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CONTENTS December 2017

Volume 96 n Number 12

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Features

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31 EWP BUYERS GUIDE

10 MARGIN BUILDERS

8 ACROSS THE BOARD 16 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 39 MOVERS & SHAKERS 40 NEW PRODUCTS 56 CLASSIFIED MARKETPLACE 56 IN MEMORIAM 56 ADVERTISERS INDEX 57 DATE BOOK 58 FLASHBACK

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5 MUST-FOLLOW MERCHANDISING AND STOCKING TIPS

12 MANAGEMENT TIPS

3 SURPRISING WAYS HACKERS STEAL DATA & 2 STRATEGIES TO PROTECT YOUR BUSINESS

14 SPECIAL FEATURE The

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LUMBERMEN’S HOLIDAY GIFT GUIDE

DECEMBER 2017

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26 NAWLA: THINKING AHEAD

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ACROSS the Board By Patrick Adams

What do we really know?

RECENTLY MADE a trip to Chicago for business. Our meeting was downtown in the client’s beautiful highrise office building overlooking the river. It took me back to my earlier days in corporate publishing in New York, where walking up to the building, talking to the receptionist, and walking through the floors, you felt like publishing was a serious business. On this trip, however, they “warned” me that they’ve adopted a new casual dress code and would likely be wearing jeans and to not bother getting dressed up. While walking through their offices, this change was obvious and clearly set a different tone. When asked why the change, they responded, “To try to make the company more appealing to Millennials….” Just a few weeks ago, I was up in the Northwest where a company relocated their entire corporate headquarters to the closest major city for the same reason because “Millennials don’t want to move to our city….” This comes as locally we “compete” with job openings that feature “yoga lunches,” “bean bag and game rooms,” and “Friday massage at your desk”—all to make things more appealing to Millennials. Yet another company I visited recently said they’ve resorted to hiring ex-convicts/work-release inmates because they’re easier to deal with and more reliable than trying to recruit Millennials. There is no doubt this magical generation that is the talk of the town does things a bit different. But didn’t they say that about the “Greatest Generation,” and the “hippies,” and, well, just about every generation that followed one that became old enough to utter the words, “I just don’t understand those kids…?” Do we really know what they “want?” Do they even know what they want? And, just for the record, I can honestly say that in my entire work history that started when I was 11 years old, never even once did an employer ask me what I wanted or what would make me more comfortable! Back in the “old days,” there was this guy named Maslow who came up with the theory of the “hierarchy of needs.” Bean bags and yoga were not on that list. Food, security, family and respect were kind of the backbone of what he claimed we “need” in order to live a happy and fulfilled life. In your 20s I suppose yoga and bean bags are important. But what about a bit later? In your 30s, well, the story goes that Millennials are still living with their parents at this age. So let’s move to the 40s….

At some point, the same thing will happen that has happened to every generation in history. The “carefree male” will meet his “dream girl.” For a while, living in that tiny house will be romantic and he will be the “dreamy rebel” that she always hoped for. However, once “little rebel #1” is born and “dream Mom” realizes that 350 sq. ft. doesn’t even hold a swing and Pack ’n Play, the command will be given that as men we all received at some point; “Go out, get a real job, and get us a house in a good school district.” At this point, the romantic notion that Millennials are “just different” will be over. They will look for a stable job, with benefits and begin thinking about schools, college and retirement. So, do we really know what they want and even if we did, is that what they’ll want in a few weeks, months or years? Ask my daughter what she wants and it will change by the minute! There is no doubt that our labor shortage is the industry’s number one crisis right now and it must be figured out. Together, we must figure out a way to reach out early and show the benefits of our great industry and attract those looking to work and have their true needs taken care of. Is it that Millennials are different, or is it that our recruiting and marketing strategies are not different enough from where they were generations ago? Are they different, or are we not different enough from who we used to be? Sooner or later, they will need serious jobs, but I have just one question; I wonder what we’ll do with all of those bean bag chairs??? “We cannot solve our problems with the same thinking we used when we created them.” ~ Albert Einstein

Patrick S. Adams Publisher/President padams@building-products.com

The Merchant Magazine

December 2017

Building-Products.com

MARGIN Builders By Cory Olson, Sakrete

5 must-follow stocking and merchandising tips W

HETHER IT’S A discussion about procurement strategy, seasonality of products, or simply educating sales staff on the products they are selling, we have a lot of discussions with our retail partners about our products. While there are many things store owners can do to increase sales and profits, it seems there are few that can affect sales year-round as dramatically as ensuring that items are properly displayed and merchandised. Here are a few things worth considering if you’re ready to make a few changes in your store.

Think seasonally. It’s unlikely that a customer will stop in to buy a bag of salt in the middle of summer or outdoor power equipment in the winter. Just as the seasons change, so do the needs of your customers. Thinking seasonally about the way you merchandise and stock products can go a long way in increasing sales. In addition to rotating displays to keep things fresh, consider using small dump bins or endcap displays to showcase in-season products. You can also try highlighting the new—or higher retail—product, but keep lower priced options nearby. If you’re skeptical, run a small test before making big changes. Testing new methods for merchandising is the only way to figure out what will work for your particular store. If you don’t have room for bins inside the store, you might try displaying pallets of bulky products on the sidewalk so that they are not over-

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DISPLAYING pallets of bulky products like concrete mix in front of your store can help make sure they’re not overlooked. (Photos courtesy of Sakrete)

looked. In the summer, you could display patio furniture and grills outside of the store. And, in the winter, you might stack pallets of tube sand or bags of salt near the entrance to the store. Turn store shelves into showrooms. Whether you are a large lumber and building materials dealer or a small to mid-sized remodeling and hardware store, there are always ways to turn your store shelves into minishowrooms. Try grouping products that are frequently used together to complete common projects. This can be done with endcaps, point-of-pur-

December 2017

chase displays in the front of the store or even outside on the sidewalk. For example, you can create a mini showroom on the sidewalk using patio furniture, rugs and grills. Product interaction breeds interest, and if you can capture a customer’s attention outside and draw them indoors, you don’t need to worry about showcasing seasonal items at the very front of the store. Just be sure to include pricing and aisle information on the sidewalk display for easy navigation in store. When it comes to in-store displays, simple steps can go a long way. Use Jhooks to display hardware or small accessories, and place tear pads with Building-Products.com

mail-in rebate information within reach of products. Use aisle violators to grab the customer’s attention and showcase new or on-sale items. Adding a pop of color to display shelves can also help to break up dullness and capture attention. It’s also important to talk with suppliers about the types of marketing collateral they provide. Continued conversations about the available point-of-purchase displays, in-store signage and even project ideas will help you sell additional product while strengthening your partnership with suppliers. Make navigating departments a breeze with in-store signage. When customers visit your store, they’re most often making purchase decisions based on an impending need. They likely have a project in mind—or perhaps are already in the middle of one—and need to find the right tools for the job. That’s why instore signage is as important as the name on the outside of your building. While standard aisle markers are important, they can quickly become table stakes when you’re competing with another store just down the street. Don’t be afraid to try creative tactics like floor graphics that provide an easy-to-read map of the entire store or oversized ceiling danglers to showcase departments around the store. Customers should be able to navigate the store in a matter of minutes, finding what they came there to buy and perhaps a few impulse items along the way.

Building-Products.com

MANY MANUFACTURERS will help train your sales staffs, such as Sakrete through its Concrete College program.

