The Merchant Nov 2017 by 526 Media Group

The

MERCHANT

NOVEMBER 2017

Magazine

THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

TOP DRIVERS IN DECKING • PREPPING TREATED WOOD CUSTOMERS

The 2018 2 IBC an nd IRC Cod des Now Re eference the A American W Wood Prote ection Association (AW AWPA PA) 20 016 Book ko off Standard ds.

Effe ffective July 2016, the AW AWP PA A U1 Standar t d d was revised i d esstablishing t bli hi new guid delines fo for woo od treated to UC4A Ground Contact General Use.

Grroouunnd Co Conttaact Trreeatteed W Woood SShhoulldd be Us Used in tthhe Ma Majjorriittyy of Above v Grroouunnd Apppplliic icaatiioonnss. © Koppers Per formance Chemicals Inc. 10 / 2017

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President/Publisher Patrick Adams padams@building-products.com

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Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John, Dave Kahle Contributors Kari L. Gaviria, Jane Makela, Belinda Remley, Juliana Rumbaugh, Kathleen S. Ziprik

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THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

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

SECRETS FOR BETTER BUYING • OSB FORECAST • DECKING & RAILING TRENDS

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS JANUARY 2017

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CONTENTS November 2017

Volume 96 n Number 11

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Feature Story

Features

Departments

16 SPOTLIGHT: TREATED WOOD

10 INDUSTRY TRENDS

8 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 40 MOVERS & SHAKERS 44 MANAGEMENT TIPS 46 IN MEMORIAM 48 NEW PRODUCTS 55 ASSOCIATION UPDATE 56 CLASSIFIED MARKETPLACE 56 ADVERTISERS INDEX 57 DATE BOOK 58 FLASHBACK

THE TREATED WOOD DECKING YOU SELL WILL PERFORM AT ITS HIGHEST LEVEL ONLY IF PROPERLY MAINTAINED.

PREPARE YOUR CUSTOMERS FOR LIFE AFTER INSTALLATION.

TOP DRIVERS FOR DECK REMODELS AND UPGRADES

12 PRODUCT SPOTLIGHT

BAMBOO DECKING SHOOTS TO THRIVE IN GREAT OUTDOORS

18 MARGIN BUILDERS The

MERCHANT

NEW OREGON BUILDING SUPPLY STRESSES DISCOUNT

NOVEMBER 2017

Magazine

22 OLSEN ON SALES

THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

TOP DRIVERS IN DECKING • PREPPING TREATED WOOD CUSTOMERS

The 2 2018 IBC an nd IRC Cod des Now Re eference American Wood ection Association the A W Prote (AW AWPA PA) 20 016 Book ko off Standard ds.

OUR PARENTS DIDN’T RAISE SALESPEOPLE

32 NAWLA: THINKING AHEAD PRESSURE TREATING MAKES WOOD EVEN BETTER

Effe ffective July 2016, the AW AWP PA A U1 Standar t d d was revised i d esstablishing t bli hi new guid delines fo for woo od treated to UC4A Ground Contact General Use.

Grroouunnd Co Conttaact Trreeatteed W Woood SShhoulldd be UUssed in th the Ma Majjorriittyy of Above v Grroouunnd Apppplliic icaatiioonnss. © Koppers Per formance Chemicals Inc. 10 / 2017

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ACROSS the Board By Patrick Adams

I have it all! I

HAVE MANY names and descriptions for the region of our great country that I call home and very few of them I can repeat here. Most of the stereotypes are true unfortunately, which is what I suppose makes for such great “reality” TV. I was recently leaving my gym and literally bumped head first into a prime example. I was walking out with one hand carrying my gym bag and the other carrying my lunch as I headed back to the office. Optimism got the best of me as I saw someone heading in at the same time and thought he might notice my hands full and hold the door. Well, instead he was no doubt consumed with his latest social media fan and walked headfirst right into me and, with a crash, dropped his phone. I recognized this ex-NFLer just before he ran into me. Thankfully, the gym and retirement haven’t kept him in Monday Night Football shape and I was able to stay upright without dropping anything. I said, “Pardon me.” He responded with a tirade that included phrases like “Do you know who I am?”… “Who do you think you are?” … “You broke my *&@! phone” …“Watch where the *&@! you’re walking!”… and the one that turned the tables as he started to walk away, “Dumb mother*&@! just wishes you had it all!” Now, I wasn’t necessarily raised to turn the other cheek, but as I’ve gotten older it seems to suit me. My patience in situations like this now amazes even me and most who have known me for a while. However, I suppose everyone has a breaking point. Without thinking, I broke out in a laugh and replied with a smile, “Buddy, I DO have it all!” Now, this got his attention (and about a dozen other people in the gym lobby). He smirked, rolled his eyes, and replied, “Really, you got a Ferrari like that one?” as he pointed outside to his obnoxious convertible with a neon blue wrap on what started as a beautiful car. For the two seconds that seemed like minutes before I replied, my life flashed before my eyes. Not because I thought I was going to die, but because I was at peace. In the old days, this would have been the modern day equivalent of the challenge to a gun fight. Do you have more? Are you better? But again, I smiled and my calm reply just rolled out without thinking: “My friend, I have something far better than that Ferrari. I have two of the most amazing little kids you’ve ever seen who act like we’ve shown up to

Disneyland every night when I come home. I have truly the world’s most amazing wife who through laughter and tears, has stayed with me for over 25 years and is my best friend in the whole world. We have a home, cars and a business that does well enough to support my amazing staff and leave enough that we can pay the bills and hopefully leave something for our kids. It’s lunchtime and I’m just leaving the gym instead of digging ditches. Buddy, I don’t know what you have, but I do have it all!” It seemed like minutes passed and I can tell you the gym seemed like it was dead silent as no doubt phones were filming what they hoped would be the next social media “hit” (perhaps literally). We stared at each other for a while and then he finally responded, “Man, you CRAZY! You all right, man!” I guess that means he agrees in exNFL speak? While most of what Southern California “offers” drives me crazy, it’s good every once in a while to be reminded of our blessings in life, what’s truly important, and how we should be patient with those less fortunate than us. Every day we’re reminded that we’re blessed whether it’s not being in Las Vegas, not losing everything in wildfires, or not falling victim to the countless other things that happen in our world that thankfully “miss” us. Every once in a while, it’s nice to realize we have it “all.” “If you want to know how rich you are, find out how many things you have that money cannot buy.”

Patrick S. Adams Publisher/President padams@building-products.com

The Merchant Magazine

November 2017

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INDUSTRY Trends By Kathleen S. Ziprik

Top drivers for deck remodels and upgrades H

ERE ’ S THE GOOD news for decking specialists and remodelers: people are moving outdoors. According to The Freedonia Group, U.S. demand for decking is forecast to increase 1.8% per year through 2020. The better news is that this growth is valued at $7.1 billion. Want to get a piece of the “decking pie?” Then you’ll have to get inside the minds of homeowners. “There are four key reasons homeowners are currently making the decision to remodel an existing deck,” says James Carey, co-host of the On the House with the Carey Brothers home improvement radio show and website. “First, safety. When people look at their decks and see deteriorating deck boards or handrails, that raises a red flag for them. They don’t want an ‘accident ready to happen’ so they invest in deck repairs and replacement. “Second, appearance. From a ‘sense of pride’ standpoint, when homeowners see that their decking materials or

finish have lost some of their luster, that’s when they pull the trigger on investing in a new deck. Third is the desire for an easier lifestyle. People may have a deck that requires a lot of maintenance and they’re simply tired of it. They’re looking for more durable, maintenance-free materials that will last longer and require less energy to maintain. “And finally, the fourth factor is the big opportunity for deck specialists: the expanded footprint. This is when homeowners need more space for entertaining or simply want to enjoy their existing deck more. They’re ready to add to their home’s footprint with entertaining and living space outdoors. Maybe this is on another tier of the deck, or even a new deck addition like a pergola or outdoor kitchen.” Those four key reasons can be mimicked for homeowners adding new decks or replacing old wood decks. According to results from the 2016 Remodeling Impact Report: Outdoor Features, presented by the National

WIDE OPEN spaces with large windows blend the inside with the out. (Photo courtesy of Weyerhaeuser and TAMKO)

AS MORE HOMEOWNERS want to spend time outdoors, the need for efficient lighting will increase, as will the desire for unique deck lighting systems. (Photo courtesy of Weyerhaeuser)

Association of Realtors Research Department, 48% of consumers surveyed after completing a new wood deck said their top reason for doing the project was to add features and improve the livability of their homes. The second most common reason (38%) was to upgrade worn-out surfaces, finishes and materials. Dealers looking to sell new decking to consumers can look at the “hot buttons” identified in the realtors study: enhancing the home and staying at home more. After completing the addition of a new wood deck, 77% of the homeowners said they have a greater desire to be at home since the project was completed. At the same time, 51% have an increased sense of enjoyment when they’re at home. “This research shows what we’ve known for quite awhile: there’s a growing trend in adding outdoor living space to homes that help move the indoors outside,” says Paul Mackie, Western Red Cedar Lumber Association. “Additions to the deck are growing as people embrace outdoor living more. These additions can include pergolas, outdoor kitchen grilling and dining areas, wine fridges and even fire pits. People are moving outdoors. They want to both enjoy their deck space themselves during quiet times and take the party outside for entertaining.” According to Mackie, the appeal of a cedar deck comes in its durability and deep, rich authentic look. Naturally resistant to rot, decay and insects, cedar can be stained or finished to complement a home’s siding and yard. While many homeowners are attracted to real cedar, a growing number of people are embracing composite decking materials. For some, the idea of having a composite deck to match up with fiber cement or vinyl siding rings out with the appealing call of “low maintenance.” “Just as a homeowner focuses on the aesthetic appeal of wood floors inside their home, we know it’s important that outdoor decking space carries that natural wood feel to the outside,” says Shara Gamble with TAMKO. “We created the Envision Distinction product that provides specially blended color that can’t be replicated. The bold highlights and differentiation in every board provide a one-of-a-kind Building-Products.com

decking experience. That luxurious, carefree decking experience is what homeowners are looking for these days. People need more living space, so they’re pushing outdoors. Adding or remodeling a deck increases a home’s usable space, adds value to the house and costs significantly less than building a new room to a home.” According to Gamble, the decking lifestyle is a tangible thing that homeowners are gravitating toward. “Whether it’s creating the deck as your own personal retreat at home for yoga, or planning to experiment more with grill cooking, we know people feel good about investing in a deck,” says Gamble. “A deck specialist meeting with a homeowner need only ‘set the stage’ by talking about the multitude of possibilities for family entertainment when trying to upsell a deck. By explaining the options of adding seating areas, dedicated outdoor grilling areas or even a wood fire pizza oven, you can connect people mentally with the elements that make deck living so attractive.” Both Gamble and Mackie agree that aesthetics, performance and low maintenance aspects are key players when it comes time for deck specialists to upsell decking materials. By painting the image of expanded living space and entertainment possibilities, decking specialists can gain more sales. “The deck is a retreat for a homeowner—even if just for 30 minutes a day,” says Gamble. “Because of that, people want to be surrounded by relaxing sounds and warmth. A key way for deck specialists to make those aspects materialize is by recommending unique deck accents, like fire pits, water features, garden planters, and other elements that people can relate to.” Whether a current deck has lost its luster or a homeowner is ready to take their decking experience to the next level, upsell products abound in today’s market for deck specialists to grow their business. – Kathy Ziprik is a PR contractor for Weyerhaeuser’s distribution business (www.weyerhaeuser.com/distribution).

