern states met to discuss issues of mutual concern. One hot topic was insurance coverage and the high rates being charged to members of their industries by stock insurance companies of the time. The result was the establishment of Pennsylvania Lumbermens Mutual Fire Insurance Company. More than 100 years later, the company continues as Pennsylvania Lumbermens Mutual Insurance Company. It still writes specialized coverages for the lumber and wood-
working industries, and has grown to include building material dealers, sawmills, manufacturers, and distributors. It provides protection for approximately 6,000 businesses nationwide. Its primary lines include property, general liability, inland marine, business automobile, commercial excess liability, and equipment breakdown—a mix that is designed to protect every aspect of one’s business. PLM has strong ties to the wood
industry and has worked very hard at maintaining its commitment to its customers and the wood niche. While other insurance companies may come in and out of the wood niche, PLM remains wholly focused on the wood industry. It offers competitive rates, loss control programs, and prompt claims response and handling. The company is financially strong and carries an A.M. Best rating of A(excellent). PLM is an organization focused on the customer. Through its staff and the expertise of its field and loss control representatives, it is able to provide a high level of personalized service to suit the unique needs of each of its customers.
cled materials—into tight layers that will withstand years of weather exposure. At the worksite, there is no need for specialized tools because Plycem fiber cement trim can be cut and installed with the same tools traditionally used with wood products. With its reversible and smoothtextured surface, Plycem trim complements any siding product used
today. Machined square edges ensure the clean look of high-end construction and complement any style of architecture. A wide variety of available widths and thicknesses make it the right choice for a wide variety of applications—exterior corners, windows, columns, and doors—adding grace and elegance to any style of architecture.
Meet the Exhibitor Plycem Since 2005, Plycem USA has offered a different alternative: a broad line of fiber cement exterior trims that are good-looking and durable, weather and insect resistant, and environmentally friendly. Our products offer the look of wood, without the maintenance. Plycem’s technology is differentiated by its outstanding workability, since sand or silica is not used in the manufacturing process. Temperature-controlled curing and drying adheres the refined fibers and cement—an amalgamation of postindustrial and post-consumer recy-
PLYCEM c.e.o. Jessica Navascues and national sales manager Tom Taylor.
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Meet the Exhibitor Rosboro As the building industry increasingly focuses on value engineering, Rosboro’s line of X-Beam products has become a favorite among distributors, developers, specifiers and framers. All X-Beam products are Douglas fir, sized to fit standard framing dimensions and can cost far less than other EWP solutions—20% to 30% less than LVL and up to 15% to 20% less than strand lumber. Plus, you can use standard beam hangers off the shelf from Simpson Strong-Tie or USP, allowing for further savings. “The pressure is on engineers to find cost-effective alternatives,” says Mark Scambray of the Structural Resource Group, a consultant for structural engineers. “The economies and full-framing dimensions of the XBeam make it the beam of choice when designing wood buildings.” The Architectural Appearance X-Beam is available in 3-1/2”, 5-1/2”, 6-3/4”, and 8-3/4” widths, plus I-joist depths, as well as conventional glulam depths of 1-1/2” increments and 9-1/4” and 11-1/4” to match 2x10 and 2x12 joists. There’s no need to field-assemble multiple 1-3/4” beams. They are manufactured with a slight 5,000-ft. radius. Therefore, short beams have no camber and a beam as long as 24’ would have a slight 1/8” camber. The Architectural Appearance Treated X-Beam is
available in 3-1/2” and 5-1/2” widths and I-joist compatible depths of 9-1/2”, 11-7/8”, 14”, 16” and 18”. They are treated with Hi-Clear II, which protects against decay, mold, bacteria and insects, and offer a 25-year limited warranty and an attractive honey color that can be used for decks, porches and balconies. Rosboro’s X-Beam and Treated X-Beam are proving to be a perfect match for framing dimensions, budgets and value-engineering.
We’re growing Colville, WA – Usk, WA – Midway, BC – Eagar, AZ
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Meet the Exhibitor Roseburg For over 75 years, Roseburg Forest Products, based in southwestern Oregon, has been a privately held manufacturer of wood-based products. Its four major product groups are softwood and hardwood plywood, lumber, engineered wood products, and composite panels. Roseburg is a vertically integrated company. To support its operations, Roseburg owns and manages over 600,000 acres of timberlands in southern Oregon and Northern California. The timber base, combined with its broad manufacturing capabilities, positions Roseburg as a key player in the North American LBM industry. In the 1930s, founder Kenneth Ford acquired a small lumber mill with a handful of employees in southwest Oregon. Today, the firm is led by Kenneth’s son, Allyn Ford, and employs over 3,000 associates in 80+ communities throughout the U.S. From its beginning, its primary objective has been to be a conscientious steward of the environment, while providing quality wood products to the marketplace. On the solid-wood side of the business, Roseburg’s manufacturing facili-
ties include a large world-class shortlumber mill, three softwood plywood plants, a hardwood plywood facility, softwood veneer mill, and state-of-theart engineered wood products facility, all in the western U.S. On the composite side, Roseburg operates four particleboard and four laminating facilities in the western and southern U.S. As an integrated wood products manufacturer, Roseburg has always had a major commitment to sustainability and the green movement. In the 1960s, Roseburg was one of the first to produce particleboard from residual wood waste generated while manufacturing lumber and plywood. Historically, this residual waste was either incinerated or dumped into landfills. Today, residual byproducts that cannot be converted into other downstream end-use products (such as composite panels or paper) are used to fuel one of the company’s co-gen facilities. This long-standing commitment to sustainability, coupled with its range of manufacturing capabilities, allows Roseburg to offer the broadest portfolio of green products available from a single North American wood products manufacturer.
The company also has a history of cooperatively working with government agencies and third-party certification organizations, demonstrating its commitment to high standards and public awareness. From silviculture practices defined by FSC or the Oregon Department of Natural Resources to product integrity specifications defined by APA or the Composite Panel Association, the company strives for continuous improvement and to exceed industry standards.
Meet the Exhibitor Terminal Forest Products In 1962, Asa Johal founded Terminal Forest Products. Asa quickly became recognized as an industry leader in sawmilling and an early adopter of new technology. By 1973, Asa was focused entirely on western red cedar. In 1991, Asa added South Everson Lumber Co. (SELCO), the industry’s largest western red cedar secondary processing facility. Included in the Terminal Forest Products family is the Mainland Sawmill, a custom cut sawmill focusing on high value conversion, and Langdale dry land log sort in Gibsons, B.C. Ted Dergousoff, chief operating officer, joined the company in 2012, bringing his lumber industry knowledge of manufacturing and distribution to Terminal to drive all facets of the company forward.
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Terminal continues to focus on the North American domestic market with the TFP and SELCO brands. Sales are primarily through longstanding relationships with the best regional and national wood products distributors in North America. Terminal’s main brands are Cowichan Gold, Evergreen, Cascadia, and Totem Timber. Cowichan Gold is natural long-length clear lumber both in Clear Vertical Grain and Aye&Better. Cowichan Gold is custom box packaged and offered in a variety of patterns and sidings. Evergreen is TFP’s engineered product line. This fingerjoined and edge-glued product is available in all board, siding and pattern categories in standard and custom lengths. Factory priming is also available. Cascadia is TFP’s brand for all
Terminal c.o.o. Ted Dergousoff
kiln-dried, tight-knot products, including decking, sidings, patterns and boards. Totem Timber rounds out TFP’s stable of brands with not only a full line of green large crosssection timbers, but also the remaining products, including green knotty boards, fascia, siding, fencing and decking. Terminal Forest Products offers the best quality, the best service, the deepest product line, and the manufacturing excellence to continue to be the leader in western red cedar finished products.
