The Merchant - Nov 2022

Patrick Adams padams@526mediagroup.com

Shelly Smith Adams sadams@526mediagroup.com

David Cutler, Alan Oakes

MANAGING

David Koenig dkoenig@526mediagroup.com

SENIOR EDITOR

Sara Graves sgraves@526mediagroup.com

James Olsen, Samantha Stallings, Claudia St. John, Dave Kahle

CONTRIBUTORS Kim Drew, Paige McAllister, Joe Raboine

ADVERTISING SALES (714) 486-2735 Chuck Casey ccasey@526mediagroup.com

Nick Kosan nkosan@526mediagroup.com

EVENTS

Alek Olson • aolson@526mediagroup.com

info@526mediagroup.com

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THANKFUL

BY PATRICK ADAMS

IS IT ME or has this been another crazy year? Is this the new normal? Maybe it’s just me who is going crazy?

We had basically two years where the world was shut down due to a “pandemic.” COVID is still around, but now we seem focused on other things. Like a recession, the stock market, real estate, cost of everything, labor shortages, and oh yeah, let’s not forget about Russia and China rattling their sabers threatening a new Cold War, or is it a cyber war, or is it nothing at all?

I’m sitting in my backyard on a Sunday morning as I write this. We had a rare and odd rain last night, and there is a hint of that fall crispness in the air. Birds are singing, my coffee is steaming, and my morning cigar is quietly smoking near my chair. I find that I have this internal battle with myself more often these days. On one hand, there is a lot of concerning data and information that I am processing. Given my nature, I tend to always be evaluat ing the environment around me and adjusting to manage (and prevent if possible) the “worst case scenario.” I know how that sounds, but from the life I have had it is something that just happens in the background of my mind. These days, however, I find myself for the first time in my life feeling like I want to shut off the noise. Actually not know what is happening in the world around me because it just feels like too much data that ends up not leading to a conclusion. Take COVID, for example. What did we learn, where do we go from here, and what happens next to make us more prepared? Not sure… nobody seems concerned about those questions. It just kind of stopped… without stopping.

On the other hand, I have also learned to trust my instincts. And in these days of news chaos, what do my instincts tell me? Am I scared or concerned? Do I fear for my family and friends? Is that sixth sense telling me that it’s time to gear up for another battle? Strangely, no. Our business remains healthy, the industries we serve remain cautiously optimistic as there is still far more demand than can be serviced for the necessities they provide this nation and overall, things are good.

But I learned a long time ago that when there is conflicting information that clouds my ability to form a confident plan, not to force a decision. Instead, I go back to what I call my foundation. My foundation is what I start every day with, and end every eve ning with and it’s simple. If I wake up, the first thing I do is think about how thankful I am that I have another day because honest ly, I never expected to live this long. The last thing I do before I fall asleep is give thanks I made it through another day. That I had the chance to work and provide for my family and team. That maybe I did something to make a positive difference in the world around me. That I have the privilege of serving this great industry and the amazing men and women who serve in it. This is what brings me peace and calm in the midst of chaos.

I’ve also learned that in spite of my best attempts, control is an illusion. I can’t change the world’s illogical approach toward a pan demic, nor can I impact how the nation manages global threats. I can’t make costs go down, nor can I make young people passion ate about dedicating themselves to a profession. Instead, I try to take the approach of “until it is at my front door, it’s not a problem worth worrying about.” This is mostly figurative (although if Rus sia shows up at my front door, it would be a literal problem to deal with) but helps me put things into a more healthy perspective. For all of our worrying, how often do those things ever come to be, or provide us with actionable data? Rarely in my experience and yet, we allow this worry to rob us of living in the moment where we usually find the most peace and happiness.

So, as we move into this holiday season I’m going to work very hard at giving myself the gift of being thankful. Not just when I wake up and not just when I go to sleep, but all day. We can all make the choice of the lens to view our world through and I’m choosing being thankful for the countless things that we all should be thankful for. Living in this great country where it is still better to be an American than live anywhere else on Earth. Hav ing our health and another day to try to do better than yesterday. For having something greater than ourselves to serve.

As I get to this point of writing, my kids have come outside with our newest member of the family, the other extreme of German dogs, “Winnie” the dachshund (the kids think it stands for Winnie the Pooh, but it’s actually short for Winchester). I’m watching the kids chase Winnie, as Winnie chases our 100-lb., pro tection-trained German Shepherd, Kimber, who is running around like she’s a poodle puppy. There are laughs and all four of them are already wet, and muddy, and having a blast as I see my wife look out the window and shake her head with a smile as I’m sure she’s thinking about the disaster of clean-up as all four are likely moments from storming back into the house.

When I look at life through this lens, it’s almost impossible for me to understand how I became so blessed. I wasn’t supposed to have this life. I’m certainly not deserving of it. But, I am thankful it somehow found me. I’m thankful for each of you as well because serving this industry has been one of the great joys of my life. How each of you live, run your businesses, and openly share your stories serve as my inspiration to be deserving of your generosity.

As we start this holiday season, take a moment, borrow my “new lens” and look at your life through it. Now take a “picture” of what you see and hold on to it. I hope this image carries you through a wonderful, and thankful holiday season with those who matter most in your lives.

PATRICK S. ADAMS, Publisher/President

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WHAT CLIENTS WANT IN OUTDOOR LIVING

DECKORATORS recently hosted a panel of top deck builders discussing the most important trends in outdoor living. “Imagine Outside: 2023 Outdoor Living Profes sional Insights” brought together four leading contrac tors—Blake Carter, California Deck Pros, San Marcos, Ca.; Sean Collinsgru and Catherine Lippincott, Premier Outdoor Living, Palmyra, N.J.; and Jason Varney, Dock & Deck, Lenoir City, Tn. The panelists identified homeowner demands that not only influence which products will sell, but also what new products are coming down the pike.

Calm & Collected

Sean Collinsgru: What we’re seeing with our clients is a sense that they want to relax and find a bit of peace from the day. I think that’s a little bit of a carryover from everything that’s gone on over the last couple of years. We used to see a lot of people’s wish lists were all surrounding entertainment, throwing parties. Now we’re seeing more

and more the requests are coming from a place of “we just want to have a space that’s peaceful and calm ing.” That’s leading to a lot of the trends that are more natural, more earthtones. I don’t want to say people are going away from a more modern aesthetic, but they want more texture, they want more of those calming tones and accessories that accentuate that.

Blake Carter: We’re using a lot of nat ural tone. People are focusing more on keeping it simpler, because using more of those natural tones will give us a timeless look. I think people are looking more long-term for this, because they’re throwing so much money into their outside space they want a color that in 10 years is not going to look dated. Doing a neutral tone you can get color by a lot of differ ent textures and materials, and also pop the color from your furniture and accents, rather than the floor itself.

Bigger the Better

Jason Varney: What we’re seeing the most that is different from the past is the scale of the projects. There’s no holding back on what people are willing to do. Maybe it’s due to the amount of projects that have been introduced into the field and them not just getting enough with just one product. The scale of the projects in my business has doubled in cost, in material, and in the footprints. The outdoor living space doesn’t extend to a 10-ft. area for a barbecue any more. It’s pushed all the way to the edge of the property and, in my case, to the water.

Inside Out

Carter: People don’t want to go back inside their house. So we’re putting everything they have inside outside. That means they’ll have a barbecue, but they’re also going to have a sink so they can go wash their hands. We’re putting everything out on the deck you need inside. Were also putting heaters and fireplaces and

BUILT-IN coolers help ensure everything you might want to enjoy on your deck is at your fingertips. (Photo by Premier Outdoor Living)

TOP DECK BUILDERS PINPOINT BIGGEST TRENDS IN THE BACKYARD

firepits, anything that you can to not only to prolong the time from day to night, but also seasons to keep people out there all year long.

Collinsgru: People want features outside. I always look at it like outdoor rooms, so when I go into a design consultation it’s not like “Tell me what you want,” it’s “Tell me how you want to use it? What kind of areas do you want? Do you want an outdoor living room? Do you want an outdoor kitchen?” By looking at it like that we can focus on the features that need to go in. The features are a means to the space. If you want an outdoor kitchen, that is going to lead to counter space, a grill, a fridge, trash. It starts with the intention behind the space, which for us starts at the design process and leads to everything we do. More and more people want everything that’s inside the house outside. So heaters, a built-in cooler in a bar top, kitchens, all kinds of stuff. As soon as people see that inspiration on Pinterest or Instagram, they immediately want all these features, and it’s our job to figure out how we can realistically do that and incorporate it into their project.

Varney: With the scope and the size of the projects that we’re doing now, people are making such a huge investment it’s like if you were to build a new home these days, you wouldn’t build just a bedroom and a kitchen, you’re going to have all the extras because the cost is so grand because of the scale that they want. There are no limitations. Their designs are over the top and they literally don’t back down at all on what they want. Now it’s more of can we get the product and can we get it done in the timeframe so they can use these huge areas, that’s the biggest push.

The Full Picture

Catherine Lippincott: Our entire business is based around the whole backyard build, because it really sets off a project. Just adding simple things like landscaping and lighting can make a $30,000 deck look like a $75,000 deck. Most people, if they’re spending all this money, want it to look the best that it can, so having something to set off other features like lighting or landscaping really draws the eye to how beautiful a project can be.

