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CONTENTS

November 2021 Volume 100 n Number 11

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

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16 Features

16 Treated Wood Tags

10 Feature Story

difference in fulfilling your brand’s promise.

Selling Decking for Privacy Walls

12 Industry Trends

PVC Architectural Trim Evolves to Meet Heightened Demands The Importance of Industry Involvement

MERCHANT

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

NOVEMBER 2021

Magazine

TIPS TO BUILD YOUR BRAND • TREATED LUMBER TAGS • NEW USES FOR DECKING

23 Competitive Intelligence

Washington Dealer Sticks to His Niche

10/18/2021 9:05:19 6:21:11AM PM 10/26/2021

28 Transforming Teams 36 Movers & Shakers 40 New Products 47 In Memoriam

38 Event Recap

51 DateBook

48 Event Recap

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26 Olsen on Sales

47 TalkBack

Energy High at Do it Best Fall Market

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8 Across the Board

34 Thinking Ahead

How to Parlay a Pandemic

Providing Wood Preservative and Enhancement Products to Vital Industries

23 Departments

19 Management Tips The

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Brand Builder Lumber tags can make a huge

instagram @bpdmerch

The Return of Gregson Golf

52 Advertisers Index 54 FlashBack

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November 2021

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ACROSS the Board

By Patrick Adams

Asking favors t’s kind of funny how life leads certain types of people to other people. I’ve always been a “service” kind of person. It feels good to help others and be the type of person who others can count on. I realize to some this sounds odd, but it’s a compliment when someone asks me for help. To me, it means they trust me to deliver what’s needed and being capable of delivering it. Perhaps adding to the list of odd traits I seem to possess (yes, at one point in my life I thought I was “normal”), I am VERY uncomfortable asking for favors. I’m not sure where that comes from, but with almost everything in life I only ask for help as a truly last resort. As I’ve grown older, I’ve realized this along with realizing that this trait is actually a weakness in my personality. It makes my life harder than it needs to be and I suppose, there might actually be those around me who for some reason, would appreciate being able to help me. That brings me to the point of this. It’s “that” time of year again. Hunting season has fallen upon us and like every year, it comes at the worst, most inconvenient time. With our business, we are in the “home stretch” of what is a good year—certainly our busiest time on the calendar—and also slammed with planning for 2022, which celebrates our 100 years of service to this great industry! Combine that with two kids’ birthdays, a couple of holidays, and all the other silliness that goes along with the fourth quarter and taking a week away seems like more than a “favor.” While the state I live in is beautiful in parts, I can’t say it’s the most friendly hunting landscape, which means I have to travel. Like anyone who has hunted will tell you, hunting in its easiest form is not easy and the larger the game, the harder the hunt. It’s that time of year where I have to ask my entire team, my family and my friends for favors to allow me to take on this selfish challenge. I pack up the rig and RV and head about a thousand miles east to the mountains of Colorado in search of elk… and myself. My wife is left home alone to manage our “energetic” little kids. My team is left alone to handle the countless balls that our business seems to throw in the air on a daily basis. My friends chip in to support both parties while in most cases, I’m away a week or more with no cell service or internet and my wife simply waits for

one daily ping from my SatCom. But, over the course of a roughly 12-hour drive, my stress and guilt of leaving fades away and the landscape and solitude reminds me of all that I’m so grateful for. Over the course of the week whether I see an animal or not, it restores my faith in all that is good in life and while it’s just a week, I again feel the excitement of using the next 51 weeks to repay everyone who gives me the favor of this week. Needless to say to you because I share it often, I am a lucky guy. I have a family and team and a few friends around me who everyday help to bring out the best in me. I’m lucky to be in service to them, and I’m lucky to be able to ask them for a favor once in a while. As I’ve hinted about in the past couple months, I need a favor from each of you. In this issue, you will notice a postcard that is something new that asks you for a simple favor—to send us your email address. I PROMISE… you will not begin receiving messages from Saudi princes offering their fortune! January begins a special event for our company—The Merchant Magazine turns 100 years old! It’s a long time to be in service to anything and even longer in the publishing business. We have a ton of exciting events and special treats planned for the industry and as you know, it’s getting harder (and more expensive) to count on USPS for that! So please, check out the postcard, do us a favor and I promise, you won’t regret it! I’m grateful to serve this industry and all of you with these publications. I hope your summer was amazing, both personally and professionally and that we all can look forward to closing out a good year.

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

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November 2021

Building-Products.com

FEATURE Story

By Sean Collinsgru

HOMEOWNERS CAN combine privacy and purpose with a deck board privacy wall.

Selling decking for privacy walls s contractors, we always keep up with the latest tools and techniques, and as creative designers it is equally as important to keep up with trends in designs. We have recently seen an uptick in the number of requests we receive for privacy walls in the outdoor living spaces we create. Whether it be a large-scale trend or a customer simply seeing the special touches we add to our designs through our photos, privacy walls are high on customers’ wish lists. While privacy walls are functional as well as aesthetically pleasing, we strive to maintain the balance between a focal point that is not cumbersome and a shield from the elements that does not

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feel overpowering. As we began incorporating privacy walls into designs, we made the decision to use the same product for building vertically that we were already using to build with horizontally. This provides consistency that helps tie the outdoor living space together by using the same material on the deck and the privacy wall, rather than attempting to color match different products together. We intentionally chose a product for our deck designs that is not only incredibly durable, but also has many options for colors and width, so it was an easy choice to also go with Deckorators composite decking for our privacy walls. Deckorators offers

November 2021

a wide range of options including varied-plank widths and picture frame board which allows us to get very detailed with our designs and inlays. A variety of color options and woodgrain finishes make it easy to create customized style, but the products also look great all on their own. With Deckorators composite decking, we also do not have to worry about things like expansion and contraction or how it will hold up in the weather, which makes it a great product to work with.

Keep an open space

The most intricate part of building a privacy wall will be the design if you choose to incorporate one. This Building-Products.com

INLAYS and picture frame boards add a modern feel to an outdoor living space.

CREATE a custom design stamp with unique features and decor.

vertical element is a great way to draw the eye up, while maintaining an airiness in the space. Make sure to be mindful of how open you want the space to feel. It’s important to strike a balance between a space that feels private but not closed off or closed in. Of course, different homeowners have different goals, but the ideal privacy wall should feel open and airy while still separating the space from neighbors and noise.

or patios, and with some planning and intentional design a privacy wall can be the perfect hiding spot or solution to unwieldy electrical cords. Using privacy walls correctly can be a great way to keep some of that indoor intimate feel, while still being able to enjoy outdoor spaces. They can also be a great way to showcase your craftsmanship and give your customers the “wow factor” that will set their outdoor living space apart.

Level up your deck design

How to...

Use outdoor living designs as an opportunity to leave a personal stamp on a project. Each one of my designs is custom made for each customer to flow with their home and project and will not be reused again. This is a great way to level up a project and an opportunity to get your creative juices flowing. Using decking boards is a great way to upgrade from the traditional lattice look to a more up to date tailor-made option that both contractors and homeowners can appreciate.

Building a custom privacy wall with deck boards is very simple.

1. Start by anchoring 4x4 posts into your deck framing and install just as you would on the deck floor. 2. Install additional blocking for a custom design or inlay. Keep in mind this will be more susceptible to the wind when fastening to the framing. 3. Complete the look with colormatched fastener plugs. – Sean Collinsgru founded Premier Outdoor Living, LLC, Palmyra, N.J., in 2015 as a design-build firm that specializes in creating unique outdoor living spaces throughout Southern New Jersey.

Privacy and purpose

Not only are custom privacy walls beautiful to look at and effective as physical barriers from wind or neighbors, but they can also have another very practical use. They are great for hiding any pesky wires for things like lighting, outdoor TVs, or outdoor refrigerators. Many homeowners dislike having to run extension cords all over their brand-new beautiful decks Building-Products.com

November 2021

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INDUSTRY Trends

By Rick Kapres

A WEALTH of traditional design elements, carried out in workable, dimensionally stable PVC, is calculated to stay crisp and unmarred with no more maintenance than an occasional power-washing. This home faces the water in Suffolk County, Long Island, N.Y. Contractor/fabricator: Seifert Construction; architect: Bruce Nagel + Partners

PVC architectural trim evolves to meet heightened demands ithstanding what used to be once-a-century storms. Endowing luxury homes with bold, distinctive personalities. Empowering owners to spend more time enjoying—and fewer resources maintaining—their coastal retreats. All of these prospects, and more, stem from the continuing reinvention of PVC architectural trim products, an outlier category just a couple of decades ago. Then things changed. Many architects, builders and homeowners had clung to the notion that natural wood was the only appropriate trim material for high-end residences. But, by the early 2000s, it was clear that both aesthetics and materials had reached their tipping points.

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Younger homeowners (and quite a few of their elders) were elevating “zero maintenance” to a mantra for gracious living. And builders were mourning the bygone strength and durability of available solid-wood products. Old-growth stocks had vanished, and they were eager to get their hands on materials that would work as easily as wood but last more than a couple of seasons. In stepped a few visionary manufacturers convinced that a new, “green,” manmade material could make life easier for owners and contractors alike. The innovation they had in mind was high-quality cellular PVC, which derives largely from plentiful natural gas and can be engineered to resist anything weather and climate can throw at it. Yet

November 2021

it yields finished results that replicate or even improve on the traditional painted or stained wood forms dear to architects and homeowners. These manufacturers didn’t invent PVC; they reinvented it, dramatically enhancing its physical properties, creative potential and curb appeal. They’ve even introduced realistic, long-lasting wood-tone laminates for contrast with customary all-white trim designs. This summer, I asked a few professionals who design or build high-end homes in demanding coastal environments about their experiences with the continually evolving possibilities of PVC trim products. “Building homes on the Jersey Shore is uniquely challenging,” says Building-Products.com

Cathy Van Duyne, of Van Duyne Builders, Inc., in Ventnor City, N.J. “PVC has become almost indispensable for us, especially because it’s waterproof and resists the extreme changes in climate and local conditions. “If you look at some of the houses we’ve built recently, you can see why the owners are so happy with it,” Cathy says. “If the millwork had been done in wood, they’d have to repaint it every three or four years. That means a lot of money and disruption when there’s only a narrow window of time to use the house. The best time to paint is during nice weather in summer and fall, just when you don’t want scaffolds full of painters around your home. “There’s been an explosion of advancements in homebuilding technology, from smart homes to sophisticated adhesives and fastening systems, to new building materials,” she says. “What we’re seeing with PVC trim, including smarter techniques for using it and specialized new products and tools, is a system that’s part of that overall revolution.” Another builder, John Seifert of Long Island-based Seifert Construction, told us that continuing refinements in premium PVC means he can produce

higher-quality results with each succeeding project. One reason he’s dedicated to a certain brand is that it keeps introducing an expanding range of profiles, sizes and features that extend his range of options. “We tried them all,” he says, “and landed on one company for its quality, which was clearly superior. Then we saw we were gaining more flexibility, too. One example: We had to build an arch that normally would have taken two pieces of traditional, 8-foot-long sheet material. We realized we could use one sheet of PVC in a new, 10foot length—and finish the job with no seams! Small innovations come along on every single job, thanks to the big innovation that’s wrapped up in this material.” He says his team finds ways to innovate in the fabrication shop, as well. “We had to fabricate an elaborate portico that called for dozens of small pieces, including a row of pilasters with a water table running right through it. Some of the components were only a couple of inches square. Making them out of modern pine was out of the question. If they didn’t break in fabrication, they’d fall apart in a year; we’re not getting the same wood my grandfather was us-

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CONTINUOUS SWEEPING curves with fewer joints, realized in long PVC mouldings, distinguish a shingle-style coastal home. Tongueand-groove soffit and other PVC millwork will withstand harsh waterside conditions for decades, requiring little or no homeowner attention. Contractor/fabricator: VanDuyne Builders, Inc.; architect: S.J. Fenwick Associates.

