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NOVEMBER 2019

Magazine

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

OUTDOOR LIVING SPECIAL ISSUE • EWP • TREATED WOOD SALES TRAINING

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provide easy access to the Alaskan, Hawaiian and Pacific Rim markets. Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

Best Value. Superior Quality. Environmentally Responsible. 253-863-8191 800-472-7714 westernwoodpreserving.com NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. CCA pressure treated wood products are treated with Chromated Copper Arsenate. NatureWood, Advance Guard, FlamePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. NatureWood®, Advance Guard®, and FlamePro® are registered trademarks of Koppers Performance Chemicals Inc. © 10/2019

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CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2019 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice. Volume 98 • Number 11

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CONTENTS

November 2019 Volume 98 n Number 11

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

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Features

10 OUTDOOR LIVING 2020

12 PRODUCT SPOTLIGHT

FENCING FOR SOUND MINIMIZATION

14 INDUSTRY TRENDS

DECKING RETAILER DRIVES INNOVATION USING AUTO INDUSTRY TECHNOLOGY OPTIMIZE VIEWS WITH CABLE RAILING

MERCHANT

NOVEMBER 2019

Magazine

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

OUTDOOR LIVING SPECIAL ISSUE • EWP • TREATED WOOD SALES TRAINING

253-863-8191 800-472-7714 westernwoodpreserving.com NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. CCA pressure treated wood products are treated with Chromated Copper Arsenate. NatureWood, Advance Guard, FlamePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. NatureWood®, Advance Guard®, and FlamePro® are registered trademarks of Koppers Performance Chemicals Inc. © 10/2019

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

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8 ACROSS THE BOARD 22 COMPETITIVE INTELLIGENCE 24 OLSEN ON SALES 26 THE REVENUE GROWTH HABIT 36 MOVERS & SHAKERS 38 SELLING WITH KAHLE

20 INDUSTRY TRENDS

40 NEW PRODUCTS

34 THINKING AHEAD

60 ASSOCIATION UPDATE

TREATED WOOD TRAINING AMPLIFIED WHAT’S ON THE HORIZON FOR EWP?

46 EVENT RECAP

BC WOOD GLOBAL BUYERS MISSION

50 PHOTO RECAP

NAWLA TRADERS MARKET IN SAN ANTONIO

The Ofﬁcial Publication of

18 MARGIN BUILDERS

KEYS TO EARNING THE CORNER OFFICE

Best Value. Superior Quality. Environmentally Responsible.

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Departments

16 PRODUCT SPOTLIGHT The

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Feature Story GET ON BOARD EARLY WITH THE HOTTEST TRENDS IN DECKING, RAILING & FENCING FOR THE COMING YEAR.

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59 DATE BOOK 60 IN MEMORIAM 61 ADVERTISERS INDEX 62 FLASHBACK

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November 2019

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ACROSS the Board By Patrick Adams

Be careful what you ask for s I finally walked up to our front door at about 10:30 on Friday night returning from my eleventh trip in as many weeks, my wife opened the front door with that smile I fell in love with. She simply said, “Tired?” I just smiled and with that sparkle in her eye, she responded, “Be careful what you ask for, honey, you just might get it.” Indeed, that says it all. As you may know, we recently acquired another company. Not to say I went into it blindly or naïve, but it occurred to me on my exhausted flight home how much our current satisfaction is based on the expectations that we blindly set up front. Simply put, if you expect to have the best time of your life during your first trip to the ocean, you will probably be let down. Most things that you go into without expectations end up being pleasant “surprises.” This isn’t my first rodeo and we did a lot of due diligence. They have an amazing team, amazing publications, and an amazing reputation. But that said, in hindsight, I went into it very excited about all of the assets, resources and expertise that it would bring to our organization. It would have taken something very big to jump out and scare me away. Well, of course, not everything is “perfect,” but also that doesn’t mean that it’s “bad.” It makes me consider how often we do this and how it affects our lives and happiness. With our friends, our employees, our relationships. How often are we to blame for our own dissatisfaction and unhappiness? We put a lot of time into thinking about how we’re disappointed, but how much time do we think about whether our initial expectations were reasonable or even logical? Isn’t this the most important (and overlooked) thing we can do to assure our own happiness? Of course, there is an awkward balance here. I think my kids would love it if I had no expectations and were pleasantly surprised when they simply didn’t burn the house down each day! But, what if we refined our expectations a bit? Rather than focusing on “deliverables,” what if we focused on things like values? Instead of measuring whether the kids’ rooms were perfectly clean each day, maybe instead it’s about whether they cared enough to even try? Instead of running the perfect race, did they try their hardest? Relationships, whether they be with employees or your spouse, I believe are the hardest things in life to

successfully manage. I suppose that’s why when someone asks me if I’m “successful,” my immediate reply is “yes” because I try to live a life focused on values—loyalty, hard work, responsibility, empathy, generosity and standing up for those who need help. Based on this, am I “successful”? While my team may not perfectly execute every strategy I dream up, they are the hardest working, most loyal, and caring team I have ever worked with. My family often drives me crazy, but looking more closely perhaps it’s my own OCD nature of expectations that leads to half of it and in the end, all that matters is that I would move heaven and earth to make them happy and I’m honored to serve them. And friends, the few that I have I know that no matter how tough the battle is, all I have to do is call and they will be by my side until the end. So, my wife is right as always: be careful what you ask for. Spend as much time being thoughtful about exactly what you ask for and the expectations behind it, and if you’re as blessed as I am, you just might get it! As always, I am thankful for the opportunity to serve this great industry. I hope everyone has had a wonderful summer and is ready to close out the year in strong fashion!

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

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Building-Products.com

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FEATURE Story By Jase DeBoer

DECKING PRODUCTS that add contemporary style while maximizing outdoor living space are highly sought after by consumers. (All photos by Deckorators)

Get on board 2020’s hottest deck trends ew decking industry research has confirmed just how much homeowners trust the professional opinion of their contractors when it comes to designing a lowmaintenance deck. Research from Principia Consulting, a leading research and consulting firm focused on the building materials and construction industry, reportedly found that the top three decision drivers for homeowners selecting a woodalternative deck are aesthetics (style, color and size), contractor selection or recommendation, and availability of decking material when needed. This powerful influence that deck builders have with homeowners makes it essential for lumber and building materials dealers to offer contractors products that go with the latest design trends, instill confidence, and improve the installation experience. Following are five 2020 deck trends that lumberyards and dealers should consider as they develop their stocking strategies for the upcoming deck-building season.

Creative contractors can find ways to turn straight lines into fresh designs. These include using contrasting decking colors and styles for picture framing, accents and inlays; double picture framing with complementary hues; and using deck boards as horizontal deck skirting. The addition of a contemporary railing style such as cable rail can further enhance the clean-line aesthetics.

1. Clean-line designs

While curvature through deck board bending continues to occupy a niche in composite deck design, straight, clean lines aren’t going anywhere. In fact, they are surging in popularity as homeowners seek out sleek and modern looks.

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WITH THE TREND toward multiple-width decking, Deckorators recently expanded its line of Voyage decking to include varied-plank decking, now in widths of 3-1/2”, 5-1/2”, and 7-1/4”. Building-Products.com

2. Varied-plank decking

The interior design trend of mixing widths of hardwood flooring is migrating outdoors. More composite decking manufacturers are offering low-maintenance decking in varied widths to give contractors and their clients an insideout vibe and design versatility. Builders are coming up with creative uses for combining different widths and colors of decking, from wide picture frame boards to narrow top rails to benches and privacy wall applications.

3. Enhanced slip resistance

“Is it slippery?” is one of the most common questions homeowners ask contractors about composite decking. Manufacturers continue working to add more surface grip to their capped deck boards to give builders and their clients the peace of mind of enhanced safety underfoot in both wet and dry conditions.

BEST-IN-CLASS traction is provided by slip-resistant decking, such as Deckorators Voyage.

4. Getting the most out of space

Homeowners now view their living area as something that extends beyond the four walls of their home, running from property line to property line. They want to make the very most of that exterior space—especially if the area is in an urban setting or modest in size. There are a number of products available that can help contractors and their clients maximize space utilization, including: • Low-voltage lighting, which enables enjoyment of the outdoor space day or night.

Building-Products.com

PREASSEMBLED railing systems arrive at the jobsite with the top rail, bottom rail, and balusters already installed.

• Deck board railing connectors that make it easy to attach a deck board to a railing top for more space to display décor or rest drinks. • Aluminum deck rail tables that attach to railings to add tabletop space to the deck, and can be removed when not in use.

5. Labor-friendly components

As a shortage of qualified workers continues to challenge the decking industry, the value of any labor savingsolution is elevated. Decking manufacturers are working to incorporate ease of installation into products that are also aesthetically on-trend. Examples of attractive products that speed up installation include stronger, lighter deck boards; pre-assembled railing systems that come to the site with the top rail, bottom rail and balusters already installed together; and low-voltage lighting offering simple wiring. Entering 2020, homeowners are beginning to think about creating a beautiful and personalized outdoor space in the year ahead. By addressing trends like these in their stocking strategies, LBM dealers can prepare to best serve the contractors whose recommendations those homeowners so deeply respect. – Jase DeBoer is senior category marketing manager for Deckorators, a Universal Forest Products brand and a leader in composite decking, railings, balusters, post caps, and related products. For more information, visit www.pro.deckorators.com.

November 2019

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PRODUCT Spotlight By Doug Mucher

A FENCE doesn’t have to be a brick wall to block noise. Wood, vinyl and polymer can also dampen sounds. (All photos by CertainTeed)

Selling fencing for sound minimization ot only does a good fence frame the yard and add to a home’s curb appeal, but it also can provide an element of privacy and safety, including noise reduction. Sound minimization is becoming especially prevalent as more houses are being built on the same acreage as previously built developments, according to the Census Bureau’s 2018 Characteristics of New Housing data. Neighborhoods are packed tighter as more people flock to city centers to be in good school districts. This means more noise and less privacy—unless a home has a great fence around the perimeter, that is. You might have to be creative to construct a useful sound barrier on a property. Here are some factors to consider when recommending fence products:

Material and structure

The heavier the fence, the fewer disturbances that will make their way into a yard. Different materials will interact with sound differently, but generally speaking, the more rigid a material, the better it will handle sound. Brick or stone masonry are clearly the most “rigid” choice, but can be cumbersome and expensive. Products reinforced with steel or other materials are also a good bet for blocking sound. When the sound has more layers to go through, the fence material is less likely to vibrate and amplify the sound waves when they hit it. However, a fence doesn’t have to be a brick wall to be impervious to noise. Materials such as layered wood, vinyl and polymer are also effective at dampening or blocking noise, assuming the fence provides coverage from the ground up and there aren’t any gaps or slats for soundwaves to slip through. Hedging and shrubbery can also help to absorb sounds if planted in front of the fence inside the yard. Landscaping features with running water, like fountains or constructed waterfalls, can help drown out some noise, too.

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A taller fence also blocks more sound, but be sure to check zoning or HOA regulations for height restrictions before recommending a product. Solid sound barriers 8 to 12 ft. in height can reduce ambient noise by up to 10 decibels, according to the U.S. Department of Transportation Federal Highway Administration, which will sound like half as much noise.

Proximity to the sound’s source

In most neighborhoods, the loudest sounds come from the road or a nearby highway. The trick is to build the sound barrier as close to those sources as possible—without violating any codes. The closer the sound barrier is to the source, the sooner the sound waves are absorbed or deflected, depending on the material. In neighborhoods where zoning prevents building too close to the road, recommend a fence as heavy and as tall as allowed, and add some landscaping, such as hedges or trees, to help absorb the noise.