November 2017

The Merchant Magazine

PRODUCT Spotlight By David Koenig

FUSED bamboo decking producers are positioning their products as substitutes for imported hardwoods. (Photo by DassoXTR)

Bamboo decking shoots to thrive in the great outdoors B

of nature’s oldest building materials—and for good reason. It’s strong, dense, renewable and grows like a weed. In fact, it’s like a never-ending forest that regenerates itself every five years. “Bamboo is actually a grass. It can grow up to 36 inches a day,” says Fortress Deck’s A.J. Jesiolowski. “It will reach full height within one year, although the best time to harvest is five to seven years.” Consequently, bamboo has long been a staple building material in Asia, particularly China. Yet, apart from on Gilligan’s Island, bamboo has yet to break through in the U.S. in AMBOO IS ONE

The Merchant Magazine

exterior applications, such as decking. Manufacturers’ first attempts about a decade ago—strips laminated together into deck boards—failed miserably. “When bamboo decking first came out, it was all lower-end product made from side-pressed technology,” says MOSO’s Brett Kelly. “If you looked close enough, you could see all the strips. That early technology did not do well.” Early products were insufficiently resilient to moisture and, even more so, to insects. “Bamboo is nature’s Pixy Stix—a straw filled with sugar,” Kelly says. “Bugs love it. That was a problem.”

November 2017

Manufacturers concluded they had to remove the pests’ food source and replace it with resin or plastic, creating some form of composite. There have been basically two different approaches. The first is similar to traditional wood-plastic composite decking, only using bamboo for the fiber component instead of wood. To make BamDeck, Cali Bamboo uses the reclaimed bamboo fibers left over from the manufacture of its solid bamboo products. These fibers are mixed with recycled HDPE plastic (mostly drink cartons and laundry detergent containers) to form a mixture that is then moulded into decking Building-Products.com

planks of various sizes and colors. Using bamboo makes for a stronger composite, according to Cali Bamboo’s Laura Nieto. “Resistance to bending and sagging is key when deciding upon a composite decking product,” she says. “It’s especially important if the deck is going to bear a lot of weight like outdoor furniture, a grill, a hot tub, or heavy snowfall. BamDeck is made of 60% reclaimed bamboo fiber and 40% recycled HDPE (high density polyethylene) plastic. Those bamboo fibers make for a composite that’s at least 3.6 times as strong as (traditional WPC decking).” Fortress Building Products uses bamboo flour for its Infinity capped composite decking. “Our grinding process produces much finer particles,” explains A.J. Jesiolowski. “Wood results in more clumping, which can carry moisture. Bamboo is more homogenous.” He adds: “Bamboo has big advantages over wood. It is much more dense. It has high compressed strength, greater than wood, brick or concrete, and the same tensile strength as steel. And it has less oils than wood. It installs exactly the same as wood-plastic composites, but with WPC, you pick up a 20-ft. board, it’s like a wet noodle. Ours is a little heavier, but denser and stiffer, so you can carry long lengths without bowing.” Infinity is dual-sided, with a hardwood look on one side and a distressed grain on the other. Jesiolowski said, “We searched the hardwood flooring market and discovered about 80% of the boards sold were distressed in some fashion, and whatever’s sold inside sooner or later comes outside.” The second approach to effectively incorporating bamboo into decking is to cook the sugars out, impregnate the strips with phenolic resin, and fuse them together. The binder is the same resin used to produce bowling balls, so the decking is, in effect, 87% bamboo and 13% bowling ball. The final product, sold into the U.S. by such companies as DassoXTR and MOSO, performs like a WPC, but looks more like an exotic hardwood. It also offers a Class A fire rating. Like wood, it can be left to weather to a natural gray or recoated every 12 to 18 months to maintain its darker, wood tones. DassoXTR sees its opening as a substitute for exotic hardwoods. “The Building-Products.com

future of bamboo decking is going to increase significantly,” says Avery Chua. “The field for our type of product will almost double each year. Tropical wood has a host of issues, such as the Lacey Act, to deal with. With tropical decking, it’s always a case of availability and demand. Too much demand and there won’t be sufficient availability, and if there’s too

much availability, they may not have the demand.” But DassoXTR and MOSO have another challenge in bringing their products to market: they’re available only in 6-ft. lengths, unlike the 12- to 20-ft. lengths most other composites are sold in. The idea is to emulate hardwood flooring, with 6-ft. lengths and end-

IN ONE FORM or another, today’s bamboo decking is a composite. (Photo courtesy Fortress Deck)

COMPOSITES that use bamboo in place of wood are denser, stiffer and heavier. (Photo courtesy Cali Bamboo) November 2017

The Merchant Magazine

Bamboo Decking Brands Bamboo X-Treme Composite using compressed, heat-treated strips of bamboo Lengths: 6’ Colors: Natural Brown Manufacturer: MOSO www.moso.eu

BamDeck Capped Composite Lengths: 8’, 16’ Colors: Bronze, Caramel, Charcoal, Coffee, Copper, Graphite, Slate Manufacturer: Cali Bamboo www.calibamboo.com

dasso.XTR Composite using compressed, heat-treated strips of bamboo Lengths: 6’ Colors: Natural Brown Manufacturer: dasso.XTR www.dassoxtr.com

Infinity Decking

USING PART THERMAL modification, part composite technology, the latest bamboo deck boards look like tropical hardwood, but with the performance benefits of manmade materials. (Photo courtesy of MOSO Bamboo Products)

Capped Composite Lengths: 12’, 16’, 20’ Colors: Cape Town Grey, Kona Sunset, Spanish Saffron, Tiger Cove Manufacturer: Fortress Deck www.fortressdeck.com

InnoDeck Composite Lengths: 12’ Colors: Brown Walnut, Grey Concrete, Redwood Manufacturer: InnoTech www.innodeckus.com

xBeam Composite Lengths: 12’, 16’, 20’ Colors: Chestnut, Coffee, Copper, Slate, Teak Manufacturer: ZomeTek www.zometek.com

The Merchant Magazine

November 2017

matched joints. “One person can handle a 6-ft. board,” explains MOSO’s Brett Kelly. “We heard one contractor say, ‘I’ve never installed a deck so fast in my life!’ But we realize we’re fighting a two-front war—trying to introduce 6-ft. deck boards into the U.S. market and trying to sell bamboo as a viable exterior material.” Certainly, acceptance has not come easy. Bamboo has yet to crack even 1% of the overall North American deck market. And while some manufacturers are enjoying explosive growth, others have given up on the U.S. Smith & Fong, which introduced PlybooDex about three years ago, is now back to focusing on primarily interior uses, such as Plyboo brand wall paneling, ceilings and flooring. Shanghai-based Bamking made an even bigger push into the states about the same time, opening a Dallas, TX., office for Bamking USA and lining up distributors such as International Wood Products. IWP recently sold through its remaining Tru Bamboo inventory and understands Bamking is no longer operating in the U.S. Calls to the Dallas office were not returned. But the remaining players are confident. According to MOSO’s Kelly, “We watched our business double each of the past four years. This is a great industry, but it’s slow to change. We just have to be persistent.” Building-Products.com

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FEATURE Story By Kari L. Gaviria, Madison Wood Preservers

Preparing your treated wood customers for life after installation

THE PRESSURE treated wood decking you sell will perform at its highest level only if it is properly maintained by the homeowner.

southern yellow pine has been a staple product in outdoor living for over half a century. Contractors are able to let their creativity shine with brilliant designs all while following current best building practices set forth by industry professionals. Quality starts with buying the right product and hiring the right builder, but consumers bear the responsibility for protecting their investment long-term. If a homeowner does not follow through with a plan for routine mainRESSURE TREATED

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tenance, money spent on quality workmanship is futile. We see it repeatedly in the world of treated lumber. The initial homeowner expectation is to pay the upfront cost and enjoy—but there is more to it than that. The auto industry does a great job of setting the expectation that cars require routine maintenance—a good detail every once and a while, an oil change, and even new tires comes naturally without hesitation. While recommended upkeep and maintenance is standard procedure for

November 2017

building industry professionals, it is not common knowledge or practice for homeowners. What happens next? A few years of no TLC and they step out one spring morning to find a tanked investment. Here at Madison Wood, we are working hard with multiple programs for dealers to help set proper expectations with consumers and send one clear message: wood is a great low cost alternative for outdoor projects, but it requires upkeep during the entire lifespan to preserve its aesthetic and structural value, just like anything else. We’ve compiled a list of our favorite tips from industry professionals that dealers should keep in mind when making recommendations to homeowners on future treated wood projects:

1. Choose the right treated wood for the application (they aren’t all the same). Warranties only protect consumers when the wood is used properly. If the tags on the end of the board say “Above Ground” recommend with caution. “Above Ground” has several rules on what is considered proper application such as being at least 6 inches off of the ground and being clear from debris. We insist that dealers and homeowners do their research. Or, take the safe route and buy all Ground Contact treated lumber. Building-Products.com

2. Wood screws… wood screws… and more wood

screws. Treated wood is a natural product. It will swell and shrink as it accepts/releases moisture. Although nails may save money initially on a quote, it isn’t worth the phone call from an upset customer saying their boards have pulled through the fastener and cupped. The same theory applies to hidden fastener systems. Remember, natural characteristics of southern pine and other species such as checking and cupping aren’t covered under pressure treated wood warranties.

3. End coat solutions. Experienced dealers that remember the chromated copper arsenate “CCA” formulation (no longer permitted in residential use) may think this step isn’t necessary, but we disagree. Coating the ends of cut boards gives added protection against pockets of heartwood and areas with decreased penetration. Although it’s not required, there is a huge value in users taking this extra step. 4. Staining at the right time is crucial. Consider promoting a clear, UV light-protecting water repellant product for contractors to apply immediately, regardless of moisture content, to help minimize checking and cupping while they wait for their deck to dry. The industry pumps out generic information saying people should wait nine months before putting any type of colored sealant on their treated softwood lumber. Geographically, climates vary vastly in dry times. These instructions were written vaguely in efforts to cover a majority instead of being specific. We recommend dealers encourage the use of a moisture meter to help determine if wood reaches that critical 19% or less

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moisture content; the point at which it is ready for paint or stain. They will need to test several sections of the deck, especially shady or damp areas in order to get an accurate reading.

5. Routine maintenance is key. We know this sounds cheesy but hear us out. People schedule oil changes by knowing how many miles they have left, their deck should not be much different. Cleaning, inspecting and repairing! Homeowners need to understand that treated wood is not a maintenance free product before they buy. If they see debris building up or mold then it is time to clean—that broken step will not fix itself! Setting the expectation early on that pressure treated wood requires continual upkeep is crucial to the overall satisfaction of your customer. The element of education can add an unmeasurable value to any sale. Here at Madison Wood, we encourage all dealers and even contractors to take the time to find ways to incorporate best practice into daily conversation. After all, as industry professionals, we are the first step in teaching consumers how to protect their investment for the long haul. – Kari L. Gaviria is an account manager for Madison Wood Preservers, Madison, Va., one of the nation’s largest single-site wood preservers for nearly 60 years. She can be reached at (540) 948-6801 or kgaviria@madwood.com.

November 2017

The Merchant Magazine

MARGIN Builders By Stephanie Ornelas

Veteran lumbermen launch Oregon discount supply store A

has landed in Prineville, Or., and is getting the attention of every frugal local thanks to three veteran lumbermen. Tightwads Building Supply opened on April 1 and is still buzzing. Calling their main customers, “tightwads,” managing partner Josh Hanson’s main goal is to pass on the savings to customers by offering different types of materials such as on-grade and all the way down to B-grade material. According to Hanson, the location is a good one, as there were no big box stores in the area. Having opened the business with his uncle, Ron Hanson, and longtime friend Tod Kintz, Hanson believes with their knowledge and experience in lumber and building materials, Tightwads will be beneficial to the community. DISCOUNT STORE

All three have extensive experience in the LBM industry–Josh Hanson, who worked for a sawmill for 25 years; Kintz, who’s been a lumberman for over 30 years; and Ron Hanson, a lumberman for over 40 years. This longstanding relationship with the industry is the backbone of the hardware store. Since the Hansons and Kintz have been office wholesalers–buying and selling lumber– they have relationships with various sawmills, a main source of where they get most of their material, Hanson explained. And while the store is meant for the everyday thrift-shopper, Tightwads is not a thrift store. All of the items are new. The discount hardware and building supply offers plywood, plywood siding, cedar fencing, mouldings,

dimensional products, pre-hung doors, and other hardware. Although the store just opened in April, Hanson is already talking about expansion with his eyes set on other neighboring Oregon towns.