Don’t forget about impulse items. Chewing gum and lip balm can be high-margin items with a low cost-toentry for store patrons. But, don’t be afraid to think outside of the box when it comes to impulse items. Easy-to-use products like concrete crack filler, adhesives or even small seasonal décor items can make an impact when placed near the register. You might also find a gift card vendor who can help you incorporate a kiosk of gift cards near the register. In addition to cards for restaurants and online retailers, you can incorporate a gift card to your own store, aiding repeat visits.

Customer service is always key. No matter how well you show off products with signage, specific placement in store and fancy graphics, customer service is key. From the casual DIYer to the experienced craftsman, every customer is bound to have a question or need a helping hand at some point, and when this happens, a knowledgeable sales staff will be paramount to your success. Make sure that junior sales associates are given a proper onboarding experience. Go beyond showing them where products are in the store, and train them on the common uses of those products. For products like concrete, adhesives and lumber that have multiple product types with specific uses for each, you may even ask the manufacturer if they offer product training. It’s also important to make sure that sales associates are not kept behind the counter. Have floating sales reps roam the aisles to engage customers. Consider hiring former industry professionals who can add on-the-job experience and insights to consumers. – Cory Olson is senior VP of Sakrete of North America at Oldcastle, the original dry cement mix brand and a leader in concrete and concrete-related products and other top-quality building products. Reach him at cory.olson@oldcastle.com.

December 2017

The Merchant Magazine

MANAGEMENT Tips By Greg Mooney, DMSi

3 surprising ways

hackers steal data and 2 strategies to protect you

T ITS CORE ,

cyber security is a people issue. Viruses don’t magically appear in your company’s system. They get there because of things employees do (or don’t do), frequently without realizing it. Most people know the basic rules of cyber security: don’t open suspicious attachments, don’t click on suspicious links, don’t give your bank account to anyone claiming to be a Nigerian prince, etc. But there are other ways people expose their businesses to risk, many of which are routine, seemingly harmless actions. Risk 1: Traveling Devices Computer viruses spread kind of like human viruses. A cold virus spreads when a sick person comes into contact with a healthy person. When a computer virus gets into a network, it

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spreads into devices that connect to that network. If an infected device connects to other networks, the virus spreads again. This is why traveling devices such as laptops and USB thumb drives can be security risks. Laptops and thumb drives are routinely used outside your company’s secure network. Sales reps take their laptops on sales trips and customer visits. Managers save files on thumb drives, so they can continue working at home. And while most businesses have decent firewalls, the average home network has expired anti-virus software, weak passwords, and kids who download things they shouldn’t. In short, home networks are pretty vulnerable to malware. If a laptop or thumb drive picks up a virus and then goes back to the office, that virus can spread into the company network.

December 2017

Risk 2: Mobile Apps Mobile apps can legitimately improve productivity at work. With so many free options to choose from, people are building personal libraries of apps to track expenses, streamline their inboxes, and manage their passwords—all from their phones. While these apps are highly convenient, they can also make company information more vulnerable. Using outside apps for company business is like handing your wallet to a stranger. You have no control over how your information is used, stored, or protected. If anything happens to the app’s publisher, your information is up for grabs. For example, in June 2017, the password management app OneLogin was hacked, giving the criminals access to thousands of people’s user IDs and logins. When employees give third-parties access to their company email, financial data, and passwords, that information is less secure. Risk 3: Outdated Software New software isn’t always a huge priority for businesses. “I know the program is 10 years old,” the thinking goes, “but it still works. Why should we pay for something new?” The current generation of software programs aren’t just faster and better, they’re also more secure. Older software is often full of well-known security holes, which makes businesses running these programs attractive targets for hackers. For example, the WannaCry virus Building-Products.com

exploited a weakness in Microsoft Windows 7, an old operating system from 2009. Computers with the most current version of Windows were not vulnerable to the virus. To be fair, newer software also has security flaws. New products, however, are routinely updated with security patches to repair the holes. Here’s the catch: in order for the patches to work, end users have to install them. And end users, it turns out, aren’t great about installing updates. The Equifax hack was traced to a known security flaw in a common web program. Even though Equifax was alerted to the issue, they waited months before taking action, giving hackers plenty of time to work. Had the company been more proactive, they may have been able to prevent the entire fiasco.

Two Ways to Improve Security Viruses, hackers, and software patches are all technology issues. But taking a laptop home, using outside apps, and ignoring security updates are all people issues. If you really want to improve cyber security, you need to address human behavior. (And, because humans aren’t perfect, you need a contingency plan.) Create a Cyber-Security Policy A cyber security policy is more than telling employees they can’t look at Facebook. It’s a proactive plan for how the business will protect its network and respond to security breaches. Some things the policy might include are: • security programs the business will use • processes for updating and maintaining those programs • roles and ownership of these processes • policies regarding user access and permissions • policies for sharing information with third-parties (e.g. payment processors) • employee training programs • communication plans for security issues The policy should also include an employee-specific section explaininghow the policy affects them. This might include rules regarding the following: • use of outside devices and web apps • managing and updating passwords • handling sensitive information (e.g. customer credit cards) • appropriate internet usage • reporting security incidents • consequences for violating the policies While documenting your policy is important, documentation alone won’t lead to change. You need to actively engage with employees around this subject. Have educational sessions about cyber security. Explain the different ways hackers may attempt to attack your business, and teach employees to identify suspicious messages. (This is useful knowledge for their personal lives as well!) Describe the changes the company is making to improve security, and their role in these changes.

have physical control over their technology because it feels safer. But private servers are actually the riskier option (unless you also have a full-time cyber security team). Keeping your data on a private server is like keeping your money in a shoebox. It’s physically in your possession, but if a criminal breaks into your home, the shoebox is easy to steal. Using the cloud, on the other hand, is like keeping your money at a bank. You still have access to the money, but if a thief breaks into your home, there’s nothing for him to steal. So, what’s to keep viruses from getting into the “bank?” In a word, resources. Cyber security is expensive, which is why most businesses only have the basics. Data centers, however, invest heavily in sophisticated security tools and anti-virus software. They also provide 24/7 monitoring by cyber-security experts who constantly walk the (virtual) perimeter, checking for weaknesses and suspicious activity. Let’s go back to the shoebox vs. bank analogy. Your only way of protecting that shoebox is to lock your front door. The bank, on the other hand, has locks on the door, cameras in the ceiling, and German shepherds patrolling the lobby. Cyber security can seem overwhelming, especially if you don’t have a technology background. But when you approach it as a people issue, it’s a feasible project for any business to tackle. – Greg Mooney is the director of Systems Engineering for DMSi Software. He has over 20 years of experience in systems administration, engineering, and data center architecture.

Change Your Infrastructure Changing employee behavior is important, but there’s no way to make any system 100% human-proof. People will make mistakes. This is why the second course of action is changing your infrastructure. More specifically, stop using an in-house server and move your data to the cloud. Using the cloud won’t stop employees from opening a corrupt file, but it does protect your data in the event a breach happens. A lot of businesses don’t trust the cloud. They want to Building-Products.com

December 2017

The Merchant Magazine

2017 Holiday Gift Guide

SPECIAL Feature By Stephanie Ornelas

Gift ideas for that special lumberman B

LESS A SPECIAL friend or colleague with one of these unique findings. From Man Crates and specialized wooden greeting cards to flower-shaped outdoor speakers, these gifts are sure to put a smile on anyone’s face, especially folks in the wood products industry.