Curb appeal

Building an effective sound barrier doesn’t mean sacrificing style. If a classical stone wall will look like an eyesore next to a contemporary home, a steel-reinforced vinyl or polymer that’s molded to look like stone is sleeker and will still effectively reduce noise. Plus, vinyl is much easier and less expensive to install and maintain over the years. Vinyl fences come in a variety of heights, textures, colors and styles—from classic to traditional to contemporary—to complement all different types of architecture. And if a homeowner wants to maximize or personalize curb appeal, adding accents and other design elements—such as spindles, lattices, gates, post caps or solar lights—can liven up the look without forfeiting its practicality. – Doug Mucher is product manager for CertainTeed. Building-Products.com

INDUSTRY Trends By David Koenig

Decking retailer drives innovation using auto industry technology ost composite decking manufacturers now offer a capstock line, covering their wood-plastic-composite core with an all-plastic outer layer. Tiva Building Products has gone one better—capping its PVC core with ASA (acrylic-styrene-acrylonitrile), a tough, rigid plastic known for its heat resistance, color retention, and weatherability. The product comes from a deck builder-turned-retailernow manufacturer. “I started designing and buiding decks in 1986,” said Terry Fangrad, Tiva’s founder and CEO. “As new products evolved and came into the marketplace, we were always carrying samples around. So I thought it would be great to have a place where people could come and see multiple products; hence, I created The Deck Store.”

CANADIAN DECK retailer The Deck Store is the largest stocking dealer of Tivadek—and shares its ancestry with the innovative product.

TIVADEK in Chestnut Brown was installed by Chuck Kindle, Diversified Contracting, Oxford, Ct.

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The Deck Store’s lone retail showroom in Ontario, Canada, “grew to eight different l ocations a nd eventually, after working with every product on the market, (Terry) decided that he wanted a product that he could really stand behind,” said sales and marketing manager Megan Fangrad. So he decided to make his own. Terry’s wish list was Building-Products.com

a product that looked beautiful, performed exceptionally well, offered a wide selection of colors, and could be backed by a solid warranty. Tiva’s researchers, explained distributor Steve Rhone, Weston Forest Products, “went looking for a proven technology, something that provided greater durability, fade resistance, and richer colors. They ended up stealing a little bit of technology from the automobile industry, which conquered these problems decades ago. Remember the car dashboards of the 1980s, which used to fade, crack and split? The difference today is the development of ACS plastics.” After years of tinkering and testing, the end result is Tivadek, a PVC decking distinct from all others. It utilizes North American-sourced plastics and resins, extruded and molded in China. And the developments continue. Over the last few months, Tiva has used its proprietary technology to introduce: • Charwood, reportedly the first black PVC board, featuring special edition embossing. • Tivadek Fascia, the first PVC fascia on the market that is 3/4” thick. Installers can now screw and plug the fascia for a finished look with no visible fasteners. • Tivadek Riser, the widest riser board on the market, measuring 1/2” x 8-5/8” to allow for custom stair rises and for it to be used as a multi-purpose cladding. • Tivadok, a patented, one-ofa-kind 2x8 PVC dock board with an aluminum reinforced core. The product is rated for 24” O.C. • Tivacoat, a liquid-applied waterproof coating to protect deck substructures from rot and decay, as a cost-effective alternative to joist tape. Tivadek is currently distributed to dealers in the Northeastern U.S. by Sherwood Forest Products, and throughout Canada by Weston Forest Products. Tiva is on the lookout for distribution partners to serve other regions of the U.S. “The market’s response has been exceptional,” Megan noted. “Contractors are drawn to Tiva’s unique story and product innovation. All of our products were inspired by contractor feedback during many years of in-field testing. Tivadek is truly a board made by contractors for contractors.” Building-Products.com

NEW CAPPED PVC Tivadek is embossed on all four sides to look its best from any vantage point. (Photo by Jeff McNeill, McNeill Photography)

CLOSE-UP of Designer Series Ashwood deck with border in Architectural Series Ebony. (Photo by Tiva Building Products)

Rough TiMbeRs uTiliTy Poles PRessuRe TReaTed luMbeR

Borates CA-C

FiRe ReTaRdanT TReaTed luMbeR and PlyWood

Above + Ground Contact

Call the experts: • Robert Moore • Jim Winward

UTAH WOOD PRESERVING CO. 1959 SOUTH 1100 WEST WOODS CROSS, UTAH PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440 PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037 November 2019

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PRODUCT Spotlight By Jim Wahl

Optimize scenic views with cable railing all is a great time to spend time on the deck. Whether you’re overlooking a beach, lakefront, rolling hills with vibrant fall colors, or other scenic vista, getting out on the deck in the cooler autumn temperatures can be downright therapeutic. But regardless of what you’re overlooking, the vista is the focal point, which is one reason that cable railing systems are gaining in popularity. One manufacturer reported that their cable railing system sales were up 300%

MORE CONSUMERS are demanding railing systems that will not stretch or sag over time. (All photos by Superior Aluminum Products)

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over the prior year. Here are some of the reasons that consumers are increasingly turning towards cable railing over other railing systems. Naturally, any option considered must meet applicable safety criteria (OSHA, ADA and ICC Building Code). Railing systems, after all, are a barrier to keep people and pets from falling off the deck. Aesthetics. It’s all about the view. While some may suggest wooden railing to match a wooden deck, the sheer view-blocking bulk of the cross bars could compromise the outdoor living experience. There are other options that work well with all kinds of deck architecture, offering an aesthetically pleasing, modern look which is ideal for many high-end deck projects. Cable railing, which offers a virtually unobstructed views without the daily maintenance of glass railing systems, is becoming increasingly popular. Stainless steel cables combine with aluminum posts and rail assemblies to form a strong, durable, maintenance-free system that will last for a lifetime. But not all cable systems are the same—those with bulky turnbuckle systems for tightening the cables or with mid-rail vertical support pickets added are falling out of favor with consumers who’d prefer to the see the view that those items obstruct. A major component of cable railing systems is (drumroll please...) the cable. Smart consumers demand those that will not stretch or sag over time, especially on the lower rungs, which make inviting footrests. While many cables are maintenance-free, it’s important to confirm that before installation. No homeowner wants to buy a chore or ongoing maintenance of their railing. One step at a time. When extending cable railing down steps, it is important to communicate the exact slope for step railing prior to fabrication. That way, pre-drilled holes can be elongated to accommodate the angle and ensure that the cable runs in a straight line down the side of the steps. Ease of installation is important to both consumers and contractors, but for different reasons. Railing systems that are pre-assembled to exact project specifications make on-site installation fast and easy. That is especially important on new construction projects which always seem to be under tight completion timeframes. Finish elements Building-Products.com

like railing, flooring and trim, which offer quick installation, are much preferred to comparable elements which require on-site construction. Consumers appreciate preassembled railing systems not only for the ease of installation, but for the ease on the wallet, as they are not charged for time-consuming cutting, fitting, joining and other details by the contractor on-site. They also appreciate the speedy installation of preassembled projects—especially as they approach closing and move-in day. Surface finish is another item to confirm beforehand. Maintenancefree aluminum railing systems come painted, anodized, or with duranodic finishes in a variety of colors to provide years of maintenance-free service. It’s always best to confirm your finish before specifying. And finally, back to the view. Whether you choose cable railing with a square post or a round pipe framework, ask for a system that locates the fasteners inside of the posts to enhance the aesthetics of your project, and keep the focus on the vista beyond. With features that appeal to both homeowners and contractors alike, it’s

TRENDING: Contemprary designs that fit well into modern architecture styles are becoming increasingly popular.

easy to see why cable railing systems are becoming increasingly popular for residential and commercial deck projects of all sizes and types. With their clean, contemporary, modern look and unique styling, the weather

won’t be the only cool thing on decks as autumn approaches. – Jim Wahl oversees communications at Superior Aluminum Products Co., Russia, Oh. (www.superioraluminum.com).

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com Building-Products.com

November 2019

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MARGIN Builders By Butch Bernhardt

Treated wood training gets amplified n an effort to make online education more dynamic, the Western Wood Preservers Institute has released a new narrated version of its preserved wood training course. The course, Preservative-Treated Wood: Specification and Use, has

been online since April 2018 as a downloadable PDF. The new version runs in a browser and includes narration as well as video. Hosted by online education service AEC Daily, the preserved wood course is one of the first the service

WWPI’S ONLINE preserved wood training course is now offered in a narrated version including video. (Image by WWPI)

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has offered featuring narration and video. The course takes about an hour to review and there are test questions throughout the presentation users must answer before proceeding. Like in the PDF version, the course features sections detailing how wood is preservative treated, how to specify using AWPA Use Categories, Best Management Practices for aquatic uses and the environmental benefits of preserved wood. Users who take the course can earn CEUs from more than 20 associations, including American Institute of Architects, Landscape Architecture Continuing Education, the National Association of Home Builders, and the National Association of the Remodeling Industry. In addition to preserved wood, WWPI also offers an online course on fire-retardant-treated wood products. Work is now underway to produce an narrated version of the fire retardant wood program. The courses have been successful in reaching out to the important architect and specifier audiences. They’re also useful in training building material salespeople about preserved- and fireretardant-treated wood products. In all, nearly 1,500 have taken the courses and earned CEUS. To review the courses, go to AECDaily.com and search for “preserved wood.” You must complete the free registration to download courses. To receive CEU credits, users must complete a 10-question test at the end of the course. – Butch Bernhardt is senior program manager for the Western Wood Preservers Institute. Reach him at butch@wwpi.org. Building-Products.com

WHAT’S GREEN, HAS 18 WHEELS AND COMES WITH A SOLID HANDSHAKE? WEYERHAEUSER DISTRIBUTION Your customers never stop building. That’s why we distribute everything you count on to get the job done right. With thousands of in-stock products ready to ship, you can rely on Weyerhaeuser Distribution to deliver what you need, on time, with a solid handshake. Call 888.453.8358 or go to Weyerhaeuser.com/distribution to ﬁn ou clo e t i t ibuto an o uct offe in

INDUSTRY Trends By Tim Debelius

Whatâ&#x20AC;&#x2122;s on the horizon for engineered wood products? ngineered wood products have ancient ancient origins, with evidence of laminated wood found in the tombs of Egyptian pharaohs. The concept that boards could be sliced and bonded to produce a product that was better than the original wood was revolutionary. Plywood was patented in the U.S. as a construction material at the close of the Civil War, which led to industrial advances including glued laminated (glulam) timber, wood I-joists, laminated veneer lumber (LVL), and other EWP products. Today, builders are increasing their reliance on EWP to provide unique solutions for single-family home construction, as well as for apartments, schools, warehouses, restaurants, hotels and other multi-story structures. EWP continues to evolve as an attractive material for projects once exclusively constructed from steel and concrete. Here are some important trends that demonstrate a bright future for EWP:

More Applications for EWP

U.S. building codes acknowledge EWP as a trusted solution in four- and five-story wood-frame construction for applications such as apartment complexes, condos, hotels and commercial retail buildings. However, significant opportunities are occurring in codes across North America that are making it possible for builders to design taller structures utilizing mass timber and other EWP products. Thanks to a recent change to Oregonâ&#x20AC;&#x2122;s building codes, the state recently became the first in the country to allow timber high-rise buildings taller than six stories without special consideration. In British Columbia, Canada, where EWP is viewed as an economic and environmental alternative to concrete, building codes were recently adjusted to allow 12-story wood buildings. The International Code Council (ICC) is proposing several code changes that would create three new categories of wood building construction and set the fire safety, height and area requirements for tall mass timber buildings up to 18 stories tall. This would incorporate the use of all products permitted in Type IV construction, including cross-laminated timber (CLT), structural composite lumber (SCL), glulam and large-section sawn lumber, opening the door to new design opportunities. Builders and developers are considering mass timber for several important reasons. During fires, exposed wood forms an insulating char layer while the core retains its design values. The high strength-to-weight ratio of mass

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ICC is proposing several code changes that would create three new categories of wood building construction that would incorporate the use of all products permitted in Type IV construction, including CLT, SCL, glulam and large-section sawn lumber. (Photos courtesy Boise Cascade)

timber allows architects to efficiently design earthquake-resistant structures. Representatives of a recently built heavy timber office building in Minnesota estimated that heavy timber had one-fifth the weight of comparable concrete buildings, resulting in decreased foundation and transportation costs.

