The Merchant Magazine - November 2023

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THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

PRESSURE IMPREGNATED • CODE COMPLIANT Surface applied fire retardant products for wood are not equivalent to pressure impregnated Fire Retardant Treated Wood.* Surface applied products, whether factory applied or site applied, simply don’t provide adequate protection and ARE NOT appropriate for use where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required.

Visit flameprofrtw.com for additional information. * Section 2303.2. International Building Code, 2021 Edition

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities.

FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

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THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

PRESSURE IMPREGNATED • CODE COMPLIANT Surface applied fire retardant products for wood are not equivalent to pressure impregnated Fire Retardant Treated Wood.* Surface applied products, whether factory applied or site applied, simply don’t provide adequate protection and ARE NOT appropriate for use where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required.

Visit flameprofrtw.com for additional information. * Section 2303.2. International Building Code, 2021 Edition

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities.

FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

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Volume 102 • Number 11

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------------| CONTENTS

November 2023

STAY CONNECTED ON SOCIALS:

VOL. 102 • NO. 11 |------------

@BPDMERCH

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FEATURES

DEPARTMENTS

10 12 16 18 20 22 30 42

08 ACROSS THE BOARD

FEATURE STORY Help customers choose the right decking material

PRODUCT SPOTLIGHT What deck builders want in their tools

INDUSTRY TRENDS Bright future ahead for illuminated deck railings

COMPETITIVE INTELLIGENCE Anderson Lumber gets back to business

OLSEN ON SALES Turn inquiry into offers and orders

24 NEWS BRIEFS 28 MOVERS & SHAKERS 34 PRESSED INTO SERVICE 36 NEW PRODUCTS 48 DATEBOOK 49 ADVERTISERS INDEX 50 FLASHBACK

TRANSFORMING TEAMS It’s time to review and update your handbook

COMPANY CLOSE-UP Combilift celebrates 25th anniversary with innovative product releases

EVENT RECAPS Northern and Southern California Hoo-Hoo Clubs hit the links

THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

FALL OUTDOOR LIVING ISSUE: DECKING • RAILING • LIGHTING • TOOLS

November 2023

CHECK OUT THE PRESSURE IMPREGNATED • CODE COMPLIANT Surface applied fire retardant products for wood are not equivalent to pressure impregnated Fire Retardant Treated Wood.* Surface applied products, whether factory applied or site applied, simply don’t provide adequate protection and ARE NOT appropriate for use where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required.

18

Visit flameprofrtw.com for additional information.

DIGITAL EDITION

* Section 2303.2. International Building Code, 2021 Edition

FlamePRO treated wood products are produced by independently owned and operated wood treating facilities.

FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2023

M cover spine 11-23.indd 1 FlamePRO Merchant ad B 10_23.indd 1

10/18/23 8:48 AM 10/10/23 5:16 PM

WWW.BUILDING-PRODUCTS.COM

THE OFFICIAL PUBLICATION OF

6 • the merchant magazine • N

PROUD SUPPORTERS OF

ovember 2023

building-products.com

------------| ACROSS THE BOARD

THE HUNT ------------ BY PATRICK ADAMS AS YOU READ THIS, I am in southern Wyoming on a bucket list hunting trip with one of my best friends, who has never hunted before. A lot to unpack there for those of you who hunt!

Another longtime friend owns about 2,600 acres in southern Wyoming that I’ve always wanted to hunt. Schedules, life and the elusive out-of-state bull elk tag have kept me from it all of these years. Each year I miss it, and he sends me amazing pictures from the ranch that taunt and punish me for “not having my priorities straight.” This year will be different; I have blocked out the schedule, my amazing wife says, “I’ve got this,” and, most of all, we have tags, which is a fun little story all of its own.

For me these days, the hunt is more about the experience. I joke that I am hunting for my old self more than something to fill the freezer. It is about the preparation and the joy of that process. It is about being in the field using a lifetime of skills to outsmart something genetically programmed to prevent you from being successful. It’s about creating memorable experiences that leave you better for having taken the time to share them with people who matter.

“The hunt” applies to more than just this fall hobby of mine. I apply the hunt to everything—our business, my health, my marriage, my kids, golf and anything else that matters to me (for the record, golf matters least to me on that list!). In that example, when I started playing golf in my 20’s I treated it like a sport that I had to master. To become as good as I possibly could, balanced against the priorities of my life. This led to a very unpleasant experience because my performance did not measure up to my expectations.

Granted, I couldn’t put in the time, but also it just wasn’t my top priority, so I ended up leaving each round upset and frustrated.

This changed in my late 30’s when I realized that I loved golf because it was five hours, away from everything else with my buddies. My mind shut off and I simply enjoyed the

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time with them, whether I shot 75 or 95.

With business, my marriage, or anything else that matters, it is the same. The hunt is to try to learn, be better each day, and be enormously grateful for the experience.

No, it doesn’t always live up to my expectations, but I love these things and am grateful they are part of my life. To me, the hunt is about always having something to pursue that isn’t exactly a defined goal, but perhaps more of a feeling.

That feeling when you lie down in bed at the end of a long day, go through the inventory of your day’s events, and a little smile comes over your face knowing that you crushed it today. That this will be a day that you remember. That’s the hunt I’m after.

So, instead of my seasoned hunting buddies, I asked one of my best friends to come along. He is a military veteran, an active police officer, and one of the best human beings I know. He’s always wanted to hunt and has just never had the opportunity. I know and I’ve warned him: “hunting” is not like what his first experience will be like. Between us, we have tags to more than fill our freezers. But more than that, we have the foundation for a hunt that will provide a lifetime of memories that will bring smiles, and laughs, and excitement no matter what challenge we have in front of us. And, I get to experience this first-time hunt with him!

Experiencing it through him will make my bucket list hunt all the better.

Whether we come back with full freezers, or honestly nothing at all, the hunt is already set up to be a success. For those of you who hunt, I hope this fall brings you everything that you are hunting for. And for those of you who don’t, find something to hunt that brings you the experience and state of mind that lasts far longer than the season.

As always, I am humbled and grateful for the honor of serving this great industry. Stay safe out there and good luck!

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com building-products.com

EW

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------------| FEATURE STORY

SELECT DECKING

HELP CUSTOMERS CHOOSE THE RIGHT DECKING MATERIAL

------------ BY DAVE KILE IN DECKING, the choice of material plays a pivotal role in determining how well a deck withstands the elements and time. In this article, we’ll explore the key factors to consider when choosing decking materials for longevity and performance.

Decking Material: A Crucial Decision One of the foremost considerations when selecting decking materials is durability. Different materials have

varying levels of resistance to weather, pests and wearand-tear.

• Pressure-treated wood: A classic and cost-effective choice, pressure-treated wood is infused with chemicals that enhance its resistance to decay and insects. However, regular maintenance, including sealing and staining, is necessary to prevent moisture infiltration, warping, splitting and discoloration.

• Composite: Composites are a blend of wood fibers and recycled plastic, offering a low-maintenance alternative to wood. They are highly resistant to moisture, insects and rot, leading to a longer lifespan compared to traditional wood. They also resist fading, staining and scratching, making them an excellent choice for longevity. Ensure that you select high-quality composites with UV protection to prevent color fading over time.

• Cedar and redwood: These natural woods contain oils and tannins that make them resistant to rot and insects.

While they offer a rich aesthetic, they do require regular staining and sealing to maintain their durability, preserve their color and prevent weathering.

• Tropical hardwood: Hardwoods like ipé, cumaru and tigerwood are known for their extreme durability and resistance to decay, insects and even fire. They age beautifully but require regular maintenance to retain their appearance. They also come with a higher cost that may deter some clients.

Joist & Ledger Protection: Small Investment, Significant Returns

LBM DEALERS’ expertise, just like professional deck builders’ should extend beyond mere construction to selecting materials that guarantee longevity and customer satisfaction. (All photos by Trex)

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If built with wood, a deck’s substructure is highly susceptible to moisture infiltration and rot, which can compromise the integrity of the entire deck. Joist protection tape serves as a barrier between the joists and the decking material, preventing water and debris from causing damage.

This simple yet effective solution can significantly extend the lifespan of a deck by preventing moisture-related issues. Here’s why it’s worth considering: • Moisture protection: Joist protection tape prevents moisture from seeping onto joists, beams and other vulnerable areas of a deck’s substructure. Butyl-based tapes, like Trex Protect, provide added moisture protection by creating a tight seal around fasteners to prevent water from infiltrating screw holes. building-products.com

• Rot prevention: Moisture accumulation is a major cause of joist rot, which can compromise the structural integrity of the deck. The tape acts as a shield against rot-causing agents.

• Enhanced stability: The chemicals used in pressure-treated lumber can accelerate metal corrosion. Joist protection tape prevents direct contact between the metal fasteners and the chemicals, extending their lifespan.

When selecting joist protection tape, opt for a high-quality, self-adhesive butyl tape that adheres well to both wood and composite materials.

Look for tape that provides a secure seal to prevent water intrusion, has excellent UV resistance to withstand exposure to sunlight, and comes with a solid warranty of at least 25 years.

And don’t forget the ledger board.

This key connection point where the deck attaches to a house is especially vulnerable to moisture, but it can be fully sealed with wider flashing tapes.

Recently introduced as a superior alternative to traditional flashing options, these tapes combine the structural support of metal flashing with the tight seal of butyl tape.

Deck Drainage: A Must-Have for Elevated Decks Proper deck drainage is an often underestimated aspect of deck longevity, particularly when the deck and foundation are built with wood. Poor drainage can lead to water pooling, rot and structural damage. Using a network of troughs and downspouts, an under-deck drainage system captures and diverts water away from the deck’s surface and framing, ensuring that the substructure remains dry and protected. The main benefits of adding this type of system include: • Preventing water accumulation: Water pooling on the deck’s surface or around the foundation can lead to wood rot, mold growth and deterioration of the supporting structure.

• Protecting the substructure: Water that seeps through decking boards can compromise the integrity of the joists and beams, leading to weakening of the entire structure. A deck drainage system prevents this by channeling water away from vulnerable areas.

By preventing moisture-related issues, a drainage system significantly extends the lifespan of your deck. building-products.com

ENGINEERED with an aluminum liner, wider deck flashing tapes such as Trex Seal are available in widths from 11” to 22” to cover the entire surface of the ledger board—both on top and beneath— creating a seamless seal between the ledger, substructure and housewrap for optimal protection from water penetration.

• Usable space: Deck drainage systems are particularly beneficial for elevated decks because they allow the area beneath the deck to be utilized for storage or as additional outdoor living space.