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DECORATIVE BRACKETS, custom-fabricated from solid PVC stock, harmonize with sharply detailed standard PVC mouldings and trimboards. Premium PVC brings the luxury of complex architectural personality within reach, without the drawbacks of weather damage or upkeep. Contractor/fabricator: Seifert Construction; architect: Bruce Nagel + Partners.

A 270º ROOF, sheltering an upper-story porch, illustrates the range of challenging curves achievable in frieze boards, soffit and crown mouldings thanks to increasing lengths and enhanced workability of PVC trim components. Contractor/fabricator: VanDuyne Builders; architect: S.J. Fenwick Associates.

ing. Instead, we brought the architect’s vision to life partly in custom-carved PVC, and partly in sharply detailed, stock PVC profiles from the same manufacturer, like crown mouldings and standard five-and-a-quarter boards.” “One development worth mentioning: the amazing progress they’ve made in eliminating any hint of a “plastic” look and feel. Once you could spot manmade trim from a mile away. The material we use today comes across as authentic and substantial at any distance. Even historical districts that used to be strictly wood-only for restoration projects are looking at the expense of painting and maintenance, and starting to come around.” Bill McConville, of Fenwick Architects in Linwood, N.J., is on the same page. “Take something like a decorative, painted wooden bracket,” he says. “If they’d had cellular PVC in 1901, they would have used it, because then they wouldn’t have had to scrape it and paint it every few years. Now that the technology has come into its own, homeowners accept PVC without giving it a thought. And now even preservationists are willing to consider it. We love to use it. From the architect’s standpoint, it holds up, looks good, and makes sense.” We live in a world where homeowners show more knowledge about design and construction—and less patience with maintenance—than ever before; where exterior building materials take an increasingly heavy beating from the environment; and where a fresh idea can be your strongest competitive advantage. My colleagues and I are convinced that this is a world where an evolving spectrum of building products, including premium PVC, have a major role to play. And we’re pretty sure today’s builders, architects, and clients are ready for new waves of possibility. – Rick Kapres is vice president of sales for VERSATEX Building Products (www. versatex.com).

WEATHER-RESISTANT millwork characterizing this South Jersey region home can withstand extreme storms as well as day-to-day sunlight and spray, in part because advances in installation techniques, fastening systems, and adhesives have kept pace with PVC formulations. Credit: VanDuyne; Fenwick.

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November 2021

Building-Products.com

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November 2021

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MARGIN Builders

By Michael Vejar

COLORED LUMBER TAGS have become a difference maker for treater Culpeper Wood Preservers.

Trust through tags Product ID helps fulfill your brand’s promise

ll consumer products require some type of identification in the form of a label and related packaging, which comes in all manner of shapes and sizes to help get noticed and stand apart from competitors. But what do you do when all the “packages” look the same and the label is quite small, like with pressure treated lumber? You take a footprint measuring just 7/8” tall by 2” wide and make as broad a canvas as possible. A lot of people see truckloads of pressure treated boards heading down the highway. Too small to read as they pass by, the tags look functional at best. Held firmly in place with that staple and holding up well to 70+ MPH gusts and all sorts of weather conditions. Though unreadable, you can clearly see there are different colored tags from one bundle to the next. Hard to miss that even at 70+ MPH with a turbulent wake of mist. For the DIY-type of person who knows his or her way around a home improvement store, chances are they recognized those colored lumber tags as the Culpeper Wood Preservers brand of pressure treated lumber. Even for the casual observer wandering the isles looking for a furnace filter, they

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November 2021

likely passed by those small end tags, which are crammed full of essential details. “The end tag is literally our brand packaging,” said Chris Brown, director of business development and marketing, Culpeper Wood Preservers, Culpeper, Va. “It is a vital source of product and application information, but also a major part of our branding platform. The end tags also have to build trust and deliver peace of mind for our customers, from weekend do-it-yourselfers to seasoned contractors.” The face of the tags features a solid color treatment to reflect product type. Reverse-out copy and graphics allow the white color of the tag stock to show through. There are also various combinations of the solid color with black ink for specifications, as well as some tags featuring an alternate color for the product name/type. The back side of all the tags is printed in black. The small size of the text is still easy to read against the white color of the tag material. The printing is executed by MidSouth Design, Birmingham, Al. The tags are flexographic printed with proprietary ink systems. The white opaque material is 5-mil polypropylene with a two-sided matte finish. The construction offers Building-Products.com

strength and rigidity, so the tags will not rip or tear from being stapled to the boards. “Protecting the Culpeper brand identity and reinforcing their positioning is always top of mind,” said Ben Schneider, senior account manager, MidSouth Design. “These tags provide instant brand recognition with visual consistency in both layout and the use of color as a distinguisher of the product category. “We use every bit of available space on the tags to effectively leverage the Culpeper graphics and detailed user information. And with a label that’s just seven-eighths of an inch by 2 inches, we have to be extremely precise. There is no margin for error.” The tag material and inks are engineered with added durability to withstand full exposure to the treatment chemicals. In addition, tagged lumber on a job site is subjected to all types of weather conditions. The printing cannot fade or smear, so there is a higher level of UV resistance and added protection from abrasion. For example, Culpeper has a treating operation in Lancaster, Ma. They treat year-round at the facility, so when the wood comes out of the treater in the winter, it freezes. Still, the tag must hold up against all the elemental conditions. As for the tagging process, that’s done in the lumberyard. Culpeper uses the MidSouth Tagger, a pneumatic stapler engineered by MidSouth Design that automatically feeds a single tag from a roll and simultaneously staples it in place. Compared to holding a stapler in one hand and a roll of tags in the other, the MidSouth Tagger combines both elements into a single action. This increases productivity and speedto-market for Culpeper. Lumber end tags do not require approval from Underwriters Laboratories, but they do offer compliance elements about the chemical preservative, affiliation with a third-party inspection agency, industry standards regarding use, warranty statement, and treating plant location. “While some people might look at Culpeper products as

Building-Products.com

COLOR CODING—such as orange for #1 Grade Ground Contact and green for #2 Ground Contact—makes the grades easily identifiable and enriches the Culpeper brand.

just wood boards, we take our packaging and branding efforts very seriously,” Brown said. “It comes down to how we represent the Culpeper brand with customer support. And that support begins with the end tags.” “They have to confirm the customer’s decision to use our products. That’s why every tag must be completely readable. They also have to be front and center on the end of every board at retail and the job site. When you consider the level of information those tags have to carry, legibility is a must and losing even one in transit is not acceptable,” he added. – Michael Vejar is VP of sales & marketing for MidSouth Design, Birmingham, Al. (www.midsouthdesign.net), manufacturer of lumber tags, placards, bundle tags, and tagger guns.

November 2021

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MANAGEMENT Tips

By Belinda Remley

The importance of industry involvement here is nothing more empowering than being able to impact your industry, your company, and yourself. Every day, treaters, sawmills, preservative manufacturers, forest land owners and more have the opportunity to do just that as they engage in the numerous organizations that both govern and support the wood industry. “Through involvement, both the company and individual become part of the process and support mechanism for wood products,” explains Tim Carey, industrial specialist for Arxada. “My former colleague used to say ‘It’s important to give back to where you make your living.’ And our organizations collectively provide opportunities for us to individually and collectively contribute to the betterment of our industry.” These organizations are varied in what they offer the industry, but all strive to create solidarity and to affect wood use in a positive way. “Arxada is involved in about 70 different organizations,” explains Grady Brafford, industrial sales director for Arxada. Grady, a 40-year veteran of the wood

ARXADA Wood Protection industrial specialist Tim Carey speaks during the recent AWPA annual meeting. Building-Products.com

industry is active with many of those organizations including the American Wood Protection Association (AWPA), Treated Wood Council (TWC), and Southern Pressure Treaters Association (SPTA). “Each organization plays an important role in helping further the wood industry’s agenda,” Grady says. Tim, who is involved with nearly a dozen groups, explains that these associations’ main purpose is to aid the wood industry through creating standards, lobbying, and promotion as well as advocating the benefits of wood over its competitors such as concrete and steel. “These organizations help build expectation and regulatory guidelines for the wood treating industry as well as develop or provide an educational resource for contractors and building industry members,” says Mike Wiechec, national sales manager for Arxada. “As members, we understand the value they offer the industry as a whole. Being a member of an association that supports wood means connectivity to not only our customers but also to the entire wood business. We can understand regulations and expectations for the treated wood industry and provide a voice or a seat at the table where we have the opportunity to positively impact our industry.” All of the associations serve different roles in their support of the wood industry. For example, AWPA, American National Standards Institute, Railway Tie Association, American Railway Engineering & Manufacturers Association, and International Council on Large Electric Systems are national/ international standards writing groups for wood products. “By providing standards, our products can be easily purchased for the intended application,” Tim says. “And, many of those standards are set by the wood industry for the wood industry.” AWPA is made up of more than 500 individual members who work together to provide a foundation for the quality and performance of treated wood products for residential, commercial, military, and industrial uses. According to Colin McCown, executive director for AWPA, “Being involved in the standards development process gives each member an opportunity to shape and improve upon those standards. Because AWPA’s membership includes many people from outside the treated wood industry, involvement allows participants with different perspectives to come together November 2021