Keep Them on Track Help your associates keep track of their keys, bags or anything else you can think of with Tile Mate, a tiny Bluetooth tracker that easily attaches to just about anything. To find anything you put a Tile on, just open the app or ring it if it’s nearby. Or, log into Tile’s website to find it on a map or make it ring. WWW.THETILEAPP.COM

$25.00 - $130.00

Convenient Cup Holders The Couch Coaster is the ultimate drink holder to support all your favorite beverages—hot or cold—by securely grasping the arm of your sofa, couch, armchair or recliner (fabric or leather). The coaster is an ideal alternative to coffee tables. It’s also great to store phones, remotes and more. WWW.COUCHCOASTERS.COM

$19.99

Mobile Cafe Perfect for that lumberman who’s always on the go, Minipresso GR is a portable espresso machine that’s compact, lightweight and versatile. You can use any variety of coffee bean/roast, which will give you more flexibility in trying new flavors. WWW.WACACO.COM

$49.99 - $99.99

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December 2017

2017 Holiday Gift Guide

Man Crates Perfect for anyone who enjoys a cold drink or some salty snacks, Man Crates feature an assortment of munchies, spirits, game-day décor and other gifts. The crates can be customized to have any treats or gifts that fit best to each recipient’s liking. Have it shipped in time for the holidays, but make sure your loved one has the right tools—they’ll have to break it open first. WWW.MANCRATES.COM

$49.99 - $99.99

Outdoor Decor Help your colleagues and clients enliven their outdoors with the Regal Wireless Speaker Flower Stake. It features a built-in speaker for a Bluetooth compatible phone, and can play music outdoors. The speaker is waterproof, and the wireless transmission has up to a 30ft. range. Quality sound plays for up to six hours. WWW.JET.COM

$71.99

Rack & Roll Gift the bike rider in your life with Parax’s D-rack, a convenient, stylish way to hang up a bike, blocked by a chic Kebony thermally modified wood panel. The rack is compact and made of premium-quality and durable materials. It can also be customized so that its color scheme matches its style. To protect the frame of the bike when it’s placed on the rack, the edges are shielded using a silicone strip. WWW.ALWAYSRIDING.COM

$75.00 - $100.00

Wooden Greetings Sometimes all it takes is just a few words. Make those words more memorable (and industry appropriate!) with specialty wooden cards by WoodSnap. You can put your own personalized message on the card along with a photo. The cards can be used as invitations, business cards, thank you cards, gift certificates, and more. WWW.WOODSNAP.COM

Price Varies

Building-Products.com

December 2017

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COMPETITIVE Intelligence By Carla Waldemar

Kruse control B

RIAN HODGE IS NO longer qualified for the first job he held in his dad’s yard, Kruse Lumber, of Rochester, Mn. At age 14, as the youngest, skinniest soul on the site, he was delegated to climb atop the railroad cars delivering redwood and pine and toss the boards down, one by one. Brian’s added a few inches and pounds since those days, so scrambling is no longer on his list of duties. But on the way to becoming president, darn near everything else has been. And that’s fine, he says, because, fighting the silver-spoon image of the boss’s kid, he was handed every job in the place, starting with the broom. He worked summers during high school, returned after college, then spent the past 41 years starting off in the warehouse, then the retail floor, on to marketing/advertising and sales, then assistant store manager, manager, and GM before assuming the president’s chair in 1994 as his father, who died that year, had eased his way out. Not always willingly. “Dad’s style was, ‘Nothing’s handed to you: You work for what you get.’ Which was a blessing,” Brian now declares, after having served in nearly every spot on the payroll on his way up. The company actually was launched back in the horse-and-buggy days of 1915 by H.J. Kruse, who relocated to Rochester after gaining a favorable impression of the city during a Mayo Clinic visit. Various owners followed, culminating in Brian’s father, Harold. What never changed, however, was what Brian identifies as “the good work ethic. The promise that we would provide our customers a fair deal.” Did he always get a fair deal, him-

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“KRUSE KRU,” headed by owner Brian Hodge (fifth from left), has always been service-driven.

self? Sometimes it took a little persuasion. “For a long time, Dad wouldn’t let go; it wasn’t easy for him to do. He micro-managed. He couldn’t grasp that younger people needed the chance to take on responsibility and be accountable. “An opportunity came up in 2009 to take on extra business, but we needed a couple of things to be able to get it. I talked to him about it, and it was ‘Absolutely no!’ We had some words. So I spoke to our accountant: ‘I need to manage, or get out.’ ‘Wait, wait, I’ll talk to your dad,’ he offered. And Dad conceded: ‘You’re right. You need to make decisions.’” So Brian did just that. “It was the dumbest mistake I ever made. It didn’t pan out. It gained us lots of business, but at much lower margins. It was a learning experience,” he can laugh today. “Fundamentally,” he’s learned, “we simply need to stick to our mission of

December 2017

providing lots of value—to be very service-driven. Our customers expect high-quality products and lots of service. They have confidence that, if anything happens—if a product fails—we stand with them to resolve the issue. And not only product replacement, but, what’s less common: money toward the labor, too.” Kruse’s business is almost entirely with the pros—contractors building custom homes, remodeling them, and those involved with commercial projects. That business decision was made in the face of two existing Menards and an inkling that other big boxes were ready to pounce on secondary markets, such as Rochester. “We could try to be everything to everybody, or concentrate on serving the pros vs. walk-in trade. So we took ourselves out of retail, allying with LMC for commodity products—a nobrainer for us.” Risky? Not really. “We never had Building-Products.com

any commercial accounts until five years ago, but then we had an opportunity to hire a person who came to us with very good relationships with the supes and foremen. He’s doing a bang-up job.” A reminder, readers: Rochester isn’t your typical 100,000-population city. Diversity isn’t a big factor. It’s actually a company town (well, two big-deal companies)—Mayo Clinic and IBM—with a huge white-collar presence. “That’s a big market for us,” says Brian, “and it’s not nearly as upand-down,” buffeted by the economy, as many. The doctors and fellows at Mayo build anything from $300,000 to $2.5 million homes, he reports, all via the same high quality of builder, who take pride in what they do (remodelers, too). And that,” he declares, “is our market: large custom homes and large remodeling jobs.” The problem, in his view, is with land—or the lack of it available for development, to be exact. Before the downturn in the early 2000s, lots were snapped up, but then remained undeveloped during the drop. “So there are no large tracts available now; they’re too fragmented: maybe 20, 30, 40 homes.” But a bigger problem looms, and that’s the labor force. Again, the lack of it. “Our industry needs to do a better job of getting across what we do, to bring Millennials in. We need to start promoting ourselves as more attractive, to support jobsite development, new home construction. To take pride in providing people with their new homes. “But,” he laments, “our industry is old school, slow to change. Today those 20, 30-year olds have never swung a hammer. Yet, they have certain expertise: in sales, in marketing. They lean on the Internet to discover what’s got the bells and whistles. We simply have to do a better job.” Why do Kruse’s customers stay loyal? It’s back to that all-important labor force. “When you look at providing service, it comes down to the quality of our people. People who are hard-working, decent, full of integrity. People who want to help you and stand behind you. That”—he declares—“is what Kruse is.” After all, he continues, “If you do, or sell, something unique, other independents are quick to pick up on it. So the difference between us and other yards is the quality of our people and Building-Products.com

the quality of our products. We sell only the highest grade of lumber (which actually saves the builder time and money in the end). We could offer, say, inexpensive doors, but we stock better product. Others say they’ll build you a $250,000 house, but that means reining in the costs, and those builders buy [products] accordingly. “Here, we treat every day as the first day, proving ourselves over and over again.” And the way to get across the message is by example. “When something comes up—if there’s an improper install that’s out of our con-

trol—if the builder has to absorb it, we say, ‘Let’s help him out.’ I hear, ‘We never used to do that,’ so I tell them, ‘Now we do.’ I hear, ‘Brian, you don’t have to,’ but I say ‘We’re in it for the long run.’” To stay in the game requires marketing, of course. And social media plays a part. “Facebook is our primary tool, along with LinkedIn and Instagram. This year, we hired a young man who knows the stuff, to create excitement and keep it going. Maybe it doesn’t reach our older pros, but there’s more action from the