While there are numerous options for under-deck drainage systems with various configurations, components and price points, these systems largely fall into one of two categories: those that are installed beneath the substructure framing, and those that are applied above the joists. For optimal protection and aesthetics, many contractors prefer drainage systems that install above the joists between the substructure and the deck boards.

This application protects the entire substructure from moisture penetration and allows for gas and electrical lines to be run safety and discreetly between the deck surface and a soffit ceiling below to power lighting, ceiling fans, barbecues, appliances and electrical components, allowing contractors to create a space with the look and function of an outdoor room.

Environmental Impact: Longevity through Sustainability In today’s environmentally conscious world, homeowners are increasingly looking for sustainable decking

options. Consider offering eco-friendly materials that align with these values.

• Composite decking: Many composite decking options incorporate recycled materials, such as plastic bags and wood scraps that would otherwise be destined for landfill, making them both a durable and environmentally friendly choice.

• Certified sustainable wood: If natural wood is preferred, opt for wood that is certified by organizations like the Forest Stewardship Council (FSC), indicating responsible and sustainable sourcing.

A well-constructed deck is more than just an outdoor space—it’s an investment that brings years of enjoyment and satisfaction. Choosing the right decking materials for longevity involves careful consideration of material durability, maintenance requirements, exposure and vulnerability to moisture, and environmental impact.

The right selections combined with expert installation will ensure a beautiful and long-lasting deck that stands the test of time. MM – Dave Kile is the founder and owner of IBP, LLC, which manufactures and markets Trex RainEscape, Trex Protect and Trex Seal through a licensing agreement with Trex Co. (www.trex.com).

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------------| PRODUCT SPOTLIGHT

WHAT DECK BUILDERS WANT IN THEIR TOOLS ------------ BY SARA GRAVES BUILDERS’ FAVORITE tools can be as personal to them as their projects. Yet, in speaking with tool experts about what builders are looking for in choosing their favorite tools, we learned that it is often the availability of an exterior power source on the job site, the materials being installed, and whether a builder prefers to stand while working that determines the ideal tool for a project. Here’s what we learned.

management, advises builders to first determine if they have easy access to a power source on the jobsite. If not, cordless tools might be the only option to avoid costly generators and bringing in large compressors.

“Battery technology is advancing, allowing for heavy duty applications to switch to cordless, allowing for the freedom of cordless without sacrificing performance,” Simmons explains.

Anthony DiSanto, FastenMaster product manager, agrees, adding that as battery technology has continued to develop and evolve, “more professional-quality, battery-powered hand tools have

Corded vs. Cordless When it comes to deciding which tool is best for your project—corded vs. cordless power tools—DeWalt’s Scott Simmons, director of product

TECHNOLOGY has advanced so that even heavier dutier applications can be cordless, according to DeWalt, manufacturer of the DWAF2TX25IR5 FlexTorq Impact Driver Bit shown above.

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become available and are prevalent on most jobsites.” Builders in turn are avoiding related job-site issues, such as cord management and cord trip hazards, while reducing generator noise and the need to tap into the customer’s electrical power.

“As the professional market continues to advance in this space, it is important for professionals to consider their power and run-time needs to best take advantevoage of the various benefits introduced by cordless power tool technology,” says Tyson Apfelbeck, VP of product management, Milwaukee Tool.

Apfelbeck adds that advancements in battery, motor, and electronics have increased power tool performance in applications across the jobsite, eliminating the common tradeoff for users between the power provided by corded solutions and the ease of use by cordless alternatives.

With these advancements, Apfelbeck says the jobsite has increasingly gone cordless, delivering improved productivity and efficiencies for professionals on the job.

“As new cordless solutions continue to enter the market offering more power, speed, and run-time capabilities, users shift towards new innovations. It is important for users to invest in battery platforms that deliver disruptive innovation for the continued drive of power, speed and performance that is required on the job.”

Milwaukee’s M12 Jig Saw, for example, provides fast blade speed, more control in application, and building-products.com

maximum versatility, offering deck-building professionals the ability to make intricate cuts around deck posts and pergolas, Apfelbeck says.

DeWalt’s Simmons adds that if a builder prefers to use stainless steel nails instead of deck screws on a job, cordless nailers offer the same freedom that the other cordless tools do without the need for cords, large and noisy compressors, and air hoses that represent lost time to set up and further trip hazards.

Right Tool for the Right Job Simmons stresses that using the right tool for the right application is paramount. If the builder is installing harder woods, for instance, they will need a saw with enough power “to make all of the necessary cross, rip, bevel, miter, and compound cuts they will need to do without shutting down, especially in such expensive material.”

Or if a builder is cutting Trex or composite materials, choosing the correct blade type is essential.

DeWalt’s composite decking blade, for instance, uses a special tooth geometry for shearing through the wood fibers without melting the plastic caps for a cleaner finish.

Simmons similarly advises builders to consider the material being used: pressure treated wood, hardwood, composite, or PVC. He adds, while the material may not specifically dictate which tool to use, it may drive the accessory need (such as the saw blade or fastener).

And if a builder is looking to straighten or align warped deck boards, especially hardwoods, thermal

building-products.com

FASTENMASTER’S new EVO Joist to Ledger Deck Framing Connectors make it easier and faster to secure deck joists to ledger boards, turning a two- or threeperson job into a one-person job.

woods, pressure-treated or composite, DeckWise’s Hardwood Wrench or lighter-weight, multi-directional Hardwood Wrench Jr., would be useful additions to a builder’s arsenal, advises DeckWise marketing director Roderick Kabel.

Fasteners/Screws With fasteners and screws continually being improved according to the variety of materials they are being installed into, it’s no wonder that the tools to

November 2023

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install them are evolving just as quickly.

“As wood substrates are becoming denser, added tool power is required in order to consistently drive fasteners to the proper depths,” says Senco product managers Ryan Distler and Ryan Schuler.

For deck boards and railings, Distler and Schuler explain, a collated screw system not only speeds up the job, but also assist in the quality of the work. “When driving screws into the deck boards, having a straight line and a consistent depth of drive is key to a clean and uniform look.”

In addition, FastenMaster’s new EVO Joist to Ledger Deck Framing Connectors are making it easier and faster to secure deck joists to ledger boards, turning a two- or three-person job into a one-person job for maximum productivity.

Made of reinforced engineered polymer, the EVO connectors are stronger than traditional steel connectors, won’t rust, and are temperature and UV stable. In addition, the design is adjustable and enables decking professionals to align either 2x8 or 2x10 pressure treated lumber to the ledger in seconds, without needing to temporarily tack joists in place during installation.

“This is a game-changer for professional deck builders,” says DiSanto. “The installation speed of EVO deck connectors helps pros frame decks faster. EVO provides the quickest way in the industry to perfectly level joists to the ledger, meet code, produce a long-term connection that is guaranteed for the life of the project, and provide a better finished deck.”

Product marketing manager Robert Shirley adds that with advancements in Simpson Strong-Tie’s low-torque fastener design of its Deck-Drive DSV Wood screws and Strong-Drive WSV Subfloor screws, contractors are now able to drive more screws per battery charge than ever before. And since cordless tools require less skill training to use, an apprentice installer can keep pace with seasoned veterans using heavier duty tools.

DECKWISE scaled down its Hardwood Wrench to a “junior” size for the DIYer and weekend warrior deck builder who’s looking for a lighter and more economical board bender/straightener.

Tool weight, portability, and ergonomics are important issues for

many pros, DiSanto states. Standup tools, and tools that minimize bending, stretching, and twisting can help prevent or significantly reduce musculoskeletal disorders that can be debilitating.

Greg Groenhout, CAMO product manager, agrees, adding that the benefits of stand-up tools, including the CAMO ClipDrive, which features a height-adjustable handle that is designed to enable contractors fasten deck clips to grooved decking while standing, help contractors get the job done faster and more efficiently so they can take on more jobs. Builders experience less fatigue on the body as the tool is more ergonomic, allowing them to work longer.

Another ergonomic-friendly tool is FastenMaster’s cordless PAMFast AutoFeed System. PAMFast is a twoin-one interchangeable length tool with a removable extension pole that easily converts from a standup to a short tool for a variety of fastening applications including decks, railings, pergolas, and other outdoor living structures. It can be used in hardwood, pressure treated lumber, as well as in composite materials.

Simpson Strong-Tie’s Shirley adds that he expects to see a continued, high-level focus on innovation and the development of ways

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Ergonomics

ovember 2023

to make installations faster, safer, and more efficient.

To help deck contractors and builders save time and money while increasing user productivity and comfort, he says Simpson StrongTie continues to enhance its Quik Drive auto-feed screw driving systems to provide improved cordless, ergonomic means of delivering fasteners.

Powered by a DeWalt cordless driver motor, Simpson StrongTie’s new Quik Drive Cordless PRO300SG2 Decking System is designed for stand-up operation to make deck and subfloor installations fast and easy, and is now available without having to purchase the duplicative charger and 5-amp batteries that most contractors already own.

Senco has also addressed the need of improved ergonomics in its products. The company’s DS530-D1 3” auto-feed screwdriver attachment, for example, is perfect for those looking to extend beyond the reach of the traditional power screwdrivers, thereby making the screwdriver into a stand-up tool that is ideal for decking.

“With the DS530 series extension pole, installers no longer have to fasten deck boards while crawling around the surface,” Distler and Schuler explain. MM building-products.com

California Cascade Building Materials California Cascade has been offering innovation and quality in the building products industry since 1974.

California Cascade offers the latest in decking and railing innovation.

Whether it’s redwood or a composite decking material, you can select from a wide variety of inspired colors and grains manufactured by any of our partners below.

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californiacascade.com • November 2023

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------------| INDUSTRY TRENDS

CRYSTALRAIL glass railing from Regal ideas features LED lighting pre-installed into the mounting brackets.

BRIGHT FUTURE FOR ILLUMINATED DECK RAILINGS ------------ BY DAVID KOENIG FEW FEATURES add more drama to a deck than lighting incorporated into the railing. Countless styles of post-mounted lights and under-rail lighting are available to brighten up a project.

But manufacturers also offer several products in which the lights aren’t add-ons... they’re an integral part of the railing.

Post Cap Lights

POST CAP light from TimberTech elegantly defines space and heightens visibility with a soft halo of light.

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By far the most popular integrated component is the lighted post cap. Although they can be purchased separately, they are a snap to install, either as easy-towire LED’s or, even easier, solar caps.

Most major manufacturers of composite and PVC decking offer coordinated lighted post caps, including Deckorators, Trex and MoistureShield. building-products.com

ILLUMINATED BALUSTERS from Deck Impressions have various shaped LED bulbs embedded in the center of the pole.