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ARXADA code specialist Josh Roth participates in building related organizations, here talking to officials about the changes in codes in Georgia.

and develop standards that are beneficial to manufacturers, specifiers, and end-users.” Colin further explains that AWPA’s primary contribution to the wood industry is the development of consensus-based voluntary standards for treated wood products, preservatives, quality control procedures, laboratory analysis methods, evaluation of new wood preservatives, and other valuable standards. “This is important because standards give end-users and specifiers confidence in the performance of treated wood products and help to maintain a consistent level of quality across the entire industry when implemented,” Colin says. “AWPA also contributes to the industry by educating its members regarding new and emerging technologies, by providing a forum for discussion of industry and end-user issues, by giving individuals an opportunity to develop standards upon which their industry relies, and by supporting the use of those standards within the industry as well as to specifiers and end-users.” Serving on organizations’ sub-committees to affect standards the wood industry lives by is just one outlet for involvement. SPTA and Western Wood Preservers Institute (WWPI) are examples of treated wood support organizations, providing information to end users on how to best use products. TWC is a lobbying organization that monitors the national and local government activities that may affect the use of treated wood products. Forest Products Society is a research organization that provides support through testing and research of wood products in various applications. Butch Bernhardt, senior program manager for WWPI, explains that this group serves as a voice for the treated wood industry in the West, advocating the safe and sustainable use of preservative- and fire-retardant-treated wood products. “Our responsibilities include increasing public and consumer awareness of our products and industry, securing reasonable regulations for treated wood products and processes at the federal, state, provincial and local levels, and promoting the development and application of codes, standards and quality assurance programs to meet the needs of both treaters and product users,” Butch says. Butch explains that “with more than 60 active treater and service member companies, WWPI offers a voice and forum for its members, while working to influence the industry and the way the public views the industry. Within those member

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companies, hundreds of active individuals work together on four standing committees that cover the products, uses, and regulatory issues affecting preserved wood products.” SPTA caters to the industrial market through support, education, and research. Its members produce more than 75% of the U.S. market utility pole supply and also produce wood crossarms, piling, and other industrial timbers that are the backbone of the U.S. utility grid and national infrastructure. SPTA executive director Kevin Ragon explains, “SPTA allows the opportunity to network, exchange ideas, discuss production issues, supplies, advise and comment on regulation at the state and national level. We offer the ability to disseminate product information and performance to our customer base and we comment on product standards, market issues, and provides product research to address specification and environmental issues.” But, really, why be involved at all? “Being involved, among other things, shows our commitment to the industry we play in,” says Chris Leslie, retail marketing manager for Arxada. “In the competitive world we live in, it is imperative to be present and keep your name prominent. In addition, being members of industry organizations and attending their events is crucial to staying aware of what is happening in the business as well as who the key decision makers are.” Additionally, Butch explains, “The treating industry faces significant challenges in many areas, from onerous regulations and restrictions on the use of treated products to misperceptions and bias against preserved wood as well as competition from alternative materials. These challenges often cross product lines, customer groups and geography.” The best way to address these changes as well as any other issues facing the wood industry is to bring all elements together within the industry to fully understand the issues and develop effective, proactive solutions. The only way to affect movement within the industry is to get involved, joining with other like-minded companies and individuals who strive to make their voice heard and their industry successful. – Belinda Remley is a marketing professional with Arxada in the Wood Protection business unit. She has been promoting wood and the protection of wood for nearly 30 years.

NOT JUST hard work but also comaraderie is a reason to participate in industry associations. During the recent SPTA annual meeting held in Memphis, Elvis stopped by for a visit. (L-r) David Pike, Belinda Remley, and Tim Carey from Arxada Wood Protection enjoy some time with the singer. Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Stick to your niche emember—of course you do— the day the distressed astronauts called out, “Houston, we’ve got a problem?” To translate to a different dilemma recently facing another city, Brent Emery, owner of E&E Lumber & Home Center, based in Marysville, Wa.—fast becoming a bedroom

community of Seattle 35 miles distant along the main corridor—was perhaps tempted to believe that, there in the headquarters of firms like Boeing, Microsoft, Google and Amazon, a problem loomed. “Because we are situated with mountains to the east, the ocean to

the west, it’s a pocket of development here,” Brent explains—lots of industry coming in, and we’re right on the main drag.” Thus, E&E was supplying packages for 300-plus houses a year. Until. Until the bad years of 20112013. “It got to the point that banks weren’t loaning money, so we dialed back. I changed our format, limited our expenses. And now”—the good news—“we’re making way-better margins with less volume.” In the meantime, along came COVID with its unforeseen bonus: “We had a captive audience; everybody was working from home. We were deemed an essential business, so we had our biggest sales in 54 years in 2020.” Essential, for sure, but also crazy: How to handle the demand? “I decided to close for one week in March to assess the situation. Then in April we re-opened, under COVID, with hours from 7 to 3, Mondays through Fridays. But still, the amount of profit was absolutely insane, so we said, ‘Screw it! We’ve gotta go for it,’ and went back up to our normal, pre-COVID hours, and everybody stayed healthy. It was the best 18, 19 months in the history of the company, though it’s starting to drift back to normal now. Which,” he says, “is a good thing, because we couldn’t have survived. We’d been working six days a week, 14-hour days. We’d close at 8 or 9, then come in again at 5 a.m. to pull packages. We were pretty well burned. “Plus,” he view the insult heaped on injury, “The supply issues—which will take another couple of months to get back to normal—brought on extortion from the mills. We were also E&E LUMBER owner Brent Emery illustrates the advantages of exceling in—and sticking to—your niche.

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November 2021

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THE WASHINGTON STATE dealer owns just two trucks, despite turning over a volume equivalent to a nearby operation with a fleet of seven.

out of paint, but the supply of building materials was pretty normal. Steel, however, was going crazy, with a 20% price increase in metal roofing. The supply of everything just got sucked out of the market. We’ve gotta play catch-up, but without jacking up the prices,” he pleads. “We’re sticking to our [dialed-back] niche,” Brent reiterates. “We didn’t put on an outside salesman when that was trendy, to go the ‘volume’ route. And, over the years, we’ve had the opportunity to buy other facilities. Instead, we opted to build on what we have. If we did buy another store, that would become a fixed asset, and we’d have had to put $1 million into new inventory. “‘Do more with less’ is our motto. For instance, we own two trucks, and with them, we do a volume similar to a company in the area running seven: We just run ours efficiently! Plus, lots of our customers pick up their own product. (We did finally break down and buy a forklift, after 50 years. But! It can carry three or four loads at a time, not just run out with one,” he justifies.) “Our staying power,” Brent continues, “is—no debt. We worked hard to get to this point and so to take advantage of opportunities. Personally, I still question a lot of stuff when folks don’t stay in their lane….” Well, E&E did jump lanes once, when, back in 1972, it purchased a second location. The way Brent tells it, “Dad’s attorney called and said a widow was selling out. Dad ran up at 3:30 in the morning, before we opened, to look at the inventory. Then he bought it… for less than the inventory.” The two locations carry the same product mix, allowing for inter-store transfers. Together they employ a staff of 32. Why do these employees sign on and then stay put? “We give good benefits, we pay well, and we offer a good environment. We’re like family—a good core. And we have fun. We often hire folks who come on over to us from another store, so they have plenty of experience, too.” Business is 60% drop-in and 40% contractor-driven. Those pros swear by E&E, Brent notes, because “they’re assured of good quality product, like Doug fir. They rely on service by a staff with 15 to 30 years’ tenure.” That’s also why the cluster of big boxes surrounding E&E poses not much of a threat. “We’ve got competitive

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prices, quality materials, and a knowledgeable crew, with tenure that’s built on working here, day in and day out.” Business is so robust that E&E doesn’t advertise. “We haven’t for the past two years. Anyway, why would we advertise when we can’t [nowadays] get a product, anyway?” he wants to know. Word of mouth works just fine, and 60% of the outfit’s business is built on walkins—“a really good mix. Not all our eggs in one basket. Instead of volume, we’ve always had the retail to fall back on during each recession. “Contractors like the attention you get here, and that attention to quality: Every stick of lumber can be used on the job—no substandard stuff. Framers,” he says, “love us.” Well, what about your neighbor, Amazon—the websales behemoth? About online competition, Brent has this to say: “I believe in bricks and mortar. People want a personal experience with other people; they want to kick the tires. But,” he allows, “Amazon does make shopping easy.” (So does E&E with its own online presence.) And, soon again, in person. “In December, we plan to return to a Customer Appreciation sale, on hold for the past two years—as well as monthly barbecues, where our pros can meet with our vendors.” Clearly, Brent will be around for the long haul. “I grew up working retail here while I was in school, and I love it—always a new challenge. My dad, at 90, and my uncle, 92, are still plugging along here, too. And I must be setting a bad example,” he jokes, “because my kids are now doing the same thing.” He offers a parting bit of advice, and that is: “Don’t deviate from your niche. If you think more is better, remember: It creates more debt; it’ll come back to bite you.”

Carla Waldemar cwaldemar@comcast.net Building-Products.com

OLSEN on Sales

By James Olsen

4 pillars of sales success here are four things we need to work on to have a great sales career: work ethic, sales skills, account box, and lumber/product knowledge.

Work Ethic

A lot of salespeople just don’t work hard enough. I’ve heard salespeople say, “When my customers start buying, I’ll start selling more.” These salespeople do not have enough accounts but won’t prospect because they are “experienced” now and no longer need to. The first and last hour of the day are the most important for being productive. When we make our last sales call of the day, we should prepare for the next day before going home. What does that preparation look like? Last hour preparations: • Make a call list for the next day. • Who are we going to call and what are we going to offer them? • Prepare more than one item per customer. Inside sellers, minimum of 20, outside sellers, minimum of six. • Have multiples of each item to offer. Never offer just one unless that’s all you have. • One call every 10 minutes is 48 calls in an eight-hour day. Most inside sellers are making 30 calls or less. Train yourself to make 50 and give yourself a 40% advantage! First hour preparations: • Do not eat your breakfast at your desk! • Do not sit at your desk until you are ready to start work. • When your tail hits the chair, your finger hits the phone. • Outside sellers, hit the road.