PASS THE SAVINGS: Josh Hanson’s main goal is to help his customers get the materials they need at the price they’re looking for, while offering a diverse amount of materials.

SAVINGS and customer service are what matter most at Tightwads, located in Prineville, Or. The discount store includes a warehouse and lumberyard. (Photos courtesy Tightwads)

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November 2017

EXPERIENCED STAFF: Tightwads is known for its knowledgeable and friendly staff, much like Sherman, longtime lumber specialist. Building-Products.com

COMPETITIVE Intelligence By Carla Waldemar

Capp-ital gains M

ONETA , V IRGINIA : Where the heck is that? Couldn’t find it in my Rand McNally atlas, but never mind. The affluent retirees and second-home owners living where it sits near Smith Mountain Lake have no difficulty, and that’s what keeps Capps Home Building Center alive and well and growing stronger by the minute. What drew these folks to plant homes in the pretty lakeside town is also what attracted GM Bruce Shelton to its vibrant home-center operation, named for its owner, Dave Cappellari, and launched as Moneta Building Supply in 1978. Says Bruce, “I came here in 2007 from Georgia Pacific, where I’d worked in the distribution center since college. Capps was in my territory, and the opportunity to sign on as GM brought me closer to my family”— and, as it turned, out, into a relationship of mutual trust with the owner, who now resides in Hilton Head, S.C. “I’ve been given free rein to run the business,” Bruce continues. “He stays very much in-the-know via weekly conference calls and periodic scheduled meetings for strategic planning. We have a lot of trust in one another. We both endorse the company’s mission, which is to do right by its employees and customers. Then everything else will take care of itself.” These employees—53 of them— are hired for attitude over skill. “If they’re happy, they’ll do a good job. Recently, however, our orientation

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CONSTANT GROWTH in Capps Home Building Center’s lakeside community has translated into continuous expansion for the Virginia dealer.

process became more formalized; we needed to do that as we continue to grow,” Bruce realized. “We revamped the orientation process so that it’s more structured now. On the first day, we focus on safety and on understanding the different departments. Then they go on to spend time in each one, under the guidance of a mentor in every division. We also stress that, as a company, we’re very involved in

November 2017

the community. Each employee is encouraged to take part in a paid Service Day, volunteering for a local non-profit.” “At the beginning,” he continues, the operation slept along for 15, 20 years. Then there was a boom in the ’80s, followed by a little downturn during the recession. We’ve maintained a very strong community presence in Smith Mountain Lake, which, Building-Products.com

in recent years, has just blow up [in development].” That spurt led Capps to relocate to the West Lake side of the water, to serve the major population center. “We built a new store from the ground up, under the guidance of our buying group.” And kept on building. Capps’ Design Showroom, which started out in the retail space of 8,500 sq. ft. on six and a half acres, expanded in 2014 by 6,000 additional sq. ft. to enable the company to showcase everything from cabinets and decks to windows and doors and flooring. Capps hired an in-house “whole house” designer, who assists builders with spec homes and individuals with their custom home plans, as well as their extensive remodeling projects— “a big incentive to return and buy our products,” Bruce underscores. Contractors have 24/7 access to allow them to bring clients in after hours. And that customer mix, by design, has shifted from 100% pro to a 70/30 ratio. Serving both, “We pride ourselves on having the largest selection of composite decking materials in the region; it really keeps us in the mix.” Like it, buy it… then what? Capps answers that need with an installation service (think: cabinets, windows and doors, flooring, decking, siding), for which an in-house supervisor acts as liaison between vetted subs and retail clients. Its pros’ loyalty is secured by features such as its Hot Shot delivery service (“We have the largest service fleet in the area”). “Because this is a part-time, summertime residential community, contactors’ clients often arrive in spring to find they need deliveries quickly.” Those second/retirement home-owners’ remodeling and add-on projects are far from paltry. “It’s not uncommon for them to spend $250,000 on a project, or $100,000 on a dock. (We stock pilings and other marine-oriented products.) It’s a big, big business.” To keep employees up to speed, Capps schedules Lunch & Learn sessions, sponsored by vendors. “For our staff, it’s like continuing education,” says Bruce. “And on the flip side, for retail customers, are information events on key products like Green Egg or Weber.” Add up all the company’s customer-focused attitudes and endeavors, and you’re positioned to earn the community’s Best Customer Service award for 12 years running. Bruce offers a key reason to back up that honor: “They know we support the community.” When asked for a forinstance, he mentions that when Capps closed its old location upon moving, it donated the property to Lake Christian Ministry. “Folks also like that we don’t nickel-and-dime them,” he adds. “Services like local delivery are free. And they’re aware that our staff is knowledgeable and cross-trained to jump right in. We never let our phones go past the second ring. And they’re answered by a live person, not ‘press two for….’ Plus, our outside salesperson is on the spot to assist pros and homeowners alike.” To get that service-forward message out, rather than focus on a single marketing avenue, Capps utilizes social media via its website, Facebook and e-blasts, while also advertising in print magazines and on billboards. “We utilize our own in-house marketing/advertising coordinator plus an outside contractor,” Bruce reports. “Demographically speaking, our market is retirees with an average age of 56, who are loyal to our consumer reward program. Feedback from a focus group was impactful. They liked that they could earn points that could conBuilding-Products.com

ALTHOUGH THEY quickly attain expertise, Capps employees are hired for attitude over skill.

vert to dollars-off. It works very well. And we’re also attracting the younger consumer who commutes to Roanoke, 45-50 miles away. In rural Southwest Virginia,” Bruce explains, “people are accustomed to driving longer for what they need. We’re known as the dominant player in the region for our focus on composite decking. Folks are willing to drive for that.” Surely there are plenty of boxes along the way? You bet. But Capps’ customer service rules. “People tell me they’ve never been to a place where employees walk up to them! Here,” he laughs, “we probably over-serve.” As it did everywhere, the recession took a bite. “It hurt. It did. But our new investment in retail has paid off. We had to tweak retail to keep the ship running. During the downturn, shopping dropped from ‘want’ to ‘need.’ So we de-leveraged our inventory. Now, it’s back to ‘want’ and ‘need.’” Plans for the future? “We’ll continue to focus on our key product categories, our showroom. In 2015, we enlarged our greenhouse, with live and locally-grown plants. In our expansion, going from 8,500 sq. ft. to 19,000, we more than doubled our footprint. We stayed open the entire time, so it was kind of chaotic, but the community loved the result and our employees are excited.” You couldn’t pry Bruce away with a crowbar. “I’ll be here until I retire,” he swears. “I love getting up in the morning and going to work. Also, Ryan Cappellari— the third generation—just signed on as contractor sales manager. That shows a solid commitment from the family, too.” Carla Waldemar cwaldemar@comcast.net November 2017

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OLSEN On Sales By James Olsen

Our parents didn’t raise salespeople Adult Tantrums Some customers will try to take the role of our parents, teachers or bosses. They are not. Some customers will throw an “adult tantrum.” We are not intimidated. We must recognize bullying and intimidation for what it is and deal with it immediately, in a calm, professional manner. Those we let bully us will never be great customers. Create a respectful relationship with customers or move on.

Don’t Brag or Boast

“T

HE PROBLEM, John, is that your parents raised a really polite son.” This is how I interrupted the eighth meeting with a young man who is learning to be a lumber broker/professional salesperson. That may seem harsh to some, but my clients are in a hurry and the people they hire (including me) know that.

The Customer Is Always Right Our parents, most of whom were customers, taught us this! If you are in a service job or you have a boss/owner who wants to deal with all hard cases, then don’t argue with the customer. We don’t argue with customers, but we must stand up for ourselves. The master seller does this in a smooth way that doesn’t offend. In B2B sales the customer is selling us also. There is a sale made on every call; either we convince our customer to buy from us and partner with us, or they convince us to work for them for free.

Don’t Back-Sass Me and No Means No I was raised with, “Children are to be seen, not heard.” “Don’t talk back to your mom/dad/teacher.” These attitudes are drilled into our psyches from before we can talk until we leave home and even then…. About 75% of salespeople are presenting product and asking the customer, “What do you think?” This is not (even close to) a sales call. (When we ask for the order, the customer will tell us what they think!) Of the remaining 25% most will go away with one “NO” or “I’ll let you know” (which should be spelled: “I’ll let you… NO,” because that’s what it really means.) Only the top 10% of salespeople are: Asking for the order. Asking more than once. Overcoming objections and closing. All three are important but monster sellers overcome objections and close.

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November 2017

The opposite is true for us as professional salespeople. We are shameless self-promoters. Does Apple “aw shucks” it when they talk about the iPhone? Does Tesla say the electric car “might” revolutionize our world? Does Ford ever tell us anything but the great things about Ford? No, they don’t and we can’t either. The truth will set you free, but it will not sell itself. We must know who we are and what we can do for our customers, and we must sing it from the rooftops. If we do not have a strong definition of ourselves and we don’t stand up and communicate our value throughout the sales process, our customer will define us as a shopping service.

Hard Work Conquers All We heard this comment from our sincere, hardworking parents when we should have been listening to the (rich) smart-aleck uncle who said, “Work hard and work smart.” I see a lot of salespeople working hard at the wrong stuff. My first seven years as a salesman I made 60 to 70 calls a day, working hard. Made an OK living, but many around me were making three and four times as much, making 50 calls or fewer a day! I wasn’t working on my salesmanship, just pounding the phone. We can dig a hole with a hammer, but it’s a lot easier with a shovel. Sales is the same; we can hammer away at customers or we can dig in and make them a friend and partner. We earn their trust by showing we are there for more than just the order, then we joke, cajole, negotiate and sell them with all we’ve got. Bring a partner-topartner attitude; customers will feel it and treat you accordingly. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit By Alex Goldfayn

The secret to selling more B

I RUN a revenue growth consulting practice where my clients add 10% to 20% to their growth year after year, people always ask me all the time, what’s the secret to sales? Because I do keynote speeches and workshops every week, sometimes multiple times per week, people always ask me, what’s the magic bullet for revenue growth? And I tell them. And I’ll tell you right now. Because I know what the secret is. I’ve studied it. I’ve looked for it. No, I’ve hunted for it. I’ve written about it. I speak about it. I teach it. I will tell you what the secret is. The secret is… … that there is no secret. There is no magic bullet. There is only the grind. There is only the work. ECAUSE

If your livelihood depends on your selling—and, preferably, selling more—then you already know what to do. You know you must tell your existing customers what else they can buy from you, because too many of them don’t know. That’s why they frequently say, “I didn’t know you did that!” You know you should spend more time talking to prospects, people who have not yet bought from you. You know they’d be better off with you than the competition, but you’re not really putting in the time to talk to them. You know you should spend more time on the telephone talking to customers and prospects. Did you know salespeople average just four hours per week on the telephone? Four hours! That’s it! You know you should ask your customers for the business more. You know you should pivot to the sale. They’re talking to you, they’re interested, ask them to buy!