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Meet the Exhibitor RoyOMartin This month marks the 90th anniversary of RoyOMartin, a group of family-owned, professionally managed wood products and forestland-management companies based in Alexandria, La. Founded in 1923, the company operates a plywood plant in Chopin, La; an OSB plant in Oakdale, La., and a lumber-and-timbers mill in Mexia, Al. RoyOMartin also owns 570,000 acres of FSC-certified timberland in Louisiana, making it one of the largest private landowners in the state. RoyOMartin’s $270-million OSB mill, completed in 2007, is one of the largest of its kind in North America. Capable of producing 750 million sq. ft. (3/8” basis) of OSB products annually, its brands include Eclipse radiant barrier panels, Eclipse Energy Guard OSB housewrap system, StructWall structuralone rated panels, Wind-Brace panels
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for hurricane-prone areas, and TuffStrand panels. All products are APA rated and available in lengths greater than 8 ft., allowing builders to save time and money. Synonymous with quality is RoyOMartin’s southern yellow pine plywood. Known best in the marketplace as SmartCore, a variety of panels are available to suit both residential and nonresidential applications, including exterior siding, beaded, underlayment, industrialgrade, and structural-one rated panels. GreenCore Plyform and SmartPour MDO are ideal for concrete forming. Panels are APA rated. In May, RoyOMartin-Plywood announced a $20-million investment to upgrade its drying equipment and add a lumber-production line. Complementing the company’s OSB and plywood production capabilities is the RoyOMartin-Rocky Creek Lumber pine sawmill.
Purchased in 2006, the mill recently underwent an expansion to add two wood-drying kilns. Rocky Creek manufactures dimension lumber, heavy studs, squares, timbers and barn timbers for treating or immediate use in structural applications. All RoyOMartin products are available FSC certified. And, both Eclipse and Eclipse Energy Guard OSB products have earned thirdparty verification from RIMA-I.
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Meet the Exhibitor Vaagen Brothers Lumber Vaagen Brothers Lumber Inc. is a family-owned sawmill business specializing in converting small logs into high quality lumber. Its headquarters is located in Colville in the northeast corner of Washington state. It operates four sawmills, in Colville and Usk, Wa.; Midway, B.C., and Eagar, Az. Its main products are machine stress rated (MSR) lumber 2x4, 2x6, 2x8, 8’ to 20’, and 92-5/8” and 1045/8” studs in all widths and species. Its 2x4s are pulled and stamped 2&Btr. and #3 if they don’t make MSR. Vaagen also produces specialty products in metric sizes, as well as rough green and rough dry items. Its species mix in Colville, Usk and Midway is Douglas fir larch, SPF, hem-fir, and cedar, with the majority of the lumber being run through the planer in Colville. It has BNSF rail service as well as access to the UP. Its Eagar operation is ponderosa pine, with a minimal amount of Doug fir.
At this time, Eagar is producing rough green 2x4 through 4x8 (8’-16’). Vaagen strives to produce the highest quality product at a fair price. It is interested in program-type sales, as well as specialized sales. With its 24-knife planer and computerized grading system, the company can and
has filled requests for specific moisture content, wane restrictions, and MSR grades. It also has a bar saw that can PET 2x4 through 2x8 up to 20’. It also runs 2x6 decking WC-200 pattern on a regular basis, in fir larch, SPF and hem-fir, in both 2x6 and 2x8.
plete line of products in the PVC trim category—from trimboard, sheet, cornerboards, T&G profiles, mouldings, soffit products, and column wraps to its revolutionary Stealth Trim System. Also, no one is more flexible, as Versatex offers cut-to-length and cut-to-width options in all of its products in less than full unit quantities. It also offers Smart Packs and Mixed Nuts Units, which are half units and blended units, respective-
ly, designed to reduce inventory burdens on customers. Products come with industry-best tolerances and a 30-year fully transferable warranty. All are backed by third-party independent testing, as required by national code listing CCRR-0149. These features have enabled Versatex to grow dramatically in a tough market and given it the ability to attract some of the premier lumberyards in the country as stocking dealers of Versatex.
Meet the Exhibitor Versatex Versatex Trimboards uses the tagline “Trim Smarter” to summarize its entire approach to the marketplace. In business since 2004, the company has experienced exceptional growth by creating a smarter alternative in the expanding cellular PVC trim product category. Based in Aliquippa, Pa., a suburb of Pittsburgh, it is an Americanowned and American-made company that combines the manufacturing prowess of a large company with the feel of a family-owned business. This approach provides customers with the highest quality PVC trim available, coupled with the comfort of knowing intimately who they are doing business with. Versatex may not be the biggest company in PVC trim, but is the only company completely focused on the category. This focus enables it to stay on top of the ever-changing market and be the most innovative manufacturer in the market. Versatex offers the most com-
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Meet the Exhibitor Tiger Deck/Black Talon Tiger Deck manufactures the finest tigerwood decking system and is the manufacturer’s representative for Black Talon Universal hidden deck fastening system. Tigerwood, an exotic hardwood known for its natural durability, resistance to decay, and long lifespan, is directly imported from well-managed forestry operations in Latin America. It is processed using stringent quality control methods for consistent quality and stability, including a U.S. gradestamp on all deck boards. When constructed with the Black Talon Universal hidden fastening system, Tiger Deck creates a beautiful hardwood deck that is free from unsightly surface penetrations, easy to install, and requires minimal maintenance. The company also offers plug kits and colored screws as an alternative to hidden fastening.
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Tiger Deck offers distributors a complete range of decking products, including four sizes of deck boards, profiled hand and sub rails, fascia, balusters, steppings, posts and porch with a 25-year limited warranty against rot and insect damage. Tiger Deck also offers siding, flooring, paneling and other special order items on demand. Tiger Deck is FSC chain-of-custody certified and listed with California Fire’s Wild Urban Interface. The Black Talon Universal deck fastening system offers standard and angled clips. The standard clips are designed to straddle the joist (holding it in place during installation) for perpendicular-to-joist applications. The angled clip sits on top of joist and will work for any angled or wider than 2” joist application. The legs of the clips provide consistent gapping, and the patented design features a stainless steel alloy with memory that will hold tight even if the deck board or joist moves. Both are made of 301SS, black oxide treated, and come boxed with 305SS screws (also black oxide treated) and two torx driver bits. Each box will cover 100 sq. ft. on a 16” joist spacing.