Sales Skills

Great salespeople stand out, are easy to say yes to and difficult to say no to because they do things differently than most: • They take the time to treat the receptionist like a real person. I cannot stress this enough: BE NICE TO THE RECEPTIONIST. Most salespeople treat the receptionist like a piece of furniture. Superior salespeople treat everyone at the account just as well as they treat the buyer. The receptionist is our number one ally if we choose to make them one and give us a competitive advantage. • They know how to listen. Most salespeople interrupt customers all the time without even knowing they are doing it. Interruptions break rapport and tell the customer that we really don’t care about them. This is easy to say no to.

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• Speak in a warm and natural way. Many sellers have verbal tics: o Ums, uhs, ya knows, like o Beat-around-the-bush-it-is. Many sellers use filler words when asking questions or promoting their products. o Interruptions. We need to count to three at the end of our customers sentences, especially on objections. Often customers will pause to think or just take a breath. When we jump on their sentences or don’t wait to let them keep talking, we break rapport. People are dying to be listened to. Master Sellers do it. • Ask for the order. As simple and fundamental as this is, most sellers do not ask for the order. Most sellers present the product and then wait for the customer to buy. The Master Seller tells customers why their product is a good deal for them and then asks for the business.

Account Box

If we are working hard enough and our sales skills are at a high level, one of the only ways to increase our income is to upgrade our accounts. We cannot have an A+ sales career working a B- account box. It takes just as much time and effort to work 40 decent accounts as it does to work 40 great accounts. Master Sellers continually upgrade their accounts by prospecting regularly. Most sellers do not prospect at all or do so sporadically or when they lose accounts. This is treading water and is the reason many sellers are plateaued.

Lumber/Product Knowledge

The most dangerous salespeople are the ones who work hard, have great sales skills, continually prospect, and have excellent product knowledge. If I have to choose between a salesperson who understands people or one who understands products, I’d choose the people person every time, but if I can find someone who knows people and products, I know I’ve got a monster on my team. We all need to work on these pillars throughout our career to ensure sales success. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

TRANSFORMING Teams

By Paige McAllister

Vaccine accommodations

e know there is a lot of confusion around vaccine mandates and applicable accommodations. In order to provide more in-depth information for you to consider when planning the best course for your company, we wanted to share some of the resources we have found on these topics.

President Biden’s Vaccine Mandates

President Biden recently announced several initiatives to help the country recover from the ongoing pandemic. One of those initiatives, “Vaccinating the Unvaccinated,” will implement vaccine requirements which will cover 80 million employees. These new rules will extend vaccine mandates to all federal workers and federal contractors and subcontractors. In addition, employees of private employers with 100+ employees will either have to be vaccinated or be tested weekly. These employers will also need to provide paid time off for their employees to get vaccinated and to recover from any side effects of the vaccines. OSHA is expected to issue an Emergency Temporary Standard (ETS) in 30 to 60 days with a short time frame before it becomes a requirement. After six months, OSHA is expected to replace the ETS with a permanent standard.

Accommodations

Conversations about vaccine mandates trigger questions about reasonable accommodations. While the EEOC has not said employers can require employees to be vaccinated, it clarified that there is no law preventing an employer from establishing the requirement. Employers must apply the same requirement to employees regardless of protected group (race, gender, religion, age) and must offer reasonable accommodation due to disability or religious belief. Reasonable accommodation could include allowing

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the employee to work from home, requiring the employee wear a mask and socially distance from others, modifying the employee’s work shift or schedule to reduce personal interactions, mandating the employee to regularly present a negative COVID-19 test and/or creating a job reassignment. While there are many possible accommodations, employers must only offer those that are reasonable, meaning they do not cause an undue hardship on the company. This means that what works for one company or employee may not be possible for another. Employers must be consistent in their consideration of accommodations for all employees, but every employee’s case should be assessed individually using factors such as the reason for the need and the accommodations needed as well as their job duties and impacts of the accommodations on the company and other co-workers. Employers should name one person to review and maintain any reasonable accommodation requests to maintain consistency. A good process for considering a reasonable accommodation includes: ● the employee making a request for accommodation; ● employer starting a dialogue to determine what accommodations are needed and what is reasonable; ● employee providing acceptable documentation of possible accommodations; ● employer considering each accommodation to determine what is reasonable; and ● employer offering reasonable accommodation, if any. The employer should then have the employee sign a written acknowledgement of the details of accommodation including requirements, timing, an on-going review process, repercussions if the employee fails to maintain certain standards, and the right to rescind the accommodation if needed or the situation changes. Each arrangement should be reviewed regularly to ensure it is working for the employee and the company and, if not, adjusted accordingly. The whole process must be kept confidential with only the necessary people knowing of the details behind the need for the accommodation. Medical: Under the Americans with Disability Act (ADA), people who have a disability which prevents them from receiving the vaccine should be offered reasonable accommodation. While most people with health issues are encouraged to get vaccinated, there are some medical conditions which may make it contraindicated such as being allergic to the components in the vaccine or having a neurological condition such as Guillain-Barre Syndrome. Anyone needing reasonable accommodation due to a disability should provide documentation from their personal health Building-Products.com

care provider certifying that the employee cannot receive the vaccine due to medical reasons and outlining possible accommodations. Religious: Under Title VII of the Civil Rights Act, employees cannot be required to get a vaccine if it violates their religious belief, practice, or observance or their sincerely-held belief. Employers do not need to accept general statements or form letters but should require documentation from the employee’s personal religious leader explaining the reason the vaccine violates the person’s beliefs.

Q. We are thinking about hiring our first remote employ-

ee. Is there anything we need to do differently?

Yes, there are several employment aspects to consider when hiring an employee who will be working outside of the office. You should establish policies around remote work such as availability, use of equipment, confidentiality, and information security. If you will be issuing equipment such as laptops or cell phones, you should have employees sign an Equipment Issue & Return Form to track the issued equipment as well as to document any costs, rules of usage, and expectation of return. You also want to make sure you properly on-board the employee so they understand their job duties and are integrated into the team. If the employee will be working in a different state, you will need to follow employment laws that may differ from those in your state. These may include mandated sick pay, leaves, paid jury duty, paying out accrued vacation upon termination, etc. You will also need to establish new hire reporting, Workers’ Comp, and unemployment accounts for that state as well as setting up proper tax withholdings. Many religious leaders have come out in support of COVID-19 vaccines in the name of public health and safety, which you can read in detail at US Embassy, ABC News and Newsweek. A common cited belief cites the usage of aborted fetal cells; however, as noted in these articles as well as at Science.org, the vaccines themselves do not contain fetal cells. These cells were used in research as they have been for numerous other vaccines and medical products such as ibuprofen, Tylenol and Pepto-Bismol. If an employee uses all of those products without hesitation then you may be able to challenge the request. Employers have the right to challenge a request that is not supported by documentation from the employee’s health care provider or religious leader. Even if they disagree with the documented reason, both employer and employee should defer to parameters given by the provider or leader. If employees have vaccine hesitancy, you can refer them to some unbiased resources, such as the CDC, UCLA and Nebraska Medicine. If you have any questions or need guidance on vaccine mandates, accommodations, or anything COVID-19-related, please reach out to us at Affinity HR Group at (877) 660-6400 or contact@ AffinityHRGroup.com. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com Building-Products.com

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Kodiak Acquires PNW Dealer

Kodiak Building Partners, Denver, Co., has acquired Carl’s Building Supply, Port Hadlock, Wa., effective Oct. 1. Former owner Lawrence Johnson will continue to remain active with Carl’s following the transaction, and Tom Rider will remain president, responsible for the overall business, as well as the go-forward strategy. Carl’s will join the Retail Lumber and Gypsum group of Kodiak and will report to Pat Flood, executive VP. Johnson and his wife, Lori, bought Carl’s in 1992 from his father (Carl), who had founded the business in 1947. From its 8-acre yard, Carl’s and its 44 employees supply framing materials, doors, windows, hardware, tools and roofing primarily to custom builders in western Washington.

Retailer Adds 2 More Aces

Brothers Nick and Kirby Kuklenski have increased their Ace Hardware franchise to eight locations with their acquisition of Kroegers Ace Hardware’s stores in Durango and Farmington, Co. Earlier this year, the Durango store celebrated its 100th anniversary. The new owners, who opened their first location 14 years ago in Colorado

Springs, Co., have big expansion plans for the Kroeger locations, including hiring more employees and adding new products.

Cameron Ashley Opens Denver Distribution Center

Cameron Ashley Building Products has opened a new distribution center in Aurora, Co., to serve the Denver market and complement its existing DC in Pueblo, Co. “We are thrilled to enter the Denver market and build our coverage throughout the state of Colorado and beyond,” said district manager Gary Cannaday. “Our new customers can expect fantastic service, customer-focused delivery options, and a great local team.” Managed by Chase White, the Denver facility features fully enclosed storage and will stock roofing and accessories, gypsum wallboard, cement backer board, joint compound, wall system accessories, and a full line of fiberglass and spray foam insulation products. Based in Greenville, S.C., Cameron Ashley distributes roofing, insulation, gypsum, siding and other specialty building products from a network of over 45 distribution centers throughout the U.S.

Machinery, Tool Giants Merge

USNR and Wood Fiber Group are merging to create the world’s most comprehensive supplier of equipment, technology and tooling for wood processing facilities. Woodland, Wa.-based USNR is a global supplier of sawmill and plywood mill machinery, aftermarket parts, and technical and engineering services. Wood Fiber Group, Fitchburg, Ma., is the largest supplier of cutting tools and filing room equipment, with such brands as Simonds International, Burton Saw & Supply, BGR Saws, Global Tooling, and U.S. Blades.

LSI Re-brands as Arxada

Specialty chemicals company LSI has rebranded as Arxada, effective Oct. 21. The new name follows the firm’s recent launch as an independent business, after the completion of Lonza Group’s sale of Lonza Specialty Ingredients. The re-brand reflects the company’s passion for delivering high performance and realizing potential, both for its customers and within its own operations. The name Arxada derives from arx and arcis, Latin for citadel and fortress. Just as a citadel protects, Arxada’s solutions strengthen the performance of its customers and their products, and protect people, places and the planet.

NEWS Briefs Ace Hardware is taking over a former Dollar General storefront in Hesperia, Ca. Ganahl Lumber now stocks NewTechWood All-Weather and

European Sidings at several of its Southern California locations.

Meyer Hardware, Golden, Co., has closed its doors after 76 years. E s t a c a d a Tr u e Va l u e , Ace

Estacada, Or., will transition to Hardware affiliation by March.