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November 2017

You know you should ask your happy customers for referrals, and they’d be happy to give them to you. Because people love giving referrals. But we don’t do these things. Because we spend our days reacting from one incoming call to another. And when we live like this, we are not in control. Our sales growth is not up to us. If the right calls come in, you might grow. But if the wrong calls come in, you won’t grow. And it is completely and totally outside of your control. Want to grow sales? We must do the proactive work that growth requires. And what is this work? Communicating with customers and prospects! That’s it. The more that we communicate with them, the more they buy. The less we communicate, the less they buy. It never works the opposite way. You can never communicate less, but sell more. The work is to proactively communicate with customers and prospects, systematically and repeatedly, multiple times a day. When a customer calls, ask them the did you know question. “Did you know we can help you with x, y, or z?” Ask for a referral. “Who do you know like yourself who would find value in working with me like you do?” Pick up the phone and call a customer you haven’t talked to in six months or more. “I was just thinking about you; how’s your family?” Ask for the business, on every call. “How many would you like?” Or “I can get them to you Tuesday if you place the order today.” There’s your secret. The grind is the secret. The work is the secret. We have to do the work. We have to care enough to do the work. You’d be amazed at how many people don’t care enough. It’s not hard to stand out from the competition. The competition is not very good. We must be present for our customers and prospects. We must care, and demonstrate to them that we care. We must communicate with them, so that they know we are there for them. We have to do the work. The secret is the grind.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com Building-Products.com

TRANSFORMING Teams By Claudia St. John

Recruiting hourly low-skilled workers W

our clients about their most difficult challenge, they almost always say it is hiring qualified people. This is particularly true, they say, when it comes to hiring entry-level, unskilled hourly workers. Whether we’re talking about warehouse employees, janitors, car care technicians, or delivery workers, finding and keeping this type of talent is very difficult. According to a recent report by the U.S. Bureau of Labor Statistics, the unemployment rate remains very low for unskilled, hourly workers. As a result, fewer of them are looking for work and job vacancies go unfilled for longer periods of time. What’s more, traditional forms of recruiting are no longer effective in attracting them. If you are experiencing this dearth of candidates for entry-level positions, here are some approaches to recruiting hourly workers that may help. HENEVER WE ASK

Target Your Job Posting – Typically, entry-level hourly employees rely on their mobile phones, and not per-

sonal computers, to access the internet. It’s essential, therefore, that your application process supports mobile interfaces and makes it easy to learn about and apply for positions via a smart phone. If your current website or recruiting application is not friendly for this type of device, then consider investing in an online applicant tracking system, such as ApplicantStack, Zoho Recruit, or JazzHR, that can support mobile access 24/7. Many of these systems can be tied into your corporate website or social media platform and can be purchased on a pay-as-you-go basis so you can pay for it just during your active search periods. You also want to make sure your position is easy to find online. Various key search terms for the same position can help. For example, if you are looking for janitorial staff, you may want to include janitor, cleaning, custodial, housekeeping, maids and facility services in your key search terms. Use the Right Job Boards – Recognize that hourly, unskilled employees do not frequent LinkedIn, Monster.com or Indeed.com, so posting on those platforms is a waste of time and money when you are trying to reach this group. That said, Craigslist.org can be a powerful, cost-effective tool in some geographic areas. Local penny-saver circulars and the local classified ads (online and print versions) can also be effective. And when you advertise a position that you feel has attractive pay and benefits for an entry-level worker, don’t hold back—promote these and other attributes as strongly as you can. Consider Deploying Social Media in Your Recruiting – Using your social media presence can be extraordinarily effective in finding talent. Some of our clients are using social media almost exclusively to find their hires. The best platforms for this are Facebook, Instagram and Twitter—or WhatsApp if you are looking for Spanish-speaking workers. Be sure to post your position on those platforms and include the link to your job application. On Facebook, you can even create a career tab

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November 2017

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for your company. The key to making these platforms effective is to have your employees comment, share and like the posting so that it appears at the top of their feed, thereby using their network to promote your job to their peers and contacts. Employee Referrals – Word of mouth can be enormously effective in building a workforce and your current employees can be your best ambassadors to the talent pool. But experience tells us that you need to sweeten the deal for them. Successful programs we have seen look something like this: $50 if the referred candidate lasts one

Q. With the data breach at Equifax, and the fact that, as employers, we maintain a lot of confidential employee information–such as social security numbers, addresses, age, date of birth, and dependent information–what is our obligation to keeping that information safe? A. Whether your company owns, licenses or merely maintains personal information about your employee (such as name, address, date of birth, SSN, driver’s license number, bank account information, etc.), nearly every state has requirements on when and how affected individuals must be notified of a breach, and many states also require notification be made to state attorneys general, consumer protection agencies, national credit bureaus, and perhaps even the media. Employers who suspect personal information about employees may have been compromised should immediately contact legal counsel. It’s also important to note that if you outsource payroll and benefits to a third party such as a PEO or a company like Paychex, their obligation is to notify you, not necessarily your employees, in the event of a data breach. In such cases, you should also contact legal counsel to assess your obligations.

family and anyone they meet who would make a good addition to the team. If you are fortunate enough to have a curbside presence such as a car wash or restaurant, prominent signage and promo displays are always effective. Who doesn’t love to watch that skinny balloon guy flop about in the breeze? Likewise, large hot-air balloons and flashy spinning sandwich boards can make promoting your position easier. Behavioral Testing – I know, I know. If you are struggling to find entry-level employees, why would you put in place a test that could have the potential to further reduce the pool of qualified candidates? The answer is that while administering behavioral tests may reduce the potential talent pool a bit, the talent that you do find is likely to be more motivated, productive and less likely to quit. That’s why as recruiters we insist on behavioral testing when filling positions. Clearly, there’s no magic bullet to hiring and keeping your hourly employees. But if you can identify where they are—online or within the community—and you leverage the power of your existing workforce to promote your position, chances are your funnel of viable candidates will remain full. Happy hunting!

Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com

month without attendance or disciplinary problems, an additional $100 after three months, and an additional $150 after six months, for a total of $300 per employee. Typically, if a new employee lasts six months without attendance or disciplinary issues, she’s likely to be an excellent employee going forward, making the $300 investment highly worthwhile. Make Use of Local Job Fairs – If your positions have some technical components, attending a job fair at a local community college can be effective. Offering apprenticeships, sign-on bonuses and solid training programs can make your offer more attractive. And be sure to bring some printouts of the open position so attendees can share with their friends, and have a couple of tablets or laptops on hand so that anyone can apply on the spot. Don’t Forget Low-Tech Solutions – If you have a company with high turnover of hourly workers, recruiting is likely an ongoing concern. That means that you should always be on the lookout for potential talent, whether that’s at the grocery store, the car wash or the local pizza joint. Consider making business cards for all of your employees that have the employee’s contact information and a link on the card to the company’s job board. Encourage your employees to give the cards to friends, Building-Products.com

888-807-2580 Bend, OR

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

“Focused on the future with respect for tradition” November 2017

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Roseburg Selling California Timberlands Roseburg Resources Co., Springfield, Or., has agreed to sell its California timberlands to a timberland investment vehicle managed by New Forests. The deal includes 170,000 acres in Northern California, mostly in Siskiyou and Shasta counties. Formed in 2005, New Forests manages over 2 million acres of land worldwide, valued at more than $3 billion. Based in Sydney, Australia, New Forests also has offices in San Francisco, Singapore and New Zealand. The deal is anticipated to close in early 2018. “The sale of this property allows Roseburg to pursue strategic growth opportunities in regions with stable markets and strong demand for timber,” said Roseburg CEO Grady Mulbery. “This transaction is part of a larger effort to expand Roseburg’s national footprint, which now includes our engineered wood plant planned for Chester, S.C., and our recent purchase of timberland in Virginia and North Carolina.” Roseburg will retain ownership of its veneer plant located in Weed, Ca.

About a week before the announcement, Roseburg completed the purchase of approximately 158,000 acres of Southeastern timberland from Forest Investment Associates, Atlanta, Ga. “This acquisition advances Roseburg’s planned expansion into the southeastern U.S., where steady housing starts and healthy markets create stable demand for high-quality timber,” Mulbery noted. “The region’s welcoming business environment and potential for growth also factored into our decision to add the property to our portfolio.”

Ace Buys into ECommerce Ace Hardware has purchased a majority stake in ecommerce start-up The Grommet, which specializes in new product launches from independent entrepreneurs. The two companies started working together last year and discovered that, among The Grommet’s three millionplus subscribers, customers of the site visit Ace 50% more frequently and spend 2.8 times as much as the average Ace Rewards customer.

SUPPLIER Briefs Lowe’s opened a new store Oct. 12 in Santa Maria, Ca. (Jason McNutt, store mgr.). Wilco will open a 37,000-sq. ft. store early next year at the former Lowe’s/Eagle Hardware in E. Bremerton, Wa. The location, Wilco’s 19th, will include a 5,000-sq. ft. greenhouse and 16,000-sq. ft. yard. Elwood Adams , Worcester, Ma., founded in 1782 and considered the country’s oldest hardware store, closed Oct. 20. Murphy Co ., Eugene, Or., has agreed to buy the Foster Veneer facility in Sweet Home, Or., from Weyerhaeuser Co. Mid-Columbia Lumber has restarted the second fingerjoint line at its Culver, Or., F/J plant. Combined with its line in Madras, Or., MCL is positioned to produce 60 mililon bd. ft. in 2018. Creswell Forest Products , Creswell, Or., suffered an estimated $200,000 in damages from a “suspicious” fire Sunday evening Oct. 22. LBM Advantage has completed Independent Builders Supply Association. its merger with

ClipStone mortarless stone veneer has been named an approved vendor for ABC Supply, Alside, and Lansing Building Products. Kyocera Corp. agreed to buy Japan-based Ryobi Ltd.’s power tool business, in a deal set to close in January. Universal Forest Products, Grand Rapids, Mi., approved a threefor-one stock split. Allura is now exclusive supplier of exterior fiber cement siding products to KB Home. www.superiorwoodtreating.com

RoyOMartin , Alexandria, La., has relaunched its redesigned, mobilefriendly royomartin.com. Anniversaries: Reel Lumber Service, Anaheim, Ca., 85th.

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November 2017

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The easy way to a picture per e fect deck.

™

Introducing EB-TY Premium Hidden H Deck-Fastenin ng System The new EB-T -T Y Premium system comes with h the ingenious EB-GUIDE predrrilling tool to ensure precise and efﬁcient fastenin ng. The system’s redesigned bisscuit features a stainless-steel reinforcing plate to e ensure a strong, concealed conn nection – showcasing the natural beauty of the deck. hardwood ds Whether your customers are using composite composite decking or exotic hardwoods, EB-TY Premium delivers a picture-perfect deck every time. T To o learn more, visit go.strongtie.com/ebtypremium or call (800) 999-5099.

Simpson Strong-Tie Company Inc. EBTY17D

Includin ng the EB-GUIDE

LMC’S RECENT third annual Leadership Summit in Houston, Tx., included an on-field experience before the Astros game and a presentation by ball club president Reid Ryan in the Lexus Field Club at Minute Maid Park.

Lumber Dimensions Suit Tossed A potential class action lawsuit alleging Menards defrauded customers by selling 4x4 boards that actually measured 3-1/2 inches by 3-1/2 inches has been thrown out of Illinois federal court (see July, page 50). Plaintiffs Michael Fuchs and Vladislav Krasilnikov sought more than $5 million, claiming they were “misled” by the nominal size descriptions. The judge determined that no reasonable consumer would interpret Menards’ descriptions of its lumber in the way the plaintiffs did. In addition, the labels on the wood displayed commonly accepted nominal designations, not actual measurements, since they did not include inch marks.

US Fence Adds 2 Colorado Firms U.S. Fence Solutions Co., a portfolio company of private equity investment firm Building Industry Partners, has acquired two additional companies, Ideal Fencing and Brother’s Fence, both based in Colorado. U.S. Fence has invested in 35-year-old Ideal Fencing Corp., Erie, Co., in partnership with Ideal’s existing owners, Jim Bockelmann and Steve McWilliams. Longtime president Bockelmann will continue to run the business post-transaction, while McWilliams transitions to retirement. The deal expands U.S. Fence into highway guardrails. Ideal also fabricates and installs commercial chain-link and iron fencing. U.S. Fence’s operating subsidiary Split Rail Fence & Supply Co., acquired Brother’s Fence Co., Arvada, Co., in partnership with its founder, Chris Cox. The residential fence installer’s operations and employees are now a part of Split Rail’s Denver operations.