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Meet the Exhibitor Weyerhaeuser One of the world’s foremost forest products companies, Weyerhaeuser has been supplying the building industry with quality wood products for 113 years. Weyerhaeuser offers leading structural frame materials, software and technical support, and is among the largest building products distributors in the U.S. Under the Trus Joist brand, Weyerhaeuser manufactures high-performance engineered lumber for efficient installation and long-lasting durability. Trus Joist developed the wooden Ijoist 50 years ago. Dimensionally stable, lightweight and available in long lengths, TJI joists have been recognized as the “most-often-used engineered I-joist” by Builder magazine for 14 straight years. Building on that legacy are a range of highly engineered innovations for building taller, stronger and more efficiently, including TimberStrand LSL,
Microllam LVL, and Parallam PSL. Most recently, Weyerhaeuser introduced TJI joists with Flak Jacket protection, a specialty coating that helps meet fire protection requirements. The company’s reputation for quality continues in the OSB category, where features like Down Pore self-draining technology, a 50-year warranty, and a 200-day no-sand guarantee have made Edge Gold one of the most trusted panel brands. The latest development, Hardwood Edge, is the industry’s first OSB panel designed specifically for use under hardwood floors. As always, Weyerhaeuser continues to provide the reliable dimension lumber that has been the choice of pros for more than a century, along with premium-grade and warrantybacked Framer Series lumber. Weyerhaeuser supports the LBM community with value-added ser-
vices, including unmatched training and marketing support. For example, its Modus suite of software—Forte, Estima, Javelin and Stellar—allows dealers to implement structural framing solutions and optimize material use, while reducing cycle time, cost and waste.
Meet the Exhibitor Western Forest Products Western Forest Products is an integrated Canadian forest products producer that manages crown timberlands and manufactures softwood lumber and wood products on the British Columbia coast. It offers a premium species mix—western red cedar, hem-fir, Doug fir, yellow cedar, and Sitka spruce. With its unique timber base, WFP produces a wide range of products, from commodity to specialty appearance, for the global marketplace. WFP is the largest forest tenure holder and lumber producer on the coast of B.C. The company is well positioned to access growing Pacific Rim markets, as well as established North American and Japanese markets. With an annual capacity of 1.1 billion bd. ft., its eight sawmills and two remanufacturing plants are designed to capitalize on its unique, high quality timber supply to produce long lengths, large cross sections, and high-grade appearance lumber, in addition to commodity lumber. Given its strong balance sheet and assets, WFP has the financial flexibility to re-invest in the company and recently launched a $200-million investment plan. Twothirds of the strategic capital is focused on business repositioning, while the remaining third is earmarked for cost-reduction projects. The Saltair sawmill upgrade is the first investment in this plan. The mill, built in 1972, converts coastal midsize logs into high value specialized products in hemlock, Douglas fir, and western red cedar. The $38-million capital project, the first at the mill since the mid-1990s, will make Saltair the largest single-line sawmill on the B.C.
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Saltair Sawmill upgrade
coast. The project will provide upgrades to the edgers, stacker and sorters, increasing production by 15% to make the facility more competitive with global producers. Increased efficiencies with the upgrade will reduce mill bottlenecks. Upgraded edgers will facilitate onsite production of prime sizes for the ever-growing Asian market—a critical part of the customer profile, which also includes Europe, Australia and North America. Its next set of investments will be in auto-grading technology. WFP, in partnership with Lucidyne Technologies, is refining the technology necessary to address the complexity of coastal species lumber grading, resulting in the first installation of auto grading on the B.C. coast. The equipment will increase operating speeds, improve value, and increase lumber recovery. The first installation, at APD, is expected to begin by year-end and will be rolled out to remaining mills over the next three years. Additional components of WFP’s strategic plan will be announced over the course of the year.
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Meet the Exhibitor The Westervelt Co. As the private owner of nearly 500,000 acres of timberlands in the southeastern U.S., The Westervelt Co.’s environmental stewardship practices were instilled by its founders when the organization first began acquiring land in the 1930s. These visionaries recognized the intrinsic value of forests as both a renewable wood fiber supply source and as a platform on which other businesses could be based. Committed to preserving land for future generations, the company’s timber-management practices include streamside-management zones to improve water quality, immediate replanting to ensure a sustainable forest, continual forest management, and wildlife enhancement with onstaff biologists. Its manufacturing facilities maintain the highest emissions standards for air and water quality. The company honors its commitments by: • minimizing the greenhouse gas emissions from its business operations, • protecting and enhancing watershed quality on company owned, leased, or managed lands, and reducing its water usage where possible, • improving habitat quality wherever it operates, • managing its renewable resources in a sustainable and environmentally sound manner, • improving the efficiency of its energy consumption, • seeking ways to use renewable energy sources, and
• working with government and regulatory agencies, customers, suppliers and associates to mutually improve the environment. Recognizing FSC as one of the most stringent environmental certifications available, Westervelt successfully aligned its forestry practices with the standard in 2011, allowing its southern yellow pine wood products division, Westervelt Lumber, to bring a steady stream of FSC-certified fiber into its mill. Offered are FSC-certified lumber consisting of 1” boards, dimension lumber, timbers (4x4, 4x6, 6x6), decking and pattern stock. As a result, many customers have earned points in their pursuit of LEED-certified projects. With over 80 years experience as forest owners, forest managers, and forest products manufacturers, the vision of Westervelt’s early leaders has endured and now reaches into its fifth generation. One thing is certain: the company’s environmental stewardship mission will continue to serve as its basis for decision-making and will contribute to keep working forests working. Building-Products.com
WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic
Timbers Green & K.D. Export
Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12
Manke Lumber Company Call 1-800-426-8488
1717 Marine View Dr., Tacoma, WA 98422
Phone 253- 572-6252
Fax 253-383-2489
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Depot Expands Contractor Referrals to Northwest Home Depot has expanded its electronic contractor referral system to its 172 stores in the Pacific Northwest. The system, named Redbeacon, links customers with contractors and other building professionals. The chain already offers the free service in many large cities and is expanding it nationwide. Launched in 2009 and bought by Home Depot last year, Redbeacon can be accessed online, by mobile phone, and at in-store kiosks. After filling out a form about their project, customers will receive up to four suggested contractors. According to Depot, listed contractors have been background checked. Customers must use the service’s
scheduling feature and disclose project details and price. Failure to do so nullifies the Redbeacon satisfaction guarantee of up to $1,000. “We launched payments in spring 2013 and thus the only requirement for customers seeking the Redbeacon satisfaction guarantee is that they pay their pro for work completed through the Redbeacon site or app,” said spokeswoman Deana Decker.
“Every Redbeacon pro gets two Redbeacon points for every $1 they spend in a Home Depot,” added Decker. “Each job they win costs them a balance of points, and they use the points they earn shopping for materials to pay for the point commission for the job. They are charged a monthly subscription fee of $29.99, which starts them with 300 points each month.”
OSH Rolls Out Mobile App
Orchard Supply Hardware, San Jose, Ca., has introduced a new mobile app to help customers shop more easily. The app allows shoppers to: • access how-to videos for repairs, painting and outdoor projects • view weekly ads with home improvement ideas and special product offers • locate and check-in at OSH stores • earn and redeem Club Orchard points • unlock special promotions and discounts, and • share product and promotional information via Facebook, Twitter, Google+, and Pinterest.