Taller Walls & Longer Spans

Recent engineering advances in EWP have made it a preferred choice for buildings with large open spaces, such as airports, arenas, gymnasiums, lobbies and large corridors, which require tall walls and minimal intermediate supports. The newly redesigned Mactanâ&#x20AC;&#x201C;Cebu International Airport features the first roof structure in Asia made completely from glulam. It represents an example of EWP being used to create inviting architecture with the capacity to support glass and other interior materials that rely on dimensional stability. In fact, the airport utilized 14,764 cubic ft. of glulam to Building-Products.com

EWP can be cut to length prior to delivery. Unlike steel and concrete, it can be trimmed onsite in the event that field conditions vary from the construction documents.

achieve the barrel shape of its roof structure, with a height of 49 ft. and a span of 98 ft. According to the American Wood Council, glulam can be manufactured to achieve spans as long as 100 ft. and walls up to 20 ft. tall. As architects push creative boundaries, EWP offers the potential for environmentally sustainable spaces to reflect their vision.

Supply Chain & Software Improvements

In addition to EWP being strong and lighter than steel and concrete, it’s also extremely versatile. EWP can be cut to length prior to delivery. Unlike steel and concrete, EWP can be trimmed onsite in the event that field conditions vary from the construction documents.

Building-Products.com

This flexibility facilitates shorter construction timelines by reducing the space needed for material staging. In addition, fewer building products need to be handled during construction, increasing accuracy and jobsite safety. This speed and customization has been achieved thanks to some EWP manufacturers investing significant time and capital to develop tools that help customers process their projects faster and utilize EWP at the jobsite more efficiently. For example, SawTek, a complete EWP processing system developed by Boise Cascade, allows lumberyards to optimize material usage, cut joists to desired lengths, and accurately route holes for plumbing, electrical and HVAC. SawTek has in-line printers to make product identification easier for framers—labels match the framing layouts. Product lengths are stacked based on framer preferences so that job packs can be offloaded in the order of assembly. Offsite construction of panelized roof and wall sections offer additional improvements for builders. BMC’s ReadyFrame system helps contractors frame faster by delivering pre-cut wall and roof sections that are assembled on site. EWP manufacturers have also invested in software to help customers manage project workflow, visualize floor performance, and efficiently design beams, joists, columns and tall walls. Architects, builders, code officials, and designers are becoming more aware of EWP’s time, cost and labor savings. Looking ahead, engineered wood is poised to become an even-more-sought-after solution in the building materials channel. Perhaps it’s time to reconsider EWP’s expanded opportunities. – Tim Debelius is division marketing director, wood products, for Boise Cascade, Boise, Id. (www.bc.com).

November 2019

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COMPETITIVE Intelligence By Carla Waldemar

The best little hardwarehouse in Texas

ooten’s Hardware LLC proves that the guy who promised, “If you build it, they will come” gave pretty good advice. Although the outfit anchors a beyond-tiny town in East Texas called Emory (“population on paper: 1,500,” says GM Kirk Reams), it serves a 30-mile radius of customers

who apparently can’t spend their money fast enough when it comes to construction—“new homes, second homes, additions, repairs, all of the above,” he lists. Ask him what he carries, and he begins a roll-call almost as long as a Senate filibuster: a full line of lumber products, metal building materials, agricultural

LUMBER AND building materials are just the beginning at Hooten’s Hardware, Emory, Tx.

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requirements, guns, knives, outdoor power equipment, a “huge” lawn & garden department, and multitudes of housewares—appliances to clothing: “home décor you can’t find in other stores, that makes customers go, ‘Cool!’” “One stop shopping?” a reporter offers a summary. “You could call it that,” Kirk replies in a not-typicallyTexan understatement. “The husband comes in with his wife. She looks at housewares and spends $50. He goes over to the nuts and bolts, and he picks up another $50 of stuff.” The enterprise was launched in 1994 when owner Lance Hooten built a small shop—repairs and such— which has now morphed into 40,000 sq. ft., which Kirk has overseen since signing on at the outset. “I worked in another town 20 miles away, in a place served by the same True Value rep. We got to talking, and he mentioned that Lance was fixing to build a hardware store.” That was 25 years ago when Kirk was barely old enough to shave. (He’s now a seasoned 40.) Building-Products.com

HOOTEN’S sprawling 25-acre site also features a fully stocked 40,000-sq. ft. hardware store, appliances, sporting goods, outdoor power equipment and repair, ag and farm supplies, trailer parts, newly expanded lawn and garden center, metal building components, sheet metal, and much more.

His customer mix is, in a word, “everyone.” Both contractors and walk-ins populate the place because, says Kirk, “The economy’s good. East Texas is the exception to the rule: really prosperous. People are building homes, barns, shops. There’s also a lot of farming needs.” “What really keeps us going,” he continues, “is our situation close to two well-known lakes (one famous for catfish, the other for trophy fishing). People come for the weekend and stop by the store. There are a lot of vacation homes, plus people constantly remodeling, updating. And new-home construction is going wild around here.” Pros receive special treatment, starting with a dedicated contractors’ counter with five registers and a spacious surface where they can lay out their plans. Three employees are specifically dedicated to sit down with them. “We offer them delivery—usually within 24 hours—with a fleet of six trucks. We offer special pricing. We really get to know them, seeing them four or five times a day.” Why do they remain loyal? “We try to give them fair prices and quick delivery, so they’re not held up at the job. We make it pretty easy to do business here; we’re accommodating and understanding about returns. We know our customers’ needs.” And that includes the special needs of women shoppers. Hooten’s offers sales designed to capture this audience at vendor-sponsored events that feature eats, demos, and 20%-off normal prices. And why does the staff—presently 52 of them—stay on? As Kirk sees it, “we pay well, treat them fairly and provide a happy work environment, including time off. Our values are, in this order: One, God. Two, family. And three, work.” But certainly it must be tough to find good new hires in a town of 1,500? Wrong. Many, including Kirk, do not actually live in Emory. “I, myself, to be honest, drive 25, 30 miles a day to work, as do half of our employees. And when it comes to hiring, we’ve kind of built a network. I get 15, 20 applications a week.” What he’s looking for in a potential staffer is… experience. “And I don’t mean in fast food. Plus, they’ve got to be outgoing and like working with people, because you see 1,500 a day. You’ve gotta smile, cut up with them. You’ve also got to want to work, to earn your paycheck, not just get paid.” Building-Products.com

To announce job openings, Kirk turns to Facebook. Customers also receive mailers in their monthly statements and emails notifying them of specials—“plus, there’s a big electronic board out front,” says the GM. It’s designed to lure potential customers to turn in off the highway rather than continuing their journey to the nearest competition, a big box 25 miles distant (“though that’s not far to drive for someone from Texas,” Kirk allows). He beats or equals their prices through Orgill’s help in “aggressively setting our retail prices.” Hooten’s boasts an unusual niche market: a welding operation launched 13 years ago, with an eight-bay shop and 20 employees geared to manufacture or repair items, such as a custom-designed gate or feeders of several types, which a designated outside rep sells throughout a sevenstate area. Well, then, anything that didn’t pan out? “At one time, we had an in-house Radio Shack, but when people starting buying online, we closed it up and moved on to different subjects,” says Kirk. This man’s proud to admit it: He loves his job. “I’ve been in the hardware business since I was 17, so it’s in my blood. I love working with people; it’s fun. But,” he allows, “there’s a good side and a bad side to that. There can be a certain customer who’s hard to handle, or an employee to discipline once in a while. But the thing is, I leave that stuff at the door. I go home and don’t stress because it’ll be there when I get back in the morning.” He also has no need to worry about micro-managing from the owner. “The Hootens are handsoff—their kids are in college with different career plans. Lance is easy to work for, and I know what he expects. Dave Renshaw, who’s the GM for the lumber side of the operation, and I keep everything rolling.” Carla Waldemar cwaldemar@comcast.net November 2019

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OLSEN on Sales By James Olsen

Slow down and have some fun

project that attitude not only to the buyer, but to everyone at the account; the buyer has the biggest vote, but everyone we talk to at the account has a vote also. Master Sellers can take a detour of friendliness or small talk with customers without losing their place in the sales process part of the call.

Reception

Many sellers “turn on the charm” with the buyer only. This is a mistake. Most sellers treat the receptionist (or anyone at the account who isn’t the buyer) like furniture, or worse. The person answering the phone often has influence, may become the buyer someday, may be related to the current buyer, and sometimes is the owner!

o one wants to push a bag of rocks up a hill or jump off a bridge with us. Unfortunately, many sellers sound like this is what they’re doing or getting ready to do while they’re on a call with a customer. People recognize this attitude when they get less-than-cheerful service, but fail to realize that their sales calls sound and feel very similar. If we don’t enjoy the sales process our customer will feel it and they won’t either. The opposite is also true. All else being equal—and there are a lot of “ties” in this industry at all levels—customers will overwhelmingly go with the pleasant salesperson. Being pleasant is a competitive advantage.

Nice + Confident = Charming

Many sellers confuse boot licking with “being nice.” We are shooting for charming, which is created at the intersection of nice + confident. If we are only “nice,” we will seem timid. If we are only confident, we will seem like we don’t care. When we combine the two, we are charming, which is hard to say no to and easy to say yes to.

Warm-Up and Pre-Call Prep

Many of us would like to get on the call and then warm up as we go. This doesn’t work. We must be ready to engage everyone we meet with a warm and happy attitude. Our goal is to get people to smile, laugh and relax with us. Many sellers only have a vague idea of how they want the call to go. Just like interpreting a beautiful piece of music, artists cannot put their feelings into the song until they have it memorized. Same with sellers; when we don’t know what we are going to say, we can’t project our most charming self, because we’re thinking about what we are going to say instead of concentrating on the interaction. Master Sellers know exactly how their calls are going to go. Because of this they can take their time, have fun, and

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Overcoming Objections & Closing

Some sellers can be charming until they get to the business part of the call, then they become nervous and lose all the rapport they have built with their customer. Master Sellers smile, laugh, cajole and have fun with the buyer all the way through the selling process. Their attitude is positive. “We may have some things to work out and we will” vs. clamming up and getting nervous. Both feelings are transferred emotionally to the buyer. Who is easier to say yes to? Who do you want to get off the call with first? If the buyer is having fun with us, even in the midst of a hailstorm of objections and counter-objections, they will stay on the call, giving us more of a chance to win their hearts, minds and business. If we aren’t having fun, they won’t be, and the call will end quickly. I had a student of mine say, “I don’t know why we have to work on all this psychology stuff; I just want to sell wood.” “The problem is, John, we aren’t selling wood, we’re selling (to) humans.” The human animal is 99% emotional, so when we keep the emotional connection strong, selling becomes much easier. For many of us being charming is work. So while we are churning out the calls, let’s also work on churning out the charm.

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

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THE REVENUE Growth Habit By Alex Goldfayn

Finish the year strong in 5 minutes per day s we speed into the winter months, summer memories are still fresh even while the end of the year and all that it brings draws closer. And so, it is impossible to escape that there are only a few selling weeks left in 2019. For many of us, these coming weeks will determine the sales success of our entire year. A strong finish can be the difference between an excellent year and a middling one. As such, here are my simple but year-determining questions for you: In the coming months, who will you call proactively? Make a list of customers who can buy more from you. Make a list of customers who used to buy, but stopped — for it help them to hear from you. Finally, make a list of customers you have not talked to in six months or more, and reach out to them as well. None of these are cold calls. They are all relationship calls. All of these people know you, and you know them. What additional products and services will you offer your customers? Think through what your top customers are buying from you, and what they are buying elsewhere—which you can help them with. Why should they go to another supplier? You can help them. They would you like more of your help. Why deny them the opportunity to buy more from you? What prospects who are not yet doing business with you will you reach out to? Maybe you have talked to them, but maybe you haven’t. We salespeople spend most of our time speaking with customers, because that’s who calls. In these closing weeks of 2019, call some prospects and tell them you’d like to help them. You’ll be pleased when some of them take you up on it. What quotes and proposals will you follow up on? This is some of your lowest-hanging fruit. The customer asked you for the quote and you wrote it. You sent it. The customer has been quiet. Now, go tell them this business is important to you and you’d like to help them with it. Nobody will tell you no, I don’t want you to make my life easier today. What specific business will you ask for? Make a list of five questions that will help you ask for the business, and then use them on every call. For example: When can I expect the P.O.?

