The Merchant Oct 2015 by 526 Media Group

The

MERCHANT

OCTOBER 2015

Magazine

THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

NAWLA TRADERS MARKET PREVIEW ISSUE

Trusted Brands, Trusted Performance

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For more information visit www.kopperspc.com. MicroPro pressure treated wood products are treated with Micronized Copper Azole. NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. NexWood pressure treated wood products are treated with Propiconazole, Tebuconazole and Imidacloprid. CCA pressure treated wood products are treated with Chromated Copper Arsenate. MicroPro, NatureWood, Nexwood, Advance Guard, FirePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. MicroPro ®, NatureWood®, NexWood®, Advance Guard®, and FirePro ® are registered trademarks of Koppers Performance Chemicals Inc. © 9/2015

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October 2015

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The Merchant Magazine

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October 2015

The

 Volume 94  Number 4

MERCHANT

Magazine

The

MERCHANT

Magazine

www.building-products.com

A publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus David Cutler Alan Oakes Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com

Special Features

In Every Issue

9 ONE ON ONE WITH OREGON’S STEVE SWANSON

12 FEATURE STORY PROPONENTS DIAL BACK HARDWOOD CHECK-OFF PROPOSAL

14 PRODUCT SPOTLIGHT UPGRADED TRIM PACKAGES

16 MARGIN BUILDERS FLEE THE LOWEST BIDDER MENTALITY

18 MANAGEMENT TIPS AVOID THE 4 BIGGEST CREDIT RISKS

30 NAWLA–THINKING AHEAD DEFINING YOUR PRICING STRATEGY

33 TRADERS MARKET PREVIEW PLANNING FOR THE LBM INDUSTRY’S BIG SHOW

97 PHOTO RECAP: SPI OPEN HOUSE 100 PHOTO RECAP: BC WOOD ANNUAL GLOBAL BUYERS MISSION

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITAL EDITION OF THE MERCHANT BUILDING-PRODUCTS.COM

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6 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 EVANGELIST MARKETING 32 MOVERS & SHAKERS 90 NEW PRODUCTS 95 APP WATCH 103 ASSOCIATION UPDATE 104 CLASSIFIED MARKETPLACE 104 IN MEMORIAM 105 DATE BOOK 105 ADVERTISERS INDEX 106 FLASHBACK CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2015 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

October 2015

Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (714) 486-2735 Fax 714-486-2745 hkelly@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 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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ACROSS the Board By Patrick Adams

I know I don’t know anything… except what counts

HEREAS ONCE a pause in my day was unthinkable, I now find that some of my favorite times occur just sitting in my backyard. Day or night, warm or cold, I enjoy that time of reflection as I just look out proudly over my little parcel and take in whatever rolls across my mind. Sometimes just a nice Scotch and cigar in the backyard feels like a mini-vacation. I’ve found lately, however, that increasingly some of these times have become less than peaceful and I trace them all back to one event that was the turning point—last year’s NAWLA Traders Market. It was the first show I attended in this industry. I remember it like it was yesterday because it still feels like it was! I really didn’t know what to expect as I flew to Chicago to be introduced for the first time. Over the years, I’ve worked for many different companies in several industries, but what I experienced was a first. As I walked the show, I saw countless competitors—who were all talking like they were the best of friends. I saw the show attendees being greeted warmly by name, without anyone having to look at name badges for a reminder of who they were or where they worked. I didn’t see huge booths, or bright lights, or dancing girls—all typical strategies used to take the focus away from having a real discussion with customers. In their place were humble booths humming with serious conversations. What I remember more than what I saw was what I felt. Of course I was nervous. I wanted to make a good first

impression. Of course I felt stupid. People were talking about “treated wood,” “EWP,” “composites,” “board feet,” and “grading.” I felt overwhelmed. I met well over 100 people in those two days and was embarrassed that after the first five, I could have been introduced to the Pope and not remembered his name. But what I remember feeling most was that after 25 years of corporate life, multiple industries, and many companies, I finally felt “at home.” I felt truly welcomed by a group of strangers who had no good reason to make an effort to get to know me. I felt humbled by the stories of hard work, perseverance and service to the industry that benefitted all. I felt inspired by the lifelong friendships that I saw and was immediately welcomed into. But now as I sit in my backyard, my peacefulness that came being surrounded by the fruits of good home improvement decisions has been colored by a year of traveling and conversations in the lumber industry. I know now by looking at the gaps between my fence boards—the ones put up hastily before the holidays—that the contractor I hired should have advised me not to build a new fence using raw lumber that had been sitting out in the rain for a week. I look at the rough-cut siding on our house and know now that we should have considered other options that provided better insulation and durability. I look up at the tongue-and-groove patio cover ceiling that I was so proud of and realize I bought the wrong grade of lumber and that’s why there’s small gaps in certain areas of the boards. All around my house now, I stare like a county inspector wondering who the idiot was who made these “great” decisions! I left for my first NAWLA Traders Market last year thinking that I knew a lot. As someone new to this industry, I can tell you that I’ve learned more about life, business and what truly matters since that first show than perhaps I’ve learned in the 25 years of my career that preceded it. I’ve learned that I really don’t know all that much, and I’m comforted by the fact that in this industry, surrounded by these people, that it’s okay. And, it’s okay that I’ll need to rebuild the fence, consider new siding, and live with my imperfect patio roof. Like every trip I now take, I’m excited to learn a bit more, meet a few more people, see a few friends, and understand better how we can help serve this great industry! See you in Dallas! “It’s what you learn after you know it all that counts.” ~ John Wooden Patrick S. Adams Publisher/President padams@building-products.com

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ONE ON One With Steve Swanson, Swanson Group, Inc.

Firmly-rooted past makes for promising future

WANSON GROUP INC., Glendale, Or., continues to not just survive, but thrive as a successful Oregon-based lumber manufacturer. Sitting down with president Steve Swanson, The Merchant’s Patrick Adams picked his brain about making tough decisions during tough times and staying committed to their goals despite the odds. Creating opportunities and building a stronger business that can be passed on to future generations is what guides the company. Like most great stories, the history behind Swanson Group began in 1937 with an idea and a dream. It started with Steve’s grandfather and great uncle, both sons of Swedish immigrants, who grew up in the Great Depression. After working as lumber inspectors and buyers for Southern Pacific railroad, they decided to get into the lumber business, and started Swanson Brothers. My uncle Walt had no children, but my grandfather had a bunch of kids. This was during WWII, so while his eldest son, Ray Swanson, was too old to go to war, he stayed involved in a business that was key to the war effort, and his three young brothers enlisted. Upon returning home from war, the brothers decided to start their own mill in Crow, Or., as the post-war boom for housing created a strong demand for lumber. It was very primitive, a very old mill, and three guys ran it all. They ran the power saws, logged it, everything. Farmers cut their own wood but that was the way of the world. So that’s what they did, they cut large pieces of wood and sold it to their father’s (my grandfather’s) mill, Swanson Brothers.

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Business was booming, so the brothers went on to start another mill in Glendale, Or. My grandfather knew about Glendale from the rail business, and he stressed the importance of nearby rail service and a highway close by. So they bought the mill in 1951, and ran it 12 months a year. They were the first operators to run it 12 months straight, and they called it Superior Lumber Co. The brothers, (Steve’s father and two uncles) continued to run the mill operation until 1973 when they partnered with older brother Ray who had Swanson Brothers, and together built a

small mill called Swanson Superior. At the time, Steve was just a year out of high school. There’s so much I remember about being a kid back then. I was out at the green chain at age six, getting in the way. I rode my bike out to the lumberyard on the weekends. It was my whole life. I started working there in 1973, then I joined full time in 1977. Asked if there was any question that he would work in the lumber business, Steve replied, For the longest time I wanted to be a lawyer, and I worked for a CPA firm for a short period of time during college. But college was tough for me. I got burnt out.

LOOKING BACK: Swanson’s Glendale, Or., sawmill in 1955. October 2015

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I wouldn’t say the silver spoon existed in my family; we had jobs and we were all hard workers. Then in 1977 the sales manager/bookkeeper of Superior passed away, and I came down to help since I was studying accounting. My dad said a month later, ‘You’re studying to be what we need now.’ And so Steve came on as the bookkeeper. The company grew quickly. Cliff Lansdon, general manager, had worked for the company for 12 years before he left in 1989. That’s when Steve took over at age 36. I can remember that day so clearly. Coming into work on a Saturday, my first day taking over, I sat down and said, ‘Alright, I’m here!’ And just like that, life begins. It was very exciting. I think I was young enough to be excited and not smart enough to be scared to death. A tremendous amount of change was ahead for Steve and his team. In late 1991, the other mill in town, Swanson’s competitor, was put up for sale by owner Bill Gregory. Gregory was selling everything he owned, including 35,000 acres of timberland. We originally ventured off to buy just the land, but ended up with the plywood mill. It was a scary move, my first venture into debt. I didn’t exactly plan for this, but it was opportunistic. It was less than a mile away from us and we had been competitors for several decades. We were friendly but bidding for the same resources every single day. I was afraid someone would buy it and we would go through the same cycle all over again. So Swanson made a bid and bought the company in January 1992. They started peeling veneer in March, and the next year they made plywood. We were instantly in debt, but the markets were very kind to us. 1992-93 were great years and then we stepped off into plywood. Plywood was a tough business for us. We had been making veneer for about a year in this old mill and it needed a major upgrade. We took it down for a few months, doubled the output by investing in some of the latest technology, and kept the same number of workers. We started making more veneer but knew we had to start making plywood, so we did. We started it in a very limited fashion in mid-1993, and soon business grew. It was a great decision. We would not have survived if we hadn’t stepped up and grown. Strategic moves combined with good timing led to the company flourishing. Business showed no sign of slowing down. 1996 was their next major growth, when they started their aviation business. It really was a defensive move again. Federal timber was evolving; we had no idea how bad it was going to get

A PROSPERING BUSINESS: Swanson’s Roseburg, Or., facility still thrives today.

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TAKE FLIGHT: What started as a simple business defense mechanism has evoloved into Swanson Aviation, a four-helicopter operation, logging, fighting fires, and aiding U.S. troops.

on the federal timber side. Everyone was getting excited about helicopter logging, and we found that we had no expertise in appraising the logging costs. We would go to the only two helicopter logging operations in the area, and they were both fully committed to our competitors. They would say, ‘We’re happy to quote you that logging job, after you buy the sale.’ So you’re bidding blind, and 60-70% of the delivery costs in a delivery system you have no clue about. That’s when I sat down with my timber manager and decided we needed to get into this business. Steve approached logger Gary Jantzer and he shared the idea. Soon they acquired a helicopter—and Jantzer joined to run that division. Gary was a successful logger. And we knew we needed more than just a good pilot. He helped us start our aviation business, when all we had intended was to bid timber sales. We learned it’s hard to make a living as a logger. There was money in aviation, fire-fighting, and overall construction. So we evolved that business quite rapidly from just being loggers, to being a diversified business. Steve and his aviation team now have four helicopters and have been all over the world, logging, fighting fires, and even venturing into the Middle East. There the company had a contract servicing aircrafts for the Marine Corps in Afghanistan. They also worked with a new drone system that assisted in carrying materials from the main base to the forward operating bases, without putting pilots and crew at risk. The drone program helped successfully deliver millions of pounds of materials and supplies to our troops. It was very exciting for us to be a part of that. As if the company didn’t have enough on its plate, in 2001 they acquired a stud mill. The purchase of Sun Studs in Roseburg, Or., gave Swanson the ability to offer kiln dried white fir studs, launching the company further into new markets, garnering new customers. That same year they merged with sister company Swanson Superior and all operating units were combined as divisions under Swanson Group, Inc. Things went well for the company until tragedy struck the nation on September 11, 2001, putting everyone in a panic. It put us in a tailspin. We had some really tough years through 2003. Things turned around in 2004-’05, and the company got ambitious again, purchasing a stud mill in Glide, Or. We knew it needed a lot of attention when we picked it Building-Products.com

up, but we needed to eliminate a competitor. Sometimes the best defense is a good offense. And so business continued to take off for Swanson Group. But even good business doesn’t get in the way of personal heartache. In 2005, Steve lost his father at 80 years old. He saw a lot of good business and was thrilled to be a part of it. It really is a bittersweet story. I was at the title company signing papers to acquire the stud mill in Glide, and I got a missed call from my brother. Then, my colleague Chuck got a call from the office and I knew exactly what was going on. My father had a stroke and we knew he didn’t have a whole lot of time. I thought to leave but then I said, ‘Let’s get this done, let’s close this out today,’ because I knew that was what my dad would have wanted. I signed the papers, drove back home, and put him to rest. His father’s legacy in mind, Steve continued to push the company towards success and went on to buy a plywood mill in Springfield in 2007. The company grew to 1,300 employees, an amazing expansion from the 90 employees the company had when Steve took over in 1989. We had great timing. We bought things in good markets and we started slow. We had incremental growth; it wasn’t like we were going from zero to 100. And over time we built a really good management team, a group of awesome individuals. But growth is a two-edged sword. In March of ’08, the housing recession that started in ’06 turned into the financial meltdown that plagued the entire economy. We chose to close the Glide studmill, purchased in ’05. It needed to much capital investment going into a down market. And his family? I’ve been blessed. I was lucky to meet my wife who has followed me through it all and stayed by me. And my stepson works for us, selling studs. Familyowned businesses have their own challenges, but we pushed through and made it to the other side. Steve’s strong love for the industry is so apparent, it’s hard to believe he has time for anything else, but he does. He’s an avid cyclist and will be participating in Cycle Oregon, a seven-day, 450-mile excursion through Oregon’s hills and back country, for his 20th year. I feel good. I’m 61, and I’m as strong as I was at 41. I thought I was going to retire. I planned to take off four months last year, and had split up the time between several trips. While my wife and I were away, I got the call about the fire at our Springfield location. Everything was gone. When the mill burned down last July, it was a tough day, but I was more concerned about my employees’ safety. We had a well-planned and executed evacuation plan, and supervisors who were on their game. We got everyone out of there with only minor injuries. The place is coming back to life as we speak. The fire took us out, and it took some soul searching to figure out what to do. We knew we needed to reinvest. We are marching ahead full steam now. Surprisingly, that was not the hardest day for Steve. One of the hardest was the day he had to sell the first mill that his father had built in the early ’70s. Life was tough and markets were terrible. I had to tell my mother that I was selling and I was so worried about that. When I finally did, she smiled and said, ‘I always thought you were too big for your britches.’ Suddenly I knew everything was going to be okay. Another hard one was something many industry leaders Building-Products.com

MOVING PAST the flames that once engulfed the Springfield facility in July 2014, plans are moving forward to rebuild the location with financial incentives from the state, city and Business Oregon.

can relate to. I remember first time I had to lay people off. It was 1980, during what we had thought was the worst recession. We went from two shifts to one. I was young and the general manager wanted to teach me how to run the business, and said I had to lay people off. Back then we didn’t do it so kind-heartedly. We made an announcement and posted a list for everyone to see. After I posted it, I sat down and just cried. Then a worker who had just gotten laid off, and who I had pulled green chain with when I was 16, came up to me, put his hand on my shoulder and said, ‘You’re going to be okay.’ I thought, ‘I’m the one crying and you just lost your job.’ That’s when I knew the importance of my role, my people, and the quality of the industry. Steve reflected on the importance of committed ownership, through the good and the bad. You have to tell yourself every time you have to make a hard decision: if you don’t make it, the whole ship can go down. I had to develop that mindset over time. At 61, Steve feels better than ever and isn’t planning on retiring for several years. His son is 33 and VP of sales and marketing. He too is very involved in the business. We have a great team. If a bus hits me tomorrow, the Swanson Group is okay. I’ve been blessed with family that is as committed as I am. So what’s ahead for Swanson Group? Efficiency and capacity. It’s easy to visualize and engineer a mill, it’s hard to execute the plan because of the human factor. If you haven’t got good employees carrying out the mission, you’re not going to make it. Not everyone will always agree, but if you can get the bulk of people believing in what they‘re doing everyday, it goes a long way towards success. In addition to rebuilding their Springfield mill, safety, culture and leadership training are top priorities for the company. When asked what he wants the industry to think when they hear “Swanson,” Steve said, Respect. I want them to have a healthy respect for what we do. We’re not here to break the rules, or make a living on the backs of our employees. We want to deliver a product that’s on time, on grade, and meets every specification. We’re not afraid to take on new challenges or make tough decisions. We are Swanson, we’re going to stay Swanson, and we’re committed to the industry for generations to come. October 2015

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FEATURE Story Hardwood Checkoff Program

Boosters scale back hardwood checkoff plan

five years of trying to build industry support and gain approval from the USDA, the Hardwood Checkoff Committee has proposed cutting the assessment in half and applying it solely to larger producers of kiln dried lumber. The committee’s new proposal, submitted Sept. 7, would exclude plywood, unfinished flooring and moulding, and green mills, and would cut the assessment from $1 to a flat rate of 50¢ per $1,000 in sales for mills producing more than $2 million in sales. Smaller sawmills and wholesalers would remain exempt. In addition, protests from western mills and the Western Hardwood Association convinced the committee to drop alder and Pacific coast maple, species that trade under western ponderosa pine rules. Although the change sharply reduces the number of assessed mills in the West, the region will still get a seat on the board. The five seats originally intended for hardwood plywood producers and the one for unfinished flooring will be allocated among the other regions. The changes would cut the number of assessed mills from 1,426 to about 375, and would raise about $3 to $4 million annually to promote hardwoods, instead of $10 million. While the committee continues to believe $10 million “is an appropriate amount for promotion, research and education programs in an industry estimated to be in the $10 to $12 billion range,” it points out that even the “lowered amount is over 10 times what has ever been collected through voluntary programs in the past.” The Hardwood Council, the only dedicated promotion fund in the industry is now defunct, but at its height collected only $300,000 a year. A speFTER MORE THAN

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SEATS on the 28-member Hardwood Checkoff Board will be allocated regionally.

cial Red Oak Promotion program raised a similar amount, but was forced to cease operation when funds ran out after only a few years. In addition to WHA, the program has also been generally opposed by three state associations—Virignia, Ohio and Missouri. “It is our hope that the significant reduction in the eligible class—particularly the removal of green sawmills, unfinished flooring, mouldings and plywood—and the simplification and reductions we are calling for in the assessment formula will bring about the changes envisioned by these few opposing organizations and result in a checkoff program deserving of their support,” the committee wrote. The group hoped its latest proposal would move “the industry closer to a referendum vote,” but acknowledged that “further refinement is needed to

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reduce the scope of the program, simplify compliance, and strengthen support within the hardwood industry.” Committee members include cochairs Jim Howard, Atlanta Hardwood Corp., Mableton, Ga., and Ted Rossi, Rossi Lumber, Middletown, Ct.; Victor Barringer, CLC Hardwoods, Charlottesville, Va.; Chris Bingaman, Bingaman & Son Lumber, Kreamer, Pa.; Bill Buchanan, Buchanan Hardwoods, Aliceville, Al.; John Crites, Allegheny Wood Products, Petersburg, W.V.; Don Finkell, American OEM, Dickson, Tn.; Jamey French, Northland Forest Products, Kingston, N.H.; Pem Jenkins, Turn Bull Lumber, Elizabethtown, N.C.; Jeff Meyer, Baillie Lumber Co., Hamburg, N.Y.; Brad Thompson, Columbia Forest Products, Greensboro, N.C.; Chris Zinkhan, The Forestland Group, Chapel Hill, N.C. Building-Products.com

PROdUCT Spotlight By Shane Short, Ply Gem

Trim matters

Tap into profit potential with upgraded packages

and building material supplier, it’s no doubt that big ticket exterior items like windows, siding, roofing and stone veneer are lucrative to your business. Though when it comes to trim, you may have untapped profit potential. According to a Freedonia Moulding and Trim study, U.S. demand for the product category is forecasted to rise to $9.0 billion in 2016, making it a significant player in the exterior product market. Today’s trim options are available in wood, engineered wood, aluminum, fiber cement, vinyl and cellular PVC. Whereas wood has traditionally been the go-to choice for architectural detailing, professionals are turning more and more to alternative products with less maintenance. Even so, with lower maintenance materials like vinyl, builders and remodelers often opt for basic and S A LUMBER

inexpensive corner posts, J-channels and finishing accessories that are functional, but detract from the home’s overall style. Going beyond the basics and understanding the benefits of upgraded trim can help suppliers sell a more cohesive, high-design package, meaning better looking and performing exteriors for your customers and an improved bottom line for your business. To complement and enhance windows, siding, roofing, stone, brick and stucco, manufacturers now offer the modern-day wood alternative of cellular PVC trim and mouldings. Most cellular PVC products are engineered for longevity and durability, and are created through a free foam extrusion process that creates many boards from a wide sheet of cellular PVC of various thicknesses. This gives the material a consistent

KEEP IN MIND: LBM suppliers may have untapped profit potential when it comes to trim and moulding, as U.S. demand for the product category is forecasted to rise. (Photo courtesy PlyGem)

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cell structure and density, reducing the chance of imperfections and improving durability. The material shares the same aesthetic and installation attributes as wood but is resistant to rotting, cracking or splitting. It can also be painted to complement other exterior materials. Paint on cellular PVC will adhere better and stay bright longer than paint on wood. When it comes to authentic architectural styling, cellular PVC trim makes all the difference on corner posts, areas around windows, doors and garages, and under eaves. Here are a few tips: • Add wide trim with a keystone to carry out a Tuscan look when combined with arched windows and stucco. • Create decorative gable details for styles such as Craftsman, Folk, Victorian or Shingle. • Detail porch columns on any home with pre-formed post wraps. • Use bead board as a gable accent or in ceiling and soffit areas to enhance a Craftsman style. • Dress up a Folk Victorian using cellular PVC for porch railings and gable brackets, and wide areas such as wainscoting, on bay windows or under eaves. Lumber and building material dealers are on the front line of the industry. By adding distinctive, low maintenance products to your portfolio, you are offering customers the best options to make the most of their designs and improve your bottom line. Keep in mind, no matter how much money is invested in an exterior project, it will only look as good as the trim used to complete the job. – Shane Short is the general manager for the Trim & Mouldings group of Ply Gem. Reach him at www.trim.plygem.com. Building-Products.com

MARGIN Boosters By Robert Loew, MetsäWood USA

How to break free from the “lowest bidder” mentality

HERE’S AN ATTITUDE

in the building industry these days that’s destroying a lot of businesses, and causing the ones who are hanging on to leave a lot of money on the table. It’s the idea that offering the lowest price is the only thing that matters. I can’t do business that way because I don’t sell the cheapest product on the market. But even if I did, I’d still look for ways to compete on value instead of price. Why? Because that’s how you train customers to think about your product as something more than just a commodity they can get for a penny less up the street. Successful distributors can beat the competition without gutting their bottom line. Here’s how:

Make life easier for your buyers

When I started selling engineered lumber products, builders in southeast Michigan weren’t using them because they didn’t understand them. Helping them see why engineered lumber was great—and making their lives easier in the process—turned out to be the key to launching a very successful distribution business. Look for something intangible that’s worth paying a little extra for. One yard I work with pre-cuts and pre-drills every piece of lumber they sell to builders before it gets delivered to the jobsite. This costs a bit more, but it’s worth it because it wastes less material. It’s also a benefit that pays for itself by saving builders time, frustration and labor costs on the jobsite. Simplifying is mostly a matter of removing obstacles to the relationship. Make so easy to do business with you, they can’t say no.

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Give your business a personality with a promise

One way or another people are going to tell stories about your brand. That’s why you need to make getting out there and telling them yourself a top priority. Good branding isn’t a hard sales pitch. It’s about sharing what makes you different and what people can’t get from anyone else. And the core of good branding isn’t your logo or tag line—it’s the underlying promise these things make to your buyers. Becoming known for fulfilling your brand’s promise is the first step toward setting your business apart from the competition. If you’re not making that kind of promise then nothing separates your business from anybody else’s. That leads directly to

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the trap of competing on price, because what you sell is perceived as being no different from what everyone else sells. From there you’re just racing to the bottom. Another common trap is to create branding that looks and feels just like your competitors’ with a different paint job. That’s just an expensive way to send the message that you sell a commodity no better or worse than what’s in the warehouse next door. A lot of manufacturers sell products made from the same materials as their competitors, yet some succeed where others fail. What separates the market leaders from the followers is a custom experience—the compelling thing that creates customer loyalty and provides a strong brand foundation. You have a unique business, and if Building-Products.com

you’re creative enough you can find something other than cost that makes you different and more competitive. Put that thing front and center and let the other guys play the “me too” game.

Do business with integrity

If there’s one thing I’ve learned after more than 40 years selling engineered wood products, it’s that long-term customer relationships based on trust are by far the most profitable and satisfying way to make a buck. I’m not going to preach about this or tell you it’s the “right” thing to do. It just happens to be the most efficient way to make a lot of money and have a great time doing it. Call me old-fashioned if you like, but time and time again I’ve found that sales figures don’t lie about the value of a good reputation. Most people can make one or two quick sales through double-dealing, or even by just compromising good principles. Doing business that way always costs more than it’s worth, because you have to keep starting all over again with new customers who don’t know your reputation. Over time, those people become harder and harder to find. Your single most important asset is your reputation. Your customers should know you well enough that they can discuss anything openly and honestly, and know that you’ll never intentionally mislead them or give them bad information. Creating that bond of trust is the best investment you can make in your business. It leads to success in the form of repeat business, enthusiastic referrals, and easier sales to new customers—not to mention making it easier for you to sleep at night.