Collinsgru: Our biggest objective has always been making sure the project looks like it’s supposed to be there. A lot of times you’ll see a deck that’s built off the back of the house and it might be well integrated with the architecture of the house, but not into the landscape. It’s should be a bridge between the house and the land scape. By incorporating things like planter beds around the deck you can not only soften that hard look of this big structure out there, but it helps to integrate it. When we’re done, we want it to look like it was always meant to be there. A finished look. That this is the spot for the deck, it makes sense that it’s there, and it seamlessly transitions from house to landscape.

Lippincott: Also, things like patios add more usable space. So if one space lends itself to the next and if you’re thinking about it more cohesively, you just get more space out of it.

Carter: A lot of the jobs we’re doing are big, elaborate projects that take up basically all the backyard. But we don’t want one thing to take up the whole yard. We put in some greenery to soften the hardness of the hardscape. We want the patios and the decks to be proportionate with the yard. We also want to utilize other textures so that it looks like we have a cohesive design, and it doesn’t look like something that we didn’t plan, like we just plopped it in the backyard. And we want to actually make it usable. You can build a whole project, but if it doesn’t function, it’s a waste of space.

Also in terms of are we going to be out here when it’s 110 degrees? Well, probably not unless we install some shade. So we combine everything from the deck to the patio, the pool, an area to play some games, an adult area, an area for the kids, we’re thinking about all of those things when we’re designing.

Varney: Our projects start at the back door and extend all the way to the waterfront. They used to say, “It’s got great curb appeal.” Well, a lot of these projects people don’t see from the curb. We try to make the dock or deck their front door now, and if you look at a lot of images these days out on social media, what you see is the backyard. You don’t see the curb appeal per se, what everybody saw 10, 15, 20 years ago. Now it’s shot from a drone showing their entire backyard. The homeowner used to open the front door and want to show people how pretty their foyer was. Now they’re trying to shove you as fast through their house as they can to get back to this ultimate outdoor living space in the back. MM

NATURAL NEUTRALS—including Deckorators Voyage composite decking in Sedona, ALX cable railing, muted hardscape, and western red cedar privacy wall—help create a tranquil, integrated space. (Photo by California Deck Pros)

HOT IN HARDSCAPES

MOVE TO TEMPLATED DESIGNS

BY JOE RABOINE

BEFORE JUMPING into what’s hot in hardscapes for this year, it is essential to evaluate the state of the outdoor living industry from a higher level. High demand and labor struggles are beginning to define the industry. Most contractors are booked for months or even seasons, with some stating they cannot take any more consultations this year. Thirty-five percent of contractors reported turning down work due to skilled labor shortages in a 2021 survey by the U.S. Chamber of Commerce.

To move forward and meet these heightened expecta tions and demand, we must rally around establishing new best practices and learn how to button-up project plan ning in a way that emphasizes efficiency and simplicity.

Understanding industry trends and predicting future needs is a good place to start. There has been a notable shift in overall thinking about outdoor living, related to health and well-being, which gives a strong prediction for the industry’s future. Science shows us that quality design provides better space and improves our health. Thoughtful, holistic design helps us create spaces for homeowners to connect with nature and those around

them. This connection to nature improves mental and spiritual health and makes a backyard something that can truly transform people’s daily lives. In this style, hardscapes and landscapes blend in what is known as entangled, or biophilic, design. It uses true natural ele ments or materials that mimic nature to create a more organic look and feel.

The past few years of heavy self-isolation pushed homeowners to reflect on how they interact with their environment, driving them to find the most efficient, cleanest and happiest ways to function in their home. A common resolution of these considerations is a motiva tion to increase the functionality of the space. For back yards specifically, this is where hardscapes come in.

By anticipating this shift to functionality, contractors can approach homeowners with plans to elevate their designs through elements like lighting, sound, Wi-Fi and shade structures. These features are critical to ensure your customer can spend time carrying out any task outside. Contractors equipped with this knowledge and the tools to support it stand out from the rest—and can secure larger budget projects.

So, how can we use hardscapes to help design spaces that are great places to entertain, as well as relax and function for everyday use?

Templated & Modular Designs

It can be challenging to implement a more thoughtful and complete design, especially during busy seasons. However, we are seeing the launch of new tools, prod ucts and innovations that can support this initiative while boosting efficiency.

For example, the industry is working to move away from entirely custom designs, and instead encouraging a templated approach to simplify the process for con tractors—therefore positively impacting homeowners.

One way we are doing this is through the availability of templated outdoor room designs, including individual

rooms and multi-room spaces. We see defined rooms, like kitchens and living rooms, as a priority for home owners, including fully functional micro spaces, which have become a dominant form of renovation in cities where lot sizes are small.

With a templated approach, contractors can create a design based on the homeowner’s style preferences to streamline the process. Unnecessary time and resources are saved due to the automated process, giving contrac tors more opportunity for growth and profit.

Homeowners want turnkey solutions to make it easier and quicker for them to enjoy a cohesive space. Integrating hardscapes that elevate the design, such as a fire pit in the outdoor living room, a bar in the outdoor kitchen, or a modular wall around the deck, can make the space feel more complete.

On the other hand, custom designs result in the need for contractors to re-invent the wheel for each project regarding style, feature, scale and budget. It is much easier to meet homeowners where they are and emu late how they are already shopping in their daily lives. Starting with a templated approach to a kitchen, dining or living room and modifying elements based on needs yields a much higher and quicker conversion rate.

Beyond operational benefits, material and design quality also improves with this approach. The templat ed designs are built with intention and supported by data, ensuring it will streamline the installation process with less room for error or delay. Modular, linear design is essential here—and a preferred design style among today’s homeowners. Modular, geometric standard patterns comprised of clean lines and simple formats create an uncluttered aesthetic that aligns with a more modern design.

Created in true inch increments, each piece is made to fit within its counterparts, allowing for extreme

GEOMETRIC SHAPES from Belgard come in multiple shapes and colors— Charcoal, Foundry and Linen.

LARGE ANGULAR PAVERS can provide a clean outdoor living space.

ARTFORMS modular paver system showcases an outdoor kitchen.

design versatility and intricate installs with no cuts. More pavers and outdoor living solutions are being designed with these uniform dimensions to make the installation easier and faster, allowing contractors to maximize time and customers to enjoy their outdoor space sooner. Simplified quoting and design capabilities makes it easier to manage integration of other prod ucts with the hardscapes and leaves room for contractors to play with more creative patterns.

The scale of pavers has also increased, thanks to continued innovation in the industry. Products that feature large format expansion with narrow joints make installation quicker and more efficient. Larger pavers have more surface area and allow contractors to install an

increased amount of square footage quickly and efficiently. This style also gives homeowners the clean, modern look that is popular today. It is important to note that larger pavers may require additional or new equipment for transportation and installation, based on the increased scale.

Technology, Equipment & Recruiting

Technology is the new driving force behind the hardscaping and construction industries. Forty-two percent of landscape professionals are using more technology than five years ago, and 89% of landscape professionals want more efficiency and better information transfer, according to a recent report by GoMaterials. Prioritizing equipment

and technology can speed up proj ect timelines and increase efficiency across the board.

In line with this trend, one of our critical considerations as a hardscapes manufacturer is to scrutinize our installation processes. It is important to lean on technology, utilize the latest mechanical install techniques, and also innovate different types of equipment designed for lifting, setting and placing our materials. Shifting the focus from production best practices to improving install efficiencies helps meet the needs of contractors. Industry experts help us identify these needs and call out areas with room for improvement in tools and equipment—expanding the lens for innovation.

With unprecedented demand, we must consider the building blocks of our industry and where we are heading. There is no longer a need to lift by hand. Leveraging efficient equipment can encourage a lifetime career for industry professionals and is more attractive for recruiting the next generation.

Incoming innovations, such as 3D design and augmented reality (AR) solutions, are hitting the market to help consolidate the design process and allow professionals to show a more immersive version of their design plan to customers. To help alleviate some of the pain points causing installation disruptions, con tractors need to iron out the plan ning process and streamline their projects using technology.

The future of hardscapes starts with a fresh way of thinking for the industry, leaning into modular, tem plated designs and innovative tech nology and equipment for execution. regions. MM

JOE RABOINE

Joe Raboine is the director of residential hardscapes at Belgard (www.belgard.com).

MIRAGE QUARZITI and Mega-Arbel pavers from Belgard were used around this fire pit to create a cohesive space.

NATURE WALK was built using Belgard’s Mega-Arbel pavers.

WHAT’S COOKIN’ IN OUTDOOR KITCHENS

WHEN IT COMES to creating an all-season outdoor oasis that creates a transitional extension between the inside and outside of your home, nothing says outdoor living more than an outdoor kitchen. With stylish designs that seamlessly coordinate with any aesthetic and an abundance of options to choose from, it’s not surprising these amenities remain a hot commodity all year long.

“Outdoor living is no longer restricted to spring and summer, nor reserved for certain parts of the country,” said Leslie Adkins, VP of marketing for Trex Co., which offers a line of outdoor kitchens manufactured by Danver. “Thanks to new high-performance materials

and innovative design approaches, people everywhere are transforming their outdoor spaces into multi-seasonal extensions of their homes.”

Flexible options are a must

A key to making these spaces functional year-round is having options that are flexible enough so they can work in a variety of outdoor living spaces.