Lighted Balusters Deck Impressions manufactures lighted balusters that contain a cubic, tear-, or orb-shaped LED light encased in the middle of the aluminum rod. Operated by a single 45-watt low-voltage landscape transformer, the system includes all hardware to run standard 16-gauge exterior landscape wiring underneath the rail.

Dekor offers a similar-looking single basket aluminum baluster, with or without LED lights.

Lighted Glass Railing Brackets Regal ideas’ CrystalRail tempered glass panels are supported at the base by brackets that are pre-wired with LED’s. The system requires no splicing wires or direct hard wiring; just plug and play.

Similarly easy-to-install LED lighting strips can also be integrated under Regal ideas’ aluminum railings.

IG RAILING’S mounting bases spray light over frameless glass railings.

And their new Yardlite accent lights also plug into the same system.

Explained executive VP Andrew Pantelides: “Like everything we do, we use the easy as 1-2-3 principle that is the backbone of all our products.”

For its glass railing systems, IG Railing introduced a patented LED spigot to the U.S. in 2020.

According to owner Mike Kunard, “The market has been very positive on the look, feel and value of our product offering. Honestly, job by job there is an awestruck experience—for all of us as it’s so new into the LBM channel. We’ve received a lot of advocacies from first-time users as it is intuitively easy to assemble, resulting in repeat purchases from the professional contractors. It’s truly backyard changing from everyone’s perspective, following in line with the trend of bringing the inside out and the outside in from a design appeal.” MM

DECK BUILDERS ON LIGHTING A recent survey of decking contractors by Deck Specialist magazine found that post-mounted and post cap lights were the most common methods for illuminating railings.

A number of builders preferred a combination of solar, recessed, post cap, and under-raiing lighting on their builds to create a complete look.

building-products.com

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------------| COMPETITIVE INTELLIGENCE

BACK TO BASICS

RELATIONSHIP KEY TO ANDERSON’S GROWTH

------------ BY SARA GRAVES

HAVING SEEN multiple record-breaking years since the pandemic, it’s no wonder that Anderson Lumber Co. is still going strong after a century in business. Yet, with the growth comes the challenge of reaching a new and younger clientele.

“Our business has been growing exponentially since the pandemic. It’s been a fast increase in the business that we’ve had for the last three or four years anyway,” says David Paine, Anderson’s marketing manager.

What’s changed? Retirees have discovered that Anderson’s hometown of Alcoa, Tn., nestled in the foothills of the Smoky Mountains, makes a great place to live. “We have all the amenities of a big town and it’s still in the small town community,” Paine says. “Eastern Tennessee and western North Carolina have become the hot beds for retirees. The snowbirds from up north are going to Florida for the winter and coming back here. So, we’re catching them halfway.”

More permanent residents are also moving into the area because there’s no state income, property taxes are less expensive, and companies, such as Amazon and Smith & Wesson, have opened plants in the area. As a result, housing lots have become scarce and older homes are now being renovated.

18 • the merchant magazine • N

ovember 2023

And waiting to do the renovation work are Anderson’s customers—often second- and third-generation contractors who are friends and neighbors to Anderson’s 45 employees. It’s these local contractors and customers that are the lifeblood of our business, Paine says.

Yet, for the company to continue to see more recordbreaking years, it must do what it has always done: forge lasting relationships with new customers moving into the area.

“Our challenge now is to acquaint the people that are moving in with who Anderson Lumber Co. is, what we stand for, and then hopefully develop a relationship with them.

People come in and say, ‘Can we trust you to do this?’ and our response is, ‘Well, we’ve been doing the same thing for almost 100 years. I think we’re doing something right.’”

The company’s free in-store pickup, focus on the local community, and its specialty services, including a woodshop and custom door shop, attract a new and younger clientele. Likewise, its renovated website, and digital and social media marketing campaigns have introduced Anderson to a larger audience.

But what won’t Anderson compromise on? The store hours and the company’s commitment to its employees and customers. Store hours are Monday through Friday from 7 a.m. to 5 p.m., and 8 a.m. until noon on Saturdays.

Why not Sundays? Owner Steve Coleman wants his employees to have weekend time, Paine says. “We’re not going to open on Sundays ever as long as they own it.”

So how do they compete against the area’s Home Depot, Lowe’s, Tractor Supply or Rural Kings that are open seven days a week? It’s the staff’s knowledge and exemplary customer service that keep the customers loyal to Anderson.

Paine says that they are not in direct competition with the box stores, nor will they have to reinvent the wheel.

Instead, they focus on building one-on-one relationships with their customers. “We can’t be everything to everybody—we know that.”

“We’re going after the people that are looking for a building-products.com

quality product. They want someone to sit down to take the time with them to design their windows or doors, to make sure they’re getting the right product to go out to their house, measure for them, to come back in, order it, and go out and install it, and make sure that they fit correctly.

That’s the customers that we’re looking for.”

Those are the same customers who come in to speak with Zelma, who has been at Anderson’s front counter answering the phones and checking people out for the past 47 years. And the customers who are welcomed by owners Steve and Landon Coleman if they have a question or an issue.

“Ninety-nine times out of 100, they’ve solved that problem without any conflict, and everybody’s happy.”

Or if Lisa in the cabinet department, Dana in the flooring department, or Scott or Ryan in the window and door department happen to be busy when a customer walks in, chances are home builder and long-time Anderson customer Bill Henegar will be in the store to greet newcomers. “Bill comes by at least once, if not twice, a day whether he has a job going or not; he’s always here. Bill is just like family, he just kind of comes in and does everything.

Anything that an employee can do, Bill does,” Paine says.

“Our retention of contractors is 100% based on relationships that we’ve built over the years. We don’t mind you calling us at 6 o’clock at night and asking a question. We’re going to answer the phone and talk to you about it,” he adds.

“Even though we have changed with the times, the overall concept of the business still goes back to the basic roots Dad started when he bought this company (in the ’50s), and that is: You have your loyal customers, you treat them right, they’ll treat you right.” MM

SARA GRAVES Sara Graves, senior editor, is interested in your story. Contact her at sgraves@526mediagroup.com.

building-products.com

TENNESSEE’S Anderson Lumber Co. keeps customers coming back, in part due to its expansive showrooms highlighting (top) kitchens, (middle) flooring, and (bottom) grills.

November 2023

• the merchant magazine • 19

------------| OLSEN ON SALES

TURN INQUIRY INTO ORDERS ------------ BY JAMES OLSEN THE MOST time-consuming thing we do as salespeople is “chasing” inquiry. Sales is a statistics business.

We need to compete for as many orders as we can on a consistent basis to be successful. We don’t get every order we compete for, so we want to make sure that we go after business with the highest possibility of success.

are not in a hurry to quote us a price.

They send the message that they care about us, and our desires more than they care about getting the order. In fact they act as Bill said and treat the “getting the order” as a foregone conclusion.

will not know what the options can be. We can always ask the global option question, “Are there any options on this or does it have to be straight 16’s?”

Frivolous Inquiry

What We Need to Know... with Options Master Sellers don’t “flip prices.”

They find out all the details and possible options before they quote a price—and ask for the order. They ask questions in the “we” mode.

Item: 2x4 7’. “Could we use 2x3 7’s?”

Grade: 2/BTR. “Could we use Standard and Better?”

Species: Spruce. “Euro? Western?

Eastern? SPF-S? Hem Fir?” Lengths: Straight 16’s. “Could we use something heavy 16’?”

Mill Preference: “Are there any mills we can’t use?” We may already know the answer to this question.

If so, skip it.

Shipment: Two weeks or sooner?

“Would one week help us? Can we live with three weeks?”

Volume: Two truckloads. “Could we use three to five trucks if we find the right deal?”

When: “When are we going to pull the trigger on these?” This question will weed out a lot of “frivolous” inquiry.

Price: “What are we thinking of paying on this?”

Now that we have all the information, we summarize and ask for the firm offer if we are not sure we can cover it or take the order if we can.

Us: “So, Susan, if I can get three trucks of 2x4 2/BTR Euro straight 16’s at $650/MBF for three weeks or sooner can we put these together?” or “Can I have those firm?

There Is a lot of what I call “frivolous” inquiry. Our potential customer gives us an inquiry they aren’t going to buy or are not going to buy anytime soon. Why? They want to see where their inventory is in relation to the current market, they are quoting a job (that they won’t buy for another 60 days, at which time they will put the Inquiry out again), they want to keep their main supplier “honest,” or they are just trying to get us off the phone.

When we start with an account we will have to quote these kinds of inquiry to show our customer that we are competitive, but we want to do our best to make sure we have at least a chance of getting the business and spend the appropriate amount of time (and our team’s time) on low-quality versus high-quality Inquiry.

Thorough Inquiry Bill Redman, RIP, was a successful trader. He told me 20 years ago, “James, I take the inquiry like they have already bought it from me.” I think Bill is absolutely correct. When a salesperson handles me this way I know it is much more difficult to say no at the end of the process.

Why? Because the Master Seller slows the inquiry process down and finds out the nuances and options of what we are looking to buy. They

20 • the merchant magazine • N

Items We Know vs. Items We Don’t Options questions are easier when we are experienced or dealing with items that we know. New sellers will have a disadvantage because they

ovember 2023

Asking for the Firm Offer or Taking the Order

If No, Set a Firm Appointment If the customer says no: Us: “OK, I understand you have to shop it. Can I ask you a favor?”

Customer: “Sure.”

Us: “Will you talk to me before you buy these?”

Customer: “OK.” Us: “Alright, it’s 11:30 your time.

When do you get back from lunch?”

Customer: “12:30.”

Us: “OK. I will call you at 1:30 your time and we can put these together.”

Taking thorough inquiry will raise our closing percentage and save time.

JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@ realitysalestraining.com.

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IT’S TIME TO REVIEW AND UPDATE YOUR HANDBOOK ------------ BY PAIGE McALLISTER WHETHER YOU HAVE one employee or thousands, your company should have an employee handbook containing policies applying to your workforce. Policies establish the general guidelines that serve as the basis for specific procedures and practices, which are best kept separately as they tend to need updating more frequently.

Properly-drafted handbooks communicate your expectations for employees as well as their rights and benefits; establish guidelines for consistency in future situations including those that may not occur very often; give employees and supervisors initial guidance when HR or leadership cannot be reached; and can provide legal and safe harbor protections for your company.

Handbooks are legal documents so you need to be sure yours is compliant, up-to-date, and matches your workplace practices. You also need to have documentation to show you have told employees and supervisors that they are expected to follow its policies consistently.

If you are challenged in court or through a complaint, you will be held accountable for what is (and is not) in your handbook. Not having a handbook can be used to show a lack of consistency in your practices which will be detrimental to your defense.

Best practice holds that a handbook should be reviewed and updated every year or two or when there are major federal and state regulatory changes. For this latter reason, if you have not updated your handbook in the past six months, now is the time.