It Only Takes 5 Minutes Per Day

People look at me like I’m from another planet when I say this, but it takes five minutes per day to grow your sales dramatically and close out the year strong. Not five minutes

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total, and then put your feet up the rest of the day. But five minutes of proactive, intentional communication in the midst of your otherwise reactive day. Five minutes of proactive calls, quote follow-ups, did you know questions, and referral requests. Give me five minutes a day of intentional sales-growth actions—less than 30 minutes per week—and you will dramatically increase your personal sales results. How dramatically? Many clients of mine have increased their personal sales 50% to 100% in the first year. What would this mean to your results? What would it mean for your family in take-home pay? Is this worth five minutes per day? Do you have five minutes per day? Of course you do. It’s the home stretch. Let’s do the work your customers deserve, and finish strong!

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

Building-Products.com

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TRANSFORMING Teams By Michelle Maller and Claudia St. John

Perspectives on marijuana use and pre-employment drug screening Thoughts About Marijuana Use from a College Counselorâ&#x20AC;&#x2122;s Perspective By Michelle Maller am an internship and education coordinator in the Department of Wood Science and Engineering at Oregon State University. Part of my responsibilities is to place student interns in the wood products industry. About a year ago, I had one of my best students approach me with a situation I had not yet encountered in my career as an internship coordinator. He was a terrific student, a 3.85 GPA, and a Navy veteran. He had accepted an internship with a large wood products company, and they were requiring a drug test to begin work. For this particular student, smoking marijuana was an evening activity at his house. Recreational marijuana is legal in Oregon. He was an excellent candidate for the internship but, because of the drug testing, he was considering backing out of the internship. Rather than have him decline the opportunity, I encouraged him to call his supervisor and ask them what he should do. His supervisor admitted that this was not a situation he had been in before and gave the student an additional 60 days to clean his system to ensure that he passed the drug test. This is not an isolated incident and, since that time, has become a more frequent challenge. Within the last month I consulted with a new hire who was leaving a different sector to join a private wood products industry company. He too had to request additional time to complete his testing. The wood products industry is begging for new and qualified employees and many potential employees are deterred from even applying for a job because they choose to partake in marijuana use when not at work. Since its legalization, Oregonians are using more marijuana than in years prior (Oregonian, 2017). An unintended result of the increased usage is the increased number of failed drug tests in employment screening. For an industry such as the wood products industry, this is an issue that needs to be addressed if we want to continue to bring young people into the industry. Not only is pot legal in Oregon, it is also among the safest marijuana available today in the country. The

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pot industry in Oregon is so heavily regulated that the likelihood of a person imbibing with laced marijuana is significantly decreased from years prior. Essentially, using recreational marijuana in Oregon is the same as having a beer at night after work. Understandably, there is a certain level of caution related to usage of recreational drugs and operating heavy equipment, which can often be the duty for a wood products employee. However, history shows that employees who choose to drink, even heavily, on their own time are able to maintain their employment while employees who make a decision to legally imbibe in marijuana usage on their own time are at risk of losing their job. Using any sort of controlled substance, legal or otherwise, while working is clearly not acceptable, but the fact remains that what employees do in their spare time is their own business. The real issue here is that young people entering the industry are being turned off of the industry because of the drug testing. With the need for new employees being so great, it would be in a companyâ&#x20AC;&#x2122;s best interest to reevaluate their drug testing policies. Consider eliminating marijuana from the panel of testing that is performed as part of the onboarding process. Doing so may be the only hope to continue to attract new blood into an industry that is begging for employees that are more qualified. â&#x20AC;&#x201C; Michelle Maller is education & internship coordinator, Dept. of Wood Science & Engineering at Oregon State University, Corvallis, Or. Building-Products.com

Thoughts About Marijuana Policies from an HR Perspective By Claudia St. John s the legalization of marijuana, either medical or recreational, sweeps across the country, companies have struggled to come up with a viable policy to address the changing environment. Many of their concerns are valid—marijuana remains illegal at the federal level and, to date, and, unlike as exists for alcohol and other controlled substances, there exists no fool-proof test to assess whether an individual is actively under the influence of THC. Further complicating this, many companies work in dangerous industries such as those in the demolition, lumber, construction, and automotive industries, while others are required contractually to maintain a drug-free workplace or to comply with Department of Transportation (DOT) or other federal safety standards which prohibit any marijuana use, regardless of state law. So, what’s a company to do? If you are under a DOT or federal safety or drug-free workplace standard, check with an attorney, but generally you should not be required to comply with state marijuana use law. Some of our clients have decided they are going to continue with their practice of testing for marijuana use and deny (or terminate) employment for evidence of pot use regardless of its legal status. The problem with this is twofold: it will only exacerbate the difficulty of hiring qualified talent as Michelle describes above; and it may be illegal to do so depending on state law. Here’s our best advice: consult with an HR or legal professional before you do anything. Generally, we advise those in states with medical marijuana laws to treat pot use like a prescribed controlled substance. This includes, among other things, obtaining medical authorization for use. In states with recreational laws, treat pot use like you would alcohol, i.e., what employees do after work is their own concern. In either case, you are completely within your right to take action against an employee who is high at work. In all circumstances we recommend that you: • Develop a solid marijuana use policy. Make sure it’s compliant in all of the states and cities where you operate. Best to have an attorney give it a seal of approval. • Think carefully about your drug testing practices from a pre-employment, post-accident, and reasonable suspicion basis. Many of our clients in states with some form of legalization have dropped THC from their pre-employment drug panel but still test for it in their other drug panels. • Train managers to spot signs of impairment and, state law permitting, train them on how to conduct onsite THC impairment assessments. • Train all your employees on your marijuana policy to ensure they know what is allowed, what isn’t allowed, and the repercussions for violating the policy. Complying with various state and local marijuana laws is a challenge. But doing so will ensure you stay legally compliant and able to attract qualified candidates for employment.

At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

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

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10/27/14 4:14:53 PM

Venerable LA Yard Closes

Century-old Eagle Rock Lumber & Hardware, Los Angeles, Ca., permanently closed on Oct. 11. Established in 1912, the closing of the family-owned yard signals the end of one of the oldest businesses in northeast Los Angeles. Owner Kevin Strauch, 78, is retiring. He said Eagle Rock Lumber has performed strongly despite changing shopping habits. Yet he admitted that worsening homelessness in the area has hurt business and is one factor in his decision to close.

Kodiak Acquires Pair of Western Lumberyards

Kodiak Building Partners, Denver, Co., has expanded into Wyoming with its acquisition of 44-year-old Jenkins Lumber & Hardware, Alpine, Wy., weeks after purchasing another pro yard, 116-year-old Builders Alliance, Bellingham, Wa. The former owners of both businesses—president Dave Jenkins at Jenkins Lumber and co-presidents Drew Orem and Mike Werner at Builders Alliance—will remain in their positions, while becoming part of Kodiak’s ownership group.

Jenkins noted, “I look forward to having additional peers to lean on and bounce ideas off of from time to time. We at Jenkins have been successful on our own, but fully expect to flourish even further under the Kodiak umbrella.” With the deals, Kodiak now operates 78 locations across 14 states.

Westlake Ace Hardware Readying #9 for California

Westlake Ace Hardware has set a Dec. 18 opening for a new store in the former Orchard Supply Hardware in Van Nuys, Ca. Many of the employees, including general manager Sam Mushamel, previously worked for OSH. The new store will be Westlake’s ninth in the state, all opened over the past four months in ex-OSHes. In all, Lenexa, Ks.-based Westlake operates over 130 stores across the country.

Lowe’s Opens Outlet Store

Lowe’s Home Improvement opened its first-ever outlet store Oct. 22 in the former Orchard Supply Hardware store in Monrovia, Ca. The 31,000-sq. ft. store is selling appliances “with minor cosmetic

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damage” from 25% to 70% off, according to store manager Dayna Brown. Three- and five-year warranties are offered for all purchases. The store stocks up to 1,000 new appliances and parts that were slightly scratched or dented at or in transit to 61 surrounding Lowe’s locations.

DEALER Briefs Ace Hardware is opening Dec. 17 at the former Orchard Supply Hardware location in La Crescenta, Ca. Sutliff True Value , Kodiak, Ak., has switched its affiliation—and name—to Ace Hardware after nearly 50 years. Windmill Properties, Helena, Mt., is remodeling a 34,000-sq. ft. storefront in Billings, Mt., to open Evergreen Ace Hardware. L&W Supply has opened a new location in Glendale, Az., its third in the state (Armando Marroquin, branch mgr.). Snavely Forest Products, Denver, Co., is now offering the full lines of AZEK Building Products’ TimberTech and AZEK Exteriors products in Colorado and Wyoming. The partnership may “expand to other locations in the future.” Huttig Building Products

has expanded its distribution of

AZEK Building Products’ TimberTech and AZEK Exteriors products to Oregon and Washington.

Katerra , Menlo Park, Ca., has launched a new building products brand, KOVA, including light fixtures, flooring, door and cabinetry hardware, plumbing fixtures, window coverings, and accessories. Louisiana-Pacific’s LP Legacy subflooring has earned a Structural I rating from APA. Anniversaries: Chown’s Hardware , Portland, Or., 140th ... Gold Beach Lumber , Gold Beach, Or., 60th ... Prescott Valley Ace Hardware , Prescott Valley, Az., 35th.

Building-Products.com

SRS Purchases Utah’s 6-Unit Roofers Supply

SRS Distribution, McKinney, Tx., has purchased six-unit Roofers Supply, Salt Lake City, Ut. Roofers Supply was launched in 1994 by four Pappas family siblings— Dino, George, John and Stephanie. They will continue to lead their branches, with Dino Pappas assuming the title of regional vice president for SRS. “Roofers Supply is one of the very few companies that can be truly transformational to the future growth of SRS,” said SRS president and CEO Dan Tinker. “We have long admired

their people, passion and market position, and couldn’t be more excited to welcome them to the SRS family.”

New Planer Getting Close

Montrose Forest Products, Montrose, Co., is nearing completion of a new planer, which will replace its existing facility that dates back to the 1950s. All equipment, supplied by USNR, has been installed in the new 60,000-sq. ft. building. Included are a continuous tilt hoist, stick and dunnage collection system, planer, Quad Cam lug loader, Transverse High Grader featuring four-sided scanning and end

MONTROSE FOREST Products will move its planer operations into a new 60,000-sq. ft. facility before the end of the year.

grain scanning, Multi-Track Fence, back-to-back multi-saw and P.E.T. trimmer, 30-bin pusher lug sorter, radius back stacker unscrambler, low profile electric stacker with catching lug feature, package outfeed, and quad paper feeder/cutter. A WinTally sorter management system is integrated with the THG for coordinated product management, much of the flow in the line is monitored from above via MillTrak sensors, and the sorter operates via MyMill wireless sorter control.

TP Denies Producers’ Claims

Timber Products Inspection calls “absolutley false” allegations by 10 domestic plywood producers that TP and two other testing agencies are fraudulently certifying substandard panels imported from South America (see Oct., page 28). The 10 domestic plywood producers banded together as the “U.S. Structural Plywood Integrity Coalition” to file a Lanham Act claim of false labeling against TP, PFS TECO, and International Accreditation Service. They contend panels were stamped as compliant with U.S. Product Standard PS1-09 for Structural Plywood that allegedly do not meet the country’s minimum structural requirements for stiffness and deflection. “Despite the claims of the plaintiffs, our experience and testing indicate that Brazilian plywood meets all objective industry and regulatory standards outlined by the PS 1-09 standard,” TP responded. “Clients in Brazil and elsewhere who do not consistently meet the applicable standard do not remain as TP clients.” TP also pointed to the “clearly defined resolution process for these types of disputes” and welcomed “the opportunity to subject any of our clients’ plywood, including Brazilian plywood, to the oulined resolution process.”

