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Volume 103 • Number 11
THE PATIENCE TO SEE IT THROUGH
------------ BY PATRICK ADAMS
IT MAY NOT be much of a surprise to learn that I’m not considered a patient person. Instead, I favor speed and improvising on the fly. I assess results and adapt quickly. This has served me well through most of my life… until we had kids.
I hope those who have known me for more than a chapter would say I am more patient than my nature with my kids. But I can honestly say it has been the challenge of my life to figure out what it means to be a leader to my children. I have no parental role models, and looking around us, I see very little these days to emulate. My wife and I have been left on our own to figure this out on the fly, without a barometer to measure whether we’re even close to getting it right.
Some days, I watch my kids and think, “Wow, we’ve done pretty good!” More days, I look in the mirror and ask myself, “What have you done?” In all honesty, we have good kids by any measure. It is only our own high standards in things that today, appear meaningless, that are the invisible critic of our success.
As our daughter has entered the teen years, I often question myself, our parenting strategy, and, honestly, the world as a whole. While it is entirely different from my own childhood, it is no less challenging for her. The hormone-driven, emotional roller coaster of her life is an interesting obstacle course for us to navigate and requires countless skills, with patience being at the top of the list. While my “boot camp mentality” wants to offer some clear “advice,” I’ve learned that in most cases, it’s best to be patient, listen and observe whether this is simply a “spring shower” or a hurricane.
Recently, she got in trouble at her school, which has been a rare event. She is in her last year at the only school she has ever attended before she enters the new world of high school next year. She has a good reputation here and gets along with everyone. But on this given day, she made a bad choice, was caught with someone with a lesser reputation, in the midst of using their personal cell phone during school hours. In the grand scheme of life, not the
worst violation that could happen at 13.
However, this is a strict school and my daughter also believes that in her 8th grade year, EVERYTHING will determine whether or not she gets accepted into the high school of her choice. To her, this was a VERY big thing that devastated her. I learned of the violation immediately due to our relationship with the school, but rather than intervene, I was patient to see how she handled it.
I learned she immediately showed remorse, admitted her mistake (even though it was her counterpart that technically violated the rules), went to administration to also alert them of her participation, wrote an apology letter, and then approached me at the end of the day. Rather than make excuses or diminish the severity of her infraction, she fully and honestly admitted to her mistakes. She apologized and explained she understood not only what she had done, but also how it impacted my and her mother’s reputation at this school, as she is a reflection on us.
As she finished, I sat back speechless trying to hold back what must have been an allergy attack. I simply gave her a hug for probably longer than a cool 13-year-old was comfortable with and said, “I’m proud of you.” She looked up confused, expecting to get the wrath of punishment and lectures I’m known for. She asked, “I’m not in trouble?” I simply said, “No.”
Leadership in any form takes time and patience. It’s about consistently modeling and executing little fundamentals that mean a lot to the long game. And, especially, celebrating when those you lead execute on those fundamentals.
Knowing this great industry as I do, I know this story will provide more knowing laughs than lessons and, for that, I am grateful to be surrounded by so many great leaders and role models who keep me moving ahead.
PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com
SELLING HARDWOOD DECKING
GIVING BUILDERS A COMPETITIVE EDGE
------------ BY SARA GRAVES
THE DEBATE OVER tropical hardwood decking reveals a divide among builders, but for lumber dealers and wholesalers, this divide creates an opportunity to better serve both ends of the market.
While proponents appreciate the beauty and longevity of tropical hardwoods, others emphasize the growing demand for low-maintenance alternatives. Understanding these perspectives can help you position your products more effectively in a competitive market.
The Appeal of Tropical Hardwoods
Builders who favor tropical hardwoods recognize their unmatched aesthetic and durability. These woods, such as ipé, cumaru and tigerwood, deliver a high-end, luxurious finish, and their longevity is hard to beat. Despite the labor-intensive installation and the wear on tools, many builders find the final product more than compensates for the extra effort.
Vincent Ducellier III of DuPaul Construction, Martinsburg, W.V., for instance, praises the visual appeal
and resilience of hardwoods, particularly after an oil finish. While builders like Tommy Holstein, Solid Ground, Wentzville, Mo., similarly express passion for the unique look and feel of tropical hardwoods.
This enthusiasm offers a clear signal: There remains a dedicated market willing to invest in these products, especially when framed as a premium option.
Price, Perception & Reality
Pricing is often viewed as a stumbling block, but this is not always the case. According to Robert Pelc, of AdvantageLumber.com, dealers and builders should highlight that the pricing of certain hardwoods can be comparable to high-end composite decking.
Pelc advocates tigerwood as a more affordable option. “It won’t sag or give splinters because it’s a tight grain fiber,” he says. “Our tigerwood 1x6 is $2.48 per lineal and spans 16.”
Chad Pilachowski, Designer Decks, Mechanicsburg, Pa., notes that while hardwoods may be priced similarly
TROPICAL HARDWOODS create decks unrivaled in beauty. Just be ready to answer builders’ questions (Photo courtesy OHC)
to composites, the issue for clients is often the maintenance rather than the upfront cost.
This trend reinforces the need for clear communication and education around the value hardwoods provide, enabling you to help builders and homeowners make informed decisions about both initial investment and long-term upkeep.
Navigating Installation Challenges
The labor-intensive nature of hardwood decking is frequently raised as a concern. Builders such as Connecticut-based Taylor Salva acknowledge the high tool wear and intensive labor required, especially when working with harder tropical woods like ipé.
However, not all builders agree that hardwoods are difficult to work with. Bryan Nguyen, a North Carolina builder, insists that with the right blades and techniques, the process is manageable. Meanwhile, Joe Wengrin of DekLights.com, who has specialized in ipé for decades, calls it “practically bulletproof” when handled correctly.
Composites: A Growing Threat?
The rise of synthetic decking materials presents a significant challenge to the hardwood market. Composite decking appeals to homeowners seeking a no-fuss solution, and builders like David Phillabaum, who is a member of Facebook’s Elite Deck Building Professionals group, observe that the market increasingly supports these alternatives. However, this doesn’t mean tropical hardwoods are being left behind.
Retailers and wholesalers who offer both hardwoods
and composites have the opportunity to guide clients through the pros and cons of each material. According to Matthew Wynn of TimberTown Atlanta, an outdoor living lumberyard, educating customers about their options is key.
“I sell hardwoods, composites, and other specialty products. It’s definitely niche, and there’s a learning curve,” Wynn says. For homeowners who visit his showroom, he tries to push them to hardwood decking depending on their situation. “It’s all about educating people about their options and making sure they’re comfortable making the decision on their own after knowing all the pros and cons. Otherwise, I push them to Deckorators, MoistureShield or TimberTech.”
A Niche Opportunity
While composites are undeniably gaining traction, there remains a dedicated market for hardwood decking. Jon Witt, co-owner of Deck Protect Inc., who also serves as a business development and technical advisor for CUTEK, argues that tropical hardwoods represent “the pinnacle all synthetics aspire to be.”
Despite the growth of composites, there will always be clients who appreciate the timeless appeal of hardwood decking and are willing to invest in it. By offering both tropical hardwoods and synthetic alternatives, while providing education and support on installation and maintenance, you can position yourself as a comprehensive solutions provider in the outdoor decking market. MM
MIX & MATCH
------------
USING COLORS & PATTERNS IN OUTDOOR LIVING DESIGN
BY KATY TOMASULO
ALONG WITH DURABILITY and low maintenance, one of the many benefits of composite decking is its diversity of color offerings without the need to paint or stain. This provides building pros and homeowners with tremendous flexibility to design decks with unique styling that is eye-catching, functional—or both.
Check out these ideas to help your customers incorporate deck colors and patterns for standout outdoor living spaces:
1. Borders and picture framing: Adding a border—a single or double row of deck boards around the outer edge of the deck—is one of the easiest ways to add a visual element and even increase safety and visibility. You can incorporate a plank in the same color but a different direction, select a coordinating or contrasting color, or install two planks together for a more robust look.
Picture framing is a great way to create designated spaces or “rooms” in large outdoor living areas, offer-
ing a visual separation for a seating area, fire pit, or dining area. Straight and curved options may be appropriate, depending on the space and overall deck design.
2. Section breaks and dividers: For larger expanses, adding a breaker board in a matching or coordinating color can help break up the space, add depth, and even avoid the illusion of waviness.
3. Inlays: A deck inlay, a technique in which composite deck boards are installed at opposing angles or in custom designs within a more traditional deck layout, is a great way to set a deck apart and often can be used to designate different functional areas. Options vary from simple to intricate.
The simplest is an angled inlay pattern, in which each board of the deck is installed at a 45˚ angle, often with two 45˚ angles converging to create a triangle effect or four converging to create a diamond effect.
DOCK WITH VISUAL border. COORDINATING-COLOR border uses Envision’s Black Walnut and Vintage Oak.