National Labor Relations Board (NLRB) Decision: Perhaps the biggest impact is one that few employers may have paid attention to. While the National Labor Relations Act (NLRA) mostly affects unionized work-

22 • the merchant magazine • N

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places, some of its provisions also serve to protect non-unionized employees as well. The most significant may be Section 7, which safeguards the rights of all employees to protected concerted activity when aimed at improving the workplace or working conditions for themselves or others. While it does not allow employees to violate company policies on confidentiality, harassment, or workplace violence, it does protect certain employee speech, such as sharing their wages, complaining on social media about their working conditions, or loudly expressing frustration about or to management.

Past NLRB decisions established that employment policies must be drafted so that they did not specifically violate or appear to “chill” these rights, impacting wide-ranging policies including Confidentiality; Use of Social Media; Solicitation and Distribution; Use of Computers, Internet, and Email; and Employment-at-Will.

However, the NLRB’s recent decision in Stericycle Inc. expands on this by stating that if a policy could have the “tendency to chill” the protected concerted activity of its employees, it is “presumptively unlawful.” An employer would have to prove that more-narrowly drafted language would not be sufficient to protect its “legitimate and substantial business interest.”

Given the change that employer handbooks will be read with the presumption that they are drafted to chill employee rights under Section 7, all policies should be reviewed and updated to ensure that their language is properly drafted so no such presumption can be made.

Other federal changes: There have been other federal laws, regulations, and legal opinions issued on the federal level which impact all companies and need to be addressed in your handbook.

The new PUMP Act provides more protections for building-products.com

nursing employees to pump breastmilk at work by time off (i.e., voting, emergency responders, and victims Prune with Juice of domestic violence or other crimes). increasing the number of employees who are protected as well as the requirements for offering breaks and new cre- 20V MAX* DeWalt’s Pruner Some states have very specific criteria for compliant ating a private space for these employees to use. average—16 requires—on times lessexample, New York offers model Harasspolicies. For effort to make cuts than does a manual Once the guidance for the Pregnant Workers Fairness ment Prevention and Expressing Breastmilk in the Act (PWFA) is finalized, it is expected topruner. make significant Workplace policies due to the specific criteria while also Weighing just 3 lbs., the lightchanges to how companies handle workers who are requiring all employers to include their HERO Act Plan weight tool was designed to cut pregnant, just gave birth, or are having fertility issues. in their handbook. unwanted branches, trim bushes, and This will require updating policies and procedures in clip flowers throughout the Legal day. opinions and decisions: Changes also come most companies. through It delivers up to 1,100 cutsthe perlegal process, with courts issuing legal

with a 1-1/2” decisions cut capacity The EEOC updated the language on charge its “Know Your that impact all employers. While this is not forinthick and fea- these impacts could be just as importRights” poster which should be reflected your stems Equal and shrubs as prominent, tures anpolicies. on-board LED work lightasforhow the U.S. Supreme Court decisions in Employment Opportunity and discrimination ant such improved This includes adding as protected groups sexual visibility. orientaFaragher and Ellerth impact today’s harassment and makes smooth, swift Hybrid Sealants tion, gender identity, and employees that The file orpruner particisexual harassment language and training. Recent legal cuts with its non-stick coating and and DIYers pate in a workplace investigation. decisions have suggestedProfessionals changes to confidentiality laneasy-to-switch blades, andtoalso alike will beTrade amped to try DAP’s guage incorporate the Defend Secrets Act and The EEOC also recently proposed new Enforcement comes equipped with a to toollanguage for bladeregarding new advanced hybrid the employer’s right to sealants monitor Guidance on Harassment in the Workplace which, changes. that outperform silicone and proan employee’s emails, phone calls, etc., while removing among many other things, reinforces the importance maximum performance for the assumed obligationvide to do so. n and DEWALT.COM of having a clear, strong non-harassment sexual every project.

(800) 433-9258 harassment policy that contains a reasonable reporting What can you do? Make sureadvanced that you hybrid add updating AMP sealprocedure and is followed consistently with complaints your handbook to yourants to-do list now and repeatedly offer a wide variety of projinvestigated quickly and thoroughly. every year. Don’t try toect navigate all of thesesolutions. legislative and application and legal requirements on your own.

Consult an HR conDeveloped for both exterior State laws: Handbooks need to cover state laws sultant or employmentapplications—such attorney to draft and/or review Rough TiMbeRs as windows, as well as federal ones. This may result in a seamless it for you. doors, siding, trim, gutter, flashintegration for companies who have employees working inghelp andyou! concrete—and interior uTiliTy Poles in one state. However, companies that have employees Affinity HR Group can Our HR Support Plan applications kitchentailored and working in multiple states must draft their handbook includes a fully customized employeelike handbook bath projects, the lineand delivers a accordingly. Not only does this serve as a practical way to address your company’s unique policies practicPRessuRe TReaTed 100% weatherproof and waterto communicate state-level rights and protections to es. Revisions are readily available upon request, ensurluMbeR proof seal. It canConnect be applied Borates employees, but some laws specifically require being ing a perfect fit for your organization. withon us wet and damp surfaces, offers included in an employee handbook.

Because of this, a at (877) 660-6400 or hello@AffinityHRGroup.com to CA-C FiRe ReTaRdanT extreme temperature use of 0°F generic statement that the company adheres to state get started. to 140°F, features fast and effiTReaTed luMbeR Above + Ground Contact laws is not always an easy way of compliance. cient 30-minute paint and rain/

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While the federal government has only successfully water ready times, and is backed by a lifetime mold and mildew passed some legislation given the deadlock in Congress, resistance guarantee.

Calllegislative the experts: many states have seen expansive changes PAIGE The line features Kitchen & which can impact your handbook.

Some of•these legisla• Robert Moore Jim Winward McALLISTER Bath; Window, Door, Siding & tive trends that need to be considered include protectTrim; Self-Leveling Concrete; ed groups (i.e., natural hair and protective hairstyles); and Gutter & Flashing sealant. restrictive covenants (i.e., non-compete and non-disclo1959 soUth 1100 West Woods Cross, Utah Paige McAllister, SPHR, SHRM-SCP, is vice president for sure agreements); right to carry firearms; legalization compliance with AffinitynHRDAP.COM Group. Reach her at (877) 660Phone Woods Cross: time; (801) 295-9449 FaX (801) 295-9440 of marijuana; paid -sick or personal family and 6400 or contact@affinityhrgroup.com.

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44 n -products The Merchant building .com Magazine

Industrial and Treated Lumber Specialists n

November 2021

November 2023

Building-Products.com • the merchant magazine • 23

HENERY ACQUIRES WASHINGTON STATE DEALERS Henery Hardware Inc., Port Townend, Wa., has increased to six location across Washington State with its acquisition of Hadlock Building Supply, Port Hadlock, Wa., and Deer Park Ace Hardware, Deer Park, Wa. “We’re always looking for new growth opportunities, and the combination of geographic location, thoughtful business practices, and comprehensive customer service at Hadlock Building Supply and Deer Park Ace Hardware made both acquisitions a great fit,” said Henery Hardware owner Matthew Henery.

“We’re excited to have joined forces with such well-established home improvement businesses, and to expand our presence in the Washington market.”

A Do it Best member-owned business since 1994, Henery Hardware has already begun transitioning the stores’ co-op affiliations to Do it Best—Hadlock from True Value, Deer Park from Ace. Both stores will undergo a complete store reset, including interior and exterior up-

grades, layout updates, and product additions.

“We were energized by the potential of these two locations, and we jumped into renovations with both feet—and our co-op partner has been right alongside us,” said Henery.

“The modern colors and clean lines of the new Do it Best Store Design will create a welcoming environment for pros and DIY shoppers alike, and the Do it Best Retail Performance team is helping me build strategic assortments for each market.”

Henery plans to retain all Hadlock and Deer Park Ace associates: “They’re experienced experts who know our products inside and out, and the family of Henery Hardware business would only benefit from keeping them on.”

FBM BUYS ARIZONA DOOR DISTRIBUTOR Foundation Building Materials, Santa Ana, Ca., has acquired KCI Doors & Hardware, Phoenix, Az., from Kris Kurce, who will continue with FBM. Established in 1993, KCI distrib-

utes both steel and wood commercial doors along with frames and several brands of hardware.

FRERES HOSTS STATE ROADSHOW On Oct. 4, Freres Engineered Wood, Lyons, Or., hosted policymakers and community leaders as part of a three-day tour called the Manufacturing & Innovation Roadshow. This event, presented by Oregon Business & Industry and the Manufacturing Council of Oregon, aimed to educate leaders on the importance of Oregon’s manufacturing sector and celebrate its contributions to Oregon’s economy.

Over three days, Roadshow participants traveled across the state to visit nine unique businesses, including Freres.

President Rob Freres and VP of sales Tyler Freres led about 30 people on a tour of their small log veneer plant; veneer drying, grading and sorting facility; and Mass Ply plant. Visitors included Senate minority leader Tim Knopp, Sen. Elizabeth Steiner, Secretary of State LaVonne Griffin-Valade, and a field representative for Sen. Ron Wyden.

WORKER DIES AFTER MILL ACCIDENT A 56-year-old mill worker has died of injuries sustained in a Sept.

12 accident at Pyramid Mountain Lumber, Seeley Lake, Mt. OSHA is investigating the death of employee Matthew Raimondi.

------------| NEWS BRIEFS True Value, Ontario, Or., has rebranded as Ace Hardware.

Bozarth Sales, Chehalis, Wa., is now distributing Envision Outdoor Living Products’

decking and Fairway railings in Washington, northern Oregon, Alaska and Hawaii.

International Wood Products’ five locations and Hardwoods Inc.’s 15 western

www.superiorwoodtreating.com

24 • the merchant magazine • N

ovember 2023

distribution centers now offer Kebony’s dually modified wood cladding and decking products throughout Arizona, California, Hawaii, Idaho, Oregon and Washington.

GMS Inc. has acquired AMW Construction Supply, Phoenix, Az.

building-products.com

CAPITAL OPENS BOISE DISTRIBUTION CENTER

ness they are accustomed to receiving from Capital.

Founded in 1948, Capital is a privately held Arizona corporation, with 10 regional distribution facilities in the West offering sales, market development, inventory management, and distribution services within the building materials industry. Capital’s goal is to be responsive to the unique needs of manufacturers and dealers, deliver customized solutions, and assist in market demand.

Capital has added a new distribution location in Boise, Id., to complement its footprint and service area.

The new location offers a 6-acre yard and 40,000-sq. ft. covered warehouse with opportunities for expansion.