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Building-Products.com

THINKING Ahead By Tom Le Vere

The “keys” to the corner office

our decades have passed, and I still have the stub from the very first paycheck I earned in the building materials industry—for $4.25 an hour! The year was 1979, when I punched the clock as an entry-level warehouse worker for Wickes Lumber. I tucked that first stub away for the future, so I could pull it out and proudly show it to my children when the time was right. I’ve done just that, with both of my girls, as they’ve graduated and entered the workforce. It’s basically a reminder to them—and an affirmation to me—that you have to work your way up, whatever industry you choose. You don’t start with the corner office. I certainly didn’t. I graduated from pushing a broom in the warehouse to inside sales to management and went from there to corporate operations, eventually landing in the executive suite. I reached these levels only with a lot of hard work, a lot of help by way of association resources, and a

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lot of knowledge passed on from the seasoned veterans who taught me the business. Those same components are available today to anyone with the ambition to elevate themselves through the industry. Here’s how they paid off for me and how they can help others.

Hard Work

The beautiful thing about this industry is that while you don’t start at the top, only you can stop yourself from getting there. There is no glass ceiling to speak of, even without a college degree. I worked toward a bachelor’s until the middle of my senior year, when I realized that wildlife biology really wasn’t for me. I veered in a new direction, without that piece of paper to validate me, and still made a name for myself in this field. I’m certainly not advocating that people just skip post-secondary education—no matter what the

November 2019

major is, it’s an achievement to be proud of, something that confirms you had the “stick-to-it-ness” to stay committed for four years and see it through. It’s an accomplishment to be proud of and, in hindsight, I regret that I didn’t finish out that last year. What I am suggesting, though, is that not having a diploma doesn’t have to be a deal-breaker in our business, if you make up for it in all the other ways that matter most. This industry appreciates people who have a strong work ethic and who really put their nose to the grindstone. With that in mind, it’s critical to understand that work doesn’t necessarily start at 8 a.m. and end at 5 p.m. It’s also important too, if you happen to be married, to try to get your spouse and children interested and involved in what you do. That work/life balance that matters so much is going to be difficult to achieve if you don’t. There are going to be a lot of missed birthdays, anniversaries, ball games, school dances, and the like.

Resources

You will dedicate many nights and weekends, for example, to nurturing your personal network. Business with personal relationships is much stronger than just plain business, and many of those affiliations lead to lifelong friendships as well. One of the greatest resources throughout my career has been membership and Building-Products.com

A Special Series from North American Wholesale Lumber Association involvement in NAWLA, which has been instrumental in helping me to form these strong ties and otherwise contributing to my growth and development. When I joined a wholesale distributor called Schultz, Snyder & Steele Lumber Co. in 1995, my boss—former NAWLA chair Bill Sheathelm—wasted no time in sending me to the association’s Executive Management Institute (EMI), then housed at the University of Virginia. That intensive training—probably the most difficult courses I’ve ever taken—honed my leadership and management skills while also introducing me to a group of fellow students who continue to be a support circle and some of my closest friends after more than 20 years. It’s kind of like having an external board of directors. If I have a question and can’t figure out what to do, or have a problem, or simply want somebody else’s opinion, I just pick up the phone and call up one of these guys and get great advice. And they certainly know they can call me for the same.

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.

Steve Weekes, the founder of Weekes Forest Products (also a past NAWLA chairman), got me involved in NAWLA’s education committee. Sitting on the various committees is another great gateway into making the personal and business connections that will follow you wherever you go and help your career. I eventually went on to chair the education committee for a time and also served on NAWLA’s board of directors, which I will chair in the coming year. We’re looking to blow the dust off the dormant EMI initiative, grow the Young Emerging Lumber Professionals (YELP) group, rebrand NAWLA to attract new members and appeal to a younger audience, and take other steps to give members of this industry a leg up.

in 2007-08. From what I understand, we lost more than 650,000 jobs in the construction trades—and a lot of those people never came back. We lost so much experience but, in doing so, opened up some new opportunities. If you have an unending thirst for knowledge and you commit to educating yourself in the products, goods and services of our industry, you can really carve out a nice niche for yourself. Also, more and more these days, a lot of people my age are starting to retire. I can’t help but think every time someone walks out the door on their last day that they’re taking decades of knowledge with them. So for someone coming into the industry, my best advice is to read everything you can get your hands on about our industry and surround yourself with people smarter than you. And when they talk, listen!

Why Wood?

Young professionals who heed that advice will have an opportunity to fill a need that’s been created over the last decade. They’ll also have the chance to work in what is, contrary to the common misconception, one of the coolest industries on the planet. Where else can you rise to become president or CEO with no college degree? Where else can you trade tens of millions or even hundreds of millions of product on a verbal contract? This is an industry that helps fulfill the American dream of homeownership; that is highly sustainable; and that is eager for greater participation from women, minorities and young professionals. If you want more than just a job—if you want a career, where this is the last position you’ll ever have to take, with no limits on your earnings potential and no limits on your upward mobility, then this industry is worth serious consideration. If you want to work in a fastpaced, constantly changing environment where being entrepreneurial is encouraged, then this is the right place for you. All it takes is hard work, resourcefulness and knowledge. – Tom Le Vere is president/shareholder of Weekes Forest Products, St. Paul, Mn., and 2020 NAWLA board chairman.

Knowledge

NAWLA, for me, was also a great way to gain more knowledge; and knowledge is power. It’s always been that way but, today, somebody that’s willing to go the extra mile and become the “problem solver” or the “answer person” will own his or her market. A huge void was created when people in our business exited the industry during the last economic downturn that started

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MOVERS & Shakers Dan Semsak, ex-Pacific Woodtech, has been named director of engineered wood products for Murphy Co., Eugene, Or. Bill Butner, ex-Capital Lumber, has been appointed general mgr. of Honosador Lumber, Lihue, Hi. Brian Jeffery, ex-Mead Clark Lumber, is new to inside sales at ABC Supply, Windsor, Ca. Julio Lopez, McCoy’s Building Supply, Las Cruces, N.M., has been promoted to store mgr. of the Carlsbad, N.M., branch. Moses Sambrano has been promoted to store mgr. in Hobbs, N.M. Dennis Houghton has retired after 40+ years in the business, the last six with Sherwood Lumber, Lake Oswego, Or. Lance Duke has been appointed commercial segment mgr. in the western U.S. for Allura Fiber Cement Products. Gregg Schimke is a new Glendale, Az.-based technical field rep for Firestone Building Products.

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Shane Burnworth was promoted to power tools merchandise mgr., and Lyndsey Steffen to store design planner for Do it Best Corp., Fort Wayne, In. New are Randy Betton, millwork specialist; Kendall Cooper; associate merchandise mgr.; Jason Bauman, systems administrator; Amber Baumgartner, consumer marketing specialist; Kindra Blackburn, process improvement specialist; Jennye Klopfenstein, IT scheduler; Macenzie Lane, copywriter; Melissa Smith, stock representative; Kathy Voigt, scheduler/ computer operator; and Landon Wendel, application developer.

chief operating officer, and Terry Secrest, Jr. is executive VP of manufacturing & product sales. Chris Gueriero is general mgr. of Westlake Ace Hardware’s recently opened store in Mountain View, Ca. He previously worked at the site when it was an Orchard Supply Hardware. Cory Conley, ex-BlueLinx, has been named a director of US LBM Holdings, Buffalo Grove, Il. Kristy Olshan has been appointed chief financial officer for Superior Plastic Products, New Holland, Pa. Conor Cooper has been promoted to president of Oldcastle APG Anchor business, Red Bank, N.J.

Eric Vachon was appointed president, CEO and a director of Stella-Jones, Inc., succeeding Brian McManus.

Chris Degnan, director of commodities & home improvement warehouse for Weyerhaeuser Co., Seattle, Wa., has joined the board of trustees of APA – The Engineered Wood Association, Tacoma, Wa.

Roy O. Martin III has been elected chairman, chief executive officer, and chief financial officer of RoyOMartin, Alexandria, La. E. Scott Poole is now president and

Gayle Force is now selling storm doors at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Matt Bruce, ex-Royal Building Products, has joined MoistureShield, Atlanta, Ga., as VP of sales.

November 2019

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Arizona Chain Adds Store #4

This month, Kabat’s Ace Hardware will open its fourth store, in San Tan Valley, Az. San Tan Ace Hardware will join Crimson Ace Hardware, Mesa, Az.; Handy Ace Hardware, Mesa; and Frontier Ace Hardware, Apache Junction, Az.

Weyco Manager Suspected of Embezzling Millions

A former finance manager for Weyerhaeuer, Eugene, Or., was charged with pilfering $4.5 million from her employer of over 40 years. Susan Tranberg, 60, is accused of mail fraud and aggravated identity theft. She was hired in 1976 and in 2004 purportedly created a bogus account in the name of her

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unsuspecting mother to which she could funnel payments from the company. When Weyerhaeuser moved to a new payment processing system in 2014, Tranberg allegedly created another fake vendor account in her mother’s name, even though the woman died in 2009. From June 2014 until January 2019, “the defendant continued her scheme to defraud by both forging colleagues’ signatures on manual check requests and using her colleagues’ computer login credentials without authorization to create requests and approve fraudulent payments,” according to prosecutors. Weyerhaeuser has also filed a civil case against Tranberg in hopes of recouping their losses.

FBM Buys 2 Distributors

Foundation Building Materials, Tustin, Ca., has acquired an independent drywall distributor in Colorado and an independent tool and fastener wholesaler in Washington. Added were Joe’s Wallboard Supply, Colorado Supply, Co., founded in 1997, and The Supply Guy, Lakewood, Wa. “With the closing of these transactions, FBM enters the growing Colorado Springs market and builds its complementary products business in the Pacific Northwest,” said FBM CEO Ruben Mendoza. “These two companies have a strong and successful history, largely created by the talent of their management and employees and long-standing customer relationships.”

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SELLING with Kahle By Dave Kahle

Do you have a selling system? have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I am probably not going to learn anything from you.” How valid is this position? Does every salesperson have a unique style of selling? Are they just trying to hide from accountability under the cover of individual “style”? Or is there some other explanation?

“I

More importantly, should your company allow every salesperson to have their own style, or should you have system for selling to which everyone adheres? I will let you answer that question yourself in a moment. For now, let’s consider the concept of a “selling system.”

Can selling be systematic?

Almost any work can be systematic. “Systems” are how good work gets done. McDonald’s did not grow its business by hiring people and challenging them to figure out how to best

www.superiorwoodtreating.com

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do the job. Instead, McDonald’s works on the basis that there is a best way to take an order, greet a customer, fry potatoes, and assemble a cheeseburger. Figure out the best way, get the necessary tools, document the most effective processes, and train everyone in doing it that way. As a result, people work the system—and the system works. Because of the system, McDonald’s can make almost anyone, regardless of their capabilities, into productive, effective employees. This truth—that good systems make people effective—operates in every area of work. Even highly skilled, highly educated professionals apply this concept. There are, for example, better ways to try a case, to perform a surgery, to fly an airliner, and to counsel a mentally disturbed patient. Talk to effective professionals in any of these areas, and they will verify that they use refined, intentional principles, processes, and tools to complete these complex tasks. They use a system. In fact, the more important and complex the task, the more likely that the effective principles and processes for successfully completing that task have been defined and codified. How would you feel if you buckled the seat belt on an airliner and listened as the captain announced that he has his own way of flying this plane? This is not to say that there is not room for individual differences, for continuous process improvement, and for variations based on the specific intricacies of the situation. But those are more embellishments than structure—like the icing on a cake. Without the cake underneath, the icing is meaningless. The system provides the structure on which the individual can spread personal embellishments. You probably apply this principle in every other aspect of your business. Don’t you have a system for almost every important process in your business? Don’t your accountants follow a well-defined set of principles and procedures? Aren’t your customer service reps expected to input an order in a certain way, and respond to a customer in a certain fashion? Don’t your purchasing people follow certain procedures, and aren’t they guided by certain principles and criteria to ensure that they make the best decisions? Why should sales be different? It isn’t. There are principles, processes and tools that have been proven to be more effective than others in sales, just like in every other proBuilding-Products.com

fession. It is like a football game. No coach says to his team, “Okay, you guys go out and figure out how to be successful.” Rather, a coach develops a “best way” to tackle, to block, to pass, to catch, etc. And then, the coach develops the system, creates a game plan, and teaches his players that system and that plan. In a similar way, a selling system addresses the interaction between the salesperson and the customer, providing a “game plan” for success. Think of it as a template for the salesperson’s face-to-face tactical encounters. It is based on the principle that, when it comes to selling a specific product or service to a certain type of customer, there are principles, processes and tools that are proven more effective than others. Study any successful company that fields a large number of salespeople, and you’ll discover that almost every one of those companies has evolved a well-defined, duplicable selling system. And they teach that system to their salespeople: “This is the way we keep track of our files, this is the way we collect information about our customers, this is the way we present this product or that one, this is the way we think about strategy, this is the way we