SDS Featured in Dodge Ad
About halfway through a new Dodge commercial, a Ram pickup turns a corner hauling a load of lumber painted with the red logo of SDS Lumber, Bingen, Wa. The ad ends with a glamour shot of five Dodge commercial vehicles at the company’s mill. “We’ve had customers all over the country who have seen it on national television,” said president Jason Spadaro. “It’s neat. It gives exposure to the local area.” He said that the production crew had been looking for a place to showcase the trucks and decided that the mill was perfect. Shooting took place over two full days in May.
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October 2013
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MOVERS & Shakers Kelly Fox, ex-Dunn Lumber, has been named c.e.o. of Lumber Traders, Port Angeles, Wa., overseeing operations of Port Angeles Millwork & Lumber and Hartnagel Building Supply. He succeeds Arnold Schouten, who has retired nearly 30 years after he purchased the business. Mike Maharg, ex-BlueLinx, has been named branch mgr. at Capital Lumber, Portland, Or. Kyle Lazon, ex-BlueLinx, has joined the sales team at Boise Cascade, Lathrop, Ca., as trim products specialist for Northern California and northern Nevada. Scott Blackburn, ex-Burnham Insulation, is now mgr. of BMC, Issaquah, Wa. Mark Avery has been promoted to director of composite manufacturing for Roseburg Forest Products, Dillard, Or. Joe Heard is new as particleboard/laminating plant mgr. in Simsboro, La. Brice Myers is now marketing director for Ashby Lumber, Berkeley, Ca.
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Ned Olson, ex-Talon Forest Products, is a new framing lumber and structural panel trader at Timberline Forest, Sherwood, Or. Teresa Slominski has joined Pacific Lumber & Truss Co.’s Lake Oswego, Or., design center as cabinet specialist. Dean Hanna, Rand Henrichs, Erik Jacobs, and John Polinsky are new account mgrs. at Capital Lumber, Portland, Or. Edward Harty is now operations mgr., with Eric Lairson and Nickolas Wilkinson new to the operations department. Lisa Kratochvil is the new business mgr. Steve Kolp has been promoted to general mgr. at Franklin Building Supply, Bellevue, Id. Dirk Redfern is now assistant mgr. and Cavet James is new to outside sales. Jim Daher, ex-Clearview Windows & Doors, is now in sales at Paramount Windows, Az. Krisha Davis is new to inside sales at Moulding & Millwork, Seattle, Wa.
October 2013
Jess Abell, ex-Bridgewell Resources, is new to eastern sales at Matheus Lumber, based in the Portland, Or., area. Jim Lawler has joined the sales team at White Cap Construction Supply, Denver, Co. Michael Martin has been named West Coast regional sales mgr. for building materials with Alpha ProTech Engineered Products. He is based in Rocklin, Ca. Janet Wheeler has retired from Interfor, Vancouver, B.C., after 41 years in the business. She is succeeded by Carol Green, who moves to sales full-time. Gary M. Chamberlain, ex-Pella Window & Door, has joined JeldWen, as senior business development mgr. for the Los Angeles, Ca., area. Michael P. McDermott has joined Lowe’s, Mooresville, N.C., as senior v.p. & general merchandising mgr.-building & maintenance. Scott Drain has been named Boise, Id., area sales mgr. for Owens Corning.
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Art Steinhafel has been promoted to president of Ply Gem Windows, Cary, N.C. Brian Buck is new to Nichiha USA, as Seattle, Wa.-based technical director for the West. Kevin Braun has been named v.p.-industrial coatings for PPG Industries, Pittsburgh, Pa., replacing Richard Zoulek, who has left the company. Nick Magee has joined RSI Professional Cabinet Solutions, Mira Loma, Ca., as Northern California general mgr. Christopher R. Griffin has been appointed executive v.p. and chief operating officer for USG Corp., Chicago, Il. Jennifer F. Scanlon is now senior v.p.-USG and president-international. Bob Green has been appointed director of sales for the building products division of Skyreach L&S Extrusions, Vaughan, Ont. Franco Valente is now director of sales for the profile extrusion division. Steve Horvath is new to sales and marketing at Meeker Lumber, Mission, B.C. Stewart Holm is the new chief scientist for the American Forest & Paper Association, Washington, D.C. Sarah Ryan Dodge-Palmer has been named v.p. of government affairs for the American Wood Council. Stacy Fitzgerald-Redd was named director-communications for the North American Insulation Manufacturers Association, Alexandria, Va. Dale Rogers, mgr., Home Depot, Thatcher, Az., has been appointed to the Pima town council. Seth Poole is in charge of hazardous waste removal at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.
APP Watch
Application: BUILD MY ROOF Produced by: Firestone Building Products Price: Free Platforms: iPad, Android tablets Starting from the deck and selecting additional components, contractors, sales reps, and architects can construct a virtual roof on their tablet devices, using any Firestone roofing systems. The new Build My Roof app intuitively narrows options to only those appropriate to the selected assembly. Users can create multiple projects, save plans, and add construction notes. A convenient R-Value calculator is built in, making it easier to construct a roof that meets the necessary codes. Download from iTunes App Store or Google Play Store
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October 2013
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Detect the 7 Silent Business Killers High blood pressure is a silent killer. Combined with other risk factors it can lead to death. Similarly, in business, there are seven silent business killers that, if combined, can lead to the death of a business. Here are the warning signs the health of a business may be at risk, according to consultant Steve Blue:
1. Life Is Great
Things have been going well for a long time now. You hardly ever hear of any problems. The numbers look good, though lately they’ve been getting a little soft. You’re not too worried because your people will tell you
if something is wrong—although they didn’t the last time you lost a customer. You found out by accident. Right about now you feel like you have this c.e.o. thing down cold! Maybe it’s finally time to work on that golf game. Think again. When you feel like this, it’s time to be on your guard. Dig hard into your operation to see what’s wrong. Peel back the onion of your financials and find out where the issues are. Do a deep dive of every department. Remember, you’re not trying to determine if you have problems—you do. You’re trying to find out where they are.
2. Everyone Makes Nice
When your people have a meeting, they look more like an oil painting than an engaged team. Your meetings are oh-so-nice. No disagreements, no lively debates. If things do start to get a little heated, someone offers to “take it offline.” In any discussion, people look to you to see what your view is before they take a position. They’re more concerned with being nice than moving the business forward. But you can’t move a business forward without conflict. The absence of conflict should not be your goal. Productive conflict should be. Encourage, insist and even demand that people engage in conflict. Make clear that the absence of conflict is not okay. But just be sure it is the productive kind. Conflict needs to be managed, measured and meaningful—or it turns destructive in a hurry. Train everyone in conflict management skills.
3. Innovation Is DOA
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Product development has been a little slow for a while. You used to introduce new products all the time. These days, most of your launches are minor enhancements that don’t yield better margins. But that’s okay, because the customer expects product improvements. Still, it bothers you that while they expect improvements, they won’t pay for them. You are on a death trajectory, just waiting for the competition to make you irrelevant. Make innovation your number one goal. And just don’t make it a goal— make it an absolute requirement. Don’t restrict this to new products. It can and should include internal and external processes and procedures. Innovation is a process that can be learned and applied by everyone, not just the “creative” types. Throw a challenge down for an annual innovation award. Whoever comes up with the most innovative product or process gets a large cash award.