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Recognize the value of people

You may think it’s your products, your prices, or your special programs that set you apart. It’s not. Nobody works with a company. People work with people. Success means investing not only in relationships with your buyers, but with the people who run your organization day to day. If your in-house people are passionate and loyal to your company, the’ll encourage the same passion and loyalty in your buyers. If you don’t believe this, watch what happens when a top member of your sales staff gets hired away by a competitor. It won’t take long for some of your best customers to follow. Great people create great partnerships, but so many people have overused the phrase “partners in business” that I cringe whenever I hear it. Most people just think it means “getting an order,” but it’s far more. A partner in business looks for ways to enhance everyone’s position, not just in business, but in life. And that’s the kind of thing you can’t put any price tag on. – Robert Loew is managing director of MetsäWood USA, specializing in the manufacture and distribution of high-end Nordic timber. MetsäWood is part of Finland’s MetsäGroup‚ the world’s 10th largest forest products firm the chain from sapling to product. Contact him at robert.loew@ metsagroup.com

October 2015

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MANAGEMENT Tips By Scott Simpson, BlueTarp Financial

Protect yourself from the 4 most disruptive credit risks

can turn a healthy business upside down. It’s important to minimize exposure. When it comes to risk, looks can be deceiving. Customers who look big and sound solid can be insolvent—a nightmare for suppliers holding their unpaid invoices. Credit screening is the best way to minimize risk, weeding out applicants with financial flaws. But, there’s more to credit screening than collecting an application. NDERESTIMATING CREDIT RISK

Know the 4 Key Credit Risks

Eliminate or mitigate the impact of these four credit problems: (1) Bankruptcy. While some suppliers are fine doing business with a customer who has a past bankruptcy, no one wants to be holding the bag when a current customer goes under. (2) Slow Pay. Customers who chronically pay 60, 90 or 120 days late increase risk and cost. (3) Disputes. Customers who consistently eat up time and energy with disputes can also impact bottom line. (4) Fraud. Fraud can turn a great sale into a major loss.

Use a Risk Assessment Tool Kit

Start by pulling commercial and consumer credit bureau data for the company and its owner. This will show how

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well this business and individual pay bills, as well as gauge stability and show payment trends. Where there is conflicting information—strong business credit but a more checkered individual rating—dig deeper. If commercial credit data is thin or non-existent—not unusual for small or new businesses or single proprietors— rely on consumer credit data. Don’t just secure a personal guarantee. A personal guarantee is only as good as a person’s ability to pay, and that’s what a supplier is looking for in their credit bureau information. The next tools are bank and trade references. Ask for one or two bank references and three or four trade references. Follow up on them. Look at the length of relationship with each of the references—talk to banks and companies that have a history with the applicant. Look for references that have extended comparable or larger credit and similar terms to what the customer is seeking. If there’s a pro asking for a $35,000 line, understand whether he’s handled this level of loan, as well as what cash balances he has on hand. Did he meet his payment terms? Have a conversation with trade references about what type of customer an applicant is. Ask about disputes. Chances are, he’s going to treat all suppliers the same. Google searches and public records provide a wealth of information. This is a must before signing off on any sizable credit line. A quick search can uncover both positive and negative information about the applicant: • Active or past lawsuits, liens or other legal activity • Press coverage of company and its owners • Support of community and trade initiatives Lastly, don’t forget the importance of getting the word on the street—especially in small markets or for new businesses looking for credit.

Mitigate Risk Before It Hits

The next step is to assess the information, looking for signs of the four key credit risks: bankruptcy, slow pay, disputes and fraud. Bankruptcy: Applicants with FICO scores below 685 should be watched, along with those bumping the limits of their bank and other supplier credit lines. Slow pay: If a customer pays slowly with other suppliers and vendors, chances are he’ll be slow with everyone. If this trend exists, set credit lines and terms and use pricing and fees to help reduce the impact of slow payment on the bottom line. Building-Products.com

Disputes: When trade references uncover a tendency to dispute invoices, return merchandise or complain about products and services, think about whether this customer will be worth it. Fraud: The perfectly filled-out application can be a warning sign of potential fraud. Look for these red flags on a credit application: • Company claims sizable revenue but doesn’t show up in commercial credit bureau reports • Company is located far away • Generic email address, such as info@abc.com • References are typed and not on bank letterhead • References respond immediately

Stay Vigilant

Credit screening is not a one-time activity. Once a customer’s credit line and terms are set, pay attention to their purchasing and payment patterns. With new customers, follow up to see if they bought what they said they were going to buy and paid when they said they would. If they didn’t, talk to them and understand why. An existing customer who always uses 20% of his credit line unexpectedly uses 100% of his credit line. This, combined with slow pay, could signal that the customer is in trouble. What about a customer who starts to buy different products than normal? This can be a warning sign of fraud— especially if he’s sending new guys to

purchase. In addition to monitoring buying and payment trends, pull a credit report on existing customers every year or two. The information from a fresh credit report can help determine a customer’s current credit worthiness. “Trust but verify” is a good motto when credit screening. Review the information and ask, “Does this seem reasonable?” With this approach, a supplier will be in a good position to minimize risk while growing sales. – Scott Simpson is president and CEO of BlueTarp Financial, which helps distributors grow and protect their businesses by offering professional credit management services. Reach him at (207) 7975900 or ssimpson@bluetarp.com.

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COMPETITIVE Intelligence By Carla Waldemar

It’s a bird, it’s a plane…

HERE’S AN

“About Us” feature on Gold Beach Lumber’s website, describing the history of the company launched four generations ago in that South Oregon town of under 2,500. But it leaves out the part about when owner Ryan Ringer, 35, steps into the phone booth and emerges in his Superman suit—or at least that’s what you expect when reading his resume. On the phone, however, he sounds like a nice—and vastly smarter—Clark Kent. Twenty years ago, as the website relates, Gold Beach was the smallest yard in town. Today, it’s the sole one remaining in Gold Beach, and doing so well that two more locations have been added, thanks to Ryan’s superpowers, aka business savvy. By age six he was already at work with his parents, sweeping floors and

bundling trash. But after completing a college business degree in 2000, “I knew there was more out there in the world,” he says, “so I explored different fields,” from Baltimore to Reno. But Reno was a nine-hour commute from Gold Beach, where he returned every weekend to feed his passion for the river. “Eyeball deep” at work and fielding other job offers, he decided— okay, you’ve guessed the outcome: he returned to his dad’s yard. “Before, I had worked outside. Now, I came inside, working with a tremendous group of people.” But he soon found that none had much of a clue about the information powerhouse represented by that new device, the computer. Ryan set about overhauling the POS system “to get our first real understanding of what’s going on”

OWNER Ryan Ringer has led superheroic growth at his small-town Oregon lumberyard.

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rather than operating by instinct. Sensing there was an opportunity for greater margins, he dissected and reassembled the pricing structure of every last department, generating a 3% uptick in margins. Not the walk in the yard it sounds like: “We underwent three different POS systems in 14 months” as his co-op changed systems. “Pretty tough on our crew.” But they rebounded, just in time for the next big learning curve—a 3,500sq. ft. expansion in 2002 which Ryan engineered to lure more retail trade (Gold Star’s customers were 75% pro by dollar volume.) And women shoppers were the DIYers he set about enticing. “We added expressions of color and convenience to spark new trade. Previously, of 200 transactions, five or six were by women; now, it’s 20% to 30%. We made it friendly, changed the flow (including more obvious check-out counters and less prominent contractors’ desks. Paint and Lawn & Garden shot to the front of the store. But, of course, he had no intention of neglecting his pros. Improved product selection helped drive sales from $3.5 million in 2002 to $10 million in 2006; that’s an incredible 186%, when you do the math. Analyzing the numbers, Ryan became aware that Gold Beach was doing a substantial amount of business with contractor clients in Brookings, 30 miles way. He’d achieved those healthy accounts not through some out-there agenda, but via what he calls “old-fashioned hard work and smiles,” that resulted in Gold Beach’s running close to 40 deliveries a day to Brookings. So, time to launch a second store? Cautiously, his father, Reed, held back in 2004. In 2006, he again Building-Products.com

acknowledged it just might be too much for him to handle. In 2008, the plan lay dormant until Ryan, on those daily delivery runs, noticed that a Ford lot in Brooking suddenly was empty. “A phone call later and I started throwing numbers together for my father. I was young! I didn’t know any better! I saw a lot of opportunity. I’d expected six months to work something out and told him that the lot could pay for itself in five years simply as real estate—but it turned out we had to decide fast. The owner (who, by now, had received other, far more lucrative, offers) would sell to us if—if!—we got the sum in escrow within 24 hours and closed within 30 days.” Time to dart into that phone book and pull on the cape. “Dad wasn’t crazy about the huge challenge, but he did agree,” although (this is beginning to sound even more like a comic-book thriller) he added a challenge of his own: the dealership had to be transformed into a top-notch lumberyard and retail operation in just four months. Ryan flew around the country, securing design ideas that would emphasize the retail set-up he’d steered to success at Gold Beach. Yes, he made the deadline—and thank goodness, he adds, because Brookings opened in June 2008. (Remember

PRESCIENTLY SWITCHING the customer mix to tilt toward homeowners helped Gold Beach Lumber weather the recession.

2008?) That’s the year the recession ripped into town, killing off all its builders of posh second homes for a growing retirement community. “Company sales fell 60% and transactions were cut in half,” Ryan shudders. “We literally had a year’s worth of projects vanish within five days. Gold Beach was suffering—only selling 2x4s. But in the larger community of Brookings, people still needed paint, shovels and light bulbs. That helped us maintain business during the downturn and keep our people employed. I shifted my sights from larger contractors, which I can’t control, to homeowners, which I can influence. It was more important to keep people on than turn a profit.” One key means of shaping that emphasis was through advertising, Ryan decided. “In 2008, our ad budget went from $20,000 to $100,000—a drastic difference,” he underscores. (And what did Dad think of all this? “Starting with Brookings, he told me, ‘You’re on your own,’” as Reed transferred day-to-day operations to his son. In 2014, Ryan purchased the business from his parents.) “So I put together our advertising attack, experimenting with TV, radio, direct mail and newspaper inserts. It took us eight months to nail down accurate data, but we found our sweet spot. We found we could get 30% to 40% dollarwise response to a sale if we spent an extra 20% in direct mail for one community. But with the other, they loved their newspaper, so inserts work best.” Building-Products.com

Thus, Ryan and his team have been able to corral almost 75% of Brookings’ building material business. So, why not aim to duplicate that score in yet a third, underserved, market? In Port Orford, 30 miles south of Gold Beach, Ryan surveyed acre after flat and dusty acre of under-developed land. Rather than weeds, he saw an opportunity. His customer surveys showed that people left Port Orford to shop for many of their home-improvement needs. So, when he spotted a ho-hum hardware store in town, he phoned the owner, who jumped at the chance to exit: “Give me an offer! Anything!” After another whirlwind remodel, the store opened in June 2014. Already sales are up 40%, in part by heeding a customer survey that begged for new departments, from sporting goods and L&G to clothing and farm & ranch. Meantime (he never sleeps, right?), Ryan had spotted another cherry just begging to be picked. He’d heard incredible things about a certain lady who managed a Fastenal store in Brookings. “I was looking for an outside salesperson. I’d never met her, but I just called and we set up a breakfast meeting; she had no clue why. I opened with, ‘I’d like to hire you,’ and—frustrated with her present position—she signed on. She now runs our new InCom department, selling to industrial and commercial clients. InCom developed by accident, but in just a few months, she’d sold $600,000.”(Oh, and Ryan also launched a buying group among colleagues to negotiate better rebates with manufacturers.) Much of Ryan’s success may be based on his keen awareness that he doesn’t know it all and has no playbook to follow. He listens, he learns, he’s not afraid to make changes. “I wish this industry came with an instruction manual, but it doesn’t,” he jokes. Instead, he found a mentor. When he heard a savvy operations consultant speak at a roundtable, Ryan accosted him with “I want you to visit!” Well, the pro had heard that one before. So he came back with the proposition he presents to make sure an owner really, truly, was prepared to benefit from his thoughts. He instructed, “Write me a letter by tomorrow so I know you’re serious.” The ensuing three-day visit “changed my whole philosophy,” swears a born-again Ryan. “He dissected everything from employee relations to margins. Talking about margins was the most valuable five hours in this company’s history.” The biggest change, he says, was pricing: “It changed dramatically and gave me a whole new mentality. You know that little devil sitting on your shoulder saying ‘You can’t do that?’ Well, in reality, yes, you can! It’s not against the law to make money. A person walking in here has no clue what a certain item ‘should’ cost, as long as it’s in the ballpark. So in six months, we raised overall gross margins another 4%.” He pulls it in, but he also gives it back. While the rest of us are sleeping, Ryan eagerly takes on community projects. “I’ll never say no to an organization that helps kids.” What’s ahead? “I’m always looking for opportunities,” he says, so stay tuned. Time to slow down and smell the sawdust? “Hey,” he reminds a reporter, “I’m only 35!” Carla Waldemar cwaldemar@comcast.net October 2015

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OLSEN On Sales By James Olsen

Who cares?

the day in sales. Too many sellers are presenting product and letting the customer decide. This is not sales. Many underperforming sellers think the master seller is saying something magical that is getting them the business. It isn’t so. Some master sellers are smooth. But there are countless smooth salespeople that struggle. Some master sellers are charismatic. There are “charismatic” sellers. I know quite a few. They are naturally likeable. Hurray for them! I also know master sellers who are not charismatic, but they are committed to winning. I also know many likeable salespeople who produce at a very low level. Passion is the differentiator. Master sellers demonstrate and voice their desire for the business. They show that they want the order, all day, every day with every client. Do all customers buy from them? No, but more do buy from the desirous, passionate salesperson, whatever their strengths or weaknesses may be. ASSION RULES

Ice Cream Sundae

We have a certain tone coming into our calls. This is the small-talk-warm-up tone. When we get to the offer, the business part of the call, we change our tone. We make it sound like we are offering our customer an ice cream sundae. We don’t have to go clownishly crazy; we just smile a bit more and pick up the excitement in our voice while we are talking about our great offer. This excitement will transfer to our customer and make them want to say yes to us and make it difficult for them to say no to us.

Why Not Show Desire?

Why are salespeople reluctant to show—and voice— their desire? Because they: • Don’t want to be or sound pushy. • Don’t want to be or sound cheesy. • Don’t want to be or sound insincere. (“You’re just saying that to get the order.”) • Are too shy. • Are too proud. Fear of being pushy, cheesy or insincere is unwarranted. Master sellers don’t have these negative thoughts. They are proud to be a salesperson and sell full steam ahead—with passion. In addition, customers are used to and expect this (passionate) treatment. If we don’t show our desire, they feel cheated! If we are naturally shy we need to get over it. If we are too proud to ask—many “Too Proud” sellers think of asking as begging—we need to get over ourselves. We are not begging. We are bringing value and asking for the business

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in return. We want to be easy to say yes to. We listen to our customers. We are on time with good product and information. We bring them good values. We also want to be hard to say no to. This we do by showing that we are desirous of the business.

How to Show Desire

#1: Ask for the business! #2: With emotion in our voice.

Product Presentation (not a sales call!): “Good morning, Sherry. I’ve got a 2x4 16’ from XYZ. It’s shipping in two weeks and gets into you at $395. Whaddya think?” Whaddya think? is not a close. It does not demand a yes or no answer. (Desirous) Sales Call Us: “Good morning, Sally. I’ve got something I know you’re going to love. We’ve been looking for a 2x4 16’ out of a good mill, with a good price. I’ve got us covered! We bought three cars. How many can you use?” Sally: “What’s the price?” Us: “That’s the good part. But before I give you the price, if we agree it’s great, which we will, how many can you use?” Sally:“Two, now what’s the price?” Us: “We can steal these at $350 delivered; what are your order numbers?” Sally:“$350? You’ve got to be kidding!” (What else was she going to say?) Us: “Sally, $350 is the best price going for straight 16’s. You love 16’s. You always need them. Heck, you probably already have these sold or will have before they hit. Are you sure you don’t want all three? What are your order numbers?” Master sellers are (passionately) prepared for objections. They overcome objections and continue to ask for the business. This happens on every call, with every customer, until eventually our customers begin to expect this treatment and respond by giving us their business. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

EVANGELIST Marketing By Alex Goldfayn

The power of customer insights

OMETIMES PEOPLE tell me that revenue growth cannot be as easy as I teach it to be. Here’s the good news: It is precisely as easy as I say. I’ve implemented this approach for dozens of clients, from the publicly traded, to the multi-generational family business, to startups. If you want to grow your company’s revenues, start by talking to your customers to understand how they think, feel, and what they say about your work. Why talk to customers proactively? Because most of us only hear from customers when they’re unhappy. Because we are so stuck in the day-to-day minutia muck of our work that we lose sight of just how positively our clients perceive us. Because when we’re racing from one fire to the next, we are reacting, dodging and running our business from moment to moment. We are the opposite of planful. Once they start gathering qualitative insights from their customers, my clients realize almost immediately that they —the companies’ owners and high level corporate executives—communicate more negatively about their products and services than their customers do. Once we start talking with customers, we are extracted from the mud of details we trudge through daily. We begin to market better, more and faster. We take more action, which is possibly the single most important rate-determining step in growing your business. We are building relationships. We are obtaining our very marketing messaging. When we engage in this free, easy and fast process of gathering the thinking of our customers, our business grows. So, how easy is it, really? It’s this easy: Schedule a 15minute conversation with one of your customers. Tell them you’re trying to improve your work, and the value that you provide them. Tell them also that you are trying to improve the way you talk about work. When the conversation starts, ask them some of the following questions: • What do you like best about doing business with us? • Why have you stayed with us for as long as you have? • How would you describe our work to your peers and colleagues, to make them say, “Wow, I need to work with that company?” • What are the first three emotional words you think of when you work with us? • How much money have you made (or saved) as a result of our work? You don’t move from one question to the next. Rather, be in the moment and listen closely to what the customer says. Then ask “why?” a lot.

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So, if she says “It lets me focus on my work and not worry about my forms (or checks, envelopes, promotional products, apparel, etc.),” I would reply: “That’s interesting, how does that play out?” Or “Why is that important to you?” Get at the emotion: “How does this improve your work?” She may reply: “I get more done in a day,” or “It makes me look good in front of my boss.” Then, bring it back together: “So, are you saying working with us makes you more productive?” Try to quantify things. Don’t simply accept that time savings are a benefit of your work, but try to get at how much time has been saved—and how much this freed time is worth. What you’re doing here has myriad benefits: • You are uncovering your marketing messaging. There is nothing you can say about your work that is as powerful as what your customers say. If it comes from you, it’s marketing. If it comes from customers, it’s the truth. • You are gathering testimonials, which, with permission, can be used in all of your materials. • You are, possibly for the first time in a long time, seeing the big picture, working on your business rather than in it. • You are improving your mindset. • You are becoming more positive about your work, company and employees. • And if you let your staff hear the recordings of your conversations, and see the testimonials—customers speaking in glowing terms about their work—you will dramatically improve your people’s performance. What’s the downside? It’s fast, free and, yes, incredibly easy. – Alex Goldfayn is CEO of revenue growth consulting firm Evangelist Marketing Institute and author of the The Revenue Growth Habit: The Simple Art of Growing Your Business by 15% in 15 Minutes a Day. Visit www.evangelistmktg.com. Alex Goldfayn CEO, Evangelist Marketing Institute

Building-Products.com

Roseburg Closes MDF Deal

Roseburg Forest Products Co., Roseburg, Or., has completed its purchase of the SierraPine MDF facility in Medford, Or. After the deal closed Sept. 11, Roseburg opened a sales office in Rocklin, Ca., to house the transitioning MDF sales organization, which includes several individuals from SierraPine. David Smith is serving as MDF business manager, reporting to Jim Buffington, business director for

Roseburg’s composite panel business. Regional sales and business managers Chuck Jessup, Stewart Laney, Jamie Shull, and Sergio Jimenez have been retained in their current roles, along with truck/transportation manager Theresa Garmon.

Fire Strikes Oregon Yard

Island Cedar, Harrisburg, Or., suffered up to $200,000 in damages in a fire just after midnight Sept. 10. Among the losses were equipment, trim saws, a sawdust storage contain-

er, and voluminous cedar inventory. Indar Bhan, owner since 2005, estimated the damage would set the milling and wholesaling business back about four weeks.

SUPPLIER Briefs Tricon Timber LLC temporarily cut back to a single shift at its St. Regis, Mt., stud mill, starting Sept. 28, resulting in 90 employees laid off. Sun Mountain Lumber, Deer Lodge, Mt., eliminated the night shift at its sawmill, planer and fingerjointing operations due to low lumber prices. Nearly 50 workers were laid off. Timber Products Co ., Springfield, Or., has agreed to purchase SierraPine Ltd.’s particleboard mill in Martell, Ca. After the deal closes, expected later this month, TP will operate the facility as Ampine , a division of Timber Products. Silver City Timber has reopened its sales office in Deer Park, Wa. Rick Kitch, ex-Tri-Pro Forest Products, is back as sales mgr. Woodgrain Millwork , Fruitland, Id., will open a new distribution center in Baltimore, Md., to supply mouldings, doors and windows to 300 retailers on the East Coast. Plum Creek Timber Co. , Seattle, Wa., has completed the sale of 98,000 acres of timberlands in west-central Florida to Hancock Timber Resource Group for roughly $120 million. BlueLinx this fall will begin distributing Easoon LLC’s dasso.XTR fused bamboo decking in select U.S. markets. Canfor Corp., Vancouver, B.C., has agreed to purchase Anthony Forest Products Co., El Dorado, Ar., including five Southern mills and joint ownership of a Canadian I-joist facility. The deal is set to close in fourth quarter 2015. Deceuninck North America

was recertified for recycled content and closed loop products for the fourth year by GreenCircle Certified, LLC.

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Building-Products.com

Nu Forest Closer to Move

Nu Forest Products has submitted an application to the city council to annex the 26 acres of land it owns in Cloverdale, Ca., so it can relocate from its longtime home in Healdsburg, Ca. The company has long hoped for more room for its wholesale and milling operations beyond its eight leased acres in downtown Healdsburg. It began laying the groundwork to move a decade ago, but postponed plans due to the recession. More space will allow Nu to set up a more efficient production line and warehousing, with room to expand. Its workforce should grow to 80 from the current 70. Once the annexation is approved, Nu must build a covered shed for its saws and equip it with power. If all goes well, the move could be complete within two years.

DR Johnson Revs Up for CLTs

D.R. Johnson, Riddle, Or., has received the first U.S. certification to manufacture cross-laminated timbers (CLT) under a new standard approved last year by the American National Standards Institute.

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The CLT panels were tested and certified by the APA, clearing the way for the company to market its 3-lam, 5-lam, and 7-lam panels. “Our company has historically embraced opportunities presented by new technology and markets,” said Valerie Johnson, president of D.R. Johnson. “We are now ready to manufacture high quality mass timber components—both CLT panels and glulam beams—to advance the revival of building with the world’s most environmentally sound product: wood.” CLT is made by bonding together perpendicular layers of dimensional lumber, such as 2x4s, to create panels used for walls, floors and roofs. The panels can be up to 13 ft. wide, 65 ft. long, and 15 inches thick. D.R. Johnson is either under contract or in design conversations with over a dozen projects along the West Coast, according to Valerie Johnson. The company is producing 24-ft.long panels that will be used at four construction projects in Oregon, including at Western Oregon University and the Albina Yard project in northwest Portland, representing nearly a half-million sq. ft. of CLT panels that may require adding an additional

October 2015

shift for workers in Riddle. The company is also installing a Hundegger 5-axis CNC computeraided panel fabricabor, to be operational in the first quarter of 2016, to provide the ability to precisely customize each CLT panel.

dEALER Briefs Parr Lumber has remodeled its store in Albany, Or., adding 1,200 sq. ft. of retail space. Tractor Supply is opening a 26,000-sq. ft. hardware store early this month in Pocatello, Id. A suspect has pleaded not guilty to setting fire to Habitat for Humanity’s ReStore in Helena, Mt. The July 16 blaze caused more than $1,500 in damages. Annniversaries: Johnson Hardware , Sidney, Mt., 100th … Bear Forest Products, Riverside, Ca., 30th … Yuma Lumber Co., Yuma,

Az., 20th.

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Working for you.

Dave Lowry Plant Manager, 20 yrs.

Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115

Lumber

Softwood Plywood |

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VISIT US AT NAWLA 2015 BOOTH #320

THINKING Ahead By Anthony Muck and Andrew Ryba, DMSi Software

Defining your pricing strategy

HERE ARE MANY aspects involved in developing a strong pricing strategy. In addition to considering the cost to serve your customers, you have to determine which products you’re going to sell, who will purchase those products and how to gain more customers—all while remaining profitable at the same time. Here is where pricing optimization can come in. Price optimization is mathematical analysis that calculates how demand varies at different price levels, then combines that data with information on costs and inventory levels to recommend prices that will improve profits, according to management consulting firm Bain & Company. Companies in the building materials industry should use a pricing optimization model because it is important to identify unnecessary overhead costs, maximize mar-

Registration Coming Soon for 2016 Leadership Summit

Want to hear more from industry-leading wholesalers and manufacturers about how they buy and sell lumber and related products? Join them at NAWLA’s 2016 Leadership Summit: Where Industry Decision Makers Grow, March 13-15, at the Westin Mission Hills in Palm Springs, Ca. The event brings together mid-level managers and executives from across the forest products industry to discuss top-of-mind business topics and solutions for driving revenue growth and streamlining operations. Online registration and additional details will be available in late October at www.nawla.org.