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develop a weekly plan,” etc. The larger, older and more successful a company is, the more likely it is to have a highly sophisticated and refined selling system. The large, old life-insurance companies are great illustrations. Go into the local Northwestern Mutual office, for example. Talk to a manager, tell him you would like to sell for him, but you are going to do it your way. See how far that gets you. Or perhaps IBM has an opening for a one-of-a-kind salesperson. Maybe Microsoft and Johnson & Johnson haven’t yet figured it out. You have the idea. A well-defined selling system is one of the essential components of an effective sales company. To be effective and productive in your sales efforts, sooner or later you need to develop a selling system. Your selling system should have variations for each major market segment. For example, the “best way” to sell to a truck line may not be the best way to sell to an accountant. Typically, a selling system would define a sales process for each segment, and then address the best ways to accomplish each step in that process. Take truck lines for example. The most effective process may be to make an appointment with a purchasing

person, to collect information at the first face-to-face meeting, to prepare a written proposal, to personally deliver that proposal, and then to make a personal face-to-face follow up call. That may be the process piece of the system. The tools might consist of a script for making the appointment, a profile form to collect the information, a capability brochure to use to describe and introduce the company, a standard “proposal” form, and a set of carefully crafted questions to use throughout the process. The tactics may be a series of techniques to facilitate each step of the process, to accomplish each step well. When all those pieces are put in place—the appropriate processes, tools and tactics—you would have a selling system. And when you have a selling system, and when you have trained all your salespeople in that system, you will have taken a major step forward. You’re ready for the big leagues. – Dave Kahle is one of the world’s leading sales authorities. He’s written 12 books—including his latest The Good Book on Business—as well as presented in 47 states and 11 countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Reach him at dave@davekahle.com or (616) 451-9377.

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NEW Products

Take Control of Multiple Openers Screws for Clamping Power Fastap Screws’ FWH Harsh Environment Utility Screw is the company’s latest exterior fastener that’s a perfect fit for applications where countersinking is not an option but clamping power is. The screw features a flat washer style head for clamping power and robust #20 wire size to handle higher shear loads. n FASTAPSCREWS.COM (800) 847-4714

Overhead Door has introduced its 4-Button Universal Remote, allowing customers to operate garage door openers and gate receivers from a variety of brands and models. The remote pairs and controls openers from the most popular brands. Each button comes pre-programmed with a different manufacturer’s code that can be individually re-programmed to support any combination of other compatible manufacturers. n OVERHEADDOOR.COM (800) 929-3667

Tough Storage Boxes DeWalt’s new ToughCase + Accessory Storage Sets are the latest addition to the brand’s accessory storage, with premium features to help keep drilling and fastening bits organized. The system includes four container sizes: the Small Bulk Storage Container, Small ToughCase + Container, Medium ToughCase + Container, and Large ToughCase + Container for unlimited configurations. n DEWALT.COM (800) 433-9258

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November 2019

Sound-Reducing Windows Crystal Window & Door Systems has added a new sound reduction window—the AC85 Acoustic Casement Window—to its ever-growing product line. The window delivers superior sound attenuation and is popular in buildings situated near airports, rail lines, highways, heavy-traffic city streets, or other demanding high-noise locations. n CRYSTALWINDOWS.COM (800) 472-9988

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Standout Tape Measures Klein Toolsâ&#x20AC;&#x2122; new Tough Blade Tape Measures deliver greater performance and durability on the job. The devices feature a 13-ft. standout of wide, tough and durable blade and uncluttered, easy-to-read bold lines. Their heavy-duty, tough, durable nylon-coating protects blade printing and delivers longer blade life, while the retraction speed brake controls blade speed and protects fingers from touching the blade. n KLEINTOOLS.COM (847) 821-5500

High-End Light Show Amerluxâ&#x20AC;&#x2122;s easily configurable Slots & Dots track light system creates visual ambience for highend residential, hotel, restaurant and commercial spaces. The lighting gives designers the ability to add visual elements and to move them at will. n AMERLUX.COM (973) 850-4342 Building-Products.com

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Fast-Drying Primer PPG TrueFinish’s Aquacron 270 Series waterborne acrylic sanding primer is a fast-drying, single-component primer/sealer for interior wood, wood-related and plastic products. Designed for conventional, HVLP (high-volume, low-pressure) and commercial airless spray systems, the waterborne sanding primer offers good hardness and adhesion and excellent sanding properties in a convenient, ready-to-spray product. Due to its water-based formulation, it also has low volatile organic compound (VOC) content.

New Generation of Hardwood Floors AHF Products is introducing new engineered and solid hardwood flooring collections from Bruce– American Honor, Next Frontier, Early Canterbury and Blacksmith’s Forge engineered floors, and the newly refreshed Natural Choice solid hardwood. The new collections feature the well-known precision craftsmanship and premium materials. n AHFPRODUCTS.COM (718) 859-6766

n PPGTRUEFINISH.COM (866) 774-8783

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November 2019

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Choose Your Opening

Behr Paint’s newly reimagined paint can is designed to make the painting process simpler and cleaner—no paint key or tools required to open the container. In addition, the company’s new 100% recyclable design features a first-of-its-kind Simple Pour plastic lid that eliminates mess and rust and keeps paint fresher longer.

The Marvin Elevate Collection now offers the option to select different finishes on the frame and sash of the window. The new design flexibility allows homeowners to mix and match four different finishes on their Marvin Elevate windows, including bare pine, clear coat, designer black, and prefinished white. Windows arrive finished or painted and ready to install, with the consistent quality and aesthetics that come from a carefully-perfected factory finishing process.

n BEHR.COM (800) 854-0133

n MARVIN.COM (888) 537-7828

Spout Off

Thunderbolt Wood Treating “We Treat Wood Right”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Danny Sosa: (209) 747-7773 • dannys@thunderboltwt.com

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Cable Stair Stabilizer Atlantis Rail Systemsâ&#x20AC;&#x2122; new aluminum stair stabilizer provides a more affordable option for stabilizing stair railings with cable infill. Made from aluminum and powder coated in black, white, bronze or metallic, it is designed to be field cut to size and surface mounted using the supplied #10 wood screws for easy installation. Each kit (A0908-XX60-ST) includes universal stabilizer, base kit, square bracket, and all necessary hardware and fasteners for installation. n ATLANTISRAIL.COM (508) 732-1017

Clip Out the Moisture Nova USA Wood Products has designed ExoClad Rainscreen QuickClips to accommodate the natural swelling and shrinkage of wood siding throughout each of the four seasons despite the amount of moisture or dryness. This includes compressing the wood to absorb board expansion when the humidity is high and then moving the siding back into place as the wood dries out during colder, cooler months. Designed with marine-grade extruded aluminum and fastened with #10 pan head screws, the clips work equally well with hardwoods such as batu, ipe and cumaru hardwood siding, as well as softwoods like cedar, redwood and Douglas fir. They also provide a 3/4â&#x20AC;? stand-off from the structure and can be drilled right into the studs over the housewrap. This eliminates the added need to buy, cut and install furring strips, while ensuring fast, easy installations. n NOVAUSAWOOD.COM (503) 729-7879

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Reversible Shiplap/Nickel Gap Siding

ASV Holdingsâ&#x20AC;&#x2122; new compact RT-50 Posi-Track loader includes best-in-class ground pressure, ground clearance, serviceability and performance. The nimble machine features serious performance for its weight and is easy transportability, making it an ideal compact track loader for rental houses, commercial businesses, weekend warriors or as an addition to landscape, construction or snow-clearing contractorsâ&#x20AC;&#x2122; fleets.

Boral Building Products is adding a reversible shiplap-nickel gap siding profile to its TruExterior Siding & Trim poly-ash line. The new profile comes with either smooth nickel gap on one side and woodgrain shiplap on the other, or with woodgrain nickel gap on one side and smooth shiplap on the other. A rabbeted edge ensures panels fit together perfectly to create the authentic spacing. It comes in four widths and two standard lengths. Previously, contractors had to choose between TruExterior profiles in non-reversible smooth or woodgrain shiplap, and smooth nickel gap.

n ASVI.COM (800) 205-9913

n TRUEXTERIOR.COM (800) 521-8486

Quick & Light Track Loaders

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[A] Attendees rode a gondola up to the mountain-top Roundhouse Lodge for a welcome reception overlooking the slopes of Whistler.

[B] Stacks of lush wood products greeted visitors to the Whistler Conference Center.

Global Buyers Mission adds value for BC producers

BC Wood welcomed more than 800 delegates from around the world to Whistler, B.C., for its 16th annual Global Buyers Mission. The invitation-only affair gave qualified international buyers the opportunity to meet with a wide variety of Canadian suppliers and manufacturers of value-added wood products, through receptions and a two-day networking tradeshow. This year, buyers flew in from Australia, Belgium, China, Dominican Republic, France, Germany, Hong

Kong, India, Japan, Korea, Mexico, Nigeria, Pakistan, the Philippines, Taiwan, the United Kingdom, the United States, and Vietnam. Among the Canadian-made products on display were timber frame structures, engineered wood products, treated lumber, reclaimed wood, windows and countless other valueadded wood building products. BC Wood organizers estimated that over the next 12 months exhibiting Canadian manufacturers would net more than $37 million in incremental

AT THE GLOBAL Buyers Mission, [1] Brian Hawrysh, CEO of organizer BC Wood, with keynote speaker Doug Donaldson, British Columbia’s Minister of Forests, Lands, Natural Resources Operations and Rural Develoments. [2] Fareed Amir, Muhammad Amir, Mo Amir. [3] Dai

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sales thanks to their participation in this year’s event. Held Sept. 11-13 at the Whistler Conference Center, the Global Buyers Mission was kicked off with an address by Doug Donaldson, British Columbia’s Minister of Forests, Lands, Natural Resources Operations and Rural Develoments. To create extra interest on the show floor, space was given to Design BC @ The GBM, a showcase of unique furniture and other creative pieces crafted from British Columbia woods.

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Ona, David Farley, Johnny Matak. [4] Trent Gustafson, Jim Tyrer, Don McGregor, Graeme Lusk. [5] Brodie Jewer, Trevor Dyck. [6] Sasha Sandur, Radhika Sandur. (More photos on next two pages) Building-Products.com

C [C] BC Wood board chair Greg Stewart, Sinclar Group, welcomed delegates at the grand opening breakfast.

[D] Design BC @ The GBM highlighted work such as the Solid Sphere sculpture by Brent Comber Originals, a studio that designs urban forms from ancient natural sources.

[E] Straight Lines Designs creates one-of-akind furniture pieces in whimsical, seemingly impossible shapes.