4. Your Sales Team Works for Your Customer
When conflict arises between your company and a customer, does your salesperson side with the customer? When it comes time for a price increase, do your salespeople make it happen or do they sandbag you until you give up? Ever hear “customers pay the bills”? How about “the customer is always right.” These are signs of salespeople who are on your payroll, but who work for your customer. Building-Products.com
If you think that’s a good thing, think again. Customers will put you right out of business by squeezing your margins to nothing if they can get away with it. Your customers are constantly advising your competition about how they can deliver better quality or lower price than you can. Your customers will abandon you in a minute for a better deal somewhere else. So why on earth would you want salespeople who work for your customer? If this sounds like your sales team, here is what you should do: Salespeople develop deep relationships with their customers—so deep they’re afraid to offend them, give them bad news (like a price increase), or otherwise irritate them. Shake them up. Change account assignments. Change incentive plans to include whatever it is you’ve been trying to get done, but couldn’t because they were working for the customer. Develop a new model for the salesperson of the future. You’ll need it, because some of the old guard won’t make the trip.
5. Your Toxic Employees Are Killing Off Your Customers
Ever meet a rude flight attendant or
an unsympathetic front desk clerk? Ever walked into a restaurant and been ignored by the hostess? One toxic employee can destroy years of customer loyalty and chase dozens of customers away every day. Imagine how much business they can destroy in a year. Don’t let his happen to you. Go toxic employee hunting. Take one organization layer at a time and start asking who the toxic people are. And don’t buy the excuse that no one knows who your toxic employees are. Someone knows. Once you’ve identified them, tell them they must change their behavior immediately or they can’t stay. Fire those who don’t come around. Don’t wait too long on this, because your customers aren’t waiting around for you. Set a new standard of behavior for the entire company. Once you have cleaned house, be mindful that weeds always grow back, so be prepared to prune the garden often.
rials, and shipping the product out. However, it seems like a long time since he talked about cost reductions. He tells you costs are under control. Under control is not good enough. Set a goal for improving productivity by 10% a year. You’ll either need to raise the top line or reduce the workforce. Invest in capital equipment to automate, create work cells, and implement lean methods.
7. Hiding in the U.S.
You know the U.S. market well, as do your people, because it’s your only market—even though your products could be used internationally. Margins are getting thin in the U.S. You were surprised recently to learn that a foreign competitor took some business away from you. You’d never heard of this company before. Your salespeople were dumbfounded. Now you’re worried that they are after the rest of your business. They probably are. Don’t wait around to find out. Hire an international consultant who’s an expert in your industry. Get a passport. Go to the federal government for help (no, really!). The commercial service has excellent country/industry guides from all over the world.
6. Costs Are Under Control
Your manager has been cranking out widgets for what seems like forever. He knows exactly how to run the operation. He does a great job in scheduling the work, purchasing mate-
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FAMILY Business By Wayne Rivers
Advisory teams for family businesses
E
VERY FAMILY business has a group of advisors they turn to with various questions. The advisory team normally consists of a certified public accountant, an attorney, a banker, an insurance agent, and sometimes a stockbroker. Family businesses often retain consultants on an as-needed basis, in addition to their core group of advisors. The management style of most family business owners dictates that the owner normally initiates contact with one or more of the advisors, whenever the need arises. This management style may be described as a hub and spokes arrangement, where the hub is the family business owner
and the spokes are the lines of communication to the respective advisors. As an illustration, the owner may have an accounting question for the CPA. The CPA mentions that there could be some legal ramifications which would mandate the involvement of the attorney. Does the owner put his CPA and attorney, typically his top two trusted advisors, together? No, he takes what
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October 2013
he has learned from the CPA and calls the attorney himself. In this case, the owner is the clearinghouse for all information and is, by default, the quarterback of the team. There are several reasons why this is the most common management style when interacting with advisors. One major reason for the lack of teamwork is the competition among non-family advisors for who is the “most trusted.” Advisors have a vested financial interest in maintaining strong relationships with the client. This competition among advisors to be number one can sometimes lead to them working against each other. Another potential problem is that the business may have outgrown the respective advisor over time, due to changes in family structure, industry trends, size, etc. Still another problem is that the advisor doesn’t share the core values
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of the family business itself. An advisor may harbor a strong dislike for one or more of the family members, a resentment of the financial success of the business or individuals, or a lack of understanding about what to do when there’s family conflict. Sometimes advisors may simply not like each other. It’s very difficult for people who harbor dislikes on a personal level to cooperate professionally. So what do family business owners do to eliminate the hub and spokes communication model and embrace a more collaborative and efficient model? The first thing is to delegate. The owner doesn’t have to be the clearinghouse for every single bit of information, as long as he knows the general game plan. As businesses grow, owners find themselves less and less able to handle every small detail of operations. The same is true as their family and estate pictures continue to grow. If the owner doesn’t have enough trust in his advisors to let them do their work in an environment of trust and collaboration, he may have the wrong advisors. The next item is to have the advisors communicate with each other. That means to copy each other on correspondence, presentations, and notes of important phone calls and unscheduled discussions. Everyone needs to be dealing with good information in order to be at their most effective. You wouldn’t go in for surgery without taking a thorough physical and providing the physicians with your medical history. Why should you undertake family, business succession, and estate planning without giving all team members enough background information to make solid recommendations? Next, invite all advisors to sit in on important meetings. This allows for everyone to weigh in with their opinions on procedures, strategy, etc. Finally, make sure that your advisors understand they are working for you, for a common purpose, on a team. Advisors who have a history of working as sole practitioners may feel threatened or may be uncomfortable with the new teamwork approach. It’s your job to get them comfortable and to make sure they understand the ground rules for crafting the best possible plans for you. A common objection to having advisory team meetings is the cost. If you’ve got a consultant, an accountant, and an attorney present with their clocks running, an hour of meeting time could easily cost $600 or more. Some owners resist spending this kind of money for advice. Here’s the rub: How much would it cost to enter into estate planning discussions with say, an insurance agent, only to find out
that there is a legal or accounting reason why the strategies you’ve spent hours and hours discussing can’t work for you? What’s the opportunity cost of using your valuable profit-producing time to engage in planning discussions that ultimately prove fruitless? It’s more than worth your while to get your advisors together on a collaborative, teamwork basis so that you’ll get the best possible professional thinking. – Wayne Rivers is president of the Family Business Institute, Raleigh, N.C. Reach him at wayne.rivers@familybusinessinstitute.com or (877) 326-2493. Reprinted with permission of the Family Business Institute. No portion of this article may be reproduced without its permission.
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Weather Shield’s new Premium Series offers a full range of standard sizes of aluminum-clad wood windows and doors, plus custom styles can be ordered. Interiors are available in standard pine, Douglas fir, alder, maple, oak, cherry and mahogany, which can be primed or factory-finished in white latex or clear satin, fruitwood, chestnut, or golden oak stains. The aluminum-clad exteriors are offered in 12 popular colors, as well as an extended palette of 43 designer colors.
