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CONTENTS

October 2020 Volume 99 n Number 10

Stay connected between issues with www.building-products.com

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Special Report

Features

32 VIRTUAL LBM MEETINGS

10 FEATURE STORY

INDUSTRY MEETINGS, WORKSHOPS AND EVEN NETWORKING ARE GOING DIGITAL. HERE’S HOW TO MAXIMIZE THE VALUE FROM ATTENDING YOUR NEXT VIRTUAL EVENT. PLUS: • RECAPS OF RECENT ONLINE EVENTS • PREVIEW OF THE NEW NAWLA EXCHANGE

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14 Departments

GO BIG AND NATURAL WITH LIVE-EDGE HARDWOOD SLABS

14 MARGIN BUILDERS

WHAT TO STOCK IN POWER TOOL ACCESSORIES

16 COMPETITIVE INTELLIGENCE

SUCCESS STORIES FROM INDY INDEPENDENT

18 OLSEN ON SALES

BEATING BEAT-AROUND-THE-BUSH-ITIS

28 THINKING AHEAD

LEARNING FROM THE PAST, PREPARING FOR THE FUTURE

41 ELITE VENDORS

NAWLA MEMBERS SHOW OFF WARES

The Merchant Magazine Digital Edition at www.building-products.com

94 COMPANY FOCUS

CELEBRATING FOSTER LUMBER’S CENTENNIAL

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8 ACROSS THE BOARD 20 THE REVENUE GROWTH HABIT 22 TRANSFORMING TEAMS 30 MOVERS & SHAKERS 86 SELLING WITH KAHLE 88 NEW PRODUCTS 95 DATE BOOK 96 CLASSIFIED MARKETPLACE 96 IN MEMORIAM 97 ADVERTISERS INDEX 98 FLASHBACK

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October 2020

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ACROSS the Board

By Patrick Adams

Things we’ve lived through B y now you’ve probably learned a common theme of my articles. Many begin in my backyard, or out in nature with a few men I’m fortunate enough to call friends—brothers in fact. People who you trust, have been through things with, and have learned through action that you can count on them. After pouring a good whiskey and having a cigar around a fire, the conversation usually gets interesting. The type of conversation that used to be considered “normal”—politics, world affairs, relationships and “what would you do” challenges.

We started talking about how troubling the country’s extreme polarization is right now and then one comment started us off. He said, “We’ve lived through worse.” We began story telling of things we had each lived through in our lives, and things in our great country’s past. It was a humbling moment full of stories never told, and likely will never be told again. Tales that put a new perspective to the “shoes” that even your closest brothers had walked in at one point and by the end, we all looked at each other and had a good laugh, some with tears in their eyes that had come from the realization that we each are fortunate to still be alive.

It was a stark and humbling reminder that if the path of even people you are the closest to is largely a mystery, what about everyone else? We are quick to make judgments about people—it’s what people do and in fact, it’s probably our greatest survival instinct. You see a huge cat with enormous teeth and fangs? Quick judgment would say, “Run!” I think that has carried on to modern day, but rarely do we dig and consider anything deeper. Oftentimes, a favorite sports team is enough to build a friendship on. But what about strangers?

What about those we disagree with or in fact, consider our enemies? Are we really that different?

Think back on your life in detail from childhood. I laugh at today’s parents who outfit their kids with safety gear better than our military bomb techs every time they go outside, when I consider my own childhood. I shake my head at the life my kids have and wonder how I will teach them the lessons that I learned the “hard way.” Being thankful for food because I’ve gone hungry. Being comfortable in extreme seasons because I’ve gone without heat or air. Feeling safe every day when I grew up never knowing what that feeling was.

What about our adult lives? How many times can you look back on things that suddenly, the odds were stacked against you and somehow, you came out the other side? A health scare that reminded you how human you are. Driving down the road and suddenly you realize how vulnerable we all are. Or, per-

haps even stronger, bolder or more evident reminders that this life we all have in common is fragile, a gift and perhaps something we should spend more time celebrating our victories than our differences.

We live in an interesting time that seems to working hard to be defined by our “differences.” Honestly ask yourself, what are those differences? Does everyone so passionately believe those differences are what define our lives? What we stand for and what we live for? Do we believe that everyone has so passionately always felt at odds and just now feels like voicing their discontent with our lives or perhaps, is this a more impulsive emotion that has been stirred up?

There are a few things that I remain certain of. While I am a lost cause, there is a hope for the future because I see it in my children everyday. They are kind, curious and fearless. I know the country is made up mostly of hard-working Americans who do the right thing, love their family and community and will lend a hand if it’s needed to most anyone who asks. I also know just like the things that I’ve somehow lived through, this period too shall pass and for it, we will be wiser and perhaps, more humble and grateful for the simple things in our lives.

Until then, spend a minute and consider all that you’ve lived through, what you’re most thankful for and in an honest moment, just how different you really think you are when it comes to what matters most. Every day, I have the gift of working in this great industry and serving each of you.

Take care of yourselves, and each other and remember that first and foremost, we are AMERICANS, we have a lot in common, and we have a lot to be thankful for.

Patrick S. Adams Publisher/President padams@526mediagroup.com

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FEATURE Story

By David Koenig

LIVE-EDGE slabs preserve the natural, barky edges of the log.

(Photos by Advantage Lumber)

Go big and natural Live-edge hardwood slabs n an age of more sophisticated fakes, with faux wood veneers and wraps growing thinner, more durable, and even more realistic looking, interest is growing in at least one application for solid hardwoods—live-edge slabs.

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“Live edge” refers to the living edge of the tree, its outer rings. Logs are cut into slabs without finishing the outer edges, preserving a rustic, natural appearance. Live-edge slabs are in high demand for countertops, bartops, tabletops, benches, desks, headboards,

“RIVER TABLES” that incorporate a colored epoxy stream across the surface are among the hottest applications for hardwood slabs, including this ipe burl.

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shelving, cutting boards, and countless other applications.

Recognizing the growing trend, Advantage Lumber, Sarasota, Fl., launched WoodSlabs.com in 2016, focused almost exclusively on liveedge wood slabs and accessories that complement the wood slab market.

What they discovered was a market flooded with backyard sawmills selling wood that has not been properly dried, typically priced cheap on Facebook Danny Clark Reel Lumber Service, Anaheim, Ca. “We do carry walnut live edge slabs. We acquire our slabs from back east and they are already kiln dried. Customers are using them for boardroom desks, bar tables, and also in their homes for shelves.”

Building-Products.com

WOOD-MIZER WM1000 sawmill breaks down large logs, such as this Indian rosewood, with a capacity center cut of 67”.

marketplace and Craigslist. As Advantage’s Dan Ivancic explained, “Most consumers do not understand that these slabs purchased from backyard weekend sawmills are going to warp, twist, cup and sometimes infest your home with insects such as the powder post beetle. These bug infestations can spread throughout your home up to a year after finishing a project. Even with a finish on, the bugs can infest any wood item in your home. It seems a large majority of consumers are more Louis Voorhees II Tidewater Lumber & Mouldings, Greer, S.C. “We search for the logs, saw them up, air dry for 10 months, then kiln dry them. We then surface them so the customer can see the grain.

We have walnut, cypress, cherry, poplar, hickory and maple. We typically have 70 to choose from, for countertops, tabletops, bartops and so on.”

Building-Products.com

SCMI planer/sander can plane wood slabs and sand two different grits, such as 80 and 120, in one pass. Shown above: tigerwood.

persuaded by cheap price versus quality hardwood slabs that have been kiln dried and stored properly.”

Consequently, Advantage and others employ modern dry kilns, which help not only dry wood properly but also kill any bug larvae that’s living in the wood. “Investing in state-of theart kilns helps produce more stable slabs for customers that would rather buy quality from a company that cares about their reputation,” Ivancic said. “While you can never guarantee wood will not move, we do everything possible to deliver the highest quality slabs to our customers.”

The company has found that thicker slabs and exotic species are generally harder to dry to a consistent moisture content, since the exterior of thicker timber will dry long before the center, which is why many 4x4’s and 6x6’s experience significant checking and splitting.

“Inconsistencies in moisture content will give you more checking, splitting and movement, which leads to

Eric Boer Mason’s Mill & Lumber Co., Houston, Tx. “We stock KD live edge slabs in several species. We don’t manufacture them in any way. They are mostly used for bartops and tables.

Popular species include walnut, white oak, red oak, and maple.”

October 2020

Ken Haines Hardwood & Plywood Specialty, Albany, Or. “We keep both western and eastern hardwoods in our showroom. Our company has the ability to saw our own hardwood logs into the sizes we need for our customers and kiln dry. At last count, customers can choose from about 80 different species. Some of our popular hardwoods from Oregon are bigleaf maple, black walnut, myrtlewood, white oak, and Pacific yew.” n

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EYE-POPPING APPLICATIONS for live-end hardwood slabs include (above) a bar’s Indian rosewood beer tap and (below) a one-of-a-kind angelim pedra dining room table.

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unhappy customers when they build a large dining table and two months later their drinks are sliding off their table because it’s warped so bad,” Ivancic said.

Despite sawmills cutting perfectly flat, the grain of a slab frequently gets raised and muted after coming out of the kiln. This makes them harder to sell since it’s harder to see the grain and figure. Consequently, Advantage invested in large-capacity planers and sanders to help customers see the grain and figure clearly. It can take up to six employees to feed the larger slabs through the planer, but the company considers the investment in labor and machinery worthwhile, since it provides better results for the customer, which increases sales.

The company has also invested in sawmills located in Brazil, but with the intention of supplying exotic hardwood decking and lumber to its four U.S. warehouses. Yet they noticed that some logs with extraordinary character did not meet their strict quality standards for their premium-grade decking.

Rather than wasting these logs, Advantage started to cut and kiln dry them for live-edge slabs, to supply their U.S. warehouses.

“The response from our customers has been excellent,” Ivancic noted.

“These premium exotic hardwood slabs have beauty and durability that most domestics do not offer. Our customers go crazy over them and they are very price effective. In addition, these are species and large sizes that most backyard sawmills cannot offer.”

From Central and South America the company has been producing tigerwood, cumaru, garapa and parota slabs that it sells either by the piece, bundle, or full container loads to table makers and lumber distributors.

Additionally, its Florida sawmill produces species such as Indian rosewood, figured eucalyptus, live oak, Australian beefwood, and other hardto-niche specialties.

To support its slab sales, Advantage now carries a full selection of accessories to help users finish their slab project, including finishes, glues, table legs, and epoxies—their most popular accessory.

Live-edge slabs are not highquantity, mass-market sellers, but can provide a special niche for dealers, distributors and mills looking for a highly natural niche.

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MARGIN Builders

By Carlo Chatman

Power tool accessories The value in stocking a quality alternative to name brands

n the retailing and distribution of power tool accessories, what both consumers and the trade tend to refer to as “name brands” dominate the landscape.

These brands have created significant consumer awareness through decades of advertising focused on their hand tools or power tools. They have then relied on the “branding halo” from those marketing dollars to indirectly translate to their power tool accessory offerings.

However, when it comes to the power tool accessories (PTAs) that attach to those power tools, there seems to be more debate about retailing best practices. This debate challenges the prudence of relying solely on these hand tool and power tool brands to deliver a well-planned PTA merchandising strategy. Some industry professionals report great results from the inclusion of additional brands and product offerings beyond what these name brands offer.

This debate is likely rooted in the reality that it is ultimately the power tool accessory itself, the item that attaches to those power tools that dictates performance. Meaning, it is the quality of the attached drill bit, sawblade, screwdriving tip, abrasive wheel or any number of other PTA products that determines the final speed, quality and number of cuts, turns, holes or grinds.

Retailers’ most deployed strategy is simple: featuring name brands drives consumer traffic to the tool aisle which in turn drives PTA sales exclusively to those brands. However, this theory may rely on the flawed assumption that these brand equities translate to PTAs and that they are the con-

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sumers’ primary decision criteria for selections in this adjacent category.

Still, many retailers report that they seek and stock alternatives to the power tool accessories (PTAs) that these power tool brands offer. Why? Because PTAs from these otherwise recognized power tool brands often have limited offerings and can be manufactured from lower grade steels using inferior manufacturing processes. Further, some of these more recognized brands have gained a reputation for “not the quality they used to be” or have had supply chain problems over recent years. Still other retailers report suppressed category margins when relying solely on these brands to carry the PTA segment.

Eddie Flynn VP of sales for regional distributor Wallace Hardware, says, “We offer accessories from the major tool brands, but we also need another line that can keep us competitive… not all contractors want to use accessories from the big tool brands for reasons of quality perception or limited product mix. They are actively looking for better solutions.”

When seeking alternatives, Flynn says hardware retailers and distributors want an option that provides a broad range of products and a reputation for quality. In short, a brand that customers can trust to perform as expected. Something that “stays sold” with limited returns associated with not meeting consumer performance expectations. “We have to make sure the power tool accessories are well made, well built. The contractor is going to use them, the DIYer is going to use Building-Products.com

them, and we don’t want to have any problems after a sale,” adds Flynn.

Broken or dull drill bits or reciprocating sawblades can lead to angry customers, returns and warranty claims.

Focus on PTAs

Increasingly, the success of various brands can itself create drift from their core competence. Like movie sequels, leveraging brand equity or the lure to “bet on a sure thing” or create a “lifestyle brand” can actually dilute the brand’s meaning with consumers. Tool brand diversification into other lines such as compressors, work buckets, gloves and clothes can present problems. Decades ago, a leading brand lost much of its prominence in the tool category when it began using the brand to sell coffee makers, clothes irons, and other household appliances, which led to an identity crisis with consumers.

“In my opinion, what happens is as major brands diversify into other product category offerings, the core focus can become watered down,” says John Vigezzi, a buyer at Farm King in Illinois, a six-store regional farm retailer.

The power tool accessory is not the primary focus for many of these brands. As such, Vigezzi relies on considerable product research, analysis of the manufacturers and online customer reviews when finalizing his strategies. He reports, “I look at the quality of the accessory to make sure that it is going to meet our customers’ expectations. Second, I look at price because even if it is a really great item, if it is priced out of the income demographic of our customers, they won’t buy it.”

While it can be hard to identify differences while standing in a store making selections, the quality of various brands of PTAs can differ dramatically. That quality is a function of the elemental “ingredients” used to make the accessory (composition), the method of manufacturing processes employed (e.g., fully ground vs. rolled forging), and the geom-

Building-Products.com

etry of the final product. The chemical composition is likely the most significant differentiator across the category and the easiest to test for using methods of chemical analysis. Inferior products when used in challenging applications can lead to premature failure and poor performance.

Finally, packaging can also play a role in a strong PTA merchandising strategy. Packaging offers visual cues that help customers make quick, yet correct buying decisions.

Cues include color coding to differentiate product quality levels, life span ratings to rationalize progressive pricing, illustrated target materials to highlight intended use, and added feature call-outs to drive further differentiation.

“When a customer walks in for a power tool accessory, they should be able to find exactly what they need and the packaging should tell them what each one is used for, whether metal, wood, cement, etc.,” says Vigezzi.

The Bottom Line

Although retailers and distributors will always offer the recognized power tool brands, rounding out PTA offerings with alternatives from other suppliers dedicated to the category is beneficial.

According to Steve Draeger, retired president of Midwest distributor United Hardware, adding an expanded line of PTAs can enhance retailers’ profits: “A (specialty) line like Century Drill & Tool is generally more complete than that offered by the power tool brands, and so there is usually additional margin in it for the retailer as they meet a broader range of needs that walk through their doors every day.”

Many customers buying PTAs have history with the brands they choose and some indication of past performance. Draeger notes, “But if the consumer is asking for a recommendation, the retailer can present the alternative as a better value with superior quality, while also potentially offering a lower price.”

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COMPETITIVE Intelligence

By Carla Waldemar

Success tips from an Alpha male f you haven’t heard of Shipshewana, In., in the corner of the state where it meets South Michigan, well, that makes two of us.

There’s not even a dot on my map to pin down the location of Alpha Building Center, Inc., which counts over a hundred locals among its staff.

And no, it isn’t the town’s biggest employer, either. “The largest industry around here are the RV factories,” reports Darin Hochstetler, Alpha’s GM. “They produce 80% to 90% of all those manufactured in the U.S. Big plants that pay well. They drive our economy.”

But if I’m guessing right, not many of the town’s locals own a model. Their traditional mode of transportation is horse & buggy.

They’re Mennonites and Amish. And they’re local customers of Alpha.

Here in what Darin calls the heart of Amish country, “60% of our clients are contractors, working on barns

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and commercial buildings, but mostly homes—new, remodels, re-roofing— and garage doors,” another strong Alpha niche.

“We’re having a big year,” he divulges, pointing to an early spike in sales due to the coronavirus, which

INDIANA DEALER Alpha Building Center’s motivated sales staff.

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shut down those RV factories and gave folks time on their hands for home projects. For contractors, however, “it’s been more challenging—like, getting their inspections, etc.”

The company was launched in 1985

by Henry Hershberger, whose kinsman Keith serves as today’s president and CEO, presiding over the financials and major buying. In 2008 the company built a branch in Nottawa, Mi., which today employs a staff of close to 20, who have engineered a loyal following. In December 2019, Alpha opened a third store—this one in Nappanee, staffed by another 20—still in its early stages, says Darin. Money was the driving factor for expansions, he explains, because of Alpha’s free delivery policy. The new locations lower transportation costs while adding welcome service to these outlying communities (neither of which merits a dot on the map, either).

They serve to combat competition, too, for which Darin has one word: “Fierce! Both chains and independents.

Building-Products.com

PROMOTIONS with Makita have made the dealer one of the power tool manufacturer’s top retailers in the state.

But what sets us apart is our small, mom-and-pop store feel.

We build relationships. We’re not the cheapest; instead we offer quality and service,” thanks to primo employees.

Finding and retaining these employees is an “interesting challenge,” he notes. “The Amish and Mennonites are very connected in their communities and get together often, so it’s a matter of word-of-mouth. In the past, if you didn’t know somebody, you just asked around. But as we grew, we began to rely on Facebook and such platforms, too.

“We are the go-to place to be employed, rather than the RV facilities,” he allows. “We offer flexible schedules; we have an attitude and culture that attracts them and fits in with their values.”

True to the maxim, “we hire for attitude and train for skills. We rotate them through the various departments for a couple of months so they can see what we have to offer, pairing them with a mentor to shadow. At first, we produced generalists, knowing just enough to be dangerous,” Darin jokes. “Now, we prefer them to specialize: doors, windows, decks….

“I’d say 50% of them are Amish, and until recently, almost all of them, spoke Dutch [called that, but what many designate as Low German].” Alpha can assist this community with items their way of life deters them from owning, lending them access to such business essentials as cellphones and computers. “Our outside salesman visits those contractors two or three times a week, face-to-face.

They’re very friendly, very polite.”

There’s even a Woodworking Supply Route set up to serve them. “It started as a tool and repair business,” Darin explain. “Then we started to hear, ‘Do you have….?’ Turns out, 80% of what they need is small stuff, like blades and rosin paper. So we put it on a truck and take it on a route, kind of like rural mail delivery. They get to know the driver, become friends. They build cabinetry and countertops for the RVs and other custom work. The Amish are known for craftsmanship, ingenuity; they’re good at working with their hands.”

Alpha birthed another lucrative niche when it launched its Vinyl Exterior shop in 2007, when a former independent operator came on board. Why vinyl, anyway? Explains Building-Products.com

Darin, “Wood decks are very popular, but they present challenges: They rot, they need treating. Vinyl is unique.

Different. And you can bend it to produce, say, gables. We offered mostly a stock assortment at first; now, it’s mostly custom, for uses such as a pergola.”

Another specialty—garage door sales and installation— is far from a walk in the meadow, with five active competitors within 30 miles. To combat this crowd, he says, “We work hard at being professional. Our customer service draws folks back, and we provide all-authentic parts. People are willing to pay a little more for that kind of value,” he finds.

The newest customer lure in this collection is a Design Center, which opened just months ago after Darin discovered space going to waste above the main floor.

Nature abhors a vacuum and so does Darin. He got it cleaned up and outfitted it as a showroom with windows, doors, cabinets and more, including an area where contractors can leave their clients in Alpha’s capable hands to help the homeowners with design decisions.

Thanks in part to town chatter (Darin is a devotee of marketing by word-of-mouth), business has mushroomed by 10% a year. This success also is driven by events such as Makita Day (Alpha boasts the largest single-store sales in the state), fueled by pricing specials, events and food.

“And our Spring Open House draws 1,500 people—a huge community event that sets us up for the rest of the year.”

Alpha’s biggest challenge ahead? Darin’s quick with an answer: “Growth. And getting our management team geared up for it. (Keim Lumber, of Charm, Oh., is his role model.) Like Keim, he figures that the town’s Amishinspired tourism could be tapped into—but how? Maybe,” he muses, “ways visitors could do stuff with their hands, like Design Your Own Sign.” Or….

This GM wasn’t always a small-town kind of guy by nature. He’s been born again. “I was part of a big corporation, when Alpha’s GM at the time—my cousin— approached me with ‘You know what?’

“I appreciated that it was a Christian-based business, very friendly. Plus it offered an opportunity for growth; doors were open. I started as an inside salesperson and fell in love with the challenge, and what it takes to be successful, such as ‘Keep your word.’

“You learn to ask customers (who are searching for an item), ‘What’s important to you? Performance? Value?’

Then help them find the best selection.

“I became sales manager, then general manager. What do I like about my job?” he ponders. “Working with the owners—which can be challenging, at times. Their work ethic: They care about their employees. The opportunity to work with very talented people. To develop leadership within the company and help other people grow, to empower people to step up. (If you develop leaders, company growth will take care of itself,” he’s certain.) “Plus, develop them at a very young age. You can see their growth in front of your own eyes!”

No better reward.

Carla Waldemar cwaldemar@comcast.net October 2020

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OLSEN on Sales

By James Olsen

Beat-around-the-bush-itis worK with many salespeople that are too tentative in their approach at every step of the sales process. This tentativeness is contagious. It infects the customer with a feeling of doubt, which causes them to hesitate and not buy.

We, as salespeople, must accept our part in the process. We are the promoter, the yang, the straw that stirs the drink. We cannot expect our customer to do our job for us; we must sell them on our idea, not wait for them to do it themselves.

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Direct = Honest

The direct salesperson has nothing to hide. The direct salesperson knows that what they are promoting is a good deal for their customers and is proud to say it up front. There is no need to dilly-dally. “This is a good deal for you, let’s do this!” is their attitude. They speak directly and honestly asking for a commitment.