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gins based on relationships between item and customer, and evaluate your current processes. In order to achieve your highest level of profitability, understanding how all aspects of your business impact profitability is important, and a pricing optimization engagement can help achieve this. Even though the end goal is to provide a specific item price to a specific customer, simply going through the exercise of pricing optimization will help to clear the fog around existing practices. But where do you start? One of the strategic factors to consider is the “cost to serve” specific to your customers. According to Logistics Management, cost to serve is the analysis and quantification of all the activities and costs incurred to fulfill customer demand for a product through the end-to-end supply chain. Understanding what it takes to service a customer and being able to compare that to your business model and other comparable customers can provide a lot of insight for your business. By completing this analysis,

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A Special Series from North American Wholesale Lumber Association

Resources

• “Pricing Optimization: Striking the Right Balance for Margin Advantage” by Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao • “Customer Stratification: Best Practices for Boosting Profitability” by F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran • “Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line” by F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

you learn more about your key accounts and your overall business value. It also helps you make decisions based on data—decisions that could assist in identifying potential areas to improve profitability for a certain customer or even learn where you can right-size others. Once you identify the cost to serve, think about what can be done internally to reduce it. This will allow you to beat competition during the quote process, while still maintaining your margins. When you think about pricing decisions, costs should not be excluded. This is an area business owners may not always consider when developing a pricing strategy, but it is important in pinpointing possible cost-savings, especially in parts of the business such as operations. Aside from the cost to serve, another factor to consider is the customer and item relationship. It is important to know which products are important to your customers. Too often, customers are lumped into a “level” price for all items. In order to achieve an optimized price, you should look at charging more for that customer’s “D” items and staying competitive on the “A” items. Customer stratification can help you determine exactly this. It helps answer the crucial questions that give you a more in-depth understanding of your customers. According to NAW Institute, customer stratification not only measures the cost to serve a customer, but it also details how much business a customer does with a company (sales), how profitable that customer is and how loyal they are. Research study Customer Stratification: Best Practices for Boosting Profitability focuses on these four key dimensions of customer stratification as best practices for wholesaler-distributors:

Building-Products.com

• Buying power • Customer loyalty • Profitability • Cost to serve While pricing optimization and stratification as a topic isn’t all that new (Texas A&M has been researching this for many years in its Industrial Distribution Program), it is relatively new to this industry. Being in the building products industry, cutting-edge technology and analytics that come along with it aren’t adopted as quickly as other industries. While this is true, I have seen an increase in interest and discussion in this area. Our customers are looking to see how this practice could help them improve their business. At the end of the day, the best way to develop a pricing strategy is to start with an open mind. Be open to new ideas and approaches—after all you are going through this exercise for a reason! Initially, this should not be a “set up and pull the trigger” approach to pricing. Start this process knowing that discussions and revisions will need to be made. I have seen people suggest that optimization systems can give you prices automatically with little effort and input. A software application can certainly take a variety of formulas and factors, chew on some data and spit out a price. However, I don’t think this is the best way to tackle the pricing strategy discussion. This should be a process or exercise in evaluating the relationships, processes and factors that are important to your business. Then setting a framework around those factors and implementing based on the framework is how you define a pricing strategy. – Anthony Muck is manager of customer support and Andrew Ryba project manager at DMSi Software, Omaha, Ne.

About NAWLA

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

October 2015

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The Merchant Magazine

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MOVERS & Shakers Bill Butner, ex-Allied Building Products, has been named sales mgr. of Cascade Capital, Tacoma, Wa. Jason Kelly, ex-ProBuild, is new to sales at Capital’s branch in Salt Lake City, Ut., specializing in Douglas fir timbers, wood sidings, and specialty building materials. Mike Rouch has been promoted to mgr. of Stock Building Supply, Northridge, Ca. Garth Madsen, ex-Discount Lumber, is new to outside sales with Stock in Park City, Ut. George Judd, ex-BlueLinx, has been named CEO of PrimeSource Building Products, Dallas, Tx., replacing Platinum Equity’s Bryan Kelln, who had been interim head since the equity group purchased PrimeSource from ITOCHU Corp. five months ago. Bill Scheffler is retiring from Uresco Construction Material after 49 years in the LBM industry. He has spent the last 29 years as sales mgr., overseeing Uresco branches in Kent, Wa., and Anchorage and

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The Merchant Magazine

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Fairbanks, Ak. Jason Hopkins has been named branch mgr. for Pioneer Builders Supply, Tacoma, Wa. Rick Friesen has been appointed VP of sales at Western Builders Supply, Billings, Mt. Linda M. Breard, CFO, Quantum Corp., has been elected to the board of diretors of Potlatch Corp., Spokane, Wa. David Foster is a new Northern California/San Francisco Bay area architectural with B.C.-based Dynamic Architectural Windows & Doors. Amy Brown, ex-ProBuild, is now director of learning & development for US LBM Holdings. Parke Young is now a Northern California regional sales rep for Jeld-Wen. Sarah Duchi is new to outside sales with ABC Supply, Santa Ana, Ca. Anthony Florez has transferred from Monument, Co., to manage Home Depot’s Highlands Ranch, Co., store.

October 2015

Mike Peterson, ex-Sonoran Roofing, has joined Boral Roofing, as territory mgr. in Folsom, Ca. Darwin Alberts is now production mgr. at Lane Forest Products, Eugene, Or. Dan Bohannon, president, Bohannon Lumber, Orange, Ca., teamed with his partner, Brian Cheney, to win the National Grasscourts Championship at the 125-year-old Seabright Lawn Tennis & Cricket Club in Rumson, N.J. They won the doubles championship in the 65 and over division and are now ranked #1 in the country. Jean Henning, West Coast Lumber & Building Material Association, Folsom, Ca., is celebrating her 20th anniversary in the industry, with WCLBMA and its predecessors, LACN and LMA. Lynn O. Liam has joined the flooring department at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

The

MERCHANT

Magazine

THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

2015

Traders Market Preview Your Guide to the Annual NAWLA Traders Market

Meet the Exhibitors

Who’s at the Show

What’s at the Show

LA W NA y d b 4-6 x. e r . so Nov as, T n o ll a Sp D

Welcome to the annual NAWLA Traders Market Dear Traders Market Attendees: I am excited to join everyone at the 2015 Traders Market here in beautiful Dallas, Tx. This year has ushered in some big changes, from the creation of our mobile app to help you navigate the event and the city to schedule updates made to maximize your networking opportunities. Our Traders Market committee has carefully considered and enhanced every aspect of your 2015 experience. Stepping on the tradeshow floor, you’ll find it packed with 250 industry-leading manufacturers and wholesalers of forest products. Maintaining our successful “sellers in the booths and buyers in the aisles” formula, the next two days will be full of opportunities to grow relationships, discover new trends and technologies, and find solutions to common challenges. You may even find yourself closing a sale or two! Off of the tradeshow floor, our keynote speaker, Connie Podesta, and educational session with Jim Pancero will have you motivated and ready to sell. Additionally, our Learning Lounges can help you gain knowledge on hot topics such as how to become a sales leader and hiring the next generation. Don’t forget to take advantage of our shuttle service this Thursday, or hop on the McKinney Avenue Trolley, to truly discover Dallas. Take this time away from the tradeshow floor to further foster your relationships at one of Dallas’s many great restaurants, or kick back and savor all that Dallas has to offer. I hope you enjoy all that this year’s Traders Market has to offer, and leave with new connections and expanded business opportunities. Happy trading! Kip Fotheringham NAWLA 2015 Traders Market Committee Chairman

What’s at the Show

Schedule of Events

NAWLA 2015 Officers Scott Elston (Chairman) Forest City Trading Group Jim McGinnis (1st Vice Chairman) The McGinnis Lumber Co. Bill Adams (2nd Vice Chairman) Cedar Creek John Stockhausen (Secretary/Treasurer) Snavely Forest Products Rick Ekstein (Immediate Past Chairman) Weston Forest Products

2015 Traders Market Committee Kip Fotheringham (Chair) Hampton Affiliates Aaron Sulzer Sierra Pacific Industries Barry Schneider Bear Forest Products Brandon Desyatnik Weston Forest Products Clark Spitzer Snavely Forest Products Dave Hutson UFP Purchasing, Inc. Jim McGinnis The McGinnis Lumber Co. Lori Byrd RoyOMartin Mauricio Bravo Weston Wood Solutions Mike Thelen Welco Rob Latham Tri-State Forest Products Steve Killgore Roseburg Forest Products

NAWLA Staff

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NAWLA Traders Market Preview

Thursday, Nov. 5 8 a.m.-6:30 p.m. – Registration Open (Trinity Foyer) 7-11 a.m. – Exhibitor Set-up 9:30-11 a.m. – Educational Session: “You Can Always Sell More—Are You Good Enough to Get Better?” featuring speaker Jim Pancero (Coronado Ballroom) 11:30 a.m.-1 p.m. – Grand Opening Luncheon: “Leadership… Like You’ve Never Heard It Before!” featuring keynote speaker Connie Podesta (Trinity Ballroom)

1:15-5:30 p.m. – Tradeshow Open (Trinity Exhibit Hall) 3-4:30 p.m. – Learning Lounge: “How to Be More than Just Another Sales Manager—How to Become a Sales Leader” featuring Jim Pancero (Networking Central, on the Tradeshow Floor)

Membership and Operations Marc Saracco Executive Director Ben Barclay Manager Elizabeth Connor Senior Associate Maria Frigo Associate Event Services – Convention and Tradeshow Pat Dwyer Senior Manager Sara Haukap Manager Sarah Madonia Senior Associate Brooke Beissel Senior Associate Kerri Czopek Associate Event Services – Registration Erin DeFouw Coordinator Diane Postel Senior Associate Marketing and Communications Vickie Crews-Anderson Senior Manager Danielle Lambert Coordinator Sara Willinger Associate Education Services Chris Ballman Director Nurul Ishak Coordinator Accounting Jen Buzalski Senior Manager Andrew Martinez Senior Client Accountant Sales Services David Perez-Hernandez Sales Coordinator Andrew Werfelmann Sales Coordinator

Wednesday, Nov. 4, 2015 8 a.m.-12 p.m. – Board of Directors Meeting 10 a.m.-5 p.m. – Exhibitor Set-up 12-6:30 p.m. – Registration Open 1-3 p.m. – Committee Meetings 3:30-3:45 p.m. – Wood Masters Concludes 3:30-5 p.m. – 10 Group Meetings 5:30-7 p.m. – Networking Reception (Trinity Ballroom) After 7 p.m. – Committee Dinners (Invitation Only)

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October 2015

5:30-7 p.m. – Networking Reception 7 p.m. – Complimentary Shuttles to Uptown/West Village Restaurants Friday, Nov. 6 8:30-11:30 a.m. – Registration Open (Trinity Foyer) 9 a.m.-1 p.m. – Tradeshow Open (Trinity Exhibit Hall) 10-10:40 a.m. – Learning Lounge: “Hiring the Next Generation” featuring Chris Knowles, Oregon State University, and Chris Ballman, NAWLA (Networking Central, on the Tradeshow Floor)

11:30 a.m.-1 p.m. – Lunch (Trinity Exhibit Hall) 1-6 p.m. – Exhbitor Move-out

Building-Products.com

Learning opportunities at the Traders Market T

his year’s Traders Market will offer a wider range of educational opportunities, to help attendees improve their sales, hiring, management and leadership skills. • Learning Lounge: “How To Be More Than Just Another Sales Manager—How to Become A Sales Leader” (Thursday, Nov. 5, 3–3:40 p.m. in Networking Central) Jim Pancero helps you discover the latest and most effective sales leadership principals being implemented today. You will learn the key language and focus you can apply to your sales team that will move you from a “Transactional Manager” to more of a “Selling Process Leader.” A downloadable version of your program workbook and action guide will be provided to all attendees. • Learning Lounge: “Hiring the Next Generation” (Friday, Nov. 6, 10–10:40 a.m. in Networking Central) Gain insight into generational hiring aspects from NAWLA education director Chris Ballman and participate in a moderated conversation with Chris Knowles, instructor of Wood Basics. • Keynote Address: “Leadership… Like You’ve Never Heard It Before!: The Power of Accountability, Empowerment & Ownership” (Thursday, Nov. 5, 11:30 a.m.–1 p.m. in the Trinity Ballroom) In a perfect world all employees would be: high achieving, self-motivated, engaging, team players who see the big picture and always strive to do their best to get the job done on time without complaining. In the real world many employees: simply “meet expectations,” lack initiative, bring their personal life to work, stress over every change and whine about having to WORK….on the job! “Enough!” says human behavior and leadership development expert Connie Podesta, who has empowered thousands of leaders worldwide with the attitudes, mindsets and strategies necessary to create a team that’s willing, able and excited to get the job done THE RIGHT WAY!

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October 2015

With her signature blend of comedy and “tell-it-like-itis” delivery, Connie takes you inside the minds of even your most difficult employees so you can turn negative attitudes into positive, entitlement into accountability, complacency into productivity, complaining into solutions and “that’s not my job” into ownership. Isn’t it time to learn how to change even your worst nightmare into your star performer (or send them to your competitor as a new hire?) Now there’s an idea! • “You Can Always Sell More—Are You Good Enough to Get Better?” (Thursday, Nov. 5, 9:30-11 a.m. in the Coronado Ballroom) How have you, as an experienced sales professional enhanced your selling skills over the last few years? Most salespeople have changed little. Just being a good salesperson is no longer enough. The most critical issue today is “Are You Good Enough To Get Better?” The marketplace has changed. Customers are less loyal, more demanding, and more price sensitive. Your competitors are effective selling professionals with a solid set of existing customers, offering proven products at a competitive price. Your ability to win competitively in this intensive market will be based on your capability to understand the role branding plays in selling today, and how you can directly impact and strengthen your company’s brand. This informationintensive sales presentation will help you understand how to communicate a more competitive message of value and uniqueness. In Section I, Jim Pancero presents an overview of advanced selling, covering the four most critical “selling best practices.” In Section II, he’ll hone in on increasing your competitive advantage by communicating a stronger philosophy/positioning within your markets. Topics will include not focusing on price, selling your products vs. selling your brand, using the “four core values” on a daily basis to increase your competitive advantage, and communicating your message of uniqueness and value. Building-Products.com

Diacon Booth number 443

Navigate the Traders Market with Mobile App NAWLA has introduced a new mobile app to help you navigate the 2015 Traders Market. You can use it to find fellow attendees, view exhibitor details, see the schedule and navigate Dallas! It is available via the iTunes, Google Play and Blackberry app markets. Search “Traders 15” and download it now or learn more at nawla.org/tradersmarket.

Strengthen Your Networking, Selling Skills at Wood Masters Immediately preceding this year’s Traders Market in Dallas, NAWLA is offering Wood Masters, an innovative course that combines case studies, presentations and panel discussions to build your networking an selling skills. If you’re already going to Dallas, consider coming a day early for this new educational opportunity, taking place Nov. 3-4, 2015, at the Hilton Anatole. The two-day program will focus on advanced selling and negotiation skills to instruct attendees about enhancing assertive communication, identifying and eliminating flaws in their negotiation profiles, and increasing the efficiency of their prospecting and time management efforts. The agenda features sessions like “Advanced Negotiation Skills” and “Advanced

Selling Skills,” which will focus on the nuances of conducting business in the lumber industry, from developing a prospecting guide to sharpening phone and email communications. Wood Masters will also feature a panel discussion session with lumber professionals, industry experts, and professors Chris Knowles from Oregon State University and P. David Jones from Mississippi State University. NAWLA encourages sales professionals, traders, and other lumber professionals with three or more years of experience to attend this course to maximize their development opportunities. You can check availability or register online through the NAWLA website, www.nawla.org.

2016 NAWLA Events Regional Meetings Providence, R.I. – Feb. 9, 2016 Portland, Or. – Feb. 2016* Vancouver, British Columbia – April 21, 2016 Toronto/Mississauga, Ontario – May 2016* Birmingham, Al. – May 12, 2016 *Dates subject to change

Wood Basics Mississippi State University – Feb. 28 – March 3, 2016 2016 Leadership Summit Palm Springs, Ca. – March 13-16 2016 Traders Market Las Vegas, Nv. – Oct. 26-28, 2016

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October 2015

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Diacon Booth number 443

Destinations in Dallas A

ble to set aside a few spare hours before, during or after the NAWLA Traders Market? Dallas will keep you busy. The Hilton Anatole is within the Dallas Design District, which means it’s just a minute or two away from restaurants like the Community Beer Company, Rodeo Goat, and Meddlesome Moth. It’s also six minutes from Uptown, home to more than

60 restaurants and pubs along the McKinney Avenue Trolley. Also only six minutes away from the hotel is Trinity Groves, a new 15-acre restaurant, retail and entertainment complex in West Dallas. Fifteen restaurants and breweries are housed in this development, with additional choices coming soon. With shared outdoor patio areas, this is a venue that’s still enjoyable in Dallas in the fall.

5 Things to Do in Dallas 3 Head over to the Dallas Public Library to view one of the original copies of the Declaration of Independence.

4 Take advantage of the great weather and enjoy Klyde Warren Park, a brand new Dallas park that borders the Dallas Arts District

5 Wander around the Dallas Arts District, the largest

urban arts district in the U.S.! Enjoy the sculptures and outdoor art while munching on food from one of the nearby food trucks.

Transportation in Dallas

1 Take a ride in the McKinney Avenue Trolley and take

advantage of some of the new restaurants that are along the trolley stops.

2 Learn more about U.S. History at either the George W. Bush Presidential Library or The Sixth Floor Museum.

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Complimentary shuttle service from the Hilton Anatole to the following off-site locations will be provided between 7 p.m. and 10:30 p.m. Thursday Nov. 5: • Trinity Groves • Casa Rubia • Uptown/West Village • Trulucks • Del Frisco’s Grille • Mi Cocina

Building-Products.com

Who’s at the Show

2015 NAWLA Traders Market

Exhibitor List (As of 9-11-2015)

ACCSYS TECHNOLOGIES/ACCOYA [169] (972) 233-6565; laura.ladd@accsysplc. com; www.accoya.com. ADVANTAGE LUMBER CO. [410] Advantage Lumber Co. was established in 1999 specializing in supplying remanufactured lumber products, including an LVL Dry Kiln Stick. (337) 662-3657; advantagelumber@ yahoo.com; www.advantagelumberco. com. ANGLO AMERICAN CEDAR PRODUCTS [143] (800) 826-7185; peter@angloamericancedar.com; www.angloamericancedar. com. ANTE-HOLZ GMBH [453] A leading sawmill in Europe, with plants in Germany and Poland processing spruce and pine, gradestamped in #2 or better, by WCLIB. Main products: dimension lumber, studs, fingerjointed products, glulam and treated wood. +49-2984-308-105; npo@ante-holz.de; www.ante-holz.de. ANTHONY FOREST PRODUCTS CO. [342] Integrated forest products business begun in 1916, Anthony operates a SYP lumber mill in Urbana, Ar., and glulam plants in El Dorado, Ar., and Washington, Ga. Anthony Forest Products Co. and EACOM Timber Corp. of Montreal jointly own and operate an I-joist manufacturing plant in Sault Ste. Marie, Ontario. (870) 864-8705; dallen@anthonyforest. com; www.anthonyforest.com.

ARAUCO [433] The industry’s most comprehensive selection of MDF, high-density fiberboard, particleboard and hardboard, as

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NAWLA Traders Market Preview

well as premium plywood, millwork, lumber and wood pulp. Particleboard, MDF and HDF panels can be upgraded with finishes from our PrismTFL collection comprised of exclusive designs with edge, HPL, moulding and 3DL coordinates. (770) 350-1634; customer.service@ arauco-na.com; www.arauco-na.com. ARCH WOOD PROTECTION [141] Arch Wood Protection manufactures wood treating chemicals, licenses production of reliable treated wood brands including Wolmanized Outdoor wood and Dricon FRTW. Arch developed AntiBlu line of wood protection products. (678)627-2000; info@wolmanizedwood.com; www.wolmanizedwood.com. ARMADILLO DECK [149] Armadillo is a new capped product from Master Mark Plastics and is available in seven rich, vibrant colors. It is fully wrapped in a polyethylene coating and is wood grained on both sides; this new technology resists fading, weathering, stains, mold and mildew. (320) 845-2111; kelli.bergen@mastermark.com; www.armadillodeck.com. ARROW RELOAD SYSTEMS [251] With operations throughout Canada and the U.S., Arrow Reload Systems provides trucking, rail car, and container reloading for building materials and other products. Value-added services include repackaging of units and trim saw operations. (250) 374-3831; pkrakowski@arrow.ca; www.arrowreload.com. ASIA BUILDING MATERIALS [380] Wood products supplier to the U.S. wholesale lumber and millwork distribution market, specialzing in paulownia, western red cedar, and poplar. (843) 235-0531; jerryabm@roadrunner. com; www.asiabm.com.

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October 2015

AURA [372] Beautiful collection of premium decking, railing and deck tile products that are designed to offer the ultimate in low maintenance outdoor living. (905) 696-3011; mshisler@glinnov.com; www.auraoutdoorliving.com. BAMKING [455] Bamking is the world’s leading innovator in natural bamboo products offering the only pure bamboo deck, dock and porch flooring materials on the market. (214) 646-8868; info@bamkingusa.com; bamkingusa.com. BC WOOD [123] BC Wood is a not-for-profit trade association that supports B.C. wood product manufacturers. We bring innovative ideas and insight on how to strengthen the region’s wood culture. (604) 882-7100; rwalker@bcwood.com; wwww.bcwood.com. BELCO FOREST PRODUCTS [550] Innovative manufacturer and coatings professional, specializing in adding durability, stability and longevity to the greenest of building products—wood. Our ArmorCoat Wood Products are crafted for beauty and performance, and feature some of the top warranties in the industry. (360) 426-8900; belcosales@belcofp.com; www.belcofp.com.

BENJAMIN OBDYKE [135] Benjamin Obdyke’s roof and wall products improve the building envelope and the performance of other building materials for the new construction, repair and remodel markets. (215) 913-9324; bgriffith@obdyke.com; www.benjaminobdyke.com.

Building-Products.com

BENNETT LUMBER PRODUCTS [209] Charter Exhibitor Producing outstanding products from inland red cedar, Douglas fir, hem-fir, ponderosa pine, lodgepole pine, and Engelmann spruce. SFI certified and FSC chain-of-custody available. (208) 875-1321; jim@blpi.comxzas; www.blpi.com. BIEWER LUMBER [257] Biewer Lumber Sawmills lead the industry as the largest random length sawmills in the Midwest. With locations in McBain and Lake City, Mi., Prentice and Spencer, Wi., Biewer’s four sawmills produce more than 300 million bd. ft. annually. (800) 663-5862; lcolantuono@biewerlumber.com; biewerlumber.com. BINDERHOLZ DEUTSCHLAND GMBH [520] Binderholz offers dimension lumber, studs, boards, briquets, pellets, glulam, solid wood panels (1-, 3-, 5-ply) and BBS panels (CLT). +49-8456-7596-158; katja.kabisch@ binderholz.com; www.binderholz.com. BITTERROOT VALLEY FOREST PRODUCTS [314] (406) 523-4110; dennis@bvfpmontana. com; www.bvfpmontana.com.

BLG CARGO LOGISTICS GMBH [239] BLG Cargo Logistics, Bremen/Germany, provides logistic services to the American forest product industry. Since 2001 European lumber and panel products are exported regularly to the U.S. through our terminals. +49-421-398-2254; hkaupke@blg.de; www.cargologistics.blg.de.

BLUE BOOK SERVICES [235] Search Lumber Blue Book’s online database of over 19,000 lumber companies to create prospect lists. Set credit limits using industry-specific credit ratings and reports. (630) 668-3500: merickson@bluebookservices.com; www.lumberbluebook.com. BNSF RAILWAY [238] BNSF operates one of the largest railroad networks in North America, with 32,500 route miles covering 28 states and two Canadian provinces. (817) 867-6357; Michael.yuen@bnsf. com; www.bnsf.com. BOISE CASCADE WOOD PRODUCTS [220] Charter Exhibitor Boise Cascade manufactures engineered wood products, plywood, lumber, as well

as particleboard and distributes a broad line of building materials, including wood products manufactured by the company. (208) 384-6531; judyhaney@bc.com; www.bc.com. BOISE CASCADE GLULAM [354] Boise Cascade Engineered Wood Products manufacturing division produces glulam beams and laminated wood roof cecking. Substantial growth is proof of our continuing commitment to you, the customer. (208) 337-3134; amy@fillerking.com; www.bc.com/ewp. BOSCUS CANADA INC. [526] (514) 694-9805; reine@boscus.com; www.boscus.com. BPWOOD [325] Drawing on diverse global experience and a veteran team, BPWood brings powerful insights from first cut to final user, creating sustainable supply chains on the periphery of pure commodity markets. (250) 809-7517; dan@bpwood.com; www.bpwood.com.