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LA HARDWOOD GOLF Photos by The Merchant
LOS ANGELES HARDWOOD Lumberman’s Club hosted its annual Alan Bohnhoff Memorial Golf Tournament Sept. 19 at Costa Mesa Golf & Country Club, Costa Mesa, Ca. [1] John Hester, Deonn DeFord, Cyrstal Oldham, Charley Fiala, Charlie James. [2] Ryan Mitchell, Mike Born, Phil Zantos, Larry Sauers. [3] Byron Grabinger, Jim Gaither, Christa Bohnhoff, Tim Barnes, Christy Fuller, Alan Arbiso. [4] Larry Christensen, Jason Womack, Ryan Lauterborn, Kelly Lyon. [5] Rodger Reyers, Jason
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October 2013
Brettingen, Marty Fox, Craig Jordan. [6] Gary Reyes, Mike Bohnhoff, Nolan Torrez, Jay Jones. [7] Jerry Lapin, Hollie & Scott Jones, Sean Shedlock. [8] Steve Arnold, Angelo DiMario, Todd Anderson, Mark Brothers. [9] Jason Gobel, Al Reed, Jeff Porter, Bill Fitzgerald. [10] John Syre, Keith Haag, Randy Smith, Sam Stetson. [11] Paul Pendergasner, Steve McEwen, Brad Klima, Dennis Johnston. [12] Steve Ondich, Jim Sparke, Mike Irish, Brent Heppner. (More photos on next page) Building-Products.com
LA HARDWOOD GOLF Photos by The Merchant
HARDWOOD GOLF tournament sponsored by the Los Angeles Hardwood Lumberman’s Club (continued from previous page): [1] Jim Diederich, Greg Serrata, Steve Branham, Phil Renteria. [2] Robert Ellis, Fred Jones, David Miller, Dan Jones. [3] Joe Bolton, Jake Brosterhous, Matt Barrass, Ernie Montano. [4] Damien Simpson, Keith Hitchcock, Ron Souto, Gavin Morris. [5] Todd Gleason, Dave Holper, Pat Lynch, Darrell Covey. [6]
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Dan Lobue, Ken Lobue, Tony Martinez, Enrique Esquino. [7] Dave Bowden, Noe Nunez, Gary Thompson, Brad Bowden. [8] Jim Favreau, Bob Payne, David Hall.
October 2013
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B.C. GLOBAL BUYERS MISSION Photos by The Merchant
BRITISH COLUMBIA Global Buyers Mission was held Sept. 5-7 in Whistler, B.C. [1] Dean Fedoruk, Dennis Wright, Tyson Palmer. [2] Gary Fallin, Joseph Jain. [3] Chuck Martineau, Cary Chao. [4] John Thomas, Simon Cameron. [5] Ahren Spilker, Sara & John
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The Merchant Magazine
Quast. [6] Ryan Furtado, Matthew Burke, Brad Flitton. [7] Ross Elgert, Gary Gill, Dan Griffiths. [8] Stephane Laroye, Ted Roberts. [9] Gordon Cheyne, Lance Loose. [10] Michael McInnes, Ted Dergousoff. [11] Shannon Mott, Al Huber. [12] Jennifer Jones. [13] Shane Caphin, Bob October 2013
Elkington. [14] Stephen Geistweidt, Mike DeMarni, Gary Young. [15] Louis Hoy, Nathan Hansen. [16] Scott Forbes, Bob Lennon. [17] Chris Boyd, Jason Mann, Bob Bell, Rod McKay. [18] Carlos Furtado, Paul Mackie, Greg Smith. (More photos on next page) Building-Products.com
B.C. GLOBAL BUYERS MISSION Photos by The Merchant
[4] Bill Dumont. [5] Archie Rafter, Don McGregor. [6] Janine Luce, Tom Barenberg. [7] Rob Marusic. [8] Jennifer Raworth. [9] David Jeffers, Patrick Power. [10] Paul
Mackie, Phillip Floyd, Matt Yates, Tyson Palmer, Dennis Wight. [11] Mike Friesen, Tasha Samuels.
WESTERN RED CEDAR Lumber Association and Western Red Cedar Export Association co-hosted the annual Cedar Summit Sept. 5, during the Global Buyers Mission in Whistler,
B.C. [1] Doug Clitheroe, Gary Young, Stephen Geistweidt, Shane Harsch. [2] Tom & Marie Pearsons. [3] Matt Yates, Phillip Floyd. [4] Tianna Roberts, Aaron Snodgrass. [5] Ryan
Furtado, Jamie Patterson, Bob Bell. [6] Helena Jehnichen, Randi Walker. (More photos on next page)
CEDAR SUMMIT
MORE BUYERS headed to B.C. (continued from previous page): [1] Wade Davies, Mike Pidlisecky, David Hughes. [2] Brad Meeker, Ken Laven, Steve Horvath. [3] Frank Girard.
Photos by The Merchant
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October 2013
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CEDAR SUMMIT Photos by The Merchant
WRCLA’S CEDAR SUMMIT (continued from previous page): [1] Paul Mackie, Carlos Furtado, Ross Elgert, Rob Burton. [2 Ken Beveridge, Scott Lindsay. [3] Dale Bartsch. [4] Al Fortune, Larry Petree. [5] Bernd Florin, Matthew Burke, Brad Flitton. [6] Steve Sprenger, Dick Gukeisen. [7] Dan Griffiths, Aaron Snodgrass, Gary Gill. [8] Russ Nixon, Nathan Tellis. [9] Jack Draper, Jeff Derby. [10] David Jeffers, David Hughes, Brent Stuart, Garth Williams. [11] Tim Raphael, Beth Hird, John Thomas. [12] Bruce St. John, Brad Meeker, Dustin Elliott, Michael Ren. [13] Douglas Nelson, Rick Palmiter. [14] Pat Miller, Ben Meachen, Michael Erskine.
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ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association has scheduled its Brewfest event, which raises funds for Project Healing Waters, for Oct. 30 at Mile High Station, Denver, Co. An estimating workshop will be held Nov. 13-15 at Ramada Plaza Denver Central, Denver, Co. The annual holiday party for the Colorado WOOD Council will be Dec. 5 at Mile High Stadium Club at Invesco Field, Denver, Co. Western Hardwood Association has scheduled its fall grading school for Oct. 17-18 at Hardwood Industries, Tualatin, Or. Attendees will learn western hardwood grades and how to apply them to actual lumber, the application of proprietary grades, and the importance of “on grade” to profitability. West Coast Lumber & Building Association has lined up industry experts for its Oct. 17-18 annual convention at The U.S. Grant, San Diego, Ca.
Economist Alan Beaulieu will discuss “Using 2014 to Enhance Profits in 2015.” George Runner, commissioner of the California Board of Equalization, will present a talk on the lumber products assessment, and consultant Mark LaLiberte will address “The Zero Energy Home.” WCLBMA’s 2nd Growth group will enjoy its annual holiday meeting Dec. 5 in Brea, Ca. Alaska Forest Association gathers for its 56th annual convention Oct. 23-25 at Best Western Landing, Ketchikan, Ak. Associated Oregon Loggers is sponsoring a basic forest practices workshop Nov. 8 and a safety conference Nov. 9 at the Riverhouse Resort, Bend, Or. APA–The Engineered Wood Association has enlisted Diane Swonk, chief economist for Mesirow Financial, to keynote its annual meeting Nov. 2-5 at the Hyatt, Huntington Beach, Ca.