Roseburg, Roseburg, Or., completed the purchase of 30,000 acres of Southern timberland from Forest Investment Associates, Atlanta. www.superiorwoodtreating.com

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Huttig Building Products, St. Louis, Mo., has retained Lincoln International as financial advisor to assist with “a process to evaluate potential strategic alternatives to maximize shareholder value.” Building-Products.com

Building-Products.com

November 2021

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Barrette Snaps Up Another Railing Manufacturer

One week after purchasing Missouribased railing producer Madden Manufacturing, Barrette Outdoor Living acquired vinyl railing/fence maker National Vinyl Products, Nephi, Ut., from the Hadfield family. As part of the new partnership, the facilities and teams at both NVP and Barrette Outdoor Living will continue to function independently while combining the manufacturing strengths and strategic plant locations of both partners. NVP will continue to service its existing customer base while also increasing its product offering. “Joining the Barrette Outdoor Living family gives us the ability to elevate our product offerings to our customers and continue to support their growth,” said Zack Clark, general manager of NVP.

PWL Updating Veneer Plant

Pacific Wood Laminates is undertaking a top-to-bottom renovation of its veneer production facility in Brookings, Or., to increase capacity. Working around a fixed steam capacity, USNR’s solution involves a highly complex, complete dryer replacement along with major system upgrades to

existing equipment that will raise production levels across the board. PWL currently has three dryers in this facility; one dryer will be replaced and another modified to more efficiently utilize available steam. The modifications will allow the plant to gain more valuable production capacity and realign the product mix to suit evolving markets. The new USNR Longitudinal Dryer system includes a veneer feeder and dryer infeed, right angle unloading system, grade line, and stacker system. The new grade line will utilize a Ventek GSc2000 grade scanner, Sequoia Sentry veneer moisture meter, complete controls system, and a 10-bin stacker to handle half and full sheets of veneer products. An existing dryer is receiving Automatic Dryer Efficiency Control in addition to Automatic Cooler Pressure Balance systems. These upgrades combined create a dramatically more efficient steam drying system to maintain balanced steam usage across the entire facility. Modifications to an existing Coe dryer stacker will allow it to stack random-width veneer as well as full sheets, offering the ability to run a more varied product mix through each dryer.

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SPI Finalizes Seneca Purchase

Sierra Pacific Industries, Anderson, Ca., has completed its acquisition of Seneca, Eugene, Or. The union positions SPI as a West Coast forest products leader with more than 2.3 million acres of sustainably managed timberlands, 18 sawmills and eight renewable biomass energy cogeneration facilities, along with millwork and windows operations. “This is a meaningful day for Sierra Pacific Industries, as well as for Seneca,” said SPI president George Emmerson. “The combined company brings together an outstanding team of people that will leverage our shared expertise in sustainable forest management and innovation in manufacturing, working together to provide quality lumber and wood products to the marketplace.”

Koppers Sells Denver Facility

Koppers Inc. has sold its 60-acre crosstie treating facility in Denver, Co., to real estate redeveloper Hines. Early this year, Koppers completed cleaning, decommissioning and demolition of its wood-treating operations at the site, after transitioning crosstie treatment activities to another production facility.

Ace Garners Big Turnout

More than 10,000 attended Ace Hardware’s recent fall convention in Orlando, Fl. Ace occupied more than 800,000 sq. ft. indoors, with an additional 150,000 sq. ft. outdoors for grilling and outdoor power equipment. The outdoor space— featuring outdoor power and BBQ demos as well as the latest grilling innovations from the top grill brands —was twice the size of Ace’s last inperson show held in Atlanta in 2019. In all, there were over 3,300 Ace stores in attendance from all 50 states and over 1,200 vendor exhibits making this year’s event one of the most successful in recent years, with attendance exceeding Ace’s last in person convention in Atlanta in 2019. Additional show highlights included more than 15,000 new items added to the RSC network, countless impactful programs unveiled, 8,000 vendor deals, nearly 50 live and virtual training sessions, more than 200 Ace Handyman Services franchisees attending for the first time, and—despite torrential rains—more than 5,500 attendees participated in the private Ace night at Universal Studios.

AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI

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Building-Products.com

THINKING Ahead

By Morgan Wellens

How to parlay a pandemic OVID-19 changed the building materials sector. Countless l e s s o n s h a v e e m e rg e d a s t h e pandemic has unfolded and evolved. Two years into the public health crisis, business is gradually returning to normal, but it won’t be the same as before. We’ve learned too much about who we are and what we’re capable of achieving. In my experience at Nicholson & Cates (N&C), three takeaways in particular come to mind: (1) We, as an industry, were more prepared than we thought we were. (2) Sometimes, saying “no” is just as important as saying “yes.” (3) Building materials really are essential.

Ready, or Not?

It really wasn’t the least bit funny, but we at N&C joked (in a laughto-keep-from-crying kind of way) that our experience at managing a business during a pandemic amounted to ZERO. We were pleasantly surprised, however, at our readiness to confront the challenges thrown in our path. Building products companies aren’t known to be advanced on the IT side, but collectively we had some systems that performed very well. Some of our suppliers and competitors, for example, are using live microphones in everybody’s home office. It’s turned on at the start

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of the work day—although it can be muted as needed—and the whole team can talk and interact just as if they were in the office. It’s almost like being there. While those early adopters were a little bit ahead of the curve, most of us in the industry came to rely heavily on videoconferencing. For N&C, there was a realization that we had been somewhat non-inclusive prepandemic in terms of looping in some of our remote sales staff on meetings. If anything, widening the use of video calls out of necessity has helped us to liaise and communicate with those workers more efficiently today. While building materials is very much a people business, videoconferencing, live mikes, and

November 2021

other technologies helped the industry to see that it still could thrive in an environment without onsite customer visits, travel or trade shows.

Just Say “No”

Setting up staff to work from home may have been the easiest part of N&C’s pandemic response, but learning to say “no” to employees— for the good of the company on one hand and for their own personal safety on the other—may have been the toughest. N&C, and the rest of the industry, was fortunate to experience exceptional demand this spring as public lockdowns kept people cooped up in their homes and anxious for an outlet—such as renovations. The

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A Special Series from North American Wholesale Lumber Association

reversal was a welcome change from the onset of the crisis, when every commodity was crashing and the company was taking orders at a loss. But the challenge was in getting our salespeople to change gears. The makeup of a salesperson is to never tell a customer “no” if it can be helped. If we can’t provide what they need right away, we’ll quote when we will be able to fill the order. Because of the extreme demand, however, a firmer stance was warranted. Customers were willing to wait weeks for something from the mill, but we had to coach our sales team to STOP SELLING so that we could catch up. Not to mention, with the cost of raw materials going up so fast, taking orders for, say, eight weeks out was going to be a moneylosing move. That was really tough for the sales team. If there’s an order on the table, they want to take it— that’s the nature of the job.

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 how NAWLA can help your business at nawla.org.

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Meanwhile, for our employees in the mill and distribution settings, who were not able to perform their functions from home, N&C had to say “no” when those workers started feeling the fatigue from wearing masks during their entire shifts, having their temperature checked every day, sanitizing and other pandemic safety protocols. The pushback was strong, with some mill staff even threatening to quit. To help them feel safe and comfortable, we took measures such adding evening and weekend shifts and paying overtime so that we could split people up and avoid overcrowding at any one site at any given time. While there was a bit of staff turnover nonetheless and some older people at the mill did elect to stay home, N&C was able to maintain staffing levels. We actually pulled in some folks from the food and beverage industry—not too many, but enough to compensate and avoid a huge labor shortage—since restaurants and bars were shut down.

was critical for vaccine distribution. It was a rewarding process to learn a little more about some of our customers and why they warranted an “essential” label. Not only that, it was a great opportunity to convey to them the importance of N&C remaining open in order to continue its support of essential supply chains. Not only has the industry proven to be essential, it has demonstrated that it is adaptable. There are certain areas that we still don’t know how well they’re going to work when business returns to normal; for instance having to hire and train people remotely is one of the little obstacles that I’m not sure we’ve managed to overcome yet. But certainly we have managed to overcome all the other ones, so I think that we will. – Morgan Wellens is sales and marketing manager for the trading division of Nicholson & Cates, Burlington, Ont. (www.niccates.com), and a member of NAWLA’s board of directors.

“Essentially,” a Win

The government didn’t classify restaurants and bars as essential services; and for a moment, the status of Canada’s building products firms was up in the air. Local government officials had advised us to assemble lists of essential services that they then would review. As we began to look at our customer base and do a little more analysis on the supply chain we support, it became increasingly clear just how vast the reach of lumber products truly is. It can support everything from the food and the pharmaceutical packaging industries to nuclear energy to refrigeration—which, as we know,

November 2021

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MOVERS & Shakers

Channon Cruz has joined City Mill Co., Honolulu, Hi., as a commercial sales account executive.

Randy Schillinger has been promoted to chief operations officer for Pacific Woodtech Corp., Brookings, Or.

Steve Osterman, MOSO North America co-founder and VP of sales & marketing, retired Oct. 29 after 30+ years in the LBM industry.

Allan Hurd has been named specialty wood products mgr. for International Wood Products, Clackamas, Or.

Jared Schneider, ex-Central Valley, has joined Nor Cal Lumber Co., Marysville, Wa., as operations/ logistics mgr.

Natalie Allen, ex-Trex, is new to International Wood Products, as Dana Point, Ca.-based account mgr.

Greg Kotar has joined the outside sales force at Vandermeer Forest Products, Lynnwood, Wa.

Nate Southward has been promoted to inside sales at Western Wood Preserving Co., Sumner Wa.

Robert Schuett, ex-84 Lumber, has been named mgr. of FoxworthGalbraith Lumber Co., Ruidoso, N.M.

Chris Irving, ex-Natco Fasteners, is now a Napa, Ca.-based account mgr. wtih Starborn Industries.

John Deaton was named executive VP of supply chain & product development for Home Depot, Atlanta, Ga. He replaces Mark Holifield, who left to head delivery service company Lasership.

John Ahlers, VP and mgr. of Kelleher’s Blackpoint distribution center, has retired after 47 years at The Kelleher Corp., San Rafael, Ca. Lance Duke, ex-Allura, is now the market development mgr.– manufacturing for Villa Homes, San Francisco, Ca., and Dallas, Tx. Jeff Davis has joined U-C Coatings, Buffalo, N.Y., as western regional sales mgr. for the Seal-Once brand. He is based in Colorado.