Another option is adding custom image inlay patterns, which are limited only by the imagination of the homeowner and the skill of the builder. Common custom inlay patterns include wagon wheels, compass roses, and diamonds, to name a few. These inlays may be found in an expansive area of the deck or can be used to create an accent or even rug-like effect in a functional area of the deck.
4. Patterns: Though parallel planks are the most common decking layout, implementing a diagonal or her-
ringbone pattern, or mixing and matching different plank widths, can differentiate the deck and add visual interest.
5. Stairs: Stairs are another spot where adding visual interest can make a statement. Choose the same color all the way down for a “waterfall effect” or add multiple colors for a nice finish.
The additional beauty of these techniques is that they can be combined, especially for larger decks, so homeowners can make spaces truly their own. MM
– Katy Tomasulo, True Digital Communications, represents Envision Building Products (www.envisionoutdoorliving.com).
CUSTOM INLAY features Envision’s Spiced Teak and Black Walnut.
MULTI-COLORED STAIRS create depth and increase visual interest.
ANGLED INLAY was made with Envision decking.
A BREAKER BOARD in the same color as the primary decking helps break up this long balcony.
HARDWARE KITS HELP SELL FULL OUTDOOR LIVING PROJECTS
------------ BY DAVID KOENIG
LOOKING TO SELL outdoor living products by the project instead of just by the piece? Stocking hardware kits for pergolas and gazebos can help you get there.
“The kits are an upsell to the lumber sold at the lumber dealer,” explains Judith Boulanger, marketing director for Pylex, which manufactures hardware kits for gazebos, pergolas and canopies. “In a pergola project, the most important cost is the lumber. Customers want to have a sturdy, good-looking pergola, and this is where they choose from the different options of bracket kits on the market. They usually buy the kit where they buy their lumber. It is a great advantage for the lumber specialist to have the kit in stock, as they have an easy upsell to their lumber.”
Even moreso, the kits can act as a gateway to full project sales, since they include a cut list of all items needed to complete the project—all of which can be
sold at one time.
Simpson Strong-Tie’s recently introduced Outdoor Accents DIY pergola kit that contains all the connectors and fasteners needed for crafting a pergola up to 10’ x 10’. It includes straps, post bases, and angle connectors from the Simpson Strong-Tie Outdoor Accents Avant Collection, as well as a structural fastener and hex-head washer combo, which resembles a bolted connection but installs as easily as a screw. Free building plans and cut sheets for an 8’x8’ or 10’x10’ pergola are available online at strongtie.com/pergolakits. The cut list can also be modified to accommodate different dimensions—though builders should be sure to check local building codes in case additional posts are required for larger structures. The open-top design allows builders to choose their shade preference, from cloth sunshades to traditional rafters.
SIMPSON STRONG-TIE’S Outdoor Accents DIY Pergola Kit supplies all connectors a homeowner needs to build a pergola up to 10x10.
Pylex’s hardware kits for gazebos, pergolas and canopies are equally customizable. Boulanger says, “The kits are designed to have multiple possible sizes within standard lumber dimensions. It allows more versatility in terms of projects.”
It’s all about convenience, notes Lydia Poulsen, senior product manager for Simpson Strong-Tie. “The kits provide the connectors and fasteners needed while taking away the guesswork of counting out quantities needed for your build.”
Although they are typically marketed to DIYers, kits can also save professional builders time and money in designing and constructing outdoor structures.
Poulsen says lumber dealers have found the kits to
be a successful way to introduce the Outdoor Accents line to customers. To boost sales, she suggests, “if space allows, building a pergola display from the kit is always beneficial as it allows the customers to see the product and helps drive sales.”
Boulanger contends that the kits greatly benefit from extra effort on the sales floor. “The kits are packed in small boxes that sometimes do not speak loud enough to customers,” she says. “Lumber dealers can have demos in their store/yards, playing with different styles, sizes and using different wood species. There is no better way to sell a product than to show it in really life, especially for DYIers who can visualize the product better for their home.” MM
BUNDLED carton contains all the fasteners, brackets and connectors needed to build (clockwise from top right) a pergola, canopied boathouse, or poolhouse.
(Photos by Pylex)
EMPOWER CUSTOMERS AND ELEVATE YOUR BUSINESS
BY CHRIS FISHER
UNDERSTANDING AND MEETING customer needs is not just a professional obligation—it’s the foundation of success in the lumber and building materials (LBM) industry. Dealers who prioritize the customer experience can build trust and long-lasting relationships, and drive growth for both themselves and their customers. This is particularly crucial for smaller dealers in competitive markets, where customer loyalty can be the difference between sustainable growth and stagnation.
“The Assist”: Embrace Technology & Make Your Interactions More Meaningful
One common misconception is that introducing online purchasing and payment options might weaken authentic connections with customers. The reality is that technology, including AI and ecommerce solutions, can enhance—rather than replace—personal customer service. We call this “the assist.”
Here are three ways dealers can effectively integrate technology into their customer experience strategy:
• Make a Good First Impression: Ecommerce isn’t just about making a sale online; it’s about providing a research platform for existing and new customers to find business and identify a competitive advantage. According to Schneider Research, 74% of B2B or commercial buyers prefer to research inventory and availability online before making a purchase in-store (or over the phone). At the very least, having an ecommerce site that lists product catalog categories (and
potentially the brands you carry), helps a customer determine if they want to pick up the phone or stop in to start a quote.
Tip: For dealers who don’t wish to upload their entire inventory at once—starting small and scaling gradually is a perfectly viable solution and has proven ROI.
• Complement Traditional Sales with Digital Tools: Technology complements and elevates the customer experience. Create an elevated experience with online account dashboards that provide real-time inventory data, pricing, order tracking and payment options. This enables customers to self-serve on tasks that might be more time-consuming, allowing the sales teams to offer faster, more informed service when it counts.
Tip: Train your sales team to leverage these tools during customer interactions. For example, after a customer builds a quote online, your sales staff can research other upsell products and make a very strategic call to the customer for a meaningful sales pitch.
• Streamline Processes to Save Time and Reduce Errors: Implement integrated systems that connect inventory management, purchasing and quoting functionalities. This reduces the time and paperwork associated with traditional methods, allowing teams to focus on higher-value activities, such as offering personalized recommendations or exploring cost-saving alternatives for customers.
Tip: Use ecommerce platforms to help customers
generate initial quotes and place orders online with real-time visibility into stock levels and delivery schedules. Ensure these platforms are user-friendly and accessible from any device. For instance, you can provide a step-by-step guide on how to place an order or how to track the delivery status on your ecommerce platform.
Just imagine rekeying payments made online to your inventory management software or worse… your ecommerce stock counts are not accurate when you make a sale in-store or over the phone. Having bi-directional integrated and industry-specific ecommerce and inventory management solutions ensures accuracy and quality customer service, as well as end-to-end businesses operation management.
Making Your Customers the Heroes
The ultimate goal of integrating technology with personal service is to help customers provide the best service to their own clients. And if you can make them the hero, they will be inclined to stay loyal to you. Here are two ways to achieve that:
• Empower Customers with Information: Give customers the tools to make informed decisions quickly from anywhere. Whether it’s a contractor needing a detailed quote on the spot or a project manager checking delivery schedules, your digital platform should provide instant access to critical information.
Tip: Offer account management access for your customers to utilize quoting tools or price comparisons directly within your ecommerce platform.
• Build Long-Term Loyalty Through Exceptional Service: Use the efficiencies gained through technology to invest more time in building and maintaining meaningful customer relationships. Specific follow-ups for personalized recommendations, and consistent communication will reinforce your commitment to their success.
Tip: Develop a customer loyalty program that rewards repeat business and referrals. Use data from your integrated software systems to tailor offers and incentives that align with each customer’s needs and purchasing patterns.
Conclusion
By strategically using technology to enhance customer interactions, LBM dealers can ensure that their customers remember them and return for future business. This approach transforms customers into heroes in their own right, driving success for both the customer and the dealer in an increasingly digital world. To succeed, dealers must balance leveraging technology and maintaining the personalized service that customers value most. This reassures customers that, despite the digital advancements, personal touch remains a priority. MM
– Chris Fisher is vice president, LBM Division, EMEA of ECI Software Solutions, a global provider of cloud-based business management software and service. He oversees software operations for the building materials industry across multiple regions, leveraging his extensive experience in developing and managing B2B SaaS solutions (www.ecisolutions.com).
REDISCOVERING THE HUMAN TOUCH
BY MEGAN COSGROVE
HAVING WORKED in industries ranging from medical device testing to building materials, I’ve seen firsthand how maintaining a personal touch can be challenging for organizations of all sizes. Starbucks, once celebrated for its unique in-person experience, has faced criticism for prioritizing efficiency over authenticity. I admit, I miss hearing “Good morning, Megan!” from my favorite barista at my local Starbucks.