For example, installing cabinetry as a separate sideboard or bar can help merge the kitchen with low seating or dining elements, according to Mitch Slater, president and owner of Danver. Likewise,

STYLISH OPTIONS MAKE OUTDOOR LIVING SPACES SIZZLE

installing an outdoor kitchen immediately next to the pool, with the potential for swim-up eating and dining, can help integrate outdoor entertaining features.

A clever, outdoor kitchen solution is Danver’s Post and Panel System (PPS). The PPS is a first-ofits-kind outdoor kitchen solution that was designed for multi-family properties. It is an extension of outdoor cabinetry designed for shared common spaces, rooftop destinations, or anywhere counter space is needed but storage is not.

Constructed of stainless steel and powder coated for a modern aesthetic with exceptional durability, the PPS integrates the look of

EXPANSIVE AND FUNCTIONAL kitchens, such as this showplace from Danver, are built to withstand the elements so homeowners can enjoy year-round outdoor dining.

Danver’s existing cabinetry, while eliminating unnecessary storage areas and weight. Engineered to provide strong countertop support, the simple, inline design makes design flexibility a priority by accommodating a wide range of lengths. It also features removable panels that can easily be switched out.

In addition, Danver recently released its Cosmopolitan Table Collection that is designed to blend seamlessly with Danver’s other outdoor kitchen products so homeowners can build their kitchen space over time. The collection

is the brand’s first table offering and its latest collaboration with celebrated architect, designer, and creative director Daniel Germani.

The collection includes three new tables: the Cosmopolitan Prep Table, Cosmopolitan Dining Table, and Cosmopolitan Cooking Table. The Cooking Table introduces innovative Invisacook induction technology, that works both in a smaller outdoor space where an open flame is not permitted, or as a warming table in a larger-scale outdoor kitchen. The tables are constructed of durable, powdercoated, stainless steel.

Design with the inside in mind

Design has become a top priority for customers. According to Slater, a growing number of homeowners are prioritizing their outdoor kitchens and planning for them just as they would any interior room, including dedicating larger footprints and budgets to these living spaces.

“Outdoor kitchens have come a long way over the past two decades,” he said. “What began as a grill and food prep station against the house has evolved into a robust outdoor entertaining space that can flow seamlessly with any indoor aesthetic. Creating an outdoor space that maintains the interior aesthetic is one of the easiest ways to help outdoor design feel cohesive and intentional.”

Nature-inspired greens and blues remain a favorite among homeowners. “As bigger and brighter colors make their way into the home, our powder-coated hues span a large range of colors–like fiery Chili, sophisticated dark green Chromica Feroe, and crisp Sea Spray–and provide homeowners with a selection to fit any aesthetic,” Slater said. “These new colors reflect the forecast for bold colors finding a more prominent home in outdoor design–especially since many homeowners are more willing to take risks for their outdoor living spaces in particular.”

Tailor-made cabinetry

As the color choices have evolved, so too have the cabinet configurations. For example, the Danver and Trex kitchens feature stainless steel cabinets that are available in a wide range of configurations, in 3” increments, for nearly unlimited design possibilities. All cabinetry is madeto-order in either 304 or 316L grade stainless steel.

It’s a small wonder with so many options and colors available in outdoor kitchens, homeowners will want to eat anywhere but indoors if everything they need to keep the food hot and the company fed is outdoors in a stylishly designed outdoor living space. MM

NATURE-INSPIRED GREENS are a popular choice for homeowners who want to create a functional, yet luxurious outdoor living space.

EYE-CATCHING COLORS in the Trex Outdoor Kitchen collection transform any outdoor living space and make it an inviting place to entertain guests or enjoy a family meal.

ALWAYS AND NEVERS

------------ BY JAMES OLSEN

THERE ARE stylistic differences in sales. Some sellers are more relationship based and laid back, while others are more hustle/bring value serious type sellers. Master Sellers calibrate their style to the customer preference. While style is important, there are approaches that are always and never techniques.

Never

Ask a customer, “What do you need today?” This brings zero value. It says, “Will you do all the work and tell me what you want and what you want to pay?”

There are some charming sellers who can get away with this. These sellers are about one in 40, so if you are Mr. or Ms. Charisma, I am happy for you, but for the rest of us this approach will create a lot of poor treatment—it’s irritating to busy buyers to deal with lazy sellers— and deservedly so.

I tell charismatic sellers, “Yes, you can get away with the lazy albeit charming approach, but your career will grow bigger and faster if you add value beyond your great personality.”

Always

Offer customers multiples of multiple items. Many sellers come to customers with one of one item. These calls are short, uninteresting, and low value for the customer and low potential for the seller. The Master Seller brings multiples of multiple items which brings more value to the customer, gives the Master Seller more chances to get an order and sends the message to the customer that they are dealing with a volume supplier, not a onesie-twosie salesperson plead ing for scraps.

Why don’t most sellers bring more items to calls? Because it’s more work.

Never

Call customers inconsistently. This sends the message that we’re only there for the order, that we’re just a deal sell er, not a relationship seller who wants to bring persistent and consistent value. In addition, it makes building the relation ship with the customer more difficult because of the inconsistency of contact.

Always

Call customers in a consistent way. I prefer the same time and same day. This way the customer learns to expect us and count on us. We become part of their “business rhythm.” We begin to integrate ourselves into their business.

Sellers will say to me, “I only want to call them when I have a good deal.” This is a flawed strategy. First, hustle hard(er?) to find good deals. Second, our job is to be consistently competitive. We won’t always have the best deal, but consistent competitiveness trumps the occasional best deal over the long run.

Never

Flip prices. We are not in a hurry to give our customers a price.

Always

Find out the need behind the ques tion before we give the price. When a customer asks us for a price (inquiry), we slow the process down and ask ques tions first. Is our customer just pricing their inventory? Checking the market? Did they just buy three and want to see what we would have quoted? Keeping their favorite supplier honest?

When we slow the inquiry process down, we send the message that we care that we are professional, and that we expect to get the business.

Grade? Species? Tally? Quality of supplier? Shipment? Volume? What are we thinking of paying? When are you going to buy this? And any options on the above before we give a price.

Never

Give the prices without asking for the order.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Seller: “We can get those into you at $650/MBF.” (Then silently wait for the customer to buy.)

The problem with this approach is it works, leading many to think it’s good. It works. It just doesn’t work as well as...

Always

Asking for the order when we give the price.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Master Seller (after asking the ques tions above): “We can pick those up for $650/MBF, which is a good deal. Do you want to put those on?”

This approach not only garners more orders, it also sends the correct mes sage that we expect to get the order(s), which over the short and long term will bring us more business.

JAMES OLSEN

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at

HOW TO USE SOCIAL MEDIA: 5 TIPS

BY KIM DREW

IF YOU HAVEN’T branched out into social media to showcase your dealership and what you have to offer, now is the time.

Recent national consumer re search by the Northeastern Lumber Manufacturers Association revealed the number one place homeowners go for product and project inspiration is social media. These same consum ers are the ones working with your customers, so why not up the ante in what you’re offering your customers to help them stay ahead of trends?

The bread and butter: Variety is the spice of social media. If you post the same things over and over, your audience will stop liking your posts. If they stop liking your posts, the posts will fall lower in the algorithm, mean ing they won’t be seen. Keep it fresh and exciting! You don’t have to post every single day, but plan on at least two to three times a week. Make the posts different and visually exciting: use graphics, photographs, or even memes (as long as they’re appropri ate). And please, for the love of all that is beautiful wood, use proper spelling and punctuation.

Assuming you already have social media channels created and active, here are easy tips to help build a con tent flow to engage key audiences.

Educate: Your Services

Customers might know you for one product or service you offer; take

the opportunity to raise their level of awareness with regards to everything your dealership offers and sells. But not all at one time! Consider creating a specific content calendar just for services/key products: Each Thurs day, post about a specific service or product you offer. Share details, how the service/product will make some one’s job or life easier, and always include a graphic or photo.

Educate: Deep Dives into Trends

If you’ve been selling wood for any length of time, you know what some of the trends are by now. Make these trends your own and tailor them to you and your dealership by sharing information that’s yours alone: this can be research you’ve done about this trend in your geographic area, or it could take the direction of a case study of a successful project in which your company has participated. Find what’s popular and update or enhance the material to make it spe cific to you. This is how you engage customers online!

Photos, Photos, Photos

Inspiration is what it’s all about, and no one does gorgeous inspira tional photography like the wood industry. Go out there on the internet and grab some of these gorgeous photos (with permission!) and share them on your social channels. Or use your own photos to showcase the

multiple ways in which the wood you sell can upgrade and enhance any style of home.

Success Stories

When homeowners are looking for inspiration ahead of their next home build or renovation project, they want to see what others have done. Mining for ideas and inspiration is where the internet and social media shines: Throw the spotlight onto customer projects (with their permission!) to show what projects you’ve helped with, what’s possible using wood, and where to start. Highlight how the wood you sell made this project more useful/more beautiful/more sustainable. Ask your customers for photos of their projects and get their permission to share online; everyone wants to show off their gorgeous home improvement successes!

Consistency is Key

If you’re the type to post once or twice… then not again for a few weeks because you’re busy, think long and hard about engaging social media as a tool. Much like other com munications tools—PR, for example— consistency and constancy are key. The changing of minds take time but it’s well worth the effort!