Adam Stern, ex-MR Walls, is a new account mgr. with Ganahl Lumber, Pasadena, Ca. Matt Sevits is now with Roseburg Forest Products, Springfield, Or., as digital marketing mgr. James Cook, Parr Lumber, Vancouver, Wa., is now yard mgr. at the Ridgefield, Wa., branch. Bobby Fisher has been promoted to assistant general mgr. at Builders FirstSource/Dixieline Lumber, La Mesa, Ca.

Dena Cordova-Jack has been promoted to VP of organizational development for Kodiak Building Partners, Denver, Co. Adam Rogers is new to inside sales at Beacon Building Products, Sun Valley, Ca.

Grant Kaye has joined Truckee Tahoe Lumber Co., Truckee, Ca., as director of marketing & community outreach. Grady Mulbery, CEO and president, Roseburg Forest Products, Springfield, Or., and Mike Blosser, senior VP of manufacturing services, LP Building Solutions, have been elected to the American Wood Council board of directors.

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Pat Elliott, senior VP-sustainability, Canfor Corp., Vancouver, B.C., has added the title of CFO for Canfor and Canfor Pulp. Alan Nicholl has been appointed executive VP-biobased solutions & pulp operations. David Lanier is now dry end superintendent at Cascade Hardwoods, Chehalis, Wa. Don Riley, ex-Cornerstone, joined US LBM, Buffalo Grove, Il., as executive VP and COO. Manish Shanbhag is now executive VP and general counsel, and Pat Managan, senior VP of supply chain. Bridgette Gage joined Cornerstone Building Brands, Cary, N.C., as senior VP-supply chain. Keith Scherzer is now senior VP-operations, U.S. Windows Group. Ferris Wheeler is making the rounds as chief morale officer for MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

DURING the American Wood Protection Association’s annual meeting in Nashville, president Jim Healey presented Tank Fab Inc. owner Tom Lippincott (right) with the AWPA Award of Merit for his contributions to the wood preservation industry. His innovations included reducing the time it takes to treat wood within the treating cylinder, and bulk piling wood packs.

DSI Rebrands Product Lines

To increase its profile in the market, Digger Specialties Inc., Bremen, In., is remaking its branding structure. The DSI corporate brand will be featured with the tagline “Transforming the Outdoor Living Experience,” which reflects the premium designs of DSI building products. Aligned under the DSI brand will be product-brands with logo designs based on DSI’s Westbury Aluminum Railing logo to reflect continuity in DSI brand images. Getting new logos are Westbury, PolyRail, DSI Columns, Magena Star Lighting, and fencing lines CourtYard, Regis, Polyvinyl and PolyRail. The new branding will appear on product packaging, DSI website, literature, P-O-P signage, advertising and social media. Building-Products.com

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EVENT Recap

Do it Best Fall Market

Sales momentum energizes Do it Best fall market Do it Best kicked off its fall market at the Indiana Convention Center in Indianapolis, eagerly welcoming member-owners and vendors from across the country. The annual event, held Sept. 27-30, offered key industry insights, proven best practices, and exclusive purchasing opportunities. The co-op celebrated a record-setting year, with $5.19 billion in sales and an incredible $170-million member rebate. With the theme of “Building for Growth,” Do it Best leaders shared how the co-op plans to accelerate member growth in the year ahead. Do it Best loaded the busy event with new product reveals, seminars on operational and marketing excellence,

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and exclusive deals on hot products. A highlight was the debut of a new Signature Store Design program, which transforms the customer experience inside and out. The new design combines modern style, bright open floor plans, and engaging displays to create a superior shopping and buying experience. “There is a tremendous opportunity for Do it Best members to build on the impressive growth we achieved together over this last year,” said Dan Starr, Do it Best president and CEO. “We want to provide every member with the opportunity to continue growing their business in the years ahead through new programs, store expansions and acquiring additional locations. We’re

November 2021

confident they’ll leave Indy with the confidence and inspiration to take full advantage of the momentum that’s been built.” The market opened Monday morning with the Power Preview at nearby Victory Field, a hands-on experience featuring the latest in power tools and grilling equipment, along with delicious grilled samples. Later that morning, Knowledge Central offered a full slate of free seminars, ranging from recruiting and hiring the best talent to building a powerful digital marketing program, and more. At lunchtime the LBM Industry Update provided the latest insights on industry trends, challenges and areas of opportunity.

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That afternoon, the Merchandising Preview allowed members to maximize their purchasing game plan before they hit the market floor. Core Solutions presented 6,000 sq. ft. of the best outdoor product assortments, and in the New Item Gallery, members discovered an exciting selection of new products, hand-picked by Do it Best merchandising experts. Running throughout the week, Sneak Peek gave access to a select group of vendors with show-exclusive deals on popular products. Day two began with the Market Kickoff, where attendees gained insights on growth strategies while saluting member and vendor excellence. The 2021 Vendors of the Year were announced, including Stanley Black & Decker (for Overall Sales Growth and Power Tools), Metal Sales (LBM Excellence and Building MaterialsDirect), Canfor (Lumber), RoyOMartin (Structural Panels), Deckorators (Millwork), Quikrete (Building Materials), Channellock (Hand Tools), and Hillman Group (Hardware). Afterward, LBM Super Specials let dealers lock in amazing deals from key lumber mills and building material suppliers. The evening concluded with the much-anticipated LBM Reception.

JOIN THE

DO IT BEST retailer members brought home the bacon from the group’s fall market—$170 million in rebates, as announced by president and CEO Dan Starr.

After another busy day on the market floor, members gathered on Wednesday night for the annual Shareholders’ Meeting & President’s Address. During the high point of the evening, members received their share of their co-op’s record-shattering rebate. “Attending the Do it Best fall market is more than an

opportunity for our members to build their businesses,” Starr said. “It’s a chance to build relationships with other members, our vendors, and our team. To connect with long-time friends and discover new ones. To learn from each other and help every member grow their business—together.”

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NEW Products

Tough-Terrain Combi Goes Electric

Bosch Power Tools’ new 12V and 18V cordless sanders—the GEX12V-5 and GEX18V-12 Brushless 5” Random Orbit Sanders—feature brushless motors and are designed for optimal balance and convenience, allowing users to tackle hard-to-reach work areas with power, control and precision. In addition to an ergonomic palm-grip design, they offer a compact body with close-to-the-workpiece design for control, an easy-to-reach on/off switch for intuitive operation, and a vibration-dampening element to help minimize user fatigue.

Combilift’s new multidirectional Combi-XLE electric forklift offers up to 10,000-lb. lift capacity, while combining emission-free operation with powerful performance. The original engine-powered XL C-Series model was developed for tough working environments. The new version retains such key design features as high ground clearance, large cushioned front and rear tires, and a spacious cab, for smooth, comfortable operation on semi-rough terrain. Other features include all-wheel traction that reduces tire wear, load swing, and enhances braking, and Eco-Steer System for a smaller turning radius and improved user experience.

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

Trendy Swingers The reimagined Marvin Ultimate Swinging door and Ultimate Swinging French door G2 prioritize beauty and expert craftmanship with a contemporary aesthetic and more expansive glass, allowing for more light and views. Available in both inswing and outswing configurations, they offer customizable finishes, flexible configurations and sizing options for refined style in any space. Exterior-facing aluminum is finished with industry-leading, commercial-grade paint for resistance to fading and chalking. For interior tones, choose between Marvin’s selection of natural, stained or painted wood. Each individual piece of wood is sanded, conditioned, stained and oven-cured before pieces are clear-coated, sanded and clear-coated again for an ideal finish. n MARVIN.COM (888) 537-7828

Wire-Brushed Stair Treads Viewrail has added wire-brushed stair treads to its collection of treads for Flight, Stratus and Terrace floating stair systems. They are also available as stand-alone items. The process of wire brushing wood with the grain brings out the unique aspects of each grain of the tread, producing a weathered or aged look, as well as a tactile feel and a more vibrant appearance. The exposed heartwood is more resistant to normal wear. Treads come in 15 species, 39 finishes, and six widths (36” to 72”) with left, right or double returns. n VIEWRAIL.COM (866) 261-8013 Building-Products.com

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

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

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

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CONSTRUCTION IS UNDERWAY on a new TFL plant in Klamath Falls, Or., to meet growing demand in the West.

Wilsonart Expands TFL in West

Wilsonart Engineered Surfaces has broken ground on a new thermally fused Super Mark It laminate (TFL) facility in Klamath Falls, Duramark’s Or. ChalkShot from U.S. Tape provides a Expected to be fully operational bymarking July 2021, unique, high-visibility, nonpermanent solu-the newtion facility feature a quick-cycle press, which when will working on greasy, dirty, rust-covered andwill significantly increase its production capabilities on the West other hard-to-mark surfaces. Coast.The dispenser shoots chalk with high-visibility “Our havepigment garneredto tremendous support green offerings nonpermanent mark on drywall, from both specifiers fabricators,” saidmarking Ron Ubertini, concrete, metal andand dirty surfaces. The dye VP-product management. is awipe keyoffpart of ifthat is environmentally friendly“TFL and can easily offering, thistonext expansion continuation of our a markand needs be moved, yet itisis aalso long lasting. strategy enable where us to meet growing demand and better Byto reaching pencils can’t reach, it can mark serve up our to acustomers.” 2” thick template and can be used at every angle. One unit can mark over 250 locations.

Lowe’s Bulking Up in the West

n CHALKSHOT.COM To meet fast-growing demand for building materials, (800) 472-8273 Lowe’s Home Improvement Centers, Mooresville, N.C., will invest $1.7 billion to update its supply chain—with much of

the expansion centered across the western United States. Over the past 18 months, Lowe’s opened more than a dozen facilities, including in Riverside, Ca. Over the coming year and a half, the chain is expected to open 50 more cross-dock terminals, seven bulk distribution centers, and four e-commerce fulfillment centers. It recently inked deals for new distribution space in California, Arizona and Washington, among other states. In October, Lowe’s opened a West Coast e-commerce fulfillment center in Mira Loma, Ca., said to improve two-day deliveries. Lowe’s has leased 116,934-sq. ft. in a new industrial park in Gilbert, Az., to open a distribution and fulfillment center in early 2021. Wide Views It reportedly also agreed to lease 1.2 million sq. ft. at the Weather Shield has expanded Contemporary Benaroya Pacific Northwest RegionalitsLogistics Center in Collection Winlock, Wa. and Premium Series aluminum-clad wood windows and patio doors with newly-redesigned multi-slide door systems that combine improved perSecond-Hand Lumberyard Reopens formance, modern styling, and easy assembly with innarrow Flagstaff profiles for expansive, unobstructed views. After being closed nine years, E.R.I.C. Building With options upfor to nearly 57’6” wide, the new multi-slide Supply, Az., has reopened with a new owner. doorsFlagstaff, are available with designer hardware and two Construction industry veteran Darwin purchased panel variations to ensure balanced andDahozy clean viewing the experiences. business and inventory, and reopenedCollection in early October after The Contemporary comes a month of prepping theand long-vacant He admits their with narrow stiles rails thatspace. are 3-1/4” wide, current of used, recycled discarded whilecollection the Premium Series offers and a wider 5-1/8”building stile materials require more timethat to organize, so initiallyupwill and railwill with a height range can be expanded be closed on Mondays Wednesdays as it continues to 12 ft. The panels forthrough both are 2-1/4” thick. “clean up and organize.” n WEATHERSHIELD.COM Dahozy, 49, moved to the area two years ago looking to buy or(800) start 222-2995 his own business, after a career as a welder and residential/commercial fencer.