The new location allows Capital to improve its service model in eastern Oregon and southern Idaho to supply retailers with the level of customization and responsive-

KRUSE AT 25

KRUSE ENTERPRISES, Albuquerque, N.M., celebrated its 25th anniversary with a dinner party on Oct. 2.

[1] Whitney Kruse, Chris & Tasha Jones, Greg Kruse.

[2] Rich Tabet, Jose Espinoza, Greg Kruse, Jose

Espinoza Jr. [3] Rick & Judy Garcia, Gloria & Mike Kidd. [4] Kenny Trujillo, Anita & Eddie Justus. [5] Ronnie Manzanaras, Mike Chiado.

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• the merchant magazine • 27 Call us at 800-822-8157 Visit us at westernwoodsinc.com

November 2023

------------| MOVERS & SHAKERS

Reid Abshear, ex-The Truss Co., is new to outside sales at NorCal Lumber Co., Marysville, Ca. Caitlin Pelayo has been appointed assistant project mgr. at Direct Lumber & Door of Colorado, Denver, Co. Doreen Maness has joined Patrick Lumber Co., Portland, Or., as office mgr. & marketing coordinator.

Doug Asano, Roseburg Forest Products, has been elected chair of APA’s board of trustees, succeeding Ashlee Cribb. Chris Degnan, Weyerhaeuser, replaces Asano as vice chair. Stephen Williams, Western Forest Products, is now chair of the finance committee. New to the board are John Murphy Jr., Murphy Co., and Rich Babcock, Rosboro.

Chris Garlieb, senior director of sales, Building Material Distributors, Galt, Ca., is retiring at the end of the year.

He has spent the last nine years with BMD. Paul Wallen, ex-Weyerhaeuser, is new to outside lumber sales at Woodgrain, Meridian, Id. Shana Peña, ex-Younger Brothers, is now a product mgr. with OrePac Building Products, Phoenix, Az. Greg Groshong is a new building envelope specialist with OrePac in Sacramento, Ca. Wes Taylor is new as Lake Stevens, Wa.-based full line Northwest territory mgr.

Rick Mueller, ex-Builders FirstSource, has joined Restoration Forest Products, Mesa, Az., as business development mgr.

Joshua Sandler has been appointed a territory sales mgr. for Cameron Ashley Building Products, Salt Lake City, Ut. Lucas Rink, ex-Builders FirstSource, has joined the outside sales team at 84 Lumber, Denver, Co. Riley Rausch, ex-STG Logistics, is a new lumber buyer at Stella-Jones, Tacoma, Wa. Stuart Gray has officially assumed the role of president and CEO of Roseburg Forest Products, Springfield, Or., finalizing a leadership transition first announced in July.

Grady Mulbery, who served as the company’s top leader for the past seven years, retired on Sept. 30.

Dave Staudacher has retired as president of Vandermeer Forest Products, Kent, Wa., after 42 years in the industry.

DURING APA–The Engineered Wood Association’s annual meeting, John Murphy Sr. (center), was presented the 2023 Bronson J. Lewis Award for leadership and outstanding contributions to the engineered wood industry.

He is flanked by his wife Chrissy and APA board chair Ashlee Cribb.

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Zack Hill is new to Weyerhaeuser, Seattle, Wa., as logistics director.

Matt Niswander has been named mgr. of ABC Supply, Sacramento, Ca. Other new mgrs.: Michael Pirrami, Denver, Co.; Saintclair Mitchell Jr. , Burlingame, Ca.; Taylor Bagley, Gardena, Ca.; and Troy Willey, Ukiah, Ca. Dean Michael, branch mgr. in Santa Ana, Ca., was recently promoted to managing partner.

Chanel Schilling is now in outside sales at Beacon, Denver, Co. Pierre Riad is a new Chino, Ca.-based project mgr. for RedBuilt, Boise, Id. Ken Wong has been promoted to branch mgr. of L&W Supply, San Francisco, Ca. Sean Okada was named president and CEO of Makita USA, La Mirada, Ca. Joe Burcham, ex-Ace Hardware, has joined Do it Best, Fort Wayne, In., as a retail performance mgr. Also new: Whitney Bullion, forest product trader; Jasmine McClanahan, consumer marketing specialist; and Steve Poole, territory sales mgr.

Sam Huff was promoted to store operations mgr., and Jake McGee to building materials trader.

Marc Brown has been named CEO of HD Supply, Atlanta, Ga. Peter Clifford, senior VP/CFO, AZEK Co., Chicago, Il., added the title of chief operations officer. Randy Herth is now VP, chief accounting officer, and treasurer.

Riz Karim has joined ECI Software Solutions, Fort Worth, Tx., as chief customer officer.

Sanjeev Rastogi was appointed CEO of Arxada. He succeeds Marc Doyle, who moves to the board of directors.

Frank Addiego, president, All Bay Mill & Lumber Co., American Canyon, Ca., was elected vice chair of the National Lumber & Building Material Dealers Association. New chair is Mark Zemrowski, Von Tobel; immediate past chair Jim Bishop, Vesta Lee Lumber; and treasurer Sandy Zelka, Curtis Lumber.

Dan Starr, president & CEO, Do it Best Corp., Fort Wayne, In., was presented the 2023 Sagamore of the Wabash award by Gov. Eric Holcomb, honoring distinguished statewide service.

Fonda Cash is new to the accounts receivable department at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus. building-products.com

November 2023

• the merchant magazine • 29

------------| COMPANY CLOSE-UP

MILESTONE: Heather Humphreys, Ireland’s Minister of Social Protection, Community & Rural Development, addresses staff and media gathered at Combilift HQ. To her right: general manager Josh Moffett and managing director Martin McVicar.

COMBILIFT SALUTES 25 YEARS COMBILIFT celebrated 25 years in business by transporting hundreds of special guests to its headquarters in Ireland to thank longtime customers, suppliers, employees and international media—and to brief them on the company’s latest innovations.

During the Sept. 25 event, visitors enjoyed tours of the 11-acre manufacturing plant and an update by man-

aging director Martin McVicar, who shared the secret to his company’s success: “Our investment in research and development creates solutions to solve customers’ needs.”

Combilift invests 7% of its revenue in R&D. Indeed, Combilift spotlighted three new products: the Combi-AGT Autonomous Guided Forklift Truck Combi-Connect telematic software,

PARTNERS in distribution and the media toured Combilift’s expansive 11-acre manufacturing facility.

30 • the merchant magazine • N

ovember 2023

and Combi-LC, designed to meet the load handling demands of large-scale offshore wind manufacturers.

Delivering long loads in narrow aisles safely and reliably, around the clock, the Combi-AGT can operate autonomously in guided aisles and free-roaming, while also featuring a manual driving option.

Combi-Connect provides customers with greater levels of insight into fleet management and usage, providing real-time data on fleet performance, including location tracking, usage analytics, and maintenance alerts. With this information at their fingertips, businesses can improve operational performance.

The Combi-LC, developed in collaboration with Siemens Gamesa, allows for the movement of massive wind turbine blades and towers through production stages and on to storage locations.

Event festivities were capped by an elaborate dinner party at a nearby castle—a huge undertaking that the company repeated the next night in appreciation of local media and its distribution partners, then yet again the following evening for its longtime employees. MM building-products.com

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Superior Siding by Swanson Group® , comes in a premium grade. It combines the beauty of real saw textured wood with the ease of working with a plywood panel.

Superior Siding designed to protect your property from the elements while respecting the environment.

MADE IN USA I SUSTAINABLE I RENEWABLE I RECYCLABLE www.swansongroup.biz Swanson Group Manufacturing 1651 South F Street Springfield, OR 97477 building-products.com

Phone: 541-832-1660 Email: joe.buttice@swansongroup.biz

Swanson Group

November 2023

• the merchant magazine • 31

LMC LEADERSHIP Summit drew dealers from across the country to Columbus, Oh., to provide practical concepts for leading their teams into the future.

LMC SUMMIT EQUIPS INDUSTRY’S LEADERS The recent 2023 LMC Leadership Summit in Columbus, Oh., brought together LMC dealers for a pivotal moment in leadership evolution, focusing on practical concepts to shape their future.

The event was led by Kathy Pearson, president and founder of Enterprise Learning Solutions, who shared insights on achieving “Business Excellence.”

John Humphrey of North Atlantic Corp., Somerset, Ma., noted, “The LMC Leadership Summit is an important setting for current and up-and-coming industry leaders to build relationships with one another, and to discuss innovative ways to improve our businesses in the near future.”

Dr. Angus Fletcher, an Ohio State professor known for his leadership development work, introduced “Simple Not Easy,” a new leadership training program rooted in the wisdom of U.S. Army Special Operations. Dr. Fletcher’s sessions tackled leadership challenges with practical solutions, providing insights into cognitive barriers and actionable strategies for improvement.

Melissa Johnson, VP of Cameron Mitchell Premier Events & Community Relations, discussed how faith in people and a culture of hospitality have driven Cameron Mitchell Restaurants’ success. This conversation highlighted the importance of culture in shaping the company’s identity and operations.

Dr. Fletcher continued to empower leaders on the

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second day, offering insights into envisioning the future, team empowerment, emotional intelligence, and innovation. Attendees learned techniques for sharpening foresight, making informed decisions, and navigating complex situations confidently.

Lanny Rubin, assistant VP of technology staff operations at Nationwide Insurance, shared Nationwide’s success in crafting a strategic multi-year plan while enhancing the customer experience. Lanny emphasized the importance of aligning long-term planning with a company’s vision and values.

Kelsey Paasch, founder of Contour Consulting, guided attendees in designing deliberate steps and routines for their leadership journey. Real-life examples and proven strategies facilitated the creation of personalized strategic plans.

The Summit was more than just an event; it was a platform for transformation, set to redefine leadership in the LBM industry. Attendees left Columbus inspired and ready to pioneer a new era in leadership excellence with practical insights and a memorable networking experience.

“The Summit was a practical source in giving me tactical ways to strengthen my leadership as an individual and improve our team as a whole,” said Allison Carter, Builders Supply Co., Lancaster, S.C.

building-products.com

THE POSSIBILITIES KEEP GROWING:

REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

------------| PRESS INTO SERVICE

MIND THE GAP

WHAT TO DO WHEN CUSTOMER EXPECTATIONS AND REALITY COLLIDE

------------ BY KATE ZABRISKIE “I DON’T UNDERSTAND. This hotel has no restaurant, no concierge, and no valet. It’s not at all what I expected. The place had no standards.”

- Guest at a Roadside Motel “I showed her the picture of Jennifer Aniston and asked for the same haircut. She cut my hair, but I still don’t look a thing like Jennifer Aniston. I’m not going back there.”

-Client at a Salon

• Do we provide a premium, mid-grade, or budget offering?