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SCARY HR STORIES

------------ BY PAIGE McALLISTER

FALL IS HERE, the time of year people gather around and tell each other scary stories. Unfortunately, the workplace has its fair share of these stories too. By bringing them to light, we hope they can become import ant lessons on what to do and not do.

Trick-or-treat — Unwelcomed birthday party cost employer $450,000: Knowing that the company cele brates employee birthdays, an employee asked the office manager to not throw him a party. However, the office manager did not pass along the request and, while he was away, co-workers planned a birthday celebration for the employee. The employee then suffered a panic attack, so he avoided the party and sat in his car during the lunch break.

AND LESSONS YOU CAN TAKE FROM THEM

A. Probably. If you own and maintain the parking lot and the employee was injured while coming to or from work, then it may fall under Workers’ Compensation. If not, it may fall under your property liability insurance.

If the parking lot is maintained by someone else, such as with an office building, it may fall under their liability insurance but could still also fall under your Workers’ Comp.

Some states even have Workers’ Comp laws that extend coverage to employees walking to and from work on public sidewalks and streets if they are required to park a distance away from the worksite.

In addition to insurance liabilities, you would need to consider any company or mandated leave laws and reasonable accommodation while they recover from the injury.

Whenever an employee is injured at or on the way to or from work, we recommend consulting your insurance carrier and HR consultant to determine the best course of action to protect yourself and to ensure the employee receives all benefits and protections they are entitled to.

The next day two supervisors confronted him about his behavior which prompted him to have another panic attack, turning red in the face and yelling at his super visors to be quiet. The employee used a coping method which involved clenching his fists, causing the supervi sors to feel threatened, so they sent him home and told security to not allow him back.

Even though the employee texted apologizing for his behavior and explained it was how he copes with panic attacks, the company fired the employee citing fear of physical harm and that his panic attacks did not meet the ADA-level of disability. The employee filed a claim for adverse employment action due to his disability. The jury agreed and awarded him $150,000 in lost wages and $300,000 for his suffering.

Moral of the story: Honor an employee’s request to not be involved in company traditions or public outings that are not directly related to their job duties.

Mummies — Applicant’s mom comes to interview: A recruiter had an interview with a 19-year-old young man for a summer internship. While it seemed to be a normal interview, the young man’s mother appeared a few min utes later apologizing for being late as she was parking the car. The mother then joined the interview, continually interrupting to extol her son’s accomplishments and explain why the company should hire him. In fact, there are numerous stories of parents involving themselves in the hiring process for their children, including submitting their child’s resumé on their behalf, asking to represent them in the interview since their child was “busy,” or calling to negotiate a higher salary.

Moral of the story: Be prepared for outsiders intruding into the process. Calmly and respectfully explain to both the child and parent that the hiring process is an inter action between the company and the applicant, which is best one-on-one. Once hired, all personnel information is confidential and can only be discussed with the employee.

Q. My employee tripped on a pothole in our parking lot and broke their arm. Do we have any obligations?

Ghosted — Employees and applicants disappear with no notice: There are numerous stories of potential and current employees ghosting their employers. Applicants fail to respond to interview requests or candidates who have been interviewed or even offered a job disappear with no warning. Even current employees, regardless of length of service, have been known to work without is sues and then POOF… without warning they do not show up to work, do not call in, and do not respond to manag ers who reach out not only to find out if they are coming in but if they are okay.

Conversely, several companies have ghosted job can didates as well. Even though recommended practice, not every application gets acknowledged or sent a rejection letter early in the hiring process. However, companies have been known to interview candidates, promise follow-up, and even make a preliminary offer of employ ment but then never contact that candidate again.

Moral of the story: Establish clear communication expectations for every stage of the hiring process and employment lifecycle. Let candidates and employees know that they are valued and who and how to reach out to communicate any issues they have. And be sure to have a welcoming, open communication style so people do not feel disappearing is their only option.

Costumes (Not) — Employees not allowed religious garb or grooming: Companies often have dress and appearance requirements, some due to safety while others are to achieve the desired “look” the company wants their employees to present. The EEOC protects

employees’ rights to follow the attire and/or appearance requirements dictated by their religious beliefs. However, companies often enforce their requirements for all employees without making reasonable allowances, such as skirts for women who are not allowed to wear pants or not hiring a woman who wore a headscarf to an interview (whose case was actually affirmed by the U.S. Supreme Court). Companies have had to pay large settlements due to not giving employees who wear beards and long hair the same employment and promotion opportunities.

While some requirements do not need to be accom modated due to critical factors such as safety as long as enforced consistently for all employees, many dress codes allow for some flexibility.

Moral of the story: Review your dress code to evaluate its requirements for “wants” vs. “needs.” If an employee makes an accommodation request for any legitimate reason, consider if the appearance policy can be flexed to honor the employee’s rights while maintaining safety and keeping the general “look” desired.

PAIGE McALLISTER

Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with Affinity HR Group. Reach her at (877) 6606400 or contact@affinityhrgroup.com.

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CHAMPIONS SHARE THEIR SUCCESS STORIES AT LMC LEADERSHIP SUMMIT

Champions in various sports fields shared their secrets to achieving their goals at the LMC Leadership Summit on Sept. 20-23 at the Sheraton Phoenix Downtown, Phoenix, Az.

Award-winning educator Kathy Pearson, president and founder of Enterprise Learning Solutions, Inc., laid the groundwork for the Summit with a focus on the theme of this year’s event, “The Secret to Achieving Your Goals & Dreams.”

On Sept. 21, five-time Iditarod champion Dallas Seavey presented “Setting Goals and the Strategies to Reach Them.” Seavey grew up in a family of three generations of Iditarod champions. He started his own sled dog team when he was just 21 years old, and his team broke the Iditarod speed record twice. He shared how he built his team of dogs and humans by understanding their strengths and weaknesses and helping them reach their full potential.

Later that morning, Dave Scott, Ironman world champion, took the stage to talk about “Success vs. Failure.” Scott knows what it takes to be successful. A six-time winner of the Ironman triathlon, he was the first inductee into the Ironman Hall of Fame in 1993. Today, Scott devotes his time to educating and inspiring athletes of all ages and

abilities. He shared his techniques to stay motivated and focused on goals for success.

Science journalist Joshua Foer was on hand to discuss his best-selling book, Moonwalking with Einstein: The Art and Science of Remembering Everything. Foer is a “mental athlete” who won the U.S. Memory Championship after just one year of intensive memory training. He discussed how perseverance, concentration, and creative thinking can help overcome limitations. Foer also demonstrated some memory techniques he uses to train his brain.

In a Sept. 21 panel discussion, Ahron Cohen, a venture partner with the ADvantage Sports Tech Fund; Amiel Sawdaye, senior VP and assistant GM for the Arizona Diamondbacks; and AJ Maestas, founder of Navigate, a sports and entertainment consulting firm; talked about the core characteristics and strategies that got them to where they are today.

On Day 2 of the Summit, leadership coach Dante DiBattista navigated attendees through the role of leaders, the false assumptions associated with leadership, and the six mindset shifts needed to become an effective leader. Attendees walked away from the session with action items and resources

they can use to implement the strategies he shared with them.

Olympic silver medal-winning hockey player Lyndsey Fry kicked off the afternoon sessions with “Leading by Embracing Change.” Fry shared how transitions in her career as a pro hockey player presented her with opportunities to grow and break barriers in her own life.

In the last session, Annie Van Fossan, Tugboat Institute, discussed “evergreen” companies and the seven principles they are built on: purpose, perseverance, people first, private, profit, paced growth, and pragmatic innovation. During the session, attendees collaborated with their groups on how their company aligns with these principles and set goals for closing any gaps.

“The education this week is relative to the business in terms of setting goals for myself both personally and professionally, but also my staff. It has given me a new vision on what I can bring back to the company,” said Brad Martineaurner from Jackson Lumber & Millwork, Lawrence, Ma.

Orlando Alamano, general manager of Northwoods Lumber Co., Bemidji, Mn., said, “The Summit was extremely valuable. I almost have to slow myself down to not want to implement everything that I am taking away in one shotgun blast when I get back.”

At the end of Day 2, all attendees were invited to a Margarita Mixer for networking at the entertainment venue, The Duce. Attendees enjoyed a dinner buffet, a competitive margarita contest, games, music, and more.

The annual LMC Leadership Summit is a part of LMC’s 21st Century Leaders Program, which is designed to bring members together to learn and connect.

LMC MEMBERS gathered in Phoenix, Az., Sept. 20-23 to learn winning strategies from top performers in sports and business.

BlueLinx Holdings, Marietta, Ga., has acquired privately-held wholesaler Vandermeer Forest Products, Spokane, Wa.

The deal includes $3.6 million for the facility and land in Spokane, and $63.4 million for the business.

Founded in 1972, Vandermeer serves over 250 customers across the Pacific Northwest, Alaska, Hawaii, British Columbia, and Alberta from distribution facilities in Kent, Spokane and Marysville, Wa.