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Black Mesquite Flooring Elemental Hardwoods has expanded its exotic hardwood flooring line with the addition of Black Mesquite, a beautiful, hard-to-source species known for its extreme stability, durability, distinctive character, and chocolate and gray brown grain patterns. Sourced sustainably from Argentina and Paraguay, Black Mesquite is dense, with a silky texture, wild grain and character, possessing a range of lustrous brown and gray-brown colors that will darken with age. Its extreme stability makes it not only highly workable, but also a top choice for glue- or nail-down applications, especially in difficult environments. The flooring is available in unfinished square edge TG4S in ½” and ¾” thicknesses, widths that span from 3” to 8”, and 1’ to 7’ lengths. n ELEMENTALHARDWOODS.COM (504) 756-8876

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Customer-Connected Software Buildxact, the leading estimating and project management software for residential construction, is now offering construction management software for pro dealers. This one-of-a-kind connectivity lets dealers collaborate online with their customers to build loyalty and win more work. Dealers can now collaborate with their customers across estimating, quoting and orders to create project cost estimates. With actual costs from the dealer’s integrated price lists, builders can work with them on quote requests for specialty items and streamline purchase orders with correct product SKUs to ensure accuracy and increase speed. n BUILDXACT.COM (972) 587-7057

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Prune with Juice DeWalt’s new 20V MAX* Pruner requires—on average—16 times less effort to make cuts than does a manual pruner. Weighing just 3 lbs., the lightweight tool was designed to cut unwanted branches, trim bushes, and clip flowers throughout the day. It delivers up to 1,100 cuts per charge with a 1-1/2” cut capacity for thick stems and shrubs and features an on-board LED work light for improved visibility. The pruner makes smooth, swift cuts with its non-stick coating and easy-to-switch blades, and also comes equipped with a tool for blade changes. n DEWALT.COM (800) 433-9258

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Hybrid Sealants Professionals and DIYers alike will be amped to try DAP’s new advanced hybrid sealants that outperform silicone and provide maximum performance for every project. AMP advanced hybrid sealants offer a wide variety of project and application solutions. Developed for both exterior applications—such as windows, doors, siding, trim, gutter, flashing and concrete—and interior applications like kitchen and bath projects, the line delivers a 100% weatherproof and waterproof seal. It can be applied on wet and damp surfaces, offers extreme temperature use of 0°F to 140°F, features fast and efficient 30-minute paint and rain/ water ready times, and is backed by a lifetime mold and mildew resistance guarantee. The line features Kitchen & Bath; Window, Door, Siding & Trim; Self-Leveling Concrete; and Gutter & Flashing sealant. n DAP.COM (800) 543-3840

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Photos by Ron Reinke

BLACK BART GOLF TOURNAMENT

Clubbing with Black Bart Hoo-Hoo

15 BLACK BART Hoo-Hoo Club #181 welcomed 51 golfers back to the links Oct. 8 for its annual golf tournament in Ukiah, Ca. Lunch, raffle and golf awards followed. [1] Dave Dahlen, Greg Vincent, Alex Goeken, Victor Vigil. [2] Jim Russell, Rudy Ramos, Matt Trullinger, Micah Smith. [3] Tom Von Moos, Edgar Massoletti, Tony Carpenter. [4] Jim Lewman. [5] Bruce Burton, Tim Oxford. [6] Eric Kelly, Doug Ware, Frank Van Vranken Sr. [7] Aaron Newhouse, Vic Mullagi, Tony Simoncini, Kirk Schuts. [8] John Taylor,

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November 2021

Jerry Dennis, Pat Zan, Bob Maurer. [9] Trevor Thurston, Erin Powis. [10] Damien Bird, Frank Van Vranken Jr. [11] Bryan Ross, Vince Bologna, John McConologue, Victor Ordonza. [12] Spencer Tatum, Charlie Bone, Adam Burgess. [13] Lee Burgess, Steve Miller, Bob Stout, Mark Sparso. [14] Todd McMahon, Estelle Clifton, Ben Cook, Russell Kobayashi. [15] Randy Jones, Greg Braden, Bill Curtis, Tom Armstrong. [16] Mike Mitchell, Vince Vierra. Building-Products.com

IN Memoriam Craig Lane Berry, 78, president and CEO of Forbusco Lumber Co., Fortuna, Ca., passed away Sept. 23 in Fortuna. A civil engineering graduate of San Jose State College, he initially worked in engineering before receiving his MBA from the University of California, Berkeley, in 1967. Three years later, he assumed control of his father’s company, Forbusco Lumber. Brent Albert Birdsall, 76, outside salesman with Weaver Lumber, Redding, Ca., died Sept. 26 in Redding. He started in outside sales with Chaps Lumber, Redding, before spending 34 years with Moss Lumber, Redding, and ultimately joining Weaver. Robert J. “Bob” DeArmond, 91, retired chairman of Idaho Forest Industries, Coeur d’Alene, Id., died Oct. 17 in Medford, Or. Shortly after graduating from the University of Oregon in 1952 with a degree in business administration, he formed DeArmond Bros. Lumber Co., Rogue River, Or., with his brother and father. They later sold the company

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and in 1959 the two brothers moved to Coeur d’Alene, Id., to operate DeArmond Stud Mill. In 1969, the stud mill merged with Atlas Tie Co. to form Idaho Forest Industries, with Bob becoming chairman of the board. In 1987, Bob returned to Oregon to manage the IFI-owned Double Dee Lumber Co., Central Point, until it shut down in 1992. Hal W. Wheelwright, former president of Wheelwright Lumber Co., Ogden, Ut., died Oct. 15 at the age of 90. A veteran of the U. S. Army, he spent his entire career with the lumberyard founded by his grandfather, serving as president from 1984 to 1998. Even after, he continued working every day at the firm until recent months when his health began to fail. Lawrence Charles Diehl, 88, co-founder of Diehl Lumber Products, Salt Lake City, Ut., passed away Sept. 23 in Salt Lake City. After earning his degree from the University of Utah, he served as a pilot and second lieutenant in the U.S. Air Force. After his discharge, he and his father Warren founded Diehl Lumber Products in 1957.

In 1964, with his brother Claude and father-in-law Rex Wood, Diehl started a truss plant, Utah Components & Manufacturing, which evolved into modular housing producer Interstate Homes. Glenn Sayers, 89, former truss plant manager for Spenard Builders Supply, Kenai, Ak., died Oct. 12. A U.S. Army veteran of the Korean War, he started at SBS as a saw operator in 1972, retiring as head of the truss plant in 1990.

TALK Back REFLECT & REMEMBER Thanks for putting things in perspective with your latest column (“Things We’ve Lived Through,” BPD Oct., p. 8). You always lead me to nod my head, take a step back, reflect and remember we are here for a short time. It is always good to do the right thing for our fellow man. Hoping your supplier delivers a better outcome for your family.

November 2021

Mark Reum Avon Plastics Paynesville, Mn.

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The return of Gregson golf SOUTHERN CALIFORNIA HOO-HOO Club raised over $20,000 Horan, Sean Horan II, Joseph Montoya. [10] Danny Andrea, David Tait, Rick Deen, for the Wounded Warrior Project, City of Hope, and Home for Our Rick Porter. [11] Jay Gregson, Jim Gregson, Brett Gregson, JD Hutton. Troops at its 15th annual Don Gregson Memorial Golf Tournament (More photos on next two pages) Oct. 8 at Los Serranos Golf Course, Chino, Ca. [1] DJ Wiest, Garry Harlan, Stephanie Richardson, Mario Barajas. [2] Oscar Marin, Craig Larson, Frank Gonzalez. [3] Keith Hitchcock, Jaeson Fikse, Deonn Deford, Joe Morin. [4] Ruben Cervantes, George Godoy, Humberto Gomez, Michael Bombard. [5] Rob Wilson, Frank Benjamin, Josh Orr, Lance Devol. [6] Mike Solomon, Andy Crall, Carlton Jennings, Mike Nicholson. [7] Mary Tallouzi, Jeni Salas. [8] Derrick Armstrong, Marcus Fortugno, Mo Shearer, Carlos Zarate. [9] Sean Horan, Aaron

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GREGSON MEMORIAL TOURNAMENT

Photos by The Merchant Magazine

22 EXCITED to return to action at the Gregson Memorial Golf Tournament: [12] Myriah & Brian Corwin, Samantha Horan, Ian McLellan. [13] Frank Vivas, Daniel Barrera, Rob Keys, Jeff Won. [14] Michael Ochea, Bert McKee, Danielle Lyle, Terry Rasmussen. [15] Louie Mendez, Jared Stampor, Bill Gaita, Louis Rojas. [16] Troy Huff, Chad Huffman, Ricky Hamm, Dillon Buchanan. [17] Brad Schneider, Evan Stanley, Daniel & Liz Hines. [18] Jimmy Kim, Angel Moreno, Building-Products.com

David Baron, Grant Gunderson. [19] Dave Snodgrass, Joe Lozano, Ramses Morales, Jose Covarrubias. [20] Rozalyn Jennings, Mike Robinson, Colin Klein, Josh Coyne. [21] Phil Santos, Steven Olson, Rafa Ayala. [22] Matt Latendresse, Jessica Thorpe, Danny Sosa, Shawn Knight. [23] Kevin Witt, Vincent Arenas, Carlos Diaz, Philip Teders, Erik Iwashika. [24] Mark Huff, Miguel Hernandez. (More photos on next page) November 2021