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November 2017

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THINKING Ahead By Juliana Rumbaugh and Belinda Remley, Lonza

Treat it… and it will last Pressure treated wood is beautiful, versatile and– importantly – sustainable

RCHITECTS, BUILDERS,

contractors, and homeowners have a broad choice of construction materials from which to choose—all of which have their selling points— but the benefits of pressure treated wood are tough to beat. Yes, it’s beautiful and, yes, it’s versatile; but it also is second to none when it comes to sustainability.

Can’t See the Forest for the Trees That fact may be lost on those who only know what they’ve been exposed to through “scare” campaigns. Marketing materials from competitors might, for example, present an image of a clear-cut forest along with language warning that wood consumption eradicates the tree population. Or they might ring the alarm about purportedly harmful use of chemicals in the treatment process. Misinformation like this is part of the reason we at Lonza launched our own outreach project nine months ago to close the knowledge gap and combat misperceptions. The effort, which we’ve dubbed “Why Wood?,” aims to promote the advantages of this sustainable building material beyond the circle of industry insiders. Lonza

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 www.nawla.org.

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November 2017

is spreading the word to the rest of the world through print publications, social media resources, its customers, and even a video.

Why Wood? These written, visual, and online materials share a common objective: to demonstrate how treated wood is good for the environment and good for people. First and foremost, it is derived from a natural and abundant renewable resource that can be used time and time again. When detractors portray the wood products industry as a tree-killer, intimating that forests are stripped and left barren, they fail to mention that the trees are responsibly harvested from managed forest lands that operate on a continued cycle of growth. Different tracts are maintained at different phases of development, ensuring that each area is harvested at its optimal life stage to actually increase the overall productivity of the forest. When—after decades of cultivation and care—trees are eventually hewn, the soil is given a few months’ time to recover before new seeds are sown for future production. In fact, despite the fact that it owns just 15% of all forestland, the wood products industry accounts for more than 40% of the replanting that takes place—to the tune of approximately 3 million trees every single day. It’s no surprise, then, that there are more trees growing on U.S. forest land today than at any other time in the past 100-plus years! When you talk about the sustainability of treated wood, it’s also important to remember that every part of each harvested tree is used in totality—nothing is wasted, and nothing is funneled back out into the environment. With sawmills, manufacturers, and other interests all clamoring for a piece, the wood is made into lumber for

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A Special Series from North American Wholesale Lumber Association

residential and commercial construction, poles, pilings, mulch, paper products, and an endless list of other uses. That raises another important area of needed education about treated wood: the chemical process that infuses preservatives as a protection against termite damage and fungal decay, thus prolonging the life and furthering the natural resourcefulness of wood. Copper remains one of the primary ingredients in the preservation process. Just as copper is present in pennies and some medications, the other active ingredients also are found in the things we see and touch on a daily basis. They include propiconazole, which is used to protect fruits, nuts, and vegetables from fungi; tebuconazole, another fungicide that is commonly applied to flowers and shrubs; and water. The materials used to preserve wood are encountered in everyday life. All in all, properly treated wood has a benevolent impact on our world. Its footprint on the environment is superior to other building materials. Treated lumber requires less energy during the production process than steel, concrete, or composites—meaning its ultimate carbon footprint is smaller. It’s also lighter—and thus, less expensive—to transport. Wood is derived from a natural resource and is beneficial to humans through its sequestration of carbon. When a tree is cut at its peak and the wood is then preserved, carbon is captured in the wood and not allowed to escape—carbon that enters the environment contributes to the ozone problem, greenhouse gas emissions, and the like. Importantly, because of the way it is harvested, treated wood can be produced over and over so that future generations—our children, grandchildren, and great grandkids—will have access to and enjoyment of it as well. – Juliana Rumbaugh is marketing communications manager and Belinda Remley marketing communications specialist for Lonza (www.lonzawoodprotection.com).

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INFOGRAPHIC, part of Lonza’s “Why Wood?” campaign, helps promote the benefits of treated wood as a sustainable building material.

November 2017

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CanWel Buying Honsador CanWel Building Materials Group, Vancouver, B.C., has agreed to purchase 100% of Hawaii’s Honsador Building Products group of companies for $80 million in cash from Colorado-based Grey Mountain Partners. Founded in 1935, Honsador operates 14 facilities throughout Hawaii, including distribution yards, door shops, truss plants, and treating plants, plus a buying office in Portland, Or. It is the largest producer of pressure treated wood in Hawaii, with an annual capacity of 150 million bd. ft. The deal, set to close in fourth quarter 2017, will make Honsador an indirect wholly-owned subsidiary of CanWel and will combine Honsador’s operations with CanWel’s growing North American platform.

Potlatch Combining with Deltic Timber Potlatch Corp., Spokane, Wa., and Deltic Timber Corp., El Dorado, Ar., have entered into a definitive agreement to combine in an all-stock transaction and create a leading domestic timberland owner and top-tier lumber manufacturer.

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The combined company will be named PotlatchDeltic Corp. and its shares will trade on Nasdaq under the symbol PCH. Under the terms of the deal, which was unanimously approved by the boards of both companies and is set to close in the first half of 2018, Deltic stockholders will receive 1.8 common shares of Potlatch stock for each common share of Deltic that they own. Potlatch stockholders will own approximately 65% of the combined company, and Deltic stockholders will own 35%. The agreement also provides for Deltic to convert to a REIT structure. Once merged, it will operate eight wood products manufacturing facilities, including six lumber mills, one MDF plant, and one plywood mill. It will also own 2 million acres of timberland, including about 1.1 million acres in the South, 600,000 acres in Idaho, and 150,000 acres in Minnesota. Potlatch’s Mike Covey will continue as chairman and CEO, and Eric Cremers as president and COO. Deltic president/CEO John Enlow will become vice chairman and will lead the integration of the two businesses.

November 2017

The new board of directors will be comprised of eight directors from Potlatch and four from Deltic. The corporate headquarters will be in Spokane, with the southern operational headquarters in El Dorado.

SPI Fined After Accident Sierra Pacific Industries, Redding, Ca., is facing $112,000 in fines for seven safety violations following a fatal accident last April at its lumber mill in Aberdeen, Wa. Worker Andrew Ward, 41, fell to his death from a 17-foot-high platform to the concrete below. He had neared the edge of the platform to communicate with a crane operator. The Washington State Department of Labor & Industries found that a section of permanent yellow guardrail was removed from the platform and replaced with yellow caution tape— allowing a crane to move around equipment. Yet employees reportedly were not provided with fall protection, such as a harness, lanyard or tieoff point. Other citations concerned ineffective safety training, untrained crane personnel, and not following safety precautions. SPI is appealing the findings.

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November 2017

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VENDORS appeared reenergized at the reformatted 6,500-sq. ft. LBM booth.

Big LBM push at Do it Best fall market

INDUSTRY UPDATE was delivered in a more engaging fashion, including a Q&A with LBM heads (l-r) Joe Corah, Gary Nackers, and Todd Hixson.

Do it Best’s fall market—for years laser-focused on hardware—gave increasing attention to lumber and building materials. Most noticeably, the show, held Oct. 13-16 in Indianapolis, In., featured a fresh new 50-ft. by 130-ft. booth for LBM buying, in a new location and topped by Do it Best’s new “LBM: We Are the Total Solution” logo. “We tried to make it like a pro desk at a lumberyard,” said Jean Fahy, division manager of building material sales. “This new space brought new energy and bigger orders.” She said that LBM had been an

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underrepresented category at its May and October markets. But last year, the buying group decided to bulk up its focus. It reformatted its LBM Update into a more engaging luncheon, which was packed with participants. It featured a Q&A/panel discussion that covered lumber prices, the effects of the hurricanes, and hot LBM topics. Moderated by Fahy, it included Gary Nackers, VP of LBM; Todd Hixson, division manager-lumber & structural panel products; and Joe Corah, division manager-LBM purchasing. An LBM reception followed that evening.

November 2017

A top area that pro dealers said they needed help in was with staffing and training staff, so Do it Best announced the launch of a new LBM School, designed for entry-level and mid-level salespeople. Providing product knowledge and sales skills, the first three-day class will be held March 6-8 in Fort Wayne, In. It will be limited to 50 participants and is already more than half full. Response to the first session will influence the frequency of the classes. Do it Best is also considering an advanced edition of the program. All in all, the Do it Best’s fall show was unmistakably much more than hardware. “Pro dealers felt like it was a market for them,” said Fahy.

REGISTRATION is open–and filling up fast–for Do it Best’s new LBM School. Building-Products.com

DO IT BEST FALL MARKET Photos by The Merchant Magazine

DO IT BEST [1] mascot welcomed attendees to the wholesale buying groupâ&#x20AC;&#x2122;s fall market in Indianapolis. [2] Craig Kapp, Chad Dunwiddie. [3] Kent Enright, Staci Sprecher, Jake Buswell. [4] Richard Bergman. [5] Tim Pappas, Bryan Hoexum. [6] Kraig Berglund, Lauren Jepson, John Hinkle, Mary Price, Dale Minks. [7] Todd Hixson, Joe Corah, Gary Nackers, Jean Fahy. [8] Chris Martin, Dave Lawson, Thoms Kuhar. [9] Building-Products.com

Brad Seelig, Deb Maples, Alex Mead, Paul Court. [10] Jason Wehrun, Brad Jacobs, Mike Brad. [11] Eric Kjode, Perry Williams, Kyle Webb, Rick Fortunaso. [12] Jared Olson, Brian Diem, Jim Edwards-Toepel, Dan Anderson. [13] Tim Erni, Eric Knox, Mike Haynes. [14] Dawn Jauch, Lisa & John Finch, Sue Ridge. (More photos on next page) November 2017

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DO IT BEST FALL MARKET Photos by The Merchant Magazine

INDY SHOWGOERS at Do it Bestâ&#x20AC;&#x2122;s annual fall market (continued from previous page): [15] Bob Taylor, Rich Lynch. [16] Mike Caron, Gabe Arnold. [17] Sherman Griffith, Roy Deans. [18] Scott Dunn, Jordan Engelhard. [19] Josh Worth, Dave Gothard. [20] Bill Merlock, Bev Parish, Lane Draper. [21] Lloyd Sherwood, Elier Manuel. [22] Corey Wardle, Mark Stevenson, Greg Zabel. [23] David Parr, Chuck Lencheck, Roger

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November 2017

Riddle, Adam Reece. [24] Gene Fosnaugh, John Stembridge, Mark Sanacore. [25] Sean McPeak, Mannie Fisher. [26] Gene Fosnaugh, Drew Schasny. [27] Randy Monahan, Dan Bogner, Curtis Stewart. [28] Jessica Albert, Soren Schamberg, Liz Linsky. [29] Len Kasperski. [30] Noel Tucker, Ralph Garza, Kevin Nall. [31] Matt Lufkin, Brock Marlin, Brad Seelig, Johnathyn Truex. Building-Products.com

MOVERS & Shakers Brad Schneider has been appointed president of Bear Forest Products, Riverside, Ca. He succeeds Barry Schneider, who is now chief strategic officer. Linda Schneider continues as CFO. Derek Ramsey is a new Tyvek specialist for Northern California with OrePac Building Products, Sacramento, Ca. Zach Pesznecker is a new sales specialist for OrePac in Elk Grove, Ca. Dan Magno II, ex-BMC, has joined Builders FirstSource, Albuquerque, N.M., as sales product mgr. Joani Reimer is now a renewable resource sales association with Boise Cascade, Boise, Id. Heath Madsen, ex-RW Mountain West, has joined Boise Cascade as an account mgr. for Salt Lake City, Ut. Jeremy Rambeau, ex-Meek’s, has joined the outside sales team at Ashby Lumber, Concord, Ca. Brian Kelly, ex-Builders FirstSource, has been appointed general mgr. of Moore Lumber & Hardware, Castle Rock, Co.