“With the addition of Vandermeer, we now have a footprint that

spans coast-to-coast and serves all 50 states, including direct access to Seattle and Portland, two of the fastest growing metro areas in the United States,” said Dwight Gibson, president and CEO of BlueLinx. “This acquisition is well-aligned to our specialty product growth strategy, gives us a meaningful growth platform in the Pacific Northwest, a stated strategic priority, and is consistent with our disciplined approach to capital allocation. Additionally, this acquisition further strengthens our relationships

with key strategic suppliers and increases our market penetration in high-value, specialty product categories, specifically siding and engineered wood. Notably, there is no operational overlap, and our team has developed a robust integration plan to drive commercial and operational synergies.”

“We are thrilled to join BlueLinx, a company whose performancebased culture closely aligns to what we have built at Vandermeer over the last 50 years,” said Dave Staudacher, president and CEO of Vandermeer. “We believe its scale, private label products, broader specialty product offering, and operating efficiencies make BlueLinx the ideal buyer of Vandermeer.”

------------| SUPPLIER BRIEFS

Truckee-Tahoe Lumber Co., Reno, Nv., has secured $19 million in financing to fund “future growth and ongoing investments” for the six-unit chain.

Ironwood Mill, Dolores, Co., under new plant mgr. Wade Bentley, is working to correct problems that led to its shutdown late last year so it can restart veneer operations and, in time, expand to plywood production.

Boise Cascade Building Materials Distribution, Lathrop, Ca., is now distributing the complete line of Henry products throughout Northern California.

Horizon Distributors is opening new branches in Spokane Valley and Woodinville, Wa., by the end of the year.

Southwest Material Handling, Mira Loma, Ca., has purchased ProCon JCB and is operating the newly acquired branches in Commerce City, Co.; Phoenix, Az.; Las Cruces, N.M.; El Paso, Tx.; and Las Vegas, Nv., as Southwest JCB.

Parr Lumber, Hillsboro, Or., was honored among Top Workplaces 2022 by The Oregonian.

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*.

SIERRA FOREST ACQUIRES WEBER PLYWOOD

Sierra Forest Products has acquired fellow distributor Weber Plywood & Lumber Co., Tustin, Ca.

Weber Plywood was founded in 1958 by Don Weber, who passed away two years ago at the age of 92.

Sierra Forest Products is part of the UCS Forest Group of Companies, which includes Upper Canada Forest Products in Canada, UCS Global internationally, and A&M Wood Specialty in Ontario. Sierra has been serving U.S. customers for over 36 years, with facilities in Chicago, Il.; Salt Lake City and St. George, Ut.; Boise and Coeur D’Alene, Id.; Los Angeles, Ca.; Seattle, Wa.; Portland, Or.; and Denver, Co.

“We are delighted to welcome the Weber team to the UCS Forest Group of Companies,” said Warren Spitz, President & CEO of UCS Forest Group. “I personally knew Don Weber for many years, and we are honored to have the opportunity to carry on his wonderful legacy. Don built a tremendous business over the last six decades, providing long-lasting value to customers and consistently following through on the commitment to excellence. Together, the Weber and Sierra teams will work collectively towards our shared goal of delivering the dfference to the Southern California market.”

BOISE CASCADE EXPANDING IN ALBUQUERQUE

FirePro® brand re retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional re 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*.

Boise Cascade’s Building Materials Distribution has purchased 4.67 acres of land adjacent to its Albuquer que, N.M., branch for expansion.

The existing facility consists of 13 acres with 78,000 sq. ft. of covered storage, serving the New Mexico, West Texas, and Juarez, Mexico, markets.

“The expansion will increase our diversification of customer segments in those areas as well as our ability to expand current product offerings in engineered wood products, Trex composite decking, and various other commodities,” said Arik Zonski, branch manager. “The additional acreage will help us grow our business as well as provide some operational efficiencies.”

KODIAK PICKS UP IDAHO INDEPENDENT

Kodiak Building Partners, Highlands Ranch, Co., has acquired Albeni Falls Building Supply, long-standing LBM supplier to northern Idaho and eastern Washington.

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- oors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

Albeni Falls Building Supply was founded in Oldtown, Id., in 1948 as Diamond International Lumber, and was given its current name in the late 1980s when it was bought by Harold Ockert. He sold the store to David and Susan Melbourn in 1990.

The Melbourns along with Scott Peacock will contin ue to lead the company’s operations.

In 11 years, Kodiak has grown to 110 locations.

HARDWARE DEALER CLOSES ITS DOORS

National Builders Supply, Farmersville, Ca., closed Nov. 1 after 43 years of providing doors and hardware.

Over the last two years, co-owners Dennis Smith and Noel Anderson have been preparing to withdraw from the business, hoping to sell it to another company. But no buyer was found, and the 70-year-old partners are ready to retire.

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Lindsey Balfe, daughter of David McNabb, has joined her father’s company, DM Forest Products, Hillsboro, Or., as office mgr./ bookkeeper/sales trainee.

Erica Scranton, former mgr. of Sheridan Ace Hardware, is now in sales at Mead Lumber, Sheridan, Wy.

the expansion centered across the western United States.

Joshua Mungarro is a new mgr. trainee at 84 Lumber, Yucaipa, Ca.

Over the past 18 months, Lowe’s opened more than a dozen facilities, including in Riverside, Ca.

Neil Gearheart, ex-Medallion Industries, has joined the sales team at Parr Lumber, Portland, Or.

Laurens van Kleef has been named the timbers & marine lumber program manager at Nova USA Wood Products, Portland, Or.

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

Shayne Bastian has been promoted to branch mgr. at L&W Supply, Fort Collins, Co.

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.

Doug DeLuca, ex-Lansing Building Products, has joined Avon Plastics as VP of sales & marketing.

In October, Lowe’s opened a West Coast e-commerce fulfillment center in Mira Loma, Ca., said to improve two-day deliveries.

Jeff Cain, ex-Milgard, has been named general mgr. of OrePac

Wilsonart Expands TFL in West

Tony Vuksich, VP, Willamette Valley Co., Eugene, Or., retired last month after 50 years with the company (see photo below).

Wilsonart Engineered Surfaces has broken ground on a new thermally fused laminate (TFL) facility in Klamath Falls, Or.

Expected to be fully operational by July 2021, the new facility will feature a quick-cycle press, which will significantly increase its production capabilities on the West Coast.

“Our offerings have garnered tremendous support from both specifiers and fabricators,” said Ron Ubertini, VP-product management. “TFL is a key part of that offering, and this next expansion is a continuation of our strategy to enable us to meet growing demand and better serve our customers.”

Lowe’s Bulking Up in the West

Bill Brooks, HPM Building Supply, has been promoted to regional mgr.-Kauai, Hi.

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.

It reportedly also agreed to lease 1.2 million sq. ft. at the Benaroya Pacific Northwest Regional Logistics Center in Winlock, Wa.

is a new Southern CaliDoor Systems, has been promoted to West Coast territory sales mgr.,

Second-Hand Lumberyard Reopens in Flagstaff

After being closed for nearly nine years, E.R.I.C. Building Supply, Flagstaff, Az., has reopened with a new owner.

presented with the 2022 Bronson J. Lewis Award at the recent APA annual meeting in Aventura, Fl. He is flanked by his wife, Anita, and presenter Roy O. Martin III, APA board chair.

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

Construction industry veteran Darwin Dahozy purchased the business and inventory, and reopened in early October after a month of prepping the long-vacant space. He admits their current collection of used, recycled and discarded building materials will require more time to organize, so initially will be closed on Mondays through Wednesdays as it continues to “clean up and organize.”

Horizon Distributors’ West Division, overseeing sales and operations in California, Oregon and Washington. , who now GM of the South Division, over , who is retiring May 1, 2023, after 26

Dahozy, 49, moved to the area two years ago looking to buy or start his own business, after a career as a welder and residential/commercial fencer.

EWP VETERAN

Annie Kao, VP-engineering, Simpson Strong-Tie, Pleasanton, Ca., Was named to the board of Habitat for Humanity East Bay/Silicon Valley.

Frank Addiego, CEO, All Bay Mill & Lumber Co., American Canyon, Ca., won the Vistage Impact Award for the Sacramento/Reno region.

Lauren T. Cooper has been appointed chief conservation officer for the Sustainable Forestry Initiative.

Thurston Unger is leading a new employee weight-loss program for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

WHITE CAP BUYS VALLEY SUPPLY

White Cap LP, Atlanta, Ga., has acquired Valley Supply Co., Washington-based supplier of construction materials to contractors in the Puget Sound area. With six locations across Washington State, 50-year-old Valley Supply will join White Cap’s Northwest Region.

“We look forward to offering expanded service capabilities for our customers in the Puget Sound area and across our Northwest Region,” said White Cap CEO John Stegeman. “Our nationwide product offerings combined with the number of locations, strong relationships, and local expertise from the Valley Supply team will allow us to further enhance our service.”

AZEK OPENS FIRST WESTERN FACILITY

Chicago-based AZEK Co. has begun production at its first facility in the western U.S. in Boise, Id., which will also serve as the headquarters for its western operations.

AZEK committed $140 million to design, build and equip the 350,000-sq. ft. facility with advanced technology and equipment. Initially being utilized to make TimberTech composite decking, the facility currently employs 70, with the workforce expected to grow to about 150 over the next two years.

The plant also features a dedicated 3,200-sq. ft., state-of-theart training center, which will be used for AZEK University product knowledge sessions and workshops. The site also has room to expand, perhaps one day to include its own recycling operations.