24 The Merchant Magazine n

GREGSON MEMORIAL TOURNAMENT Photos by The Merchant Magazine

35 GREGSON GOLFERS (continued from previous two pages): [25] John Pasqualetto, Scott Middaugh, Paul Corso, John Seely. [26] Damien Simpson, Larry Christensen, Dan May, Ryan Lauterborn. [27] Ron Collins, Ed Miron, David Cunningham, Terry Seamons. [28] Jasir Ojeda, Daniel Reyes, Matt Fink, Todd Mumby. [29] Randy Jackson, Kennth Hansen, Jim Nicodemus. [30] Terry Russo, Brian Sandmark, Bryan Calloway, Kurt

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November 2021

Vonhatten, Chip Robinson. [31] Chris Washebek, Jerrett Faubert, Chad Butcher, John Dolan. [32] Quinton Umberger, Johnny Rooks, Matthew Tims, Savalas Williams. [33] Dwayne Kurkowski, Kevin McLernon, Al Reed, Frank Huerta. [34] Blake Perry, Matt Kirkland, J. Garay, Michael Joe. [35] John Forrest, Robert Assman, John Assman, Bob Munson. [36] Jim & Tracey Gaither, Carl Henoch, Byron Grabinger. Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Pacific Logging Congress – Nov. 7-10, 111th annual Pacific Logging Congress, Indian Wells Resort & Spa, Indian Wells, Ca.; www. pacificloggingcongress.com. LBM Advantage – Nov. 9-11, A Week with Forest Products virtual conference; www.lbmadvantage.com. National Wooden Pallet & Container Assn. – Nov. 9-11, advanced pallet design, Virginia Tech, Blacksburg, Va.; palletcentral.com. Black Bart Hoo-Hoo Club – Nov. 10, concat, Charlie’s Grill, Windsor, Ca.; jlewman@all-coast.com; www.hoohoo.org/clubs/181. WoodWorks – Nov. 10, mass timber structural design webinar; www. woodworks.org. North American Wholesale Lumber Association – Nov. 10, Sales Advantage seminar; Nov. 10-12, annual NAWLA Traders Market, Kentucky International Convention Center, Louisville, Ky.; www. nawla.org. Mountain States Lumber & Building Material Dealers Assn. – Nov. 11, Brewfest 2021, Mile High Station, Denver, Co.; mslbmda.org. Cheyenne Fall Home Show – Nov. 12-14, Laramie County Fairgrounds, Cheyenne, Wy.; www.nationwideexpos.com. Wyoming Home & Holiday Show – Nov. 12-14, Sweetwater Events Complex, Rock Springs, Wy.; www.nationwideexpos.com. Epicor – Nov. 15-17, Insights LBM User Conference, San Antonio, Tx.; www.epicor.com. LMC – Nov. 15-17, LMC Expo, Marriott Downtown, Philadelphia, Pa.; www.lmc.net. DeckExpo – Nov. 16-18, in conjunction with International Pool Spa Patio Expo, Kay Bailey Hutchison Convention Center, Dallas, Tx.; www.pooolspapatio.com. Distribution America/PRO Group – Nov. 16-18, 2022 executive planning conference, Marriott Sawgrass Resort & Spa, Ponte Vedra Beach, Fl.; www.executiveplanningconference.com. Layton Fall Home Show – Nov. 19-21, Davis Conference Center, Layton, Ut.; www.nationwideexpos.com. The Springs Home Show – Nov. 20-21, Hotel Elegante, Colorado Springs, Co.; www.nationwideexpos.com.

888-807-2580 Bend, OR

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“Focused on the future with respect for tradition”

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

West Coast Lumber & Building Material Association – Nov. 22, tax planning educational webinar; www.lumberassociation.org. West Coast Lumber & Building Material Association – Dec. 2, 2nd Growth Northern California holiday meeting, Hilton Garden Inn, Fairfield, Ca.; www.lumberassociation.org. Southern California Hoo-Hoo Club – Dec. 8, holiday meeting, Los Serranos Golf Course, Chino, Ca.; www.hoohoo117.org. WoodWorks – Dec. 8, webinar on interior wall & floor assemblies in mid-rise multifamily; www.woodworks.org. West Coast Lumber & Building Material Association – Dec. 9, 2nd Growth Southern California holiday meeting, Embassy Suites, Brea, Ca.; www.lumberassociation.org. Cairo International Wood & Wood Machinery Show – Dec. 9-12, Cairo International Convention & Exhibition Centre, Cairo, Egypt; www.woodshowglobal.com/cairo. San Diego Home Show – Jan. 7-9 and Jan. 14-16, San Diego Convention Center, San Diego, Ca.; www.nationwideexpos.com. Sacramento Hoo-Hoo Club – Jan. 25, initiation meeting, Sacramento Ca.; www.hoohoo.org/clubs/109. Black Bart Hoo-Hoo Club – Jan. 26, Industry Night, Ukiah Ca.; www. hoohoo.org/clubs/181. Humboldt Hoo-Hoo Club – Jan. 27, Crab Feed, Eureka, Ca.; www. hoohoo.org/clubs/63. Building-Products.com

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

(509) 874-1163

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

www.yakama-forest.com

November 2021

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

ADVERTISERS Index Page

All-Coast Forest Products

Pacific Woodtech

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Pelican Bay Forest Products

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22, Cover IV

Redwood Empire

American Wood Technology

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Atlantic Forest Products

www.atlanticforest.com Hi-bor® Borate Pressure Treated Wood

Providing Customer Satisfaction in41 All We Do. Atlantis Rail Systems P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709 www.atlantisrail.com

FirePro® Fire Retardant Treated Wood

www.buyredwood.com Advance Guard® Borate Pressure Treated Wood Royal Pacific Industries

* See product warranty for details. Hi-bor, FirePro and Advance Guard treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©1/2019

Simpson1/21/19 Strong-Tie 5:53 PM

www.californiacascade.com

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Cover III

Coastal Forest Products

Siskiyou Forest Products

www.ironwoods.com

www.siskiyouforestproducts.com

Digger Specialties

Superior Wood Treating

www.diggerspecialties.com

www.superiorwoodtreating.com

Sure Drive USA

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Swanson Group Sales Co.

California Cascade Industries Royal Pacific Merchant half page ad 1_19.indd

526 Events

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Gemini Forest Products

www.geminiforest.com

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

Hoover Treated Wood Products

Thunderbolt Wood Treating

www.frtw.com

www.thunderboltwoodtreating.com

TIVA Building Products

www.tivabp.com

Huff Lumber

www.hufflumber.net

Humboldt Sawmill

UFP Industries

www.mendoco.com

www.ufpedge.com

International Wood Products

Unity Forest Products

www.iwpllc.com

www.unityforest.com

Cover III

Ironwoods

www.ironwoods.com JH Baxter

www.jhbaxter.com

uTiliTy Poles

www.utahtreatedwood.com

Borates CA-C

Utah Wood Preserving

Rough TiMbeRs

Above + Ground Contact

PRessuRe TReaTed luMbeR FiRe ReTaRdanT TReaTed luMbeR and PlyWood

West Fraser www.westfraser.com/osb

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

Westbury Aluminum Railings

Jones Wholesale Lumber

www.joneswholesale.com

Cover I

Koppers Performance Chemicals

www.kopperspc.com

Cover II

Lonza Wood Protection

Weyerhaeuser

www.wolmanizedwood.com

www.weyerhaeuser.com

North American Wholesale Lumber Assn.

Yakama Forest Products

www.nawla.org

www.yakama-forest.com

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November 2021

www.diggerspecialties.com

Western Woods Inc.

www.westernwoodsinc.com

Building-Products.com

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FLASHBack

89 Years Ago This Month

ighty-nine years ago this month, in November of 1932, The California Lumber Merchant noted slipping lumber production as the country struggled with the Great Depression. Nonetheless, the lumber industry remained one of the largest employers in the nation during the Great Depression. In Idaho, 72% of all wageearners were employed in sawmilling or logging operations. Out of the state’s 15,648 wage earners in 1929, 11,228 were employed by mills or logging firms. These businesses paid $16,051,860 in wages, leading to production of $33,886,402 worth of products. In other news of November 1932: • Nineteen leaders in the lumber industry, representing about every species of wood grown in the U.S., accepted Secretary of Commerce Roy Chapin’s invitation to help draft a new lumber manual for the use of the federal government. The committee, chaired by Weyerhaeuser executive George

THE NOVEMBER 1932 issue of The California Lumber Merchant promoted Union Lumber Co.’s Noyo Brand Redwood interior paneling.

F. Lindsay, was to work with the Commerce Department’s National Committee on Wood Utilization to create a handbook of recommended uses for softwood and hardwood lumber. The federal government was purchasing a billion feet of lumber annually, but a “lack of dependable information regarding species and grades for each particular purpose led in many cases to wrongful and uneconomic use and has resulted to

the disadvantage of both producers and consumers.” The committee’s aim was “closer and more intelligent utilization of wood, not only as a practical means of promoting reforestation, but primarily for the elimination of consumer waste.” They, in fact, boldly predicted “that the Government will become the leader in the movement of putting each wood to its rightful and most economic use.” • The original Humboldt Redwood Co.—which operated a large redwood mill in Eureka, Ca.— was purchased by the Hammond & Little River Redwood Co., San Francisco. Hammond discontinued the Humboldt Redwood name, which was picked up 76 years later as the new name of the former Pacific Lumber Co. operations.

HAMMOND LUMBER CO. provided the redwood seating installed in the new grandstands at the Los Angeles County Fairgrounds in Pomona, Ca.

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• Lumber manufacturers increasingly began demanding that railroads ship them products in wood-walled and roofed boxcars instead of suspect steel cars. National Lumber Manufacturers Association explained that their insistence was not just to promote the use of their own products, but “fully justified by the superior protection given by wood cars to their contents.” They claimed that steel boxcar roofs frequently leaked. The railroads responded that they had little choice, since the vast majority of their boxcars had metal roofs.

Building-Products.com

November 2021

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The

MERCHANT

Magazine

REDWOOD

DECKING Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates. Redwood Empire stocks several grades and sizing options of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

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November 2021

Building-Products.

The Merchant Nov 2021

Articles inside

neW produCtS

FlaShBaCk

dateBook

event reCap

MoverS & ShakerS

thInkIng ahead

tranSForMIng teaMS

ManageMent tIpS

CoMpetItIve IntellIgenCe

olSen on SaleS

treated Wood tagS

aCroSS the Board

InduStry trendS

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