Personal interaction has become increasingly rare. The LBM industry can learn from Starbucks’ journey by emphasizing the importance of building a better culture both internally and externally, embracing challenges, and providing solutions to enhance business and overcome obstacles.
The Importance of Authentic Connections
Just as Starbucks built its reputation on being a “third place” beyond home and work, businesses in the LBM industry can thrive by creating genuine connections with their customers. Understanding the unique needs and aspirations of both clients and employees is crucial for successful outcomes. Human interaction fulfills psychological needs for connection and belonging, which cannot be replaced by automation. By focusing on individual stories and business goals, companies can ensure that every interaction is not just a transaction but a step towards fulfilling a larger vision.
Avoiding the Pitfalls of Commoditization
The Starbucks case highlights the dangers of self-commoditization. When companies prioritize efficiency and volume over quality, they risk losing their essence. In the LBM industry, it’s essential to resist the temptation to treat customer interactions as mere transactions. Automation can streamline processes, but it lacks the empathy and understanding that human interaction provides. Investing time in getting to know clients’ business cultures and specific needs can lead to long-term satisfaction. This personalized approach
helps build stronger relationships and teams that align with core values and culture.
Delivering Experiential Value
Starbucks’ success was rooted in its ability to provide an exceptional in-person experience. Similarly, LBM businesses can excel by offering engaging, supportive customer interactions. This involves comprehensive consultations, tailored solutions, and ongoing support throughout the project lifecycle. Creating an environment where clients feel valued and understood leads to more meaningful and successful partnerships. Positive experiences and emotional connections foster loyalty and trust, attracting and retaining loyal customers. A mentor once shared, “Stickiness to the client is key.” The value proposition of an organization keeps customers coming back, and how you integrate that for your staff is even more important.
Empowering Teams
The decline in Starbucks’ employee satisfaction mirrors the importance of a motivated, empowered workforce. In the LBM industry, prioritizing team well-being and development is key. Fostering a supportive work environment and encouraging professional growth ensures employees are passionate about delivering exceptional service. This dedication translates into a better experience for customers and higher overall performance. And who doesn’t want that? MM
MEGAN COSGROVE
With over 18 years of marketing experience, Megan Cosgrove brings a wealth of expertise to her role as director of marketing at Misura Group (misuragroup.com).
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OPTIONS
------------ BY JAMES OLSEN
MOST SALESPEOPLE try to bring value by giving customers what they are asking for. Master Sellers create value by supplying customers with what they are asking and more. They bring options.
Spreads
I recently ran an exercise with two different groups of lumber brokers. We had six columns horizontally—six different species and three destinations (see above).
I then gave them 20 minutes to find the best truckload-delivered price to each destination. They could use rail cars and reloads or ship directly from the mill. The results were eye-opening for both groups. The spreads were in some cases minimal, but in other cases they were $100/ MBF different.
Of course, some customers can or only will use a specific species, but many will switch from their preferred species if the spread is large enough. This is a great way to provide value to customers that the average seller just won’t do. If the customer is giving the same inquiry to several different sellers—which they are—then it will be a race to the bottom for those only chasing what the customer is asking. Meanwhile, the Master Seller provides more value and has a better chance of making some margin for themselves by providing options.
Other examples:
• 1x12#3 PP – $660/MBF; 1x12 Standard IWP – $775/MBF; 1x12 Standard EWP – $1225 MBF
• 1x6 D grade SYP – $1185/MBF; 1x6 D grade PP – $2745/MBF
• 2x6 #1 SYP can sometimes be substituted for 2x6 #1650 in SPF for normally $200-$250/MBF less. The
same in 2x4 for a $50/MBF discount.
• Import vs. domestic plywood
• OSB vs. plywood
• Scant plywood vs. standard thickness
• Kiln wets vs. kiln dried products
• S1S2E 7/16” resawn vs. S1S2E 11/16” resawn vs. S4S 3/4” boards
I’m sure there are many more.
Ship Times
Customer: “I need a truckload of 2x4 2/BTR straight 16’s for quick shipment.”
Quotron: “I can only find one truck of 16’s and they are for three weeks shipment.” —
Master Seller: “Okay, Susan, we’ve got some options. I can get you a truck for quick shipment that has a tally 2/12’, 2/14’, and 9/16’s for $600/ MBF. I can get you a straight truck of 16’s that will ship in three weeks at $615/MBF. Which do you prefer?”
Customer: “I’ll take the 12’ and longer for quick.”
Master Seller: “Great. You’re going through a ton of 16’s and that $615 is a great price for a straight truck. Since we’ve got the quick load taken care of, do you want to put on the straight 16’ also?”
Customer: “Sure. Let’s do that.”
A Scenario for Down Markets
Customer: “Give me a price on a car of 2x4 9’s.”
Quotron: “I can get you a car for $450/MBF.”
— — — —
Master Seller: “John, the market is coming off. I can get you a truck for quick out of my reload for $440/MBF or you could just buy a couple units at
a time out of distribution. You’ll pay a little bit of a premium, but that will tide us over until this thing hits bottom, and we will get a much better deal.”
Customer: “Good idea. Can you give me that truck for $430/MBF?”
Master Seller: “I’ll do it with one caveat.”
Customer: “What’s that?”
Master Seller: “You give me last look on the car when we get ready to buy it.”
Customer: “You got it.”
Most sellers will never tell their customers to hold off in falling markets. The Master Seller is thinking long term. Telling the customer to hold off builds trust. It tells the customer that we are truly their partner looking out for their best interest.
The above scenario can be done in up markets also. Most sellers are so afraid of being pushy that they don’t do their job. The Master Seller knows when to nudge their customer to buy a bit extra when the market is moving. Because they have the customer’s trust, the customer is likely to release an extra purchase order based on their sales partner’s suggestion.
Giving customers options brings value, sets us apart from the crowd, and secures us more business with better margins. MM
JAMES OLSEN
CUTEK® is a high-performance exterior wood care system designed as a two-step prepare and protect process. It delivers powerful protection while enhancing wood’s natural beauty.
Our prepare products are formulated to clean, strip, or restore exterior wood to its original state. The self-healing protective oil stays active inside the wood to drive out moisture and minimize warping, cupping, and splitting, with an optional transparent UV color to maintain or alter the wood color.
Build customer loyalty and boost your sales with CUTEK. Become a supplier today.
Contact us at cutekstain.com or call 1-833-MY-CUTEK (692-8835)
NAVIGATING THE EVOLVING LABOR MARKET
BY NICHOLAS RITCHIE
THE LABOR MARKET continues to adapt to various economic, technological, and social factors as we close out the year. Figures fluctuate due to these factors, and understanding the context behind them is important in making hiring and broader business decisions.
It is important to note that labor figures and other key indicators are fluid; a lot has changed in the last few years. Economic changes at the local, national, and global levels often lead to quick shifts in labor and employment trends. The U.S. Bureau of Labor Statistics recently released updated insights that provide a look into the current state of the workforce.
Unemployment Numbers
September saw the U.S. unemployment rate fall to 4.1%, down from earlier this year. This slight decline suggests some stabilization after a turbulent summer, though recovery remains uneven across industries. Despite recent shifts, we are still considered to be at full employment. The current rate is only slightly higher than pre-COVID levels, suggesting the start of a return to market conditions previously seen before March 2020.
While you may find job growth and increased response across specific fields and industries, it is important to understand that we’re not in the clear just yet. Inflationary pressures, economic conditions, and general uncertainty continue to impact the labor market in a big way. A focus on flexibility and adaptability, specifically in recruiting and retaining talent is critical in such an environment.
The Role of Flexibility in the Workforce
The participation rate within the workforce has been relatively stable, even as the job market continues to shift. Flexible working arrangements like remote/hybrid models and four-day work weeks continue to play a significant role in keeping employees engaged while providing a distinct competitive advantage in the recruit------------
ment and retention processes. On a broader scale, these arrangements have helped to stabilize participation rates, allowing many employees to stay in the workforce.
As you look ahead, maintaining and enhancing your employee value proposition in terms of flexible working arrangements will be crucial in attracting and retaining top talent. Work-life balance continues to be at the forefront of employee motivators, especially in those highly competitive and fast-paced industries.
Job Growth
As of September, 254,000 new jobs were added to the workforce, above the average we’ve seen over the past three months—and well above the 203,000 new jobs per month average we’ve seen over the last 12 months. Construction and healthcare sectors continue to lead the field while industries such as leisure and hospitality experience a more difficult recovery to pre-COVID levels. Economic uncertainty with inflation, wage pressure, and market factors are impacting hiring decisions across the board.
These trends highlight the importance of strategic hiring, especially in current times. Sectors that rely on customer interaction, travel, or are highly technical face challenges of their own. In these sectors, additional investments in workforce planning, benchmarking, and compensation analysis are necessary to ensure a strong and competitive candidate pool.