TAL ADDS NEW MARSON & MARSON YARD IN WASHINGTON

TAL Holdings has opened a new location in Ephrata, Wa., under its Marson & Marson Lumber brand.

The new store has 8,000 sq. ft. retail space and sits on a 4-acre lot with a paved lumberyard. The store includes a contractor-focused assortment of hardware and tools in addition to a staffed Design Center

with cabinets, countertops, doors, and windows.

“We are excited to expand our presence in North Central Washington,” said CEO Jason Blair. “The new store will allow us to better serve our professional contractors in the area and reach new customers in the greater Columbia Basin.”

TAL BUYS 4-UNIT MILLER’S OF OREGON

TAL Holdings has agreed in principle to acquire Miller’s Home Center, with four locations in Baker City and La Grande, Or.

“As part of our strategic growth initiative and our commitment to help build better communities, we seek companies who align with TAL on operational excellence and core values,” said TAL CEO Jason Blair. “Miller’s checks these boxes and more. Current owners, Steve Colkitt and Wayne Ryder, built a tremendous business over the last several decades, and we are grateful for their trust and partnership through the acquisition process.”

Miller’s operates two home centers and lumberyards, an 18,000-sq. ft. retail store in Baker City and a 35,000-sq. ft. store in La Grande. Also in La Grande is a truss facility and a cabinet manufacturing plant.

After a transition period, Miller’s will open as part of the TAL family of companies on Dec. 12. Upon completion of the acquisition, TAL will operate 29 locations: eight in Oregon, 12 in Washington, eight in Idaho, and one in Montana.

TAL partnered with local contractor Mike Knutson and the award-winning Graham Baba Architects to create a modern look for its new location.

SCHMIDBAUER LUMBER, Eureka, Ca., celebrated its 50th year in business with an open house on Sept. 23. [1] Frank & Kay Schmidbauer, Peggy &, George Schmidbauer, George & Samantha Schmidbauer, Susie Schmidbauer. [2] Chris Hubbard, Charlie Britton, Dee Sanders. [3] Patty & Hap Hasty. [4]

6

Mark Mensinger, Ron Schneider. [5] Red Emmerson, George Schmidbauer, George Schmidbauer, Jesse Johnson. [6] Rich Graham, Nathan Bucey. [7] Ron Hanson, Will Higman, Rick Deen, Alex Cousins, Tom von Moos, Todd Kintz, Bob Maurer, Clayton Welch.

REDWOOD

SLIP & SLIDE

Combilift’s new Combi-CSS is a free-standing, electric-powered, semi-automated machine for loading and unloading of 20-ft., 40-ft., and 53-ft. containers transporting lumber and panel products.

It has a container-chassis docking system and a bi-direction, horizon tally moving Hardox Steel Slip-Sheet with a capacity of 65,000 lbs.

To load, the container-chassis docks to the CSS and the pre-loaded slip-sheet powers into the contain

er. With the load inside the contain er, a gate closes across the doorway, securing the load until the slip-sheet retracts. To unload, the contain er-chassis docks to the CSS, and the slip-sheet power-glides under the load into the container.

With a single operator, it enables cycle times of six minutes with great er safety and less product handling, lift-truck use, and product damage.

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STYLISH CABINETRY

Wood-Mode has added two new cabinet door styles. Arlington exudes quality with its 1” thickness and elegant cove profile. Burlington, a 3/4” door, has a subtle cove.

WOOD-MODE.COM (570) 374-2711

DRILL ‘N DRIVE

RIDGID’s new R861152B 18V Brushless 1/2-in. High Torque Hammer Drill/Driver delivers top performance and longer runtime. With a two-speed gearbox and max RPM of 2,000, the hammer drill/driver can complete a wide range of demanding applications, including drilling into wood with up to a 2-9/16 in. bit in high speed.

Anti-kickback technology pro vides added control by preventing over rotation in a bind-up, while a 1/2-in. all metal ratcheting chuck adds durability and an LED light improves visibility.

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QUICK CHANGE

MicroJig’s next generation of the ZeroPlay Miter Bar helps make building table saw sleds even more quickly and accurate ly, while allowing for fast adjust ments when moving around to different machines in the shop.

The upgraded system allows woodworkers to mount and square top-down through the sled’s surface for easier installs. Users can also calibrate the miter bar without removing it from the sled, meaning they can move from machine to machine quickly and easily.

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Dennison

without the use of mechanical fasteners or wet glue systems. Applications include wall mounting, backsplashes/ tiles, ceilings, flooring and blinds.

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JOIST HANGER NAILERS

Senco has introduced two powerful metal connector nailers that fire 2-1/2” nails commonly required in hurri cane and seismic zones.

The JN91P1 and JN91P2 pneumatic metal connector nailers are used for fastening pre-punched metal struc tural connectors like joist hangers, seismic/hurricane straps, and rafter ties. They deliver 10% more power than competing nailers and previous-generation tools. The increased power allows consistent, complete sink ing of nails in ultra-dense engineered lumber.

The JN91P1’s short magazine holds a single rack of 34° paper tape-collated nails, offering a high mobility between joists and rafters. The JN91P2’s extended magazine can accommodate two racks of nails, allowing higher production rates with fewer reloads.

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WOOD

area from the same time frame that was untreated when the fire passed through.

This spring, fire conditions were strained enough to implement Stage 1 fire restrictions on forest lands. On June 5, lightning ignited a fire near the Mammoth Creek Village east of Cedar City. Bode Mecham, Cedar City Ranger District fire prevention technician, and a few interagency firefighters responded as part of the initial attack team. Most of the area hadn’t been treated yet and was still thick with 200 to 300 ponderosa pine trees per acre.

Over the course of a few days, the fire climbed dangerously high to the top of the trees and burned toward the village threatening 280 homes, encroaching on the narrow fire break near Tommy Creek Canyon. With no way to safely manage the advance, Mecham shifted the bulk of his team from fire defense to help the Garfield County sheriff’s office evacuate homes and preparing to defend the first homes that would be impacted by the fire.

who has been a wildland firefighter for 22 years. “[The defensible space] was pretty crucial to this community allowing everyone time to get out as well as saving all the homes here.”

Shared Stewardship Enables POD Work

The number of large fires in the last five years alone has states like Utah working to increase protection for residents. They are building critical community support by entering into Shared Stewardship Agreements that help partners identify and achieve common land management and protection goals.

Trees burned in high intensity flames lie across the ground on the south end of the Smith Fire Sept. 4, 2021. Cooperating agencies stood by to protect homes in the area while crews used strategic fire operations as weather allowed to help contain 100+-ft. flames.

HEAVY LIFTING

In Oregon, partners used that common ground to develop potential operational delineations or PODS. POD lines don’t follow jurisdictional boundaries but follow roads, mountain ridges, fuel breaks and other land features firefighters can potentially use to

/ Fontana

As fire moved down the Tommy Creek drainage, Meacham’s task force leader reported that the fire encountered the decade old treatment area and the flames dropped rapidly from about 100 ft. tall to around 5 ft. Meacham said the dramatic change shifted his team back to fighting the fire. They were able to control it quickly, the entire 700-acre fire completely contained in about 11 days.

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More than three months after the Mammoth Fire the treated area on the right shows the resilience of forested areas following fires with intense flames that burn into treated areas. In addition to the health of the trees, regeneration of the area depends on how severely the soil was burned, the photo on the left shows an area that will likely take years to rebound.

“When you look out there now, the area that was treated is the only area out there that is still green and growing,” said Mecham,

Mitsubishi Logisnext Americas has launched the new Cat DP60HP-DP100CP forklift series—13,000 to 22,000 lb. capacity internal combustion pneumatic tire trucks built to lift and haul heavy loads in lumberyards, distri bution centers, and other challenging environments. Its turbocharged, electronically controlled Kubota V3800 diesel engine pours out massive torque at low rpm—producing very low emissions. A class-leading four-cylinder common rail turbo diesel EPA Tier 4 engine produces high power at all times.

A heavy duty clear-view mast contributes to faster cycle times. Simplified design with fewer service points means quicker, simpler maintenance. And a large meter panel features a warning system that alerts the opera tor to help protect the machine’s critical components.

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LIGHT MEASURING

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on the future with respect for tradition”

FSC Hardwood Decking RED GRANDIS

Sound Seal has expanded its WoodTrends line with the introduction of Timber-Stix acoustical pan els. Made of wood-veneered MDF board facing and black P.E.T. felt backing made from recycled plastic, the 2”x8” panels are both stylish and sustainable.

HORIZONTAL STEEL RAILING

Fortress Building Products’ new Fe26 Axis horizontal steel railing delivers sought-after contemporary aes thetic to decks, front porches, patios and balconies.

Easy to cut and install, the panels come in four colors: Walnut, Light Oak, Dark Oak and Grey Oak.

Backed by a 15-year limited warranty, it comes in Black Sand, and can also be used indoors.

Red Grandis is a Plantation Grown FSC Hardwood Decking that stands up to wear and tear in any climate. Take pride in the look and feel this exceptional decking delivers while knowing the oversight of FSC is protecting the environmental aspect.

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Axis is the newest infill option for Fe26, Fortress’ panelized, quick-to-install railing system.