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December 2017

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CENTURY-OLD Kruse Lumber, Rochester, Mn., has always believed in jobsite service (at left, 1949; at right, present day).

younger carpenters and trimmers.” Kruse also keeps its message fresh vthrough contractor breakfasts. (Brian tried lunches, feeling the mid-day break would be popular, but no; the pros made their early AM preference clear.) The next will be hosted by LP to introduce its new Legacy subflooring. Kruse also participates in LMC roundtables, from which Brian came away with new respect for OTIF delivery. “We now have meetings about the metric: on-time, based on what we promised, and we’re hitting 95%, company-wide: purchasing and sales as well

as delivery trucks. We use this as a strong selling tool.” Did the recession leave an impact on this white-collar town? Yes, it did. “But we’ve always been conservative here at Kruse. In 2002-2003, people urged us, ‘Get bigger! A second yard!’ but I told them, ‘No, not until I get this operation running the right way. I don’t need to add any more problems.’ “Then, during the downturn, the chains left. It was a little scary, but we rode it out. Today, it’s just family-owned independents, and we each have a different customer base.”

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Wholesale Industrial Lumber • Pine • Plywood Remodeling helps, too. “People are very much into it, as they look at the high cost of building today—the high cost of materials, development, fees. Instead, it’s ‘I like where I live.’ The classic older homes. Remodelers like that they can work in just a certain quarter of the city, not have to move around, for when they’re out there, a neighbor will come over and say, ‘Let’s talk.’” The town that Mayo built is getting an enormous boost as the venerable clinic expands big time, in a 20-year, $6billion initiative involving the state as well as the clinic itself. The challenge, as Brian sees it, will be to provide affordable housing for the 30,000 jobs it adds. “You still have to bring people in and house them. “We’re getting involved in the project as much as we can, going to meetings and dinners,” because he knows it pays off. Reversing the phrase about “…it’s who you know,” Brian states, “It’s who knows you.” Twenty years: Who’ll be running the outfit in that distant future, Brian? “I have two sons in the company—one in inside sales and the other as distribution manager. But”—he emphasizes—“in today’s market, it takes a collective group to bring a company forward, not one or two individuals, like back when I had that opportunity. So, our two boys, sure, and give them as many experiences here as possible to assure a well-rounded future.” But Brian’s wisely thinking even broader. “I formed an executive committee (six members, including my sons) to take the next leap. I want them to look at the big picture five, ten years out: Where and how is Kruse’s market changing? Talk, discuss it, put some things in place. We have the advantage of being a smaller, middlesize company, so we can move fast, be nimble, not wait around to check in with corporate. I’m happy to be on the sidelines, a consultant. I want these six to get excited—‘Brian’s allowing us to do different things!’—and find those opportunities. New blood.” Carla Waldemar cwaldemar@comcast.net Building-Products.com

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December 2017

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OLSEN On Sales By James Olsen

Prepare to win T

between Master Sellers and the rest is their relationship with preparation. Master Sellers are fanatical about preparation, while “the rest” do all best to do as little preparation—faking it—as possible. We are in a Pareto Principle business. Eighty percent of the business in our market goes to 20% of the sellers. Those who prepare to win get 80%, the rest prepare to lose. The “hard way”—taking the time, energy and focus to prepare our (sales) life, career, year, month, week, day AND each individual call—IS the winning way. The “easy way”—winging it—may seem easy in the short term, but in the medium and long term, it is the loser’s way. Winging it will beat preparation once in a while (20%?), but never over the long haul. HE BIGGEST DIFFERENCE

The Purpose of My Call We need to be clear what we are going to accomplish on each call. This is as simple as writing three to five bullet points: • Offer 2x4 92 5/8” for two weeks shipment out of ABC @ $350. • Reasons to buy: (1) Market is strong. (2) Shipment works with customer’s inventory turn. (3) Likes stock. • Be ready to overcome objections. • Ask for the order more than once. • Ask Questions and shhhhh…. Many sellers get “beat-around-the-bush-itis.” Don’t be one of them. Small talk is important, but when it is finished, get to the point. Master Sellers are clear and direct in their communication. They are comfortable shifting from small talk to business, from business details to money, and from money to asking for the order. When we are not prepared the customer senses it and will take control of the call; 90% of the time turning us into a quoting/shopping service. The seller will have no control on any call. Each call will be different, thus impossible to prepare for. These are frustrating calls that lead to frustrating days, careers and results.

Getting Close Is Not Closing An office wholesaler should be ready and able to close on eight products (minimum) in 10 states at all times. A distribution seller should be ready to close on eight products (minimum) in their market area. When we call our customer we should be ready to close them on all of the items,

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they buy from us. Most sellers can’t. Most are ready to get close, but not to close. That’s the 80/20 difference. That is why Master Sellers make four times what “the rest” make.

What Happens When We’re Not Prepared When we show up unprepared what we’re saying is, “I don’t care about you. All I care about is the order. I’m lazy. Will you do my job for me and tell me what you want to buy, specs and all, and what you’re willing to pay for it?” This attitude puts customers in a negative frame of mind on this call and on all calls with this “seller.” This “seller” will get treated poorly by customers.

What Happens When We Are Prepared We stand out because, happily, most of our competitors don’t prepare. Our customers will recognize our preparation immediately and treat us as a partner. There will still be challenges, but they’ll be partner (not pest) challenges. Customers will listen to us. This may seem simple, but many sellers cannot get their customers to come to the phone, much less listen to them when they do get them on the phone. Why? Because they are not promotional partners. When we prepare a promotional, idea-filled, purposeful call for our customers, they will feel it and listen. Customers will take us into their rotation of suppliers faster. Master Sellers lose customers just like their struggling counterparts. How come their numbers never go down? Their approach stands out. It inspires confidence. They take much less time to “break into” accounts than non-prepared competitors. We become the number one supplier. Customers will buy from (see: pick-off when cheap) sellers they get along with, but only the seller who can make the customer feel that they are more prepared than the customer, will become the number one, dominant supplier. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit By Alex Goldfayn

You already know what to do T

HERE ’ S NOTHING

in this article that you don’t already know. Now, please continue reading anyway, because I promise that it will be worth your while. You already know what to do. You’re a professional salesperson. Or manager. Or owner. You don’t need me to tell you, for example, that testimonials and referrals are among the best ways we have to grow our business, right? You don’t need me to tell you that if you called more customers and prospects, you would sell more. You know that you should ask for the business more. Like, every time you talk to a customer. You know you should tell your customers about what else they can buy from you. And you know that the more you communicate with customers and prospects, the more they will buy. But knowing is quite different than doing, isn’t it? We know a lot of things we don’t do. We know drinking alcohol isn’t good for us, and yet many of us have some drinks. We know that eating dessert isn’t great for our health. We know we should keep a neat and tidy workplace. We know we should workout first thing in the morning. (I go to the coffeemaker.) We know we shouldn’t yell at our kids. But knowing it is very different than doing it. I know you know. But knowing doesn’t make you more money. Doing does. We need to start doing the things we know we should be doing. So, why don’t we? Why do we avoid the things we know will make us more money in this work? Because we are busy. Our days are reactive. The phone rings, we answer it, and there’s a customer on the other end of the line. The customer either needs something or has a problem. We must resolve the issue. It’s our job. We hang up. The phone rings again. We blink and it’s 4 p.m. and it’s time to go home. There’s no time to do the things we know we should do. There is only time to respond to customers. Because we are not proactive. A day of answering calls and dealing with urgent issues is a reactive day. These things that we know—that we should proactively call customers and prospects; that we should ask for the business; that we should ask for referrals—these are proactive actions. We must make time for them. Because we don’t make a plan. The key to doing proactive work is to plan it. And then to do it in short bursts.