Continuing Wage Growth
Wage growth remains slightly elevated, but is stabilizing as compared to the past few years of post-covid recovery. Wages grew 0.4% in September alone, with a year-over-year growth of 4.0%. Compared to the 4.5% average annual growth we’ve seen previously; this figure shows a slight decline from the rapid wage growth seen during and directly following the pandemic. Compensation pressures remain throughout, with technology and
Q. What is the policy on closing the office due to bad weather? Do I have to pay my employees if we have to close the office?
A. How you set up your inclement weather policy is a matter of preference and should be spelled out in your employee handbook. Generally, non-exempt, hourly workers do not need to be paid for the time not worked although some states require some reporting pay if they are sent home from work before the end of their shift.
Should you wish to pay them since it is a circumstance beyond their control, you can certainly do so. For exempt, salaried employees, if you close the office, you cannot dock their pay for time not worked if they worked any time during the workweek, but you may be able to request that they take paid time off. If they do not have any leave remaining, you must pay them for the time off. However, if an exempt employee does not work at all during the workweek, you may not need to pay them. Under either circumstance, if the employee is working from home, he or she must be paid.
We understand that navigating inclement weather closures and determining appropriate pay can be confusing for employers. If you need further assistance, please don’t hesitate to reach out to us at The Workplace Advisors for guidance on how to ensure compliance and support for your team.
healthcare sectors feeling the impacts more than most.
To remain competitive, consider more than just base salary increases for your employees. Comprehensive benefits, flexible working environments, student loan repayment, and professional development opportunities are becoming increasingly critical in a tight labor market where candidates expect a full range of incentives.
Impact of the Recent Fed Rate Cut
The recent rate cut by the Federal Reserve is a big development impacting the broader economy and labor markets. Lower interest rates signal concern about inflation, and this change may help to stimulate economic growth and stabilization. For employers, especially those in industries sensitive to these rates, this change can provide increased flexibility for investments in employees.
While effects on hiring and job markets may vary by industry, the cut intends to ease financial pressures and stabilize inflationary costs. Employees feeling the impacts of inflation expect competitive compensation, and the rate adjustment will allow for some flexibility in that area. Lower interest rates support more business investments in growth, promoting hiring, retention and long-term sustainability. By taking advantage of these conditions to get a jump on hiring, compensation analysis, or plans for increasing employee retention, you can proactively plan for the future.
Business Readiness
In today’s changing workplace, long-term business readiness revolves around an organization’s ability to
attract and retain diverse talent from a wide range of skill sets. As employers and employees adapt to the changing workforce demands, broadening the hiring pool has become more important than ever.
Companies investing in flexibility, whether through remote working environments or valuable benefits for employees, are more likely to maintain a competitive advantage in hiring and retaining top talent. These strategies can be key to building an agile, productive, and motivated workforce.
A commitment to long-term success means a focus on broadening the candidate pool while focusing on the key behaviors critical to your company’s success. It isn’t just about meeting today’s needs but instead about ensuring business readiness for future challenges. Remaining competitive is challenging in a quickly changing environment; maintaining inclusive hiring practices is a great way to get ahead.
Looking Ahead
As the labor market evolves, adaptability will be key for organizations seeking long-term success. While economic recovery is moving forward, challenges like inflation and fluctuating consumer demand may disrupt certain sectors. Employers that maintain flexibility in hiring, compensation, and work arrangements will be best positioned to weather these changes and ensure their workforce remains productive, engaged, and loyal. MM
– Nicholas Ritchie is recruiting coordinator for The Workplace Advisors, Inc. (theworkplaceadvisors.com).
ARE SYSTEMS OBSOLETE?
MOST OF THE policies and procedures that dictate our activities on a day-to-day basis are vestiges of days gone by, designed to be effective in a world that no longer exists. In other words, most business systems teeter on being obsolete.
I am often called on to examine a company’s sales compensation plan. Almost invariably, when I ask why they have the plan they have, the answer is “Because it’s the plan we have.” In other words, the only reason for the plan is history. At some point in the past, someone designed the plan to accomplish something. The rationale has been lost, the situation it was designed for has long since faded away, but the plan remains. Since then, it has been easier to deal with day-today issues than to redesign a piece of the company’s infrastructure.
The situation is not unique to sales compensation plans. When I look at the procedures that dictate daily activity, almost all of them have the same history—they were created in the past by other people for a long-gone situation. As such, they can rarely be defended as effective. They just are.
Test yourself. When was the last time you questioned the design of the basic policies and procedures in your business? Here are some of the most common:
• the way prospects are created and qualified
• how new customers are created
• how customers are encouraged to become repeat buyers
• how partners are nurtured
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BY DAVE KAHLE
• how orders are processed
• how invoices are created
• how people report to supervisors
• how supervisors manage teams
• how bills are paid
• how invoices are collected
• how strategy is determined
• how new products are developed.
I could go on for ages, but you get the idea. Your organizational systems are composed of processes, principles, practices and tools that are vestiges of days gone by.
The Problem: Since much of the infrastructure was created for a different time and a different situation, and since the infrastructure dictates the behavior of those who work within it, much of the company’s efforts are not nearly as effective as they could be.
Left untouched, this will eventually render the organization obsolete.
A Solution:
1. Identify the key components. Create a list of the important elements in your systems. I call my list my “punch list of key systems components.” This list exists on two levels:
(a) Fundamental activities the organization must be successful at if it is to continue.
(b) The second level is composed of the key practices, policies and tools that support the first level.
2. Examine the items on the list on a regular and recurring basis. I keep a date as to when we last examined that item. While I have no definitive schedule, I keep the dates and items
on a spreadsheet and note when it has been a while since we last examined that item.
3. Examine means. Look critically at the items and ask these questions:
• Are we doing this as effectively as we could be?
• What are the best practices for this process?
•What can we change, add to or subtract from, in order to be more effective?
Sometimes we do this as a team, sometimes I do it, and sometimes I delegate it to one of my associates. The point is that the item is being critically examined by someone on a regular basis.
Benefits: This process keeps us constantly improving the key pieces of infrastructure in our business, ensures that our systems are working as effectively as they can be, and prevents us from being rendered obsolete or irrelevant by depending on decisions made in the past for a different situation.
As such, this regular “system component” review is one of the disciplines that will help us to change with the pace of change around us. MM
DAVE KAHLE
a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.
Dave Kahle is
The Premium Deck Screw
Seating Nibs: Perfect flush finish Star Drive: Eliminates cam-out
U-Clean Out Threads: Reduces board separation
Serrated Threads: Eliminates board splitting
Type 17 Point: No pre-drilling
BFS ACQUIRES RENO MILLWORK FIRM
Builders FirstSource has acquired High Mountain Door & Trim, Reno, Nv., from 1847 Cabinet Inc.
Founded in 2014, High Mountain is a leading distributor and installer of doors, windows and millwork to single-family and multi-family markets in the Reno area. It specializes in all aspects of finished carpentry products and services.
1847 had purchased High Mountain in 2021 and reports that it has sold the business for more than twice its original purchase price. The
holding company expects to utilize a portion of the proceeds from the sale to continue its strategic mission of buying, operating and selling undervalued businesses.
1847 CEO Ellery W. Roberts said, “This infusion of capital not only boosts our liquidity, but also positions us to take advantage of new opportunities for value creation and expansion.”
Formed in 1998, BFS operates over 570 distribution and manufacturing locations across 43 states.
One. Stop. Shop.
Storing millwork can be tough. Size variation, custom orders, temperature sensitivity—all can add to the challenges suppliers face as they seek efficient onsite storage solutions. That’s why Greg Zuern decided to try something completely different. Together with CT Darnell and Sunbelt Rack, Zuern Building Products consolidated all their millwork into one reimagined building for maximum efficiency. The results speak for themselves. Thanks to this change, they saw:
50% faster pick times
$8MM more in deliveries with fewer trucks and drivers
Maximized inventory efficiency and increased SKU count by over 15%
84 Lumber is nearing completion of a yard in Greeley, Co.—one of three new facilities planned for the chain’s return to northern Colorado.
Helms True Value, Selah, Wa., has opened a 20,000-sq. ft. branch in Terrace Heights (Yakima), Wa.
MOSO North America has expanded its distribution relationship with Boise Cascade, adding Vancouver and Yakima, Wa., and Denver, Co.
Trex launched the NexTrex Plastic Recycling Drop-Off Directory, the only online searchable platform to help individuals find local Trex recycling partners.
Lowe’s Cos. named its 2024 Vendor Partners of the Year in three categories—Building Products (winner Pella, with divisional winners Georgia-Pacific, Charlotte Pipe, Prime YFC and Oldcastle), Hardlines (Klein Tools, with divisional winners Oldcastle, Toro and Hillman), and Home Decor (Schluter Systems, with divisional winners American Plastics, Graco, Masterbrand and LG).