• Are our prices aligned with the experience?

Step Two: Provide Clear Product and Service Descriptions

First-rate service providers are clear about what they have and don’t. For instance, you have opulence if you work in a well-maintained historic hotel with old-world charm and a beautiful lobby. What you likely don’t have, however, is large bathrooms, soundproof walls, and other modern amenities. Pretending you’re something you’re not is the first step toward disaster.

Accuracy and transparency are the cornerstones of trustworthiness. As a service provider, strive to give clear, concise, and accurate descriptions to ensure customers’ expectations align with what you offer.

Detailed Listings: Provide specific details about the product or service. For a hotel, this might include room sizes, available amenities, the age of the building, and any unique features.

Use High-Quality Visuals: Images and videos can provide a genuine sense of the product or service. Ensure that visuals accurately represent what customers will receive.

Highlight Unique Features: Emphasize what sets your offering apart. If it’s that old-world charm in a historic hotel, showcase it. Make it clear why it’s a selling point.

Address Potential Shortcomings: Be upfront about any limitations. For instance, if the hotel rooms have smaller bathrooms due to the building’s historic nature, mention it. Transparency can prevent future dissatisfaction.

Customer Reviews: Allow space for customers to leave reviews. Prospective customers often find real-world experiences valuable, and it adds an additional layer of transparency.

Frequently Asked Questions (FAQs): Include an FAQ section addressing common queries and concerns. The extra information can help clarify any ambiguities about the product or service.

Questions to Consider • Does this product or service last forever, or does it need to be replaced at some point?

Questions to Consider • Have we described the product or service using straightforward and jargon-free language?

“We went to the National Park and didn’t see a single buffalo. They really need to do a better job scheduling the animals. I’m very disappointed.”

- Guest at a National Park Most of us know motels aren’t hotels, a haircut isn’t cosmetic surgery, and wild animals don’t follow a viewing schedule. So, how does the minority conclude otherwise? The answers are endless: lack of information, misinformation, wishful thinking, etc. Regardless of the source of the confusion, service providers must address the misalignment.

The easiest way to handle such issues is to avoid them.

When that can’t happen, we must address them with calm, empathy and a willingness to educate.

Step One: Be Clear About What You Have

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building-products.com

• Do our visuals align with the actual experience or product?

• Are there any features or limitations we’ve overlooked in our description?

If any of those suggestions scare you, go back to step one and get real about what you have.

Step Three: Leverage Calm and Empathy When a customer, client, or guest reaches an inaccurate conclusion, responding with patience and understanding can make all the difference.

Listen Actively: Before jumping to solutions or defenses, take a moment to listen to the concerns. “You haven’t seen a single buffalo in three days?

That is a surprise.” This simple act can often diffuse heightened emotions.

Empathize with Their Perspective: Put yourself in the other person’s shoes. Even if expectations seem misplaced, understand that the feelings are valid from that person’s viewpoint. “It’s never fun to think something is going to happen, and then it doesn’t.”

SEE THE VIEW...

NOT THE HARDWARE

Clarify Without Condescension: Offer clear explanations without talking down to the individual. “I wish every guest would have the opportunity to see these beautiful creatures.

If they weren’t wild animals, they might be more accommodating.”

Offer Solutions When Possible: If there’s a way to address the concern, even if it’s not exactly what the customer hoped for, it can still go a long way. “Our museum does have an extensive exhibit about buffalo. You can visit today or see it online. Also, they have an IMAX film that features buffalo. Although not the same as seeing them live, some angles in the film are magnificent.”

Revisit Your Written Promises as a Last Resort: If there is no solution or a limited solution, refer customers to the written statements you crafted in step two. We know the walls are thin, and that’s the nature of a historic property. That’s why we asked you to acknowledge possible noise when booking your room. What I do have is earplugs. Most guests have told me they greatly reduce the noise. Would you like to have a pair or two?

Composite Fascia Board Fastener Cutting Wings create an over-sized hole to allow for expansion and contraction Type-17 Point for quick start Oversized Flat Top Head provides increased bearing surface and maximum hole coverage Colors Available

•Earthtone •Tan •Redwood •Brown •IPE •White

Questions to Consider • Are there common themes in customer misunderstandings that we can address proactively?

• What resources can we provide our team to equip them with the right information and approach?

Navigating customer expectations is a nuanced dance. While you can’t control every perception, you can influence it through clarity, empathy, and education. Embrace every positive and negative interaction as a learning experience and a chance to enhance your service. The journey of aligning expectations and reality is ongoing, but with dedication and understanding, it benefits service providers and their clientele. MM

KATE ZABRISKIE Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm (www.businesstrainingworks.com).

New improved thread design drills easier with LESS MUSHROOMING in composite lumber.

T-20 Star Drive eliminates driver bit camout

(driver bit included)

Trim Undercut Head traps loose material while countersinking Top Threads push composite material back into the deck (no mushrooming) Deep Tri-Thread Design for superior holding value

Two different hidden deck systems to better meet your needs and give you a clean finished look.

Colors Available •Gray •Tan •Redwood •Brown Type-17 Point for quick start

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

November 2023

• the merchant magazine • 35

------------| NEW PRODUCTS

,

L0CK MITER BIT TWO NEW ROOF HUES Westlake Royal Roofing Solutions has just released two new Unified Steel Stone Coated Roofing cool-rated colors—Harborwood and Stirling Gray.

Both available in Unified Steel’s Pine-Crest Shake and Pacific Tile profiles, they provide a high Solar Reflective Index, helping to keep homes significantly cooler in warm months. Harborwood is a beautiful taupe, and Stirling Gray a cool gray tone.

WESTLAKEROYALROOFING.COM (800) 658-8004

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MicroJig’s FitFinder Lock Miter Bit simplifies the lock miter joint, which is traditionally difficult to execute correctly.

The bit has a Center Finding Platform milled into its body at the precise center of the cutting profile, providing a measuring point to set the proper bit height the first time. Once the height is correct, only the fence needs to be adjusted to perfect the fit, simplifying the router table setup for precise joints with minimal test cuts and wasted stock.

MICROJIG.COM (855) 747-7233

building-products.com

,

,

GRAVITY-FED STAND-UP DRIVER Simpson Strong-Tie has introduced Timber Drive—a first-of-its kind, heavy-duty structural fastening system designed for stand-up, semi-automatic operation while driving 3” to 6-1/4” structural screws.

Ideal for heavy-duty jobs that require repetitive fastening, such as decks, docks and floors, as well as for fastening metal straps to wood, engineered wood, or mass timber panels, the system’s ergonomic design makes it a faster, easier way to work. A patent-pending drop-feed loader allows for semi-automatic driving of a wide variety of Simpson Strong-Tie fasteners. It’s engineered to vertically drive large structural screws without the operator having to bend over.

The tool has four adjustable countersink depth settings, two interchangeable nosepieces, and a positive placement tip that locates connector holes and provides true, straight, perpendicular driving.

DOUBLE THE NAILS RYOBI Framing Nailer Extended Capacity Magazines hold two full strips of nails, allowing for extended continuous usage and increased productivity on the job, offering a perfect solution for larger framing projects.

Designed to accept 2” to 3-1/2” clipped (30°) or full round head (21° and 30°) nails, the magazines ensure that you can accomplish any type of job or application.

The magazines are compatible with the RYOBI 18V Brushless 21° and 30° Framing Nailers.

RYOBITOOLS.COM (800) 525-2579

GO.STRONGTIE.COM/QUIKHD (800) 999-5099 Ultra-Resistant MDF

DeWalt’s new Xtreme 12V MAX* 5-3/8” Circular Saw (DCS512B) delivers powerful and accurate cutting performance across a wide range of materials.

Features include a built-in rafter hook for convenient storage on the jobsite, an electric brake that quickly stops the blade after the trigger is released, an LED light for increased visibility and cut accuracy, and optional dust collection to minimize dust during cutting.

A built-in rafter hook allows for convenient storage on the jobsite.

Roseburg Forest Products’ new Armorite Exterior MDF is a no-added formaldehyde MDF panel treated with a proprietary biocide to resist moisture, rot, decay and insects, including Formosan termites.

Engineered for machinability, it reportedly provides the best performance in the market for profiling, cutting and custom designs. It is manufactured from western softwoods to provide superior strength with less weight, ensuring easy nailing, machining and finishing. ® Fabricators will appreciate all the design flexibility they are accustomed to with interior MDF panels, but with the added benefit of withstanding the rigors of exterior environments, high moisture, and humidity.

n DEWALT.COM (800) 433-9258

n ROSEBURG.COM (800) 245-1115

Sub-Compact Cutting

WHOLESALE DISTRIBUTOR OF TREATED LUMBER & PLWOOD, INCLUDING:

EWP BIG TIMBERS/LONG LENGTHS DISTRESSED WOOD

D-BLAZE® FRTW

D-BLAZE FIRE RETARDANT TREATED WOOD FOR FIRE RATED ASSEMBLES & INTERIOR APPLICATIONS UL FR-S Classified Plywood & Lumber Building Code Compliant under ICC-ESR 2645 California CSFM BML Listings for D-Blaze Plywood and Lumber Low Smoke and Flame Development. No VOC’s of Formaldehyde City of Los Angeles Research Report: RR 24502 ACQ .40-TREATED DOUGLAS FIR 2X4 -2X12 (8’ TO 20’) 2X14 (16 TO 20 & 24) 3X4 - 3X12 (8’ TO 20’) 4X4 - 4X12 (8’ TO 20’) 4X14 (16’ TO 20’ & 24’) 6X6 - 6X12 (8’ TO 20’ & 24’) BORATE-TREATED DF 2X4 - 2X6 (8’ TO 20’)

3X4 - 3X8 (8’ TO 20’)

Larger pieces available depending on current inventory Custom Treating Available FINEST TIMBERS 50 THE n The Merchant Magazine n August 2021AVAILABLE, DELIVERED TO CUSTOMERS

Merchant 8-21_Layout.indd 50

ACCURATELY, HONESTLY & ON TIME.

building-products.com

Building-Products.com

7/28/2021 1:02:49 PM

SANTA FE SPRINGS, CA WWW.HUFFLUMBER.NET (800) 347-4833

November 2023

• the merchant magazine • 37

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

,

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*.

MINI PALM NAILER Weighing only 1 lb., Ridgid’s new R350MPF Mini Palm Nailer is 65% more compact than the previous model.

Great for installing metal connectors in the framing stage, the tool gets into tighter spaces that framing nailers or hammers can’t. Its magnetic nail channel keeps nails in place for efficient one-handed operation. An integrated quick-connect swivel coupler delivers more maneuverability with fewer air hose kinks.

RIDGID.COM (800) 474-3443

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*.