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How long does it take to say “should we write it up,” or “when would you like this order?” Not long, right? We need repeated short bursts, but daily. Because we are not held accountable. Accountability is one of the greatest and most difficuilt-to-implement factors for sales growth. Owners have a hard time with it. Managers have a hard time with it. And salespeople don’t like it instinctually— even though we like the results (more money!) a whole lot. Because we are not recognized for success. The science shows us that recognition is more effective for motivating new behaviors than money. Being told “great work, thank you, and congratulations” in front of our peers is totally motivating. And it has the added and important value of causing those not being recognized to aspire to be next. Paying somebody a financial bonus in private doesn’t do that. So if you want to start doing things that you know you should be—like consistently and systematically calling customers and prospects more; and asking for referrals; and asking for the business; and sending hand written notes; and following up on quotes and proposals—the first thing you should do is make a plan to do so. What will you do? And when? And then, track your results. How did these actions go? What happened? And then show your completed plan and results to somebody who is expecting it. This is the accountability piece. Tell your supervisor—or your spouse—that you need them to be comfortable asking you about your plan if you do not show it to them. Identify the wins with them. Discuss it. Celebrate the successes. Soon, you’ll find yourself habitually doing the things you know you should be doing. And your customers will thank you with their money.

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

TRANSFORMING Teams By Charlotte White

Year-end bonuses and reviews T

upon us, and for many employers, this means bonuses and performance reviews. While both activities may seem harmless—even positive—handled improperly, they become legal landmines. So, how do you handle these year-end rituals without exposing the organization to unnecessary risk? HE HOLIDAYS ARE

Bonuses Year-end bonuses, especially when unexpected, are arguably one of the most appreciated gestures organizations do for their employees. So, where’s the harm in that? It’s not necessarily the bonus itself that creates the potential for liability; rather, it’s the process of determining who gets one and how much. Simply put, the less subjective the criteria, the better. Amounts that appear arbitrary from one employee to the next or unrelated to anything employees can understand open the door for claims of discrimination and favoritism, particularly when it appears members of a protected class (age, race, sex, etc.) receive lower amounts than others. The following are best practices for creating a bonus system free of discriminatory bias that employees are more likely to trust. • Criteria should be objective and measurable, such as documented productivity or pre-set performance standards. Any reductions in bonus amounts should be documented with legitimate and quantifiable data. • Be mindful of when absences and/or a correlating reduction in productivity that result in a lower bonus may be viewed as retaliation for exercising a legal right, such as the Family & Medical Leave Act or the Americans with Disabilities Act. Criteria impacted by these things should

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December 2017

be documented with extra due diligence. • Ensure bonus amounts, particularly those rooted in discretionary criteria, are reflective of the employee’s performance reviews or issues with attendance or conduct. If an employee has been under disciplinary action, higher bonus amounts call into question the employer’s motives. • Managers involved in the process should be trained in issues surrounding discrimination, retaliation, and bias. • Carefully review bonus amounts for unintended effects, such as those in a protected class consistently receiving lower amounts. Even outcomes that are meant to be fair and neutral can result in illegal discrimination if the effect appears discriminatory or has a particularly negative impact on those in protected classes. • The entire process should be documented, and documentation used in calculations maintained. Any contractual obligations—explicit or implied—in employment agreements, company policies, etc., should be considered. As an aside, under the Fair Labor Standards Act, nondiscretionary bonuses must be included in non-exempt employees’ regular rate of pay when calculating overtime, whereas discretionary bonuses do not. Even holiday bonuses may be considered non-discretionary, depending on employee expectations of such bonuses and the criteria used for calculation. Employers should scrutinize their bonus structure to determine if it is non-discretionary.

Performance Appraisals The annual performance review is also a year-end ritual for many employers. Used as a basis for pay decisions, promotional opportunities, and disciplinary action, a poorly designed or executed performance management process is a hotbed of legal liability. So, what are some common risks in this process? • Assessing the person instead of the performance. Focus on definable activities and measurable results, not personal traits. • Infrequent or insufficient feedback. Feedback should be thorough, ongoing and in real-time. Formal performance reviews are merely one possible step in an effective performance management system. • Lack of facts or specifics. Relying on memory or using “I think” or “I feel” statements does not result in quality feedback that the employee can translate into action. • Not measuring the right things. Irrelevant factors or Building-Products.com

focusing solely on final output does not result in meaningful feedback that promotes growth and development. • Lack of manager accountability. Missed, late or sloppy reviews should not be tolerated. A manager’s performance review should address adherence of the process with his direct reports. • Lack of manager training. A manager who is not trained on how to measure and document performance is arguably the most dangerous element of the process. • Focusing only on problems and not solutions. Effective performance management means ensuring employees have the skills, knowledge and resources to succeed or correct deficiencies. • Misalignment. There should be clear correlations between the employee’s job, the goals of the department/ organization, what performance appraisals measure, and rewards.

Q. Our owner has always distributed year-end bonuses to his employees based on how he “feels” about their performance. It’s his favorite time of year, but I worry that he’s playing favorites. Should I be concerned? A. In a word, yes. Many business owners view distributing discretionary bonuses as a way of showing appreciation for their employees. The problem is these bonuses are often based on subjective “feelings,” which can often be found to be discriminatory. Instead, encourage your owner to stick to objective criteria for bonuses and to write a personal thankyou-note to his favorite employees instead.

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• Surprises or avoidance. An “official” review should merely formalize what the employee already knows and has been coached on throughout the year. Unexpected negative feedback calls the manager’s motives into question and erodes trust and morale. • One-way process or communication. Employees should be active in the goal-setting and review process, including a means of challenging an appraisal with which they disagree. While bonuses and raises are certainly the most familiar outcome of performance reviews and year-end activities, the importance of non-financial recognition cannot be overstated. Appreciation that is personalized and sincere goes a long way toward increasing loyalty and morale. A personal letter from the CEO, gift to the employee’s child or pet, or donation to a charity of the employee’s choosing are examples of thoughtful recognition that show you know your employees and appreciate what matters to them. Financial rewards fill financial needs, whereas these other types of recognition bring social and emotional satisfaction. Just be certain to always consult with your accounting team to determine the taxability of any rewards you are considering. Cash, or anything that could be construed as a cash equivalent is nearly always taxable, no matter how small the amount. Charlotte White Affinity HR Group, Inc. charlotte@affinityhrgroup.com

December 2017

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THINKING Ahead By Mark Saracco, NAWLA Executive Director

Forest Forever exhibit engages new generation NAWLA commits 10 years of financial support to traveling children’s museum