Eric Leimsieder, ex-Golden State Lumber, has joined El & El Wood Products, Galt, Ca., in outside sales to Northern California. Jinxue Jiang is new to Eco Building Products, San Diego, Ca., as director of chemistry & technology. Michael Caputo, Laguna Hills, Ca., has joined Derby Building Products, as western regional sales mgr. Mitch Cox, ex-Principia Consulting and Trex, is new to Derby as senior VP of sales. Mark Wiseman, ex-BMD, is new to PrimeSource Building Products, as territory mgr. for Seattle, Wa. Bill Harless, ex-BlueLinx, has been named mgr. of PrimeSource’s Phoenix, Az., distribution center. Ted Downs, ex-Roseburg Forest Products, is now components plant mgr. at States Industries, Eugene, Or. Traci Smith is new to inside sales at Roseburg Forest Products, Springfield, Or. Nathan Trutner is now a hardware assistant with Golden State Lumber, Newark, Ca.

Forrest Batson is now group mgr. for Jeld-Wen, Rocklin, Ca. Brent Adair has been promoted to director of sales in Chandler, Az. Mark Pawlicki has launched MJP+ Associates Consulting, Bend, Or., following his retirement after 10 years as director of corporate affairs with Sierra Pacific Industries, Anderson, Ca. Brian Nostrant is now commerical territory mgr. in Missoula, Mt., for Sierra Pacific Windows. Greg Hawley is now CFO for MidColumbia Lumber, Culver, Or. Zak Porche is a new customer service rep at Parr Lumber Co., Beaverton, Or. Andrew Reed has been appointed CEO of U.S. Fence Solutions, Littleton, Co. Chris Hannon, ex-Milgard Windows & Doors, has been appointed director of financial planning & analysis with Northwest Hardwoods, Tacoma, Wa. Joe Nardi, Pacific Coast Building Products, Phoenix, Az., has been promoted to Arizona branch mgr.

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November 2017

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Stephanie Soltis has been named director of merchandising for Orchard Supply Hardware, San Jose, Ca. Alexander Brodkin, ex-HD Supply, has hired on at Cali Bamboo, San Diego, Ca., as a product mgr. Nicholas Grillo is a new lumber trader for U.S. Cedar, Sherwood, Or. Zach Zeise, ex-Valspar, is now a supply chain specialist with Hampton Lumber, Portland, Or. Jonathan Sanders is now with Simpson Strong-Tie, Seattle, Wa., as a national accounts retail sales rep. Anthony Scales has rejoined Milgard Windows & Doors, as regional sales mgr. for Portland, Or. Skip McDonald, ex-Pacific Architectural Millwork, has been named VP of Window Crafters Inc., Costa Mesa, Ca. John Noyce, Anchorage, Ak., is now key account mgr. for Alaska with Stanley Black & Decker. Javier Villegas, ex-J&M Windows, is new to window & door sales at Argonaut Window & Door, Cupertino, Ca. Bob Hourigan, ex-Besse Forest Products, is now Roseburg, Or.based regional sales rep for James Hardie Building Products. Bridget Pederson has joined Mendocino Forest Products, Santa Rosa, Ca., as vice president of human resources. Christina Trujillo, ex-Allied Building Products, has moved to outside sales at SPEC Building Materials, Denver, Co. Drew Johnson is now Boise, Id., territory sales mgr. with PABCO Roofing Products. Jessica Prchlik, ex-Therma-Tru, has joined Trex Co., Winchester, Va., as brand mgr. Dean DeCraene is new to sales with Delta Cedar Specialties, Delta, B.C. Joe Cowan, president/CEO, Epicor Software Corp., Austin, Tx., has retired. Stephen Murphy is now CEO. Travis Sims, ex-Acme Construction Supply, has moved to Henry Co., as western states regional mgr. BES. Stacy Sanchez is a new recruiter for Stimson Lumber Co., Portland, Or. Sue Yu has joined the legal staff at Mungus-Fungus Forest Products, Climax, Nv., according to coowners Hugh Mungus and Freddy Fungus. Building-Products.com

November 2017

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More Domestic CLT Plants in the Works Mass timber products continue inching toward mass production, with several cross-laminated timber facilities recently breaking ground. Katerra, Menlo Park, Ca., is building a 250,000-sq. ft. plant on 29 acres in Spokane Valley, Wa., to begin production next year. Anticipated to employ at least 150 workers, it will manufacture CLT and glulam. “CLT is perfect for Katerra in that it’s a material that creates beautiful spaces, is designed for manufacturing, and is sustainable all at the same time,” said Michael Marks, chairman and co-founder. “This material represents a great opportunity to create new value within the construction industry and will be central to many of the projects we’ll be designing and building. We are ready to help bring mass timber to the mainstream of U.S. construction.” Founded in 2015, Katerra recently opened a facility in Arizona to produce fully built components, such as doors, walls, cabinets and countertops. SmartLam Technologies Group, Columbia Falls, Mt., reportedly the

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SMARTLAM produced the first CLT in the U.S., shown here being installed in an elevator shaft, and will soon relocate to a larger site to quadruple production. (Photo by SmartLam)

country’s first CLT producer, plans to relocate its production and headquarters to the former Weyerhaeuser sawmill complex in Columbia Falls by the end of the year. The larger property will allow SmartLam to add a new “state-of-theart equipment line,” quadruple production, and develop additional types of

November 2017

engineered wood products. Over 75 new employees will also be added by the end of 2019. On the other side of the country, International Beams, Sarasota, Fl., will introduce the first CLT plant in the East, inside a 227,000-sq. ft. facility in Dothan, Al. Production is expected to begin in the spring of 2018.

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Oakland Ace Spruced Up Laurel Ace Hardware, Oakland, Ca., celebrated its recent refresh with a grand opening Oct. 21. Owners Michelle and Jeff Leopold and partner Troy Welch bought the 96-year-old store in April and made a point to remodel the location. Changes included expanding rows to allow for more merchandise, and adding four cash registers to make checkout lines move quicker and a dedicated help desk at the back of the store. The Leopolds also own Marin Ace, San Rafael, Ca., and Standard 5&10 Ace, San Francisco, Ca.

With Cascadia decking, the unsurpassed natural beauty of Western Red Cedar is matched with Terminal Forest Products’ renowned manufacturing quality. This creates a product that is beautiful, functional, and eco-friendly. Cascadia decking is made from a 100% renewable and sustainable North American resource unlike PVC and composite decking, which is largely made from non-renewable petroleum products. Third-party life cycle analysis clearly shows WRC decking as the best environmental choice for decking: WRC significantly outperforms sustitute products in every environmental measure.

Home Depot Beefs Up Commitment to Green Home Depot is increasing its protection of “high conservation value forests” and tropical “intact forest landscapes” by not accepting any wood products from the Amazon and Congo basins, unless it is Forest Stewardship Council certified. The chain has given preference to FSC-certified wood products since 1999, and currently less than 1% of its wood products come from the Amazon or Congo. The announcement was part of a new environmental push by the firm, which also included expanding its Eco Options program and strengthening its chemical oversight practices in five product categories (paint, carpet, vinyl and laminate flooring, insulation). “We recognize the role we play in the value chain for home improvement products, especially lumber and manufactured goods,” said Ron Jarvis, VP of environmental innovation. “We believe that better transparency is the key to retailers and consumers making better purchasing decisions that will improve our industry’s long-term environmental impact.”

Big Builder Honors Suppliers Simpson Strong-Tie, Pleasanton, Ca., has earned the highest award—an “A” ranking for quality and service— for the 7th consecutive year from David Weekley Homes, the U.S.’s largest privately held home builder. Other Partners of Choice award winners included Johns Manville (4th straight year), Boise Cascade EWP (3rd straight year), Dow, DuPont/ Tyvek, GAF, Hart Lumber, James Hardie, LP and Seybro Door. Strong-Tie is one of only two companies to be honored for all 13 years since the program began. Building-Products.com

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MANAGEMENT Tips By Jan Makela

5 pillars to success as a manager Make decisions based on productivity. By keeping your eye on the goal and having your people similarly focused, everyone will understand why certain decisions are made and can buy in. If disagreements occur in discussions they are welcomed because they are focused on achieving a better outcome toward the end objective. When disagreements do occur, be sure to ask what the ultimate goal is.

organization exist, and why should anyone care? Organizations exist to perform—period. Be for-profit or nonprofit, they all exist to do something, make a product, or supply a service. Today, many employers say they’re having trouble retaining their younger employees—specifically Millennials. At 82 million strong, Millennials are the workforce of the future. Studies have shown they want to work where they can make a difference and contribute to something bigger than themselves. It’s imperative to realize that the people in your organization—especially young people—are the fuel to your long-term success, and the one person who affects that outcome more than any other is the frontline manager. Fortunately, there are five defined pillars of success that managers can rely on to help them succeed in their aim to boost employee retention. HY DOES YOUR

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Engage employees with a compelling vision of what is expected, and provide the mission to achieve that vision. Why? What’s in it for the employee to want to achieve for you? People respond when they are doing or contributing to something bigger than themselves. When national crises such as earthquakes or hurricanes occur, people are driven to volunteer not because they have to, but because they want to. Your vision and the culture you create are the reasons you exist. Tell your people that without them doing what they do you wouldn’t achieve the results that you desire. The way employees view a job and its role in their life is evolving. Employees don’t just come to work for a paycheck. They seek a purpose, the opportunity to do what they do best every day, and to lead a life they desire for their families and themselves.

November 2017

Motivate every team member to take action. People are more likely to take action if they know what is expected of them. When expectations are clearly defined, employees are less likely to disappoint their manager or their peers. Employees will work together without your direction or approval when they all know what is expected and have bought into achieving the desired results. Most people are going to live up or down to their perception of the expectations of them. If your people don’t know what is expected, don’t be surprised by what you get. Have the assertiveness to drive outcomes. Are you more concerned with the process or the outcome? Managers are in place to strive for positive outcomes. Employees may find ways to produce an outcome that the manager never thought of. Provide employees the freedom to experiment and try new ways of doing things. Keep progress results in front of the employees. If they do not see the Building-Products.com

progress they are making as a team, they will lose interest over time and productivity will wain. When your staff see that their work is making a difference they will continue to contribute. If you avoid providing appropriate feedback on your employees’ progress, you’ll immediate notice a decline in the contributions of team members. Remember, feedback is the breakfast of champions—be generous with your thoughts and expectations. Create a culture that you want. Culture impacts every aspect of how you get things done, from hiring and developing the talents of the employees to customer service. Define your desired culture and then take it from words to actions. If you don’t like the culture you currently have or the results that you are currently obtaining, you are the only person who can change it. Your actions have to mirror what you desire. Do you allow the negative behavior to go unchallenged? Realize negative behavior brings down all your good employees. Your employees are watching and if they see you doing nothing, your lack of action has sent a powerful message. You don’t care! Employees are not going to care if the manager doesn’t care. When employees know that the manager truly cares about them as a people, they will walk through fire for the manager. When people believe the manager doesn’t care the employees will let the manager walk off a cliff. This caring gets to the heart of employee engagement. By creating a workplace where people want to come to work instead because they have to come to work managers will see positive changes. Most people don’t wake up in the morning and say, “I think I will do a bad job today.”

Help them achieve the results necessary for the organization, but in a way that each and every employee’s contribution is recognized and appreciated. – Jan Makela is an executive coach, speaker and best-selling author of Cracking the Code to Success and Be the Manager People Won’t Leave. For more information, visit www.strengthbasedleadership.net.

Forest2Market Rolls Out New Business Intelligence Platform Forest2Market, Charlotte, N.C., has launched a new technology-enabled business intelligence platform, with additional modules and supplemental data to be released in phases over the coming weeks. SilvaStat360 is a customizable digital environment that provides customers with the on-demand data that is most important to them. Going forward, F2M will deliver all of its products and services on SilvaStat360; subscribers will no longer need to visit multiple websites to query and download the datasets. The new platform includes all of the best features, security and confidentiality of F2M’s legacy reports, plus more robust analytics for today’s global business environment. “If a subscriber wants to see additional analytics, or to view the data in an alternative way, he or she requests a brief consultation with one of our sales representatives and a developer,” said Pete Coutu, vice president of sales.