Prospecting

Everyone at our potential account is judging us, including the receptionist and/or anyone who answers the phone.

Many sellers act like an intruder and thus are treated like one. The Master Seller has a clear and calm approach when calling a new account. Their pace is not hurried or jumpy.

They are relaxed and natural. They speak slowly, clearly and in the lower register of their voice.

Master Seller: “Good morning, this is Susan Johnson, with ABC Fantastic Lumber. I am calling you from Portland, Or. Could you tell me who does your lumber buying please?”

There are no ums, uhs, actuallys (adverbs are weak), or any other filler words. Master Sellers state who they are, whom they are with, and where they are calling from. All of this the person who answers the phone (who is often the owner!) wants to know, even if they don’t know they want to know it. We have scratched itches they didn’t even know they had, which makes them trust us immediately and also helps us stand out from the crowd of nervous or too quick sellers. The nervous seller sends the message, “I am hiding something or I am not an expert,” while the too quick seller sends the message, “I don’t care about you, I am just here for the order,” neither of which is positive.

Inquiry

The Master Seller slows down the inquiry process and makes sure to get ALL the details necessary, and ALL possible options before going out to find what their customer needs. Many sellers rush this process which sends the message, “I just want to get the order.”

The Master Seller asks the following questions and asks about options on each: (1) What is the item? (2x4 #3 WSPF) Can we use utility?

Can we use ESPF? Can we use #3 SYP? (2) How much? (One truck) Is one going to be enough?

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(3) When do we need it to ship? (Two weeks or sooner) Would one week help? Could we live with three weeks? Can we stagger the shipments?

(4) What is the tally? (Straight 16’s) Could we live with a load that is 80% 16’s balance 12’s?

(5) What are we thinking pricewise on this load? The Master Seller makes price a “non-taboo” subject by brining it up in a natural, “no big deal” tone.

(6) When are you going to buy this? This question is essential. Is our potential customer shopping this or are they ready to buy it?

(7) Finally, the Master Seller asks for a commitment UP FRONT. “Will you buy this from me?” or “Will you talk to me before you buy this?” (Which I prefer to “Will you give me last look?” which invites/begs for a counter.)

The Master Seller then sets a firm appointment to call back: “OK, John. It’s 2:00 now. How about I give you a call at 4:00 and we can put this together?”

Closing

Ninety percent of salespeople do not ask directly for the business. They present the product and wait for the customer to buy. The Master Seller is simple and matter of fact when asking: “OK, Samantha, there are the details, so how many of these do we want to put on?”

“OK, Bob, this is a great deal, so can I have your P.O. on this?”

Stop beating around the bush and sell more today.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Building-Products.com

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THE REVENUE Growth Habit

By Alex Goldfayn

Yes, you should leave a voicemail hould you leave a message when you get voicemail?

The answer is yes. You should absolutely leave a message. Why? Leave a message because these aren’t cold calls. The person you are calling knows you, even if they are not a current customer. We are calling friendlies here. Even if you “only” leave a message, they will be happy to know you called. And using the language I’ll arm you with shortly, you are quite likely to get a call back.

Leave a message because you want a call back. How will the customer call you back if they do not know you called? A message lets them know. I know it’s not rocket science. But there it is: without a message, there is no chance of a return call.

Leave a message because the customer will hear your voice and your name. They’ll hear your voice, not the competition’s. They’ll hear your name, not the competition’s.

They’ll hear your company’s name.

It’s another demonstration of care. You’re demonstrating that you are thinking about them—and the competition is not. Leaving a message when you make a proactive call, like all of these actions, separates you from the competition, which is not as good as you are.

Leave a message because it will help you sell more.

Remember, these are happy customers you don’t talk to much. Or they are prospects who know you, and you know them. A voicemail is another touchpoint with somebody who values and appreciates you. Aren’t you happy to get a voice message from a friend or family member (who you like!) who you haven’t talked to in some time? I am. And so will your customers and prospects when you leave your message.

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What to Say in Your Voice Message

The language is quite similar to the opening you use when you make proactive calls that the customer answers: “Tom, it’s Alex Goldfayn calling. I hope all is well with you and your family. Listen, I was thinking about you and wondering what you’re up to. I’ve got an interesting update for you, too. If you have a quick minute, give me a call back at this number. Thanks, Tom, really looking forward to catching up.”

I timed it as I read this out loud. It takes 15 seconds to say. Figure another 15 seconds for the phone ringing and

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outgoing message, and you have yourself a 30-second activity. Remember, many of your calls will result in a voicemail, so we’re not talking about 10 or 20 or 30 minutes. We’re talking about 30 seconds. And even if they pick up, I want you to practice doing the entire call in three to four minutes.

What Is “The Interesting Update”?

In the voicemail, I’d like you to tell the customer that you also have something of interest to share with him. You might focus on something personal. Tell your customer about one of your kid’s achievements, or maybe a vacation that you took. A new home? A new car? A development in a hobby you share with the customer? Use your judgment, and pick something interesting.

Of course, you can also focus on the professional.

Particularly powerful can be a success story with another customer, which could also help this customer. Share a product or service you provided another customer similar to this customer who returns your call. Recount a win.

Or, if the person you left a message for is a prospect, tell him about a customer of yours who is similar, and the success they are experiencing.

Frankly, it doesn’t matter what you share. Just give them something to react positively to.

Why is this interesting share useful in your interaction? Because other suppliers aren’t sharing interesting things with this person. They’re sharing problems and frustrations! And you will be remembered for calling them without a fire to place on their desk.

They will remember this. And they’re likely to call you back. And, before long, they’ll likely give you more business.

– This is an excerpt from Alex Goldfayn’s new book, the Wall Street Journal bestseller 5-Minute Selling.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

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TRANSFORMING Teams

By Claudia St. John

What I’ve learned in 10 years he year 2020 marks Affinity HR Group’s 10-year anniversary. As we prepare to celebrate the occasion, my team asked me to compile the top 10 things I’ve learned over that time. Surprisingly, this exercise was not easy.

Here’s what I came up with:

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10. Our culture is a reflection of our personal biases.

Over the years I have learned that, unintentionally, my personal values, perspective, strengths and even my weaknesses have created the culture we have today. For example, we don’t “sell” our services, we offer our expertise. Our reputation means more to us than money. We care personally about our clients—they are our friends. These are aspects of my own personality. For better and for worse, my personal biases are culturally embedded in everything we do.

9. Hire carefully and intentionally. If I’ve done one thing right over the years, it’s that I’ve hired amazing talent. I have always sought to hire those who are smarter and Q. We have an employee whose child’s school is starting out 50% virtual, so one week she’ll have to stay home three days a week, and the next she’ll have to stay home two days a week. How can we accommodate this?

A. This is a common challenge as we enter the school year. The Families First Coronavirus Response Act (FFCRA) provides a Paid Emergency Sick Leave (10 days at 2/3 pay up to $200/day) and a Paid Emergency Family Leave (10 weeks at 2/3 pay up to $200/day) to cover the salaries of employees who are home because their children are out from school. This leave can be taken intermittently so you’ll need to keep track of the time used in order to seek reimbursement for the pay from the federal government.

You should also be having your employee complete a COVID FFCRA leave form. If she has used all of this leave already, unless the state has some additional provisions, the only leave left would be any vacation/PTO that you offer.

Under the FFCRA, an employer must provide job and salary protection for the employee taking leave. We also encourage employers to work creatively with their employees in finding alternative solutions such as tutors and babysitters to help bridge the gap until school returns to normal.

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more knowledgeable than I am. And attitude has always trumped experience. I also hire for diversity of behavioral style and perspective. In the beginning, I hired people who were just like me. We had a lot of fun but were not very successful because we shared the same blind spots. Our team is now behaviorally diverse and that difference of perspectives results in more thought-out and successful decisions and outcomes time and time again.

8. Know your limitations and don’t be afraid to ask for help. Over the past 10 years, I have been fortunate to hire coaches and advisors to help teach me how to be a better leader. From helping with a pricing and marketing strategy when we were just starting out, to hiring a business coach to help us get to the next level of growth, I simply didn’t have the knowledge or experience to tackle those challenges on my own. Even coaches need coaches.

I learned to recognize my limitations and ask for help when needed and, on occasion, to trust myself when that advice didn’t seem appropriate.

7. When in doubt, say “yes.” From the very beginning, when asked by a national trade association to put together a company to offer HR services to its members, I had no idea how to do it. I acknowledged my lack of experience in creating and running a company to satisfy the request, but I said yes anyway. Since that time, when asked by a client or an association to put together a new program or provide a unique service, we’ve always admitted that we were learning and experimenting but enthusiastically accepted the request.

Saying yes and taking risks have been critical to our success.

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6. Choose your clients well. There is an ancient proverb

that states, “The fish rots from the head down.” Boy is this true! Occasionally, we have worked with clients whose culture or character didn’t align with ours. We have never been shy about declining a client request or, in rare instances, firing a client if we feel they will not be a good partner or if I feel they will not treat my team with respect.

5. Shut up and listen. As an admitted and extreme extrovert, I know I have the capacity to talk more than I listen. Because of this, I have made mistakes in not listening for nuance or special needs. If you don’t listen, your solution may not solve your client’s actual needs, just as when all you have is a hammer, everything looks like a nail. Now I intentionally put my hammer down and listen. I’m not always successful, but whenever I can, I shut up and listen.

4. Don’t manage. Lead. I’ll admit it, I’m a terrible manager. I don’t have all the ideas. I struggle with setting clear expectations. And establishing and enforcing deadlines? Forget it. Fortunately, I have hired professionals who are competent and fully capable of managing themselves so I don’t need to. Instead, I provide the resources, guidance and vision and then get out of the way. My job description is simple: I lead people and manage situations. I leave the managing to those with the skills to do so effectively.

3 . Create a roadmap, be ready to change it at a moment’s notice, and embrace unforeseen opportunities. The current global pandemic has been a bitter lesson in learning that even the best laid plans can go awry in a moment’s notice. We’ve experienced numerous disruptive situations over our 10 years in business. Rather than trying to fight the change, we have looked for ways to adjust

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accordingly and have learned that, in the end, everything will be okay. Realistic optimism has helped us navigate turbulent waters and identify new opportunities at every turn.

2. Own your mistakes and say you’re sorry. We all make mistakes and over the past 10 years, we’ve made quite a few. Many of them are of my making. Some are mistakes my team has made. Whosever they are, I always own the mistakes, apologize and make amends wherever possible.

My team knows that, even in severe situations, I have their backs and will do whatever I can to own and correct our errors. It’s a level of trust my team and clients can count on.

1. My employees matter more than my clients. I’m sorry but it’s true. There is no client, no project, no revenue stream more important than the incredibly talented people who honor me by working for me. Their happiness, safety and security matter more to me than any client or project.

They reward me for this dedication by doing what they do, with me and for our clients, every day. There is nothing more important to me than them.

One thing is certain. I still have so much to learn. My journey as a leader and business owner is in no way complete.

That said, if I measure my success by the people I get to work with, my team, our clients, our partners, I can say I’ve been incredibly successful and plan to build on that success for many years to come!

Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group contact@affinityhrgroup.com

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Builders FirstSource to Merge with BMC Stock Builders FirstSource, Dallas, Tx., and BMC Stock Holdings, Raleigh, N.C., are joining forces in an allstock merger transaction, creating an $11-billion-a-year supplier of building materials and services from 550 distribution and manufacturing operations in 42 states.

Under the terms of the deal, which has been unanimously approved by the boards of directors of both companies, BMC shareholders will receive 1.3125 shares of Builders FirstSource common stock for each share of BMC common stock. Upon completion of the merger, existing BFS shareholders will own about 57% and existing BMC shareholders will own approximately 43% of the combined company.

After a 90-day transition period following the completion of the merger, BFS CEO Chad Crow will retire as previously announced and will be succeeded as CEO of the combined

SIMPLIFIED NEW branding unites Golden State Lumber with its Golden State Window & Door Design division.

Golden State Simplifies

Golden State Lumber and Golden State Window & Door Design are adopting a new united brand logo, “Golden State,” to encompass both sides of its business.

“Our Golden State brand mark represents three generations of leadership and is widely recognizable throughout the Bay Area,” explained CEO Jesssica Scerri. “Moving forward, the only difference will be when we are representing Golden State as a whole, we will drop the word Lumber and we will use this new logo.”

Brothers Sell Silverado Ace

Mark and Tim Petersen are retiring after a lifetime with Silverado Ace Hardware, Calistoga, Ca., and selling the family business to Crown Ace Hardware.

The Petersens chose Crown because they wanted a buyer who would retain

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company by Dave Flitman, current CEO of BMC. B M C ’s m i l l w o r k c a p a b i l i t y, Ready-Frame offerings, and other manufactured products will complement BSF’s strengths in trusses and manufactured components.

The combined company will operate under the name Builders FirstSource, Inc. and will be headquartered in Dallas, while maintaining key corporate centers in both Raleigh and Denver, Co. BSF chairman Paul S. Levy and chief financial officer Peter Jackson will continue their roles. The transition and integration will be led by Dave Rush, chief operating officer of BSF’s East Region, who led the integration team for Builders FirstSource in its ProBuild acquisition, and Jim Major, CFO of BMC. The deal is expected to close in late 2020 or early 2021. their longtime, knowledgeable employees and in other ways “keep it the same, but make some improvements.”

The store first opened in the 1860s as Franklin & Hauge, later became C.M. Hoover Co., Alm & Ames, and Cropp Hardware & Plumbing, before being purchased by Mark and Tim’s parents in 1963. They moved it to its current location in 1977.

The brothers started spending their spare time working at the store as boys and have been running the operation, with Tim’s wife MaryAnn, since the late 1970s. They will be retiring early this month.

Neiman Enterprises Buying Oregon Interfor Mill

Interfor Corp., Vancouver, B.C., has agreed to sell its specialty sawmill in Gilchrist, Or., to Neiman Enterprises, Hulett, Wy. The Gilchrist sawmill, which specializes in ponderosa and lodgepole pine boards, has been curtailed since mid-June of this year due to COVID-19 related economic factors. Prior to its curtailment, the mill produced approximately 80 million bd. ft. of lumber per year and employed approximately 150 employees.

Neiman is a privately held, third-generation family business with pine board sawmill operations in Wyoming and South Dakota and a stud mill in Colorado. Neiman intends to restart the mill in

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NEWS Briefs Ferndale True Value Hardware, Ferndale, Wa., has closed after

27 years, with the retirement of owner Steve Martinson.

SRS Distribution has acquired two-unit roofing/drywall distributor CB Wholesale, Bellingham, Wa. Prior owner Regan Walker-Sayres will continue to head the company under the CB Wholesale name.

Portland Wholesale Lumber Association has

canceled its 2020 annual Christmas luncheon due to COVID-19 concerns.

LIGNIA Wood Co. achieved a Class A flame spread rating extended to 30 minutes for its LIGNIA Fire modified wood product.

Softwood Lumber Board

estimates it has generated more than 7.1 billion bd. ft. of incremental softwood lumber demand since 2012.

Central Valley Builders Supply, Napa, Ca., was honored as

one of “The Best Places to Work in the North Bay” by the North Bay Business Journal.

the near future and rehire a substantial number of the furloughed employees.

The company will also consider potential future capital investment opportunities for the facility.

“After a careful review of the potential future options for the mill, we believe the sale to Neiman offers the best long-term outcome for our employees and the surrounding communities,” said Andrew Horahan, Interfor’s VP of western operations.

The deal is expected to close in the fourth quarter of 2020.

Epicor Changing Hands

Epicor Software Corp. has been acquired by investment firm Clayton, Dubliner and Rice from another investment firm, KKR, for $4.7 billion.

CD&R operating partner Jeff Hawn will become board chairman for Epicor, a leading enterprise software vendor delivering cloudenabled services to more than 20,000 customers globally.

Building-Products.com

APRIL 2021 is the targeted opening date for Alpine Lumber’s newest lumberyard in Silverthorne, Co.

Alpine Builds New Colorado Yard

Alpine Lumber, Westminster, Co., is building a new 6-acre lumberyard in Silverthorne, Co., aiming for a late April opening.

The company, which operates 17 retail yards across Colorado and northern New Mexico, selected Silverthorne for its strategic location between existing branches. “This is kind of a missing link in the market for us,” said president Hamid Taha.

our lumber selection, and our specialization in lumber stretches back 99 years. Now, we can also supply large commercial and residential projects where steel is required or preferred.”

As SCAFCO’s exclusive distributor in Hawaii, HPM carries all SCAFCO products at wholesale prices and partners with SCAFCO engineering experts on custom orders.

HPM has also entered the commercial interiors market with the addition of CertainTeed acoustical ceiling panels. The panels come in smooth, fissured or textured varieties with a wide range of acoustic performance, visuals and price-points.

HPM intends to continue expanding its selection of commercial interior materials, and the Oahu location will soon regularly stock windows as well as a wider array of moulding, drywall and insulation products.

HPM also provides customers with locally manufactured wood wall panels and trusses, shipped from its Keaau manufacturing facility on Hawaii Island to job sites across all islands.

HPM’s expansion on multiple fronts by adding and expanding locations as well as increasing product selection has created a groundswell of momentum as the company looks ahead to its 100th anniversary in 2021.

Wildfires Torch Oregon, California

Massive wildfires tore across West Coast forests in midSeptember, claiming lives, entire towns, and millions of acres of timber in California and Oregon.

Thousands of businesses shut down or had employees work remotely due to the danger of approaching fires or the smoke-filled air. Freres Lumber lost a considerable amount of company-owned timberland, but its six mills in Lyons and Mill City, Or., survived the fire undamaged. All were idled for about a week.

Forests throughout the Pacific Northwest were largely closed to logging, contributing to shortages for certain wood products in certain markets.

Lumber company foresters did lend a hand to firefighters.

In Oregon, Stimson Lumber employee helped quash hot spots, while Hampton Lumber loaned their company engines and personnel to form a 10-person fire crew.

HPM Undertakes Big Expansion

HPM Building Supply is continuing one of the largest expansions in its 99-year history, which will include doubling its Oahu footprint, becoming Hawaii’s exclusive distributor for SCAFCO steel framing, and expanding its product selection to include CertainTeed acoustical ceiling panels and other commercial interior materials.

The Oahu expansion comes less than a month after HPM merged with Miyake Concrete Accessories, Inc., which added four building supply stores and one truss manufacturing plant on Maui to HPM’s eight existing locations across Hawaii Island, Oahu and Kauai.

With the latest expansion, HPM’s Kapolei location has added six new employees and the facility now spans six acres, with 50,000 sq. ft. of covered warehouse space, a lumberyard, steel yard, and custom metal roofing manufacturing.

“By adding steel and commercial interior products to our extensive lineup of lumber, paint, roofing and hardware, we’re able to offer even more for our customers and truly be a one-stop shop for projects of all types and sizes,” said Jason Fujimoto, HPM president and CEO. “HPM is well-known for

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DRYWALL SUPPLY INC.’S three Denver area locations are now owned by L&W Supply, a division of 800-unit chain ABC Supply.

L&W Acquires Denver Distributor

L&W Supply has acquired the assets of Drywall Supply Inc., with three distribution locations in suburbs of Denver, Co. Founded in 1996, DSI provides residential and commercial markets with drywall, acoustical ceilings, insulation, steel studs, and associated products from its branches in Loveland, Lafayette, and Golden, Co. A subsidiary of ABC Supply, L&W Supply operates about 175 locations in 36 states.

Weyerhaeuser Swaps Oregon Lands

Weyerhaeuser Co. has entered into two separate agreements to purchase timberlands from and sell timberlands to funds managed by Hancock Natural Resource Group.

Weyerhaeuser will acquire roughly 85,000 acres of timberlands in mid-coastal Oregon in one deal, and sell 149,000 acres of timberlands in southern Oregon in a second.

The net cost of the deals is approximately $40 million in cash.

“These two agreements represent a unique opportunity to further enhance Weyerhaeuser’s Western timberlands portfolio with exceptional land that is contiguous with our existing ownership,” said Devin W. Stockfish, president and CEO. “Through these transactions, we are acquiring highly productive timberland with low operating costs and strong access to key domestic and export markets, and we expect them to deliver immediate and long-term value for our shareholders.”

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THINKING Ahead

By Morgan Wellens

Learning from the past, preparing for the future hen a fondness for carpentry and a knack for sales intersect, what do you get?

(A) A lot of doors slammed in your face (B) Too many contacts in your “log” book (C) A career in lumber trading that allows you to leverage two of your interests Of course, the correct answer— at least in my case—is “C!” The story begins with my grandfather, a “weekend carpenter” who instilled in me a love for lumber and building from a young age. I took to it so much that friends in high school and university nicknamed me “Bob Vila.” Working part-time in the communications department of a Future Shop, a Best Buy subsidiary, I also discovered that I had a talent for sales.

As I neared the end of my undergraduate studies and started thinking about the future, I knew that I could take those newfound sales skills—along with my economics and accounting background—with me to just about any industry. But I considered a professor’s wise words that have always stuck with me. To paraphrase, the message was: Follow your passion! If you do what you love, you will enjoy work, which will bring happiness and success. With that advice firmly rooted in my head, I chose a professional path in the

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building products industry.

It didn’t hurt that I’d already had a taste of the sector, and liked it. For three years, I was hired on as a summer student with Nicholson and Cates Forest Products. I hadn’t necessarily been looking for interim work in the industry; I simply wanted something a little more polished to put on my resume than the sailing school job I usually worked during the summers. The position in Nicholson and Cates’s Specialty Building Products division fit the bill; so when it fell into my lap, I was happy and grateful for the opportunity.

It was a humble and dusty introduction to the industry, spent visiting building product retailers to

October 2020

stock shelves, train staff, and build or deliver displays. Yet I enjoyed it.

Even back then, I appreciated the oldschool way of doing things and the welcoming atmosphere. And I still love that competitors may be your rivals when it comes to business, but don’t harbor hard feelings on a personal level. Someone at a company that you beat out for a sale, for example, still might invite you to dinner when they spot you at a convention.

My favorable impression of the industry only deepened when, during the second summer with Nicholson and Cates, I found myself immersed in the sales environment. At the very first sales meeting, I boldly (and naively) announced plans for

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A Special Series from North American Wholesale Lumber Association

a tenfold sales increase on our waterproofing product line. That was a pretty tall order to achieve in the span of four months and, of course, I fell short of the goal.

I ended the summer with my head held high, though, and with sales up a respectable 7.5 times from where they had been. The company, perhaps recognizing some potential in me, brought me back for a third summer before making a full-time job offer once I graduated. I’ve been with the firm ever since.