During the marketing advisory committee meeting, USC professor Dowell Myers will address “Demographics of Housing Demand: Waves of Aging & Immigration.” North American Building Material Distribution Association is teaming with Dave Kahle to launch an online sales training site geared to the distribution channel. NBMDA has also released its first NBMDA Quarterly Executive Trends Index, a new benchmarking and forecasting tool for members. The report, compiled by a leading research firm and in partnership with the North American Association of Floor Covering Distributors, is based on member data and provides insights into the challenges facing LBM distributors. The report focuses heavily on historic data to provide a baseline for comparison in future reports. A second report will focus more heavily on distribution best practices and business management topics. During NBMDA’s annual convention Nov. 12-14 in Chicago, presenter Mark Herbek, Cleveland Research, will analyze the index data.
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IN Memoriam Paul Beuford Cole, 86, former chief executive of Rosboro Lumber, Springfield, Or., died Sept. 15 in Eugene, Or. A U.S. Navy veteran of World War II, he received his business degree from Willamette University. He joined the Rosboro sales department in 1949, becoming general manager and c.e.o. in 1958. He stepped down from the c.e.o. position in 2001 and officially retired in 2010, although he remained an owner and director. John “Jack” McLaughlin, 79, founder of Panel Products, Milwaukie, Or., died Aug. 23 in Milwaukie, Or. After graduating from high school
in 1952, he served two years with Army intelligence in the DMZ in South Korea. In 1954, he joined North Pacific Lumber as a plywood broker. He later started his own wholesale company, Panel Products, acquiring a mill in White City, Or., in 2002 and a veneer drying plant in Rogue City, Or., in 2004. He retired in 2008 and his son, Jeff McLaughlin, liquidated Panel Products a year later. Ronald Eric Wenzel, 74, retired sales manager for Herr Lumber Co., Seattle, Wa., died Aug. 28. After serving in the U.S. Army, he joined Don Young Door Co., Yakima, Wa., in the early 1960s. He later worked for Harbor Plywood Products, transferring to Seattle in 1959. In 1961, he joined the sales team at Evans Products Co., first in Oakland,
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Ca., then in Los Angeles and Seattle. He worked for Herr from 1966 to 1970, before leaving the industry. Douglas Dale Wicksell Sr., 74, longtime Pacific Northwest lumberman, died Aug. 12 after a lengthy illness in Mount Vernon, Wa. Raised in Southern California, he moved north in the late 1960s to manage Copeland Lumber, Burlington, Wa. He also worked for Sequoia Supply, Tacoma, Wa., and Belco Lumber, Tacoma, before retiring in 2003. Keith John White, 85, retired office manager for San Joaquin Lumber, Stockton, Ca., died Sept. 22 in Ripon, Ca. He served in the U.S. Navy during World War II.
Send ad to Fax 949-852-0231 or dkoenig@building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Deadline: 18th of previous month. To reply to ads with private box numbers, send correspondence to box number shown, c/o The Merchant. Names of advertisers using a box number cannot be released.
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DATE Book
Los Angeles Hardwood Lumberman’s Club – Nov. 3, tennis tournament, Anaheim Tennis Center, Anaheim, Ca.; (626) 445-8556; www.lahlc.net.
Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Forest Tech 2013 – Oct. 9, Portland Airport Sheraton, Portland, Or.; www.westernforestry.org.
Western Wood Preservers Institute – Nov. 3-6, annual meeting, Loew’s Coronado, San Diego, Ca.; (360) 693-9958; www.wwpinstitute.org.
Black Bart Hoo-Hoo Club – Oct. 11, golf tournament & BBQ, Ukiah Municipal Golf Course, Ukiah, Ca.; (707) 621-0485; www.blackbathoohoo181.org.
Association of Millwork Distributors – Nov. 3-7, annual convention & show, Cobb Galleria Convention Center, Atlanta, Ga.; (727) 372-3665; www.amdweb.com.
Home & Garden Show – Oct. 11-13, Santa Clara County Fairgrounds, San Jose, Ca.; www.worldclassshows.com.
Pacific Logging Congress – Nov. 4-6, convention, Rio Suites & Casino, Las Vegas, Nv.; (425) 413-2808; pacificloggingconference.org.
Lane County Home Improvement Show – Oct. 11-13, Fairgrounds, Eugene, Or.; www.eugenehomeshow.com.
Tacoma-Olympia Hoo-Hoo Club – Nov. 5, meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.
North American Deck & Railing Association – Oct 16, annual meeting, Lakeside Center at McCormick Place, Chicago, Il.; (888) 623-7248; www.nadra.org.
American Lumber Standard Committee – Nov. 8, annual meeting, New Orleans, La.; www.alsc.org. Specialty Tools & Fasteners Distributors Association – Nov. 1113, annual convention & show, Mandalay Bay Resort & Casino, Las Vegas, Nv.; (800) 352-2981; www.stafda.org.
DeckExpo – Oct 16-18, Lakeside Center at McCormick Place, Chicago, Il.; (866) 475-6495; www.deckexpo.com. Remodeling Show – Oct. 16-18, Lakeside Center at McCormick Place, Chicago, Il.; (866) 475-6495; www.remodelingshow.com.
North American Building Material Distribution Association – Nov. 12-14, annual convention in conjunction with North American Association of Floor Covering Distributors, Sheraton, Chicago, Il.; (800) 888) 747-7862; www.nbmda.org.
West Coast Lumber & Building Material Association – Oct. 1719, annual convention, U.S. Grant, San Diego, Ca.; (800) 2664344; www.lumberassociation.org.
Black Bart Hoo-Hoo Club – Nov. 13, new member meeting, La Hacienda, Cloverdale, Ca.; (707) 621-0485; www.blackbathoohoo181.org.
Western Hardwood Assn. – Oct. 17-18, grading school, Hardwood Industries, Tualatin, Or.; (360) 835-1600; westernhardwood.com. Do it Best Corp. – Oct. 19-21, fall market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.
Mountain States Lumber & Building Material Dealers Assn. – Nov. 13-15, estimating workshop, Ramada Plaza Denver Central, Denver, Co.; (800) 365-0919; www.mslbmda.org.
Building Industry Show – Oct. 20, Pasadena Convention Center, Pasadena, Ca.; (949) 553-9500; www.buildingindustryshow.com.
Los Angeles Hardwood Lumberman’s Club – Nov. 14, meeting, Rib Trader Restaurant, Orange, Ca.; (626) 445-8556; www.lahlc.net.
Alaska Forest Association – Oct. 23-25, annual convention, Best Western Landing, Ketchikan, Ak.; www.akforest.org.
U.S. Green Building Council – Nov. 20-22, Greenbuild conference & expo, Philadelphia, Pa.; (800) 795-1747; www.usgbc.com.
Green Industry & Equipment Expo – Oct. 23-25, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.
Tacoma-Olympia Hoo-Hoo Club – Dec. 3, holiday party, Oakbrook Golf Course, Lakewood, Wa.; (253) 531-1834.
National Lumber & Building Material Dealers Association – Oct. 23-25, pro dealer summit, Sheraton Nashville Downtown, Nashville, Tn.; www.dealer.org.
Mountain States Lumber & Building Material Dealers Assn. – Dec. 5, WOOD Council holiday party, Mile High Stadium at Invesco Field, Denver, Co.; (800) 365-0919; www.mslbmda.org.