,

SMART PRIVACY WINDOWS 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*.

Providing Customer Satisfaction in All We Do

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 * 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, Inc. ©10/2014

38 • the merchant magazine • N

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Kolbe has partnered with Gauzy Ltd. to integrate LCG Smart Glass Technologies into select window and door products, for various levels of privacy on demand.

Premium Polymer Dispersed Liquid Crystal (PDLC) films are laminated between two panes of glass to create switchable smart glass. When electricity is applied, the glass changes from obscure to transparent, allowing adjustable shading. Single, as well as multiple, windows and doors can be controlled with a wall-mounted touch panel, remote or home automation system.

Applications include main entrance doors, sidelites, bathrooms, patios, home offices, or sides of a home that share a common space.

This new glass option is available in white or gray within select products, including VistaLuxe WD Line direct sets; Ultra Series casements, awnings, direct sets and swinging doors; and Forgent Series All Glastra casements, awnings, and direct sets.

KOLBEWINDOWS.COM (800) 955-8666

building-products.com

GREEN CROSS-LINE LASER LEVEL Klein Tools’ Rechargeable Self-Leveling Green Cross-Line Laser Level provides high performance laser leveling and alignment for professionals.

The device projects high-precision horizontal and vertical lines and plumb up/down spots independently or together to address various alignment tasks with accuracy up to 3/32’’ at 33 ft.

The tool features easy-to-read, high-visibility green horizontal and vertical laser lines; red plumb spot lasers with a working range of 165 ft.; rechargeable Li-ion battery with 15 hours of run time; integrated magnetic 360˚ mounting bracket with 1/4” and 5/8” tripod mounting threads for attaching to ferromagnetic objects; and an additional mounting clamp attachment for use on ceiling grids.

KLEINTOOLS.COM (847) 821-5500

building-products.com

ROUTER ADD-ON The cordless AdvancedTrimRouter 18V-8 from Bosch can now be turned into a cordless plunge router with ease thanks to a clever attachment.

With the new router plunge base, DIYers can mill slots and pockets with even greater precision.

The base is available as a separate attachment or as a 2-in-1 set comprising the AdvancedTrimRouter 18V-8, trim router base, router plunge base, and other helpful accessories.

BOSCHTOOLS.COM (877) 267-2499

November 2023

• the merchant magazine • 39

HARDSCAPE SUPPORT

SOFT CLOSES FOR HEAVY DOORS

The Dynamex Rise-It Paver Pedestal System from StoneDeks is designed to fully support the load of installed pavers, outdoor porcelain tiles and foot traffic, while reducing vibration and shock.

The system’s main advantages are simplified and reliable installation, improved drainage, and protection of critical roofing membranes and moisture barrier systems. Precision manufactured and durably made from 100% recycled materials, the pedestal system can be used to convert unused roof space into valuable patio real estate. it can be applied over broken sidewalks, sand, gravel or uneven concrete to convert them into well-drained, level surfaces.

Johnson Hardware has expanded its line of softopen/soft-close sliding door hardware with the introduction of the 2066 Soft-Close Kit. It offers all of the benefits of the original 1060 SoftClose kit, with one major advantage: it can support extra-heavy doors weighing up to 330 lbs.

Here’s how the mechanism works: When the door is slid open and is within about 2” of the side jamb, the door automatically, slowly and silently glides on its own to the fully opened position. When the door is pulled closed and is within 2” of the fully closed position, the mechanism automatically engages and the door glides to a stop.

STONEDEKS.COM (330) 821-1585

JOHNSONHARDWARE.COM (574) 293-5664

Wood Treating Service with a Superior Preservative Selection Our family owned business has served the Western US for over 40 years

We can pressure treat your wood products for any residential application COPPER AZOLE

T-BOR

www.thunderboltwoodtreating.com Danny Sosa 209-747-7773 dannys@thunderboltwt.com Riverbank, California

Also availalable through Thunderbolt

CCA

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HIGH-TECH HARNESS

GLASS RAIL Superior Aluminum Products’ new Series 9G glass railing provides a high-end, modern look without impeding the view.

It features a code-complaint, affordable design with no clips or fasteners, and tempered and laminated glass. The low-maintenance aluminum frame provides a cost-effective alternative to traditional stainless steel.

Square frames come in six different finishes, including black, white, dark bronze, sandstone, gray, and satin anodized, and include caps and bases for a polished look.

Raymond’s first-of-its-kind Integrated Tether System sends alerts and limits lift truck functionality if an operator is not properly tethered.

Its smart tether uses a sensor to communicate with the lift truck and offers audio and visual notifications to alert the operator if tether is connected or disconnected. When operators pair Raymond lift trucks and iWarehouse and iMonitor Telematics, the truck will be limited to 1 mph and lose lift capability if the harness isn’t properly connected to a self-retracting lanyard.

RAYMONDCORP.COM (800) 235-7200

SUPERIORALUMINUM.COM (937) 827-0626

PIVOT! Griffin Lumber & Hardware was thrilled with CT Darnell’s comprehensive design for their newest yard in Warner Robins, GA.

BATTEN CHAMP Longboard Architec tural Products’ Link & Lock line of two-piece aluminum battens now includes new dimensions, a Heavy Duty (HD) model, and an array of new mounting hardware options.

New dimensions are 4x4 and 4x6. The HD option allows for greater spans at higher wind loads and requires less labor.

New fixed and sliding brackets can be used across the standard and HD ranges to create dynamic new designs at 45° and 90° in the “fin” orientation.

LONGBOARDPRODUCTS.COM (800) 604-0343

building-products.com

Things were humming, ground had been broken, and CT Darnell was overseeing the construction. And then everything changed.

Find out how Griffin and CT Darnell turned a design curve ball into an operational home run.

Scan for the full story and video

CT-Darnell.com n Sunbelt-Rack.com n 800-353-0892

November 2023

© WTD Holdings, Inc., 2023.

All rights reserved.

• the merchant magazine • 41

BLACK BART GOLF TOURNAMENT 1

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11 BLACK BART Hoo-Hoo Club #181 held its annual golf tournament Oct. 6 at the Ukiah Valley Golf Course, Ukiah, Ca. [1] Alex Goeken, Dave Dahlen,

Greg Vincent, Victor Vigil. [2] Bob Maurer, Clayton Welch, Jeff Squires, Tom von Moos. [3] Charles Bertrand, Kendall Simpson, Randy Davis,

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Travis McIntyre. [4] Atilla Panczel, Eric Kelly, Joe Goeken, Frank VanVranken Sr. [5] Aaron Newhouse, Tony Simoncini, Michael Thompson, Aaron Moorlag. [6] Alan Mathews, Dave Buckner, Jesse Santana, Tim Carley. [7] Jerret Phelps, Gary Hecox, Steve Todd, Vivek Mullaji. [8] Bruce Burton, Jim Lewman, Kevin Bernardi, Steve Bernardi. [9] George Hammann, Mike Mitchell, Tom Armstrong, Vince Vierra. [10] Jake Hansen, Lee Burgess, Mark Sparso, Steve Miller. [11] Drew Filshie, Spencer Tatum, Vince Dito. [12] Jeremiah Johnston, Matty Randolph, Thomas Stremlau.

(More photos on next page) building-products.com

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BLACK BART GOLF Photos by Ren Reinke

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UKIAH GOLFERS (continued from previous page) [13] Gabe Marchand, Jim Russell, Matt Trullinger, Rudy Ramos. [14] Damien Bird, Kallum Thurston, Ryan Carrol, Trevor Thurston. [15] Edgar Massoletti, John Taylor, Mark Borrel,

Bryan Ross. [16] Anthony Rossi, Danny Mello, John Gould, Nikki Bird. [17] Greg Reed, Charlie Russo, Adam Burgess. [18] Dallas Bond, Duane Nelson, Kent Bond, Dan Kepon.

Oregon Cascade Building Materials Our mission is so simple.

Deliver quality products and quality service to our customers.

In fact, we’re so proud of our products and our reputation for top notch service that we stand by everything we do 100%.

541-998-3637 | oregoncascadebm.com building-products.com

800-339-6480 | californiacascade.com November 2023

• the merchant magazine • 43

SO CAL HOO-HOO’S GREGSON TOURNEY

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SOUTHERN CALIFORNIA Hoo-Hoo Club #117 raised thousands of dollars for the Wounded Warrior Project, Homes for the Troops, and City of Hope during its annual Don Gregson Memorial Golf Tournament Oct. 13 at Los Serranos Golf Course, Chino, Ca. [1] The Gregson family receives the tournament trophy. [2] Scott Lawrence, Bryan Calloway, Bob Mackay.

[3] Robert Davis, Marc Smith, Jason Davis, Jim Lurie. [4] Jim & Tracey Gaither, Byron

11

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Grabinger. [5] Sean Horan II, Joseph Montoya, Aaron Horan, Sean Horan. [6] Reid Williams, Evan Rapport, Scott Rapport, Justin Lewis.

[7] Brian & Myriah Corwin, Michaela Horan, Samantha Horan. [8] Danny Andrea, David Tait, Rick Deen, Jamie Gordon. [9] David Dean, John McConlogue, Jaeson Fikse, Ian Souza. [10] Rob Keyes, John Kiley, Joe DiMario. [11] Devin Major, Brett O’Mara, Linkston Dawkins.

(More photos on next two pages) building-products.com

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SPI OPEN HOUSE (continued from previous page) [12] Marines and Navy servicemen were special guests at the event. [13] A. Preski, Joey Madrigal, Josh O’Quinn. [14] Dan May, Damien Simpson, Ryan Lauterborn, Luis Rojas.

GREGSON GOLF Photos by The Merchant

12

[15] Scott Stevens, Louis Alonzo, Mo Shearer, Carlos Zarate. [16] Carlos Diaz, Vincent Arenas, Pedro Barajas, Hector Torres. [17] Sid Thompson, Rodger Reyes, Daniel Reyes, Kurtis Pires. (More photos on next page)

ROSEBURG® ENGINEERED WOOD PRODUCTS A world leading producer of Engineered Wood Products

FEATURES AND GRADES • Full line of RFPI®-Joists from 9-1/2” to 24” depths • High grade RigidLam® LVL Beams, Headers, Studs and Rim Board • Residential, Commercial and Industrial • Lengths from 12’ to 66’ Mill Direct • Accepted by all major Building Codes and Certifying Agencies BENEFITS • Roseburg® operates two of the world’s largest EWP manufacturing facilities located in Oregon and South Carolina • Commitment to product quality and performance • Experienced Field Sales and Engineering support

YOU ARE THE MOST IMPORTANT ELEMENT OF EVERY TRANSACTION.

Providing you with quality products and honest service since 1977.