My “Aha!” Moments

With the official title of lumber trader, I started from scratch. That meant I had no account base to speak of and spent much of my time cold calling to try to build one. That’s when I experienced one of my first “Aha!” moments.

I wasn’t very busy in those early days, and it was rare to ever receive a voice message. Actually, I’d almost say it was rare to actually even have an incoming phone call—if I was talking to somebody on the phone, most likely that was because I had called them. But this particular day, I received a message from a customer who had a complaint about his lumber delivery. I returned the call within a couple of minutes, and he was FLOORED by the quick response time.

“Look,” I told him, “I just want to assure you that if there’s a problem we stand behind it and we’re here to work with you to fix it.” The customer was so appreciative that he decided to see if he could just work with what he had.

Although this was an isolated case—most problems don’t work themselves out quite so easily—it did teach me that it’s better to get out in front of an issue. Treat people the way you want to be treated, and when you do that to people, it

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About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

Learn more about how NAWLA can help your business at nawla.org.

almost takes their guard down. They become more flexible and more willing to work with you.

Many more lessons would follow in the years to come. In fact, about a decade and a half into my career, I’m still learning. Some of the best gems have come from my participation on the Nicholson and Cates committee that sponsors and organizes the NAWLA regional meeting, which kicks off the Montreal Wood Convention (although not this past year, for obvious reasons). For the 2019 event, we featured a series of speakers who read to the audience letters they had penned to their younger selves.

The musings from these seniorlevel managers touched on lessons they’ve learned while working in this industry, including stumbling blocks, mistakes, and relationships that have made a difference one way or the other. The inspiration came from a published collection of similar writings from celebrities ranging from Rod Stewart to Arianna Huffington. Although as an organizer I was not on that stage baring my soul to the crowd, I can certainly imagine, based on my experiences to date, how I might advise a 22-yearold Morgan Wellens.

The various words of wisdom I’ve garnered over the years probably transfer to any relationship-based business, but perhaps especially so in one where a $100,000 railcar of lumber can be purchased over the phone with very little legal paperwork. Perhaps they’re also highly applicable in a North American industry that exports a surprising amount of lumber to other countries, where trust is also at a premium. So guidance like— • be grateful to those who open doors for you, and don’t disappoint them • don’t burn bridges, and do everything you can to not lose a customer, and • a great reputation takes years to earn, but minutes to lose — are all solid pieces of advice whether you’re dealing with your North American counterparts or, say, someone representing a European sawmill. If you stick to these leadership directives, you’ll no doubt make the lasting connections you need to succeed.

– Morgan Wellens is sales and marketing manager for the Lumber Trading Division of Nicholson and Cates Ltd., Burlington, Ont. (niccates.com).

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MOVERS & Shakers Jim Stockman, co-founder of Homewood Holdings, has joined Builders FirstSource, overseeing its Southern California yards.

Marco Capelli, Building Material Distributors (BMD), Galt, Ca., has been promoted to senior director of sourcing & purchasing.

Christie Raymond, ex-OrePac, is new to door & millwork sales at Idaho Pacific Lumber Co., Boise, Id.

Emily Beckley has been named marketing director for South Coast Lumber Co. and Pacific Wood Laminates, Brookings, Or.

Eric Bjorling, ex-Huttig Building Products, has joined Silvastar Forest Products, Bellingham, Wa., as Pacific Northwest regional mgr.customer development.

Dennis Lin has joined HPM Building Supply, Hilo, Hi., as HalePlus program mgr.

Morgan McFarland is now product mgr. for Hingeworx, Sandy, Ut. John Percin, ex-Atlantic Forest Products, is now with Do it Best, Woodburn, Or., as product sales mgr.-western species.

Jarrett Adams has been appointed director of the fencing category for Fortress Building Products, Garland, Tx. Michael Jones has been promoted to associate director, fencing category. Drew Sundholm, ex-PrimeSource, is now director, product & brand.

John Kostaras has been named VP of constructions sales, North America for the western division of Structurlam, Phoenix, Az. Jason Faulkner is new to Cedar Group sales for Hampton Lumber, Portland, Or.

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Dena Cordova-Jack, former executive VP of the Mountain States Lumber & Building Material Dealers Association, has joined Kodiak Building Partners, Highland Ranch, Co., as senior director of talent management. Mark Garboski has been promoted to chief operating officer. Mike Flood and Pat Flood are now executive vice presidents of operations.

Kara Herron has joined Roseburg, Springfield, Or., as strategic marketing mgr., based at the eastern regional office in Atlanta, Ga. Matthew Sally was promoted to supply chain & logistics mgr. for the eastern region.

Natasha Salas, ex-Avanti Builders, is now in sales support at Builders FirstSource, Albuquerque, N.M. Patrick Davis has joined the sales team at Peach Building Products, American Fork, Ut. Cherie Jacobs has been promoted to store development mgr. for Do it Best Corp., Fort Wayne, In. Kelly Dwire is new as associate merchandise mgr. in paint.

October 2020

Jacob Twain, Forest City Trading Group, Portland, Or., has been promoted to VP of finance.

Josh Thurston, territory sales mgr., Boral Building Products, Portland, Or., has relocated to Sacramento, Ca., to cover Northern California.

John Bal, Interfor, Vancouver, B.C., has been promoted to general mgr. of western commodity lumber.

Kevin Russell has hired on as distribution center mgr. for Cameron Ashley Building Products, Reno, Nv. Kimberly Ramirez is a new territory sales mgr. in Las Vegas, Nv. Sean Greenhill is new to Metrie, Vancouver, B.C., as a key account mgr. for multifamily.

Jackson Morrill, ex-Composite Panel Association, has been named president and CEO of the American Wood Council. He succeeds Robert Glowinski, who is retiring at year’s end after 41 years in industry associations.

Annie Kao, VP of engineering, Simpson Strong-Tie, Pleasanton, Ca., was included in the Girl Geek X List of Top 60 Women Leading Engineering Teams.

Anna Graham is a new analyst at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

GOING VIRTUAL

Navigating a virtual event

WITH IN-PERSON industry gatherings suddenly vanishing under the weight of health concerns and travel restrictions, many organizations have chosen to go on with the show— virtually.

Granted, digital events are at a disadvantage in trying to fully replicate the experience of live face-to-face networking.

Yet they do offer unique advantages. No plane tickets or hotel reservations are required, nor time out of the office.

No having to choose which seminar to attend—you can view them all, at your convenience, 24/7. And the “lower bar of entry” allows for more people than ever before to attend.

But that lower investment can also lull attendees into putting less effort into their visit. Don’t. Here are a few tips for making the most of your virtual visits: Advance Plan. Treat your attendance at a virtual event as if you had traveled there in person and have committed to attending the educational sessions, networking events, and

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fun activities. Research who will be there, and pre-arrange private meetings.

Minimize Distractions. When watching an online presentation, it’s tempting to multi-task—which will prevent you from fully engaging in the event. Set aside the space on your calendar—and carve out the mental space—to give your full attention.

Watch Your Back. If you can be seen at the virtual show, make sure you are seated in front of a professional background. And if you can be heard, soundproof your surroundings as best as you can. No one wants to see or hear Rover during your virtual encounters.

“Shop” Online. Make sure you visit the show’s exhibit hall to view product demos, get company reps’ contact information, and download handouts. There’s never been an easier, less intimidating way to make a first contact.

Interact with Speakers. Use all the tech tools at your disposal to get full value out of the presentations by interacting directly with the expert presenters.

Chat Away. With a live digital event, chat functions often allow you to converse with other attendees during a talk without interrupting or missing a minute of the presentation.

Utilize On Demand. Within a full schedule of tightly edited presentations, it’s easy to forget key points that can directly impact your business. So not only view, but replay and relive the presentations that resonate with you.

Be Seen. One downside of a virtual event is it makes it all too simple to lurk. Don’t be invisible. Virtual shows provide mechanisms for attendees to get to know fellow attendees and exhibitors. Use every opportunity to launch new professional contacts and friendships.

Building-Products.com

THANK

YOU

Forest City Trading Group and our associated companies would like to sincerely thank all of our trade partners – both suppliers and customers, for working together in a challenging 2020! We look forward to continuing to work with you as we all adapt to new challenges and the opportunities ahead.

− MARKETING FOREST PRODUCTS SINCE 1964 −

10250 SW GREENBURG ROAD, SUITE 300 PORTLAND, OREGON 97223 1-800-767-3284

GOING VIRTUAL

High marks for industry’s first virtual events Trade shows have once again begun filling up industry calendars, though nearly all of them have been held online.

Organizers are finding distinct advantages over their normal in-person events, including lower costs, more flexible schedules, and the ability to reach a larger audience. So far, most events have gone on with minimal hitches. Yet there is room for improvement. Some first-time virtual attendees and exhibitors aren’t immediately comfortable in the new environment, so planners of future events are devising ways to flatten the tech learning curve.

As well, several organizers have reported that actual attendance at their events fell short of the number that registered. They’re going to have to work harder to ensure those who sign up also show up.

Nonetheless, virtual shows are likely here to stay, either on their own or as a companion to in-person event.

UP NEXT: NBMDA VIRTUAL XPERIENCE NORTH AMERICAN Building Material Distribution Association is transforming its annual convention into an online event that promises to provide distributors access to the contacts and content they are accustomed to.

Held in conjunction with the North American Association of Floor Covering Distributors, the NAFCD & NBMDA Virtual Xperience will go live Nov. 10-12, featuring powerful presentations, meetings and a Virtual Exhibit Hall.

Distributor attendees can meet privately with exhibitors, join public meetings, request more information, download product data, watch videos, and reach out to fellow attendees.

As a lead-in, the Emerging Distribution Leaders Program Nov. 5-6 will feature Alex Goldfayn, Sam Richter, and Alex Chausovsky.

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DO IT BEST announced its 2021 board during the annual shareholders’ meeting on Sept.

10. Left to right: Bob Vaughan, Alamo Lumber Co., San Antonio, Tx.; secretary Michael Cohen, Panama Do it Center, Panama; vice chairman Joe Taylor, Taylor’s Do it Center, Virginia Beach, Va.; Rob Gardiner, Damariscotta Hardware, Damariscotta, Me.; Eli Bliffert, Bliffert Lumber, Milwaukee, Wi.; Brad McDaniel, McDaniel’s Do it Center, Snohomish, Wa.; chairman Doug Mans, Mans Lumber & Millwork, Canton, Mi.; Scott Pesavento, Hemlock Hardware, Fairfield, Ct.; treasurer David Sturdivant, Russell Do it Center, Alexander City, Al.; Diana Newton, Bay Hardware, Seal Beach, Ca.; Jeff Pardini, Hills Flat Lumber, Grass Valley, Ca.; and Tim Post, T & M Hardware & Rental, Ellwood City, Pa.

DO IT BEST HOLDS FALL MARKET ONLINE AT THE VIRTUAL Do it Best Fall Market, member-owners discovered numerous opportunities to immediately increase their profitability while strengthening their businesses for 2021 and beyond.

The semi-annual market, held online Sept. 13–18, featured thousands of new products, exclusive vendor programs, informative seminars, and more to help independent dealers compete and win in today’s dynamic marketplace. Do it Best also unveiled a host of innovative new features to its e-commerce platform designed to help members further grow their business and provide online customers with a streamlined shopping experience.

“Our markets have always provided our members with a great opportunity to connect and collaborate while exploring the great new products and special deals available to them. That’s never been more important than this fall,” said Dan Starr, president and CEO. “With the many disruptions to our lives and business this year, we’ve worked hard to create an online market experience that

October 2020

feels as close to the traditional event as possible. Now more than ever, and no matter where they connected, our members benefited greatly.”

The fall market offered outstanding buys powered by the Market Savings Builder. Popular returning events included the Sneak Peek, Power Preview, and LBM Super Specials, along with tremendous deals tied to the company’s 75th anniversary. The robust market website allowed participants to visit vendors’ and Do it Best program booths, watch strategic buying presentations from Do it Best lumber, building materials, and merchandising experts, as well as educational training sessions from industry veterans.

Do it Best also presented its 2020 Vendors of the Year. Among the winners: Simpson Strong-Tie, building materials; Milwaukee Tool, hand tools; Sherwin-Williams, paint; Diablo, power tools; National Gypsum, building materials-direct; Sinclar Group Forest Products, lumber; Atrium Windows, millwork; and Huber Engineered Woods, structural panels.

Building-Products.com

ORGILL’S e-VOLUTION BUYING SHOW

NEW VIRTUAL PLATFORM DEBUTS

ORGILL, INC. recently completed its first-ever e-Volution Online Buying Event, which brought nearly 10,000 retailers together with many of the industry’s top vendors and service providers in a completely virtual environment.

The e-Volution Online Buying Event, which ran from Aug. 24-Sept. 4, was open to Orgill’s entire retail customer base, enabling them to take advantage of promotional buying opportunities, shop for seasonal merchandise, and browse through thousands of new products without ever having to leave their stores.

“Because this is the first time we have ever held an event like this, we weren’t quite sure what to expect,” says Boyden Moore, Orgill’s president and CEO. “Now that it’s over, I can say that we couldn’t be more pleased with the results. While we knew this event could not replace the entire live Orgill Dealer Market experience, based on the results, it was clear that customers and vendors embraced the concept.”

In fact, Orgill reports that buying activity during e-Volution far exceeded the results of any previous dealer market in the company’s history including last fall’s live event.

“We knew going into the virtual event that it would offer an opportunity for even more of our retail customers to attend because we removed the requirement of them having to physically travel to the show,” says Greg Stine, Orgill’s executive VP of marketing & communications. “And that’s exactly what happened. The Online Buying Event engaged a much higher percentage of our customers than we’ve ever seen at a Dealer Market.”

Expanding the event from three days to 12 allowed retailers to attend on their schedule. “Overall we had a good experience,” said Ohio retailer Dan Kauffman. “We really enjoyed the two-week time frame compared to other shows. I would say everything was easy, pretty self-explanatory, and the warehouse purchasing was super easy.”

In addition to the ability to browse through and buy products from Orgill’s wide array of vendor partners, attendees of the Online Buying Event could also take advantage of special promotional offers, pre-season booking programs and even schedule live meetings with vendors and service providers.

To help facilitate its meetings, Orgill partnered with Zoom. “The partnership with Zoom and our ability to integrate their state-of-the-art technology into our e-Volution platform went a long way toward helping us facilitate more interaction between our customers and our vendors and team members,” Moore said. “By now, everyone is familiar with how Zoom works and we think this helped build a more robust and interactive experience.”

Based on positive feedback from both vendors and attendees, Moore said that this first online event will serve as a great launching pad and learning opportunity for the company.

Orgill is scheduled to hold its Spring Dealer Market from Feb. 25-27 in Orlando.

526 MEDIA GROUP’S new Virtual Events Platform made an auspicious debut as it hosted the 87th annual meeting of the Northeastern Lumber Manufacturers Association, held virtually on Sept. 17.

Other usually in-person gatherings moving to the 526 Virtual Events Platform include North American Building Material Distribution Association’s annual convention Nov. 10-12, Huttig Building Products’ virtual buying event Nov. 10-20, Southern Forest Products Association’s fall meeting Dec. 8, and the BC Wood Global Buyers Mission Jan. 18-22, 2021.

Building-Products.com

NELMA annual meeting became the first conference held on the new 526 Virtual Events Platform.

For NELMA, “Remaining Essential in the New Normal” was the focus of the one-day presentation session that mixed association and business essentials with light entertainment sessions. Participants heard the status of the association and the latest marketing successes in the morning, followed by a trio of presentations in the afternoon beginning with a casual conversation with the Maine Cabin Masters, the wildly popular television personalities and a NELMA marketing partner.

Re-learning “Communication Etiquette and Protocol Intelligence in the Next Normal” with Jackie Dudley, and the “2021 Economic Forecast” by Paul Jannke rounded out the program.

Virtual exhibits by providers of forest products equipment and services were available to participants at designated times during the day to complement the offerings. The event was the first to use 526 Media Group’s new Virtual Events Platform.

“We were excited to partner with 526 Media to use such a well-rounded, simple yet intuitive virtual meeting format for this year’s meeting,” said Jeff Easterling, president of NELMA. “The platform gave us a professional online venue that allowed us to provide most of the signature services our members have come to expect in an annual meeting.”

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NAWLA EXCHANGE

NAWLA Exchange Action-Packed Virtual Experience FOR DECADES, the NAWLA Traders Market has been the leading industry event to sell lumber products, find new suppliers and expand your networks. The event also highlights the trending topics and insights from industry experts you need to excel in your role, whether you’re new to the lumber industry or looking to take your career to the next level.

But, as with everything else in 2020, North American Wholesale Lumber Association is switching things up this year. In place of this year’s Traders Market, NAWLA will host the NAWLA Exchange—a fully virtual member experience Oct. 27-29, with relevant education by best-in-class

presenters, opportunities to connect with your customers and suppliers, and other elements of NAWLA events you have come to enjoy throughout the association’s history.

NAWLA will also host Sales Advantage: The Virtual Experience, taking place prior to NAWLA Exchange on

Oct. 26 to help build your sales skills for the virtual environment (see page 42).

NAWLA Exchange will not be your average online meeting.

You will be able to network virtually with other attendees from across North America using personalized messaging features, schedule one-on-one and small-group meetings, network with sponsors, easily access all session recordings, and much more!

Be transported to a lively conference all from the convenience of your office, couch or wherever you choose to log in.

Contact registration@nawla.org or visit www.nawla.org.

DEFINING A HIGHER STANDARD® OF PRODUCT Western Forest Products® provides architectural appearance solutions that make your clients’ homes beautiful. As one of North America’s largest Western Red Cedar suppliers, we’re here to meet all your specialty lumber needs

sales@westernforest.com westernforest.com

©2020 Western Forest Products Inc.

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Building-Products.com

s 150

NAWLA EXCHANGE

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eeds meet hics proty,

NAWLA Exchange Sessions

spec, density and appearance. WCLIB certified inspectors on staff ensure that grades and quality remain consistent. Green surfaced stock includesGeneral 3x6 thruSessions 12x12, with green full & standard sawnUnleash rough, up to 16x20.

Units are anti-stain treated and Keynote: Your Potential 431] paper capped Tuesday, Oct. to 27 maintain appearance.

ECFP has KilnFletcher Dried stock in surfaced dimension 2x4 thru Presenter: Molly ce 2x16.

KD timber stock includes sawn rough, surfaced Potential is one of the mostfull dangerous words in the and ng: dictionary.

If you3x4 achieve it, you’re capableare ofcarefully greatness.

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KD timbers dried d missing means you stayinstagnant to <19%itmoisture content like-sizedand kilnfrustrated. charges forUsing consislessons from her career a top are sports agent, Molly tency and quality.

All KD as timbers #1/Btr FOHC for gives maxiyou proven five-step process forisunleashing muma stability in every piece.

Stock available toyour meetpotential specific and achieving performance. grade, density, peak appearance and finish requirements.

Services: 2020 Insightssorting from Industry CEOsjust-in-time, prompt needs • Custom and grading, Thursday, Oct. 29 • Full sawn, fine band sawn, S4S and custom net sizes Executive discuss impactEnd of 2020 hap• T&G and leaders custom will pattern, PETthe Precision Trimming, penings on the industry and their company operations and, hand hewn, and corbels most importantly, what9/22/17 they’ve4:44 learned, how 44 they have TM 2017 layout.qxp_TM 2003 layout PM Page • Pressure and fire treat, double-ending stamp, end wax, reacted, and what they are planning for 2021. and barcoding

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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 38 October n The 2018 Merchant n NAWLA Magazine TradersnMarket October Preview 2020

n

Leading a Successful Remote Team Wednesday, Oct. 28 In this virtual world with a scattered team, how do you ensure your employees are remaining engaged and informed? Attend this expert panel discussion to learn tips and tricks for managing a remote staff.

Crisis Management 2018 NAWLA Events Thursday, Oct. 29 (Dates subject to change) Speaker: Timothy Feddersen, professor, Northwestern Regional Meetings University Kellogg School of Management Providence, R.I. – February 2018 The coronavirus presents myriad crises for society, Portland, Or. – February 2018 government, your organization, and your family. Navigating Montreal, – March 20, 2018 uncertainty is Quebec challenging, and the cost of failure is high. In Vancouver, B.C. – April 26, 2018 this interactive session, Professor Tim Feddersen will share Birmingham, Al. –onMay 2018 the values that drive insight and guidance identifying Francisco, Ca.of– crisis June 26, 2018developing a business yourSan actions, the role teams, Minneapolis, Mn. – August communication 2018 crisis protocol, and stakeholder to help you lead your business through 2018 Leadership Summita crisis.

Austin, Tx. – April 8-10, 2018 Sales and Marketing Wood Masters One Hammer, No Nails HyattOct. Regency, Tuesday, 27 Chicago, Il. – November 6-7, 2018 2018 Traders MarketFounder and CEO, Foerestel Design Speaker: Tom Foerestel, In this Regency, session, we will be Il. assembling a new Hyatt Chicago, – November 7-9,toolbox 2018 for attracting and retaining NextGen employees and customers.

Respecting the forest, honoring the past, building the future.

and fied . white

15]

Education Sessions Management Outlook for the North American Wood Products Market: An Assessment of the Short- and Long-Term Impacts of COVID-19 Tuesday Oct. 27 Speaker: Dustin Jalbert, senior economist, Fastmarkets RISI In this presentation, we will look back on 2020 and review the key developments in the wood products industry and quantify the market disruptions stemming from COVID-19. We will also assess which disruptions will likely fade once the virus has subsided and which could have a lasting effect on the market going forward.

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Marketing Your Brand – Not Your Product Wednesday, Oct. 28 Traders Market Mobile Appand Michael Speakers: Todd London, SVP-sales & marketing, An app to help you navigate NAWLA’s Traders Goodman, specialty products, Sherwood Lumber Corp.

Market is back by popular demand. Use this convenientinresource find fellow attendees, view exhibitor Selling a Digitalto World details, Oct. get 29 detailed maps, check the schedule and Thursday, receiveJames updates throughout the show!

Speaker: Olsen, owner, Reality Sales Training It is available via iTunes and Google Play app Filled with new challenges and opportunities, themarshift to kets for your smartage phone or tablet.

Search “NAWLA” selling in the digital has been an adjustment for many. andprospecting download ittotoday to prepare this we year’s From closing, this newfor world live in has Traders Market! With this app update, you’ll also have access to future event apps, NAWLABuilding-Products.com resources, membership directory, news and more—now year-round!

caused us to reflect on how we need to change our sales style, process, and approach. In this session, James Olsen, Reality Sales Training, helps us navigate through how to reach and sell customers in the digital age.