BPD

Building Products Digest BUILDING PRODUCTS DIGEST [164] Building Products Digest is the lumber and building material industry’s premier publication in the South, Northeast and Midwest, providing news, trends and sales/marketing advice to the entire distribution chain. (714) 486-2735; padams@building-products.com; www.building-products.com.

BW CREATIVE RAILING SYSTEMS [113] All-in-one, engineer certified, self merchandising, railing kits are simple to sell, simple to inventory, simple to ship, and simple to install. Offered in powder-coated aluminum, mixed materials, glass, wood or any combination. Residential or multifamily or commercial. (800) 667-8247; sales@bwcreativerailings.com; www.bwcreativerailings.com. CABOT FACTORY FINISH [438] Cabot has been the leader in wood-care for over 130 years. With specialists in the factory finish field, we can satisfy all of your pre-finishing needs. (517) 402-0749; jwickham@valspar.com; www.cabotfactoryfinish.com. CALCULATED STRUCTURED DESIGNS [127] Powerful, efficient, flexible and scalable software for 3D structural design and layout (isPlanTM), single member design (isDesignTM), wall and tall wall modeling and design (isWallTM), material take off,

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and optimization including support for automated saws (isOptimizeTM), and project management. (403) 236-5275; snason@csdsoftware. com; www.csdsoftware.com. CALIPER [137] Caliper is a globally recognized talent management consulting firm that helps companies, both large and small, hire and develop top performers and transform their business. (609) 524-1200; info@calipercorp.com; www.calipercorp.com.

C&D LUMBER CO. [327] For 125 years, manufacturer of high quality Douglas fir, incense cedar, and Port Orford cedar products. Specializing in DF rough cut timbers in appearance and construction grades coupled with dimensional surfaced products allows us to be a one stop shop for all your lumber needs. All orders shipped via truck or rail. (541) 874-2241; cdinfo@cdlumber.com; www.cdlumber.com.

C&C RESOURCES [313] (250) 992-7471; wfenton@ccwoodproducts.com; www.ccwoodproducts.com.

CANFOR [421] Canfor, a leading integrated forest products company, offers a diversified product mix in addition to high-quality dimensional lumber from western Canada and the southern U.S. (604) 264-6285; frank.turnbull@canfor. com (SYP); (604) 661-5277; bob.smith@ canfor.com (SPF/DF); www.canfor.com. CAROLINA COLORTONES [256] Carolina Colortones, a leading prefinisher of exterior and interior wood, fiber cement and composite products, uses the unique Colortones process for consistent, high quality finishes. (800) 948.4349; guycampbell@carolinacolortones.com; carolinacolortones.com. CENTER-LINE TRAILERS [126] Center-Line Group is the leading curtain side trailer and curtain manufacturer in the U.S. Center-Line Trailers and Curtains has a full inventory of parts for all makes and models of curtain side trailers, one stop assists you in servicing your fleet. (800) 877-5533; rbenton@cntrline.net; www.center-linetrailers.com. CENTRAL CEDAR LTD. [225] (604) 533-3431; deck01@msn.com. CENTURY ALUMINUM DECK RAILINGS [264] Manufacturer and distributor of high quality powder coated aluminum deck railings for over 20 years. Pre-Packaged, bar coded, retail ready. (780) 916-5201; twhitehouse@cendekrailings.com; www.centuryrailings.com. CERSOSIMO LUMBER CO. [335] Manufacturer of quality kiln dried eastern white pine and Northern hardwoods, specializing in lumber of 1” though 16/4. Facilities include five sawmills with 50 million bd. ft. annual production; 5 million bd. ft. kiln capacity. (802) 254-4508; rsatterfield@cersosimo. com; www.cersosimolumber.com.

CMPC [250] Global producer of forest products doing business in North America for more than 20 years. CMPC USA, based in Atlanta, Ga., offers a wide range of wood products, such as M&B lumber, primed mouldings, Selex trimboards, Selex AC sanded plywood, and SelexBeaded Series, “Selex Rough Sawn Sidings.” (770) 551-2640; www.cmpc-usa.com

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C.M. TUCKER LUMBER CO. [224] Established in 1920, we are a southern pine sawmill, remanufacturing and pressure treating facility, offering Ecolife, CA-C, MCA, borates and Pyroguard interior fire retardant products. (843) 672-6135; elist@cmtuckerlumber. com; www.cmtuckerlumber.com. CP [274] Canadian Pacific is a transcontinental railway in Canada and the U.S. providing customers with competitive rail service and access to key markets in every corner of the globe. (877) 277-7283; www.cpr.ca.

COASTAL FOREST RESOURCES CO. [446] Coastal Forest Resources is committed to providing the best value in southern pine plywood. Manufacturing plants in Havana, Fl., and Chapman, Al., implement the latest quality control improvement programs so our panels will excel in appearance and performance. (850) 539-6432; dforbes@coastalplywood.com; www.coastalplywood.com. COLLINS [420] Charter Exhibitor Headquartered in Oregon and familyowned since 1855, Collins produces high quality wood products including, softwoods, hardwoods, millwork, pine particleboard, veneer logs, engineered wood siding, and trim. (800) 329-1219, ext. 5202; djohnson@ collinsco.com; www.collinswood.com. COLUMBIA CEDAR [364] Charter Exhibitor Western red cedar siding, trim and paneling specialist. Hand-graded for quality, packaged, and shipped with care to distributors nationwide. (509) 738-4711; todd@columbiacedar. com; www.columbiacedar.com. COMBILIFT USA [533] (877) 266-2456; carla.sheerin@combilift.com; www.combilift.com. CONIFEX TIMBER [253] Conifex produces 520 million bd. ft. of high quality SPF annually at its mills in Fort St. James and Mackenzie, B.C. (866) 301-2949; ryan.lepp@conifex.com; www.conifex.com. CONTECHEM INC. [326] (503) 283-3021; kip@contechem.com; www.contechem.com. DAKERYN INDUSTRIES LTD. [240] (604) 986-0323; brad_taylor@dakeryn. com; www.dakeryn.com.

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NAWLA Traders Market Preview

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DIACON TECHNOLOGIES LTD. [443] Diacon manufactures products for the inhibition of mold and iron stain on fresh cut green and KD hardwood and softwood lumber, including Mycostat, Diaplex Spray, and Smart Flow. (604) 271-8855; accounts@diacon.com; www.diacon.com. DIEBOLD LUMBER CO. [412] Custom reman and kiln drying facility that consistently provides and delivers a premium product for those who demand the best. (503) 669-8226; dave@dieboldlumber. com; www.dieboldlumber.com.

DIGGER SPECIALTIES [160] (574) 546-5999; lboyts@diggerspecialties.com; www.diggerspecialties.com DISDERO LUMBER [277] We operate a distribution facility in Clackamas, Or., for Douglas fir timbers and other specialty wood products; manufacture Lock-Deck laminated wood roof decking in Chehalis, Wa., and Warren, Ar., and do extensive remanufacturing of cedar in Hood River, Or. (503) 239-8888; gbrinck@disdero.com; www.disdero.com.

DMSI SOFTWARE [165] DMSi provides the leading ERP system to the LBM industry. Our Agility software

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NAWLA Traders Market Preview

manages every stage of the product cycle, from purchasing and receiving to remanufacturing and sales. (402) 330-0202, ext.159; rrediger@dmsi. com; www.dmsi.com.

pressing capability give our customers the flexibility to match panel sizes with end use. (541) 556-6822; marc@eagleplywood. com; www.eagleplywood.com.

DORRIS LUMBER & MOULDING CO. [254] (916) 452-7531; joshuatyler@dorrismoulding.com; www.dorrismoulding. com.

EAST TEXAS FOREST PRODUCTS [214] Manufacturer of fingerjointed SPF structural framing material. We ship products from Texas throughout the southeast United States. (800) 443-7883; etstuds@aol.com.

DUNKLEY LUMBER [229] We produce high quality western SPF and Douglas fir lumber and boards at our state-of-the-art mill. We couple our superior products with superior customer service in order to live up to our motto: “Quality in every dimension.” (250) 998-4415; gsawkins@dunkleylumber.com; www.dunkleylumber.com.

DURGIN & CROWELL LUMBER [332] Charter Exhibitor Durgin and Crowell is an eastern white pine sawmill in Springfield, N.H. Since its founding in 1976, we have grown to become one of New England’s largest manufacturers of kiln-dried eastern white pine lumber, annually producing up to 30 million bd. ft. We are Pine Passionate. (603) 763-2860; bmanning@durginandcrowell.com; www.durginandcrowell.com. EACOM TIMBER CORP. [461] (877) 243-2266; stephane.boileau@ eacom.ca; www.eacom.ca. EAGLE PLYWOOD SPECIALTIES [548] Our plywood mill is located in Harrisburg, Or., provides ithe most extensive selection of panel sizes and plywood products in the industry. Our advanced veneer processing technology and a 5’x12’

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October 2015

ECO CHEMICAL CO. [368] Eco Chemical produces innovative coatings for industrial markets. We are the leading supplier of wood stains to the pressure treating industry and other wood products manufacturers in western North America. (800) 677-7930; jim@ecochemical.com; www.ecochemical.com. ELK CREEK FOREST PRODUCTS [400] Wholesale distributor and remanufacturer of Douglas fir timbers. We inventory sizes from 1x4 through 18x24 with lengths up to 40’. (503) 474-4446; mike@elkcreekforest. com; www.elkcreekforest.com. EMPIRE LUMBER CO. [414] (509) 534-0266; larrys@feltsfield.com; www.empirelumber.com. ENDURIS [408] Manufactures Endeck capped cellular PVC code-approved decking, Enrail PVC code-approved IBC and IRC rail system, and Endwood capped cellular fencing with 30-year fade and stain warranty. (888) 329-7428; sanderson@enduris. com; www.enduris.com.

Building-Products.com

EPICOR SOFTWARE [175] End-to-end, industry-specific enterprise software solutions. (888) 463-4700; rcorona@epicor.com; www.epicor.com. EULER HERMES [347] Euler Hermes, a company of Allianz, is the world’s leading provider of trade credit insurance, helping companies trade with confidence at home and abroad. (410) 753-0786; mark.buscemi@eulerhermes.com; www.eulerhermes.com. FLEXPAK CORP. [268] Manufacturer of custom lumber covers and lumber wrap for use with pallets, siding, plastic lumber, etc. (541) 385-9444; sales@polycovers.com; www.polycovers.com

FLORIDA EAST COAST RAILWAY [155] Based in Jacksonville, Fl., FECR operates a 351-mile freight rail system along the east coast of Florida and provides end-toend intermodal and carload solutions. (904) 699-7800; john.lucas@fecrwy.com; www.fecrwy.com FOREST PRODUCTS DISTRIBUTORS [222] (605) 341-6500; ckorb@forpd.com; www.forpd.com. FRASERVIEW CEDAR PRODUCTS [448] Full-service western red cedar manufacturer in Surrey, B.C., supplying finish market-ready timbers, rough dimension, boards and decking, as well as patterns, sidings and fencing. (604) 590-3355; dgriffiths@fraserviewcedar.com; www.fraserviewcedar.com.

FRERES-LUMBER CO. [273] Industry leader in the production of high quality veneer for the manufacture of plywood and EWP. We also produce a variety of wood byproducts derived from our primary manufacturing processes, including small dimension lumber. (503) 859-2121; tyfreres@frereslumber. com; www.frereslumber.com. GEM FOREST PRODUCTS [351] Produces high quality studs with no prior selection in 8’ and 9’ lengths. Species is heavy Doug fir, white fir, and ESLP, with a small percentage of white wood. (406) 375-4281; cat@gemlumber.com; www.gemlumber.com. GILBERT SMITH FOREST PRODUCTS [139] WRC manufacturer offering small tight knot interior cedar products. (250) 672-9727; gsfp@gsfpcedar.com; www.gsfpcedar.com. GORMAN BROS. LUMBER [122] (800) 663-5087; ccook@gormanbros. com; www.gormanbros.com.

[337] HAIDA FOREST PRODUCTS Independent producer of WRC bevel sidings, Haida Skirl Wavy edge siding, VG S1S2E/S4S clear finish, paneling and outdoor wood products. Specializing in highly ML’s and hard-to-locate products, i.e., large size and long length timbers, 4x6 and wdr. 6x6 and 8x8 S4S clears. Now 65 years experience providing over 140 quality products. (604) 437-3434; rsandve@haidaforest. com; www.haidaforest.com. HAMPTON LUMBER SALES [350] Hampton Lumber Sales offers a wide variety of both commodity and specialty products in all western species including SPF, Doug fir, hem-fir and cedar for both domestic and global customers. (503) 297-7691; mikephillips@hamptonaffiliates.com; www.hamptonaffiliates.com HANCOCK LUMBER CO. [109] Since 1848, our commitment has been to our employees, customers and our eastern white pine products. Three facilities in Maine specialize in flexibility, consistency, customer-oriented products, tallies, patterns and packaging solutions to enhance our customer’s buying options. (207) 627-6113; mduprey@hancocklumber.com; www.hancocklumber.com. HEZE XINGLIN WOOD INDUSTRY CO. [542] Manufacturer of building materials, solid wood paulownia fingerjointed, edgeglued boards, beaded ceilings, moulding, and Chinese fir fencing. +86-1330-201-2898; xinglinwood@126. com; www.gaodengwood.com.

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NAWLA Traders Market Preview

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Building-Products.com

HOLZINDUSTRIE SCHWEIGHOFER [516] Wood products by Schweighofer are in great demand. With a present staff of more than 3,000 people at six production sites in Romania and Germany, Holzindustrie Schweighofer providessawmilling, blockboards and panel production. +43-585-68-6212; office@schweighofer. at; www.schweighofer.at.

HOOVER TREATED WOOD PRODUCTS [432] Since 1955, Hoover has been supplying a comprehensive portfolio of pressure-

impregnated kiln-dried lumber and plywood products for fire retardant and preservative applications. Hoover has five company-owned treating facilities, conveniently located to service a 100-plus member stocking distributor network across the U.S. and Canada. (800) 531-5558; sales@frtw.com; www. frtw.com. HY MARK WOOD PRODUCTS [259] Hy Mark Wood Products specializes in beautifully finished WRC siding, decking, boards, rough & S4S timbers in a wide variety of sizes and patterns. (877) 449-6275; dale@hymarkwood. com; www.hymarkwood.com.

IDAHO FOREST GROUP [150] Idaho Forest Group is a forward-thinking forest products company with traditional roots in the Northwest U.S. and strategic partnerships with the top building, retailers and manufacturers in the world. Based in Coeur d’Alene, Id., IFG has five high-tech production facilities throughout northern Idaho, with the capacity for nearly 1 billion bf. ft. per year. (208) 762-6630; ederen@idfg.com; www. idfg.com. IDAHO TIMBER [208] (208) 377-3000; dbadesheim@idahotimber.com; www.idahotimber.com. INDIANA RAIL ROAD CO. [334] Indiana Rail Road is a 500-mile regional railroad serving Indiana and Illinois with access to the Chicago and Louisville gateways. We offer transloading across our system including southern Indiana. (317) 262-5140; brian.jonaitis@inrd. com; www.inrd.com. INNO TECH LLC [115] InnoDec manufactures a complete line of bamboo composite decking. All of our products are eco-friendly, extremely durable, maintenance free, and easy to install. (913) 888-4646; mskilling@innodeckus. com; www.innodeckus.com. INTERFOR [243] Charter Exhibitor Interfor offers one of the most diverse lines on lumber products to customers around the world, with an annual capacity of 3 billion bd. ft. (360) 788-2200; info@interfor.com; www.interfor.com. INTERNATIONAL BEAMS [359, 361] IB takes pride in providing their customers with premium quality products and services. Our full range of EWP are manufactured to provide consistent, high performance floor and roof systems, manufacturing and testing their products to very high quality control standards. (844) 422-3267; sales@internationalbeams.com; www.internationalbeams. com. INTERWRAP INC. [339] (778) 945-2888; nbroome@interwrap. com; www.interwrap.com. INTL FCSTONE [417] A leader in the development of specialized financial services in commodities, securities, global payments, foreign exchange, and other markets. (800) 255-6381, ext. 13312; debm@ intlfcstone.com; www.intlfcstone.com.

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Building-Products.com

ISIS WOOD PRODUCT SOLUTIONS [524] Whether your company is a remanufacturer or a multi-mill lumber company having easier and quicker access to all your companies’ business data, in meaningful-to-you formats, could be your most valuable company managing tool. (604) 294-8703; tneal@isiswood.com; www.isiswood.com. JELD-WEN [333] MiraTEC Trim and Extira Panels resist moisture, rot and termites, are buildingcode listed and carry a 50-year warranty. (773) 844-8384; leahh@jeld-wen.com; miratectrim.com; extira.com. JH HUSCROFT LTD. [281] J.H. Huscroft has been a family owned and operated sawmill since 1927, and produces some of the highest quality boards and specialty wood products in North America. (250) 428 3713; schofer@jhhuscroft.com; www.jhhuscroft.com.

JORDAN LUMBER [547] State-of-the-art southern yellow pine sawmills and remanufacturing facilities in Mt. Gilead and Biscoe, N.C., and Barnesville, Ga. (910) 439-8152; rharris@jordanlumber. com; www.jordanlumber.com. KALESNIKOFF LUMBER CO. [138] Since 1939, Kalesnikoff has been producing fine-grain, high quality specialty softwood lumber products, offering over 1,000 different products from dimensional lumber to dimensional timbers, clears and commons. (250) 399-4211, ext. 249; sales@ kalesnikoff.com; www.kalesnikoff.com. KENORA FOREST PRODUCTS [121] Charter Exhibitor A division of Prendiville Industries, Kenora’s mill is currently undergoing a large expansion and will be back on the market selling January 2016. (204) 989-9846; bkorchinski@prendiville.com; www.kenoraforestproducts. com. KLAUSNER TRADING USA [213] Klausner Trading is the sole distributor of products produced by Klausner US and Europe sold in the Americas. KL1 located near Live Oak, Fl., and producing since fall 2014, and KL2, under construction near Enfield, N.C., and scheduled to be operating in early 2016, are both state-ofthe-art SYP sawmills. www.klausner-usa.com

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 # at the NAWLA Traders Market

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NAWLA Traders Market Preview

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KLENK HOLZ AG [439] +49-079-777-20; daniela.ehrmann@ klenk.de; www.klenk.com.

KOP-COAT WOOD PROTECTION PRODUCTS [112] TRU-CORE, Woodlife and “Solutions for Bright Lumber” programs for forest products and wood treatment provide the highest protection to wood products in North America. Patented technologies provide protection against termites, decay, mold, stain and weather damage. T RU CORE Process wood penetration technology is used to protect many products, such as I-joists, trim, fencing and railway ties. (360) 430-0419; (360) 609-6634; kburns @kop-coat.com; www.kop-coat. com. KRAUTER AUTO-STACK [501] Krauter Auto-Stak has been providing storage solutions to satisfied customers since 1964. We pioneered the automated loading system and rack-supported building design. (800) 992-2824, ext. 111; erick@kska.com; www.krauterautostak.com.

LIGNUM FOREST PRODUCTS [162] (604) 484-5000; ileask@4gnum.com. LIMINGTON LUMBER [269] Limington produces over 17 million bd. ft. of eastern white pine boards annually. We operate a band sawmill and planing mill, offering many different patterns. (207) 625-3286; limingtonlumber.com. LIVINGSTON INTERNATIONAL [151] World-class customs brokerage, trade consulting, global trade management, and freight forwarding solutions that simplify the complexities of importing and exporting. (800) 837-1063; solutions@livingstonintl.com; www.livingstonintl.com. LP BUILDING PRODUCTS [442] (615) 986-5799; allan.burk@lpcorp.com; www.lpcorp.com. MAJURE DATA [167] Specifically designed for the building products industry, using wireless handheld terminals to direct operators through all product movement in the warehouse. (770) 518-5429; jdh@majure.com; www.majuredata.com.

MASON FOREST PRODUCTS [227] We specialize in cut-to-size plywood and lumber. We offer the capability of drilling holes and cutting to customer specification using computerized CNC machines. (601) 268-1105; greg@masonforestproducts.com; www.masonforestproducts.com.

MAZE NAILS [265] Maze Nails is the exclusive manufacturer of StormGuard double hot-dipped galvanized nails with a lifetime warranty against rust. In business since 1848, Maze offers a full line of specialty nails in bulk for hand driving and in collated sticks and coils for pneumatic nailers. Maze Nails are proudly Made in the U.S.A. (800) 435-5949; kim@mazenails.com; www.mazenails.com.

LEBEL CAMBIUM [558] Vertically integrated company made up of four treating plants, seven sawmills, and six value-added manufacturing plants. (905) 905-951-4495; cbergin@lebelcambium.com; www.lebelcambium.com.

MANNING DIVERSIFIED FOREST PRODUCTS [435] Located in northwest Alberta, Canada, we focus on the production of high quality SPF in all grades with particular attention to J Grade (premium) and #2 & Btr. (604) 922-4417; richard@kpwood.com; www.mdfpsales.com.

MID-COLUMBIA LUMBER (MCL ENGINEERED WOOD PRODUCTS) [315] MCL, an engineered wood products company focuses on producing an engineered fingerjointed, long-length dimension lumber for use in roof structures and floor joists applications. (541) 475-7241; mclumber@mid-columbialumber.com; www.mid-columbialumber.com.

LESLIE FOREST PRODUCTS [232] Charter Exhibitor Since 1972, Leslie has specialized in components for other manufacturers, as well as 1x2, 2x2, 2x3, 2x4 and other small sizes in hemlock, fir, SPF and cedar. (604) 952-4537; james@leslieforest.com; www.leslieforest.com.

MARY’S RIVER LUMBER CO. [343] Charter Exhibitor Operates two sawmills in Washington and Oregon cutting 100% western red cedar. We manufacture bevel, pattern, decking and boards in green and KD. (888) 249-9663; petreel@marysrvr.com; www.marysrvr.com.

MCSHAN LUMBER CO. [233] Since 1907 McShan has been providing the highest quality SYP lumber available. We specialize in high-grade 1” and 5/4” boards for both domestic and international markets. (205) 375-6277; dina@mcshanlumber. com; www.mcshanlumber.com.

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NAWLA Traders Market Preview

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October 2015

Building-Products.com

The

MERCHANT Magazine

MERCHANT MAGAZINE, THE [164] Since 1922, The Merchant Magazine has been the lumber and building material industry’s premier publication in the West, providing the entire distribution chain with news, trends and sales/marketing advice. (714) 486-2735; padams@building-products.com; www.building-products.com. METROWEST TRANSLOAD [223] A BNSF Premier Transload Operator served by the Fort Worth & Western Railroad with rail access to the BNSF, UP and KCS Railroad. (866) 500-1322; keith@metrowesttransload.com; www.metrowesttransload.com.

METSÄ WOOD [246] Charter Exhibitor Psst! Hey buddy… yeah you, the guy falling asleep reading BO-RING marketing copy. You want lower labor and installation costs? Less waste and culls? Fewer hassles meeting code requirements? The Metsä Wood guys want to make your life a whole lot easier. Top quality. Proven performance. Ecofriendly, too, whether you need it or not. Tell ’em the Moose sent you. (800) 622-5850; robert.loew@ metsagroup.com; www.metsawood.com/us. MID VALLEY LUMBER SPECIALTIES [255] Mid Valley Lumber has been producing and distributing quality western red cedar since 1994. Our diverse product line includes timbers, fascia, decking, balusters, and fence boards, rails and posts. (604) 510-1288; al@midvalleylumber. com; www.midvalleylumber.com. MOUNTAIN VIEW RELOAD [427] (604) 850-5788; marketing@mvrgroup. com; www.mvrgroup.com. MURPHY CO. [211] Celebrating over 100 years as a premier wood products company, Murphy is a leading domestic producer of veneerbased products. Our family-owned business is built on excellent customer service and quality products. (888) 461-4545; john.murphyjr@murphyplywood.com; murphyplywood.com.

NEIMAN ENTERPRISES [215] We operate three ponderosa pine mills in the Black Hills of Wyoming and South

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NAWLA Traders Market Preview

Dakota (Devils Tower Forest Products, Hulett, Wy.; Rushmore Forest Products, Hill City, S.D.; Spearfish Forest Products, Spearfish, S.D.). (866) 466-5254; mikes@dtfp.net; www. neimanenterprises.com. NORDIC ENGINEERED WOOD [429] Leader in sustainable wood solutions, our solutions are tailor made for tomorrow’s school, commercial, industrial, infrastructure, institutional, multiresidential, recreational, and residential projects. Cross-laminated timber is the latest addition to our product line. (514) 871-8526; arenaud@nordicwp. com; www.nordicewp.com NORFOLK SOUTHERN [454] Norfolk Southern operates the most extensive intermodal network in the East. (757) 823-5449; brian.vittur@nscorp. com; www.nscorp.com. NORTH ENDERBY TIMBER LTD. [234] A premium manufacturer of machined lumber and pattern stock, specializing in second growth interior WRC for over 25 years, producing decking, siding, fencing, and paneling in green and kiln dried. (250) 838-9668; sales@netimber.ca; www.northenderbytimber.com.

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION [416] NELMA is the rules writing agency for eastern white pine lumber and the grading authority for Eastern Spruce, Balsam Fir, Spruce-Pine-Fir (SPFs) grouping, and other commercially important eastern softwood lumber species. (207) 829-6901; info@nelma.org; www. nelma.org.