JONESWHOLESALE.COM

building-products.com

November 2023

• the merchant magazine • 45

GREGSON GOLF Photos by The Merchant Magazine

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GREGSON GOLFERS (continued from two previous pages): [18] Cathryne Robinson, Jason Schulze, Grant Pearsall, Marc Saracco. [19] Juan Guzman, Larry Christensen, Louie Mendez, Jasir Ojeda. [20] Ronnie Whitley, Alan Arbiso, Kevin Kimber, Scott Headley. [21] Brett Gregson, Jim Gregson, Rob Gregson. [22] Mario Barajas, Garry Harlan, Stephanie Richardson, Chris Bunch. [23] Troy Huff, Ricky Hamm, Andrew Manke, Jacob Thai. [24] Mario

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Yruretagoyena, Charley Melkonian, Marc Teran. [25] Danny Sosa, Craig Crafton, John Assman. [26] Chuck Casey, Jeni Salas. [27] Josh Coyne, Charmaine Jennings, Chris Lynch, Jameson Haslam. [28] Frank Benjamin, Ryan Jamison, Mike Nicholson, Andy Crall. [29] Walter Trevino, Mike Bohnhoff, Rafael Espraza, Ryan Will. [30] J. Garay, Phil Fascetti, Roy Lackey, Damian Newby. building-products.com

OLDCASTLE ACQUIRES CERTAINTEED FENCING, DECKING, RAILING LINES

Oldcastle APG has acquired the fencing, railing and decking assets of CertainTeed, including two facilities in Buffalo, N.Y., and Orem, Ut. The integration of these assets, which include premier product lines, specialized manufacturing capabilities, and geographical positions, into Oldcastle APG’s platform will strengthen its position in the attractive vinyl fencing category following its acquisition of Barrette Outdoor Living in 2022.

“We are thrilled to announce this exciting addition to the Oldcastle APG family, including premium fencing lines Bufftech and SimTek, as we continue to strengthen our product portfolio and advance our business,” said Oldcastle president Tim Ortman. “CertainTeed’s reputable brands and manufacturing assets will augment our Barrette Outdoor Living operations across North America, reflecting our commitment to continually develop innovative and category-defining building products that connect our customers with the outdoors.”

The products will complement Oldcastle brands such as MoistureShield decking, Belgard concrete pavers, and Barrette Outdoor Living’s Active Yards lines.

BUILDDIRECT NOW TARGETING PROS

Online retailer BuildDirect.com Technologies Inc., Vancouver, B.C., has launched new service offerings for pro customers.

BuildDirect now offers professionals a platform to help build their business which includes customized e-commerce sites, white-label branded flooring products, free flooring samples, and fulfillment services that meet their needs.

“We are excited to provide new service offerings aimed at better meeting the needs of our pro customers,” said CEO Shawn Wilson. “BuildDirect has historically focused on product offerings and limited its service program to fast and efficient jobsite delivery.

We aim to become a leading provider of products and services for flooring professionals and, as a result, we launched these services in order to support pro customers across various aspects of their business.”

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

LMC – Nov. 6-8, LMC Expo, Philadelphia, Pa.; www.lmc.net.

North American Wholesale Lumber Association – Nov. 8-10, annual Traders Market, Greater Columbus Convention Center, Columbus, Oh.; www.nawla.org.

Mountain States Lumber & Building Material Dealers Association – Nov. 9, Build Your Competitive Advantage seminar; Nov. 10, annual Brewfest, Mile High Station, Denver, Co.; www.mslbmda.org.

Heart of the Valley Home & Garden Show – Nov. 10-12, Oregon State Fair & Exposition Center, Salem, Or.; www.oregonstateexpo.org.

Bay Area Home Show – Nov. 11-12, Santa Clara Convention Center, Santa Clara, Ca.; www.homeshowsanjose.com.

National Association of Wholesaler-Distributors – Nov. 14-16, Innovators Summit, Austin, Tx.; www.naw.org.

Los Angeles Hardwood Lumberman’s Club – Dec. 2, holiday dinner, Zov’s, Tustin, Ca.; www.lahlc.net.

West Coast Lumber & Building Material Association – Dec. 7, 2nd Growth holiday meeting, TopGolf, Ontario, Ca.; www. lumberassociation.org.

Portland Wholesale Lumber Assn. – Dec. 8, Christmas luncheon, DoubleTree, Salem, Or.; portlandwholesalelumberassociation.org.

National Hardwood Lumber Assn. – Dec. 11-14, Hardwoods Processing 101, Memphis, Tn.; www.nhla.com.

Southern California Hoo-Hoo Club – Dec. 13, holiday meeting/golf, Brookside Golf Course, Pasadena, Ca.; www.hoohoo117.org.

Portland Wholesale Lumber Association – Dec. 14, Open House Ministries Homeless Shelter Family & Kids’ Christmas Party, Portland, Or.; www.portlandwholesalelumberassociation.org.

888-807-2580

North American Deck & Railing Association – Jan. 3-5, summit, Wyndham Grand, Clearwater Beach, Fl.; www.nadra.org.

www.pelicanbayfp.com

National Hardwood Lumber Association – Jan. 8-March 1, inspector training school, Memphis, Tn.; www.nhla.com.

DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA

Western Pallet Association – Jan. 12-16, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org.

PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

Associated California Loggers – Jan. 22-24, 50th annual meeting, Peppermill Resort Spa Casino, Reno, Nv.; www.californialoggers.com.

Bend, OR

“Focused on the future with respect for tradition”

48 • the merchant magazine • N

ovember 2023

American Fence Association – Jan. 23-26, FenceTech, Nashville, Tn.; www.americanfenceassociation.com.

International Surface Event – Jan. 23-26, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

National Association of Wholesale Distributors – Jan. 30-Feb. 1, executive summit, Fairmont Hotel, Washington, D.C.; www.naw.org. building-products.com

------------| ADVERTISERS INDEX PAGE

Hi-bor® Borate Pressure Treated Wood

FirePro® Fire Retardant Treated Wood

Advance Guard® Borate Pressure Treated Wood

Cover III

Customer Satisfaction in38 All We Do. Allweather Providing Wood P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.allweatherwood.com 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

Royal Pacific Industries

Cover II

Arxada Royal Pacific Merchant half page ad 1_19.indd 1 www.wolmanizedwood.com

21

Simpson Strong-Tie 1/21/19 5:53 PM www.strongtie.com

15, 43

California Cascade Building Materials www.californiacascade.com

29

Siskiyou Forest Products www.siskiyouforestproducts.com

41

CT Darnell Construction www.ctdarnell.com

24

Superior Wood Treating www.superiorwoodtreating.com

28

DeckWise www.deckwise.com

35

Sure Drive USA www.suredrive.com

9

FastenMaster www.fastenmaster.com

31

Swanson Group Sales Co. www.swansongroup.biz

23

Gemini Forest Products www.geminiforest.com

40

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

37

Huff Lumber Co. www.hufflumber.com

3

West Fraser www.westfraser.com/osb

Cover III

Humboldt Sawmill www.mendoco.com

27

Western Woods, Inc. www.westernwoods.com

36

International Wood Products www.iwpllc.com

7

Weyerhaeuser www.weyerhaeuser.com/distribution

26

JM Thomas Forest Products www.jmthomasforest.com

45

Jones Wholesale Lumber Co. www.joneswholesale.com

49

Keller Lumber Co. www.kellerlumberco.com

Cover I

Koppers Performance Chemicals www.flameprofrtw.com

25

Midwest Fastener Corp. www.midwestfasteners.com

* 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

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

1. 8 0 0 . 4 4 4 . 7 3 1 3

constructionscrews.com

47

NAWLA www.nawla.org

13

Nova USA Wood Products www.novausawood.com

5

Pacific Woodtech www.pwtewp.com

48

Pelican Bay Forest Products www.pelicanbayfp.com

33, Cov. IV

Redwood Empire www.buyredwood.com

39

Restoration Forest Products www.rfor.com

building-products.com

November 2023

• the merchant magazine • 49

------------| FLASHBACK

48 YEARS AGO THIS MONTH

FLASHBACK:

PAUL BUNYAN SIGHTING FORTY-EIGHT YEARS ago, The Merchant Magazine shared how a longtime lumberyard off Route 66 in New Mexico remade history by resurrecting Paul Bunyan. As reported in our November 1975 issue: “Some businessmen tend to forget that the signs, symbols and statues they use to decorate their places of business, when done well, become more than an indentifying feature for their firm, they become a com­munity landmark.

Such was the case with the huge Paul Bunyan figure that topped Shofner Lumber Co. in Albuquerque, N.M. When a fire gutted their yard at Central and Louisiana, about 13 months ago, doing in Big Paul in the process, the response was enormous. “We had literally hundreds of people ask us, ‘What are you going to do with the big guy with the ax?’”

recalls Frank Shofner. “Four families told us that their kids even cried on learning that Paul Bunyan was destroyed in the fire.”

Replacing the statue was a problem as its manufacturer had gone out of business. For a while Shofner intended to replace the figure with a painted sign, but continued public response and Shofner’s awareness that he had a good thing meant that somehow he On the November 1975 cover, Louisianahad to recreate the huge figure.

Pacific promoted redwoods from its He put the word out to the Northern California timberlands, which trade and to anyone else he could today are held by Mendocino Redwood. think of in hopes of getting a lead.

“Then one day I got a call from Don McNeill of Ideal Cement. As he was passing a used furniture store in rebuilt store.”

Gallup, N.M., he noticed some giant feet,” Shofner said. Sure enough, behind the Later reports added some colorful store was an enormous figure, similar to detail. The replacement statue was Paul Bunyan. actually of a giant chef, requiring workmen to remove its fiberglassThe Bunyanesque problem of dressing encased apron and toque. a 27-ft.-tall man with a waist of 143” and a 60” collar was approached. Roman In 1992, the building was sold to a Fountains in Rio Rancho pitched in, Vietnamese restauranteer who opted to making a beard and mustache that took keep the iconic Bunyan on the roof of his 75 lbs. of modeling clay. Buttons for the May Cafe, where it remains to this day. shirt were made out of 2x8s.

A few years ago, a windstorm took out The clothes were made by Mrs. Ada Bunyan’s hands as well as his 13-ft.-long Johnson, using heroic quantities of ax handle. The restaurant owner chose to cloth and fiberglass until finally, properly restore the statue as a lumberjack, rather outfitted, Paul Bunyan returned to his than convert him back into the chef it former place of honor atop the newly was in a previous life.

27-FOOT-TALL mascot had to be replaced after the original was destroyed in a fire.

TALL PAUL remains a Route 66 landmark long after the demise of its lumberyard.

50 • the merchant magazine • N

ovember 2023

building-products.com

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