BC WOOD

EXHIBITORS (continued from previous page) included [7] Noah Li. [8] Robin Hayward, Diana Radonjic. [9] Jaron & Denesha Doman, Haiya Yu, Gordon Doman. [10] Gigi Zhou, Jenny Qian. [11] Ted Matter, Mike Chong, Chris Boyd, Ross Ward. [12] Robert Tsumura, Matt Arnold, Chris Yang. [13] David Chiew, Carl Dobler, Steve Downie. [14] Sven Building-Products.com

Photos by The Merchant Magazine

Gustavsson. [15] Archie Rafter, Brent Comber. [16] Chuck Casey, Mike Innes. [17] Parm Binning, Jon Feng, Rav Binning. [18] Kalayna Crook, Cam Stevens. [19] Danielle Skalnik, James Sangara. [20] Paul Mackie, Brian Kapuscinski. (More photos on next page) November 2019

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BC WOOD Photos by BPD

BC WOOD (continued from previous two pages): [21] Kevin Rasmussen, Matt Wittschiebe, Phil Schumoch, David Sandur, Landon Erbenich. [22] Rob Tam, Robert Sandve. [23] Rachel Xu, Jasper Zhan, Michael Siuucha. [24] Laurence Taylor, Cody Kwak, Trevor MacKay. [25] Rick Palmiter, Cameron Cook. [26] Samuel Hui, William Li, Glenn Mattice, Griffith Augustin, Jun Sekine. [27] Sam Bath, Guy Hemphill. [28] Rana

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Barn, David Jeffers, Chris Martin, Mark Whorrall. [29] Zach Leverington, Dean Gregg, Oisin Gallagher. [30] Allen Xu, Karl Garrett. [31] Justin Porter, Mike Porter. [32] Chris Caviggia, John Brissette. [33] Theo Middleton III, Shikai Xu. [34] Benjamin Yang, Ly Lya. [35] Helena Jehnichen, Tara Milosavljevic, Randi Walker, JC Lee, Bonnie Tobin, Brenda Lee. Building-Products.com

Big reveal at NAWLA Traders Market

NORTH AMERICAN Wholesale Lumber Association unveiled a new logo during its recent Traders Market in San Antonio, Tx. [1] Association executive director Scott Parker and chair David Bernstein handled the honors. [2] Orjan McCarty, Jonny Wilford, Rich Mills. [3] Scott Nowatzki, Brent Keutzer. [4] Dave Durst, Scott Collins. [5] Eric Ortiz, Tyler Freres. [6] Les Timar, Mike Pidlisecky, Chad Richmond. [7] Joshua Gilbert, Megan

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15 Fangrad, Chuck Zhou. [8] Tim Debelius, Kyra Felsch, Brian Carrington, Connie Phillips, Jim Pepple, Joani Reimer, Ricky Straughn, Judy Haney. [9] David Vick. [10] Humphry Wildeboer, Jim VanPelt, Parker Wildeboer. [11] Jordan Lynch, Kerry Blusys, Anthony Muck. [12] Drew Schasney. [13] Paul Pfingsten, Connie Baker, Bobby Byrd. [14] Bill Malloy, Alicia Powell, Randy Setzer. [15] Shane Glascock, Sharon Bird. (More photos on next 5 pages) Building-Products.com

TRADERS MARKET (continued): [16] Janet Pimentel, Michael Parrella, Nestor Pimentel. [17] Lee Greene, Leslie Southwick, Nick Johnson. [18] Seth Mauch, Bill Elmore. [19] Patricio Diaz-Valdez, Silvia Ibarra, Carolina Shaw, Felipe Magofke. [20] Mark Auxier, Mark Richardson, Rick Brignac. [21] Julie Rowan, David Ower, Jim Carroll. [22] Julia Milrod, Tami Kessler. [23] Mark Vanhuffel, Jay Peterson. [24] Keith Lolley, Gene Fitzpatrick, Building-Products.com

Photos by The Merchant Magazine

NAWLA TRADERS MARKET

Jordan Graves. [25] Danny Trevena, Doug Krusenklaus, Joe Meemken. [26] Patrick Power, Sharon Bird. [27] Ryan Holwege, Chad Warren, Max Livingston. [28] Jeff Easterling. [29] Thomas Mende, Katja Kabisch, Lu Riebel, David Stallcop. [30] Jim McGinnis, Brandon Cox, Truss Beasley. [31] Tad Cleve, David Conner. [32] Randy Schillinger, Dan Milfred. (More photos on next 4 pages) November 2019

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NAWLA TRADERS MARKET Photos by The Merchant Magazine

MORE NAWLA Traders Market (continued from previous pages): [33] Hannah Traphagen, Jay Bishop, Dawn Flynn. [34] Phil Schumock, Mark Kleps. [35] Harold Dodero, James Danielsen. [36] John Branstetter, Greg Martin, Paul Waldon. [37] Keith Welch, Andrew Perez. [38] Nicholas Peterson, Elizabeth Leddy. [39] Clarence Young, Rodney Cox, Ryan Williams, Mark Dickerson. [40] Kirk Westerbeck, Jim Enright, Brian

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November 2019

Hutchinson. [41] Aly Kingsley, Adam Hazelwood, Ryan Hagen, Hanna Smith. [42] Mike Boone, Jim Brady, Mark Cheirrett. [43] Rick Sanders, Dan Beaty. [44] Tara Murray, Mike Taron. [45] Matt Hungerford, Ted Mick, Jeff Bowers. [46] Kassy Stout, Tom Gennarelli. [47] Kent Beveridge, Tim St. John. [48] Peter Krihak, Janne Heikkinen, Maija Masalin. (More photos on next 3 pages) Building-Products.com

Photos by The Merchant Magazine

NAWLA TRADERS MARKET

EVEN MORE Traders Market (continued from previous page): [50] Jim Biewer, Kevin Sedler, Bill Schlottman. [51] Steve Lonsway, Jim Poulin. [52] Kevin Hynes, Chris Fehr, Matt Duprey. [53] Austin Godfrey, Doug Willis, Tim Hummel. [54] Anne Haakenson, Mark Reum. [55] Win Smith, Dan Edwards. [56] Dustin Jalbert, Dennis Badeshein, Greg Porcoro, Kevin Sedler, Jim Vandegrift. [57] Dan Bouchard, Keith Mullins, Chris Sainas, Building-Products.com

Brad Taylor, Russ Kimbell, Doc Smith. [58] Janne & Max Jones. [59] Thom Wright, Russ Lee. [60] Dean Jones, Cami Waner, Kyle McWhirter, Joe La Berge, Larry Broadfoot, Tim Stoval, Lee Jimerson, Eric Schooler. [61] John McCarter, Aidan Oâ&#x20AC;&#x2122;Leary, Alex McCarter. [62] Kalayna Crook, Jim Robbins, Alden Robbins, Chelsea Brown. (More photos on next 4 pages) November 2019

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NAWLA TRADERS MARKET Photos by The Merchant Magazine

NAWLA preceded the show with a festive opening reception (continued from previous pages): [63] John Kuch, Ron Sangara. [64] Kevin Dodds, Ryan Pearson, Joe Buttice. [65] Paul Zartman, Brad Taylor. [66] Brett Kelly, Steve Osterman. [67] Paul Ericson, Chris Knowles, Michelle Maller,

Gunnar Brinck. [68] Mark Tucker, Davis McGinnis, Joani Reimer, Steve Boscawen. [69] Mark Westlake, John Funch, Jim Funch, Krissy Danielsen. [70] Cheryl & Jay Hudson. [71] Andy Faircloth, Mike Purcell. (More photos on next page)

Softwood Plywood Manufactured Just For You. Timber Products Company has a longstanding reputation for manufacturing the highest quality commodity and industrial softwood plywood. We use veneer from our own timberlands and carefully control the production process from start to finish. Tell us what you need, and we can make it happen.

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November 2019

Building-Products.com

NAWLA TRADERS MARKET

Photos by The Merchant Magazine

78 PRE-TRADERS Market reception (continued from previous pages): [72] Barry Schneider, Nick Matute, Matt Oubre, Brad Schneider, David Ower, Vanessa Herrera. [73] Preston Johsnon, Kalayna Crook, Cam Stevens. [74] Dylan Tripp, Laura Ganatos, David Tripp. [75] Mike & Mary McInnes,

Greg Harasemow, Michelle Field. [76] Perry Rutkowski, Ed List. [77] Kevin Murray, Kevin Smith. [78] Nate Benitez, Mark McNion, Lisa Martin, Robin Dudrey, Kim Pohl, Eric Bennett, Bill Hesselgrave, Scott Robbins, Ed Boehm.

Specialty Products Made to Order. When you need a specialty softwood plywood product, Timber Products Company can help. We have a team of production managers who will work with you to get exactly what you need, when you need it. As a fully integrated company, we can control the product process from start to finish. For all your softwood plywood needs, think Timber Products Company.

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November 2019

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UFP GOLF Photos by The Merchant Magazine

UNIVERSAL FOREST PRODUCTS, Riverside, Ca., hosted its annual golf tourney Oct. 18 in Temecula, Ca. [1] Jimmie Alcarez Sr., Herman Ines, Jimmie Alcarez Jr., Bill O’Neil. [2] Dennis Guenther, Nick Guenther, Larry Hewitt, Stephen Smart. [3] Rick Spier, Shane Goffe, Gabe Aguilar, Rick Durley. [4] Dan Lucero, Tanya Lopez, Phil Santos, Mark Ozbun. [5] Juan Camarena, Dan Stark, Daniel Stark, Art Plasencia. [6] Jeff Daily, Alec Daily, Leroy Hernandez, Greg Lechuga. [7] Tyrone Smith,

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November 2019

Rick Deen, Michael Ochoa. [8] Jon Buholz, James Mastus, Robert Christenson. [9] Greg Serrato, Gerry Toomey, Pat McCumber. [10] Armando Cabral, John Brean, Jack O’Bannon, Ros Cabral. [11] Doug Snyder, Doug Snyder, Fernando Delgado, Marshal Akers. [12] Marwan Salem, Jim Kaminski, Danielle Lyle, Mack Satterfield, Mitchel Morse. [13] Ruben Cervantes, Jorge Godoy, Dylan Rudoll, Chris Lares. (More photos on next 2 pages) Building-Products.com

UFP GOLF Photos by The Merchant Magazine

OVER 150 golfers (continued) met at Temecula Creek Inn for golf, lunch, refreshments and a chance to win prizes. [14] Jon Skadal, Gary Gallagher, Brandon Morones, Alvin Cung. [15] Mike Plutner, Scott Middaugh, Keith Hitchcock, Ronnie Whitley. [16] Rafael Ayala, Yesenia

Bernal, Brooke Tribbett, Thomasayne Salazar, Mark Rushlow. [17] Curtis Achtemeier, Jeff Burnan, Eddie Montiel, Sean O’Bannon, Jessie Celeya. [18] Morris Mena, Christian Vidrio, Brian Mena, Oliver Mena. [19] Austin Nesbitt, Rene Coria, Omar Coria. (More photos on next page)

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UFP GOLF Photos by The Merchant Magazine

MORE UFP (continued from previous two pages): [20] Al Reed, Hank Hornveld, Chris Heise, Joe DeRoest. [21] Ronnie Whitley, Scott Middaugh, Keith Hitchcock. [22] Nick Davison, Lonnie King, Felix Martinez, Tom Davison. [23] Brandon Petersen, Bill Shaw, Daniel Reeves, Kurtis Pires. [24] Carlton Jennings, Frank Gonzalez, Steve King. [25] Carlos Diaz, Vincent Arenas. [26] Ryan Swindell, Lou Escanuelas. [27] Bill Cornthwaite, Jeff Whitehouse, Steve Hays, Ray

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November 2019

Tovar. [28] Ed Keyes, Bruce Akana. [29] Young Yun, Walter Medina. [30] Tim Kilgallon, Jerry Goerdt. [31] Ruben Rosas, Ed Miron, Dominic Finetti. [32] Sandra Conaway, Jason Godfrey. [33] Brian Anselm, Darren Cook. [34] Dave McNeill, Jim Bergeon. [35] Craig Larson, Ethan Olsen, Robert Vera. [36] Steve Mitchell, Brooke Tribbett. [37] Daniel & Michelle Rodriguez, Carl Suderman, Joe Cortez.

Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Western Wood Preservers Institute – Nov. 3-6, annual meeting, Cabo San Lucas, Mexico; www.wwpinstitute.org. Home Improvement eRetailer Summit – Nov. 4-6, Hotel Monaco, Chicago, Il.; www.eretailersummit.com. Pacific Logging Conference – Nov. 4-6, 110th annual meeting, Hilton Waikoloa Village, Big Island of Hawaii, Hi.; www. pacificloggingcongress.org. Western Building Material Assn. – Nov. 5, intro to building material sales; Nov. 6-7, estimating workshop, Olympia, Wa.; wbma.org. Remodeling Show & DeckExpo – Nov. 6-8, Kentucky International Convention Center, Louisville, Ky.; www.remodelingdeck.com.