Combilift was again recognized as a Best Managed Company at Deloitte’s prestigious awards ceremony in Dublin on Sept. 19. Combilift was also named Exporter of the Year for a third time at the Irish Exporter of the Year Awards.
CertainTeed’s Landmark PRO was named Reliable Roofing category winner in Good Housekeeping’s Home Reno Awards.
Cornerstone Building Brands’ Simonton double hung and sliding windows earned the Good Housekeeping Seal.
U-C Coatings, Buffalo, N.Y., launched a newly redesigned website that consolidates all of its brands, including Seal-Once, Anchorseal, Abatron and Color Putty.
Burton Mill Solutions, Woodland, Wa., has acquired Industrial Cutting Tools (ICT), Quitman, Ga., which specializes in reconditioning industrial cutting tools for sawmill, chip and pellet operations.
Parr Lumber, Hillsboro, Or., was recognized by The Oregonian as one of the state’s Top Places to Work for a third consecutive year.
TRUE VALUE FILES BANKRUPTCY, AS DO IT BEST LOOKS TO ACQUIRE THE CO-OP
True Value Co. has filed for Chapter 11 bankruptcy protection as it seeks to be acquired by rival LBM co-op Do it Best.
Chicago-based True Value will continue to operate, amid Do it Best’s “stalking horse bid,” which allows True Value to entertain better offers that may arise. Do it Best offered to pay $153 million in cash for substantially all True Value assets. It estimates the assets as worth $100 million to $500 million, and its liabilities between $500 million and $1 billion.
The proposed acquisition, supported unanimously by the Do it Best board, would mark a significant moment in the history of the independent home improvement industry, if finalized, as it would create a worldwide store network exceeding 8,000 locations in the U.S. and more than 50 countries around the world.
“A successful acquisition of True Value assets would represent a strategic milestone for Do it Best and home improvement retailers around the world,” said Dan Starr, Do it Best president and CEO. “Do it Best has
a proven track record of driving profitability through the most efficient operations in the industry. This acquisition, if consummated, would provide True Value and independent hardware stores the strongest opportunities for growth for years to come.”
While maintaining its industry-leading level of support to its member-owners, this acquisition would present an opportunity for Do it Best to build upon True Value’s iconic brand, allowing current stores to maintain their independence while gaining access to Do it Best’s programs, buying power, and support network.
Starr said, “We understand the unique challenges of the retail industry, and if we are successful in our bid for these assets we would be committed to driving True Value stores’ growth alongside our valued Do it Best member-owners. As the industry’s only full-service co-op distributor, our focus remains on building strong, profitable partnerships that benefit our stores, our vendors, and consumers. This acquisition
would represent not just the growth of Do it Best but a brighter future for the entire independent home improvement channel.”
If Do it Best is the winning bidder, the transaction is expected to close by the end of the year, pending regulatory and court approval.
HIGH COUNTRY BUYS HOME LUMBER
High Country Lumber, Bishop, Ca., acquired Home Lumber, Bishop, from third-generation lumberman Brent Johnson.
The purchased facility was one of three Home Lumber yards earlier operated by Brent’s father, Milt Johnson, until he sold them to Stock Building Supply in 2006. Three years later, Stock announced plans to shutter the Bishop location and son Brent stepped in.
“It has truly been a pleasure to serve the local and surrounding communities with building materials for the past 15 years,” Brent Johnson said. “I have decided it is time to return and retire to Southern California. This allows me more time to spend with my family and to pursue other opportunities. I chose to sell the assets of Home Lumber Co. to High Country Lumber, a larger but still locally owned company, in hopes that the transition would be easier and would still provide excellent service for our customers. I have been blessed and am grateful for my time in Bishop and the people I have had the opportunity to work with.”
Founded in the late 1970s, High Country operates a full-service lumberyard with an Ace Hardware store in Bishop, as well as a local Trends InsideOut design showroom and a home center in Mammoth Lakes, Ca.
ROSBORO EXPANDING BIG TIME
Rosboro plans to build two new mills and expand its timber-drying operations in Springfield, Or.
Part of a $120-million expansion project, the dry kiln additions are nearly complete, and the two new mills should be operational by the end of 2026.
It is also converting its stud mill in Springfield, which closed early this year, to producing laminating stock. The changeover should be finished by early next year.
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MOVERS & SHAKERS
Betsy Bendix, MoistureShield’s western territory sales mgr., has retired after 46 years in the industry.
Rick Kitashima, ex-WindsorONE, has been named Seattle, Wa.-based regional sales mgr. for the Pacific Northwest with Envision Outdoor Living Products, covering Washington, Oregon, and Idaho. Jasnit Mahal is now regional sales mgr. for the Southwest, serving California, Nevada, and Arizona. He replaces Mikhail Mikhailov, who was recently promoted to senior regional mgr.
Humphry Wildeboer, president of HPC Forest Products, North Plains, Or., is retiring after 40 years in the industry.
Joe Duran has joined the outside sales team at Homewood Lumber, Rocklin, Ca.
Chuck Lawston, OrePac Building Products, has been promoted to regional general mgr. of the Mountain region, based in Boise, Id.
Mary Van Kirk has joined the outside sales team at Builders FirstSource, Glendale, Az. Dave Mollett, ex-Boise Cascade, is now BFS’ market components sales mgr. for Northern California and Nevada, based in Modesto, Ca.
Mandy Pozo has been promoted to marketing mgr. at International Wood Products, Clackamas, Or.
John Roy, ex-Home Depot, is now in outside sales with ABC Supply, Santa Clarita, Ca.
Sarah Southorn has joined Boise Cascade, Boise, Id., as EWP marketing coordinator. Kalei Gallarde, ex-Trex, is a new account mgr. based in Lodi, Ca.
Jeona Medina, ex-Foxworth-Galbraith, is new to inside sales at Direct Lumber & Door, Denver, Co.
Michael Rodriguez has joined the inside sales team at North American Plywood Corp., Santa Fe Springs, Ca.
Caroline Lambert, ex-TruStile Doors, is now territory sales rep for Denver, Co., with Huber Engineered Woods.
Jacob Cowan is new to sales at Economy Lumber, Oakland, Ca.
Bill Hughes, ex-Ace Hardware, is new to the plumbing & electrical dept. at Rim Forest Lumber Co., Crestline, Ca.
Ronald C. Parker, longtime director of Roseburg, Springfield, Or., has been elected chair of Roseburg’s board of directors. He replaces Allyn Ford, who will continue as an active member of the board. Joe Pelatt is new to Roseburg as western territory sales mgr. for EWP, covering California and Arizona. Cipriano Marrujo, ex-Lansing Building Products, is now Denver, Co., territory sales mgr. for Roseburg.
Scott Poole, president and chief operating officer for Martin Sustainable Resources LLC, is new to the APA – The Engineered Wood Association board of trustees. He fills the position vacated by Roy O. Martin III.
Carl Jansen, who founded Search North America, Summerfield, N.C., in 1982, has retired after 56 years in the wood products industry. He sold the industry recruiting firm in 2021, but stayed on as senior recruiter and business consultant.
Dee Kaye is rolling out the new dental insurance program at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.
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BLAZE CLAIMS NEW MEXICO WAREHOUSE
Investigators continue to seek a cause for the Sept. 28 fire that caused about $75,000 in damages to a warehouse at L&P Building Supply, Las Cruces, N.M.
The first items to catch fire were a stack of polyurethane foam panels and insulation, which were stored not far from “several electrical devices.”
A crew of 24 firefighters had the fire out in about 20 minutes.
HUGE SAWMILL OPENS IN ARIZONA
Restoration Forest Products has begun production at its new lumber mill in Bellemont, Az.—described as “the largest sawmill in the Southwest.” A ribbon cutting was held Oct. 8.
The $120-million facility will create 170 jobs, with the capacity to process 120 million bd. ft. of lumber annually. Aimed at reducing wildfires, it will help thin about 28,000 acres of forests annually in the Coconino, Kaibab, Tonto and Apache-Sitgreaves national forests.
RAILFX LAUNCHES CABLE RAILING IN SAN DIEGO HOME DEPOTS
RailFX, a leading provider of premium railing solutions, has launched a limited retail release for its DIY cable railing kits in 17 Home Depot stores across the San Diego area. The initiative aims to gauge consumer interest in DIY cable railing solutions at retail, targeting both contractors and do-it-yourself enthusiasts.
At the heart of the release is the RailFX Express
LONGTIME DIRECTOR of APA’s Technical Services Division Dr. Borjen “BJ” Yeah (left) was presented the 2024 Bronson J. Lewis Award by APA chairman Doug Asano on Sept. 30 during the group’s annual meeting in San Antonio, Tx.
Mount Bracket system, designed to streamline the cable railing installation process. For DIYers, the bracket simplifies the task of planning, measuring and installing cable railing. It makes it possible to complete a cable railing project and transform a view in one weekend.