NOVA USA WOOD PRODUCTS [266] Nova is one of the leading importers of hardwood exterior decking in batu/red balau, ipé and cumaru. (503) 419-6407; steve@novausawood. com; www.novausawood.com; www.trailerdecking.com. NUSKU PARTNERS LLC [275] (909) 591-4841; tim@nuskufireblocker. com; www.nuskufireblocker.com. OREGON CANADIAN FOREST PRODUCTS [310] Manufacturer of specialty wood products, including KD S4S, patterns and industrial clears from North American softwoods and tropical hardwoods. (503) 647-5011; mike@ocfp.com; www.ocfp.com. 

October 2015

OZCO BUILDING PRODUCTS [502] At OZCO, we are builders, too, and insist that our products be easy to use and have exceptional performance. Come and explore some fantastic new ways to anchor, connect, fasten and finish. (866) 422-0751; gary@ozcobp.com; www.ozcobp.com. PACIFIC LUMBER INSPECTION BUREAU [311] PLIB provides inspection and grade stamping services to softwood lumber manufacturers, drying facilities, and wood packaging facilities in California, Washington, Idaho, Oregon, Montana, Alaska, B.C., and Alberta. (253) 835-3344; info@plib.org; www. plib.org. PACIFIC WESTERN WOOD WORKS [110] (604) 946-2910; dennis@pwww.ca; www.pwww.ca. PACIFIC WOODTECH CORP. [117] PWC is a major producer of LVL and Ijoists. Engineered wood products for residential, commercial, and industrial usage. Grow with PWC. (888) 707-2285; www.pacificwoodtech. com. PATRIOT TIMBER PRODUCTS [161] Manufacturer and importer of underlayment and specialty plywood, including SurePly and IronPly premium underlayments, RevolutionPly, RevBead reversible plywood beadboard, and IronPlyPatriot primed soffit. (336) 299-7755; askus@patriottimber. com; www.patriottimber.com.

PENNSYLVANIA & INDIANA LUMBERMENS MUTUAL INSURANCE CO. [261] PLM/ILM is the premier insurance provider for the lumber, woodworking and building material industries. We offer competitive rates, loss control programs, and prompt claims response and handling. We are financially strong and carry an A.M. Best rating of A- (Excellent). PLM/ILM is the endorsed property and casualty insurance carrier to NAWLA and offers a safety group dividend plan to the membership. (800) 752-1895; info@plmins.com; www.plmins.com. PINKWOOD [125] (403) 279-3700; jordanl@pinkwood.ca; www.pinkwood.ca. PLUM CREEK [111] Plum Creek produces PP/LP and ESLP boards, white wood, and Douglas fir/western larch studs, specialty industrial plywood, and MDF at our Montana facilities. (406) 892-6319; laurie.creech@plumcreek.com; www.plumcreek.com. 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

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* 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.

[216] PLYCEM USA LLC Plyem USA has been a leading fiber cement manufacturer for over 75 years, producing cemetious backerboard and underlayment, fiber cement roofing, and now decking. (844) 425-5872; ttaylor@elementia.com; www.allurausa.com. PORCUPINE WOOD PRODUCTS [258] Our sawmill manufactures western red cedar logs into decking, fencing, sidings and trim board products of the highest grade standards used. (604) 454.9669; info@porcupinewood. com; www.porcupinewood.com. POTLATCH CORP. [242] Charter Exhibitor Potlatch manufactures a variety of high quality wood products in Idaho (dimension, industrial plywood), Minnesota and Michigan (SPF studs), and Arkansas (SYP dimension lumber and timbers). (509) 835-1510; bob.mai@potlatchcorp. com; www.potlatchcorp.com. POWER WOOD CORP. [159] We are a manufacturer and distributor of high grade WRC. We specialize in kiln dried select tight knot and clear along with clear and appearance grade timbers of any size, length and tally. (604) 882-9663; stewartc@powerwood. com; www.powerwood.com.

PPG MACHINE APPLIED COATINGS [360] For over 90 years, PPG Machine Applied Coatings has been the pioneering force in quality, innovation and performance for machine applicators who seek consistent protection and leading color integrity. Our market-tested systems include a broad portfolio of factory-applied primers, finishes and stains engineered with advanced resin technology and backed by industry-leading research, development and technical teams. (877) 622.4277; machappinfo@ppg.com; ppgmachineappliedcoatings.com. PROBYN GROUP, THE [136] (604) 526-8545; jasonm@ajforest.com; www.probynltd.com. PRODUITS MATRA, INC. [536] Matra fabricates a wide range of millwork produts made of eastern white pine, including S4S primed boards, door jambs, split jambs, flat jambs, and components. (418) 382-5151; www.produitsmatra. com.

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NAWLA Traders Market Preview

QUATTROTIMBER (SYNERGY PACIFIC) [321] Synergy Pacific’s expertise involves kilndrying, fingerjointing and glue laminating. This expertise is evident in the quality of our engineered products: QuattroPosts, QuattroCorners, and QuattroPatterns. (877) 546-6808; bob.sloper@synergypacific.com; www.quattrotimber.com. RANDOM LENGTHS [148] Independent source for wood products market information. (888) 686-9925; (541) 686-9925; rlmail@ rlpi.com; www.randomlengths.com. RAVEN LOGISTICS [146] Rail Management Software systems provide a web-based, single source communication channel for customers to optimize their freight charges, manage their inventory, enhance their car billing processes and limit their demurrage spend. (248) 431-1906; chad@ravenlogistics. com; www.ravenlogistics.com. REALITY SALES TRAINING [340] Reality Sales Training works with companies to increase sales/profits, strengthen sales cultures, and coach and train sales leaders. James Olsen started Reality in 2001, after 17 years as a lumber broker. The average year-over-year sales and profit growth for Reality is +30%! (503) 544-3572; james@realitysalestraining.com; www.realitysalestraining.com. RETRANS [271] (901) 271-8830; bbarbour@re-trans.com; www.re-trans.com. REX LUMBER [711] Fourth generation company with three SYP sawmills, two in northwest Florida and one in Mississippi. (850) 263-1861; csmith@rex-lumber. com; www.rex-lumber.com. RIELLY LUMBER [316] West Vancouver, B.C.-based manufacturer of WRC specialty products ranging in sizes 1x2 to 12x12 and grades from standard and better through export clear. (604) 925-2425; andy@riellylbr.com; www.riellylbr.com. ROBBINS LUMBER [157] Robbins is a five-generation family owned and operated company established in 1881, ISO9002 certified. We specialize in producing high quality eastern white pine products. (207) 342-5221; arobbins@rlco.com; www.rlco.com.

ROSBORO [328] Rosboro established its first sawmill in Springfield, Or., in 1939. Today the company owns and manages 100,000 

October 2015

acres of timberland, manufactures DF and HF studs, dimension lumber, and is the largest glulam manufacturer in North America. Rosboro specializes in no-prior select studs in trims up to 10’, X-Beam Glulam and Treated X-Beam Glulam. (541) 736-2117; jimwalsh@rosboro.com; www.rosboro.com.

ROSEBURG [320] Charter Exhibitor Roseburg is a closely-held forest products company, building value with timberland, safe and efficient manufacturing, and passionate, capable people. We market quality products and provide superior customer service. Roseburg operates manufacturing facilities throughout the continental U.S. Some of the products manufactured at state-of-the-art, vertically-integrated facilities include: softwood plywood products, engineered wood products, and lumber products. All products produced by Roseburg meet or exceed the industry’s high standards and nearly all are available FSC certified. (800) 676-9513; markmc@rfpco.com; www.roseburg.com. ROYAL BUILDING PRODUCTS [134] Manufactures leading home exterior materials including siding, trim and decking products. New products: Celect cellular exteriors and Zuri premium decking. (614) 754-3432; lauren.starling@axiall. com; celect.royalbuildingproducts.com/ celect.

ROYOMARTIN [210] RoyOMartin is the brand name of a group of family-owned, professionally managed wood products and forestland management companies based in Alexanderia, La. Founded in 1923, we currently operate a plywood and timbers mill in Chopin, La., and an OSB mill in Oakdale, La. Construction of a second OSB plant is currently underway in Corrigan, Tx. All panel products are APArated and available FSC certified. (800) 299-5174; bobby.byrd@royomartin.com; www.royomartin.com. RUBNER NORDPAN/NORDLAM [172] Solid wood panels by NORDPAN are the best quality panels available today on the international market. NORDLAM is a company with many years of experience in the manufacture and sale of high-quality laminated timber. +39-0474-495-164; dieter.kofler@nordpan.rubner.com; www.rubner.com.

Building-Products.com

SAMUEL PACKAGING GROUP–CODING & LABELING DIVISION [248] Printing and labeling systems for the lumber/forestry industry. From ink jet systems to bar code applicators, we offer rugged custom equipment and specialized software to apply durable, legible print. (800) 667-1264; information@samuelsystems.com; www.samuelsystems.com. SAWARNE LUMBER [308] We manufacture a WRC product for just about every building situation—whether your needs are siding, paneling boards, dimension, decking, posts or specialty timbers. (604) 235-1755; gavy@sawarne.com; www.sawarne.com. SEAGO LUMBER [556] Established in 1948, Seago Lumber is a full-service SYP sawmill, dry kiln, and planer mill located in McComb, Ms. We produce boards, dimension and pine shavings to serve customers nationally. (770) 337-6610; markjhenley@gmail. com. SELKIRK CEDAR [120] (250) 837-2222; rmarusic@selkirkspecialtywood.com; www.selkirkcedar.com. SENECA SAWMILL [228] (541) 689-7950; tadair@senecasawmill. com; www.senecasawmill.com. SHAKERTOWN [457] (800) 426-8970; mark@shakertown.com; www.shakertown.com.

[534] SHASTA GREEN Shasta Green manufactures ponderosa pine, white fir, Douglas fir, and incense cedar 2x4 through 2x12 dimension and common grade lumber with some industrial pine. We kiln dry 95% of our annual production and HT stamp all kiln dried lumber. (530) 335-4924; dannyosborne@frontiernet.net; www.shastagreen.com. SHUQUALAK LUMBER CO. [270] We are a 67-year young independent manufacturer of quality SYP. As a large log mill, we specialize in 2” wide dimension in grades from clears to MSR, from #1 to #4. (601) 527-3301; kevin.rooney@scrimtec. com; www.shuqualar.com. SIERRA PACIFIC INDUSTRIES [249] Charter Exhibitor SPI owns 1.9 million acres of timberland, multiple sawmills, reman, millwork and window plants making it the most diversified producer in the world. (530) 378-8000; jchase@spi-ind.com; www.sierrapacificind.com.

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NAWLA Traders Market Preview

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October 2015

SILVASTAR FOREST PRODUCTS [425] We produce a wide variety of specialty products and offer custom drying, milling, staining, priming and packaging. Our product line includes: fascia, trim, siding, decking, patterns and furring strips. (855) 326-0155; jeff.wolgemuth@silvastar.com; www.silvastar.com. SIMPSON STRONG-TIE [267] Our extensive offering of connectors, fasteners, fastening systems, anchors and lateral-force resisting systems are recognized for helping structures resist high winds, hurricanes and seismic forces. (800) 999-5099, ext. 3084; mmoran@ strongtie.com; www.strongtie.com. SINCLAR GROUP FOREST PRODUCTS [356] (800) 842-7883; dave.bartsch@sinclar. com; www.sinclar.com. SK FINGERJOINT, INC. [424] SK Fingerjoint manufactures longlength dimensional lumber. SK produces, and is certified with WWPA, for widths of 2x4 thru 2x12, lengths up to 40’. (406) 293-7535; sales@skfingerjoint. com; www.skfingerjoint.com. SKANA FOREST PRODUCTS [133] (604) 273-5441; kent@skana.com; www.skana.com. SNAPDRAGON ASSOCIATES [324] SnapDragon Associates is a niche recruiting firm specializing in identifying and recruiting industry best in class professionals for a select group of industry leading companies. (603) 621-9037; mark@snapdragonassociates.com; snapdragonassociates.com. SNAVELY FOREST PRODUCTS [236] Distributor of Kimberly Bay radiata clears, Moulding & Btr. radiata, Kimberly Bay primed paulownia S4S boards, bevel sidings, patterns, edge-glued boards, panels, screen doors, domestic commons, selects, and other specialty items. (800) 252-3738; (412) 260-3564; ggluscic@sfpusa.com; www.snavelyforest.com.

SNIDER INDUSTRIES [460] (903) 938-9221; dhanson@sniderindustries.com; www.sniderindustries.com. SODRA TIMBER AB [528] 50,000+ forest owners in Sweden are members of the economic association that is Sodra. We have 11 production facilities (spruce, pine and hardwoods). (503) 855-3032; bobj@xlcompany.com; www.sodra.com. Building-Products.com

SOFTWOOD FOREST PRODUCTS BUYER [358] Bi-monthly wood products newspaper. (901) 372-8280; terry@millerwoodtradepub.com; www.softwoodbuyer.com. SPRUCELAND MILLWORKS [260] (780) 962-6333; ian@spruceland.ab.ca; www.spruceland.ca.

SUNSET MOULDING [428] Manufacturer of SunXP wood components in pine and redwood; Pakari thermally-modified decking and siding; and moulding and millwork in Suntrim MDF, solid and fingerjointed pine. (530) 790-2700; sales@sunsetmoulding. com; www.sunsetmoulding.com.

STARBORN INDUSTRIES [323] (732) 669-2858; mbarnett@starbornindustries.com; starbornindustries.com.

SURREY CEDAR LTD. [458] (888) 534-9936; guy@surreycedar.com; www.surreycedar.com.

STIMSON LUMBER [348] Charter Exhibitor One of the oldest continuously operating integrated wood products companies in the U.S., Stimson operates five Northwest stud mills, a large timber cutting mill, and a commodity hardboard panel plant. (800) 445-9758; mmitchell@stimsonlumber.com; stimsonlumber.com.

SWANSON GROUP SALES [552] (541) 832-1667; brian.johnson@swansongroup.biz; www.swansongroup.com.

SUNBELT RACK/ CT DARNELL CONSTRUCTION [132] Sunbelt Rack has the premier storage systems for LBM products, and CT Darnell Construction is the leader in the construction of facilities for LBM wholesalers. (678) 361-8207; rick.stout@ct-darnell. com; www.sunbelt-rack.com.

PFS AND TECO [349] Independent third-party certification and testing agency for LVL, I-joists, glulam, OSB, SIPs, softwood and hardwood plywood, MPC wood trusses, adhesives, pre-cast concrete panels, hearth products, and construction fasteners. (608) 334-3450; steve.winistorfer@ tecotested.com; www.tecotested.com.

TAMLYN [456] Tamlyn has a complete system for enclosure with TamlynWrap drainable wrap, XtremeSeam double-sided tape, and the related XtremeFlash tapes to assure effective water management. (800) 334-1676; dsparks@tamlyn.com; www.tamlyn.com.

TERMINAL FOREST PRODUCTS [370] TFP manufactures a wide variety of western red cedar products. Our commitment to quality, service and advanced technology in our industry makes TFP the preferred choice for the finest solid and engineered cedar. Our products are PEFCcertified and are produced in our Canada and U.S. facilities. (604) 717-1200; www.terminalforest. com.

TAUPO WOOD SOLUTIONS (A TENON COMPANY) [451] A leader in the manufacture of clear radiata products, specializing in 4/4 and 5/4 Select clear pine boards, industrial lumber, clear rips, lineal mouldings, and clear jambs. (443) 433-3322; dave.durst@tenon.co.nz; www.tenonmanufacturing.co.nz.

TETON WEST LUMBER, INC. [221] Charter Exhibitor Teton West Lumber provides 4/4” & 7/8”whitewood boards, siding, paneling, trim and industrial cut stock including factory finishing and priming from the Rocky Mountain region. (970) 222-9881; shollingworth@tetonwest.com; www.tetonwest.com.

Quality Lumber Sustainable Forests At Bennett Lumber, we take pride in producing quality lumber products and managing sustainable forests for the next generation.

Princeton, ID Clarkston, WA 208-875-1321 www.blpi.com

Jim Vandegrift Sales Manager

Building-Products.com

October 2015

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NAWLA Traders Market Preview

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TEAL-JONES GROUP, THE [108] (604) 587-8700; sboates@tealjones.com; www.tealjones.com. THOMPSON RIVER LUMBER CO. OF MONTANA [357] TRL manufactures 4” thru 6” dimension, boards and random width 5/4 and 6/4. Species: DF, FL, WF, PP, SPF and IWP. (406) 827-3321; laura@thompsonriver. net; www.thompsonriver.net. TIGER DECK LLC [437] Tiger Deck is a U.S. processed, graded and patented brand of premium hardwood decking. We also offer an extensive line of decking accessories and specialty products in Tigerwood, and Black Talon Universal deck fasteners. (503) 625-1747; bob@tigerdeck.com; www.tigerdeck.com. TO/GO INFRASTRUCTURES [401] Specializes in the conception and development of modular structures designed and built for outdoor living. (514) 914-3654; srobidoux@decktogo. com; www.decktogo.com. TOLKO MARKETING & SALES [433] Charter Exhibitor Tolko is a family-owned forestry company that produces lumber, plywood and OSB. Our mills focus on consistency and our sales team is dedicated to creating partnerships. (250) 545-4411; www.tolko.com. TOM’S QUALITY MILLWORK & HARDWOODS [561] (920) 533-4860; tony.fleischman@tqmillwork.com; www.tqmillwork.com. TRADETEC COMPUTER SYSTEMS [237] (800) 278-1098; triche@tradetec.com; www.tradetec.com.

TREBNICK TAGS & LABELS [522] Trebnick manufactures the strongest durable film barcode identification tags for the lumber industry. Trebnick keeps your tags and labels on! (937) 743-1550; sales@trebnick.com; www.trebnick.com. TRIMJOIST CORP. [212] (800) 844-8281; marty.hawkins@trimjoist.com; www.trimjoist.com.

[171] TRI-STATE LUMBER CO. (662) 862-2125; dhoman@tristatelumber.net; www.homanindustries.com. TYPAR – PGI BRAND [441] (615) 847-7000; greg.coles@pginw.com; www.typar.com. UNION PACIFIC RAILROAD [355] Union Pacific Railroad connects 23 states in the western two-thirds of the country by rail, providing a critical link in the global supply chain. (503) 249-2710; kstarks@up.com; www.uprr.com

VAAGEN BROTHERS LUMBER [279] Family-owned business based in northeast Washington specializing in producing lumber from small logs. Our primary mill is located in Colville, Wa., plus a random length mill in Midway, B.C., and a stud mill in Usk, Wa. (509) 684-5072; johnb@vaagenbros.com; vaagenbros.com.

VERSATEX BUILDING PRODUCTS [440] A market leader in cellular PVC trim solutions for contractors, builders, and architects, Versatex products include weather-resistant trimboards, sheet, cornerboards, T&G beaded profiles, soffit, mouldings, column wraps, and Versatex Max 2-by boards. (724) 857-1111; sales@versatex.com; www.versatex.com. VIDA WOOD U.S. [241] (919) 934-9904; kenny.woodard@vida. se; www.vidawoodus.com. WALDUN GROUP [124] The Waldun Group is comprised of four divisions—cedar roofing mill Waldun Forest Products, sidewall shingle producer Stave Lake Cedar Mills, shed/gazebo maker Outdoor Living Today, and Twin Rivers Cedar Products. (800) 492-5386; sales@waldun.com; www.waldun.com. WEABER LUMBER [450] One of the nation’s leading hardwood lumber manufacturers, producing quality S4S boards, mouldings and unfinished hardwood flooring. (800) 745-9663; ghaupt@weaberlumber.com; www.weaberlumber.com. WEST BAY FOREST PRODUCTS [147] West Bay produces 35-45 million bd. ft. annually of quality WRC products, including decking, 1” boards, 5/4” and 2” fascia, rough dimension, timbers, fencing, posts, rails and pattern. (800) 688-1108; kylej@westbaygroup. com; www.westbaygroup.com. WEST FRASER MILLS [336] Integrated forest products company with manufacturing facilities in B.C., Alberta, and eight states in the southern U.S. Production consists primarily of western SPF and SYP, along with hem-fir and Douglas fir. SYP is available through our sales office in Germantown, Tn. (250) 992-9254; joe.heath@westfraser. com; www.westfraser.com. WESTERN FOREST PRODUCTS [152] (604) 648-4500; cbacks@westernforest. com; www.westernforest.com. WESTERN WOOD PRODUCTS ASSOCIATION [352] WWPA represents lumber manufacturers in the 12 western states and Alaska producing high quality appearance and framing lumber, providing quality assurance and technical support for the industry and market support services to distribution chain. (503) 306-3473; fstewart@wwpa.org; www.wwpa.org.

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NAWLA Traders Market Preview

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Building-Products.com

profitability. Weyerhaeuser is committed to growing your business. (253) 924-2168; wood@weyerhaeuser. com; www.woodbywy.com. WESTERVELT LUMBER [312] SYP sawmill in Moundville, Al., produces 1” boards, dimension lumber, RED and timbers. We also run 1” and 2” patterns on our moulder. (205) 562-5800; mrichardson@westervelt.com; rbrignac@westervelt.com; www. westervelt.com. WESTSHORE SPECIALTIES [317] Charter Exhibitor Westshore Specialties is the sales and marketing division of the vertically integrated Delta Cedar Group of Companies, with a long history of providing high quality, sustainability-minded western red cedar, yellow cedar, and Douglas fir products. (604) 589-9006; deang@wshore.ca; www.wshore.ca.

WEYERHAEUSER [459] Weyerhaeuser provides premier products and the innovative solutions you need to build better homes. From start to finish, we can help you learn, solve problems and improve your team’s performance and

Building-Products.com

WILD HOG RAILING [374] Wild Hog Railing was designed with your landscape in mind. Our rolling hills and topography lend itself to beautiful views and panoramic landscapes. No longer do we have to block those views with bulky plastic balusters or high maintenance wood pickets. Wild Hog Railing is the CLEAR choice. (800) 221-7671; csmalley@capitallumber.com; www.wildhograiling.com. WOODBROWSER [436] (888) 963-8956; matt@woodbrowser. com; www.woodbrowser.com. WOODPRO SOFTWARE [338] For 20+ years, WoodPro Software has been offering integrated accounting, distribution and production solution to wholesalers and manufacturers in the lumber and building materials industry. (604) 270-2595; asiu@woodprosoftware.com; www.woodprosoftware.com. WOODTONE [341] At Woodtone we make innovative products and provide services that make homes look great, without compromising the environment. We stand behind our

October 2015

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products, we live up to our promises, and, quite simply, we’re just good people. (800) 663-9844; info@woodtone.com; www.woodtone.com.

WOODWAY [532] American’s #1 lattice and so much more. Woodway offers original post caps, architectural deck rail, Quick Clad post sleeves, solid-wood paneling, professional fence panels and gates, along with the Arboria line of patio furniture and quality garden structures. (503) 286-5372; sales@woodwayproducts.com; www.woodwayproducts.com. WYNNWOOD [545] Produces the highest quality boards and specialty wood products in the world. Our unique, sustainable products have been valued by customers for over 100 years. (250) 866-5266; sales@wynnwood.ca; www.wynnwood.ca. ZIP-O-LOG MILLS [434] One of the leading producers of premium Douglas fir timbers. Our timbers are produced for exposed applications up to 52’. We offer both green and KD timbers. (541) 393-3307; joeh@zipolog.com; www.zipolog.com.

NAWLA Traders Market Preview

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Meet the Exhibitors

Allura/Plycem www.allurausa.com Q. What is your company known for? What’s your brand? A. Since our introduction by parent company Plycem in 2014, Allura has been fueled by a single mission: serve customers first. That means innovating on the industry standard, creating the highest quality product formulations, developing the vastest color selection available anywhere, and making great customer service a priority.

Q. What separates your business from the competition? A. Up until the launch of Allura, the North American fiber cement market was limited on choices. We set out every day to provide a viable choice with premier products backed by an industry-leading warranty and uncompromising service as a partner invested in the success of its customers. Allura is a brand grown by a company that has resolved to bring the very best products to the building industry for decades. Our values and approach are rooted in honest and sincere handshakes. Q. What are your primary markets? A. Because of Plycem’s deep experience in the sales channel, we understand what is important to our customers and where we can add meaningful value. Our sales force and distribution network spans North America, but we understand the importance of focusing our efforts on homebuilders in the fastest growing metro markets. We believe that by targeting regional, growing homebuilders we can forge mutually beneficial partnerships built for success over the long haul. Along with homebuilders, we strive to deliver strong value to key influencers such as architects and installers. Finally, we

know that the homeowner wants a beautiful, durable home built to last for decades. We are so confident in our products’ performance that we offer an industry-leading 50-year warranty.

Q. How are you taking advantage of the latest technology? A. We’re innovators. Plycem has been developing and optimizing the processes in manufacturing fiber cement for decades. We leverage our global manufacturing and expertise reach to provide uncompromised products and service at the local level. Further, we stay current on sales and marketing strategies that not only build the Allura brand, but also the brands of our valued customers.

Q. What’s next for your company and the industry? A. We expect the demand for fiber cement to continue its growth in the years to come. Plycem has the strength to deliver on this demand. We will always stay current with our product line and services to support the trends and needs of our customers. We are optimistic for the future.