F YOU’RE READING

this magazine, it’s likely you have a good understanding of the forest products industry— our history, our processes, the practical use of wood products, sustainability, and the like. You know what responsible forest practices are, and you know the work we do to maintain healthy, robust products for generations to come. You know that our products are incorporated across nearly every corner of homes and businesses from coast to coast. You may also be acutely aware of misconceptions that exist in the public around forest product production and the impacts we have across our industry, our country, and the world. How many of us find ourselves regularly fighting an uphill battle to educate people about the benefits of responsible wood product manufacturing, and the positive impacts forest products have in everyday lives? We’re often left defending the very products that people use daily. We are constantly setting the record straight about how we harvest and reforest our products. The forest products industry has a longstanding, albeit inaccurate, reputation of clear cutting, and many kids

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

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December 2017

today are taught early on that cutting down trees is always, ALWAYS a bad idea. Why is it fine to harvest corn every season, but trees are somehow different? It’s not common knowledge that the forest products industry is, in fact, the biggest champion of sustainable forestry, period. Part of maintaining healthy forests includes acknowledging that managing the volume of trees in a region is paramount. Unfortunately, wildfires have become all too common in North America, yet there is no universal understanding of the need for this proactive forest management. It is our responsibility to educate people about all of these aspects of what we do, and why we do it. How better to address these concerns, than by educating the youngest generation? This year, NAWLA signed on as a 10-year supporting sponsor of a traveling children’s museum exhibit entitled “Forever Forest.” Open now through April 2018 at the Omaha Children’s Museum and then weaving its way to museums across the U.S. and Canada, this experience is intended to help families learn about the forest products lifecycle in a fun and interactive manner. Exploring the

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A Special Series from North American Wholesale Lumber Association

realities of forests through play, families learn about sustainability, selective harvesting, transportation needs, and the everyday products that come from forest product resources. The exhibit includes: • “Tree Top Climber,” a climbing structure and slide; • “Harvest Time,” which includes a kid-friendly grapple skidder and faux logs; • “Train Challenge,” a train modeled after a Union Pacific (the presenting sponsor of the exhibit) transport engine on which kids practice loading and unloading a train full of lumber and surprising tree products like chocolate, gum, and ping-pong balls; • “Train Transport,” a tabletop interactive display of the steps of forest product transportation from forest to sawmill to distribution yard to lumber store to factories; • “Sawmill Science,” educating children about how byproducts create energy to run sawmills; • “Wood Works,” a play home in which kids can select their preferred wood products to finish siding, moulding, and more. In addition to telling our story through interactive exhibit pieces, the exhibit travels with signage that provides additional avenues to explain our mission. Some signs explain careers in forestry, while others highlight the importance of forest management and reasons behind selective harvesting, and offer trivia such as the amount of trees planted in the U.S. for every tree harvested. The content of this exhibit was inspired by an educational outreach program developed by the Hardwood Forest Foundation (HFF) called Truth About Trees. Truth About Trees teaches children all about sustainable forestry and the everyday products that come from trees. It provides elementary school teachers with tiered lesson plans, a storybook, a DVD, a wood product school supply scavenger hunt, wooden pencils, stickers and flashcards featuring several everyday items made from trees. Teachers will have the option to replenish their kit year after year via hardwoodforest.org. Industry advocates can also sponsor teachers on the wish list via the HFF website. Mary Gronewold, a teacher who represents Truth About Trees, said, “This program is unique. Up until now, elementary school teachers have not had access to interactive curriculum that teaches not only what sustainable forestry is but also how it benefits our everyday lives.” When I asked NAWLA chairman Jim McGinnis about his thoughts regarding this investment, he said, “The mission of Forever Forest aligns directly with NAWLA’s goal of expanding the reach of the industry, and providing a path for younger generations to experience the many benefits of what this industry has to offer. We couldn’t have found a more deserving project of our investment.”

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TRAVELING CHILDREN’S museum allows kids to interact with the lumber and construction industry.

As Forever Forest moves to Missouri, Arkansas, Minnesota, Pennsylvania and beyond for its 30-city tour, each museum will put its local spin on the display—highlighting hardwoods or softwoods as relevant, or incorporating local industry into the experience. As was the case in Omaha, community members within the industry can play a vital role in creating a unique and localized experience for visitors. Omaha Children’s Museum executive director Lindy Hoyer said, “The Forever Forest exhibit develops fine and gross motor skills, encourages critical thinking, provides creative role playing opportunities, and fosters tactile enrichment, all while exposing kids to responsible forestry practices. We are proud to be part of the development of Forever Forest, and look forward to seeing its success across the country over the next decade.” Sponsors of Forever Forest include: presenting sponsor Union Pacific, supporting sponsor NAWLA, DMSI, Douglas County Nebraska, PLM, Boise Cascade Corp., Cascade Hardwood Group, Cole Hardwood Inc., WoodMizer, Purdue University, Koetter Woodworking Inc., National Hardwood Lumber Association, Hardwood Forest Foundation, Batey Ltd., and WMC. Forever Forest will be a road trip with tremendous impact. It is estimated that Forever Forest could reach as many as five million children over the course of its 10year tour. NAWLA is thrilled at the prospect of engaging a new generation in the forest products industry, and we look forward to sharing the stories with you.

December 2017

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Commerce Department Upholds Softwood Duties The U.S. Department of Commerce is finalizing antidumping duties and countervailing duties on softwood lumber imports from Canada to the U.S. Its decision must still be approved by the U.S. International Trade Commission, which is scheduled to make its final determinations by Dec. 18. Most Canadian firms will pay a combined AD/CVD rate of 20.83%, which is less than the preliminary combined rate of 26.75%. Separate rates will be paid by five companies that were directly involved in the investigation. Canfor will pay a combined 22.13%, J.D. Irving 9.92%, Resolute 17.9%, Tolko 22.07%, and West Fraser 23.76%. Canada responded by petitioning the U.S.’s North American Free Trade Agreement secretariat to have a panel review the rulings.

Idaho Forest Buys Stud Mill Idaho Forest Group, Coeur d’Alene, Id., has agreed to purchase Tricon Timber’s stud mill in St. Regis, Mt. The deal was expected to close by Dec. 1.

“The St. Regis sawmill acquisition supports our continued growth and will be an excellent strategic addition to our existing operations in northern Idaho,” said Erol Deren, IFG’s VP of sales & marketing.

Chain Adds 2 Independents Humboldt County, Ca., commerical growers supplier Dazey’s Supply has agreed to acquire two independent hardware stores—one in Medford, Or.; the other near McKinleyville, Ca. On Jan. 2, Dazey’s is set to take over 133-year-old Hubbard’s Home & Hardware Center, Medford, from longtime owner Bob Seus. Also in January, the chain reportedly will take possession of Willow Creek Hardware, Willow Creek, Ca. Adding 15 employees in Willow Creek and 30 in Medford will bring Dazey’s Supply’s total workforce to nearly 130 among the four locations. Dazey’s Supply operates a full service building center and lumberyard in Garberville, Ca., as well as selling windows and some other building materials from its headquarters site in Redway, Ca. In 2015, the chain converted to an ESOP when the owner retired.

SUPPLIER Briefs Holyoke Building Center , Holyoke, Co., was purchased Nov. 3 by Martin and Rosa Montelongo from Tom Wirges and renamed Holyoke Lumber (Christopher Colglazier, mgr.). Reno Lumber, Reno, Nv., has purchased 4.8 acres in Carson City, Nv., for a new location. SK Fingerjoint, Libby, Mt., was destroyed in a Nov. 5 blaze. IPS Corp., Compton, Ca., manufacturer of cements, adhesives, plumbing and roofing products, was bought by Sherman Capital Holdings LLC from Nautic Partners LLC, its owner for nearly three years. Smith & Fong, San Francisco, Ca., has completed an Environmental Product Declaration (EPD) and Life Cycle Assessment (LCA) for its bamboo plywood products, including LinearSound, Fractal, Reveal and other carved design panels. Allweather Wood , Loveland, Co., recently celebrated 10 years with no lost time injuries.