The release will feature 13 SKUs, including the RailFX Classic Cable Kits, RailFX Express Mount Bracket system, an interactive project planner tool, installation tools, and accessories. The products were selected to meet the needs of both professionals and consumers.
If the limited release proves successful, RailFX plans to expand the availability of these products to Home Depot stores nationwide.
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SNAVELY ADDS TREX IN DENVER TO BECOME BRAND EXCLUSIVE
Snavely Forest Products has expanded distribution of Trex railing to its Denver, Co., and now carries Trex decking and railing—and only Trex—at all eight of its locations.
The distributor had already been selling Trex in Dallas, Houston and Gonzales, Tx.; Oklahoma City, Ok.; Pittsburgh, Pa.; Liberty, N.C.; and Westminster, Md.
“It is a very exciting time to be affiliated with Trex,” said Clark Spitzer, president of Snavely Forest Products. “Not only do they engineer the industry’s top-selling composite decking, but they now have a comprehensive railing portfolio with quality options for every backyard and budget. This allows us to streamline our railing suppliers down to one, which makes things a lot easier for us, our sales team and our customers.”
As the channel prepares for 2025, Trex is rolling out an expanded railing lineup designed to mirror its industry-leading decking portfolio with styles and materials for every project, preference and price point.
Among the latest Trex railing additions are new steel, aluminum, and cable and glass systems, along with enhancements to the Select composite railing system, designed to offer homeowners more choices beyond competitive PVC vinyl railing and wood railing.
“Our expanded railing offerings proved to be compelling to the team at Snavely, specifically the new Trex Select T-Rail system, which offers a vinyl railing alternative with the enhanced benefits of composite,” explained Bret Martz, vice president of North American
professional sales for Trex. “Combined with the new competitively priced railing systems that have been added to the Trex line, our channel partners can now compete aggressively in each major railing category by making the improved aesthetics and performance of Trex available to a wider range of homeowners. Savvy distributors like Snavely recognize the sales potential of these products as well as the advantages of working with one comprehensive decking and railing resource.”
“Our strategy for success has always been to align with the best suppliers in the industry,” added Spitzer. “This expansion and our deepened partnership with Trex are testaments to the success we have experienced and our shared focus on a future we’re ready to shape together.”
Trex products are sold through more than 6,700 retail outlets across six continents.
WESTLAKE ACE EXPANDS IN THE OC
Westlake Ace Hardware has signed an agreement to open a new store in Rancho Santa Margarita, Ca. Ace Hardware of Rancho Santa Margarita will be Westlake Ace’s second location in Orange County; its first, in Placentia, opened in July.
The new store will feature approximately 18,000 sq. ft. of retail space. Renovations to the space will start in early 2025, with an opening in summer 2025.
Westlake Ace currently owns and operates 19 California Ace Hardware locations, including nine in Southern California. In the works are locations in Agoura Hills and Mission Hills, Ca.
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COLLINS MARKS ANNIVERSARY OF HISTORIC FOREST RESTORATION DEAL
Collins and the U.S. Forest Service joined forces last year in a first-of-its-kind collaboration. This partnership between Collins and the Fremont-Winema National Forest (Fre-Win) is a remarkable example of collaboration to address the aftermath of the devastating Cougar Peak Fire, which in 2021 burned over 90,000 acres in south-central Oregon’s Lake County. The blaze inflicted huge damage across 59,000 acres of the Fre-Win area and 22,000 acres of the Collins Lakeview Forest.
The Master Stewardship Agreement, established in September 2023, is aimed at reforesting a large portion of public land devastated by the Cougar Peak Fire. Collins, having experienced significant forestland loss in wildfires in Oregon and California, has developed a deep understanding of post-fire recovery and reforestation. By partnering with the Fre-Win, they have extended their expertise to help restore the burned areas.
The deal allows Collins an active role in managing the reforestation efforts on the Fre-Win, including clearing burned trees, managing vegetation, and planting seedlings. Collins has begun with the overseeing of land-clearing efforts on 11,000 acres of the National Forest in preparation for replanting in the coming years. This project could expand further with continued federal funding.
For Collins, the motivation behind this partnership goes beyond considerations of economic gains or securing future timber supply. According to Galen Smith, VP of resources, the initiative is driven by a commitment
to improving broader forest and community health. “By collaborating with the Forest Service, Collins is ensuring that forest restoration extends beyond its own property, reducing the risk of future wildfires and increasing forest resiliency across a wider area. This not only safeguards the company’s interests but also benefits the surrounding community of Lakeview and the region.”
Amy Markus, cohesive strategy coordinator for the Fremont-Winema National Forest, shared, “Allowing Collins to assist the Fremont-Winema with reforestation efforts on federal land brings a wealth of knowledge, experience, and added capacity. It is important that we’re approaching post-fire reforestation across federal and private ownerships to set up these landscapes for long-term resilience under changing climate.”
This partnership demonstrates the importance of coordinated efforts in managing forest ecosystems, especially as wildfire threats increase. By pooling resources and expertise, both private and public entities can have a greater impact on forest restoration and resilience. The involvement of Collins offers a model for how industrial landowners can play a crucial role in broader environmental stewardship, ensuring that forests continue to provide vital ecological, social, and economic benefits.
The Fre-Win National Forest occupies the heart of south-central Oregon, from the eastern slope of the Cascade Range to rugged desert landscapes. It is part of the largest Dark Sky Sanctuary in the world. Its 2.3 million acres of forest are pivotal to neighboring communities and their economies, while offering recreational opportunities, scenic vistas, and wild places.
HOME DEPOT HONORS MOST INNOVATIVE
NEW PRODUCTS
The Home Depot announced the winners of its annual Innovation Awards, recognizing products that have transformed the home improvement landscape. This year’s winners represent a cross-category array of innovations that have provided unparalleled benefits to both Pro and DIY customers.
The Overall Innovation Award went to Starlink Standard Kit, which “revolutionizes home connectivity by providing customers with high-speed, low-latency internet access in remote locations. The easy-to-install kits have everything needed to get online in minutes.”
First Runner Up was Milwaukee Forge Batteries and Super Charger with Second Runner Up going to Wago Leverlock Connectors.
Among products receiving honorable mentions were Milwaukee M18 FUEL Outdoor Power Tools, Henry Roof Guard Enhanced Acrylic Roof Coating, and Krosswood Doors Ready-to-Assemble Doors.
In addition to highlighting the most innovative products, Home Depot also honored Pratt Industries as Environmental Partner of the Year, Echo as Interconnected Partner of the Year, and Whirlpool as Marketing Partner of the Year.
Outstanding supplier partners in each merchandising category were also recognized as Partner of the Year:
• Appliances: GE
• Bath: Bemis
• Building Materials: Henry
• Electrical: Leviton
• Flooring: Columbia Aluminum Products
• Hardware: Hillman
• Kitchen: American Woodmark
• Lighting: King of Fans
• Lumber: Arauco
• Millwork: OrePac Building Products
• Outdoor Living & Cleaning: Libman
• Outdoor Garden: Seasonal Visions (SVI)
• Paint: Henkel
• Plumbing: Ashland Water Group
• Power Tools: TTI/Ryobi
• Storage: Kreate
OLS ACQUIRES NORCAL GARDEN SUPPLY DISTRIBUTOR
Outdoor Living Supply, a distribution platform with a focus on outdoor living products and solutions, has acquired Garden Supply Hardscapes, a full-service distributor of hardscape, natural stone, brick, lighting, bulk materials and other complementary landscape products to Northern California.
Founded in 1964 by the late Larry Riches, Garden Supply has earned a reputation for providing top-quality products and exemplary service throughout the Bay Area. The company currently employs 51 people and sells out of two locations in San Jose and San Carlos, Ca. Ken Riches will continue to lead Garden Supply’s dedicated employee base going forward, ensuring continuity and consistency for customers and supplier partners.
Brian Price, CEO of Outdoor Living Supply, said, “Garden Supply is a special business that we have long admired. Their team’s deep experience and commitment to their customers’ success aligns with our vision and growth strategy, making this an ideal partnership. I am thrilled to welcome this talented group to our OLS family of companies.”
“We chose Outdoor Living Supply because of their reputation for respecting the unique legacy of each of their local stores,” said Dennis Riches, co-owner of Garden Supply. “We are excited about the future and look forward to strengthening the relationships we have developed over these many years.”
Ken Riches, co-owner of Garden Supply, added, “We are confident that OLS is dedicated to investing in our business and our people, advancing our ability to provide the highest level of service and creating growth opportunities for our employees and loyal customers.”
Based in Franklin, Tn., Outdoor Living Supply is a distribution platform with a specific, differentiated focus on outdoor living products. Key verticals include hardscapes, outdoor living, landscape accessories, outdoor lighting, and bulk materials.
CLEAR ACRYLIC FLASHING
TYPAR has developed the industry’s first Clear Acrylic Flashing in response to evolving builders’ needs and emerging building code changes requiring better visibility of the nail and screw fin patterns on windows during window installations and inspections.