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November 2017

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IN Memoriam Gary Brooks Johnson, 86, retired co-owner of Johnson Lumber, Kingsburg, Ca., died Oct. 3. After graduating from UC Berkeley in 1951, he returned to the family business, Citizens Lumber. He succeeded his father as manager in 1962. In 1974, he became part-owner with his brother Don, mother Helen, and Mayre Hall, and renamed the business became Johnson Lumber. He was also a partner in Dinuba Lumber, Dinuba, Ca. He retired in 1988. Richard K. “Dick” Barnes, 70, longtime Pacific Northwest lumberman, died Sept. 9.

He entered the lumber industry after graduating from Oregon State University in 1968. He was a partner in All-State Forest Products, Pendleton, Or., in the 1980s; a trader for Maywood-Anderson Forest Products, Eugene, Or.; and was among the Maywood-Anderson team that opened a Eugene office for Silvaris/ LowGradeLumber in 2010. He retired in 2012. Nick M. Guho, 96, and Mark John Guho, 94, co-founders of Cudahy Building Materials, Cudahy, Ca., recently passed away less than two months apart. They both graduated from Loyola University and served overseas in the U.S. Army during World War II. After Nick completed his service at the end

of 1945 and Mark graduated in 1948, each joined their father’s construction company, Guho Corp., Los Angeles, Ca. In 1957, the brothers launched Cudahy Building Materials. Nick died June 4, and Mark passed on Aug. 2. Guho Corp. is currently based in Eagle, Id., under the fourth generation of Guhos. Charles W. “Chuck” Sones, 92, former financial officer for building material firms in Southern California, passed away Aug. 20. After serving in the U.S. Army during World War II and graduating from the University of Iowa, he worked first for U.S. Gypsum, before retiring from Southern Distributors in 1998 as controller/treasurer. William “Bill” Swanson, 65, who spent nearly 40 years with Capitol Hardware, Santa Barbara, Ca., before retiring last year, died Oct. 1 after a brief fight with ALS. Chantal Canopii, 60, a minority co-owner of Swanson Group Manufacturing, Glendale, Or., was killed Oct. 1 in a private plane crash in a remote Klamath County forest. Also lost was the pilot, her 54-yearold husband Juan Canopii, who had received his private single-engine license last December. The couple was flying from Klamath Falls to Medford for a wedding, when reportedly the craft experienced engine trouble. The accident remains under investigation. Chantal’s father helped launch Swanson Group progenitor Superior Lumber Co.

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November 2017

Building-Products.com

A perfect day for Shasta golf

SHASTA Lumbermen’s 54th annual invitational golf tournament took place Sept. 15 at Riverview Golf & Country Club, Redding, Ca. A breakfast buffet kicked off the shotgun-start game and guests were able to enjoy drinks and barbecue afterwards, which included an awards ceremony. Beautiful weather and a positive industry outlook make it easy for players to network and catch up with fellow industry comrades. Forty golfers broke into 10 foursomes to compete.

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November 2017

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Milwaukee Tool has introduced its newest Hackzall one-handed reciprocating saw—the first brushless, 18v one-handed recip saw on the market. Combining the power of M18 FUEL with a compact and ergonomic design, the saw delivers up to three times faster cutting in key plumbing, electrical and remodeling applications.

Klein Tools’ two newest storage products help increase organization for any LBM professional. The Tradesman Pro Wide-Open Tool Bag is a large, durable bag that’s only wide at the top, but also stays open for easy, unobstructed tool access. Smaller, but still tough, are the Stand-Up Zipper Bags, which remain standing while open to help find small pieces and parts.

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Hi-borÂŽ brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.

FireProÂŽ brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.

Advance GuardÂŽ borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

Smooth & Shiny Finishes Valspar Acrylicoat is a cost-effective, acrylic coating with a propriety resin system developed by Sherwin-Williams Coil and Extrusion Coatings. The new coating delivers a smooth, glass-like finish and an extremely hard surface on extruded-aluminum architectural products. Regardless of the color, its high-solids formulation results in enhanced coverage that yields more square footage coated per gallon.

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%JLF 3PBE t 3BJOJFS 03 t 'BY * See product warranty for details. Hi-borÂŽ, FireProÂŽ and Advance GuardÂŽ treated wood products are produced by independently owned and operated wood treating facilities. Hi-borÂŽ, FireProÂŽ and Advance GuardÂŽ are registered trademarks of Koppers, Inc. ÂŠ10/2014

November 2017

The Merchant Magazine

JLC Live Booth #401

Level it Out Dependable, LLC has launched Skimflow LBC, a gypsum-based self-leveling underlayment designed for use directly over wood. The product is reinforced with fibers for superior performance over flexible substrates and may be poured directly over wood without mechanical reinforcement to provide a quick dry, smooth surface for approved floor coverings.

n WWW.KEENEBUILDING.COM (877) 514-5336

Letting you make all the noise. BECK Fastener Group速, SubLoc速, SCRAIL速 and FASCO America速 are registered trademarks of the BECK Fastener Group.

Sliding Glass Door Hardware

Master Distributor:

FASCO America Inc. 800-239-8665 | www.fascoamerica.com

The Merchant Magazine

November 2017

To ensure hefty glass barn doors are as easy to operate as they are to enjoy, Johnson Hardware introduced new wall mount sliding glass door hardware. Ruggedly built, the new 200WG hardware can accept 1/2-in. glass door panels of up to 400 lbs. and up to 4 ft. wide. Available in track lengths from 4 ft. to 16 ft., it has a precision-extruded aluminum I-beam track, and extruded aluminum mounting brackets that can be positioned along the track for anchoring into wall studs. Four-wheel ball-bearing hangers carry heavy doors smoothly along the track. Removable hanger plates simplify door installation and removal.

n JOHNSONHARDWARE.COM (800) 837-5664

Building-Products.com

Dimensionally Stable Panels Tricoya Technologiesâ&#x20AC;&#x2122; Tricoya is made from wood fibers that have gone through a modification process called acetylation, similar to Accoya modified wood, that alters the cell structure of the wood rendering it more dimensionally stable. Like Accoya wood, Tricoya MDF panels are an unrecognizable food source for insects and prevents fungal decay. Offering a 50-year warranty, the panels can be used for doorskins, trim, fascia and soffit panels, and more.

Skilsawâ&#x20AC;&#x2122;s new 10-inch Heavy Duty Worm Drive Table Saw is equipped with a legendary worm drive power train for maximum torque, and a patented Dual-Field motor that runs cool, enabling it to work harder longer, increasing jobsite productivity. The saw features a 3-5/8-in. depth of cut that rips through sheet goods and cross cuts 4x with ease and accuracy, as well as a 30-1/2-inch rip capacity.

n TRICOYA.COM

n SKILSAW.COM

(972) 233-6565

Building-Products.com

Worm Drive Table Saw

(877) 754-5999

November 2017

The Merchant Magazine

The Need for Speed

Brushed Aluminum

The Bosch Max FlexiClick 5in-1 drill/driver saves contractors time, while delivering high quality drilling and driving. The compact 12-volt tool has four pro-grade attachments: a 3/8” keyless chuck, locking bit holder, right angle attachment, and offset angle attachment. They offer easy adjustment for screw driving, drilling, right angle drilling/driving, and offset driving close to edges.

Linetec’s newest addition—a proprietary brushed stainless finish—enhances and protects a range of architectural aluminum products. The finish emulates a clean, bright surface that architects and specifiers look for in stainless steel. It creates a similar look on aluminum offering a more cost effective, lightweight option. The product can be used for windows, doors and railing.

Honeywell’s Miller Falcon Edge SRL series of self-retracting lifelines are made to protect workers against serious injury if their lifeline becomes severed by a sharp edge during a fall. The device protects workers who are tying off at foot level or working near sharp edges by ensuring the lifeline remains intact after a fall.

n BOSCHTOOLS.COM

n LINETEC.COM

n HONEYWELL.COM

(877) 267-2499

(715) 843-4100

Ultimate Lifeline

(877) 841-2840

TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

www.fontanawholesalelumber.com

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Shasta Lake City, CA 530.276.7197

San Francisco, CA 415.859.5544

www.geminiforest.com

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Industrial and Treated Lumber Specialists n

November 2017

Building-Products.com

Wholesaler Mount Storm brings customers together Mount Storm Forest Products, Windsor, Ca., a regional wholesale distributor of quality hardwood lumber, plywood and softwood lumber, hosted its 25th annual open house Sept. 14-15. The event offered ample opportunity for customers to network and get an update on Mount Stormâ&#x20AC;&#x2122;s facility. The company has a 3,000-sq. ft. showroom, which features many informative displays and stocks an inventory of hardware, including hinges, drawer slides and specialty

tools related to the woodworking industry. Vendors set up displays throughout the warehouse, answering questions and providing guests with information on their latest products and services. OPEN HOUSE allowed customers and guests to [1] tour inside Mount Stormâ&#x20AC;&#x2122;s operations and [2] network with industry friends and associates through dinner. Vendors on hand included [3] Thermory, [4] Murphy Co., and [5] Titeboard.

SPECIALTY WOODWORKING: On display was some unique carpentry and other kinds of vintage decor. Building-Products.com

November 2017

The Merchant Magazine

SoCal club hauls in new members

SOUTHERN CALIFORNIA Hoo-Hoo Club #117 inducted nine new members Oct. 18 in Anaheim Hills, Ca. [1] As always, the club made a point to thank its sponsors. [2] Joe Lozano, Louie Mendez, Brian Callaway. [3] Steve Mitchell, Christian Couwenberg. [4] Edwardo Aguilar, Betsy Bendix, Jose Jimenez. [5] Bob Kautz, Bill Sullivan. [6] Mark Huff, Rick Deen. [7] Scott Fisher, Shawn Knight. [8] Alan Arbiso. [9] Rob Keyes, Freddie Martinez. [10] Byron Gradinger. [11] Michael Nicholson, Stephanie Ornelas. [12] Edwardo Aguilar, Danny Sosa. [13] Jose Jimenez, Danny

The Merchant Magazine

November 2017

Andrea. [14] Michael Nicholson, David Tate. [15] Chris Huntington, Mark Garcia. [16] Mark Huff, John Assman. [17] Steve Mitchell, Stephanie Richardson, Doug Willis, Dan Lucero, Christian Couwenberg. [18] Michael Ochoa, Dan Lucero. [19] John Assman, John Pasqualetto. The club initiated nine members: Joshua Coyne, Juan Guzman, Scott Fisher, Jonathan Shelton, Stephanie Ornelas, Christian Couwenberg, Michael Ochoa, Ryan Mitchell, Freddie Martinez.

Building-Products.com

ASSOCIATION Update West Coast Lumber & Building Material Association is reaching out to community members and those in the industry who have suffered losses from the recent California fires. The association has formed a shortterm pass-through process to get direct financial aid to those with immediate needs. According to reports, it appears that roughly 30 to 50 lumber-affiliated people lost homes or suffered significant damage. The funds will be used for food, temporary housing and basic necessities of life, and WCLBMA is working with the management of its LBM members to determine which of their employees need extra help now. The association wants to let members know if they want to help, to send a check payable to WCLBMA and mark on it “Lumber Helping Lumber.” In addition, industry members are encouraged to pass along the information of anyone in the lumber industry suffering a loss from the fires, to WCLBMA so it can determine if they can help. For additional questions call (800) 266-4344 or email kend@lumberassociation.org.