Arauco www.arauco-na.com Q. What is your company known for? What’s your brand? A. Arauco is known for our breadth of product as we manufacture plywood, composite panels, thermally fused laminate, millwork, lumber and pulp and deliver it all within the North American market. AraucoPly, our premium plywood branded products, have become the quality standard for softwood sanded plywood in the market and have become a preferred panel for a wide variety of decorative applications.

Q. What separates your business from the competition? A. Customers are amazed at the quality of our plywood products along with the value it brings to their businesses. With our AC and BC sanded line along with our premium siding and beaded panels, we have gained market share from domestic softwood producers as well as hardwood plywood products for decorative applications. We are not only raising the bar of quality, but we're also leading the way by providing sustainable solutions with responsible harvesting practices. Q. How are you taking advantage of the latest technology? A. We have just released an online order tracking system for our products. This is a tremendous leap in aiding in real time customer service. Now, there should be no question about

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NAWLA Traders Market Preview

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October 2015

where a product is and when it should arrive. We have also unveiled an online sample fulfillment program. Customers can create an account to order samples and product literature. Finally, we are adding a distributor locator to our North American website for even more ordering convenience.

Building-Products.com

Benjamin Obdyke www.benjaminobdyke.com Q. What’s unique about your products or services? A. Benjamin Obdyke is the only company to offer three complete wall protection solutions. The series of product-based systems were recently streamlined and developed to maximize moisture management when considering factors like geographical location, budget and cladding selection. Complete System Protections Include: Maximum – As part of the Maximum protection system, products and solutions create a large drainage and drying gap behind the cladding. Suggested for use with claddings like wood, fiber cement, and stone and stucco, the Maximum Protection system is comprised of products from Benjamin Obdyke’s rainscreen family of products (Slicker HP, Slicker MAX, Home Slicker plus Typar, and Slicker Classic). Moderate – The Moderate Protection system provides a small gap for drainage performance, reducing the potential for moisture damage in the exterior wall. HydroGap effectively eliminates excess moisture, thereby preventing the damaging effects of mold and rot. Its one millimeter spacers allow at least 100X more bulk water to drain from a wall versus standard housewraps and drains 2X faster than other drainable housewraps. Recommended for use with all types of cladding, the Moderate Protection system is ideal for those whose budgets can accommodate a small cost upgrade. Basic – Best for more arid climates, the Basic system offers specifiers a durable water-resistive barrier (WRB) with exceptional water holdout, tear strength, and UV exposure. The system’s component FlatWrap HP exceeds minimum code require-

ments for housewrap but does not provide an additional gap for drainage behind the cladding. A well-built wall system is crucial to maintaining the integrity of a home. Benjamin Obdyke believes in providing products and solutions to help the industry “Build Better” so homes are protected for years to come.

Hardwood Kiln Sticks & Stickers Superior Kiln Sticks for Superior Kiln Drying

Nova is the leading supplier of hardwood kiln sticks and stacking sticks. We have inventory locations in Oregon and Georgia—and we are a direct importer of hardwood kiln sticks. Our kiln sticks are made of the highest quality exotic lumber—far harder than domestic species and able to stay straight, resist decay, and remain durable even after multiple charges at high temperatures.

Hardwood Kiln Sticks will ALWAYS outlast softwood sticks

We also supply Hardwood Exterior Decking • Flooring • Trucking Decking • Industrials

East Coast inquiries contact Manny Mueller at 971.409.5867 or cmmueller@comcast.net.

Building-Products.com

West Coast inquiries contact Steve Getsiv at 503.473.2878 or steve@novausawood.com.

www.novausawood.com October 2015

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NAWLA Traders Market Preview

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Bennett Lumber Products

www.blpi.com

Q. What is your company known for? What’s your brand? A. 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 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.

C&D Lumber www.cdlumber.com Q. What is your company known for? What’s your brand? A. C&D Lumber is known for offering quality lumber products, craftsmanship, and top notch customer service. We specialize in high-quality appearance timbers branded as Premium Exposed and commodity products in Douglas fir, incense cedar, and Port Orford cedar. Our motto—“Great People. Great Products. Great Customers”—is the driving force behind C&D’s success and longevity.

Q. What separates your business from the competition? A. Our mutually beneficial relationships with our customers is what separates our business from the competition. We strive for complete customer satisfaction and always offer a winwin attitude. Our sales, manufacturing and shipping departments work together as a team to coordinate proficient production schedules that allow our customers to receive their orders accurately and when promised. But it doesn’t stop there. We provide beneficial marketing to our customers, using tools like our comprehensive company website, www.cdlumber.com, Facebook, MillWrite (our monthly eNewsletter), and an online customer feedback survey. We also work hand and hand with our customers to provide customized marketing tools to support their sales efforts. We go the extra step to ensure our customers have the horsepower behind them to help sell C&D products. Q. How are you taking advantage of the latest technology? A. C&D Lumber embraces innovative thinking and ideas to continue to enhance our business and take advantage of advancements in technology. Manufacturing improvements are common practice. Just this year we have undertaken our largest

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sawmill remodel project in company history. We installed a highly efficient, technologically advanced trim line that includes an optimized grade scanner, trimmer, sorter and stacker system. These improvements in the sawmill allow us to be more competitive in the log market, eliminated many bottlenecks within the mill, automated the sorting and grading of our lumber products at a much higher capacity, and automated the sticking of our dry products, which allows for quicker drying times and more volume being placed in the kilns.

Q. What’s next for your company and the industry? A. With the recent sawmill improvements, C&D is focused on continuing to bring the right products to the market and our customers. We believe our future is bright because of the dedication and commitment of our employees, the demand for quality lumber products, our close proximity to efficient shipping routes, and being located right in the middle of a rich raw material source. We feel that we are right on the brink of taking advantage of a market that will continue to see improvements into the years to follow.

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Canfor www.canfor.com Q. What is your company known for? What’s your brand? A. Canfor is one of the world’s largest producers of sustainable lumber, pulp and paper, and a North American leader in green energy generation. We’ve built our reputation on the quality of our products, the reliability of our supply and our superior customer service.

Q. What separates your business from the competition? A. Canfor places our customers’ priorities and needs first. This influences our production strategies which reflect the products and quality needed to meet our customers’ requirements. Q. What is your company’s biggest challenge? A. One of the biggest challenges is around the misconception that the forest products industry is not the modern and growing industry that it is today. Across most regions the forest products industry has struggled to bring in future employees and we are aggressively focusing on this challenge. Canfor is committed to being the employer of choice.

Q. What are your primary markets? A. Canfor is an international company with sales offices in the United States, Canada, Japan, Korea and China. Regardless of market, we believe that we have relationships with the best customers in each market that we focus on.

Q. What’s unique about your products or services?

A. Canfor has a very broad basket of product offerings that provide many different solutions for the diverse needs of our customers. We are actively working on Canfor’s customer service portal which we believe will be best in class. Q. How are you taking advantage of the latest technology? A. As the forest products industry continues to evolve, Canfor is fully committed to investing in the best technology required to make consistent, quality products for our customers. This can represent the latest milling technology to building a customer portal that will be best in class.

Q. What’s next for your company and the industry? A. Canfor will continue to grow with our customers and remain focused on identifying opportunities to better meet our customers’ needs.

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Diacon Technologies www.diacon.com Q. What is your company known for? What’s your brand? A. Diacon is known for our Mycostat line of mold inhibitors used to stop mold growth on both green and kiln dried lumber, along with our Diaplex Spray Systems and Smart Flow computer control systems. We are known as a turn key supplier.

Q. What separates your business from the competition? A. Diacon provides a total turn key program combining chemistry and engineered spray and control systems to meet every customer’s needs.

Q. What is your company’s biggest challenge? A. The treatment of preinfected/old logs. Once stain and mold has grown roots on and inside a log, it is more difficult to control as processed lumber.

Q. What are your primary markets? A. North American softwood lumber producers throughout Canada and the U.S.

Q. What’s unique about your products or services? A. The Diacon Antisapstain Control Program is unique. We provide best in class Mycostat formulations and an unparalleled service program, including retention analysis; a truly unique and industry leading program for the prevention of mold and stain.

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Q. How are you taking advantage of the latest technology? A. Diacon is the market leader in adopting new technologies for the advent of safer and more effective Mycostat formulations. Our recently introduced Mycostat IV and Mycostat BX2 are industry leading and unmatched in industry today.

Q. What’s next for your company and the industry? A. Further development of new and more effective Mycostat antistain products; further adaptation of our Smart Flow control computer systems of our Diaplex Spray systems. We never stop innovating.

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CMPC USA www.cmpc-usa.com

Q. What is your company known for? What’s your brand? A. CMPC is a global forest products manufacturer, well known for Radiata pine wood products. We’ve been doing business in the North American market for more than 20 years, offering FJ mouldings, FJ edge glued trim boards, A/C plywood, and Moulding & Better lumber. Our premium products are sold under the Selex brand, which is recognized in the industry for its higher quality standard.

U.S. we have national coverage through wholesale distributors and industrial users of our products.

Q. What’s unique about your products or services? A. CMPC is a vertically integrated manufacturing company. Our production comes from sustainably managed

Q. What are your primary markets? A. We are a global producer and have multiple foreign markets in which we participate. CMPC USA focuses on the North American market. Within the

radiata pine plantations in Chile, which are wholly owned and operated by CMPC. We own the entire production process from the seed to the final product. For the North American market, we control and coordinate our inland logistics to allow for better service to our customers.

DMSi www.dmsi.com Q. What is your company known for? What’s your brand? A. DMSi is known for exclusively serving the building materials industry. We’ve been working with dealers and distributors for several decades, finetuning our software to their unique needs and processes.

Q. What separates your business from the competition? A. Our company is privately held and independently operated. We never have to compromise our standards of quality, and our customers don’t experience sudden changes to our products or policies. Q. What is your company’s biggest challenge? A. The tech space is full of distractions. There are lots of shiny objects competing for attention. Cutting through the noise is a top priority for us. We have an ongoing dialogue with customers about upcoming projects, the tools we’re using, and the reasons we pursue one solution over another. The articles and editorials we publish break down complicated ideas and new technologies. We want to be a resource for the entire industry. Q. What are your primary markets? 72

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A. We serve dealers, distributors and manufacturers in every region of the country. Specific lines of business include LBM/pro dealers, lumber, hardwood, millwork, roofing and siding, and drywall. Our customers range in size from small production shops to operations with 100+ branches. Q. What’s unique about your products or services? A. Our customers’ customers are always in our mind. We think about what matters to contractors and builders, and ways to help our customers answer those needs. The ultimate goal is to help our clients stand out in their market and outperform their competitors. 

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Q. How are you taking advantage of the latest technology? A. We’re always on the front line of software development looking for “best of breed” solutions. The platform we’ve chosen for our products is incredibly flexible. It’s designed to incorporate new technologies, so the software continues to grow rather than age out. It’s “future proof.” Q. What’s next for your company and the industry? A. The building materials industry has a growing need for better, easier mobile access to data. Businesses need it, and their customers expect it. We will continue to enhance our existing mobile solutions and bring new ones to market. Building-Products.com

Durgin and Crowell

www.durginandcrowell.com Q. What is your company known for? What’s your brand? A. Durgin and Crowell Lumber Company Inc. is an eastern white pine sawmill in Springfield, N.H. Since its founding in 1976, Durgin and Crowell has grown to become one of New England’s largest manufacturers of kilndried eastern white pine lumber, annually producing up to 30 million board feet.

Q. What separates your business from the competition? A. At Durgin and Crowell, we promise to be dedicated to offering our customers the personal service that is essential to delivering the highest quality, fully sustainable eastern white pine, on time, to the specs desired. We provide hands on solutions. Q. What’s unique about your products or services? A. At Durgin and Crowell we are very hands on. Our sales team not only sells the wood, but they oversee the process from start to finish. We believe this ensures a very high quality of ser-

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vice, making sure we exceed our customers’ needs.

is featured on the home page of our website: www.durginandcrowell.com. On the production and procurement side, we are continually looking for ways to improve and streamline our process by upgrading and modernizing our equipment. For example, we recently installed an end-stamper which puts our logo on the end of every piece of pine that goes through our planer mill. This is a great way to drive our brand image.

Q. How are you taking advantage of the latest technology? A. We believe in telling the story of our brand by talking about the people that work here through social media. We have an Instagram and Facebook page that tell our story. We also launched a brand video that

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Eco Chemical www.ecochemical.com Q. What is your company known for? What’s your brand? A. We are known as The Solution Company. Our engagement with customers and prospects is seldom about selling a certain product. Most of our clients come to us with a problem or business opportunity they want help with. We engage all of them as partners in coming up with the right answer, sometimes with current products and services, frequently with a new product formulated and built just for that one customer.

Q. What separates your business from the competition? A. We offer solutions and technical assistance, not just a list of products. We market our paints and wood stains as parts of an overall system to deliver a high quality finished product for our customer and their customers. Q. What is your company’s biggest challenge? A. Maintaining our high standard of customer care and service in a rapidly growing market.

Q. What are your primary markets? A. Our business has historically been based in the western U.S. and western Canada. In recent years however, we have realized substantial growth and find ourselves becoming more and more engaged in opportunities in mid-western and eastern states. Our market includes anyone offering painted or stained products to their markets. This presently includes lumber pressure treating firms, fence and deck material manufacturing and marketing companies.

Q. What’s unique about your products or services? A. We are the leading brand of wood stain used by wood pressure treating companies in the western U.S.

Q. How are you taking advantage of the latest technology? A. All of our product development efforts include vigilant investigation of new ingredients, chemistry and formulation. We are constantly looking for product upgrade opportunities that promise improved performance for our customers.

Q. What’s next for your company and the industry? A. The growing interest in staining pressure treated wood products in the eastern U.S. has recently introduced us to several large new prospective clients in a variety of lumber manufacturing and retailing categories. These circumstances suggest a future with continued growth in demand for our products from across the country.

Haida Forest Products www.haidaforest.com Q. What is your company known for? What’s your brand? A. Haida Forest Products is well known for producing Haida brand western red cedar products. These include Clear and Select Knotty kiln dried bevel sidings, panelings, Clear S4S and S1S2E Finish, as well as outdoor wood products such as decking, posts and timbers.

being a reliable customer of two major cedar producing mills has helped ensure that we are a priority customer and that we have an adequate supply of premium raw material.

Q. What are your primary markets? A. Our primary markets are the United States and Canada. Approximately 65% of our sales are into the U.S. and 25-30% into Canada. The balance are to Europe and Asia. Our customers are primarily stocking wholesale distribution yards.

Q. What separates your business from the competition? A. Haida Forest Products is entering its 65th year of specializing in western red cedar products. We have a long and proven record as a dependable supplier of the highest quality western red cedar products.

Q. What’s unique about your products or services? A. Haida Forest Products is known for its wide range of products. We have over 125 products on our price list. We specialize in wide width clears up to 12". All of our dressed face products are machine belt sanded after dressing for a superior finish. We also specialize in Vertical Grain Clear Finish and paneling. Our flagship product is Haida Skirl

Q. What is your company’s biggest challenge? A. Supply of raw material is always a major challenge, and it is also of great importance to our customers who want to know they can rely on us to deliver on time. Once again, our long history of 74

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wavy edge siding.

Q. What’s next for your company and the industry? A. Haida Forest Products plans to continue producing the highest quality specialty western red cedar for our customer base in North America. Building-Products.com

Hoover Treated Wood Products www.frtw.com Q. What is your company known for? What’s your brand? A. While Hoover is a full service treater, we are highly focused on the fire retardant treated wood market with the two leading brands in the market, PyroGuard and Exterior Fire-X.

Q. What separates your business from the competition? A. We are focused on service, quality and value, and find a combination of all three is the key to being the leader in the market. Q. What is your company’s biggest challenge? A. Keeping architects, contractors, and building officials aware of the difference between building code compliant FRTW and other products that wish they were FRTW. Q. What are your primary markets? A. Our largest market is the U.S.,

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but we ship products around the world. Domestically, FRTW products are sold through stocking distributors, while preservatives are sold direct from our six plants.

Q. What’s unique about your products or services? A. Hoover Treated Wood Products is vertically integrated, meaning we develop our own FRTW formulations in-house, and do the treating and drying as well.

Q. How are you taking advantage of the latest technology? A. While we’ve been in the treating business since 1955, you will see the latest in pressure treating and drying technology at all of our six plants.

October 2015

Q. What’s next for your company and the industry? A. More growth.

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Hutchison Inc. www.hutchison-inc.com Q. What is your company known for? What’s your brand? A. We specialize in supporting rural America by providing high quality Hutchison HW Brand products while rigorously maintaining the valuable long-term customer relationships we’ve developed over the years. Hutchison Inc. is a family business started in 1952 in Manchester, Ia., by operating manufacturing and distribution services for lumberyards, farm and ranch supply retailers, rural farm cooperatives, implements stores and hardware dealers in the Midwest. In 1963, we expanded westward and our Denver area location now serves dealers and other distribution outlets in the Rocky Mountain West, Southwest, Pacific Northwest, and California. Since then, these expanded networks of dealers and their customers have come to know and trust Hutchison HW Brand livestock and equine products.

our dealers with not only the highest quality products but also ongoing logistic support and assistance in meeting the needs of their customers.

Q. What is your company’s biggest challenge? A. We are determined to avoid complacency and continually improve the management of our growth. Our

Q. What separates your business from the competition? A. We are dedicated to providing

focus will always remain on assisting our dealer’s ability to satisfy their customers.

Q. What’s next for your company and the industry? A. We will continue to maintain the established fundamental values and business style of the company, while allowing for the vision of the next generation of customers to be heard.

Kop-Coat Protection Products www.kop-coat.com Q. What is your company known for? What’s your brand? A. Kop-Coat is known as a provider of unique wood protection programs to help forest product producers to either maintain the appearance quality and value of their products against mold, mildew, sapstain, enzymatic stains, iron stains, and weathering damage, or to add valuable durability to their wood products against rot, decay and termite damage for the service life of the wood product. Kop-Coat’s brands include TRU-CORE (a process to fully penetrate difficult to treat wood products), Woodlife (a powerful unique wood preservative product), and Workhorse (our leading protectant of wood products from mold and sapstain).

Q. What separates your business from the competition? A. Innovation (patented technologies), service (top to bottom), and custom development of special programs for our customers is what separates us from others. Q. What is your company’s biggest challenge? A. Finding early adopters of valuable new technology who want competitive advantage.

Q. What are your primary markets? A. We serve all forest products producers who produce logs, chips, lumber, railway ties, poles and other industrial wood products, as well as wood products used in home construction, on homes, and around homes.

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Q. What’s unique about your products or services? A. The products are all based on unique technologies that provide best performance and lowest cost. The services cover all needs of our customers.

Q. How are you taking advantage of the latest technology? A. TRU-CORE technology is a new process that fully penetrates wood products to provide fit for purpose performance in almost all wood products.

Q. What’s next for your company and the industry? A. We now have the technology to fully protect all wood components from tropical rot and decay as well as the world most aggressive termites.

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LWO/Woodway Products www.woodwayproducts.com Q. What is your company known for? What’s your brand? A. Woodway is known for quality, professional-grade wooden building products with a focus on exterior accessories including latticework, screening and decking components.

Q. What separates your business from the competition? A. We manufacture products to strict specifications and offer multiple product grades to fit specific customer demands. Q. What is your company’s biggest challenge? A. Customer choice is big with us, yet real-estate for displays and inventory in the channel is becoming increasingly scarce. Q. What are your primary markets? A. The Northeast and New England are Woodway’s largest markets, followed by the upper Midwest, the Mid-Atlantic, and the Pacific Northwest.

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Q. What’s unique about your products or services? A. In addition to numerous variations of classic lattice, Woodway offers contemporary wood screens that can be used anywhere lattice has traditionally been used. We call these products Estate Lattice and Moderna Screen. Both of these products allow you to create a custom look without the time-consuming, tedious and error-prone work of aligning slats of wood on site. Q. How are you taking advantage of the latest technology? A. We are just about to launch our completely overhauled website, www.WoodwayProducts.com which will allow the customer and our business partners to find exactly the product they are looking for by selecting the desired specifications in an interactive catalog format. Customers can then get an estimate in real-time which is forwarded to their local distributor/dealer to be filled. It’s all about connecting the dots!

October 2015

Q. What’s next for your company and the industry? A. We are constantly exploring new products and expansions of our existing product lines. We encourage dealers to check our website often, visit us at one of the many contractor and architect trade shows we exhibit at, or just call us and ask for the latest catalog.

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Maze Nails www.mazenails.com Q. What is your company known for? What’s your brand? A. Maze is one of a handful of remaining nail manufacturers in the U.S. We are the largest maker of specialty nails, producing truckloads of double hot-dipped galvanized and stainless steel nails for a variety of applications. Maze manufactures quality nails for metal roofing, post frame construction, fiber cement siding, cedar and redwood siding, roofing, cedar shakes and shingles, PVC trim products, decking, fencing, and log home and timber frame construction. Many manufacturers and industry associations recommend Maze nails for use with their building products because of their superior rust-resistance and quality performance in the field. Maze Stormguard nails are double hot dipped galvanized, have a thick coating of zinc for maximum corrosion-resistance, and meet and exceed the ASTM A-153 specification for hot-dip galvanizing. Maze also manufactures a complete line of stainless steel for marine and coastal applications.

Q. What separates your business from the competition? A. Maze uses only high carbon steel to produce nails, so they are stronger— eliminating breaks and bends. Maze nails are made from recycled re-melted 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. Maze nails are manufactured within every single OSHA and EPA guideline. From the outside, it may look like we are competing with China but we really

INTERIOR FIRE RETARD A ANT TREA ATTED LUMBER AND PLLYWOOD

NOT A PA AINT

aren’t. They are the low end. We strive for the high-end business and there are people who want the high-end product.

Q. What’s next for your company and the industry? A. We’re constantly working with the market to find the next need so we can stay ahead from a product perspective. I believe that the construction industry will continue to use nails in both hand drive and pneumatic format for decades to come, so there’s plenty of opportunity for a quality, domestic nail maker like Maze.

EXTERIOR FIRE RETARD A ANT TREA ATTED LUMBER AND PLLYWOOD

NOT A COATING

NOT A LAMINATE

JU US ST CODE COMPLIANT FRT W P PRESSURE RESSURE IMPREGNATED

WWW W..FRT W..C CO OM 1-800-531-5558

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Mid-Columbia Lumber

mid-columbia.com

Q. What is your company known for? What’s your brand? A. Mid-Columbia Lumber is known as being the most consistent supplier of engineered fingerjoint long dimension in the market with both of our main product lines, our Engineered MCL Joist and Engineered MCL Longs. The company began operations in 2000 and throughout the recession MCL has continued to supply our distribution partners and their customers with quality products that the market needs.

Q. What separates your business from the competition? A. MCL cares deeply about its relationships with our building materials distribution partners. Our goal has always been to help our distribution partners grow and expand their markets by supplying them with the sales and marketing tools that their sales teams need in order to generate and increase revenue. Continuity of supply is virtually guaranteed with two manufacturing facilities located within 10 miles of each other. This is very important to our customers. Q. What is your company’s biggest challenge? A. Our biggest challenge is to keep up with the increasing demand for our products. We are working to resolve this by adding additional capacity, which just came online a few months ago.

Q. What are your primary markets? A. Our focus is on partnering with regional and national distributors across the county to service the needs of pro dealers and builders in every region.

Q. What’s unique about your products or services? A. MCL has the unique ability to produce and ship our products on mixed load trucks or railcars in any custom length up to 60 ft. This enables our distribution partners and their customers the flexibility in design, the advantage of continuous spans and the ability to cut to length in house thus reducing their inventory carrying costs.

Q. How are you taking advantage of the latest technology? A. Our newest production line takes advantage of the latest technology in in-line testing for engineered applications.

Q. What’s next for your company and the industry? A. MCL is looking at multiple Engineered Wood Product lines to add to our current product mix. We are excited to see what 2016 and beyond holds for both our company as well as for our loyal distribution partners.

Building-Products.com

October 2015

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NAWLA Traders Market Preview

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Pennsylvania & Indiana Lumbermens Mutual Insurance Co. www.plmilm.com Q. What is your company known for? What’s your brand? A. PLM/ILM is known for being the premier property and casualty insurance provider to the lumber, woodworking and building material industries.

mutual company, there are no shareholders—that means we put the needs of our policyholders first. Our goal is not to satisfy shareholders. Instead, we wake up every day focused exclusively on our policyholders and try to operate the company with their needs forefront in our minds.

Q. What separates your business from the competition? A. We are experts in this industry. Established in the 1890s, we have over a century of industry knowledge and expertise. Because we have solely focused on the wood industry, this means that we know your business better than any other insurance company. This expertise allows us to offer more competitive pricing, settle claims in a fair and timely fashion and provide a high level of loss prevention services. We are also a mutual company. As a

Q. How are you taking advantage of the latest technology? A. We have taken on some major initiatives to update our systems with the latest technology from a new website, introduction to a new billing system and the recent purchase of a new claims system. All of these changes will make servicing our customers more efficient. Q. What’s next for your company and the industry?

A. We are always looking at the needs of the industry and how we can provide the best comprehensive coverage for our customers. Our most recent addition in coverage is our new Employment Practices Liability (EPL) insurance. In today’s workplace, business owners must protect themselves from employment claims. Discrimination, sexual harassment, wrongful termination—these are just some of the charges that your employees and customers can file at any time. With PLM/ILM’s EPL coverage, we provide broad protection and support services that are specially designed and priced for our customers.

PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com Q. What is your company known for? What’s your brand? A. For over 90 years, PPG Machine Applied Coatings has been at the leading edge of innovation and substrate protection for factory finishers looking to protect and enhance wood, fiber cement and composite siding and trim boards.

Q. What separates your business from the competition? A. We combine our field technical experts with a research and development team dedicated 100% to the advancement of factory applied finishes. This team works alongside our customers to improve not only the performance they are getting out of PPG coatings, but to ensure and enhance the application characteristics of the coating. Q. What is your company’s biggest challenge? A. The biggest challenge we face as a coatings company is making sure we stay ahead of environmental regulations. We see all across North America the need and desire for factory finishers to move towards more sustainable products. We understand that includes the coatings they are applying. Our research and development teams try to stay ahead of the regulations by creating new waterborne technologies and low VOC coatings to help our customers meet their environmental goals.

Q. What are your primary markets? A. We distribute throughout North America. Typical customers include machine coaters, lumber retailers, and wholesale distributors of building products. End-user markets include new home builders, commercial builders, architects and home buyers.

Q. What’s unique about your products or services? 80

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A. PPG understands how valuable color is to a customer making a decision. As a coatings company, we’ve been working on capturing that value to let customers experience color before they make a decision. Over the past few years, we’ve been developing unique color tools, to shorten the buying cycle and ensure customers are happy with their decisions. Through digital color identifiers, local color experts, and our dedicated color lab specialists, PPG has made a significant investment in helping customers make color decisions with more confidence. Q. How are you taking advantage of the latest technology? A. PPG’s Intermix tinting systems allow applicators to dial in exact color matching specifications through computerized accuracy. This reduces mistints and increases accuracy so applicators can spend less time color matching, more time coating.

Q. What’s next for your company and the industry? A. We’re currently experimenting with alternative substrates. We’ve seen some unique applications over the past few years with PVC and composite technologies, so we’re working on new coatings that offer improved adhesion and UV stability.

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Nova USA Wood Products www.novausawood.com Q. What is your company known for? What’s your brand? A. Nova is one of the leading importers of exterior hardwood decking, Apitong truck flooring, residential hardwood flooring, and hardwood kiln sticks. Nova’s brands include Batu decking, Elemental hardwood flooring, and TrailerDecking.com.

Q. What separates your business from the competition? A. We have our own office overseas and have built an excellent system for quality control and order fulfilment at the source.

Q. What is your company’s biggest challenge? A. We have a small of group of very experienced and independent traders working around the globe. We anticipate that managing our growth over the next few years will be our biggest challenge.

Q. What are your primary markets? A. We are experts in sourcing material in Brazil, Peru, China, Malaysia and Indonesia. Our customers are located throughout the U.S. and Canada.

Q. What’s unique about your products or services? A. Our foreign sourcing ability is outstanding due to our experienced management team—all of our key people have been

Building-Products.com

in the tropical hardwood industry since the early 1990s. Our management systems and information technology enable us to track the details efficiently.

Q. How are you taking advantage of the latest technology? A. We have been working for years on our web sites to optimize our search engine results. Our ERP system is connected to our website and integrated into our accounting systems to create a very efficient system for order tracking and inventory control.

Q. What’s next for your company and the industry? A. We hope to continue expanding our market share in our key product lines.

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NAWLA Traders Market Preview

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Rosboro

www.rosboro.com Q. What is your company known for? What’s your brand? A. Rosboro is known for quality products and old-fashioned customer service—we even have a friendly receptionist to greet you when you call. Our goal is to make it easy for our customers to do business with Rosboro, which requires the highest caliber of customer care and quality products, including: • Glulam. Rosboro is the largest glulam manufacturer in North America. • X-Beam: Architectural appearance X-Beam glulam is 3-1/2" and 5-1/2" wide, therefore it fits flush with standard framing and is available in conventional and I-Joist depths. Best of all, XBeam is the most cost-effective engineered wood product on the market. • Treated X-Beam: Rosboro Treated X-Beam is simply our Douglas fir, architectural appearance X-beam that is treated with Hi-Clear II, a clear industrial wood preservative that leaves the beam an attractive honey-color. The preservative treatment protects against decay, mold, bacteria and insects, including the Formosan termite. Rosboro Treated X-Beam products are an excellent choice for above ground applications such as decks, porches, and balconies where appearance is critical. • Rosboro Stud products are “No Prior Select” so the appearance grade material hasn’t been pulled from the run. Rosboro also offers a wide range of trim lengths and specialty trims are no problem.

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October 2015

Q. What are your primary markets? A. Rosboro glulam products are sold through a nationwide distribution network that provides next day delivery. Rosboro studs and dimension lumber are sold throughout the U.S. Q. What’s unique about your products or services? A. In the past, glulam was used primarily in applications that called for an attractive exposed architectural beam. Feedback from builders suggested we were missing business because our product didn’t match the standard 2x4 and 2x6 wall framing, standard glulam depths did not match I-joist depths, and excessive camber could be a problem. Rosboro listened to the market and redesigned its glulam product offering and named it X-Beam.

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Roseburg www.roseburg.com Q. What is your company known for? What’s your brand? A. A stable, privately held, vertically integrated company that owns and manages timberlands, large-scale manufacturing plants, and offers a broad portfolio of construction and decorative products.

Q. What separates your business from the competition? A. Roseburg offers a “whole building” solution through their engagement in four distinct businesses: engineered wood, plywood (softwood & hardwood), composites (particleboard, MDF, and thermally-fused laminates.), and lumber.

Q. What is your company’s biggest challenge? A. Operating low-cost, world-class facilities located in some

Roseburg also offers a complete line of FSC certified green products and has a LEED Green Associate on staff serving as the company’s Sustainability Specialist.

of North America’s highest-cost wood-fiber and labor markets. In addition, attracting, hiring and retaining highly-skilled, goaloriented, members of the millennial generation who want to be in the wood products industry.

Q. How are you taking advantage of the latest technology? A. Using the company’s website to identify “where-to-

Q. What are your primary markets? A. Wholesale and industrial distributors located throughout North America.

Q. What’s unique about your products or services? A. The ability to help distribution customers optimize their inventories and better manage their working capital by combining multiple products on a single rail car or truck.

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buy” Roseburg products, cross-sell various offerings, and maintain up-to-date documentation on product specifications and regulatory requirements. Roseburg uses a “Customer Relationship Management” (CRM) system to communicate with customers, via e-blasts, about upcoming shows/events that Roseburg will be participating in.

Q. What’s next for your company and the industry? A. Continue to look for ways to automate our facilities and earn/maintain “supplier of choice” status with key customers.

October 2015

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NAWLA Traders Market Preview

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RoyOMartin www.royomartin.com Q. What is your company known for? What’s your brand? A. RoyOMartin is known for being a quality wood-products manufacturer since 1923. We believe our OSB and plywood products, all available Forest Stewardship Council (FSC) certified, are among the best in the industry. We are committed to providing our customers with top-quality, reliable products, manufactured in mills that value safety, employee training and development, and continuous process improvement.

Q. What separates your business from the competition? A. RoyOMartin’s 91-year legacy makes us unique in the industry. Our company, run by a team of professional managers (some, fourth-generation Martin family members), has several core values, or RICHES, that guide our everyday decisions: Respect, Integrity, Commitment, Honesty, Excellence, and Stewardship. We are large enough to meet demand for wood products in our selected markets, yet small enough to give a personal touch to quality and customer service. Q. What’s unique about your products or services? A. Generally speaking, OSB and plywood are commodity products. However, RoyOMartin’s Eclipse Reflective Housewrap is the only radiant barrier panel of its kind to be verified for use in a sidewall application by the Reflective Insulation Manufacturers Association International, the only trade association representing the reflective insulation, radiant barrier, and low-e reflective coatings industries. We offer a

number of extended-length OSB panels. Additionally, RoyOMartin’s southern yellow pine SmartCore plywood, which has a variety of uses, is synonymous with quality. Lastly, our FSC-certified wood products are ideal for LEED projects.

Q. What’s next for your company and the industry? A. RoyOMartin currently has the country’s only greenfield structural-panel manufacturing site under construction. This Corrigan, Tx., mill will feature the latest technology and is expected to start up in fall 2017. As we continue to recover from the housing downturn in recent years, we are poised for success. Throughout this time, all our manufacturing facilities operated with no market-related downtime or reductions in force. We were able to consistently supply customers’ needs for quality, reliable products, delivered in a timely manner.

SilvaStar

silvastar.com

Q. What is your company known for? What’s your brand? A. We are known for bringing value to our customers bottom line by manufacturing quality KD SPF fascia, decking, pattern stock, and furring strips. Our brand is built on being the market leader in consistent quality and product innovations. We believe that we bring value by being solution providers.

Q. What is your company’s biggest challenge? A. Our biggest ongoing challenges are to understand the needs of our customers and then find ways to satisfy those needs. Q. What are your primary markets? A. Geographically, the Pacific Northwest, California, Arizona, Nevada, Texas, Florida, Tennesse and the Carolinas. By customer type, 75% two-step distribution, 20% big boxes, 5% buying groups and direct sales to contractor yards and export.

Q. What’s unique about your products or services? A. Our products are not unique. What sets us apart is our commitment to bringing value to our customers bottom line. I know it sounds corny, but we just have a passion for being the best “inside the box.”

Q. How are you taking advantage of the latest technology? A. We have just entered into an agreement with Arch Chemical to provide a new product that when applied to our

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NAWLA Traders Market Preview

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primed fascia line will provide our customers with up to 30 years of protection against mold, fungal decay, and termites (even Formosan). Our customers have been asking us for options to “value engineer” their multi- and single-family new construction and remodel projects. SilvaStar and Arch have partnered to provide that value.

Q. What’s next for your company and the industry? A. Our industry is constantly changing. Value engineering and green building practices seem to be at the top of customers’ current list. We believe that we check both boxes by offering a renewable resource with a competitive warranty at a fair price when compared to the composite and cement alternatives. At the end of the day, customers will always pay for value.

Building-Products.com

Sunbelt Rack/CT Darnell www.sunbelt-rack.com Q. What is your company known for? What’s your brand? A. CT Darnell Construction & Sunbelt Rack is known as the preeminent supplier of racking, storage solutions and steel buildings to the LBM industry.

Q. What separates your business from the competition? A. Nobody in the category offers the 1-2 punch of a full range of planning and design for storage systems (Sunbelt Rack) coupled with comprehensive full-service commercial construction (CT Darnell Construction). The synergies and efficiencies created among the two disciplines provides a powerful one-stop solution.

Q. What is your company’s biggest challenge? A. Right now it’s keeping up with the growth in the market. Q. What are your primary markets? A. CT Darnell Construction & Sunbelt Rack offers services throughout North America and the Caribbean. While the Sunbelt Rack brand has its roots in the lumber and LBM space, CT Darnell also actively pursues construction-only business in trucking and transportation, warehouse facilities as well as retail and restaurants.

Q. What’s unique about your products or services? A. CT Darnell & Sunbelt Rack provide the one-stop, fullrange solution. If you just need some racking that’s fine. We

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have the best in the business. But we also provide planning/design all the way through construction. We have licenses in all 50 states, which gives us the unique ability to build wherever our customers need us.

Q. How are you taking advantage of the latest technology? A. We are currently upgrading our project management software.

Q. What’s next for your company and the industry? A. We will further integrate the turnkey design and construction of our customers facilities and rack systems to offer them better functionality and value, while also saving them time.

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NAWLA Traders Market Preview

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Terminal Forest Products www.terminalforest.com Q. What is your company known for? What’s your brand? A. TFP is known as the highest quality western red cedar in the market. We also have the most extensive pattern inventory and a broad range of stock that we are able to ship from. Our most popular brand on the East Coast would be recognized as “Cowichan Gold” and on the West Coast as “Evergreen” and “Cascadia.”

Q. What separates your business from the competition? A. Our volume of mixed business that we can create for either truck or car distribution, as well as our highly valued distributors. Q. What is your company’s biggest challenge? A. Moving from the traditional sawmill sales model to a highly valued service distribution model.

Q. What are your primary markets? A. United States 90%, Europe 5%, and Canada 5%. Q. What’s unique about your products or services? A. TFP’s consistent high quality, our large inventory, and the pursuit of perfection in all of our products and services.

Q. How are you taking advantage of the latest technology? A. By creating new engineered product lines that include edge-gluing, fingerjointing and laminating.

Q. What’s next for your company and the industry? A. Structural appearance western red cedar glulams and distribution pull-through from the end user/architect specifiers.

Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com 86

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Tri-State Lumber Co. www.homanindustries.com Q. What is your company known for? What’s your brand? A. Tri-State Lumber is known for our high quality southern yellow pine treated timbers (4x4, 4x6, 6x6, 6x8, 8x8, 10x10, 12x12), long and big timbers, and specialty products (3x8, 3x10, 3x12; fence board, center match). We focus on manufacturing quality products and seek to enhance the quality of our timbers and lumber at each step of the process. We sell a #2 and Better product with about 35% #1 included.

By being an integrated company we reduce transportation costs, and can better manage quality. We also have our own logistics company and can ship by rail and truck. Just recently we have partnered with a company and can now ship export product via container or barge.

Q. What separates your business from the competition? A. We are unique in that we are an integrated company. We take it from the log to the treating plant. We have a sawmill, planer mill, remanufacturing operation, and treating plant.

We’re growing Colville, WA – Usk, WA – Midway, BC – Eagar, AZ

Building-Products.com

October 2015

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NAWLA Traders Market Preview

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Versatex www.versatex.com Q. What is your company known for? What’s your brand? A. Versatex is known for our high quality cellular PVC products, our flexibility in offering a wide product line, and our responsiveness to dealer, contractor, and architect needs. We not only deliver great products, but we provide the support and followup needed to help customers understand, install, and maintain our trimboards. Additionally, we fully stand behind the quality and longevity of our products through the Versatex lifetime warranty program. Q. What’s unique about your products or services? A. Versatex manufactures high quality cellular PVC with some of the tightest tolerances available in the market. In addition, our product line includes

numerous proprietary designs such as Versatex Max 2-by boards, one-piece corners, vented soffit, and VersaWrap column wraps and accessories.

We listen to the market and quickly respond to opportunities to help dealers, contractors, and architects complete quality projects efficiently.

improve water quality, immediate replanting to ensure a sustainable forest, continual forest management, and wildlife enhancement with on-staff 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. 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.

Westervelt Lumber www.westerveltlumber.com

Q. What separates your business from the competition? A. 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. 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. We offer FSC-certified lumber consisting of 1” boards, dimension, timbers (4x4, 4x6, 6x6), decking and pattern stock. Many customers have earned points in their pursuit of LEED-certified projects. Committed to preserving land for future generations, the company’s timber-management practices include streamside-management zones to 88

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Vaagen Brothers www.vaagenbros.com Q. What is your company known for? What’s your brand? A. Smaller logs and better lumber.

Q. What separates your business from the competition? A. We are family owned and focused on small logs. We are creative and focused on developing long-term relationships with our customers. Q. What is your company’s biggest challenge? A. Log availability and log price. Q. What are your primary markets? A. We are a captive BNSF, which makes up competitive in the in the western part of the U.S. Our truck market is a 500-700 mile radius from Colville, Wa. Most of our customers are truss plants, wholesale distribution, pro dealers, as well as some office wholesalers.

Q. What’s unique about your products or services?

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We are all small logs focused on MSR with heavy 18' and 20' tallies.

lumber in both MSR production, as well as specialize visual grades.

Q. How are you taking advantage of the latest technology? A. We use computer technology to maximize the grade recover out of our

Q. What’s next for your company and the industry? A. We are always looking for new opportunities, whether that means new customers or new products.

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NAWLA Traders Market Preview

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NEW Products Easy-Changing Tool Kits GRK Fasteners’ Star Drive Bit Kit includes a complete set of both 1” and 2” GRK Star Drive Bits and a GRK Bit Quick Changer for easy changing. The bit kit incorporates 1” and 2” GRK star drive bits, a Quick Bit Changer, and a convenient carrying case. GRK bits are designed for use with today’s impact drivers and cordless or corded drills and are impact ready.  GRKFASTENERS.COM (877) 489-2726

Protective Ridge Vents The Aviator Ridge Vent by Quarrix Building Products is a unique, 4” sectional ridge vent packed with the innovation. With its patented hyper foil design, the vent draws air out of the attic without drawing in any dust, snow or rain. Aviator’s integrated, clog-free baffle also fosters better ventilation and eliminates the problem of leaves and needles blocking airflow that plague other 4 sticks.  QUARRIX.COM (800) 438-2920

Foam Sealant Made Simple Handi-Foam by FomoProducts. is a window and door one-component polyurethane, closed-cell, low pressure window and door foam sealant. With the new formulation, contractors can expect to see 50% more theoretical yield per container, better low-temperature performance (0°F – 100°F)—about 40° lower than the previous version, and three additional months of total shelf life. Formulated with Dry Seal technology, the sealant is designed to resist moisture and prevent mold problems through the water repellent capabilities.  FOMO.COM (800) 321-5585

Ground-breaking Drills Milwaukee’s cordless right angle drill M18 Fuel Super Hawg can power through 6” holes, and drill over (75) 2-9/16” holes per charge for a completely cordless rough in, delivering ground-breaking performance. Optimized for plumbing and HVAC applications, the drill is the first cordless tool of its kind, delivering exceptional productivity for professionals drilling with up to 4-5/8” self-feed bits and up to 6” hole saws.

 MILWAUKEETOOL.COM (800) 729-3878

Solar Roofing for a New Generation

The Apollo II solar roofing system by CertainTeed features 60-watt monocrystalline integrated PV panels, combining greater efficiency and unmatched aesthetics with easy wiring and installation. Its black frame, cells and backsheet and low profile design fully integrate with asphalt roofing shingles for a clean, seamless appearance. It also has a Class A fire rating and 110-mph wind rating.

 CERTAINTEED.COM (800) 233-8990

Classy Windows Made to Endure

ProVia’s Endure window series offers innovative high-performance features that reportedly maximize energy efficiency. The Energy Star-certified windows come standard with ProVia’s ComforTech warm edge glazing system, a high-tech glass package that measurably improves thermal performance that can be specified up to an R-value of 9.

 PROVIAPRODUCTS.COM (877) 389-0835

877-546-6808 www.quattrotimber.com Common problem: Solid-sawn green post has checked, split, and twisted while drying.

• KD engineered porch & deck posts

Solution: Kiln-dried engineered Quattro™Posts

• Available in cedar, fir and spruce • Our manufacturing process virtually eliminates the problems that are common with solid-sawn posts, such as splitting, checking and twisting. • Quattro™Posts carry a certified structural rating, and their hollow core encourages a variety of lighting options.

Your next deck, porch, pergola, gazebo or arbor project deserves Quattro™Posts Building-Products.com

October 2015

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The Merchant Magazine

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Adhesive Dispensing Tools

888-807-2580 Bend, OR

www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA

Simpson Strong-Tie’s new CDT10S manual dispensing tool features a steel carriage for ultimate durability and is engineered for continuous, high-volume use, with double-gripping plates to extend tool life. Designed to work with cartridges for trouble-free dispensing, each tool provides a 26:1 drive mechanism for easier dispensing of high-viscosity adhesive.

 STRONGTIE.COM (800) 999-5099

PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition”

Recharge for Every Project

DeWalt’s 20V MAX* battery adapter is a solution for professionals who are already heavily invested in DeWalt’s 18V system of tools and want to use their tools with the latest battery technology. With virtually no self-discharge, the lithium ion compact and premium battery packs offer improved capacity and higher energy density.

 DEWALT.COM (800) 433-9258

Easy Clean Floor Adhesive

DriTac 7700 Easy Clean 4-in-1 premium green sound and moisture control MS polymer adhesive can help isolate old cutback adhesive residue for hardwood flooring installations. Formula enhancements now allow the eco-friendly wood flooring adhesive to consolidate subfloor prep and speed up hardwood flooring installation.

 DRITAC.COM

(973) 614-9000

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October 2015

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WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic

Timbers Green & K.D. Export

Make Your Mark

The RevMark permanent marker is a newly patented all purpose, permanent marker designed to help the handyman make his or her mark easier. Its design allows for attaching the marker to a tool belt or uniform and replace the marker into the cap with one hand, keeping the other hand free. In terms of efficiency, the pen is designed to make marking projects easier with its one-handed accessibility.  PENCOAMERICA.COM (908) 486-1004

Laser Framing Squares

Empire Level has refreshed its square line with new Hi-Vis Laser Etched products. The line includes a 7” & 12” Hi-Vis Laser Etched Rafter Squares, and a 16”x24” Hi-Vis Laser Etched Framing Square. Each square features permanent laser etched markings for maximum durability and life, and are constructed of 6063 anodized aluminum for maximum durability so they will not rust, corrode, or crack. It also features a 40% wider heel, providing more stability on any working surface.  EMPIRE.COM (800) 367-4731

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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

www.mankelumber.com October 2015

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The Merchant Magazine

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84 Looks to Bigger Cities as Pulls from Smaller Markets

84 Lumber plans to open at least 10 new locations next year in larger markets such as Los Angeles, Ca., and Denver, Co. In the interim, the chain early last month closed eight stores in smaller markets, including three each in Kentucky and West Virginia, and one each in New York and Pennsylvania. “By doing this, we can better use our resources—money, people, inventory—to invest into these new strategically important markets,” said president Maggie Hardy Magerko. In addition to L.A. and Denver, other possible markets to grow include Raleigh, N.C.; Long Island, N.Y.; and West Palm Beach, Fl. The chain will also expand its manufacturing operations for engineered wood, millwork, components, and custom doors.

SilvaStar Now Offering Treated Trim

SilvaStar Forest Products, Bellingham, Wa., is partnering with the Arch Wood Protection to offer a surface treatment coating on its trim and fascia products.

Arch’s FrameGuard Total preservative prevents mold, rot and termites (including Formosan termites) and does not require pressure-treatment for application. “We believe this is game-changing technology,” said Mike Thelen, SilvaStar’s chief operating officer. “It is a product backed by two of the most quality conscious companies in the building supply industry.” SilvaStar has custom built a patented double oven curing system at its Bellingham facility specifically designed to apply the coating. “We can individually control each oven temperature by 2˚F while variably managing air flow as required,” noted plant engineer Mike Davis. After the chemical is cured, a warranted and matched Sherwin Williams primecoat is applied to enhance durability and provide customers with an initial coat of paint. This can then be top coated at the factory or in the field with a wide range of Sherwin Williams products, which will further increase the life of the product and trigger certain additional warranties. “The trim package is the finishing touch. It gets noticed and it sends a message. We believe that by offering

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com 94

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October 2015

this extended protection from mold, rot and termites, we are adding value to our customers’ bottom line.”

TALK Back We welcome your letters to the editor. Send to letters@building-products.com, Fax 714-486-2745, or c/o The Merchant, 151 Kalmus Dr., Ste. D200, Costa Mesa, Ca. 92626.

COUNT YOUR BLESSINGS

Patrick, I wanted to compliment you on an outstanding editorial, “Dancing in the Rain” (Sept., page 6). I thoroughly enjoyed reading it. Actually, I have enjoyed all of your “Across the Board” articles since you began penning them, as well as the openness that I feel you are sharing. This one was deeply touching and such a good reminder to slow down and enjoy our blessings! Thank you! Keep up the great work. It has been very refreshing to read. And, I am truly excited that our jet boat ride left a positive impression on you! Leslie Southwick Marketing/Sales Manager C&D Lumber Co., Riddle, Or.

t Reel Lumber Service, we supply domestic and foreign hardwoods. Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.) • Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

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APP Watch

Thanks to our customers and vendors as we begin our 30th year • Redwood & Plastic Lattice • Dupont Tyvek • Roseburg DuraTemp • TruWood Siding & Trim • FRP • Fir, SYP & Radiata Pine Plywood

• Particleboard, MDF & Hardboard • OSB • Dry Dimension Lumber • Pine Boards • Industrial Lumber • Import Plywood • Salvage & Surplus

4685 BROOKHOLLOW CIRCLE, RIVERSIDE CA 92509

877-369-2327 • 951-727-1767

App: Tool Connect Produced by: DEWALT Price: Free Platforms: iOS, Google Play A new Tool Connect app connects LBM professionals to their tools, giving DeWalt users the ability to control their 20V MAX 2.0-amp and 4.0-amp lithium ion batteries remotely via a Bluetooth device. Features include battery diagnostics, alert if out of range, disable if out of range, alert at low battery charge, alert at high temperature, alert at charge completion, and more. – Download from iTunes App Store or Google Play

Specializing in Flatbed & Van Freight for over 10 years

4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649 Phone (714) 840-5366 • Fax 714-840-1933

www.straight-line-transport.com “A Load We Transport Is a Load off Your Mind” Building-Products.com

October 2015

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Montana Mill Gets Hefty Grant

A grant has boosted reclaimed sustainable wood manufacturer Sustainable Lumber Co., Missoula, Mt., which plans to use the money to promote sustainable practices. As a part of the Chase Mission Main Street Grant, the company is receiving $100,000 to expand its business. The company says 100% of its products come from locally salvaged, reclaimed and recycled materials, along with a zero waste policy. Owner Ryan Palma said his company was chosen from among 35,000 applicants, and is the first company to ever be selected for the grant in Montana. The first thing he plans to do is find a larger space to meet the growing demand of his small, family company.