Unlike opaque alternatives, TYPAR Clear Acrylic Flashing is the only flashing on the market that allows the pattern on the window nailing fins to be completely visible upon installation, ensuring proper attachment and preventing costly callbacks. The transparency is achieved with an acrylic adhesive that is waterproof, self-healing and can be applied at temperatures down to 20°F. It has a split-release liner for easy film removal. It comes in 4”x75’, 6”x75’, 9”x75’, and 12”x75’ rolls.
TYPAR.COM (866) 972-3779
REMOTE-CONTROL LINE LASERS
DeWalt’s new USB Rechargeable Green Cross Line Laser (DCLE14201G) and Red Cross Line Laser (DCLE14201RB) are designed for accuracy and efficiency with fine adjustment, manual slope, and remote control functionality.
The new DCLEAUSBRC1 Bluetooth Remote Control is sold separately.
DEWALT.COM (800) 433-9258
SABERDRIVE DECK SCREW
Engineered with precision and designed for excellence, SaberDrive deck screws offer a seamless blend of strength, durability and ease of use, ensuring projects are completed to the highest standards.
The screws feature the workhorse XL1500 coating, a proprietary coating that’s been tested by the International Code Council and has been shown to exceed the protection offered by hot-dipped galvanized fasteners.
CONSTRUCTIONSCREWS.COM (800) 444-7313
SUPER-SPEEDY ROOFING NAILER
Milwaukee Tool introduces the fastest cordless coil roofing nailer on the market with the new M18 FUEL Coil Roofing Nailer.
By combining nitrogen air spring technology, a PowerState Brushless motor, and RedLink Intelligence, the nailer has rapid fire performance and can seat nails at firing rates of up to 6 nails per second and 1,100 nails per charge.
For increased versatility, an attachable vinyl siding tip gives users the ability to install vinyl siding.
MILWAUKEETOOL.COM (800) 729-3878
TUF-TRED®
OFFERING:
• Superior skid resistance
• Surface durability
• Weatherability
• Moisture resistance
• 4x8 panels, ¾" thick
• ADA Approved
Swanson Tuf-Tred is ideal for interior or exterior stair applications where skid-resistant surfaces are desirable.
FRT SIDING & DECKING
Arbor Wood Co. is partnering with SaferWood by Chemco, Inc. to offer thermally modified fire retardant-treated pine siding and decking through Intectural.
Combining Arbor Wood’s expertise in thermally modified wood with SaferWood’s advanced exterior fire retardant, the new line of wood siding and decking treated with Thermex-FR will initially feature Arbor Wood’s southern yellow pine species.
INTECTURAL.COM (877) 970-7877
RAINSCREEN HELPER
Knight Wall Systems has a new fastener to be used in conjunction with Knight’s CI and HCI systems to further aid in overcoming the challenges of thermal bridging and wind-driven rain.
Essentially a high-performance screw and thermal isolation tube, ANKIT’s wedge tip is expressly designed to aid the water resistive barrier’s ability to keep moisture from penetrating the envelope.
KNIGHTWALLSYSTEMS.COM (855) 597-9255
Hydro-Thermo Modification
LOAD UP, HOLD DOWN
Simpson Strong-Tie is adding a new high-strength solution for resisting tension loads in postpour, wood-to-concrete connections. The HTTH6.5 is the first nailed-down holdown to achieve a 6,500-lb. allowable load.
The single-piece tension tie has a four-fold seat to reduce deflection, tapered base to optimize strength, and optimal nailing pattern to reduce splitting at the end of the post.
STRONGTIE.COM (800) 999-5099
BRIGHTER SLIDES
Horton Automatics’ FlexBarn manual barn door system is now available with an optional sidelite to create a brighter feel.
Featuring ADA-compliant hardware, the trackless door opens and closes with a soft touch, making for medical offices, restrooms, offices and other spaces where a conventional swing door might block the flow of traffic.
It is built of structural solid core lumber, plastic laminate, or antimicrobial aluminum and glass.
HORTONACCESS.COM (361) 866-6624
WOOD-LOOK COLUMN WRAP
Versatex’s Versawrap PVC column-wrap system now comes in a range of realistic woodgrain finishes as well as the original solid white.
These finishes have been field-tested and proven on the popular Versatex Canvas Series of wood-toned mouldings, WP4 T&G profiles, and Stealth brand beadboard.
With Versawrap, one worker can snap a beautiful, weatherproof shell around an unfinished wooden post in just a few minutes, instead of cutting and fastening four mitered corners for every column.
VERSATEX.COM (724) 857-1111
QUIETER JOBSITE HANDLER
Designed for all-terrain and off-road use, JLG Industries’s new battery-powered E313 telehandler offers zero-emission and low-noise operation for moving materials around indoor construction, urban, residential and municipal projects.
With a 3,500-lb. maximum lift capacity, a 13’1” maximum lift height, 5’8” forward reach, and 9.3-mph travel speed, the telehandler provides all the advantages of an ultra-compact, electric-powered machine without sacrificing performance for loading and unloading trucks and flatbeds, moving materials around, or accessing work at height in single-story buildings.
JLG.COM (877) 554-5438
Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.
FirePro® brand re retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional re performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.
Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub- oors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
Attendance continued to rise for the West Coast Lumber & Building Material Association for its annual convention, held Oct. 9-11 at the Hyatt Regency Monterey Hotel & Spa in Monterey, Ca.
During the event, Ashby Lumber’s Emily Morgan received the President’s Award, CPA Vic Hausmaninger Associate of the Year Award, and Augie Venezia the Lifetime Achievement Award.
Right after, John Burns Research’s Matt Saunders
spoke on how to position your business for growth despite uneasy housing prospects. Saunders then moderated an industry leaders panel, featuring Weyerhaeuser’s Ross Theilen, LMC’s Paul Ryan, Pacific Coast Building Products’ Ryan Lucchetti, and Ashby’s Morgan.
On the final day, Sierra-Pacific forester Eric Wertz spoke on sustainable forestry management, followed by a session on reclaimed wood and a series of “TED-Style” talks on sales, marketing and workforce development.
on next page)
CONVENTION headliner [1] Matt Saunders (far left) moderated a panel with (l-r) Ryan Lucchetti, Emily Morgan, Paul Ryan, Ross Theilen. [2] Sierra-Pacific forestry presenter Eric Wertz. [3] Chris Lucchetti, Pat Zan, WCLBMA president Chris Fliener. [4] Liam Godfrey, Don Johnson. [5] Anthony Muck, Matt Endriss, Jordan Lynch. [6] Brooke Snyder, Linzie Reynolds. [7] Linda Liu, Tom Von Moos. [8] Kirk Travis, Troy Galvez. [9] Roz Pierce, Kristen Lockhart. [10] Jacqueline Palazzolo, Dan Delaney, Brian Bunt, Ana Ryan. [11] John & Renee Frankhouser. [12] Jason Schulze, Stephanie Barrios. [13] Sam Patti, Augie Venezia. [14] Miranda Wright, Charlene Valine, Ben O’Connor. (More photos
Photos
WCLBMA CONVENTIONEERS (continued): [15] Cami Waner, Lori Worthington, Dean Johnson, Joe LaBerge, Nathan Bucey, Ron Schneider. [16] Benjamin Buslach, Scott Murray. [17] Britt Bloodworth, Chris Gaylor, Phil Tachiki, Josh
Hamilton, Merritt Goodyear. [18] Willy Nelson, Marco Zuniga, Travis Lund. [19] Roxanne Celentano, Christine Taylor-Borne. [20] Joe LaBerge, Eric Pitner, Rick Deen. [21] Josh Stanford. [22] Vic Hausmaninger, Thom Wright.