Wood Basics Intro to Forestry Tuesday, Oct. 27 Speaker: David Jones, PhD, director, Benchmark International During this session we will explore a brief introduction on how we manage forests to mimic what happens naturally in order to get a return on our investment.

Engineered Wood Products Wednesday, Oct. 28 Speaker: Henry Quesada, PhD, professor, Virginia Tech This session will address a review of main wood composites and engineered wood products including technical, manufacturing and marketing aspects.

Current Industry Issues: Green Building & Chain-of-Custody Thursday, Oct. 29 Speaker: Chris Knowles, director of marketing, Timber Products Company From forest certification and chain-of-custody (CoC) systems to green building challenges, lumber products have made a defining impact in this space. Join Chris Knowles as he walks through these different initiatives and issues surrounding green building projects.

NAWLA EXCHANGE SCHEDULE

Please note that all times listed below are in Central Time (CDT)

Tuesday, Oct. 27 1-2 p.m.

General Session/Keynote 2-3 p.m.

Virtual Exhibit Hall Open 2:30-3 p.m. Networking Pop Up 3-3:45 p.m. Concurrent Breakout Sessions Session 1: Management Session 2: Sales and Marketing Session 3: Wood Basics 3-4 p.m.

Partner Sponsored Sessions Wednesday, Oct.28 1-3:15 p.m. Virtual Exhibit Hall Open 1:15-2 p.m. Concurrent Breakout Sessions Session 4: Management Session 5: Sales and Marketing Session 6: Wood Basics 2:15-3:15 p.m. Partner Sponsored Sessions 3:15-4 p.m. Networking Reception Thursday, Oct. 29 1-1:45 p.m. Concurrent Breakout Sessions Session 7: Management Session 8: Sales and Marketing Session 9: Wood Basics 1-2 p.m.

Partner Sponsored Sessions 1-3 p.m.

Virtual Exhibit Hall Open 1:45-2:15 p.m. Networking Pop Up 2:30-3:30 p.m. Networking Pop Up 3-4 p.m.

General Session Executive Panel & Closing Remarks *All sessions subject to change.

Building-Products.com

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NAWLA EXCHANGE

Sales Advantage Pre-Show Workshop Is a Go... Online JUST AS NAWLA is reimagining its signature fall show into a virtual event, the association is likewise transforming its pre-Traders Market Sales Advantage seminar into a pre-NAWLA Exchange online experience.

Sales and training expert Rob Jolles will help attendees jumpstart their NAWLA Exchange experience by delivering his half-day forest products trading seminar virtually the morning of Oct. 26.

Whether you’re a first-time attendee or an industry vet, you’ll benefit from this workshop, which will help you sharpen your sales skills and close more deals. Jolles will help you gain new insights, network with fellow traders, and leave ready to put your learnings to the test at NAWLA Exchange.

The seminar: How to Change Minds in the Lumber Industry – The Art of Creating Trust and Urgency Without Manipulation: The Virtual Experience Surely you know plenty of customers who need to make a change, but despite your most well-intentioned efforts, they resist. Why? Because people fundamentally fear change, and Rob Jolles knows this scenario all too well.

Drawing on his highly successful sales background, and decades of research across industries he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change. This workshop will:

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• Explore how lumber buyers make decisions, including the critical decision points they face, and a customer-centered approach to working within these points.

• Teach a four-step approach to establishing trust.

• Demonstrate a repeatable, predictable process for creating urgency within the minds of your buyers.

• Equip you to skillfully handle objections and close intelligently.

During the workshop, participants will: • Role-play to discover more about personal selling styles.

• Examine interactive case studies to strategically apply tactics learned.

• Participate in multiple small group activities, many conducted utilizing breakout rooms, to improve probing techniques.

• Take part in Mental Agility exercises to speed up thought processes when speaking with customers.

Immediately following the seminar will be an optional “after party,” giving participants the opportunity to apply what they’ve learned. They can: • Discuss specific scenarios or questions relating directly to their unique situation.

• Engage in individual dialogue and receive personal feedback.

• Receive a visual assessment of virtual setup.

• Participate in a facilitated dialogue dealing with any and all sales situations that are brought to the conversation.

Building-Products.com

STIMSON LUMBER CO. 624 SWANSON GROUP SALES 407 HOMPSON R403 IVER O. in 535 mills, aC large timber mill withlifecycle, cuttings upthe to Sof ODRA SPFTIMBER products fromTtwo facilities in LUMBER Expert the timber VENDOR 40’, and a hardboardboutique panel plant. bobj@xlcompany.com; (503) RIPP L855-3032; UMBER INC. 842 British Columbia, andTto begin milling owner-operated, firm sources, www.sodra.com SYP in the South in Q4 2017. selects, VAAGEN BROS. LUMBER , INCsorts, . 645mills, manufactures and marSkets TORA ENSO 325 Spruce and pine production. on grade WRC, yellow cedar, and DF. WESTERNInventory LUMBER CO. 400 mark.rose@storaenso.com; (904) 510locations: Canaveral.

DAKERYNPhiladelphia INDUSTRIES and LTDPort . [821] WEYERHAEUSER 706 5115; www.storaenso.com/buildingandliving DIEBOLD brad_taylor@dakeryn.com; (604) 986LUMBER CO. [311] A global leader since 1288, Stora (503) Enso S0323; OFTWOOD FOREST PRODUCTS UYER 705 LUMBER 310 www.dakeryn.comWBOODGRAIN shellyp@dieboldlumber.com; develops and produces solutions based on terry@millerwoodtradepub.com; (901) Y AKAMA F OREST P RODUCTS 841 Dakeryn is a leading Canadian supplier 669-8226; www.dieboldlumber.com wood and biomass range ofreman industries 372-8280; www.millerwoodtradepub.com of western SPF lumber Zproducts for M both Diebold Lumberforis aa custom and IP-O-LOG ILLS INC. 737 and applications worldwide.

The Softwood Buyer targets wholesalers,

ELITE

million acres of timberland in California and Washington. It is one of the largest lumber producers in North America and millwork producers in the world.

OLLINS [431] SCINCLAR GROUP FOREST PRODUCTS 806 gphillips@collinsco.com; dave.bartsch@sinclar.com; (503) (250) 8265615255; www.collinswood.com 4546; www.sinclar.com Headquartered in Oregon and familyding softSinclar Group Forest Products Ltd. is the since 1855, Collins produces high ed wood owned exclusive sales outlet for three premier W-SPF North America and export markets, spekiln-drying facility. Our facilty consists of quality products including, softstud millswood (Apollo, Lakeland, Nechako) locatlumberyards and industrial markets throughcializing in premium building products.

17 acres GofROUP paved of woods, hardwoods, pine particleboard, S UNDHER , THEtarmac, 80,000 sq. ft.738 ed in the Central Interior of British Columbia. out North America. d since storage, and modern, top-of-the-line engineered wood siding and trim. Collins munis@coastclearwood.com; (604) Bennett LumberdryProducts [Booth 600] 513processing equipment.

ANCIK INTERNATIONAL [213] ment to theirPlong-standing 4493 Supholds KANA FOREST RODUCTS LTD. commitment 626 SDOLUTIONS 21 1121 abarts@dancik.com; (919) 379-3800; to land and resource (604) stewardship on www. more s of FSC Conglomerate of lumber manufacgary@skana.com; 207-8132; tpalko@solutions-21.com; solutions21.com BENNETT LUMBER PRODUCTS’ production of quality DIGGERand www.dancik.com SPECIALTIES , INC . [318] based in than 311,000 acres. Divisions are located turing marketing companies skana.com on in the dimension lumber—Douglas white fir, Engelmann spruce, SPRUCELAND MCommercial ILLWORKS INC. Systems (KCS) 813 Kerridge mkittrell@diggerspecialties.com; (800) in: Skana Chester, Kane, Pa.; fir, Richwood, Vancouver, B.C. is aCa.; lumber wholesaler of SPF, lodgepole Idaho white pine, inland cedar, and greg@spruceland.ab.ca; (780) 962-6333; fully integrated business manage446-7659, Ext. 318; www.diggerspecialW.V.; Lakeview Klamath Or. Douglas fir,pine, pine,and plywood andFalls, western red red provides Douglas fir, ponderosa 150with million board feet annually. www.spruceland.ca Sties.com UNSET MOULDING 518 ment software and services focused on the cedar, and apine—reaches remanufacturer, several Spruceland Millworks, a division of Millar sales@sunsetmoulding.com; (530) 790distributive trades.

Available either onDigger Specialties, Inc. manufactures Based in Princeton, Id., the company has approximately C OLUMBIA C EDAR [500] facilities producing a wide range of products. is employer, supplier and cus2777; www.sunsetmoulding.com premises or an in the K-Cloud. low-maintenance vinyl and aluminum rail60,000 acres of forestland in northern and eastern todd.f@columbiacedar.com; (503) 828-IdahoWestern, k, white tomer of first choice.

Its on-site drying and S Remanufacturer of lumber and millwork LIDING S YSTEMS 642 ing and fencing systems.

8557; www.columbiacedar.com Washington. ch moulder linesand ensure precision surfacing products in solid, F/J and Suntrim MDF. jbaker@slidingsystems.com; (218) 393-industrial WRC siding, trim & paneling specialist.

A producer of dimensional lumber, lumber .; and outstanding quality in a wide variety of Pakari modified decking, siding and paneling.

4504; Handwww.slidingsystems.com graded for quality, packaged & ship-to providing lumber patterns, Bennett is committed quality appearance and specialty products.

SunXP exterior trim boards and fascia.

Curtainside technology. ped with care to distributors nationwide. products and sound environmental practicesDevery day.

ASSO.XTR [703] STARBORN 837 The family-owned company has two mills—one in INDUSTRIES finance@dassousa.com; (404) 691-6872; COMBILIFT [133] th 411] spavleska@starbornindustries.com; (732) Princeton, Id., and one in Clarkston, Wa., both designed for www.dassousa.com eleanor.mcdermott@combilift.com; 669-2858; efficiency, safety and production.

DMSI SOFTWARE [702] Dassostarbornindustries.com USA is the exclusive North (353) 478-0500; www.combilift.com Deck screws, drilling tools, construction ort Orford American representative of Dasso Group, bdegeorge@dmsi.com; (402) 330-6620, Dimensional lumber, lumber Combilift offers a wideindustrial range of lumber, fork- and fasteners.

SNIDER INDUSTRIES, LLP 934 the global leader in the development and Ext. 142; www.dmsi.com rough patterns are offered. lifts, engineered to save space, increase dhanson@sniderindustries.com; (903) SWANSON ROUP SALES ofCinnovative bamboo buildDMSiGprovides business software to407 the storage handleworks long loads safely. high-quality The and company to provide lumber ny’s Smanufacture TIMSON LUMBER O. 624 938-9221; www.sniderindustries.com greg.johnson@swansongroup.biz; (800) ing products. building materials industry.

Their Agility LUMBER IS SHIPPED by truck or rail.

Units may be wrapped at the products while practicing sustainable land management mmitchell@stimsonlumber.com; (503) ing. The Snider Industries produces over 50 mil331-0831; www.swansongroup.com Bennett Lumber Products’ production of quality dimension ERPsafe, handles the entire product cycle.

CONIFEX TIMBER INCmain . [334] customer’s request to ensure clean delivery.

295 0951; www.stimsonlumber.com with its forestry goal that aims to meet lion BF of the finest 1” southern yellow pine West Coast softwood lumber and stud ee deck- principles lumber—Douglas fir, white fir, Engelmann spruce, lodgepole D Their Building Results CRM integrates ELTA C EDAR S PECIALTIES [414] ryan.lepp@conifex.com; (866) 301Continuing a “Tradition of Quality,” present without compromising the abilityeang@wshore.ca; of future boards in needs the industry. producer.

Fir plywood (sheathing/UL/sanded/ eciate. with any red system.

589-9006; pine, Idaho white inland cedar, and ponderosa pine— 2949; www.conifex.com Stimson Lumber operates(604) five western stud pine,siding/concrete to meet their needs. form/sign/industrial). www.wshore.ca rafted Port generations Producing 540 million bd. ft. annually reaches 150 MMBF annually. Based in Princeton, Id., the com-

Bennett Lumber Products

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Providing Superior Lumber Products Since 1939

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pany has approximately 60,000 acres of forestland in northern Idaho and eastern Washington.

A producer of dimensional lumber, industrial lumber and lumber patterns, Bennett is committed to providing quality products and sound environmental practices every day. The family-owned company has two mills—one in Princeton, Id., and one in Clarkston, Wa., both designed for efficiency, safety

Quality Lumber Sustainable Forests

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

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TM 2019 layout.indd 52

ducts.com

9/17/2019 11:33:41 AM

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

Jim Vandegrift Sales Manager

40 n 2019 NAWLA NAWLATraders TradersMarket MarketPreview Preview n October October 2017 50 Building-Products.com

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CMPC CMPC Completes 100 Years as a World Leader in the Wood and Pulp Industry in markets such as Europe, North America, and Oceania.

These include: • Thermo Solutions, a thermally-modified wood product for indoor and outdoor projects, • Plywood MCA, a sustainable impregnated board resistant to fungal and termite attack, and • T&G Plastic Tongue, a constructive solution designed for the Australian market, among others.

SUSTAINABLE OPERATIONS has been a hallmark of Chile-based CMPC through its century of service.

IN 2020, CMPC celebrates 100 years of history, becoming one of the most influential companies in the pulp, paper and wood industry globally.

Currently the company is one of three leading global players in the pulp market, and the top producer of tissue products in all of Latin America, as well as one of the biggest names in the wood industry regionally.

Based in Chile, with offices in the U.S., Europe, and China, CMPC has become a world-class company with more than 1,100,000 hectares (more than 2.7 million acres) of its own forests. This forestry asset allows us to manage every part of the process, from the seed to the final product, achieving high quality and versatile results, as well as offering a committed and reliable service. Something that only a company of this level can offer.

The history of CMPC stems from the development of a family business, which was built on long-term relationships with clients around the world, achieving growth in the hands of many of its suppliers, buyers and collaborators.

Over the years, CMPC has demonstrated a strong commitment to people, to the development of communities where CMPC operates, and to sustainable operations—a hallmark of CMPC through its first century of life.

New Ways to Communicate and Contact Customers CMPC Maderas has recently launched a new website that offers customers relevant information about products, trends and news. The website also consists of a section dedicated to CMPC’s Selex brand, where you will find talks, videos, inspirational ideas, and training tools to shape the projects consumers have in mind.

In addition, CMPC has developed a Customer Platform that allows real-time access to information pertaining to sales orders, as well as order tracking and billing.

These efforts aim at bringing CMPC closer to its customers and their needs.

Where Does CMPC Want to Go in the Next 100 Years?

Today CMPC is committed to continue as a major global player in the forestry industry, leading a process of change, focused on innovation, sustainability, and responsible growth.

With this in mind, CMPC hopes that these 100 years reflect only the first step of a long journey ahead.

Product Development CMPC Maderas has led the launching of new initiatives for the industry, generating new developments that are focused on meeting the demand for value-added materials

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SELEX RADIATA PINE Plywood Panels come with high visual quality, strength and excellent versatility. The product is both free of knots and open defects.

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Collins Sustaining Thriving Forests. Building Strong Communities. lumberyard, Collins Builders Supply in Chester, Ca. Divisions are located in: Chester; Kane, Pa.; and Lakeview and Klamath Falls, Or. Collins became the first privatelyowned forest products company in the U.S. to be independently certified under the strict guidelines of the FSC. This commitment to the environment has been matched by Collins’ commitment to the communities where it operates.

The company’s products include: • softwood lumber • hardwood lumber • NAF western pine particleboard • TruWood engineered wood exterior siding and trim It has also been highly active in NAWLA. Collins is one of the original charter members of NAWLA’s Traders Market. Its CFO, Marilyn Hendrick, is on the CFO 10 Group, and VP of Sales & Marketing, Larry Broadfoot, serves on NAWLA’s Scholarship Committee.

That is only the latest in a 165-year legacy of service.

– For more information, visit www. collinswood.com

THIS YEAR, Collins is celebrating 165 years as a family-owned forest products business. What makes the Collins story unique is the company’s more than thriving for 165 years, as less than 3% of family-owned businesses survive to the third generation. Today, members of the family’s fifth generation work throughout the company, while Cherida Collins Smith, great-granddaughter of the founder, serves as chairman of the board.

President and CEO Eric Schooler has run the company for the last 20 years—the eighth president in Collins’ storied history.

Based in Portland, Or., the company traces its roots back to 1855, when T.D. Collins began timber operations

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in Pennsylvania. By the turn of the century, the family had expanded west to manage 94,000 acres of softwood in northeastern California. Today its holdings also include three unique forests—the Collins Almanor Forest in northern California, Collins Lakeview Forest in southern Oregon and northern California, and the 118,000acre Collins Pennsylvania Forest— making it one of the largest private landowners in Pennsylvania. In all, Collins holds more than 311,000 acres of Forest Stewardship Council-certified timberlands, over which it continues its long-standing commitment to land and resource stewardship.

Collins operates five manufacturing facilities in the U.S. and one retail

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TRUWOOD ENGINEERED wood siding and trim offers the most complete selection of styles and profiles in the industry, with a variety of patterns, textures, lengths and widths for maximum design flexibility and creativity.

Building-Products.com

Forest Stewardship Council ÂŽ

Look for our certified wood products

Collins Lakeview Forest

Sustaining thriving forests.

Building strong communities.

CollinsWood ÂŽ We provide our customers with the assurance that our products are backed by a legacy as positive as the products themselves. A family-owned business since 1855, ours is a heritage of responsibility to the land and to the people. From the foresters in the field, through operators in the plants, to sales people in the marketplace, we relentlessly pursue the best Bainbridge Island City Hall Photo: Miller Hull Architects

utilization and applications of our natural and renewable resources.

The finest in responsibly sourced Hardwood, Softwood and Particleboard.

CollinsWood.com Since 1855 Building-Products.com

@collinswood_1855

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TruWoodSiding.com

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800.329.1219

facebook.com/CollinsCompanies

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Elk Creek Forest Products Continuing to Grow McMINNVILLE, OR.-based Elk Creek Forest Products (ECFP) is a full-service lumber processor, remanufacturer and volume distributor of premium Douglas-fir.

Since its founding in 2001, Elk Creek has grown exponentially in both its remanufacturing capabilities and its scope of national distribution. The company started with just two employees, growing to 12 by 2007. Today, the company employs over 90 people. “I think our people are the biggest part of the Elk Creek story,” stated company founder and president Brett Slaughter, “we are a people company that sells lumber and many of our suppliers and customers sincerely value our person-to-person level of relationship and service.”

With vendors from British Columbia to Northern California, ECFP draws on the entire Douglas-fir region, sourcing raw material from many of the region’s finest sawmills and most sought-after fiber. Slaughter notes that the ability to diversify this primary fiber resource from its initial log breakdown through its production cycle is the foundation for their business model and sustained 20 years of growth.

Elk Creek markets 85 million bd. ft. of lumber per year with an extensive array of products all from a single species of fiber. Slaughter estimates that in Douglas-fir, Elk Creek stocks more kiln-dried, on-the-ground premium timbers than anyone else in the U.S. Product diversity and intentional vendor support have been key factors to sustaining growth through the various downturns and market challenges.

During the recent pandemic, in regular all-staff Zoom meetings, Slaughter reminded the ECFP team of the early days where a willingness to embrace uncertainty, smart decision making, and hard work during adversity were the hallmarks of what established the company. “It’s no different today,” Slaughter said. “Elk Creek is ready for this. Our structure is built for these types of challenges and we are well prepared to adjust and adapt to continue to remain successful.”

As Elk Creek continues to grow, “Our goal is to gain market share through unmatched service and by becoming the low-cost producer of certain segments,” Slaughter noted. “As we strategically add and upgrade the equipment and personnel to accomplish that, we can’t help but grow.”

elkcreekforest.com (503) 474-4446

Over 17 million BF inventory Kiln Dried stock 2"x4" - 16"x16" up to 40' Custom Timbers - Green and Dry Outstanding Customer Service

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Building-Products.com

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CT Darnell Construction Over a Quarter Century of Supporting LBM general contractor and has provided more rack systems and pre-engineered steel buildings in more lumberyards across the United states than any other supplier.

To learn more about CT Darnell Construction and Sunbelt Rack storage systems, please call (800) 353-0892 or visit CT-Darnell.com and Sunbelt-Rack.com.

50' wide shed designed to allow enclosing in the future

FOR SOUTHERN Lumber & Millwork, Charleston, S.C., CT Darnell provided seven new structures, including a cantilever rack drive-thru building.

ANYONE WHO HAS shopped at a big-box home center or worked in lumber and building materials has likely been to a location that CT Darnell Construction designed, built, or equipped.

The family-owned business started in Atlanta in 1987, supplying its Sunbelt Rack storage systems to bigbox retailers. Soon after, it expanded its offerings to the lumber and building materials market and other industries.

Early on, the big-box format presented a challenge: how to merge warehouse and retail space while protecting products from damage and making self-service easy. Sunbelt Rack storage systems and fixtures met this need, and the company recognized that they could also serve the lumber and building material (LBM) industry.

Over the years, the company expanded its offerings to include site planning, design, and construction of both LBM facilities and retail buildings, as well as site renovations. CT Darnell introduced a full line of steel buildings and integrated rack-supported building systems that optimized inventory, protected product, and made picking product more efficient for both distribution centers and lumberyards.

Today, CT Darnell works as a Building-Products.com

The easiest way to manage your complex storage and handling needs is to leave them to us.

For over 30 years, we’ve designed and built complex, comprehensive solutions for large lumberyards and wholesalers like you. We understand the scope of your business and will build solutions for you on time and on budget. What could be easier?

If you’re thinking of expanding or improving your yard, just give us a call to find out how easy we can make it for you.

CT-Darnell.com

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DMSi Business Software for the Lumber and Building Materials Industry

DMSi SOFTWARE helps lumber businesses run more efficiently and profitably through industry-specific solutions.

The company’s Agility ERP is tailor-made for the unique challenges of buying, selling, and distributing building materials. It handles every possible unit of measurement and uses advanced tagging to easily identify the piece count, length, grade, and age of every unit. Cost allocations reveal true profit from inbound shipping through production to distribution, while Reload/Public warehouse management lets you cost, price, sell, and ship inventory from third-party warehouses.

DMSi continues to advance Agility with integrated solutions such as Mobile Warehouse Tools. The app allows staff to perform full physical inventories and cycle counts directly from the yard or warehouse floor.

Staff members can view counting assignments, calculate quantities, and enter counts on their mobile devices.