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The Merchant Magazine

WOOD DONE RIGHT

Engineered Wood Products | Studs & Timbers | Real Wood Siding | Softwood Plywood

Roseburg.com

800.245.1115

S P E C I A L F E AT U R E

2 Engineered 0 Wood Products 1 Buyers Guide 8 Glulam • I-Joist • SCL • Mass Timber • OSB

GLULAM Alamco Wood Products alamcowood.com (507) 373-1401 Alamco Glulam – Products include custom beams, treated beams. Species: Douglas fir, southern pine, western red cedar, Alaska cedar, Port Orford cedar. ___________________________

American Laminators americanlaminators.com (541) 836-2000 Fiber Reinforced Glulam Beams – Products include roof and truss members, marina planking, purlins, custom curve work, floor joists, columns and headers. Species: primarily Douglas fir and Alaskan cedar, but also southern pine and Port Orford cedar. Offers a full range of glulam types, appearances and sizes up to 16-1/4” wide x 72” deep x 130’ long. ___________________________

Anthony Forest Products anthonyforest.com (800) 856-2372 Power Beam – The 3-1/2” and 5-1/2” widths readily match 2x4 and 2x6 wall framing. Depths also match all joist, truss, LVL, PSL, and I-joist floor or roof framing. The 7” Power Beam (2800F) is for longer spans and heavier loading. Depths are available up to 28-7/8”. Anthony 2400F Glulam – Also offered in 3-1/2” and 5-1/2” widths and depths to match all joists, truss, LVL, PSL and I-joist floor or roof framing. Each piece is mechanically tested for Building-Products.com

Anthony Power Beam

strength and stiffness. Power Preserved Glulam (PPG) – The Power Preserved Column is treated for ground contact, which qualifies for AWPA use categories 4A, 4B and 4C for a severe deterioration zone. Standard sizes of 3-1/2”, 5-1/4”, and 6-3/4” widths are offered in Combination #50, which is #1 dense SYP lumber. Power Rated Glulam (PRG) – Anthony Forest Products’ PRG is desinged with full 3-1/2” and 5-1/2” widths at IJC depths for flush framing and is easily substitutable for LVL in most applications. ___________________________

Art Massif

Arizona Structural Laminators

Boise Cascade

azglulam.com (928) 333-5501 Full selection of stock beams, headers, custom beams, columns, heavy glulam, and timber trusses. ___________________________

artmassif.ca (418) 358-0712 Glulam beams from 14-3/8” wide to 43-11/16” high, in lengths up to 68’. ___________________________

Bingaman Lumber bingamanlumber.com (570) 374-1108 Hardwood Glulams – Species: cherry, Douglas fir, eastern white pine, hard maple, red oak, sapele, walnut, white ash, white oak. ___________________________

bc.com (951) 343-3000 Boise Glulam – Available in a variety of sizes for multiple applications. Widths range from 31/8” to 14-1/4” and depths from 6” to 48”, in lengths to 66’. Other sizes upon request. ___________________________

December 2017

The Merchant Magazine

GLULAM

Glulam

Boozer Beam

Goodfellow Inc.

Nordic Structures

boozerbeam.com (256) 237-2875 2.1E – A high-strength structural glulam beam that is made from the finest E-rated dense southern yellow pine lam stock and waterproof adhesives. Since it’s rated to be at least as strong and as stiff as is PSL and LVL and also ljoist compatible in all its dimensions, it can be seamlessly integrated into any engineered wood system. Available in widths of 3-1/2”, 5-1/4”, 5-1/2”, 7”, 7-1/4”; depths that are compatible with l-joists, conventional framing, and traditional glulam; and lengths up to 52’. ___________________________

goodfellowinc.com (800) 361-0625 Goodlam – Made of premium quality KD lumber. Species: spruce/pine, Alaskan yellow cedar, Port Orford cedar, Douglasfir/larch, CCA-treated southern pine. ___________________________

nordic.ca (866) 817-3418 Nordic Lam – Used for beams and headers, columns and posts, floor and roof joists, decking and arches. Widths from 38mm to 327mm (1-1/2” to 12-7/8”), depths to 2.4m (8’) , and lengths to 24.4m (80’). ___________________________

Gruen-Wald Engineered Laminates

Calvert Company calvertglulam.com (360) 693-0971 Curved Glulams – A variety of different types, including standard constant radius curve, Tudor arches/peak, and cambered glulams. Straight Glulams – All appearance grades available. Species: Douglas fir, Alaska yellow cedar. Other species upon request. Available in no camber, 3500’ radius, and 4500’ radius. GL300 IJC Glulam – Southern pine glulam core with LVL lamination. Design properties of 30F2.1E mean that GL3000 has an allowable bending stress of 3000 psi, which is 24% higher than conventional glulam, and a modulus of elasticity of 2,100,000 psi or about 17% higher than traditional glulam. ___________________________

DR Johnson drjlumber.com (541) 874-2231 Riddle Laminators division offers primarily stock beams in sizes up to 96’ long, 16” wide, and 60” deep. Industrial, Architectural and Premium grades. Species: Port Orford cedar. ___________________________

Frasier Wood Industries frasierwoodindustries.com (604) 898-1385 Edge Matched Glulam – To reduce the striped, inconsistent appearance of standard glulams, FraserWood starts with standard specified laminations for the core of the glulam, then edgeglues thick vertical grain strips of all heartwood onto the narrow faces of the core laminations using Purbond formaldehyde-free glue. Available in widths to 16”, depths to 36”, lengths to 45’. Species: white spruce, Douglas fir, western hemlock, red cedar, yellow cedar, Port Orford cedar. ___________________________

The Merchant Magazine

QB Corp.

gruen-wald.com (888) 338-8004 Products include stock beams, custom beams, treated beams. Species: southern pine, CCAtreated southern pine, spruce, pine, fir. ___________________________

qbcorp.com (208) 756-4248 Custom curves and tapers as well as production stock beams up to 20” wide, 108” deep, and 130’ long. ___________________________

GR Plume Company

Rigidply Rafters

grplume.com (360) 384-2800 Lamella – Utilizing several smaller timbers and gluing them into configurations designed for both size and appearance, the resulting structural members can be gargantuan in scope, while retaining their beauty and the grade of their component members. Kalolam – Manufactured by hand-sorting the lamstock for each structural member, keeping all sapwood away from the edges and face. Even minor color differences are accounted for during this process, and knots are not allowed to cross over between sections of lamstock. Lamstock can be joined together with long scarf joints (in place of the traditional fingerjoint), aiding in the color-matching process while retaining the necessary strength. Purforma – Hollow beams fabricated from sliced glulam slabs and veneered in a range of species. Bracing is typically added every 16” for additional stability. The result is a nonstructural member of very light weight that retains the substance and mass of heavy timber in appearance. Tetraleaf – The overlayment is generally 1/16” sliced or 3/16” sawn cabinet-grade veneer, applied to all exposed faces. The species of the glulam core and overlayment need not match. ___________________________

rigidply.com (717) 866-6581 Laminated beams are available in Industrial, Architectural and Premium Appearance grades. ___________________________