Tacoma-Olympia Hoo-Hoo Club – Dec. 3, Christmas party & board meeting, Lakewood, Wa.; tbilski614@aol.com. Portland Wholesale Lumber Assn. – Dec. 6, Christmas luncheon, Portland, Or.; www.portlandwholesalelumberassociation.org. Los Angeles Hardwood Lumberman’s Club – Dec. 7, Christmas party, The Catch, Anaheim, Ca.; www.lahlc.net. West Coast Lumber & Building Material Association – Dec. 5, 2nd Growth holiday meeting, Brea, Ca.; Dec. 6, golf tournament, Yorba Linda, Ca.; www.lumberassociation.org. Western Forestry & Conservation Association – Dec. 4-5, 3rd annual Pacific Northwest Forest Vegetation Management Conference, Wilsonville, Or.; www.westernforestry.org. Southern California Hoo-Hoo Club – Dec. 18, holiday party & golf, Chino, Ca.; www.hoohoo117.org.

Mountain States Lumber & Building Material Dealers Association – Nov. 7, Brew Fest, Fossil Trace Golf Club, Golden, Co.; www. mslbmda.org. Western Forestry & Conservation Association – Nov. 12-14, 8th annual Western Native Plant Conference, The Hotel RL, Olympia, Wa.; www.westernforestry.org. Western Building Material Association – Nov. 12-14, annual convention; Nov. 14-15, Women in LBM Building Excellence, Embassy Suites Washington Square, Portland, Or.; www.wbma.org. Southern California Wood Design Symposium – Nov. 13, Long Beach, Ca.; www.woodworks.org. Tacoma-Olympia Hoo-Hoo Club – Nov. 13, board meeting, Tacoma, Wa.; tbilski614@aol.com. West Coast Lumber & Building Materials Association – Nov. 13-14, annual convention, Embassy Suites, Sacramento, Ca.; www.lumberassociation.org. Los Angeles Hardwood Lumberman’s Club – Nov. 14, meeting, Orange, Ca.; www.lahlc.net. North American Building Material Distribution Association – Nov. 19-22, annual convention, New Orleans, La.; www. Mountain States Lumber & Building Material Dealers Assn. – Nov. 19, Building Materials 101 class; Nov. 20-21, blueprint reading & material takeoff workshop, DoubleTree Conference Center, Greenwood Village, Co.; www.mslbmda.org.

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Structural Insulated Panel Association – Nov. 20-22, annual conference, Philadelphia, Pa.; www.sips.org.

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Tacoma-Olympia Hoo-Hoo Club – Nov. 22, Turkey Feed, Tacoma, Wa.; tbilski614@aol.com.

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Industrial and Treated Lumber Specialists November 2019

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ASSOCIATION Update National Lumber & Building Material Dealers Association honored Max Guetz, VP, Alpine Lumber Co., Westminster, Co., with its Distinguished Service Award during its recent Industry Summit in Colorado Springs, Co. Scott Engquist, Engquist Lumber Co., Harcourt, Ia., received the Chairman’s Award. The 2020 summit is set for Oct. 7-9 in San Antonio, Tx. West Coast Lumber & Building Material Association has chosen “2020 Vision—Looking Forward” as the theme for this year’s annual convention Nov. 13-14 at Embassy Suites, Sacramento, Ca. The event will include speakers, roundtables, industry updates, and a reception. WCLBMA is also inviting members to its 2nd Growth holiday meeting Dec. 5 at Embassy Suites, Brea, Ca., as well as its holiday golf tournament the following morning at Black Gold Golf Club, Yorba Linda, Ca. Western Building Materials Association is gearing up for its annual convention Nov. 12-14 at Embassy Suites Washington Square, Portland, Or. Attendees will hear from Jacob Belk of John Burns Real Estate and motivational speaker Dave Urso, who will talk about hammering away at conflict. WBMA is also offering a blueprint reading & material take-off course Nov. 6-7 at Kincaid Learning Center, Olympia, Wa. WBMA executive director Casey Voorhees will provide two full days of instruction and discussion of residential construction methods, blueprint reading, and material take-off. Mountain States Lumber & Building Material Dealers Association is hosting Building Materials 101—a one day class designed for students with little to no building materials knowledge. The course will be held Nov. 19 at Doubletree Conference Center, Greenwood Village, Co. WBMA’s Casey Voorhees will be presenting. Students will learn about building materials, their usage in residential construction, material management, how profits are made (or lost), as well as basic customer service and sales skills.

The Merchant Magazine n

The next day the association will offer a blueprint reading workshop on Nov. 20 at Doubletree Conference Center. The two-day course will also be led by Voorhees. Wood Component Manufacturers Association elected a new board of directors during the group’s recent fall meeting in New Orleans, La. New president is Leon Osborne, Osborne Wood Products; VP Frank Fitts, Fitts Industries; treasurer Mark Elliott, Elliott Woodworking; and immediate past president Steve Mashl, Valley Custom Door. Directors are Mark Paisley, Thos. Moser Cabinetmakers; Tim Becker, A Cut Above Wood Components/5-Acre Mill; Todd Breitenfeldt, Kretz Lumber; Manoo Mahmoodi, Art for Everyday; and Phil Menzner, Menzner Lumber & Supply. Kirk Spillman, Eagle Machinery & Supply, is the ex-officio technology partner on the board. The fall meeting was held in conjunction with the Moulding & Millwork Producers Association. Portland Wholesale Lumber Association is reminding members to save the date for its annual Christmas luncheon Dec. 6 in Portland, Or.

IN Memoriam Delta Wayne Smyth, former operator of Delson Lumber, Olympia, Wa., and Skookum Lumber, Shelton, Wa., passed away Oct. 1. He was 96. At age 12, he began working in his father’s tugboat maintenance shop after school and weekends. While studying engineering at the University of Washington, he enlisted in the U.S. Navy and trained as an officer at the U.S. Naval Academy at Annapolis. After the war, Smyth completed his degree at the University of Washington, then worked for Westinghouse Corp. In 1950, he joined Delson Lumber, his father’s five-year-old sawmill. He purchased his father’s shares in 1961. In 1972, Smyth built Little Skookum Lumber, which was sold to Welco Lumber in 2000. He served on the boards of the North American Wholesale Lumber Association, Northwest Independent Forest Manufacturers Association, and from 1968 to 2000 the West Coast Lumber Inspection Bureau.

November 2019

Loren M. Berry, founder of Berry’s Sawmill, Cazadero, Ca., passed away days after his 98th birthday on Sept. 21. Upon graduating from high school, he joined his father’s logging company, but in 1941 started up his own mill. During World War II, he served as a sawmill expert in the Forestry Division of the Corps of Engineers, building and operating sawmills in the U.S., Europe and the Pacific. At the end of the war, Berry returned to his mill, where he continued working into his 90s. In addition, in 1974 he received his Licensed Professional Forester’s license. Joseph Herman Tabet, 85, owner of Tabet Lumber, Belen, N.M., died Oct. 3 in Belen. Herman grew up working for his father’s construction and gravel operation. He started building homes on his own and in 1956 purchased Becker Dailes Lumber Co., Belen. He renamed it Tabet Lumber after moving to a new site. Tabet also opened a number of other local businesses, including a Redi Mix concrete plant, motel and car dealership. William Donald “Bill” Gaittens, 79, West Coast lumber marketing veteran, died Sept. 26. After earning a degree in journalism from the University of Oregon, he served as a captain in the U.S. Army. He then became assistant PR manager at Georgia-Pacific, Portland, Or., where he edited the in-house Growth magazine. He worked as executive VP of the Western Wood Moulding & Millwork Producers and the Independent Veneer Producers associations. In 1976, Bill moved to Sacramento, Ca., to become sales representative/ director of marketing for Eagle Forest Products, before working for Haley Brothers and Berdex Forest Products. John Thomas Myrin, 78, owner of M&E Forest Products, Portland, Or., died Oct. 4. After getting his start at North Pacific Group, Portland, he formed his own business in 1989. Kent Burgner Gaufin, 81, Utah lumber salesman, died Sept. 20. A 1965 University of Utah graduate, he left teaching high school in 1976 to open Lake Builders Supply, Lehi, Ut., and ran it until 1988. He then spent three years at Schuck Wholesale Lumber, Glendale, Az., before returning to Utah and finishing his career at BMC West. Building-Products.com

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Page 36

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November 2019

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FLASHBack 70 Years Ago This Month

Seventy years ago, the November 1949 edition of The

California Lumber Merchant studied the possible effect on the industry of President Truman signing into law a hike in the national minimum wage from 40 to 75 cents per hour. The rate hike was expected to have minimal effect in the short term, since sawmills nationwide were already paying well in excess of 75 cents per hour (the average rate of pay at mills in the Pacific Northwest was $2.10 per hour, and $2.35 per hour for logging crews). There was trepidation, however, in the South, where the industry fretted over what would happen in the event of another recession. “During the 1930s, literally thousands of Southern sawmills operated on a hand-tomouth basis for no reason other than to keep their men employed and to furnish them with a sustistence wage. All such operations were run at a loss, and the mills sacrificed their valuable timber in order to help their men. Should such times come again, the mills could have no choice but to close down.” In other coverage of 70 years ago: • Night school was becoming a hit with Northern California lumbermen. Hundreds of forest products workers reportedly were attending after-work classes at Fresno State College, Santa Rosa Junior College, and Hartnell College in Salinas, Ca., sponsored by the Lumber Merchants Association of Northern California and taught by representatives of LMA and area lumber firms. Classes covered lumber terminology, grades, blueprint reading, millwork, estimating, sales, material handling, and specific products (fir, pine, redwood, hardwoods and plywoods). • United States Plywood Corp. put together a “Woods of the World” exhibit in New York, showing off more than 100 rare veneers for architects, interior decorators, and the press. Displayed at the Weldwood Building on 44th Street, the exhibit emphasized the importance of wall paneling and fine interiors in modern architecture. Lawrence Ottinger, president of US Plywood, pointed out that there was increasing demand for made-to-order hardwood panels for special purposes where beauty of graining and texture were essential. “This exhibit,” he said, “shows to architects and others interested the tremendous possibilities for unique designs and flexible uses that were hitherto thought impossible.” • Cavanaugh Lumber Co., Tacoma, Wa., achieved “a seeming miracle in warehouse construction” by erecting a 5,000-sq. ft. storage facility in six hours. As The Merchant reported, “Passersby who had seen no building at 8:00 a.m. saw an almost finished structure late that afternoon.” The walls and roof framing for the 20-ft.-high, 50- by 100-ft. building had actually been pre-assembled the week before and were lifted in place by a crane on to a previously completed concrete foundation.

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November 2019

LOS ANGELES’ Western Hardwood Lumber Co. heavily marketed Philippine mahogany brought in by its Westhard Importing division.

• Moore Dry Kiln Co., North Portland, Or., mailed out the 70th Anniversary Issue of Moore Facts, celebrating the first Moore dry kiln built by “Dry Kiln” Moore in 1879. • The California redwood industry “staged a friendly and peaceable invasion of Texas,” sending a delegation of 14 executives to promote its products to wholesalers and dealers in the Lone Star State. The group, primarily from San Francisco and Chicago, spent two days each in Dallas and Houston, giving presentations sponsored by the California Redwood Association, Delegates came from the California Redwood Association, Pacific Lumber Co., Hammond Lumber, Union Lumber Co., Arcata Redwood, Redwood Sales Co., Dolbeer & Carson Lumber, Rounds Trading Co., and Northern Redwood Co. The Dallas session opened at Cowser & Co.’s distribution yard for wholesalers to inspect various grades of redwood lumber close-up. A sample car of redwood, shipped in by the Union Lumber, was unloaded, pieces stacked on end and displayed by grade pattern and size. A CRA field rep then lectured on redwood grading, manufacturing and utilization. In the afternoon, CRA’s advertising and PR program was outlined. The next day, retail lumber dealers, architects and other specifiers of building materials, gathered in a hotel ballroom to listent to case histories of redwood utllization. A brief history of the development of the redwood industry looked back at the species’ first commercial production in 1832 through the modern practices such as reforestation, selective cutting, elimination of waste, and proper utilization. CRA also showed a new educational film, Sempervirens, and a slide show, Box Score, dealing with the properties of redwood. The next two days followed a familiar pattern, starting at Shroeder Lumber Co. for day one, and finishing at a local hotel for day two. The event was wrapped up by Merchant Magazine publisher Jack Dionne, who lived in Houston and was called on to tell a few of his favorite stories.

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