Once the device connects to a WiFi network, data instantly uploads for

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managers to review.

The company also offers a standalone sales tool: Building Results CRM. Developed in partnership with leading sales coach Rick Davis, the platform includes industry-specific features and meaningful reporting tools sales reps embrace.

A glance at their phones shows reps where an account stands, including vital client growth, lagging sales, and cross-selling opportunities. Shared customer data helps inside and outside sales teams collaborate more effectively. Managers get meaningful reporting on performance, including pipeline status, prospecting data, and calendar activity so they can develop action plans In everything it does, DMSi is focused on the business of building materials. It has spent decades getting to know you, understanding your business, anticipating your needs, designing its software around you.

DMSi understands the world you live in every day. Think of it as four decades of experience put to work for you— making your business better so you

October 2020

can inspire confidence with your own customers.

DMSi can also provide better service because of deep experience in your industry. It can help you anticipate opportunities because we understand your goals. A relationship like that only comes when you know your customer’s business and care for it as your own. DMSi knows you need a partner that will roll up their sleeves and help you get the job done.

Whether it’s tools to manage your assets, track inventory and orders, or gather business intelligence, at the end of the day it’s all about helping you run your business. They’re tools designed to make you more efficient, streamline your process, and help you gain confidence in your inventory.

DMSi knows you depend on your software to run your business. So it’s always improving and updating software when you need it and when it will bring the most value.

You always want to be one step ahead—so that’s where DMSi devotes the majority of its development efforts.

Building-Products.com

On the same path.

Your journey to streamlined operations begins and ends with DMSi. Because we build software solely for the lumber and building materials industry, we understand your day-to-day needs and long-term goals.

Our unmatched knowledge and personal service mean weâ&#x20AC;&#x2122;ll be there, helping you navigate the road to profitability. Always by your side.

Visit DMSi.com

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Durgin and Crowell We are Pine Passionate OFFERING CUSTOMERS FULLY sustainable eastern white pine on time and with a personal touch is what Durgin and Crowell thrives to do.

With over 30 million board feet of production and a modern manufacturing facility in Springfield, N.H., the company is one of the largest eastern white pine manufacturers in New England and supplies a wide range of patterns and grades standardized by the Northeastern Lumber Manufacturers Association.

Wanting to design a line of precoated, UV-cured eastern white pine paneling products that make the warmth of wood easy, safe, practical and affordable, the company manufactured Enhance by Durgin and Crowell. Panels come into a room ready to go, reducing installation time by days, and allowing their customers to enjoy the site sooner with less mess, assuring volatile compounds from toxic chemicals never enter the home.

The company has manufactured eastern white pine since day one in 1976. Durgin and Crowell operates specialized dry-kilns, customizable moisture detection, and a Waco/Weinig 30 XL moulder.

Its success has come in the consistency and the quality of the wood that it supplies, exemplified by the passion it holds for eastern white pine. With a modern manufacturing facility, a dedicated team, and a commitment to the environment, the company is looking towards the future.

As its slogan says, “We Are Pine Passionate.”

TOP PHOTO: Customers examine Durgin and Crowell’s eastern white pine boards up close.

BOTTOM PHOTO: Enhance is Durgin and Crowell’s line of prefinished, UV-cured eastern white pine paneling.

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Flexpak Corp.

U.S. Packaging Manufacturer Specializing in: CUSTOM COVERS, LUMBER WRAP, RAILCAR COVERS FLEXPAK CORPORATION has been making custom packaging products for lumber and engineered wood products in the U.S. for over 25 years.

With one of the largest woven bag plants in the U.S., Flexpak continues to make strides in a variety of innovative new package types that support mills and plants in North America and globally. Flexpak works in both printed lumber wrap and pre-fit covers of 1-4 colors, but also in high graphic printed packaging for unit covers, plastics that are coextruded, more breathable unit designs, and stronger resin blends.

With the largest printed railcar covers in the industry, Flexpak makes full printed railcar covers (moving billboards) for protecting and branding while in transit. Flexpak has a variety of solutions that cannot be found anywhere else in world.

The companyâ&#x20AC;&#x2122;s packaging products can be found in every major retailer in the U.S. and Canada. Flexpakâ&#x20AC;&#x2122;s future efforts and growth will be in more sustainable packaging.

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Hardel Mutual Plywood Corporation Offering More than 1,000 Different Plywood Products

HARDEL MUTUAL PLYWOOD CORPORATION is preparing to celebrate 70 years as a cooperative in the plywood industry—the only cooperative plywood mill in the U.S. Since opening in 1952, Hardel has grown from the capability of making 12 different types of panels to now carrying over 1,000 different plywood products.

Its production is more than eight times of what it was then, and has more than doubled in the last seven years.

Building-Products.com

The company recently installed a new state-of-the-art press for Medium Density and High Density Overlays. The chrome platen overlay press is capable of producing the smoothest possible finishes in MDO and HDO, helping Hardel to maximize its product line.

Offering such a vast product line of over 1,000 different plywood product makes it easier for customers to mix loads.

This saves them time and money by being able to buy all their plywood needs in one place. The company is like a “Super Market” for plywood. It also has the capability to build and customize panels specific to a customer’s needs.

As the country’s only cooperative plywood mill, Hardel has 124 working shareholders and consequently experiences very little turnover. Most employees have more than 15 to 20 years of experience. Hardel employees are highly experienced in the mill and have a strong sense of pride in the work they perform. They literally take ownership in their work.

Hardel continues to look to future growth and adapt where there is need in the plywood industry. That’s why Hardel has grown and evolved into one of the most diverse and state-of-the-art plywood mills in the U.S.

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To learn more, visit frtw.com or call 1-800-531-5558.

Hoover Treated Wood Products, Inc. Improving Building and Life Safety Since 1955 to ensure their satisfaction with its products and services. The company also offers convenient, complimentary product-knowledge (PK) classes.

Hoover encourages you to take advantage of their help to become an FRTW sales leader!

HOOVER’S PYRO-GUARD® is used extensively in many building construction applications.

WITH HOOVER TREATED WOOD PRODUCTS’ decades of fire-retardanttreated wood (FRTW) manufacturing expertise, combined with its experienced sales representatives and wood construction technologists, you’re buying more than just treated wood. You’re buying a product backed by a dedicated staff of professionals to support you before, during, and after the sale.

The Hoover Advantage Hoover’s 10 strategically located industrial treating plants and a select group of licensees service an international network of over 100 stocking distributors. This network of manufacturers and distributors ensures a global reach. Whether by ship, rail, truck, LTL, containers, or any other mode—with Hoover’s logistics— Pyro-Guard® and Exterior Fire-X® are transported to where you need it, when you need it.

As the world’s leading producer of FRTW, Hoover is also a multi-site SmartWood Chain-of-Custody company, with each of its manufacturing facilities capable of processing and shipping Forest Stewardship Council (FSC)certified wood. Their FSC-certified wood Building-Products.com

is manufactured and distributed under the Chain-of-Custody certification in accordance with FSC guidelines.

Sales Support Hoover’s experienced sales representatives can help you identify the latest market trends and sales opportunities.

Hoover frequently visits its customers

Market Support Hoover’s professional staff of building code experts and wood construction technologists are also highly trained educators. As an International Code Council Preferred Education Provider, Hoover offers complimentary FRTW courses to local code officials. The company also conducts American Institute of Architects-approved (HSW credit) FRTW seminars to architects and specifiers.

Hoover’s respected experts also lead the development of product standards and participate in building and fire code hearings. Know that when you sell Hoover’s FRTW, you are selling the most specified, widely recognized, and readily accepted products on the market.

– For more information, visit www. frtw.com.

HOOVER’S EXTERIOR FIRE-X® is used in the wildland-urban interface to reduce wildfire risks.

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Humboldt Sawmill Your Dedicated Partner for Premium-Quality Redwood and Douglas-fir Redwood Redwood uppers are available in 1”, 2” and 4” dimensions in lengths from 6–20 ft. Available rough, surfaced, and S1S2E in a variety of grades.

Redwood timbers are available in 6” and larger dimensions, up to 12” x 24”, and lengths up to 24 ft., rough and surfaced. Humboldt Sawmill Redwood timbers are available in Construction Heart and Heart B grades and can also be structurally graded and stamped.

An excellent alternative to cedar timbers, Redwood timbers are well-suited for applications including arbors, barns, entryways, pergolas, and shade structures. Redwood timbers have been used commercially in hospitality venues including Sonoma Raceway and ZO Wines Estate, as well as in countless residential applications.

HUMBOLDT SAWMILL offers a full line of Douglas-fir joists, planks, posts, and beams in lengths up to 24 ft.

WITH A COMMITMENT to expanding the footprint of sustainably grown and harvested Redwood and Douglasfir lumber and timbers, Humboldt Sawmill announces new branding.

“I cannot think of a better place to announce our new branding than the NAWLA Traders Mart,” said Mike Thelen, Executive VP - Mill & Specialty Sales. “We have long been known for our Redwood product lines, but Douglas-fir is a very important part of what we do. With our updated Humboldt Sawmill branding, our commitment to both product lines is apparent.”

Humboldt Sawmill is the leading supplier of Forest Stewardship Council (FSC C013133) certified Redwood and Douglas-fir products; logs are sourced from 440,000 acres of company-owned timberlands in Northern California. An additional 400,000 acres are available under a long-term log purchase agreement.

Manufacturing Capabilities Redwood and Douglas-fir logs are manufactured at company-owned sawmills in Scotia and Ukiah, California. Total mill capacity is 400 million bd. ft. annually. The Scotia mill processes large and small logs up to 60” in diameter and 24 ft. in length. The Scotia property also contains an airyard, dry kilns, and planer, as well as a co-generation plant that accepts byproducts from the mill operations.

The Ukiah mill processes small logs up to 28” in diameter and 20 ft. in length. The Ukiah property also contains an airyard, dry kilns, planer, fenceline, and remanufacturing plant.

Finished goods are available direct from the mills, as well as through additional company-owned distribution locations in Northern and Southern California, Colorado, Oregon, and Washington. Customer orders ship via truck and rail.

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Douglas-fir Douglas-fir joists and planks are available in 3” and 4” dimensions in lengths up to 24 ft. in a variety of grades.

Douglas-fir posts and beams are available in 6” and larger dimensions, up to 12” x 24”, and lengths up to 24 ft. in a variety of grades. Humboldt Sawmill Douglas-fir products are structurally graded and stamped.

Sales The Humboldt Sawmill sales team is led by Mike Thelen.

Don Dye Jr. leads Mill Direct Sales and Distribution Sales outside of California. Veteran industry salespeople including Mike Cameron, Julie Wright, Mary Bower, and Lee Iorg round out the Humboldt Sawmill mill sales team.

– For more information, visit www.MendoCo.com.

ZO WINES ESTATE, Healdsburg, Ca., utilized a mix of Humboldt Sawmill lumber and timbers to create a one-of-a-kind tasting pagoda in Dry Creek Valley.

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Idaho Timber In the Face of Adversity

By Ted Ellis, President and CEO of Idaho Timber IN EACH MARKET we are always faced with the unknowns inherent in the commodity wood products business. However, in 2020 we have all been presented with something we have never seen before. No matter where you operate, there are unique new circumstances and hurdles to clear.

At Idaho Timber, our #1 objective is to create an environment in which we can protect our employees while remaining fully functional in order to continue to serve our suppliers, customers and communities. We strive in any market to “do what we say we will do,” which this year has required us to develop procedures and protocols to ensure we stay open for business and viable for our stakeholders.

Normally we find ways to have fun and to celebrate our accomplishments, but in 2020 we comprehend the magnitude and implications of each decision and how the unknowns cause a constant distraction from normal business practice. Clearly, each employee understands that our management, sales and all support staff continued to come into our offices to work every day, just as each employee was expected to come into our plants and mills to do their jobs, each of which plays a crucial role in our success. We all faced adversity together and had the same high regard for the role of the other, therefore together we have had more success than we would have imagined.

Through difficulty, trials and strat-

IDAHO TIMBER offers Just-In-Time delivery from its 10 regional manufacturing facilities across the U.S.

egy we bound our hearts together to ensure we all continued to work while we looked out for one another. We don’t know the future but through faith and good actions we are working to find the best way through this unprecedented time, while we take care of the needs of all those whom we serve.

Time and time again as we visited our teams at our facilities across the nation we heard “thank you for leading from the front.” As we continue to navigate these dreadful waters, we are realizing the benefits created through facing and overcoming trials together.

As our industry contends with the ongoing threat to health and the economic consequences of shelter-in-place orders, we at Idaho Timber are striving to advance our customers’ prosperity and safety. If you are familiar with our

FAST, MIXED TRUCKS from Idaho Timber improve turns, and reduce carrying costs and market risks.

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company, you know that a hallmark of our service is improving our customers’ profitability through Just-In-Time delivery from our 10 regional production facilities.

Our inventory of several million bd. ft. per location serves as their personal reload, allowing them to bring in just what they want right when they want it, receiving highly specified loads of dimension and studs, or boards and pattern stock, in 24 – 48 hours. Compared to bringing lumber in by railcar, this service vastly improves key inventory metrics, quadrupling turns and GMROI, and cutting customers’ capital and space requirements by 80%. Reducing inventory and accelerating turns also trims carrying costs and cull losses, frees up yard space for higher margin products and can even enable them to get all lumber under roof where it will yard better and sell better.

During the present climate of uncertainty this sourcing model becomes all the more valuable because it provides safety in falling markets. Customers can have a truckload of our stock sold and posted to their A/R before a market move can significantly impact its value—often even before the invoice is due, which does wonders for cash flow.

If you’re not familiar with Idaho Timber, I invite you to call our people and let them show you how our wide range of lumber products and unique services can significantly improve your results.

Building-Products.com

Lumber Price Direction:

Uncertainty Makes It Hard to Know When to Buy Idaho Timber’s Just-In-Time Service Makes it Easy: n Get just what you want right when you want it, in highly mixed trucks of

dimension, studs and special trims delivered in 24-48 hours so you can profitably sell each load before a market move impacts its value.

n Your inventory turns 4 times faster with our just-in-time truck service than if

you buy railcars. Reload costs are eliminated and you can have a truckload sold and on your A/R before payment is even due. This all does wonders for cash flow. And fast, mixed trucks make it easy to keep stock in balance. n Lumber metered in by truck takes 80% less space and capital than when

supplied by car. With all that space and cash freed up, your wood may all fit under roof where it will yard better and sell better, and you’ll have room and funds for higher margin products to further improve your bottom line.

Idaho Timber’s just-in-time service accelerates inventory turns and shrinks carrying costs. When your lumber is turning this quickly and profitably, your risk from market moves is so minimal you can order as needed without concern for price direction.

Maximum Performance. Minimum Risk.

800-654-8110 Building-Products.com

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International Wood Products Specialty Wood Products Get Special Treatment IN TODAY’S ENVIRONMENT, we’ve all been working hard to survive. As we turn the corner, it’s time to thrive! IWP is here to help with a wide selection of high-quality Specialty Wood Products.

Whether you are looking for patterns, profiles, boards, or timbers IWP has you covered. In addition to specializing in cedar, fir, pine, hemlock, alder and Ipe, IWP welcomes the opportunity to quote a wide variety of species and custom patterns utilizing our network of supplier and manufacturing partners.

IWP’s Specialty Wood Products experts in Washington, Oregon and California have extensive contacts, long-term relationships, and innovative solutions. With a network of external and internal milling partners, IWP will find the manufacturer tailor-made for your project!

IWP understands the value and importance of your order, so Specialty Wood Products get special treatment! They call it Premium Plus Protection; you’ll call it a life-saver. Each order is processed by trained and dedicated personnel who treat it as finish material.

The system enables IWP to deliver well-protected

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IWP SPECIALTY WOOD TEAM (l–r): Allan Hurd, John Schweinsberg, Bill Bone, and Addison Schmitz. (Not pictured: Mike Herrema and Charlie Bone)

material to you, and saves you time and money getting the products to your customers in perfect shape every time.

That’s quality, start to finish.

Building-Products.com

ELITE

VENDOR

Interfor Western Red Cedar Elite Sound Tight Knot Redefined INTERFOR’S ELITE Sound Tight Knot Cedar is the “gold standard” for projects around the world. The reason is simple—it is the perfect material.

The Elite family of Western Red Cedar products enables the homeowner to revision wood design by bringing together the classic charm of Cedar and the quality of its B.C. Interior wet-belt fiber. The rich and consistent brown hues create timeless building solutions, transforming homes into the space that sustains us.

Its spectacular look, ease of working, natural durability, and ultimate stability make Elite Cedar the top choice for builders.

Whether as a standalone or in combination with rock, metal or stone, Elite products infuse our lives with a piece of the natural world. After a busy day in our modern world, come home to the beauty and reverence of Interfor’s Elite Cedar.

For more information, visit www. interfor.com.

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ELITE

VENDOR

LINX Simplified Pergola System Perfect Solution for Residential or Commercial Projects

THE LINX SIMPLIFIED Pergola System makes building your personal oasis a snap! Installers are bound only by their imaginations. The component-based LINX Pergola line allows for endless possibilities of pergola designs, while keeping the installation simple.

Professional contractors and DIYers alike can also use the versatile LINX brackets to create an unlimited number of specialty projects for residential or commercial customers, including: • Bar Tops • Tables • Garden Grow Walls • Trellises • Lattice

• Children’s Play Structures • Garage/Business Storage Shelves • Bunk Beds • Privacy Shade Panels • Stand-alone Hammock Structures Crafted from galvanized steel, more than 50% thicker than similar products, and featuring a gorgeous, rich black powder-coat finish, the LINX Pergola Kit delivers a stunning backyard pergola with incredible structural strength and durability for years of enjoyment.

Specially designed to accommodate standard 4x4 or 6x6 lumber, the LINX brackets are laser cut and precision welded to provide the user with an easy-to-assemble project. The LINX

GALVANIZED STEEL BRACKETS with powder coat finish link 4x4 or 6x6 posts to form beautiful shaded yard structures.

Pergola Kit comes with all the brackets and necessary hardware, including matching powder-coated screws, installers will need—and is immediately ready for installation.

DIYers or professional contractors can create a personal paradise for their home in no time with the LINX Pergola Kit from Wild Hog Products!

LINX BRACKETS aren’t just for pergolas–they can be used to create other outdoor structures, such as play equipment, hammocks and garden grow walls.

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Building-Products.com

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ELITE

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Lonza Wood Protection Dedication to the Industry that Goes Beyond Preservation Innovation LONZA WOOD PROTECTION is known in our industry as a leader in innovation and as a producer of quality wood preservatives. Lonza’s history of technical prowess, commerce-changing marketing campaigns, and involvement in the industry can be seen throughout its decades of dedication to the wood industry.

It was Lonza who invited the 1970s homeowner to view outdoor living differently, introducing Wolmanized® Outdoor® Wood as the first ever DIY solution to extend indoor living outdoors. This bold move revolutionized the treated wood industry. Since, Wolmanized® Outdoor® Wood has been used to create luxurious deck spaces, raised garden beds, retaining walls, and more.

More important than being on the forefront of this revolution, we believe in serving our treaters and providing them with the tools and quality products they need to thrive. That goal continues to drive Lonza to innovate the new products and technologies that are advancing our industry.

So why not align yourself with Lonza, a company whose name is synonymous with growth and innovation?

Matt Roughen, Lonza Wood Protection’s Director of Marketing for North America, says, “Our history is full of industry firsts because we truly want to continue to ensure treated wood is a valued commodity to the entire supply chain, especially consumers.

“Of course,” Matt continues, “what really makes aligning your business with Lonza unique is our people. Our Lonza team has decades of industry experience as well as a pioneering mindset. We dedicate ourselves to helping our customers and the industry as a whole.”

Lonza has taken a strategic approach in the roles that we’ve added to our team, fulfilling untapped needs we have seen in the industry.

Brian Delbrueck, another newer member of the Lonza Wood Protection team, is Head of Business Development for Wood Specialties. Brian covers North America promoting engineered wood and surface applied treatments. Brian is part of a team focusing on whole-house protection, including use of products such as FrameGuard® and Wolman® AG to preserve windows, doors, exterior trim, Brian Delbrueck and fascia.

Brian brings to Lonza more than 30 years of experience in the wood protection industry. He was previously North American Sales Director for Viance, LLC. Brian currently serves as a Technical Committee member of WDMA and Wood Preservation Canada and is an active member in the WWPI. brian.delbrueck@lonza.com.

Scott Skinner has joined the Lonza team as Business Development Manager in our Wood Specialties group, where he focuses on bringing opportunities for growth and cre-

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ating new markets to customers using Engineered Wood Glueline and Surface Applied technologies in the Eastern and Southern United States. Using products like FrameGuard®, Scott is showing the market the opportunities to protect a home’s structural components from wood’s natural enemies.

Scott joined Lonza most recently from AkzoNobel Wood Adhesives, where he served as a Technical Sales Representative. scott.skinner@lonza.com.

Scott Skinner

Chris Leslie serves as Lonza’s Retail Marketing Manager for North America.

In his role, Chris focuses his efforts to strengthen retail relationships within the industry and serves as a liaison between our treater customers and retailers, helping bridge any gaps between the channels. Chris also stays up to date with market trends and uses information and forecasts to gain insight on markets, Chris Leslie products, and the competitive landscape.

Chris has nearly a decade of experience with wood products and with managing various other product categories through the big box channel. chris.leslie@ lonza.com.

Josh Roth joined Lonza as Manager of Building Codes and Product Standards.

He is heavily involved on Lonza’s behalf with industry organizations and helping promote the use of preserved wood products across the building industry.

Josh has applied his knowledge to advocate for changes to building codes and product approvals that will benefit the wood industry.

Josh offers educational workshops for Josh Roth building officials, architects, contractors, and other industry members to familiarize those groups with building codes, including one that reviews the changes to the deck code in the 2018 IRC Chapter 507. Other workshops include an explanation of ICC ES Reports and a three-part series titled Building Code Basics.

Josh is a state licensed general contractor, private developer, building official and a planning director. joshua.roth@ lonza.com.

“We are pleased with our expanding team, including these newest members, and our efforts to make Lonza Wood Protection the company that others choose to do business with,” says Matt. “Our goal is to provide world class, full service to our customers—from our products and technologies to our innovations and people.”

Building-Products.com

ELITE

VENDOR

Maze Nails Now Distributing U2 Fastener Screws

UNIVERSAL SCREW head’s Tight Star Recess is a patented driving system designed to grasp the U-Bit tightly, allowing the fastener to be installed with one hand.