SOUTHERN CALIFORNIA Hoo-Hoo Club #117 packed the Los Serranos County Club in Yorba Linda, Ca. with [1] a record 180 golfers for its annual Don Gregson Memorial Tournament on Oct. 4. [2] Elaine Tiraada, Sean Cummings, Jeni Salas. [3] Alex Guillen, Albert Guillen. [4] Gabe Asman, Mayra Perez, Michael Sorensen, Travis Sorensen. [5] Carlos Diaz, Marco Contreras, Erik
Villavicencio, Pedro Barajas. [6] Jesus Zavala, Louis Mendez, David Ortega, Tom Angel. [7] Alan Burke, Robert Davis, Jason Davis, Grant Vermillion. [8] Midho Sehic, Kevin Ulibarri, Lance Devol, Carlton Jennings. [9] Mando Nunez, Joe Lozano. [10] Rigo Vazquez, Rick Deen, Danny Andrea. [11] Rich Geary, Scott Fisher, Danny Sosa. (More photos on next two pages)
MORE GREGSON golfers (continued): [12] Luciano Ponce, Mike Solomon, Joey Madrigal, John Percin. [13] Don Young, Doug Snyder Sr., Justin Snyder, Doug Snyder. [14] Jeff Norihiro, Russ Rust, Frank Duran, John Seely. [15] Keith Hitchcock, Jaeson Fikse, Darryl Guzman, Shivang Chawla. [16] Jay Jones, Graham Dickens, Mike Bohnhoff, Justin Hall. [17] Nathan Wetter, Dan Reyes, Charlie Melkonian, Craig Crafton. [18] Tracey & Jim Gaither, Lee Belanger,
Byron Grabinger. [19] Steve Otto, Gabriel Espinoza, Carlos Tovar. [20] Ronnie Whiteley, Javier Medina, Bruce Samaklis, Alan Arbiso. [21] Jason Sumpter, Chris Johnson, Jared Stamper. [22] Chuck Casey, Jeremy Montana. [23] Shawn Knight, Chris Quezambra, Rich Porter, Ed Russell. [24] David Alcantar, Vince Millan, Miguel Valencia, Ivan Galvan. [25] Christian Rinaldi, Aaron Preske, Ray Dominguez, David Gudino. (More photos on next page)
[
SOUTHERN CAL Hoo-Hoo Club’s golf tournament (continued from previous pages) raised funds for the Wounded Warrior Project, Homes for Our Troops, and City of Hope. [26] Sandy Avery, Kay Seibold, Dave Wiest, DJ Wiest. [27] Bill Sandusky, Miguel Hernandez, Steve King, Matt LaTendresse. [28]
Damien Simpson, Dan May, Larry Christensen, Ryan Lauterborn
29] Sean Horan, Sean Horan, Joe Montoya, Aaron Horan. [30] Josh Coyne, Tyler Simpson, Cameron St. John, Roz Jennings [31] Lam, Grant Pearsall, Maui Martinez, Jackie Vega, Daniel Hines. [32] Bryan Callaway, Bob Mackay, Paul Braeger, Scott Laurence. [33] Marwan Salem, Michael Ochoa, Mason Flannery, Ryan Smith. [34] Brendan Roberts, Phil Fascetti, Jarome Garcia, Roy Lackey. [35] Chris Bunch, Stephanie Richardson, Garry Harlan, Kevin Bush. [36] Jim Gregson, Brian & Myriah Corwin, Jeff Kopsho. [37] Juan Guzman, Matt Fink, Joe Dressel, Ian Souza.
Photos by The Merchant Magazine
Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.
Greenbuild – Nov. 12-15, international conference, Pennsylvania Convention Center, Philadelphia, Pa.; www.greenbuildexpo.com.
National Association of Wholesaler-Distributors – Nov. 13-14, large companies executive roundtables, Dallas, Tx.; www.naw.org.
North American Wholesale Lumber Association – Nov. 13-15, Traders Market, Phoenix, Az.; www.nawla.org.
Salt Lake Home Expo – Nov. 15-17, Mountain America Expo Center, Salt Lake City, Ut.; www.saltlakehomeexpo.com.
Mesa Home Show – Nov. 16-17, Arizona Athletic Grounds, Queen Creek, Az.; www.ihomeshows.com.
Hawaii Forest Industry Association – Nov. 17-24, Hawaii’s Woodshow exhibition, Honolulu, Hi.; woodshow.hawaiiforest.org.
Southern California Hoo-Hoo Club – Dec. 11, holiday meeting/golf, Serranos Country Club, Chino, Ca.; www.hoohoo117.org.
Taiwan Construction & Building Show – Dec. 12-15, Taipei, Taiwan; taipeibex.com.tw.
MEMORIAM
Lorin Stanley Rydstrom, former executive with Forest City Trading, Portland, Or., passed away on Sept. 30 at the age of 74.
After graduating from the State University of New York College of Environmental Science & Forestry and
Syracuse University, Lorin moved to Chicago to begin his lumber career starting at Hines Lumber. A few years later, he moved to Portland and joined American International Forest Products, the first company of Forest City Trading Group. He remained with FCTG from 1974 until retiring 40 years later. During his time with the company, he was a trader at AIFP; VP at Tampa International, Tampa, Fl.; and beginning in 1983 spent three decades as the first president of Seaboard International Forest Products, Nashua, N.H.
In 2022, he was named New Hampshire Conservationist of the Year.
Gerald Joseph “Jerry” Zins, Sr., longtime Southern California lumber salesman, passed away on Aug. 13 at the age of 94.
Jerry’s career in lumber sales spanned over 50 years in the Los Angeles, Orange County, and Ventura County areas, working for such companies as Learned Lumber Co., Terry Lumber Co., Mullen Lumber Co., and Jones Lumber Co.
Nelson Davis, longtime employee of Ashland Lumber, Ashland, Or., passed away on Aug. 7, two days shy of his 74th birthday.
He worked for Copeland Lumber from 1988 to 1994, when he joined Ashland Lumber.
Russell Wells, 74, co-founder of Wellco Hardwoods, Colorado Springs, Co., died on July 19.
Russ graduated from the University of Northern Colorado in Greeley, Co. In 1976, he and his brother, Lynn, launched the custom hardwood lumber supplier.
Donald Leroy Duncan, 90, longtime salesman for CertainTeed, died on Oct. 9.
Don began his career as manager of Square Deal Lumber Co., Springfield, Oregon. He joined CertainTeed Roofing in sales in the early 1960s, working in California, Ohio, Texas, Georgia, Pennsylvania and ultimately Texas, where he retired.
FLASHBACK: LANGUAGE BARRIERS
SIXTY-ONE YEARS AGO, in November of 1963, The California Lumber Merchant noted the suddenly rising volume of lumber exports from the faraway land of Canada. With tongue in cheek, The Merchant asked N.R. Dusting, manager of the British Columbia Lumber Manufacturing Association, to share what it was like to try to sell wood around the world.
Dusting wrote:
Anywhere outside North America, “lumber” is the junk that pack-rats accumulate in their basements or attics. So, naturally, not wanting to ridicule
GEORGIA-PACIFIC hoped to increase distribution of its lumber and panel products by listing in The Merchant all of the sporting events in the fall of 1963 during which they would be running full-color TV commercials. As an incentive, any phone calls generated by the ads would be referred directly to the nearest G-P dealer.
our fine product by calling it garbage, we use the term “sawn timber” or, for short, “timber,” which applies in most other English-speaking countries. This immediately gives rise to confusion in our minds between “lumber” and “timber” and “timbers.”
To clarify, “timber,” meaning “standing timber,” one can always explain that this is the commodity you get logs from... this will serve only to mystify the British user more, because to him a “log” is a “timber,” if you follow me.
So, you try another tack. “Look here,” you say, “in Canada, we call any lumber ‘timber’ that is, that’s bigger than dimension: squares, baby squares, and that sort of thing.” He looks at you suspiciously and says wonderingly, “Are you serious? What’s this ’dimension’ business?”
“Oh,” you say, “that’s like 2x4’s.”
“2x4’s?” he says. “If you mean 4x2’s, we call that ‘scantling’.”
This conjures visions of a bikini-clad Brigitte Bardot on the beach at Cannes and you brighten visibly, and mutter, sotto voce, “Now we’re back to selling abroad again.”
“Boards,” he says, “surely we’re agreed on boards.”
At last, you think, we have reached “common” ground—except he prefers to call it “merchantable” ground.
“And talking of ‘merch’,” you suggest, “what’s the principal end-user for merch?”
“End-user?” he chokes a moment, embarrassed, until the penny drops; I mean until the light penetrates, “you presumably mean the ultimate consumer?” You hurriedly concur.
“Well,” he says, “Housing, I imagine;
Beveled redwood siding primed with penta-based Woodtox was promoted by Rockport Redwood Co. and its sales agent, Rounds Lumber Co., Cloverdale, Ca., on the cover of the November 1963 edition.
carcassing, sarking, cladding and so on.”
When you facetiously suggest that the cladding must go on the scantling’s carcass to keep her warm, your friend hurriedly heads you outside into his yard to have a look at the last parcel of West Coast blue-stained, scant sawn, poorly marked, badly trimmed, overpriced timber he has just bought.
Your lesson in terminology has given way to a lesson in gamesmanship.
In the same issue, The Merchant announced the launch of a brandnew trade association, Western Wood Moulding Producers, Inc.
Headed by manager Warren C. Jimerson and headquartered in Portland, Or., the new group sought “to promote the growth and success of the moulding and lumber manufacturing industries by assisting members to improve production methods and by establishing grade standards for lumber and moulding production.”
The association later expanded nationally, becoming the Wood Moulding & Millwork Producers Association, and materially, dropping the “Wood” and becoming today’s Moulding & Millwork Producers Association. MM
REDWOOD
Like the foods we buy, when it comes to decking, we want natural and real. Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.
Redwood Empire stocks several grades and sizing options of Redwood.