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1 Specie + 1 Plantation + 1 Mill = Red Grandis Decking

Also Specializing in Softwood Species with an Emphasis in Western Cedars

Circle Sawn

Wire Brushed

Boards

Peeled/Turned Logs

Patterns

Hand Hewn

Log Cabin

Corbels

Aged Wood Process

Split Rail

Standard & Custom Match Patterns

In-House Factory Priming & Staining

Grading

MASS TIMBER SPLINE STRAP

owners and DIYers with versatile fastening solutions that are ideal for a full range of home improvement projects from cabinetry to framing to installing trim and molding and more.

Simpson Strong-Tie’s new all-steel, light diaphragm spline strap are designed to replace traditional plywood splines for joining mass timber diaphragm panels.

The screws’ patented SawTooth point eliminates the need for predrilling, while a six-lobe recessed head makes driving secure fast, and easy.

Available in #8 x 1-1/4”, 1-1/2”, 2”, 2-1/2”, and 3” lengths, the wafer-head screws provide a strong, reliable connection with little effort. The wafer head increases pull-through resistance to hold materials in place for the long term.

The LDSS spline solution includes a steel spline with embossed fastener holes to help connect mass timber panels quickly using collated Strong-Drive WSV screws driven by a Quik Drive cordless tool modified with a unique noseclip. The embossed holes increase capacity and help guide installation to increase speed, reduce contractor fatigue, and eliminate the bulky hoses and equipment associated with pneumatic nailers.

Unlike plywood splines, which require routing of the panel surface, the LDSS is placed directly on top of pan els. By eliminating CNC routing, manufacturers can save significant time and cost on fabrication.

For projects that demand a faster fastener with a finer finish, Finish Trim screws feature under-head threads for cleaner countersinking and a compact, low-profile cylinder head for a clean, concealed appearance. They come in sizes from 1-1/4” to 5”.

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STRONGTIE.COM (800) 999-5099

City, CA.

Wafer-Head Construction and Finish Trim screws

Big Creek shows off new digs in Vallejo

Big Creek Lumber hosted not one but two grand opening celebrations at its recently acquired lumberyard in Vallejo, Ca.—both days marked by a steady flow of satisfied attendees.

On Day One, Sept. 23, Big Creek had an invite-only contractor event. Tacos were served, vendors were on site, and many new credit applications were filled out.

On Day Two, the yard hosted a traditional grand opening for the general public, beginning with a ribbon cutting by new store manager April Godin. The ceremony included Tiffanee Jones, district director for State Assembly member Lori D. Wilson; Vallejo mayor Robert H. McConnell; and Pippin Dew, Vallejo city

council member-at-large. The McCrary Family, who have owned Big Creek for the past 76 years, were present to celebrate with the team. Hats and buckets were given away, a Weber Spirit grill was raffled off, and vendors were on site to talk products.

The new branch, formerly O’Connor Lumber, has been a community fixture for years. It was first opened in the 1950s by Charlie O’Connor and run by the Pierre family until 2022. The new Big Creek Lumber & Ace Hardware store features 16,000 sq. ft. of hardware and building materials. There’s also a two-acre drive-thru yard, so it is no surprise that Big Creek has expanded the lumber selection and delivery offerings.

GRAND OPENINGS enticed guests to

Creek Lumber’s new store in Vallejo, Ca.

Vendors displayed

wares to pros on Day One.

Jay Bishop, Brandie Smith, April Godin.

Gay, Charlie Russo.

Hank Anstess, Reed Snook.

Miranda Van Atta, Roz Pierce.

Greg Reed,

Mullaji. [8] Diane Olivares, Michelle Webb, Max Turigliatto, Diane Cardoza, Katie Webb. [9] Alex Walker, Ellen Rinde. [10] Dan Harvey, Chuck Casey. [11] Ken McCrary, Kevin Dussault. [12] Brian Medermott, Roxanne Celentano. [13] Charles Bertrand.

SPI OPENS ITS DOORS

SIERRA PACIFIC INDUSTRIES was back hosting its annual open house Sept. 22 in Anderson, Ca. The event also featured a golf tournament, Welcome to the Woods tour, Shasta lake mill tour, and forestry presentation. [1] SPI CFO Marc Emmerson welcomed guests. [2] Will Crane, Red Emmerson, Cathy Kneer, George Albertson. [3] Josh Hetland, Harold Dodero, Bill Hetland. [4] Thom & Julie Wright. [5] Lauren Pruett, Chris Peterson, Jeremy Buckalew, Frank Peterson, Danny Sosa, Robert Dennison. [6] Clayton Welch, Dan Harvey, Scott Brewer, Tom Von Moos. [7] Cody Behzadi, Rich Giacone, Lucio Haro. [8] Dan Pellizzari, Kris Barrios, Tyler Cobb. [9] Max & Janne Jones, Nathan Bucey. (More photos on next 2 pages)

5

ON TOUR AT SPI (continued from previous page)

[10] Matt Kolar, Rex Klopfer, Scott Eisenberg, Ben Rist. [11] Paul Carpenter, Sophia Un. [12] Annie Montey, Julie Cannedy. [13] Bill Carroll, Kristy Coughlin, Tony Jaegel. [14] Eric Hans,

Bob Burger, Jeff Fantozzi. [15] Andy Faircloth, Rick Hardie. [16] Kim Sain, Deanna Lewis. [17] Dan Bye, Rebecca Ladron de Guevara. [18] Jim McMenamin, Bob Maurer. [19] Rick Deen, Troy Huff. (More photos on next page)

Photos by The Merchant

15

SPI

John Pasqualetto,

Murphy,

Hagen.

Fahy,

Luinningham.

Photos by

Merchant

BLACK BART CLUB HITS THE LINKS

HOO-HOO

Panzel,

Santana,

Newhouse,

Oxford,

GOLFING WITH Black Bart (continued from previous page): [10] Dave Dahlen, Greg Vincent, Doug Gherkin, Josh Goates. [11] Matt Trullinger, Vincent Patti, Kailer Collicott, Micah Smith. [12] Ben Campbell, Adam Albritton, Jim Russell,

Rudy Ramos. [13] Dave Halstad, Damien Bird, Erin Powis, Ryan Carrol. [14] Brett Hagen, Edgar Massoletti, John Taylor, Jon Hagen. [15] Steve Hautala, John Gould, Anthony Rossi, Doug Heitmeyer.

BLACK BART GOLF

Photos by Ron Reinke

WARRIORS

SOUTHERN CALIFORNIA HOO-HOO CLUB #117 hosted the annual Don Gregson Memorial

Nicholson,

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Rough TiMbeRs

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31

Brian Kwan, Ethan Fravert, Greg Newman.

Drew Peacock, Scott Sexton, Keith Hitchcock, Chris Johnson.

Steve Sperry, Andrew Manke, Jake Battaglia, Ricky Hamm. [34

Kevin McLernon, Gary Raffers, Al Reed, Dwayne Kurkowski. [35] Vic Leader, Mike Huntley, Mitch Callaway, Kevin Witt.

Photos by The Merchant

CONNECTING at recent DMSi conference: [1] Alycia Hoffart, Building Products Inc.; Cindy McCarville, DMSi; Nancy Bicket, Sprenger Midwest. [2] Hunter Shelley, Jim Petry, and Erica Lee, Tri-State Forest Products; Sam Calloway, Division 7 Supply. [3] Trevor Donaldson, Max Bade, and Crystal Jahn, Biewer Lumber; Josh White, Worldview Ltd.; Biewer’s Jennifer Tauscher. [4] Andrea WhitneyJones and Victoria Stewart, Rogue Pacific Lumber; Dan Barklow and Lynnsey Dunn, Western Lumber. [5] Mark Spitza, Kelly Jonson, and Alex Hanyard, Alpine Plywood. [6] Camille Torres, Concannon Lumber; Sara Kropp, Phillip Elenbaas Millwork; Rachel Harbottle, Michelle Mullison, and Jane Ryan, Concannon; Corey Hanna, Elenbaas Millwork.

DMSI HOLDS USER CONFERENCE

DMSi’s enjoyed its highest turnout ever at its recent Partner Connect user conference in Omaha, Ne.

During the annual event, customers learn how they can use new features—and better use existing ones—in DMSi’s Agility inventory and accounting software. This year included over 60 sessions and roundtables, including the MashUp—an afternoon for DMSi’s developers to talk directly to users.

The three days also contained ample opportunity for networking, plus great food, drink and laughter.

MARKETPLACE

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch

Deadline: 10th of the previous month. Questions? Call (714) 486-2735.

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Is this your copy?

The Merchant is available on a qualified requestor basis to U.S.-based dealers & distributors specializing in LBM, and to others at the rate of $22 per year.

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------------| IN MEMORIAM

Francis R. “Frank” Bennett, 87, founder of Bennett Lumber Prod ucts, Princeton, Id., died Oct. 1.

Frank grew up working at his father’s sawmill, Guy Bennett Lum ber in Clarkston, Wa. As the sawmill grew, the family expanded to two other mill sites in Moscow and Troy, Id. Frank later purchased Boone Lumber, Princeton, and renamed it Bennett Lumber Products. In the late 1960s, he started working with an engineering firm and brought to life the bin sorter, which he introduced at Bennett Lumber Products in 1972.

James W. “Jim” Spellman, 76, CEO and president of Spellman Hard woods, Phoenix, Az., died Sept. 30.

A 1968 graduate of California Western University, he also served on the boards of the National Hard wood Lumber Association and the Pacific Coast Wholesale Hardwood Distributors Association.