MAZE NAILS, America’s largest manufacturer of specialty nails, is now distributing U2 Fasteners’ line of U-Gold-coated screws and stainless steel screws.

U2’s U-Gold Coating is a patented, multi-layered golden top coating with a silver base coat. The coating material does not contain any Chrome 6 or other chemical amounts listed on Proposition 65. The proprietary coating is AC257 compliant and 75% more versatile in its application usage.

U2 Fasteners tested the coating in Heavy Duty Ground Contact ACQ 0.6pcf according to the code. All other fastener companies only tested to 0.4pcf ACQ. U2 Fasteners offers a limited lifetime guarantee on screws not rusting.

U2 screws are good for all the applications on the Treated Wood guide.

Stainless Steel 316 is preferred if it is a salt water application.

Among those offered in the line are the Universal Screw, ideal for replacing those old deck screws; the CS Construction Screw, the next generation of construction screws that are replacing lag screws; the Fine Screw, designed especially for carpenters who do fine professional work; and the Cap Screw, the perfect light duty interior and exterior fastener.

All U2 products are sold in either plastic pails or plastic boxes. The shelf-friendly boxes are packed either four or six units per master—depending on the length of the screw.

Customers can use the screws to fill out orders for better Maze quantity breaks.

Additional advantages: • U2 screws “grip” on the U-bits for one handed application.

• The burrow pockets (under the heads) on U2 fasteners have cutting edges while other screws have nips with no edge. This allows easier countersinking of the U2 screws.

• Engineering evaluation for code compliance for structural and corrosion-resistance.

CONSTRUCTION SCREW’S Tapper Point consists of the Cork Screw Start and Blade Cutting Thread for easy piercing and alleviating strain on the material.

• 316 grade stainless steel screws available from Maze warehouse.

• U2 added 40+ types and sizes in 2018 while other suppliers are shrinking assortments.

• U2 screws have unique “tapper points” for a quicker bite into wood.

JAN 2019 (Rev.1) – For more information, visit www. mazenails.com or call (800) 435-5949.

SCREWS ARE sold in packages, buckets and bulk boxes.

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ELITE

VENDOR

Pacific Lumber Inspection Bureau

ding softed wood

Now Stronger Than Ever

d since ment to s of FSC on in the

FOUNDED IN 1903, Pacific Lumber Inspection Bureau (PLIB) is a member-driven, not-for-profit, accredited lumber and wood products inspection agency.

Douglas fir, In 2019, PLIB completed a merger with the West Coast Lumber Inspection Bureau (WCLIB), adding the members and k, white programs of both WCLIB and the American Institute of Timber Construction (AITC). Together, these three well-respected ch agencies have combined to create a single organization with .; a robust member roster and directory of services. PLIB’s service coverage area includes the U.S West, U.S. South, western Canada, and the primary wood-producing regions of Europe. th 411] With one of the most knowledgeable and experienced technical and inspector staffs in the industry, PLIB is accredort Orford ited by ALSC, CLSAB and IAS, providing inspection and certifirough cation services for a wide range of wood products including, but not limited to, dimension and appearance lumber, glulam ny’s ing. The and cross laminated timber, and ISPM-15 certified wood ee deck- packaging.

Additionally, PLIB draws on the broad experience and eciate. deep industry knowledge of its staff to offer customized rafted Port training for members, as well as market development suppecies is g it decay

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port both domestically and abroad along with participation in important regulatory spaces such as building codes and manufacturing standards.

To join PLIB or learn more, visit www.plib.org/join-plib or email info@plib.org.

PACIFIC LUMBER INSPECTION BUREAU A Trusted Industry Partner for Over 110 Years

Accredited. Experienced. Member-driven.

• Rules & Standards Writing • WCLIB Standard No. 17 Grading Rules • PLIB Export R List • AITC 200-2009

• Grading & Quality Assurance • Softwood Lumber • Machine Stress Rated Lumber • Finger-Jointed Lumber • Structural Glued Laminated Timber (glulam) • Cross-Laminated Timber (CLT) • Metal Plate Connected Wood Trusses

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9/17/2019 11:33:41 AM

• Development of Structural Design Values • ISPM 15 Wood Packaging • Heat Treatment Certification • CE marking • Wildland Urban Interface (WUI) Certification • Grader Training, Technical Support & Consulting Services

Contact PLIB today 253.835.3344 | info@plib.org | plib.org

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South Coast Lumber Co. Pacific Wood Laminates, Inc.

ding softed wood

d since ment to s of FSC on in the

By Emily Beckley, Marketing Director

THIS YEAR has been full of unpredictable hardship and uncertainty. Through these trying times, South Coast Lumber Company and Pacific Wood Laminates have been focused on Douglas fir, the safety of our staff as well as our clients. We prioritize sustainability not only with our resources, but with our k, white workforce as well. Our diligent employees are the backbone of our company and we believe that our high retirement rate ch is a great indicator that we value their retainment. .; Amongst safety and sustainment, we also prioritize diversity. This is shown through our highly skilled and trained employees as well as our customizable product th 411] offerings. Mixed and specified loads are our specialty. We can combine three different products onto one truck to be ort Orford able to satisfy varied building needs. Our raw materials rough are sourced from local timberlands and we manufacture every product and component in our own facilities. The nyâ&#x20AC;&#x2122;s ing. The stringent quality-control efforts from our employees allows ee deck- us to provide our customers with high-quality service and materials while adapting to their preferences. eciate.

As a family-owned company represented by four rafted Port generations with over 70 years of experience manufacturing pecies is the SOCOMI brand, you can trust that we will consistently g it decay

provide you with everything you need, when you need it.

With our full line of fine wood product offerings, we are home to virtually everything it takes to construct a quality building. Our dedication to meeting the diverse needs of our clients at an affordable price weathers all storms. Through a pandemic, extreme wildfires, and unpredictable economic timesâ&#x20AC;Ś We can still do that!

n instrue of the owth ht-after

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ELITE

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Pennsylvania Lumbermens Mutual Insurance Company

By Steve Firko, Senior VP-Business Development, Loss Control & Customer Service AROUND THIS TIME last year, I was standing in the PLM Booth at the NAWLA Traders Market catching up with old friends, talking with customers, and meeting new people in the industry.

Today, we all find ourselves in a strange and new existence. We at PLM enjoy the many interactions we have with our customers, people in the wood industry, and brokers through the 200+ wood and insurance-related shows we attend and exhibit each year. To date, 111 of these shows have canceled, and 29 of them have transitioned to virtual events. Like many other things that have changed due to the pandemic, we have had to adjust and adapt in the ways we do business and connect with each other.

As of mid-March, PLM employees have all been working remotely from their homes. We have answered questions, issued insurance policies, resolved billing issues, and settled claims from our kitchen tables or improvised workspaces in our basements. Where physical visits were not possible due to COVID-19 restrictions, we expanded options

for our Business Development and Loss Control Representatives to visit your premises virtually to provide loss prevention and safety recommendations.

We also created new safety and loss prevention materials such as Shutdown and Reopening checklists and COVID-19 signage to help you navigate the increased risks from the pandemic. We broadened our marketing efforts using video and a stronger presence on social media to reach our customers in new ways.

Our hope is that throughout these adjustments, our customers felt the continuity of quality service and strength in relationships with their trusted contacts at PLM. In addition to the risks associated with the pandemic, there are several other areas of concern that have emerged. With the increase of workforces at home on personal computers and networks, there is an increase in risk of cyberattacks and data breaches. Now more than ever, getting comprehensive cyber protection in place is critical for any business.

PLM EMPLOYEES were highlighted in a video to celebrate the company’s 125th anniversary, and to share how PLM is “With You”.

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COVID-19 SAFETY SIGNS were produced for PLM customers to use in their operations.

Another area to consider is adequate insurance for your operations. Since the start of the pandemic, lumber prices have increased significantly as demand for lumber continues to grow. With the increase in lumber prices, there is also an increase in inventory values. It is essential to ensure that with the rise in value of inventory, the insurance coverage limits match the highervalued inventory. If policy limits are not adjusted, products in inventory that are damaged or destroyed may not be adequately covered by your insurance.

Finally, we have seen an increase in frequency and severity of natural disasters from hurricanes to wildfires.

A few years ago at the NAWLA Traders Market, I was having dinner with a customer who was on the phone with his staff anxiously waiting to hear if his business would survive a nearby wildfire. Today, I am reminded of that dinner with our customer as we see the news about the devastating wildfires throughout California, Washington, and Oregon. If you do not have a disaster recovery plan in place, you need to have one now. Being Building-Products.com

prepared for the unexpected is the best way to manage your losses in the face of disaster and quickly get back to business.

If you need any assistance in these areas, please reach out to your local PLM Business Development or Loss Control Representative.

You can also find risk management resources in the Loss Control Center at www.plmins.com.

This year also happened to be our 125th Anniversary. Our celebration had to be curtailed due to the pandemic, but our mission has never been clearer. PLM was formed by lumber dealers searching for a company that understood the unique risks and insurance needs of lumber operations.

We have been with you since 1895, protecting the wood products and building materials industries throughout the U.S. We are here with you today, to adapt and grow with your evolving needs, through a pandemic and beyond.

As Iâ&#x20AC;&#x2122;m sure many of you will agree, nothing beats a face-to-face interaction.

However, I am excited to see how NAWLA will adapt to an all-new virtual member experience this fall in lieu of the in-person Traders Market. Until then, I am always available by phone, e-mail or videoconference and look forward to seeing you in person next year at the NAWLA Traders Market!

Sincerely, Steve Firko Senior VP-Business Development, Loss Control & Customer Service Pennsylvania Lumbermens Mutual Insurance Company (267) 825-9184 sfirko@plmins.com

STEVE FIRKO, PLM Senior Vice PresidentBusiness Development, Loss Control & Customer Service.

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ELITE

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Robbins Lumber Prefinishing Operation Enters Prime Time

PRE-COATED LINES include Aqua Clear, Aqua White, Antique, Golden Oak, Honey Pine, Barn Board, White Barn Board, and Weathered Wood. Primed lines: Primed Premium, Primed Select, and Monhegan.

AQUA CLEAR COATING enriches the natural beauty of this 2x8 Premium Shiplap ceiling with 1/8” gap.

ROBBINS LUMBER, Searsmont, Me., has been one of the nation’s premier manufacturers of eastern white pine since 1881. Yet a tremendous area of recent growth has been in primed and pre-coated products.

Its Searsmont coatings operation recently installed a Cefla CVS Vacuum UV finishing line, the only moulding finishing system that incorporates sanding, coating and curing in a single machine. The facility also houses its traditional floodand-brush system, profile sander, and spray line.

The wide range of equipment allows Robbins to prime and coat a limitless number of interior and exterior products with priming, paints, solid and transparent stains, in numerous colors.

“Interior clears for paneling are very big for us, but having all these machines provides vast versatility,” says Robbins’ James Webb. “In addition to mass-produced interior and exterior products, we also have the flexibility to do custom work. It’s about 15% to 20% of our business. If you are looking for a prefinished pine floor, we can help you with that. If you want tung oil on your flooring or paneling, we can help you with that.”

He occasionally has customers email him shots from magazines, so Robbins can custom-match the color of their paneling to the cabinets they just purchased. He even had one customer bring him a piece of aged pine from a 300-year-old house that he wanted his new paneling to look like.

The finished product? “They loved it—and they bought more for the rest of their house afterwards,” Webb recalls. “A lot of finishing companies only operate a certain type of line.

They have restrictions on the products they can produce. We can produce any sort of product our customers are looking for. We don’t have to say no.”

Robbins entered the priming and prefinishing business about 14 years ago, when it partnered with Massachusetts’ Churchill Coatings. At the time, Churchill was operating just

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the flood-and-brush machine. Wishing to increase quality and expand capabilities, Robbins bought out its partner four years later. “The facility has approximately 60,000 ft. of production space—at the time the finishing operation maybe incorporated 15,000 of it,” says Webb, an equipment operator at the time who would rise through the ranks to manage the plant. “Shortly after the purchase, we installed a spray line.

The goal was to increase the overall quality of the products we were producing, to really set ourselves apart.”

The operation has grown steadily, now processing about 3 million ft. a year of product. This spring, Webb was moved from operations to sales. His background—and his continuing to work closely with the production team—has proven invaluable to his new role.

“It has been a huge advantage to fully understand what our capabilities are,” he says. “Talking with customers, I learn what their expectations are and exactly what it would take to meet them, and to make sure they get the product they’re paying for.”

PRODUCTION EXPERT James Webb’s new role in sales gives customers access to a wealth of product information.

Building-Products.com

Thank You for Supporting Us Then and Now

A Proud Heritage Since 1881 Searsmont, Maine | www.rlco.com

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Royal Building Products Zuri® Decking Delivers the Beauty of Hardwood with the Durability of Composite

HICKORY, a rich mid-tone brown, is the newest color option for Zuri Decking.

HOMEOWNERS ARE LOOKING for the beauty and look of exotic hardwood without the maintenance and upkeep, but unfortunately many composite decking brands do not deliver on the authentic look of real wood. Meet Zuri® Premium Decking by Royal® Building Products. Combining the natural beauty and warmth of exotic hardwood with the durability of PVC, Zuri gives homeowners the luxurious outdoor living space they desire, minus the upkeep and cost of real hardwood.

Zuri uses state-of-the-art printing technology to replicate the look and grain of exotic wood on PVC boards.

Unlike competing composite decking products that do not look like wood, Zuri’s PVC substrate is capped with the photo-realistic woodgrain print and a clear acrylic that resists stains, scratches, fading and moisture. Minimal grain repetition in the printing authentically captures the look of exotic hardwood— the proof is in the photos.

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Unsurpassed in durability and performance, Zuri is resistant to staining from salt, chlorine and organic debris, as well as spills from food and drink.

Zuri’s cellular PVC core and acrylic topcoat provide exceptional resistance to UV light and color fade. Zuri has a surface that is 30% harder than conventional non-wood decking products and a coating thickness three times that of the interior flooring industry standard. Test data proves that Zuri’s protective acrylic finish has wear resistance that exceeds that of the interior flooring. Simply stated, Zuri has been engineered to provide and maintain its aesthetics for many years.

Zuri is available in six on-trend colors: Walnut, Chestnut, Pecan, Brazilia, Weathered Gray, and Hickory. Each decking shade will retain its just-installed look with minimal color shifting and is backed by Royal’s industry leading 25-year Color Fastness Warranty.

Zuri is available in two profiles,

October 2020

grooved and square board, inspiring endless design possibilities. Zuri square boards exhibit classic wood beauty, with no painting, staining or resealing, while the grooved boards owe their sophisticated presence to a simple and aesthetically pleasing hidden-fastener installation. Also available is Zuri fascia, an ideal accent that can be used below the deck or on a stair riser in a variety of perfectly complementary colors.

With its distinctive inlay patterns, authentic hardwood grain and color options, Zuri decking makes a lasting style impression. Zuri’s distinctive inlay design, style and color options add a dramatic visual draw to long runs of diagonal decking. Homeowner’s can make an even bigger personal statement by working with a Zuri designer to create their own detail—the ultimate in luxury decking.

By investing in a premium cellular composite deck like Zuri, homeowners will preserve the beauty of their deck in any type of climate without the time and maintenance costs.

Visit royalbuildingproducts.com/zuri.

ZURI uses state-of-the-art printing technology to replicate the look and grain of exotic wood.

Building-Products.com

Between its easy maintenance and gorgeous looks, Zuri® Premium Decking

by Royal® is a game-changer from any angle. But it’s upon close inspection that Zuri really separates itself from the competition. That’s where homeowners get to see how beautifully it recreates the aura of exotic hardwood.

InspiredByZuri.com 1.855.ROYAL85

For product warranty details, please visit ZuriWarranty.com

© 2020 ROYAL BUILDING PRODUCTS

NOTHING COMES CLOSE TO ZURI. ESPECIALLY THIS CLOSE.

Sabra International Decades of Global Lumber Importing

JAPANESE RED CEDAR/SUGI is taking off in U.S. decking markets.

FOR THREE DECADES, Sabra International (‘SA’ South America ‘BRA’ Brazil) has been globally exporting and importing wood products, sourcing direct to the wholesale distribution and OEM markets, not down-channel.

Early on, Sabra’s wood basket had been sourced from South America, primarily Brazil, but also Guyana, Peru, Bolivia, Colombia and Paraguay. Its focus is DECKING, heavy to Ipe’, but also Cumaru, Garapa, Tigerwood, Jatoba and other species. Sabra is the importer of record for PAU LOPE® Brand decking, the highest of quality choices in hardwood decking.

Also imported from South America is HARDWOOD FLOORING, as well as PINE FENCE BOARDS and a variety of INDUSTRIAL SPECIES AND ITEMS. In short, for any WOOD PRODUCTS from South America, it’s most likely Sabra has a manufacturing source.

Within the last decade, Sabra has branched out to importing from Asia, primarily Japan, Indonesia and Malaysia.

Focus here has been on JAPANESE RED CEDAR/SUGI and RED BALAU DECKING. In particular, given the challenges with North American Western Red Cedar and Redwood, JAPANESE RED CEDAR/SUGI has been gaining popularity in U.S. markets. JRC/SUGI (Cryptomeria Japonica) is in the same family Cupressaceae, and is an attractively priced, naturally oiled, decay resistant alternative. JRC/SUGI is available in KD & AD forms of timber, lumber, decking, boards, patterns and fence products… a full array of shapes and sizes, from big to small.

Sabra’s compelling advantage has been its Global Footprint with “boots on the ground” in these South American and Asian producing regions. Payrolled employees and field agents inspect the manufacturers and lumber at point of production and prior to shipment. Efficient worldwide shipping logistics is a core value that Sabra, a member of the International Wood Products Association (IWPA), extends to its clients. All of Sabra’s imports are from manufacturers legally harvesting logs in compliance with international and domestics laws. This harvesting is from sustainable and verified timberland, and all importing is Lacey Act compliant. Sabra is FSC certified.

Sabra’s sales to NAWLA members are spearheaded by Jim VanPelt of LTG, Inc., also a NAWLA member. Many know JVP; he can be contacted by email at Jim@LBRtimber or Toll Free (866) 811-7318.

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Building-Products.com

Siskiyou Forest Products

IN THIS BUSINESS, millions of dollars are exchanged on a handshake. It is the goal of Siskiyou Forest Products to uphold the values and ideals of QUALITY to support every product they manufacture. Pride of craftmanship, matched with performance of their products is what makes Siskiyou unique.

Siskiyou’s Story Born and raised in Siskiyou County, Ca., Fred Duchi worked in a box factory in Weed making everything from fruit to ammunition boxes. Both Fred and his brother, Bill worked nights in lumber mills while getting their education at Sac State.

Through the 1980s and ’90s the family owned and operated Siskiyou Forest Products as a commercial sawmill and lumber distribution center out of Sacramento.

Siskiyou’s Facility With state-of-the-art equipment, inventory and decades of experience, the company is focused on success, efficiency and production. Its 35-acre manufacturing plant in Anderson, Ca., is fortified with a wide range of production machinery Including: • Scanner Optimizing Cross-cut • Multiple Moulding machine centers • Multiple Vertical and Horizontal Resaws • Edge glue Machine Centers • Timber processing Center • Multiple Dry Kilns • Two-Coat Prime line Products include finish lumber, specializing in high quality grainspecific KD lumber, and its Reserve line of engineered siding and trim.

– For more information, visit www. siskiyouforestproducts.com Building-Products.com

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Seneca Sawill Co. Stronger Together

By Casey Roscoe, Senior VP-Public Relations, Seneca LABOR DAY WEEKEND is usually a glorious weekend in the Pacific Northwest, and folks love getting out into the great outdoors for one last summertime hurrah before school starts, the days get shorter, and leaves change colors.

I had just experienced a wonderful Labor Day weekend with my family, but when I woke up on Tuesday Sept. 9 and checked my email at 6 a.m., the glory stopped. There was an email from Todd Payne, our CEO, that started with “The perfect storm happened last night up the McKenzie River with high temps, low humidity and a record east wind event.” He went on to explain that it had already burned in excess of 10,000 acres and multiple structures had been lost or damaged.

Although we had hundreds of vulnerable acres of timberlands up in that area, Todd did not mention them in the email. The email gave instruction to figure out which Seneca employees live in that area, and to figure out what we could do to help them. Mandy Sweger, our HR Manager, and I worked as a team and launched into action. I called local hotels and booked the last suites available in town, and Mandy reached

out to employees who had been evacuated to let them know we were here to support them, and we would help with resources including lodging.

One thing we learned that day is that animals can make an evacuation more difficult. Dogs and cats are not allowed in all hotels, or even family and friends’ homes, so we reached out to our 470 employees who make up our Seneca family, and found some animallovers who volunteered to take in some family pets. We learned of evacuees scrambling to find a place to bring their bigger animals like horses, llamas, and cattle, as well as trying to figure out how to transport them. We offered to help coordinate large animal relocation and found employees who stepped up and offered their livestock trailers and their fields to their evacuated colleagues.

With our employees cared for, we shifted our focus to the community.

We are working to feed evacuees, give high-viz vests to Red Cross volunteers, buy laptops for the students whose homes were destroyed so they can participate in distance learning, donate lumber for fencing to a generous rancher who now has over 100 horses

SENECA SUPPLIED (left) high-viz vests for Red Cross volunteers and (right) HR manager Mandy Sweger handed out grocery store gift cards to all Seneca employees who were evacuated.

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SMOKE SO THICK it was difficult to see 20 feet ahead.

on his ranch that have been evacuated, give shavings to the Lane County Fairgrounds that is boarding over 500 evacuated large animals, and do a blood drive at Seneca for the Red Cross.

As of this writing, what is now called the Holiday Farm Fire has been burning for 13 days, has burned over 170,000 acres, and is still only 17% contained. I wish it were an isolated event in Oregon, but it is not. Over 40 fires were burning in Oregon at the same time. Almost a million acres of timberland burned in Oregon as part of the Labor Day storm fires. That is more acres than make up the state of Rhode Island.

On average, 86% of what burns in Oregon annually is owned and managed by the federal government, but with the catastrophic Labor Day mega fire event, the acres burned more closely mirror timberland ownership in Oregon which is roughly 60% federal land and 40% other. We hope the federal government is allowed to use all of their all of their forest management tools to make our forests healthier and safer for the trees and for communities.

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ELITE

VENDOR

Timber Products Company Expansion & Evolution Transportation Expansion Beyond manufacturing operations, Timber’s transportation division, TP Trucking, is expanding their breadth of services and reach. A recent expansion plan came to reality with the creation of a logistics branch, known as TP Logistics. This branch ties into TP Trucking’s brokerage capability, allowing them to offer 3PL services to all customers.