Industry Riders Hit the Road

Industry riders recently hit the road in the 2nd annual Log Ride, sponsored by Timber Products. The group departed from Corona Ca., Aug. 29, traveling a counter-clockwise route 260+ miles through the local mountains, with stops at Newcomb’s Ranch for coffee and the 49er Bar & Grill in Acton, Ca., for lunch. South on the Angeles Crest Highway took them back into L.A. Nine riders participated, although temperatures that

LOG RIDERS included (l-r) Larry Bump, L Bump Construction; Steve Otto, Scane Cabinet; Josh Sneckner, Hardwoods Speciality Products; Matt Scane, Scane Cabinet; Randy Lambert, Timber Products; Walt Mass, Strata Forest Products; Mike Sosenko, Dow Diversified; Mark Brothers (kneeling), Forest Plywood; and Ray Cerulli, Plastic Tops.

exceeded 100˚ in the Los Angeles Basin prevented several others from joining. “Enthusiasm and interest for this function is growing, and for those of us that find the golf course a frustrating and humiliating way to spend the day, our Log Ride provides that option,” said TP’s Randy Lambert. His goal for next year: 50 riders.

PVC Window Maker Goes West

Deceuninck North America, Monroe, Oh., has broken ground on its first manufacturing facility in the West. Set to open in second quarter 2016, the 150,000-sq. ft. plant covers 28 acres in Fernley, Nv., featuring a rail spur, offices, warehouse, manufacturing support, and up to 24 extrusion lines to produce components for PVC windows. “Since the mid-1990s, Deceuninck North America has maintained a strong presence in the East from our headquarters in Monroe,” said CEO/president Filip Geeraert. “The new facility near Reno will mark a new era for Deceuninck, and we are thrilled to continue our reputation for stellar service with our western expansion.”

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

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SPI stages open house SIERRA PACIFIC Industries hosted its annual open house Sept. 16-18 in Redding, Ca. [1] SPI president George Emmerson welcomes the throngs. [2] Rich Gromer, Dave Callantine, David Weed. [3] Larry Thurman, Marty Schaefer, Ron Swenson. [4] Tim Berry, Dan Kepon, Mike Berry. [5] Matt Kolar, Brian Kirwan, Nathan Ferraris. [6] Rey Harner, Peter Brady. [7] Jeannie & Scott Mackechnie. [8] Rob Parks, Jeff Donahoo, Doug Willis. [9] April Lucas, James Buckley, Stuart Brown, Mary Hierlmeier, Rod Scott. [10] Brad Pritchett, Chris Strahl, John O’Brien. [11] Lori Collins, Ed Langley. (More photos on next two pages)

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SPI OPEN HOUSE Photos by The Merchant

MORE SPI (continued from previous page): [12] Ted Stock, Ross Stock. [13] Bruce Miller, Ted Isdell, Larry Leno. [14] Melissa Burback. [15] Paul Corso, Scott Middaugh. [16] Brenda Johnson, John Tumino, Beth Bollen. [17] Doug Cox, Todd Cox. [18] Joe Burch, Sean Burch. [19] Matt Turner, Joe Rath, Ryan Rath. [20] Jennifer Little, Tina Orduno, Robert West, Tiffany Fullerkson, Denise Svendsen. [21] Dave Menkens, Mark Gray. [22] Todd Pollard, Billy Irvin, Byron Beck. [23] Clint Kruger. [24] Dave Dahlen, Jack Butler. [25] Jerry Ensworth, Matt Ensworth, Terry Johnson. [26] Jeff Squires, Ken Dunham. [27] David Ower, Rob Parks. [28] Brent Mangum, Jake Sinclair, Kevin Elkins. [29] Chris Swanson, Charlie Phillips. [30] Janne Jones, Bryan Borovec. [31] John Pasqualetto, Todd Schoffstoll. [32] Preston Johnson, Erin Hunt. [33] Max Jones. (More photos on next page)

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SPI OPEN HOUSE Photos by The Merchant

SPI (cont.): [34] Will Drone, Brendan Emmers, Brendan Epperson. [35] Rod Scott, Bob Taylor, Jim Hansen. [36] Allan Cooper. [37] Alex Cousins, Steve Christophel, Mike Shorten, George Hammann. [38] Kevin Paldino, Tom Von Moos. [39] Ryan Land. [40] Robert Slater, Mark Berger. [41] Chris Skinner,

Shelley Addison, Robbie Terras, Scott Peterson. [42] Dan Quarton, Aaron Sulzer. [43] Thom Wright, John Grove. [44] Chip Brittain, Sam Moran. [45] Vince Vierra, Jon Hagen. [46] Greg Thom, Jim Foster, Bart Inch. [47] Thom Wright, Rick Deen. [48] Steve La Valley, Jon Woods. [49] Steve Carey.

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BC value-added producers host Global Buyers Mission Nearly 800 delegates from around the world headed to Whistler, B.C., for the 12th annual Global Buyers Mission (GBM), to show off the value-added wares of Canadian producers. Registered international buyers came from Australia, China, Japan, India, the U.S., France, Malaysia, Korea, Jordan, Philippines, Taiwan, Netherlands, U.K., Mexico, Belgium, Qatar, Pakistan, United Arab Emirates, Germany and Vietnam. CEO Brian Hawrysh and board president John Gillis welcomed the opening ceremony guest speaker, the Honourable Minister of Forests, Lands & Natural Resources, Steve Thomson, who officially opened the event. Event organizers noted that most of the buyers were first-time attendees and that there was a significantly higher percentage of American buyers. They projected the event will generate more than $40 million in new sales.

BC WOOD hosted its 11th annual Global Buyers Mission Sept. 10-12 in Whistler, B.C. [1] Dennis Wight, Tyson Palmer. [2] Shane

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The GBM also hosted North American architects, designers, contractors, developers, engineers and specifiers this year, to participate in its Wood First Program, including a mini-seminar series organized by 14 of the exhibiting manufacturers, a tour to the new Solana project in Whistler, and ending with a successful “lunch and learn” delivered as part of the Cedar Shake & Shingle Bureau’s 100th anniversary packing contest. Products on display at the 2015 GBM from exhibitors from across Canada, represented by over 255 participants, included timber frame structures, engineered wood products, treated lumber, reclaimed wood, building systems, western red cedar products, and a variety of other valueadded wood building products. Thirteen percent of exhibiting companies were new to the GBM, offering our returning buyers some additional resources and products not seen at the

Carphin, Laura Chalke. [3] Peter Parmenter, Tony Hyatt. (More photos on next two pages) October 2015

GBM in the past year. For the past 10 years, BC Wood has organized extended mission programs or incoming delegates, including site visits and factory tours around the province. This year, pre-qualified buyers once again toured production facilities and visited construction sites in the lower mainland, Vancouver Island, and Northern British Columbia to meet participating manufacturers. Besides helping buyers immediately source high quality, innovative and competitively priced wood products, the tours helped build future business relationships by familiarizing potential customers with western Canada’s wood species. Held Sept. 10-12 at the Whistler Conference Centre, the GBM continues to be Canada’s largest event dedicated to promoting value-added wood producers. The next is set for Sept. 810, 2016, in Whistler.

BC WOOD Photos by The Merchant Magazine

MORE BC WOOD (continued from previous page): [4] Incoming BC Wood chair Rob Mitchell, current chair John Gillis. [5] Tyler Moore, Kent Beveridge. [6] Louis Hoy, Dick Jones, Phil Lemon. [7] Ashley Hu, Rumin Mann, Baldeep Atwal. [8] Janine Luce, Archie Rafter. [9] Bill Hurst, Kal Korinth. [10] Sanj Hothi, Michael Watkins. [11] Patrick Power, David Jeffers. [12] Brian Hawrysh, Ian Leask. [13] Shannon Dudor, Rhonda Building-Products.com

Schmidt. [14] Guy Hemphill, Sam Bath. [15] Darren Duchi, Cameron Cook. [16] John Brissette, Ute Faber. [17] Michael Ren. [18] Greg Fitz, Chuck Martineau. [19] John Lore, Al Fortune. [20] Paul Mackie, Jack Draper. [21] Dave Stelle. [22] Mike Larose, Ian Leask, Mike Demarni. [23] Neville Pope, Wayne Brown, Dave Sebellin. (More photos on next page) October 2015

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BC WOOD Photos by The Merchant Magazine

GLOBAL BUYERS MISSION (continued from previous two pages): [24] Russ Nixon, John Burch, Len Van Ryswyk, Scott Boates, Paul Saini. [25] Jeff Norman, Cameron Cook. [26] Eric Bos, Gary Brown. [27] Chris Boyd, Carol Bulych, Mike Chong. [28] Kirk Nagy, Tod McCallum. [29] Hank Van Oosten, Jas Binning, Rob Chimko, Chris Sainas, Brett Johnson. [30]

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Quinn Brown. [31] Gigi Zhou, Bart Bender, Jennifer Raworth. [32] Julian & Trudy Gauthier. [33] Judson Beaumont, Randi Walker. [34] Bryan Payne, Mike Pidlisecky, Ben Good. [35] Rick Buchols, Helena Jellnichen. [36] Sarah Fryer, Michael McInnes. [37] Allen Xu, Johnal Lee. [38] Sandy McKellar, Kelly McCloskey. [39] Scott Stockton, Rob Marusic. Building-Products.com

ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association will hold its annual fall conference its conjunction with National Lumber & Building Material Dealers Association’s Industry Summit Oct. 28-30 at The Broadmoor, Colorado Springs, Co. During the event, MSLBMDA’s own Scott Yates, Denver Lumber, Denver, Co., will be inducted as chairman of NLBMDA. MSLBMDA also will stage a Fundraising Brewfest on Veteran’s Day, Nov. 11, at Mile High Station, Denver. The event will support disabled veterans through Project Healing Waters. Western Building Material Association is looking forward to its 113th annual convention Nov. 3-5 at Tulalip Resort, Marysville, Wa. Bill Sharp will deliver a keynote address on “Building a Championship Team,” as well as share techniques on increasing profits during his Profitability Boot Camp. During one luncheon, motivational

speaker David Brooke will present an enlightening and empowering presentation providing tools to more successfully fend off the negative forces that work against us all. WBMA is also sponsoring a building material marketing course Oct. 2021 at its Kincaid Learning Center, Olympia, Wa. Attendees will receive in-depth training on products they sell on a regular basis, and practical application of how products are used on the jobsite. On Nov. 16, executive director Casey Voorhees will lead an introduction to building material sales course at Valley River Inn, Eugene, Or. West Coast Lumber & Building Material Association’s annual convention is Oct. 14-15 at Mandalay Bay Resort & Casino, Las Vegas, Nv. World Millwork Alliance will host its annual tradeshow and convention Oct. 31-Nov. 4 at Cobb Galleria Centre, Atlanta, Ga. Speakers include social media mogul William Blackmon, who will

Celebrating 48 years of fine hardwood manufacture and distribution For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices. • Hardwood Lumber / S4S • Hardwood Plywood • Custom Hardwood Moulding • Custom Hardwood Flooring

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speak on LinkedIn 20/20 Vision for Talented Acquisition; former NFL star and ESPN analyst Merril Hoge, delivering a motivational speech; and Georgia Tech’s Paul Todd, touching on how process improvement will help business. The GenNext Forum Group, a focus group for industry professionals 35 years and younger, will be held on Nov. 1. There the association will focus on the importance of bringing up young leaders for the future of the industry. Western Wood Preservers Institute’s annual meeting will be Nov. 811 in Monterey, Ca. Specialty Tools & Fasteners Distributors Association is holding its annual convention Nov. 8-10 at the Phoenix Convention Center, Phoenix, Az. The educational event will involve distributors, manufacturers, rep agents, and affiliates (trade press) serving the construction/industrial market. The general session on the second day will feature Shark Tank’s Lori Greiner, Daymond John, and Kevin O’Leary.

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Offering Brown tone stained treated Douglas Fir for all pressure treating applications

For more information, contact Shawn Nolan snolan@pstreating.com • (530) 938-4408 NatureWood preserved wood products are treated with Alkaline Copper Quaternary compounds or Copper Azole. NatureWood and Advance Guard preserved wood products are produced by independently owned and operated wood treating facilities. NatureWood® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©3/2015

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IN Memoriam Robert George “Bob” Harrison, 90, chairman of the board of the Willamette Valley Co., Eugene, Or., died of natural causes Aug. 27 in Eugene. In 1943, he joined the Naval Air Corps at age 17, straight out of high school. As a member of the V-T88 squadron, he flew 114 documented combat missions in the South Pacific, for which he was awarded the Air Medal, the Bronze and Gold Stars, and two Distinguished Flying Crosses. After returning from the war, he attended the University of Oregon, graduating in 1950 with a B.S. in business administration.

Following work with Crown Zellerbach, Bob acquired the Willamette Valley Paper Co. in 1952 with a partner, then subsequently became sole owner, renaming it the Willamette Valley Co. He remained chairman until his death. He also served as chairman of the board of Diamond Wood Products and Eclectic Products, Eugene, maker of GOOP adhesives.

first job at Boise Cascade, Independence, Or. In 1973, he joined Columbia Plywood Corp. as assistant manager in Klamath Falls, Or. There, he was elected chairman of the Hardwood Plywood & Veneer Association and was awarded Forest Businessman of the Year by the Chamber of Commerce. In 1991, he moved to Greensboro to become a VP. He retired in 2000.

John William Tritch, 76, retired vice president of manufacturing for Columbia Forest Products, Greensboro, N.C., died Sept. 14 in Greensboro. After receiving his MBA from the University of Wisconsin, he got his

Thomas William “Tom” Jappert, 59, salesman with Bright Wood Corp., Madras, Or., died Sept. 13. He spent the last 20 years of his 40+-year industry career with Bright Wood.

CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Deadline: 18th of previous month. Send ad to david@building-products.com or Fax 714486-2745. Make checks payable to 526 Media Group. Questions? Call (714) 486-2735.

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Barbara Gillette “Barb” Gibson, 85, former co-owner of South Side Hardware, Butte, Mt., died of cancer Sept. 23. She and her husband, Thomas H. Gibson Sr., purchased the business in 1980. Tom passed away in 1982, but Barb continued operating the store until selling it in 1987. Lyle E. Sternberg, 90, longtime Northern California lumber grader, died Aug. 9 in Weaverville, Ca., following an extended illness. A native of Nebraska, he worked as a grader at the Schmidbauer Lumber Mill, Eureka, Ca., for many years. He then became head grader at Trinity River Lumber Co., Weaverville, Ca., until retiring at age 71.

GP Carrying Lamco Products

Georgia-Pacific, Atlanta, Ga., has agreed to sell and distribute Quebecbased Lamco Forest Products’ laminated finger-jointed lumber (LFL) products. Lamco will manufacture several LFL products and sell them under the Georgia-Pacific brand. “We’re looking forward to adding Lamco LFL product to our portfolio,” said Paul Watterson, general manager for Georgia-Pacific’s engineered lumber business. “It complements our line of I-joist, LVL, rim board and glulam products, as well as adds a product that helps meet fire-related codes being adopted in some of the geographies in which we sell.” Lamco’s LFL products are an engineered wood product made using a patented process combining double tongue and groove and finger joints to create a dimensional beam that resists twisting, cracking and warping. Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. West Coast Lumber & Building Material Assn. – Oct. 14-15, annual convention, Mandalay Bay Resort & Casino, Las Vegas, Nv.; (800) 266-4344; www.lumberassociation.org. Southern California Hoo-Hoo Club – Oct. 21, speaker meeting, Anaheim Hills Golf Course, Anaheim Hills, Ca.; (323) 559-1958; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – Oct. 21, board meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834. Western Building Material Association – Oct. 20-21, building material marketing course, Olympia, Wa.; (360) 943-3054; www.wbma.org. Green Industry & Equipment Expo – Oct. 23-24, Kentucky Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com. Mountain States Lumber & Building Material Dealers Assn. – Oct. 28-30, fall conference, The Broadmoor, Colorado Springs, Co.; (800) 365-0919; www.mslbmda.org. National Lumber & Building Material Dealers Assn. – Oct. 28-30, annual industry summit, Broadmoor Hotel, Colorado Springs, Co.; www.dealer.org. Association of Millwork Distributors – Oct. 31-Nov. 3, annual convention & show, Cobb Galleria Convention Center, Atlanta, Ga.; (727) 372-3665; www.amdweb.com. North American Building Material Distribution Assn. – Nov. 3-5, annual convention in conjunction with North American Assn. of Flooring Covering Distributors, Hilton Orlando, Orlando, Fl.; www.distributorconvention.org. Western Building Material Association – Nov. 3-5, annual convention, Tulalip Resort, Marysville, Wa.; (360) 943-3054; www.wbma.org. Building Industry Show – Nov. 4-5, annual show, Riverside, Ca.; (949) 553-9500; www.buildingindustryshow.com. Lumbermens Merchandising Corp. – Nov. 4-6, building materials expo, Philadelphia, Pa.; (610) 293-7000; www.lumber.org. North American Wholesale Lumber Association – Nov. 4-6, NAWLA Traders Market, Hilton Anatole, Dallas, Tx.; (800) 5278258; www.lumber.org. Specialty Tools & Fasteners Distributors Association – Nov. 810, annual convention & show, Phoenix Convention Center, Phoenix, Az.; (800) 352-2981; www.stafda.org. Pacific Logging Congress – Nov. 8-11, convention, Hilton Waikoloa Village Resort, Waikoloa, Hi.; (425) 413-2808; www.pacificloggingconference.org. Western Wood Preservers Institute – Nov. 8-11, annual meeting, Monterey Plaza Hotel, Monterey, Ca.; (360) 693-9958; www.wwpinstitute.org. Black Bart Hoo-Hoo Club – Nov. 11, initiation meeting, La Hacienda, Cloverdale, Ca.; (707) 621-0485; www.blackbarthoohoo181.org. Mountain States Lumber & Building Material Dealers Assn. – Nov. 11, Fundraising Brewfest, Mile High Station, Denver, Co.; (800) 365-0919; www.mslbmda.org. Los Angeles Hardwood Lumberman’s Club – Nov. 12, meeting, Rib Trader, Orange, Ca.; (626) 445-8556; www.lahlc.net. Western Building Material Association – Nov. 16, introduction to building material sales course, Valley River Inn, Eugene, Or.; (360) 943-3054; www.wbma.org. Tacoma-Olympia Hoo-Hoo Club – Nov. 18, board meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834. Greenbuild – Nov. 18-23, Washington, D.C.; (800) 795-1747; www.usgbc.com. Building-Products.com

ADVERTISERS Index Accoya [www.accoya.com] ........................................................................25 Allura [www.allurausa.com] ........................................................................57 Arauco, USA [www.arauco.ci].....................................................................52 Arch Wood Protection [www.wolmanizedwood.com] ......................Cover I Bear Forest Products [www.bearfp.com]...................................................95 Benjamin Obdyke [www.benjaminobdyke.com] .......................................71 Bennett Lumber [www.blpi.com] ................................................................63 Blue Book Services [www.bluebookservices.com] ..................................62 BW Creative Railings Systems [www.bwcreativerailings.com]...............70 C&D Lumber Co. [www.cdlumber.com] .....................................................65 C&E Lumber Co. [www.lodgepolepine.com] .............................................96 Canfor [www.canfor.com]............................................................................43 CMPC [selex.cl] ............................................................................................61 Coastal Plywood [www.coastalplywood.com] ..........................................56 Collins Products LLC [www.collinsco.com]....................................Cover III C.T. Darnell Construction [sunbelt-rack.com]...........................................54 Diacon Technologies [www.diacon.com] ............................................39, 41 Digger Specialties [www.diggerspecialties.com]......................................86 Distribution Management Systems Inc. [www.dmsi.com]........................83 Durgin & Crowell [www.dixieline.com].......................................................77 Eco Chemical [www.ecochemical.com] .....................................................48 Fiberon [www.fiberondecking.com] .............................................................5 Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........99 Homan Industries [www.homanindustries.com].......................................73 Haida Forest Products [www.haidaforest.com] ........................................55 Hoover Treated Wood Products [www.frtw.com]......................................78 Huff Lumber Co. ...........................................................................................26 Hutchison, Inc. [www.hutchison-inc.com].................................................89 Idaho Forest Group [www.idahoforestgroup.com] ...................................53 International Beams [www.internationalbeams.com] ....................Cover IV Jones Wholesale Lumber [www.joneswholesale.com] ..............................7 Jordan Lumber & Supply [www.jordanlumber.com] ................................64 J.M. Thomas Forest Products [www.thomasforest.com] .........................19 Keller Lumber ...............................................................................................95 Kop-Coat [www.kop-coat.com] ...................................................................37 Koppers [koppersperformancechemicals.com]...............................Cover II Manke Lumber Co. [www.mankelumber.com]...........................................93 Maze Nails [www.mazenails.com]...............................................................45 Mendocino Forest Products [www.mfp.com] ............................................27 Mid-Columbia Lumber [www.mid-columbialumber.com].........................32 Neiman Enterprises [www.neimanenterprises.com] ................................46 Norman Distribution Inc. [www.normandist.com].....................................19 Northeastern Lumber Manufacturers Association [www.nelma.org]......82 Nova Wood USA [www.novausawood.com]..............................................67 Pacific States Treating [www.pacificstatestreating.com].......................103 Patrick Lumber [www.patlbr.com] ..............................................................96 Pelican Bay Forest Products [www.pelicanbayfp.com] ...........................92 Pennsylvania & Indiana Lumbermens Mutual [www.plmilm.com] ..........49 Peterman Lumber Inc. [www.petermanlumber.com] ................................92 PPG Architectural Finishes, Inc. [www.ppgac.com] .................................59 Quattro Timber [www.quattrotimber.com].................................................91 Redwood Empire [www.redwoodemp.com] .........................................13,15 Reel Lumber Service [www.reellumber.com] ............................................94 Regal Ideas [www.regalideas.com] ............................................................28 Reliable Wholesale Lumber Inc. [www.rwli.com] ......................................17 Rosboro [www.rosboro.com]......................................................................81 Roseburg Forest Products [www.roseburg.com] .....................................29 RoyOMartin [www.royomartin.com] ...........................................................34 Shasta Green ................................................................................................40 SilvaStar Forest Products [www.silvastar.com]........................................51 Simpson Strong-Tie [www.strongtie.com].................................................23 Snider Industries [www.sniderindustries.com].........................................50 Straight Line Transport [www.straight-line-transport.com].....................95 Swaner Hardwood Co. [www.swanerhardwood.com] ............................103 Swanson Group Sales Co. [www.swansongroupinc.com].........................3 Terminal Forest Products [www.terminalforest.com]...............................75 Universal Forest Products [www.ufpedge.com] .........................................8 Vaagen Bros. Lumber Inc. [www.vaagenbros.com]..................................87 Versatex [www.versatex.com].....................................................................47 Westervelt Lumber [www.westerveltlumber.com] ....................................85 Weyerhaeuser [www.weyerhaeuser.com]..................................................69 Woodway Products [www.woodwayproducts.com] .................................79 Yakama Forest Products [www.yakama-forest.com]................................86

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FLASHBack 80 Years Ago This Month

OOKING BACK to October 1935, redwood and cedar seemed to be hot topics. The California Lumber Merchant reported:

• Acclaimed as an outstanding example of the woodworkers’ craft, a giant key made of California redwood was presented to Mrs. Franklin D. Roosevelt on October 2, 1935, at the California Pacific International Exposition. In accepting the key, Mrs. Roosevelt said she would give it to the president when she returned to the Hotel Del Coronado in San Diego, where President Roosevelt made his headquarters while on his visit to the exposition. The key was made of durable California redwood fashioned of a block cut from a tree that was over 2,000 years old. The initials FDR were handcarved on the front. • Industry folks were excited for the release of “The Home of the Wooden Soldier,” an industrial motion picture produced by Red Cedar Shingle Bureau, and made by the Freeman Lang Studios of Hollywood. Directed by Bruce Mitchell, well-known Hollywood motion picture director, the industrial motion picture was nearing completion at the studio and the first to be made with an all-star cast: comedian Charlie Murray, and actors Lee Shumway, Jack Ivey, and Lila Lee. Experts undoubtedly predicted the picture to revolutionize the making of industrial pictures, proclaiming, “This will be the first picture with a story written around any industry that has all the elements of a major feature picture. With just the right proportion of comedy relief, the picture will keep audiences entertained, and at the same time will carry out its mission of education and instruction.” • An exhibit of The Red River Lumber Co. attracted much attention at the California State Fair in

80 YEARS OF SERVICE: The October issue of The California Lumber Merchant. Smith Wood Products Inc., a Northern Californiabased company, promotes Port Orford cedar and Douglas fir.

Sacramento, Ca. The company furnished the design and materials for the cabin, which was erected by Lassen County, Ca., as their principal display. For the exterior they used incense cedar log cabin siding in the round pattern. California knotty pine plywood panels were used for the doors and recessed panel over the fireplace. The interior was decorated with guns and a clock on the mantel, relics of covered wagon days from Lassen County’s historical collection.

LIGHTS, CAMERA, ACTION!: The all-star cast for the motion picture “The Home of the Wooden Soldier,” shown at right. On the left is comedian Charlie Murray, best known for the title role in the original silent Wizard of Oz (1925), who played the role of a working carpenter who loves his job.

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