Herbert Howe “Herb” Eaton, former owner and chairman of Min ton’s Lumber & Supply died Sept. 25 at the age of 90.

After obtaining his degree from the University of Vermont in 1954, Herb was commissioned as a 2nd Lieutenant in the U.S. Air Force. He then became president and owner of Eaton’s Building Supply, South Royal ton, Vt., and a partner in his parents’ wood products manufacturing firm, Royalton Co., and conglomerate Eaton, Eaton & Co.

In 1965, Herb relocated to Sunny vale, Ca., and became assistant general manager for Minton’s. He bought Minton’s two yards in 1971 and later built a third store in Milpi tas, Ca. He closed the chain in 2010.

He was a past president of the Lumber Merchants Association of Northern California.

Edward Paul “Ed” Botkin, 69, co-owner of Mountain West Building Supply, Emmett, Id., died Oct. 5 after a five-year battle with cancer.

After a career in lumber sales, Ed decided to start his own company, Mountain West Wholesale, in Salt Lake City, Ut., in the early 1980s. He sold the business in the late 1990s and relocated to Idaho, where in 2005 he and Rod Huber opened Mountain West Building Supply.

Robert Francis “Bob” Dwyer, Jr., 86, former president of Dwyer Lumber, Portland, Or., died Oct. 7.

After graduating from Notre Dame University in 1958, Bob attend ed the Graduate School of Business at Stanford University. He began his career working in the mills at Dwyer Lumber, before rising to president.

Stanley Edward Andrews, 81, longtime veteran of the plywood industry in Oregon, died of cancer Sept. 30.

Stan spent his summers logging to put himself through Oregon State University. After graduation, he began his career at Southwest Forest Products, Roseburg, Or. He later

transferred to SWF’s mill in Grants Pass, Or., and then in Albany, Or.

He worked for Stone Forest, then in 1975 he and a partner purchased Neidermeyer-Martin’s plywood mill in Albany. Stan would spend many years as president of Plywood Components, before selling the company in 2012 to retire. However, he continued to serve the successor company, Plywood Solutions, Inc., as a consultant until his passing.

Phyllis Ann Stephens, 91, former co-owner of Manzanita Lumber Co., Manzanita, Or., died Sept. 19.

While working in the banking industry, she and her late husband, Frank, purchased the lumberyard in 1963. She retired in 1985. Today the company is owned by her eldest son, David Stephens.

Douglas Anthony “Doug” Thorp, 59, former owner of Cedar City Lum ber Co., Spokane, Wa., died Oct. 8.

He worked in logging and roofing before joining Cedar City, and even tually bought the business. Doug ran it for 15 years before closing it and going to work for Harrison Dock Builders. Ultimately, health issues forced him into an early retirement.

Roger V. Mackin, former man ager of Hallinan-Mackin Lumber Co., San Francisco, Ca., died Aug. 13—two weeks shy of his 89th birthday.

Shortly after graduating with a degree in economics from Stanford University in 1955, Roger served in the U.S. Army as a 1st Lieutenant in the 3rd Armored Division in Germany. After military service, he assumed responsibility for man aging the family lumber business, Hallinan-Mackin Lumber Co. He later worked as a financial officer for a variety of companies.

WOODBRID COMPOSITE DECKING CLEARS FR TESTING

Woodbrid LLC, El Paso, Tx., has launched its fire retardant (FR) Class A decking and siding materials for commercial and residential use.

The newly developed formula has been tested by Interntek under the strict building fire code ASTM E84-21a, Standard Test Method for Surface Burning Characteristics of Building Materials.

Specialties

Events

Rack

Forest Products

Treated Wood Products

Lumber Co.

Sawmill www.mendoco.com

Wood Products www.iwpllc.com

Wholesale Lumber Co. www.joneswholesale.com

Building Products www.tivabp.com

Industries www.ufpedge.com

Unity Forest Products www.unityforest.com

Utah Wood Preserving www.utahtreatedwood.com

West Fraser www.westfraser.com/osb

Western Woods, Inc. www.westernwoods.com

Weyerhaeuser Distribution www.weyerhaeuser.com/distribution

Yakama Forest Products www.yakamaforestproducts.com

------------| DATE BOOK

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

Black Bart Hoo-Hoo Club – Nov. 9, concat/membership meeting, Ukiah, Ca.; www.hoohoo.org/clubs/181.

ECI – Nov. 9-11, 2022 Connect Conference, Gaylord Rockies Resort & Convention Center, Aurora, Co.; www.ecisolutions.com.

North American Wholesale Lumber Association – Nov. 9-11, annual NAWLA Traders Market, Phoenix Convention Center, Phoenix, Az.; www.nawla.org.

Mountain States Lumber & Building Material Dealers Association –Nov. 10, BrewFest, Mile High Station, Denver, Co.; www.mslbmda.org.

Epicor – Nov. 14-15, Insights 2022 Building Supply User Conference, Westin Kierland Resort & Spa, Scottsdale, Az.; www.epicor.com.

Hardlines Distribution Alliance – Nov. 15-17, executive planning conference, Westin La Paloma Resort & Spa, Tucson, Az.; www. executiveplanningconference.com.

PSP/Deck Expo – Nov. 15-17, Las Vegas Convention Center, Las Vegas, Nv.; www.poolspapatio.com.

Portland Wholesale Lumber Association – Dec. 2, annual Christmas luncheon, Salem Convention Center, Salem, Or.; www. portlandwholesalelumberassociation.org.

Western Building Material Association – Dec. 6, introduction to building material sales class; Dec. 7-8, estimating workshop, Holiday Inn, Salem, Or.; www.wbma.org.

Southern California Hoo-Hoo Club – Dec. 7, holiday meeting/party/ golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

Western Pallet Association – Jan. 13-17, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org.

Associated California Loggers – Jan. 17-19, annual meeting, Peppermill Resort Spa Casino, Reno, Nv.; californialoggers.com.

American Wood Protection Association – Jan. 19, winter executive committee meeting, Birmingham, Al.; www.awpa.com.

International Builders Show/Kitchen & Bath Industry Show – Jan. 31-Feb. 2, Las Vegas, Nv.; www.buildersshow.com.

International Surface Event – Jan. 31-Feb. 2, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

National Hardware Show – Jan. 31-Feb. 2, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com.

– Jan. 31-Feb. 3, international construction & architecture fair, Poznan, Poland; www.budma.pl.

FLASHBACK: 1968 TIMBER POLITICS

OVER THE DECADES, The Merchant Magazine and sister publication Building Products Digest have tried their best to tread carefully in political waters, knowing that even within the industry there are frequently two sides to every story. But 54 years ago, in November of 1968, the magazine made an exception, perhaps with one eye on an impending presidential election, one in which the incumbent had opted not to run in.

In the lead Editorial, entitled Presidential Double Talk, the editors wrote, “If the recent Olympics had awarded medals for talking out of both sides of your mouth, President Lyndon B. Johnson would easily have won not only the gold, but the silver and bronze medals too for his recent remarks about the forest products industry.

“On the same day that he signed four park and recreation measures into law, he also proclaimed National Forest Products Week, Oct. 20-27. In calling on the people to observe NFPW, he said it was ‘designed to direct public attention to the essential role that our forest resource plays in stimulating the advancement of our rural economy and the continued growth and prosperity of our entire nation.’

“Then he almost literally turned around and before a distinguished White House gathering for the signing of the park bills, described the establishment of a redwood

national park as a victory for every American ‘because we have rescued a magnificent and meaningful treasure from the chainsaw. For once we have spared what is enduring and ennobling from the hungry and hasty and selfish act of destruc tion.’ How about that!

“Mort Doyle, just before he resigned as executive VP of the National Forest Products Association, sent a telegram to President Johnson that said in part:

“‘Your prepared remarks asserted that timber harvesting is a ‘hungry and hasty and selfish act of destruction.’ They further suggested that the forest products industry by planting, growing, harvesting and converting our American resources is engaged in exploiting our national wealth, damaging our environment, and debasing the quality and beauty of American life.

“‘Mr. President, the forest products industry practices more sound conservation in the public interest through multiple use of forestlands than any other element in American society. Millions of men, women and children in all 50 states derive their fundamental livelihoods from reforestation, timber management, timber harvesting and manufacture, distribution and use of the more than 5,000 products provided by wood.

“‘It is regrettable that your advisors chose the occasion of park

and scenic area establishment to perpetuate the myth that while it is proper to designate forest areas for recreational and beautification benefits, it is improper to harvest mature trees for the ultimate economic, social, material and governmental benefits which are provided by a responsible and contributive industry.

“‘We respectfully urge that you and the cabinet, in your current appraisal of national goals, assign top priority to a comprehensive land use study to determine the facts necessary to assure that national economic and material requirements as well as recreational and scenic requirements will be met.

“‘lt is essential that advocates of parks and recreation, as well as their champions in government, cease looking upon forest enterprise as the enemy of the people and recognize that some balance in land use is necessary if the public interest is to be well served.’

“Let’s hope that Mr. Johnson’s successor proves to have a more enlightened attitude toward the forest products industry.”

In November 1968, Union Pacific Railroad booked the inside back cover of The Merchant Magazine to spotlight its fleet of more than 19,000 gondola cars.

REDWOOD

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