North American Wholesale Lumber Association – Oct. 23-25, annual Traders Market, Mirage, Las Vegas, Nv.; (800) 527-8258; www.lumber.org.
West Coast Lumber & Building Material Association – Dec. 5, 2nd Growth holiday meeting, Brea, Ca.; (800) 266-4344; www.lumberassociation.org.
Contra Costa Home & Garden Show – Oct. 25-27, Sleep Train Pavilion, Concord, Ca.; www.capitalshowcase.com.
Portland Wholesale Lumber Association – Dec. 6, holiday lunch, Embassy Suites Airport, Portland, Or.; (503) 203-6463; www.portlandwholesalelumberassociation.org.
Mountain States Lumber & Building Material Dealers Assn. – Oct. 30, fundraising brewfest, Mile High Station, Denver, Co.; (800) 365-0919; www.mslbmda.org.
Southern California Hoo-Hoo Club – Dec. 11, meeting, Anaheim Hills Golf Course, Anaheim, Ca.; (760) 324-0842; www.hoohoo117.org.
APA-The Engineered Wood Assn. – Nov. 2-4, annual meeting, Hyatt, Huntington Beach, Ca.; (253) 565-6600; apawood.org.
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ADVERTISERS Index For more information on advertisers, call them directly or visit their websites [in brackets].
Endeck [www.endeck.com]..........................................................TM9 Filler King Co. [www.fillerking.com] .............................................19 Fontana Wholesale Lumber [fontanawholesalelumber.com].....37
Advantage Trim & Lumber [www.advantagelumber.com]..........13
Forest2Market [www.forest2market.com].................................TM45
Arch/Lonza [www.wolmanizedwood.com]...........................Cover I
GRK Fasteners [www.grkfasteners.com] .................................TM51
Bear Forest Products [www.bearfp.com].....................................24
Haida Forest Products [www.haidaforest.com] .......................TM27
Benjamin Obdyke [www.benjaminobdyke.com] ......................TM43
Huff Lumber Co. .............................................................................21
Bennett Lumber Products [www.blpi.com] ..............................TM37
Idaho Forest Group [www.idahoforestgroup.com]....................TM7
Boise Cascade [www.fillerking.com]............................................19
Interfor [www.interfor.com]........................................................TM31
BW Creative Wood [www.bwcreativewood.com] .......................25
Jaaco Corp. [www.jaaco.com].......................................................20
Cabot [www.cabotfactoryfinish.com]........................................TM21
J.M. Thomas Forest Products [www.thomasforest.com] ...........31
California Redwood Co. [www.californiaredwoodco.com] .....TM17
Keller Lumber .................................................................................24
C&D Lumber Co. [www.cdlumber.com] ....................................TM41
Manke Lumber Co. [www.mankelumber.com] .........................TM55
C&E Lumber Co. [www.lodgepolepine.com] ...............................27
Maze Nails [www.mazenails.com] ...............................................TM2
Coastal Plywood [www.coastalplywood.com] .........................TM24
Mid-Valley Lumber [www.midvalleylbr.com] ..............................TM2
C.T. Darnell Construction [www.ct-darnell.com] .....................TM26
Norman Distribution Inc. [www.normandist.com].......................13
DeckWise [www.deckwise.com] ...................................................23
North American Wholesale Lumber Assn. [www.nawla.org] .......3
Diacon [www.diacon.com]................................................TM11, TM13
Northeastern Lumber Manufacturers Assn. [nelma.org] ........TM46
Digger Specialties [www.diggerspecialties.com] ....................TM35
Osmose [www.osmose.com] .....................................................TM19
Distribution Management Systems Inc. [www.dmsi.com] ......TM53
PPG Industries [www.ppgpro.com] ..........................................TM15
Eco Chemical [www.ecochemical.com]....................................TM30
Pacific Wood Preserving Cos. [www.pacificwood.com].............22 Pennsylvania Lumbermens Mutual Insurance [plmins.com]..TM29
IDEA File
Plycem USA [www.plycemtrim.com].........................................TM25 PrimeSource Building Products Inc. [www.grip-rite.com]..........35
Handy and Hip
A Michigan dealer
is succeeding with an innovative mix of old-fashioned services (such as helpful fix-it advice and screen cutting) and hip socialmedia marketing (like YouTube videos designed to be shared on Twitter and Facebook). “We feel very bullish about our future—and we have opportunity ahead of us,” says Dick Snyder, c.e.o. of Aco Hardware, based in Framington, Mi. Founded in 1946, the family-owned company had 13 stores and a 60,000-sq. ft. distribution center by the late ’60s. In 1981, the company had 36 stores and an even bigger DC. Last year, the number had grown to 66 stores, but plans are now underway to close 14 low-performing and unprofitable stores. “We’ve been through the worst,” says Snyder. “The reason, I think, we can compete is there isn’t a better core group of people to work with. Walk in with a broken part and someone will know how to fix it.” In addition, to attract younger shoppers, Aco devised a new social media campaign of irreverent 15-second videos starring Aco employees. In one video, a woman says, “You’re nuts,” and holds out two large, metal nuts. “Screw you,” a man replies, holding large screws in his hands. In another video, two hands—one in an oven mitt and another in a glove—form the shape of the upper and lower peninsulas of Michigan. “We’re in the relationship business,” says Snyder. “If we do that well, we can compete.”
38
The Merchant Magazine
October 2013
Redwood Empire [www.redwoodemp.com] .............................TM56 Reel Lumber Service [www.reellumber.com] ..............................26 Rosboro [www.rosboro.com].....................................................TM47 Roseburg Forest Products [www.roseburg.com].............Cover IV RoyOMartin [www.royomartin.com]............................................TM5 Shasta Green ...............................................................................TM44 Simpson Strong-Tie [www.strongtie.com].....................................7 Skyreach L&S Extrusions [www.skyreachls.com] ......................11 Snider Industries [www.sniderindustries.com]........................TM26 Stimson Lumber Co. [www.stimsonlumber.com] .............Cover III Straight Line Transport [www.straight-line-transport.com] .........4 Swaner Hardwood Co. [www.swanerhardwood.com].................35 Swanson Group Sales [www.swansongroupinc.com].......Cover II Taiga Building Products [www.taigaforest.com] ........................27 Terminal Forest Products [www.terminalforest.com] .............TM32 TigerDeck [www.tigerdeck.com]................................................TM39 TruWood-Collins [www.truwoodsiding.com] ..........................8A-B Universal Forest Products [www.ufpedge.com]............................5 Vaagen Bros. Lumber Inc. [www.vaagenbros.com] ................TM49 Versatex [www.versatex.com] ...................................................TM23 Weaber Lumber [www.weaberlumber.com] .............................TM18 Western Forest Products [www.westernforest.com]...............TM20 Western Red Cedar Lumber Assn. [www.wrcla.org]......TM20, TM27 Westervelt Lumber [www.westerveltlumber.com] ...................TM38 Weyerhaeuser [www.weyerhaeuser.com] ................................TM28 Woodway Products [www.woodwayproducts.com] ................TM36 Yakama Forest Products [www.yakama-forest.com] ..............TM34 Building-Products.com
The
MERCHANT
Magazine