“Changes in the market have opened up opportunity for us to grow our business,” said Tom Gennarelli, VP of TP Trucking and Logistics. “The creation of TP Logistics enables TP Trucking to become a one-stop shop for all our customers’ needs in the future.”

TP Logistics covers truck, rail and marine movement of products. It will offer warehousing locations in the future.

TIMBER PRODUCTS COMPANY continues to position itself on a trajectory for positive expansion and evolution as the year 2020 comes to an end. Over the last year, the company made strategic decisions to modernize operations, expand product offerings, and enhance internal company culture to better serve their business partners and customers.

“Moving forward, our strategic efforts are about respecting our past while insuring relevance to our current markets and customers,” said Steve Killgore, CEO of Timber Products.

“We are focused on creating an atmosphere of superior customer centricity to progress beyond just quality products and competitive pricing.”

The growing list of plans for future growth remain true to Timber Products’ mission to be the most vertically integrated company in the industry. Now, they are building upon this foundation to provide even better solutions and services to their customers.

Manufacturing Modernization There are two manufacturing modernizations planned for the end of 2020 and start of 2021. The first being the installation of the Meinan Lathe in Timber’s Yreka, Ca., facility.

With the new lathe, the veneer and plywood production in Yreka will be greatly improved.

The lathe will be the first machine with 10-foot production capability in North America. It will enable Timber Products to offer high quality veneer at 10-ft. length. The install remains on track for late 2020.

In the East, Timber’s Corinth, Ms., facility will be installing a 10-ft. press to its lineup. The press will enable the facility to service customers with a new product line and move beyond its traditional 8-ft. panel capability. It will involve improving their patch and sanding line to ensure better efficiency and safety. The install of the 10-ft. press is scheduled for the start of 2021.

The additions of both the 10-ft. lathe and press will solidify Timber Products’ position as a leader in the market for 10-ft. plywood.

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Product Line Expansion Expansion of products continues to be a main focus as Timber rolls into the new year. In Summer 2020, Timber introduced a new softwood plywood marine panel line to customers called BarracudaPly. There are three grades currently available including: BarracudaPly Marine Grade (AB), BarracudaPly Marine Guard (B) and BarracudaPly BB. Each panel is commercial and industrial grade and suited for a variety of different applications.

The panels are produced with all Douglas-fir veneers, giving way for a flatter panel.

“We will be able to provide marine panels to the industrial markets that need plywood for their applications,” said Kevin Smith, softwood plywood sales manager at Timber Products.

“We are excited to work with the industrial segment of the plywood sector to service their needs.”

BarracudaPly marine panels can be used for boat building, shelving, boat houses, docks, and flooring for pontoon boats, ambulances, buses, and RVs. All panels are APA certified and available as FSC certified.

– For more information, visit timberproducts.com.

BARRACUDAPLY softwood plywood marine panel line is latest introduction.

Building-Products.com

ELITE

VENDOR

Versatex Building Products Maintenance-Free Premium Millwork, Crafted from Cellular PVC IT STARTED WITH A CHALLENGE: Homeowners love the look of traditional millwork, but hate all the maintenance. Versatex Building Products has led the industry’s response with innovative products that have made high-quality PVC trim the go-to solution for builders, architects and fabricators.

A team of veteran building-industry professionals founded Versatex in 2004, to bring PVC into the mainstream of high-end construction and restoration. Guided by input from contractors and vendors, they began to produce exceptionally high-quality PVC, processed into long-lasting architectural trim.

PVC was ideal for exterior applications—unaffected by moisture, impervious to insects, easily worked with conventional tools. But early manufacturers faced resistance from luxury homebuilders, who insisted on the familiar performance and authentic appearance of wood.

Key Innovations Versatex overrode that resistance with three innovations: outstanding material; extraordinary attention to finished products; and never-ending outreach to contractors and distributors.

Innovation One—the material. At the Versatex plant near Pittsburgh, Pa., state-of-the-art systems and superior ingredients produced perfectly balanced

PIAZZA BLUE color-through beadboard is the new 6” Versatex Stealth profile, designed for porch ceilings. It’s a shade typically seen in historic or farmhouse projects, and long popular in the Carolinas. Piazza Blue started reaching distributors this summer.

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cellular PVC, essential to the longevity that made Versatex ideal for seacoasts and other humid applications.

Innovation Two—extruded into products like trimboards, Versatex PVC out-performed competing formulations.

Builders could depend on it to match traditional lumber dimensions, and behave without surprises in fabrication and installation. That’s why Versatex now offers a fully transferable limited lifetime warranty.

Innovation Three—listening harder than other manufacturers, Versatex ensured customer-driven products and responsive service. Today, more than 40 field reps and engineers continuously interact with builders, installers, dealers and distributors.

Practical Resources Versatex shares an unmatched array of resources: • A Contractor Handbook app for onthe-job reference • A Builder app that converts purchases to rewards • The best-practices Contractor College • The Versatex Roadshow, bringing inspiration and demonstrations to dealers across the U.S. • Tech bulletins packed with installer tips Versatex Products Here’s an overview of the current product line.

Trimboard: Versatex trimboards come in two finishes: Smooth Matte or natural-textured Timber Ridge. Builders can rely on sealed, clean, dimensionally accurate edges, with true 90° angles.

An optional 11/2” thickness makes it easy to create hefty rafters, mouldings and window casings.

Sheet: To help fabricators reduce lamination costs, Versatex sheet maintains +/-1/32” tolerances and strict core consistency. That means higher yield, less scrap and better quality.

Tongue-and-Groove: The industry’s widest range of tongue-and-groove (T&G) profiles includes standard bead-

October 2020

TWO NEW CANVAS SHADES, both matte-finished like the popular Weathered Grey, will debut this fall. Kitami is a charred look that simulates the traditional Japanese shou sugi ban heat treatment. Turner Oak is a shade lighter than the current Walnut finish, and complements the current “greige” trend.

board, T&G sheets, beaded sheets, and WP4. Proprietary Stealth beadboards feature extended nailing flanges that speed installation, minimize damage and meet the UL580 Class 90 wind-gust standard. Full 51/2” widths provide 7% more coverage, in both 1/2” and 3/4” thicknesses.

Canvas Series: With the beauty of wood and the durability of PVC, the Canvas Series adds warmth to porch ceilings and interior projects.

Exterior-grade woodgrain laminates are permanently bonded to maintenancefree Versatex profiles. No more knots, checks or labor-intensive re-staining.

Wood-tones include Macore, Black Cherry, Walnut, Amber, Weathered Grey, Kitami and Turner Oak. Soffit, Fascia and Freize: An industry first, Versatex’s vented soffit system features ten square inches of airspace per linear foot, with vents that exclude nesting insects. Notched fascias require no flashing or cover, and, like Versatex frieze boards, have a 9/16” plowed pocket to accept 1/2” solid or vented soffit.

So that’s the Versatex story. By focusing solely on the cellular PVC market, Versatex is ideally positioned to help builders, homeowners, contractors and designers “Trim Smarter,” for low-maintenance homes that can withstand the elements through a lifetime of elegance.

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VENDOR

The Westervelt Company Quality Counts THE WESTERVELT COMPANY produces 1” southern pine boards, dimension lumber, RED and timbers, and runs 1” and 2” patterns on its moulder, all from their Moundville, Al., facility. In order to continue to meet customers’ needs, Westervelt is expanding with a new facility in Thomasville, Al., which will offer sustainably sourced, high-quality products.

A family-owned company with more than 136 years of environmental stewardship, Westervelt strives to deliver exceptional value and service to customers. With more than 50 years of lumber manufacturing experience, the company produces a wide variety of high-performance products made from southern yellow pine, and is committed to providing the highest-quality, environmentally-responsible products and services. Services include paper wrap, half packs, NS rail service and extended shipping hours.

Its company-owned timberland is certified to both Forest Stewardship Council® (FSC) FSC-C106338 and Sustainable Forestry Initiative® (SFI) standards, and the Company holds FSC® (FSC-C106188) Chain of Custody certification to ensure wood fiber is responsibly sourced at the mill. Westervelt is

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one of the few SYP producers offering FSC® certifications on all its products.

“At Westervelt Lumber, we understand that you’re not just building, you’re building your future. Start with our lumber—high quality and sustainably produced, it’s the most dependable product available. Our family of employees works hard to bring you a quality product so you can spend quality time with your family and friends.”

Building-Products.com

Helping you find the elusive lumber customer.

Visit Nelma4Retailers.com for marketing tools designed to help you attract more customers.

Download or order educational materials, brochures, and design tools that can help your sales team sell more Eastern White Pine and SPFs wood products.

MARKETING BROCHURES DESIGN TOOLS POSTERS

INSTRUCTIONAL VIDEO TECHNICAL BROCHURES SOCIAL PROMOTIONAL ITEMS

Nelma4Retailers.com

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION

SELLING WITH Kahle

By Dave Kahle

Unemployed?

Here’s how to find your next professional job ave recent events left you unemployed? I can empathize. I have been there. In my life, I’ve had three major periods of unemployment. I understand the uncertainty, anxiety and self-doubt that comes with that. You just don’t feel like life is as worthwhile unless you have a solid, fulfilling job.

Because of my experience, I have made it a point to be available to friends and colleagues who are unemployed.

I’ve met with dozens. Here’s some of what I have learned about finding your next professional job.

H

Fight to Maintain the Right Attitude

Discouragement and depression will lurk in the margins surrounding you, ready to seep into your psyche at every opportunity. If you give in to them, you’ll dissipate positive energy, turn inward, and miss connections and opportunities. You’ll need to fight to maintain a positive outlook.

Choose to see this as an opportunity to make a major step forward in landing a job that will be challenging and fulfilling while making use of your unique set of strengths and experience. Your first battle will be with yourself.

One proven practice is to seek out positive quotes and expressions, to capture them, and to review them daily. At one particularly depressing point in my career, I recognized that I needed to work to maintain a positive attitude, and so I collected a couple of dozen positive sayings. I wrote them on index cards and carried them with me everywhere. Several times a day, I would flip through them, reading them to myself.

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Do something like that, and you’ll gradually replace negative thoughts with positive, and that will help you maintain an optimistic outlook.

Focus

Start by making a list of the industries in which you’d like to work, and the specific companies within those industries that would be attractive to you. Spend some time detailing your dream job. While you may never find an exact match, by spending time detailing your ideal arrangement, you’ll have something by which to judge any offers.

In every one of my periods of unemployment, the job that I landed on the other side was always a major step up from the one I had prior to being unemployed. In countless conversations with other salespeople, I’ve found this to be a common experience.

So, start out with an expectant attitude and be grateful for the gift of time to allow you to find that better position.

Then, begin your search. How do you find a new job?

I could think of no one more qualified to pass on some practical and personal advice than a good friend of mine, Michael Linder. Michael is intelligent, educated, poised and polished—a professional salesperson’s professional. Yet, through a weird combination of circumstances, Michael has found himself unemployed over a dozen times. In other words, he’s gotten 13 jobs!

I asked Michael to pass on some practical pointers.

Here’s the gist:

Building-Products.com

Make Work of Finding a Job

The experts say it takes an average of one month of unemployment for every $10,000 of income in the previous job. So, if you made $60,000, it would likely take you six months to find your next position. If you made $100,000, 10 months is more likely.

To compress that cycle, commit to spending eight to 10 hours a day looking for your next job.

And what do you do in those eight to 10 hours?

Network, network, network. Yes, you should register with a couple of headhunters and regularly review job postings, but most of your time should be networking.

Start with a list of everyone you know, regardless of whether you think they can help. Prioritize the list based on who you think might be able to help most and start there.

This is just your starting point. Add to your list as frequently as you can.

When you meet or network with someone, show them your list of target companies. That helps people think. If you don’t, you are more likely to hear “I don’t know anyone.”

For every meeting, ask if there are three people with whom they might suggest you meet. Ask if you can drop their name when contacting the referral.

Then, reach out to those people, and repeat the process.

After every meeting, follow up with everyone you meet by sending them something you think they may value, such as: • Good: An article you read that might help them in some way.

• Better: A process, system, SOP that you used or implemented that they might find valuable in their business.

• Best: An article, process, system, SOP that you authored/developed on a topic they might find valuable in their business.

When you see a job—from any source—that looks interesting, first check LinkedIn to see if you know anyone with that company and/or someone who can network you inside it. If not, send your resume, but don’t expect to hear from anyone on the basis of an unsolicited resume.

Be Creative

If you are reaching out directly to a company without the benefit of knowing anyone at that company—get creative. Michael connected with several presidents by sending a three-part sports themed poem; each part arriving on three different days; each part accompanied by a sports ball representative of the sport and the business skillset he possessed. The business skill sets were linked to skills required to succeed in the respective sports. One turned into a job— but even that was set up by first networking.

Results

Of the six sales jobs that I have had, • one came from a job board (newspaper ad), • two came from headhunters, • two came from networking, • one was a combination of networking and headhunter.

Of Michael’s 13 jobs, • one came from a headhunter, • two came from job boards, • the balance (10) through networking.

Hope this helps!

– Dave Kahle is a high-content consultant, instructor and author of 12 books, including How to Sell Anything to Anyone Anytime. Reach him at dave@davekahle.com.

On the other side of this process, from the prospective employer’s point of view, I have often been involved in coaching sales managers and helping my clients hire new salespeople. In our Kahle Way Sales Management System, I advise the sales managers to network to find their next salesperson. I tell them they are just one contact away from their new salesperson. “You probably already know your next salesperson, or you know the person who knows them.”

They are networking, looking for you, just as you are looking for them.

Headhunters

Professional recruiters can connect you with jobs that you will not see otherwise. Search Google and make a list of headhunters who specialize in the industries you’ve identified. Once you register with them, reach out to them at least once a month to stay on the top of their mind.

LinkedIn

LinkedIn can be a powerful tool to help with your job search.Begin by connecting with as many people as you can. Try to find people in your targeted industries and companies. You are looking for someone who can introduce you to the right people within those targeted organizations.

Reach out to people in LinkedIn in the same way that you would if he/she were a local contact. Present your list of targeted companies, see if they know anyone within those organizations, and ask for three additional contacts.

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NEW Products

Mess-Free Wall Patch Whether the damage is small from a picture frame nail or anchor or as large as doorknob damage, DAP’s new Eclipse Rapid Wall Repair Patches make completing repairs so easy and fast, anyone can repair drywall damage in minutes.

The specially formulated all-in-one drywall repair solution requires no spackling, sanding or additional tools for a completely mess-free repair— simply patch the damage and it’s ready to paint immediately, allowing projects to be finished in minutes, not hours or days.

Patches come in 2”, 4” and 6” sizes.

Curved Elegance Cabot has recently introduced their new Australian Timber Oil Aerosol can, available in four popular oil colors, which allows consumers and pros to finish staining projects faster.

The aerosol can is great for smaller projects such as spindles, fences, furniture, planters, lattice and hard-to-reach spots.

It comes in four popular Australian Timber Oil colors: Natural, Honey Teak, Mahogany Flame, and Jarrah Brown.

Digger Specialties has added the elegant Montego II design to its Westbury Aluminum Railing product line.

The new railing combines the distinctive curved baluster of the Montego design with the addition of a third rail.

The line comes in 12 standard colors in smooth and textured finishes. Custom colors are available by special order. The system is available in 36” and 42” heights, in both straight and stair section lengths from 4 to 8 ft.

n CABOTSTAIN.COM (800) 877-8246

n DIGGERSPECIALTIES.COM (800) 446-7659

Spray to Stain

n DAP.COM (888) 327-8477

Pair of Levels Bosch Power Tools has added two new lasers to its lineup: the Bosch GLL100-40G Green Beam Self-Leveling Cross-Line Laser and the Bosch GCL100-40G Green Beam Self-Leveling Combination Laser with Plumb Points.

The tools use green-beam technology to emit vibrant green lines and points that are four times brighter than standard red beams— even in direct sunlight.

Featuring VisiMax technology, which monitors tool temperature and power consumption, the lasers automatically optimize line visibility and brightness to help prevent the tool from overheating while maximizing battery life.

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Both models are jobsite tough.

Deeply recessed laser glass windows help ensure the tools are protected from rainy and dusty jobsite conditions. They are also equipped with a full overmold rubber housing that works like a roll cage to protect every major impact point.

October 2020

The GLL100-40G includes a rugged new mounting bracket with extra strong magnets for rapid setup. The GCL100-40G provides for additional uses with upward and downward plumb points and a tough rotating mount with rotation knob for making fine adjustments.

The lines can be projected vertically, horizontally or in a crossline mode for pinpoint accuracy. The Smart Pendulum System helps the tools self-level and indicates an outof-level condition. With the press of a button, users can control the laser output so lines can be seen separately or together, enabling an array of alignment and leveling applications. n BOSCHTOOLS.COM (877) 267-2499 Building-Products.com

Black Locust Glulams Robi Glulams, reportedly the first hardwood glulams constructed out of black locust, have been introduced by Robi Decking.

Combining the durability, strength and natural Class A fire rating of black locust with glulam technology, the product enables Robi to produce wider and longer pieces of wood than is possible with standard solid lumber.

Currently in production is 2” thick material that is 12” wide and up to 12 ft. long. Soon to be added is 2” thick by 12” wide by 16 ft. long material.

The glulams can be cut and processed to smaller dimensions and are great for structural framing, in-ground applications, benches, handrails, stair treads, fascia board, and more.

Stone Faced

n ROBIDECKING.COM (336) 365-2850

n CERTAINTEED.COM (800) 233-8990

STONEfaçade from CertainTeed is a stylish, easyto-install product that faithfully replicates the look and feel of real stone with screw-in-place installation (no mortar necessary).

Suitable for indoor and outdoor applications, the stone veneer features the industry’s first fully-integrated 3/8” rainscreen, for outstanding moisture management and home protection. It has beveled perimeter edges for a more attractive appearance and comes in a variety of low-maintenance, nature-inspired colors.

It comes in 8”x10”, 8”x14”, and 8”x24” panels for a wide variety of configurations and offers a 20-year limited warranty.

NORTH IDAHO POST AND POLE 208-772-3942 Rathdrum, Idaho nippbvc@msn.com www.northidahopostandpole.com

As the manufacturer, we will sell mill direct, premium round wood, consistent diameter, Furniture through AG grade round wood: • Doweled Rail Fencing • Blunt Fence Posts and Rails • House Logs • Specialty Milling • Jump Rails • Hand Rail HELP WANTED

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Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store.

Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies.

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake H ayward style— with a chain saw— during a Sept.

7 celebrahave enough product complete their paint project,” said Keep Cool on to Top tion in San Luis Obispo, Ca., that was attended by nearly 1,000.

John Boral Venhuizen, president and CEO. Roofing has introduced the “We Boralknow Steel this Coolisn’t theRoof case,System, so to assuage these misperceptions, we decided a high-performance roofing solution to stand behind to ourkeep largethe paint assortment with the Extra Housewraps, Weather Barriers designed home warmer in winter andMile Promise.

Our objective is simple: to be known as cooler in summer.

Trending in Residential Market the #1, best, most convenient, mostofhelpful most credible store The system consists Boral Steel Stone Coated Housewrap preferences are and gradually evolving, for paint in the neighborhood.”

Steel roofing, a lightweight roofing at just according to a recent presentation at thematerial Housewrap 2019 1.5 lbs. per ft. thatand boasts the structural strength conference on sq. builder consumer practices

by Ed Weyco Recalls Coated I-Joists of steel, along with three additional key components: Hudson, Home Innovation Research Labs.

Weyerhaeuser recalling batch of of Boral TJI housewrap Joists with Flak Boral MetalSeal Underlayment, Elevated Hudson sharedisthat abouta 60% all and Jacket Protection, after(WRB) linking an odor certain newly Batten Systembarrier (EBS), and a variety ofisin hip and ridge weather-resistant material installed on new constructed homes to is a The recent formula change in the being coatventilation products. elements work in to homes; the remainder installed primarily on concert homes Merchant 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/25/17 1:18 PM Page 20is ing that included formaldehyde-based resin.

The issue enhance a roof’s energy efficiency performance. re-sided. isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly BORALROOF.COM andndoes not affect any the company’s other half the housewrap andofWRB installations in products. new homes.

(863) 824-1289 Flak Jacket Protection is a coating applied to I-joists to DuPont established leadership in technology and education enhance fire resistance, and it is not widely in use.

The early have maintained leadership for decades.

AceandOffers Extrathat Mile Guarantee Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store.

Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies.

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake H ayward style—to with a chain saw— Sept. 7 celebrahave enough product complete their during paintaproject,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000.

John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Promise. Our objective is simple: to be known as the #1, Trending in Residential Market best, most convenient, most helpful and most store Housewrap preferences are graduallycredible evolving, for paint in the neighborhood.” according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs.

Weyerhaeuser recalling batch of of all TJI housewrap Joists with Flak Hudson sharedisthat abouta 60% and Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new 1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes Fax 714-630-3190 ing that included formaldehyde-based resin. The issue is re-sided.

(714) 632-1988 • (800) 675-REEL isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly and does not affect any of the company’s other products.

3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes.

Flak established Jacket Protection is a coating appliedand to I-joists to (951) DuPont leadership in781-0564 technology education enhance fire resistance, and it is not widely in use.

The early and have maintained that leadership for decades. www.reellumber.com

Wholesale Industrial Lumber

REEL

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LUMBER SERVICE

Wholesale

n The Merchant Magazine n October October 2019 The TheMerchant MerchantMagazine Magazine n August 2020 2017 n

Traditional mechanically-attached housewraps still product is present in the basements of about 2,200 houses make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets.

Most materials installed, butyet alternatives of the houses are not occupied. are making inroads.

Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s IP System and Georgia-Pacific’s ForceField, replace affected joists. It has halted production, sales and now make up about 10% ofand thisismarket among new product homes. shipments of the product, collecting unused Self-adhered membranes are now approaching 10% of the from customers. market, as well. Fluid-applied Approximately $9 million ofmembranes the productnow has constitute been sold about 3% of new home housewrap/WRB installations. since December 2016. Weyerhaeuser expects to spend $50to traditional $60Alternatives million resolving the issue.housewrap are found more extensively on higher-end homes and multifamily buildings.

Windows & Doorsandyman Keep Growing Ace Rebranding ivision Residential window shipments increased 5.7% in 2016,

Ace Hardware Corp. the shipped acquisition of amounting to more than has 43.2completed million units across Packing Light Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to Milwaukee services Tool hasbased introduced a powerful new and improvement in Denver, Co.off somewhat increase another 5.6% in 2017 before trailing worklight that provides all-day, multi-directional Early next year, Handyman Matters will be rebranded in 2019 to 4.6% growth, according to a new Window as & lighting and charging inand oneoperate dedicated Ace Services as asolution. new stand-alone, DoorHandyman Manufacturers Association study.