Industry Summit in Phoenix, Az. New chair is Rick Lierz, president and CEO, Franklin Building Supply, Boise, Id., who replaces outgoing chair George Lester II, chair and CEO, The Lester Group, Martinsville, Va. Lierz and Lester are joined on the 2017-2018 executive committee by chair-elect Bob Sanford, Sanford & Hawley, Unionville, Ct.; 1st vice chair Michael Cassidy, Kodiak Building Partners, Denver, Co.; treasurer Scott Engquist, Engquist Lumber, Harcourt, Ia.; Manufacturers & Services Council chair Clarence Wilkerson, Weyer-

haeuser, Federal Way, Wa.; Federated Association Executive chair Cody Nuernberg, Northwestern Lumber Association; and president/CEO Jonathan Paine, NLBMDA. During the event, the Chairman’s Award was presented to Paul Hylbert, chairman of Kodiak Building Partners. Due to the effects of Hurricane Irma, the American Wood Protection Association has rescheduled its 2017 fall technical committee meetings to Dec. 12-16 at the Margaritaville Key West Resort, Key West, Fl.

Mountain States Lumber & Building Material Dealers Association is raising money for Project Healing Waters at its upcoming Brewfest Nov. 9 at Mile High Station, Denver, Co. This year’s silent auction aims to out-raise last year’s nearly $60,000. Proceeds will benefit returning veterans who suffer from PTSD, helping them adjust to civilian life through fly fishing, nature and support groups. Western Building Material Association will host a Women in Lumber Leadership conference Nov. 9-10 at Tulalip Casino Resort, Marysville, Wa. Attendees will learn how to handle challenges women may face in a primarily male-dominant industry, how to effectively engage in conflict and healthy collaboration, and effective communication strategies. The conference begins immediately following WBMA’s annual convention Nov. 7-9 at Tulalip.

* ROUGH TIMBERS * UTILITY POLES * PRESSURE TREATED LUMBER FIRE RETARDANT TREATED * LUMBER AND PLYWOOD

National Lumber & Building Material Dealers Association elected its new leadership team Oct. 17 at the Building-Products.com

November 2017

The Merchant Magazine

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 â&#x20AC;&#x153;camera-readyâ&#x20AC;? (advertiser sets type), $65 if we set type. Send ad to david@building-products.com. Make checks payable to 526 Media Group, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

CAPITAL LUMBER is looking for a selfmotivated, multi-tasking and detail-oriented individual to join our Southern California team as a Product Manager. This individual will manage/buy multiple products, manage inventory, and work closely with the sales team. We offer competitive salary, bonus and benefits. Experience in lumber/specialty building products required. Those interested in applying should send resume to careers@capital-lumber.com.

SACRAMENTO AREA retail lumberyard looking for self-motivated inside and outside salespeople of building materials, including framing and deck packages. Wayside Lumber, Rancho Cordova, Ca. Send resume to kevin@waysidelumber.com.

ADVERTISERS Index

Norman Distribution Inc. [www.normandist.com]

All-Coast Forest Products [www.all-coast.com]

North American Wholesale Lumber Assn. [www.nawla.org]

Allura [www.allurausa.com]

Orgill [www.orgill.com]

Atlantis Rail Systems [www.altlantisrail.com]

Pacific WoodTech [www.pacificwoodtech.com]

California Cascade Industries [www.californiacascade.com] 46

Pelican Bay Forest Products [www.pelicanbayfp.com]

DassoXTR [www.dassoxtr.com]

Quality Borate Co. [www.qualityborate.com]

Deckorators [www. deckorators.com]

Redwood Empire [www.redwoodemp.com]

Fasco America [www.fascoamerica.com]

Roseburg Forest Products [www.roseburg.com]

Fontana Wholesale Lumber [fontanawholesalelumber.com] 52

Royal Pacific Industries

Gemini Forest Products [www.geminiforest.com]

Simpson Strong-Tie [www.strongtie.com]

Huff Lumber [www.hufflumber.net]

Siskiyou Forest Products [www.siskiyouforestproducts.com] 41

International Beams [www.internationalbeams.com]

Cover IV

J.H. Baxter [www.jhbaxter.com]

Jones Wholesale Lumber [www.joneswholesale.com]

42, 51

Superior Wood Treating [www.superiorwoodtreating.com]

Swanson Group Sales Co. [www.swansongroupinc.com]

Taiga Building Products [www.taigabuilding.com]

King Salmon Lodge [www.kingsalmonlodge.com]

Thunderbolt Wood Treating [thunderboltwoodtreating.com] 45

Keller Lumber Co. [www.kellerlumbercompany.com]

Universal Forest Products [www.ufpedge.com]

9, Cover III

Koppers Performance Chemicals [www.kopperspc.com] Cover I

Utah Wood Preserving Co. [www.utahtreatedwood.com]

Lonza [www.wolmanizedwood.com]

Versatex [www.versatex.com]

Norbord [www.norbord.com]

Viance [www.treatedwood.com]

The Merchant Magazine

November 2017

Cover II Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. North American Wholesale Lumber Association – Nov. 8-10, Traders Market, Chicago, Il.; (800) 527-8258; www.nawla.org. Structural Insulated Panel Association – Nov. 8-10, convention & expo, Boston Convention & Exposition Center, Boston, Ma.; (253) 858-7472; www.sips.org. Mountain States Lumber & Building Material Dealers Assn. – Nov. 9, brewfest, Mile High Station, Denver, Co.; (303) 793-0859; www.mslbmda.org. Western Building Material Association – Nov. 9-10, Women in Leadership conference, Tulalip Resort, Marysville, Wa.; (360) 9433054; www.wbma.org. Epicor – Nov. 14-16, LBM users conference, Rosen Shingle Creek Resort, Orlando, Fl.; www.epicor.com. Tacoma-Olympia Hoo-Hoo Club – Nov. 15, board meeting, Tacoma, Wa.; (253) 531-1834. Building Industry Show – Nov. 15-16, OC Fair & Event Center, Costa Mesa, Ca.; www.buildingindustryshow.com. Portland Wholesale Lumber Association – Dec. 1, holiday lunch, Portland, Or.; www.portlandwholesalelumberassociation.org. Construction Super Conference – Dec. 4-6, The Encore at Wynn, Las Vegas, Nv.; www.constructionsuperconference.com. Tacoma-Olympia Hoo-Hoo Club – Dec. 5, holiday party, Oakbrook Golf Course, Lakewood, Wa.; (253) 531-1834. West Coast Lumber & Building Material Association – Dec. 7, 2nd Growth holiday meeting, Embassy Suites, Brea, Ca.; Dec. 8, holiday golf tournament, Coyote Hills Golf Course, Fullerton Ca.; (916) 235-7490; wwwlumberassociation.org.

American Wood Protection Association – Dec. 12-16, fall technical committee meetings, Margaritaville Resort, Key West, Fl.; www.awpa.com. Southern California Hoo-Hoo Club – Dec. 13, meeting, Anaheim Hills Golf Course, Anaheim Hills, Ca.; (323) 559-1958; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – Dec. 20, board meeting, Tacoma, Wa.; (253) 531-1834. Colorado Springs Home Building & Remodeling Show – Jan. 5-7, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 3746463; www.homeshowcenter.com. Northwest Remodeling Expo – Jan. 5-7, Washington State Convention Center, Seattle, Wa.; www.homeshowcenter.com; (800) 374-6463. San Diego Spring Home Show – Jan. 5-7, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com. International Builders' Show – Jan. 9-11, sponsored by National Association of Home Builders, Orange County Convention Center, Orlando, Fl.; www.buildersshow.com. Los Angeles Hardwood Lumberman’s Club – Jan. 11, meeting, Heroes Bar & Grill, Fullerton, Ca.; bolumber@sbcglobal.net; (714) 738-4356. Tacoma-Olympia Hoo-Hoo – Jan. 17, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Do it Best – Jan. 18-19, winter conference, San Diego, Ca.; (260) 748-5300; www.doitbestcorp.com. Western Forestry & Conservation Association – Jan. 24-25, annual conference, Heathman Lodge, Vancouver, Wa.; (202) 872-0885; www.westernforestry.org. Humboldt Hoo-Hoo Club – Jan. 25, crab feed, Elks Lodge, Eureka, Ca.; (707) 601-9128.

A favored destination for lumbermen • Ranger-guided safaris to view the epic scenery and wildlife

Located on Southwest Alaska’s renowned Naknek River, the King Salmon Lodge is the dream destination for your next company retreat. We offer gourmet dining and cocktails, world-class fishing, bear viewing, and outdoor adventure trips. Enjoy:

• A/V equipment for conferences • Group rates, including whole lodge packages (18 to 36 guests). With 18 modern rooms with private baths, two suites, and 10 cabins, The King Salmon Lodge is just 1.5 miles from the King Salmon Airport, served by major airlines from Anchorage.

• Fully-guided fishing on the river, bursting with salmon, trophy rainbows, arctic char, grayling and northern pike, plus float planes to remote rivers, lakes and streams. • Easy access to nearby Katmai National Park, haven of brown bears

Building-Products.com

907-246-8643 • 707-489-0155

kingsalmonlodge.com

Let us be the personal concierge for your next company event.

November 2017

The Merchant Magazine

FLASHBack 80 Years Ago This Month

ighty years ago this month, products now considered building mainstays were just appearing for the first time in the pages of The California Lumber Merchant. Among the breaking stories in the November 1937 issue: • Celotex Corp. started up production on the first of a series of new products at its recently acquired and refurbished plant in Metuchen, N.J. The first product, a versatile commercial underlayment called Celotex Traffic Top, could be used for waterproofing, sound-deadening, and shock-absorbing beneath wood block flooring in factories, offices and railroad stations. Although the building was largest structure in town, Celotex would expand it throughout the 1940s to accommodate production of flooring, insulation, plasterboard and other new products. Celotex purchased the plant the previous summer from asphlat roofing manufacturer R.J. Scott & Co. It had originally been built by Empire Floor & Wall Tile in 1918. • CertainTeed introduced a host of new laminated MDF products, including curved and colored boards. Part of their Beaver Board wallboard line, they included factory-processed, half-circle-shaped sections called Bent Board and Colo Board, featuring a different color on each side. The 4x8 sheets came in four color combinations: ivory and white, green and gray, blue and

NOVEMBER 1937 cover depicted the expanded new 17,000-sq. ft. San Francisco home of Maris Plywood Corp. It had outgrown its facility across from the Southern Pacific rail station.

orange, and brown and yellow. The colors were integral, rather than painted on, as well as commercially sunfast and cleanable. Colo Bent Board was also offered that was both colored and curved. CertainTeed had purchased the bankrupt Beaver Board Co. in the 1920s and continued to produce fiberboard under the Beaver Board brand until the early 1940s. In 1955, the manufacturing plant in Upstate New York was sold to Upson Co., which for a time revived the Beaver Board name. • The two largest U.S. producers of stained shingles, the Creo-Dipt Co., North Tonowanda, N.Y., and the Weatherbest Co., also of North Tonowanda, merged. Creo-Dipt absorbed the shingle and stain business of Weatherbest, but continued Weatherbest as a separate division and brand. Both companies were founded in the same town in the 1920s. In 1950, Creo-Dipt would be renamed Olympic Stain Products, which in 1989 was acquired by PPG. • The steamship Redwood, owned by the Hammond Lumber Co., San Francisco, became the first commercial vessel to enter the new Port of Redwood City, Ca. As the shipped dropped its cargo destined for San Francisco Peninsula and Santa Clara Valley yards, the town’s mayor remarked that the steamer was actually reversing operations begun there 84 years earlier, when so much timber had been logged from the hills behind Redwood City and then shipped out to San Francisco.

PALCO in the 1930s and 1940s marketed a “Picket Pack” that included enough redwood pickets to build from 6 to 18 ft. of fence, depending on width and spacing.

The Merchant Magazine

November 2017

• Alfred Bell Jr., sales manager for Hammond Redwood Co.’s Samoa, Ca., mill for the past two years, began a nine-month tour of the mega-company’s sales operations in the Midwest, East and South. Bell, the stepson of president L.C. Hammond, entered the lumber business fours earlier after attending Harvard. He would later return to the home office, on his rise up the corporate ranks. In the 1950s, he would become president of Hobbs Wall Lumber, San Francisco, and—as a side diversion—purchase The California Lumber Merchant from founder Jack Dionne. Bell then would entrust the magazine to David Cutler in the 1960s. Building-Products.com

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