Fully compatible with the PackOut Modular subsidiary Ace Hardware.

In 2016,ofshipments of side-hinged entry doors increased Storage System, the M18 PackOut Light/Charger Handyman Matters is a franchise comprised by 6.1% to 9.7 million units on the organization national level, alleviatdelivers 3,000 lumens of TrueView High Definition of locally owned and operated and company-owned ing any concerns over the decrease in units shipped Outputthat to easily light the site. For complete control locations offer multi-skilled between 2014 and professional 2015. Basedand on the analysis ofcraftsmen, the data, of lighting preference, the light is equipped with to trained to handle a homeowner’s to-do in addition annual growth is forecasted to climb list to 5.9% in 2017 threeprojects. independent rotating lightstosoconsumers users can choose larger On-site services and before declining to a modest 5.2% growth in 2019. small between include task or area lighting. businesses carpentry, plumbing, electrical, drywall, Architectural interior flush doors recovered from a To and easily manageIt output andhas run-time, the lightwho painting flooring. currently 57 franchisees decline the previous year by growing 4.5% in 2016 with offers nineemploy total modes—All Lights, Main Panel, or in collectively about 250 handymen nearly 2.9 million units shipped, while stileand and women rail doors Back/Front Lights—each including high, medium, 121 territories across 23 states. continued its upward trend with a 6.6% increase with nearand low settings.

Bell, the founder andAnnual CEO ofgrowth Handyman Matters, ly Andy 0.44 million units shipped. of flush doors will continue to lead the day-to-day business operations is n forecast to be 4% in 2017 before declining to 1% in MILWAUKEETOOL.COM for Ace Handyman Services from its headquarters 2019.

Stile and rail doors are also predicted to grow 4% in in (800) 729-3878 Denver.

Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019.

Traditional housewraps still product iswith present in the basements 2,200 houses underway amechanically-attached target completion in of firstabout quarter 2020. make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets.

Most materials installed, butyet alternatives of the houses are not occupied. are making inroads.

Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s IP Lumber System t Reel Service, we production, supply ForceField, replace affected joists. Itand hasGeorgia-Pacific’s halted sales and now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods.

Self-adhered membranes are now approaching 10% of the from Our customers. products and services include: market, as well.

Fluid-applied membranes now constitute Approximately $9 million of the product has been sold • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50• Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. extensively on higher-end homes and multifamily buildings.

• Melamine Plywood

A

Windows &Moulding Doorsandyman Keepcherry, Growing • Hardwood (alder, Ace Rebranding ivision Residential window shipments increased 5.7% in 2016,

mahogany, MDF, maple, red oak, paint Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across grade, pecan hickory, white oak, walnut, Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to and improvement services basedbefore in Denver, Co.off somewhat beech) increase another 5.6% in 2017 trailing Early next year, Handyman Matters will be rebranded • Milling (moulding profiles, S2S, SLR1E, in 2019 to 4.6% growth, according to a new Window as & Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association SLR2E, & resawn lumber) study. subsidiary ofshipments Ace Hardware.

In•2016, of side-hinged entry doors increased Woodworking Accessories (appliques, Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatornaments, butcher blocks, corbels, etc.) of locally owned and operated and company-owned ing any concerns over the decrease in units shipped locations that offer multi-skilled • Woodworking Supplies (deft finishes, between 2014 and professional 2015.

Basedand on the analysis ofcraftsmen, the data, trained to handle a homeowner’s to-do in addition to colorgrowth putty, is adhesives, etc.) annual forecasted to climb list to 5.9% in 2017 larger projects.

On-site services to consumers and small before declining to a modest 5.2% growth in 2019. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered from a ur products arecurrently widely used in painting and flooring.

It has 57 franchisees who decline the previous year by growing 4.5% in 2016 with interior finish carpentry, furniture, collectively employ about 250 handymen and women in nearly 2.9 million units shipped, while stile and rail doors 121 territories across 23 states. cabinetry and hundreds of industrial and continued its upward trend with a 6.6% increase with nearBell, the founder andAnnual CEOWe ofgrowth Handyman Matters, ly Andy 0.44 million units shipped. doors manufacturing applications. stock aof flush will continue to lead the day-to-day business operations is forecast to line be 4% in 2017 before products declining to 1% in complete of complementary for Ace Handyman Services from its headquarters 2019. and rail doors are predicted to grow 4% in in to Stile complete virtually anyalso woodworking Denver.

Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. underway with a target completion in first quarter 2020. or millwork project.

O

A

Building-Products.com

t Reel Lumber Service, we Building-Products.com supply domestic and foreign hardwoods.

New Woodgrain Laminates

Compact Band Saw

Wilsonart has released nine new woodgrain styles that combine the best of nature with exceptional engineering. The Nature/Nurture collection of commercial HPL surfaces are offered with matching edgeband and TFL panels.

Among the new additions are the low-sheen, dimensional Ridgewood, the ultra-realistic matte Timbergrain, and the elegant Aligned Oak. The non-porous surfaces withstand the most rigorous disinfection protocols. They reportedly handle 24 times wear, 20 times impact, four times the scuff resistance, and better fader resistance than veneers.

The RIDGID 18v Compact Band Saw provides clean, spark-free, straight cuts on a variety of materials with a 2-1/2â&#x20AC;? cut capacity, including wood, PVC, threaded rod, black pipe, conduit and angle iron.

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The tool-free blade release makes changing blades quick and easy, and the integrated rafter hook maximizes storage options when the job is done.

n WILSONART.COM (800) 433-3222

n RIDGID.COM (800) 474-3443

Building-Products.com

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Celebrating 53 Years of Service At Swaner Hardwood, we are committed to providing superior-quality products, personalized service, and great value to our loyal customers.

• Hardwood Lumber / S4S • Hardwood Plywood • Custom Hardwood Moulding • Custom Hardwood Flooring

Rugged Jobsite Storage DeWalt’s new ToughSystem 2.0 Storage System offers improved durability, rugged terrain mobility, and modularity versus previous units.

With an increased wheel size and a durable design, they can withstand the rough treatment of the jobsite, workshop and van racking. The line includes a wide range of products, from storage boxes and organizers, to trolleys and racking. n DEWALT.COM (800) 433-9258

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www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition”

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Klein Tools is expanding its offering of battery-operated tools with a better, more ergonomic way to fasten in the field.

The 90-degree impact wrench allows the user to reach around a utility pole more easily, for better access with less fatigue.

Featuring a bolt-through design for long bolt applications, it delivers 300 ft.-lb. of max torque for installing fasteners into wood, metal and concrete.

Other features: 1-1/8’’, 1’’, 13/16’’ and 3/4’’ square drives, 0 to 1800 RPM variable speed trigger, safety lockout switch, worklight, D-ring for hanging, 20v lithium-ion batteries, charger and bag. n KLEINTOOLS.COM (800) 553-4676 Building-Products.com

SIGNUPNOW merchant Magazine

The industry’s most read & trusted publication since 1922! Make sure all of your key Stay up tothisthe minute on the latest developments— staff receive leading information resource!

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COMPANY Focus

CENTRAL VALLEY president/CEO Steve Patterson purchased Foster Lumber Yards two years ago.

Central Valley celebrates Foster Lumber centennial oster Lumber Yards, Vallejo, Ca., a division of Central Valley, a U.S. top-100 building supply company, began celebrating its 100th anniversary in September.

As the city’s oldest continually operating business, and Solano County’s oldest lumberyard, Foster Lumber first opened in 1920—as a planing mill. Shortly thereafter, it entered the retail lumber business, which continues today.

Founded by Gilbert D. Foster, the business was purchased by brothers Jim and Cecil Jones in 1946. The business remained in the Jones family until it was sold to Napa-based Central Valley in 2018, making the Patterson family the third successive family owners.

F

FOUNDED IN 1920, Foster Lumber’s long-term relationships with a variety of suppliers have proven to be a unique resource to customer builders in the Bay Area.

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Lumber runs deep in Foster Lumber’s family owners’ pedigrees. Gilbert Foster began his career as a lumberman at the age of 15 and developed his craft as a fine interior craftsman. As an experienced designer of interior finish work, Foster Lumber achieved a local reputation for its craftsmanship. Prior to purchasing Foster Lumber Yards from Gilbert Foster, Jim and Cecil’s father James hauled lumber in the 1930s to survive the Great Depression. Steve Patterson, president and CEO of Central Valley, is the third generation and fourth president to run Central Valley having grown up in the family business—starting as a teenager sweeping yards and working his way through and up the organization.

“We have an incredible history and legacy to continue in Napa and Solano counties,” said Patterson. “Not many companies get to see its 100th birthday. Foster Lumber has more than survived, each successive generation has left behind something bigger than itself—leaving a lasting impact on its people, its community, and its customers.”

The legacy of family ownership continues with the Patterson family. Steve Patterson has seven children, with one son already spending time in the business.

At the time of the purchase by Central Valley in November 2018, David Jones, the second-generation owner and president of Foster Lumber, said, “This opportunity will make us better together and make sure the legacy of Foster Lumber is in good hands moving forward.”

Joining the Central Valley family has enabled Foster Lumber’s existing one thousand customers to access more efficient purchasing, 41 additional acres of inventory, and five additional wholesale locations in Northern California including Napa, Woodland, St. Helena, American Canyon, and Healdsburg.

Building-Products.com

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

National Hardware Show – Oct. 12-15, virtual National Hardware Show; www.nationalhardwreshow.com.

OptiSaw 2020 Virtual Summit – Oct. 14, mill optimization & automation forum; www.woodbusiness.ca.

Southern California Hoo-Hoo Club – Oct. 14, initiation/golf, Los Serranos Golf Course, Chino, CA; www.hoohoo117.org.

Western Building Material Association – Oct. 14, virtual education event in conjunction with Construction Suppliers Association; www. wbma.org.

North American Wholesale Lumber Association – Oct. 14, Managing in an Uncertain Economy webinar; Oct. 21, Understanding Risk Management in the Lumber Futures Market webinar; www.nawla.org.

APA–The Engineered Wood Association – Oct. 15, The ABCs of EWPs webinar; www.apawood.org.

San Jose Fall Home Show – Oct. 17-18, San Jose, Ca.; www. acshomeshow.com.

Remodeling Show – Oct. 13-15, virtual; www.remodelingdeck.com.

Green Industry & Equipment Expo/Hardscape North America – Oct. 21-23, Kentucky Exposition Center, Louisville, Ky.; www. gie-expo.com.

Sustainable Forestry Initiative – Oct. 22-23, SFI E-Summit; www. sfiprogram.org.

International Woodworking Fair – Oct. 26-30, IWF Connect virtual trade show; www.iwfconnect.com.

North American Wholesale Lumber Association – Oct. 26, virtual Sales Advantage workshop; Oct. 27-30, NAWLA Exchange virtual experience; www.nawla.org.

Society of American Foresters – Oct. 29-31, virtual national convention; www.eforester.org.

International Containerboard Conference – Nov. 9-11, virtual event sponsored by Fastmarkets RISI; www.risiinfo.com.

Pacific Logging Conference – Nov. 9-11, virtual annual meeting; www.pacificloggingconference.org.

Greenbuild – Nov. 10-12, virtual international conference & expo; www.greenbuildexpo.org.

North American Building Material Distribution Association – Nov. 10-12, Virtual Xperience annual convention in conjunction with North American Association of Floor Covering Distributors; www. distributorconvention.org.

Deck Expo/International Pool Spa Patio Expo – Nov. 11-13, virtual PSP/DeckExpo; www.poolspapatio.com.

LMC – Nov. 11-12, LMC Expo, virtual event; www.lmc.net.

Mountain States Lumber & Building Material Dealers Association – Nov. 12, 9th annual Brew Fest for Our Veterans, Mile High Station, Denver, Co.; www.mslbmda.org.

Remodeling Show – Nov. 16-18, virtual remodeling trade show; www. theremodelingshow.com.

West Coast Lumber & Building Material Association – Dec. 3, 2nd Growth holiday meeting; Dec. 4, holiday golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; www.lumberassociation.org.

Industrialized Wood-Based Construction Conference – Dec. 2-3, virtual conference & trade show; www.iwbcc.com.

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SPECIAL QUOTES

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October 2020

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6.

Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

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IN Memoriam Harold Eugene “Red” Thomas, 94, co-founder of Trus Joist Corp., Boise, Id., died Aug. 21.

After one semester at the University of Idaho, he left school to join the Navy during World War II, earning a Victory Medal. He returned to the University of Idaho to graduate in 1951 with a degree in forestry. He started in lumber sales for a firm in Minneapolis.

In 1958, he was selling glulam beams for Weyerhaeuser in Boise when he met inventor Art Troutner. In 1960, the partners founded engineered wood pioneer Trussdeck Corp. They initially sold franchises, only to buy them back and in 1969 merge them into Trus Joist Corp.

In 1991, TJ merged with MacMillan Bloedel’s engineered operations as Trus Joist MacMillan, which was purchased by Weyerhaeuser in 2000.

Nine years later, Harold and other former TJ executives purchased Trus Joist’s commercial operations from Weyerhaeuser and called the new company “RedBuilt,” as a tribute to Thomas.

James “Jim” Virgil, 78, co-owner and president of Snow Peak Forest Products, Spokane, Wa., passed away July 26 in Coeur d’Alene, Id. After working for his father’s lumber business, Lumber Specialties, Granger, In., he earned a law degree, but quickly decided to return to the more virtuous business of lumber remanufacturing.

He started with joined Universal Forest Products, Moultrie, Ga., then moved to the industrial sales division of Idaho Forest Industries, Boise, Id.,

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in 1975. Jim joined Idaho Timber in 1982, helping to open their Lake City, Fl., plant in 1989. He then hired on at Western Timber Products, Coeur d’Alene, before he and his wife, Monya, started their own company in 1991.

Harold Hinman “Bud” Pallviny, 90, longtime Portland, Or., lumber salesman, died Aug. 11.

After receiving his degree from Oregon State College, he began his career with Timber Structures, remaining until 1965. He retired in 1997 from Cudahy Lumber.

A.R. “Al” Johnson, founder and CEO of Cascade Forest Corp., Shelton, Wa., passed away Aug. 31 at age 91.

Al founded Versapanel, Inc. in the early 1960s, initially fabricating interior folding screens and doors of western red cedar. He added a sawmill and more processing equipment in 1965 near Shelton, the first “log-to-product” sawmill dedicated to fencing material in the U.S. After a devastating fire in 1967, Al rebuilt Versapanel and leased a large log sawmill near Aloha, Wa., launching Quinault Pacific Corp. Soon after, two shake and shingle operations and a cant cutting mill were added. In 1983, Al, his wife Mary, son Mike, and Wes Peters founded Cascade Forest Corp., wholesaling and remanufacturing.

Roofing Maker Bets on Phoenix

Eagle Roofing Products is significantly increasing production capacity at its concrete roof tile manufacturing plant in Phoenix, Az. “The Phoenix market is clearly the hottest market in the United States,”

October 2020

stated Dave Skierkowski, regional director for Eagle. “Meeting with builders throughout the region over the last several weeks, we have been subjected to a high level of enthusiasm about the Southwest real estate market that has led us to the conclusion that our market will need additional concrete roof tile capacity to satisfy home buyer demand for the next several years.”

Immediate plans call for training existing and new team members in preparation for expanding the Phoenix plant’s capacity by over 15,000 squares per month, bringing total capacity to approximately 100,000 squares per month.

John Campbell, VP of sales and marketing, said, “Eagle has additional production lines available at our Phoenix manufacturing plant that could be recommissioned if the market continues to vault towards the levels last seen in 2004 and 2005. We have no limitations should the market continue to grow.”

Plastics To Take Bigger Bite of Construction

Demand for plastic continues to rise in the construction industry due to its physical properties, low cost, and recyclability, according to a new report by Coherent Market Insights.

Growth could be hindered by the fluctuating price of crude oil.

Polyethylene, polypropylene, polystyrene, PVC and polyurethane are all derived from petroleum products.

The global construction plastics market exceeded $57.5 billion in 2019 and is forecast to surpass $99 billion by 2027, climbing 7.1% annually.

Pipes and ducts account for 34.9% of the total, followed by insulation and door fitting segments.

North America emerged as the dominant region, accounting for 37% of revenue in 2019, due to growing residential construction industry.

Increasing use of expanded polystyrene (EPS) in construction is a growing trend. EPS is a lightweight insulation material that offers resistance to humidity, shock absorption, and resistance to chemicals. The plastics are widely used across the construction of roads, railway lines, bridges, and public buildings. EPS is an ideal material for use as a lightweight filler in the road to facilitate land drainage.

About 33% of the U.S. demand for building materials is imported from China, resulting in tight supply following first quarter shutdowns of Chinese factories.

Building-Products.com

Page

ADVERTISERS Index

31

North American Wholesale Lumber Assn. www.nawla.org

32

Amerhart www.amerhart.com

89

North Idaho Post & Pole www.northidahopostandpole.com

15

American Wood Technology www.americanwoodtechnology.com

85

Northeastern Lumber Manufacturers Assn. www.nelma.org

41

Bennett Lumber Products www.blpi.com

68

Pacific Lumber Inspection Bureau www.plib.org

95

C&E Lumber Co. www.lodgepolepine.com

5

Pacific Woodtech www.pacificwoodtech.com

Cover III

California Cascade Industries www.californiacascade.com

92

Pelican Bay Forest Products www.pelicanbayfp.com

39

Capital Lumber www.capital-lumber.com

71

Pennsylvania Lumbermens Mutual Insurance www.plmins.com

43

CMPC USA Inc. www.cmpcmaderas.com

13, 21

Redwood Empire www.buyredwood.com

40

Coastal Plywood Co. www.coastalplywood.com

90

Reel Lumber www.reellumber.com

45

Collins www.collinswood.com

73

Robbins Lumber www.rlco.com

47

CT Darnell www.ct-darnell.com

75

Royal Building Products www.inspiredbyzuri.com

49

DMSi www.dmsi.com

76

Sabra International www.lbrtimber.com

51

Durgin & Crowell Lumber Co. www.durginandcrowell.com

79

Seneca www.senecasawmill.com

46

Elk Creek Forest Products www.elkcreekforest.com

Cover IV

Simpson Strong-Tie www.strongtie.com

93

526 Media Group www.building-products.com

77

Siskiyou Forest Products www.siskiyouforestproducts.com

52

Flexpak Corp. www.polycovers.com

30

Snider Industries www.sniderindustries.com

95

Fontana Wholesale Lumber www.fontanawholesalelumber.com

69

South Coast Lumber/Pacific Wood Laminates www.socomi.com

33

Forest City Trading Group www.fctg.com

92

Swaner Hardwood www.swanerhardwood.com

53

Hardel Mutual Plywood Corp. www.hardel.com

25

Swanson Group Sales Co. www.swansongroup.biz

54

Hoover Treated Wood Products www.frtw.com

81

Timber Products Co. www.timberproducts.com

23

Huff Lumber www.hufflumber.net

3

UFP Industries www.ufpedge.com

57

Humboldt Sawmill www.mendoco.com

83

Versatex www.versatex.com

59

Idaho Timber Corp. www.idahotimber.com

36

Best Value. Superior Quality. Environmentally Responsible.

Interfor www.interfor.com

27

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provides easy access to the Alaskan, Hawaiian and Pacific Rim markets.

International Wood Products www.iwpllc.com

Cover II

61 60

Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

253-863-8191 • 800-472-7714 • westernwoodpreserving.com NatureWood®, Advance Guard®, FlamePro®, and CCA treated wood products are registered trademarks of Koppers Performance Chemicals Inc. and are produced by independently owned and operated wood treating facilities. © 3 /2020

Western Forest Products www.westernforest.com Western Lumber Co. www.westernlumber.com Western Wood Preserving Co. www.westernwoodpreserving.com

9, 91

Jones Wholesale Lumber www.joneswholesale.com

84

87

Jordan Lumber www.jordanlumber.com

19

Weyerhaeuser Co. www.weyerhaeuser.com

65

Lonza Wood Protection www.wolmanizedwood.com

Cover I, 63

Wild Hog Products www.linxpergola.com

67

Maze Nails www.mazenails.com

37

Wildwood Trading Group www.wildwoodtg.com

7

Norbord www.norbord.com

38

Yakama Forest Products www.yakama-forest.com

Building-Products.com

WWd Merchant ad 4_20.indd 1

October 2020

Westervelt Co., The www.westerveltlumber.com 3/24/20 7:43 PM

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FLASHBack 50 Years Ago This Month

F ifty years ago this month, in October of 1970,

advertisers in The Western Lumber & Building Materials Merchant embraced the Groovy Seventies head on, from promoting hardboard paneling (upper right) and in-home cedar saunas (lower right) to incorporating trippy fonts (lower left).

In lumber industry news of October 1970...

• The Ford Motor Co. announced plans to develop a “super-cheapie car” for Asian markets that sported a plywood body. Anticipated sticker price: $800 to $900.

• The newly formed Federal Timber Purchasers Association held its first annual meeting, issuing a call for “the creation of sound economic methods of appraising and selling federal timber, thus, in the public interest, fostering a healthy forest products industry capable of contributing to the nation’s housing goals.”

The group also encouraged establishment of a transferrable quota system in timber sales products that would ensure “security and continuity of supply to federally dependent operators.”

• Lane-Stanton Lumber Co. unveiled its new sevenacre lumber complex in City of Industry, Ca., merging E.J. Stanton & Son and Lane Lumber. At the new site, Lane-Stanton would operate alongside Custom Mills Inc. and Vance Lumber.

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THE OCTOBER 1970 cover introduced American Forest Products’ new Am-Ply prefinished wall paneling.

Building-Products.com

Quality isn’t a goal, it’s a building material.

California Cascade Building Materials California Cascade has been offering innovation and quality in the building products industry since 1974. Our extensive selection of products includes: pressure treated wood, redwood, cedar, fascia, and a variety of specialty branded products.

• Stocking Pressure Treated Lumber, Redwood, Cedar (incense and Western red), Allura, Timbertech/Azek, TruPine, Gatorbar, Cascade Ultra Lite Trim, Fascia • State of the art treating facilities in Woodland and Fontana, along with our newest plant in Junction City, Oregon • Rail spurs available at all locations • 18 company owned trucks • California Cascade Building Materials produces treated wood products using wood preservatives from Koppers Performance Chemicals.

800-339-6480 californiacascade.com

The

MERCHANT

Magazine

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