International Beams internationalbeams.com (844) 952-6872 IB Max-Core Glulam – Comprised of wood laminates of exact and uniform thickness, IB MaxCore Glulam offers superior strength for commercial and residential structures. Available in spring 2018. ___________________________

December 2017

Rosboro’s X-Beam

Rosboro rosboro.com (541) 746-8411 X-Beam – Rosboro X-Beam is 20–30% less expensive than LVL and up to 20% less expensive than LSL. The greater widths relative to conventional 3-1/8” and 5-1/8” glulam equate to increased load-carrying capacity (up to 12% for 3-1/2” and 7% for 5-1/2”). Treated X-Beam – Made from coastal region Douglas fir, Treated X-Beam is manufactured to match standard framing widths and IJC depths, and then is treated with Hi-Clear II, a clear wood preservative that leaves the beam an attractive honey-color. Widths: 3-1/2”, 51/2”. Depths: 9-1/2”, 11-7/8”, 14”, 16”, 18”. Big Beam DF – The full 3-1/2” and 5-1/2” widths make it ideal for wall framing while I-joist depths are compatible in EWP floor systems. Sizes: 3-1/2”, 5-1/2”, 7” wide; 9-1/4”, 9-1/2”, 11-1/4”, 11-7/8”, 14”, 16”, 18” deep. Custom Glulam – Rosboro’s custom plant can Building-Products.com

I-JOIST

Glulam, I-Joists manufacture beams up to 100’ long, 53” deep, and 14-1/4” wide. Cedar Glulam – Available in Architectural, industrial, Framing and Premium, this glulam species can also be specified with a rough sawn texture. Widths: 3-1/8”, 5-1/8”, 6-3/4”, 8-3/4”, 10-3/4”,12-1/4”, 14-1/4”. Lengths to 100’. ___________________________

Shelton Lam & Deck sheltonstructures.com (360) 740-1008 Manufactures glulams beams, as well as LockDeck, a structurally engineered product of two to five kiln-dried lumber laminations bonded together with an exterior waterproof adhesive to form glue-laminated decking. Species: Douglas fir, western and inland red cedar, Alaskan yellow cedar, ponderosa pine, alder. ___________________________

I-JOIST

Timber Technologies timber-technologies.com (866) 727-5625 Glue Laminated Beams – Available in Industrial or Architectural grade, in lengths up to 62’. 2400Fb 1.8E available in 3-1/4’, 5-1/4’, and 71/8’. Species: SPF, Douglas fir, SYP, Alaskan yellow cedar, western red cedar. Titan Timbers – Laminated columns for post frame construction. Available in lengths to 62’, 2400Fb 1.8E, in 3-1/4”, 5-1/4”, and 7-1/8”. ___________________________

Unalam unalam.com (607) 369-9341 Stock laminated beams in 3”x8-1/4”, 3”x9-5/8”, 3”x11”, 3”x12-3/8”, 3”x13-3/4”, 5”x5-1/2”, 5”x9-5/8”, 5”x11”, 5”x12-3/8”, 5”x13-3/4”, 5”x15-1/8”, 5”x16-1/2”, 5”x17-7/8”. ___________________________

Stark Truss

Western Archrib

starktruss.com (800) 933-2258 Perma-Straight – Perma-Straight columns are partially treated, laminated posts that are straighter, stronger and lighter than solid-sawn posts. They are designed specifically for the post-frame industry. The 6’ to 8’ bottom sections are treated with .60 CCA for protection from termites and fungi. ___________________________

westernarchrib.com (780) 465-9771 Glulam – CSA spruce and lodgepole pine made to the highest specifications and standards in a regularly inspected environment focused on quality. Widths: 3-1/8”, 5-1/8”, 6-7/8”, 8-1/2”, 10-3/8”, 12-3/8” and 14”. Depths: 4-1/2” to 84” (1-1/2” increments). Westlam – The next generation of structural glue-laminated timber, Westlam, pound for pound, is one of the most economical structural products on the market. Same sizes. IJC Westlam – Designed specifically to match the depth of I-joists used in residential and light commercial construction. Widths: 3-1/8”, 5-1/8”. Depths: 9-1/2”, 11-7/8”, 14”. ___________________________

Starwood Rafters starwoodrafters.com (888) 525-5878 Glulam Beams in Achitectural or Industrial grade, straight or curved. Variety of species, including Douglas fir, SYP, cedar and ponderosa pine. ___________________________

Structural Wood Systems glulamstructuralwood.com (334) 382-6534 Structural Glued Laminated Timber – Beams are available for spans exceeding 100’. Custom manufactured southern pine laminated timbers provide long, clear spans without intermediate supports eliminating false ceilings and other framing cover-ups. ___________________________

StructurLam structurlam.com (250) 492-8912 Glulam Plus – Can be manufactured in a wide range of shapes, sizes and configurations for application in a variety of structures. Species: Douglas fir. ___________________________ Building-Products.com

Western Wood Structures westernwoodstructures.com (503) 692-6900 Curved Glulam – Available in a wide variety of sizes and shapes. To facilitate shipping or pressure treating, peaked and cambered beams can be designed with loose haunches and/or moment splices. ___________________________

Zip-O-Laminators zipolog.com (541) 393-3300 Glued laminated timbers up to 115’ long. ___________________________

Boise Cascade bc.com (951) 343-3000 BCI Joists – Specially constructed I-joists with flanges made from Versa-Lam LVL with OSB webs and waterproof structural adhesives. AllJoist – The AllJoist series features solid-sawn flanges made largely from black spruce, proven web stock, and structural adhesives. They are designed to provide premium quality floor and roof systems that are priced competitively with traditional construction materials. Manufactured in eastern Canada, they are available throughout the Eastern U.S. Seven series: (2-1/2”) 140, 150, 20, 190 and (3-1/2”) 25 with deeper depths (3-1/2”) 25 and 30.

Boise Cascade’s AllJoist I-joist line

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Barrette Structural openjoisttriforce.com Open Joist TriForce – Joist containing an OSB panel of 34-1/8” adjustable up to 24”, so round holes can be drilled in the OSB panel and trimming is done on one side only. Offered in industry standard measurements of 9-1/”2, 11-7/8”, 14” and 16”. ___________________________

EACOM eacom.ca Power Joist – A high quality solid lumber flange I-joist, AEI40, AEI60, AEI80, with lengths from 12’ to 64’. Depths: 9-1/2”, 11-7/8”, 14”, 16”. ___________________________

Georgia-Pacific gp.com (800) 284-5347 Wood I Beam – Joists deliver consistent stiffness and strength with dimensional stability that helps minimize floor squeaks and reduce callbacks. ___________________________

Integrity Premium EWP (Alliance Lumber) integrijoist.com (480) 921-9199 Integri-Joist – Wood I-joists warranted by Pacific Woodtech. Web-i – Solid web wood I-joists. Depths: 117/8” to 28”. ___________________________

December 2017

The Merchant Magazine

I-JOIST

I-Joist, LSL, LVL

International Beams

PinkWood

internationalbeams.com (941) 552-9914 IB Max-Core I-Joists – Ranging in depths of 9.5” to 24” and in lengths up to 52’, IB Max-Core IJoists allow users to maximize the structural performance of floors and roofing, save time and money, and deliver a higher quality floor or roofs. ___________________________

pinkwood.com PKjoists – Premium I-joists primarily used as part of the floor systems in residential and commercial housing projects. Residential joists come in six series, in 9.5” to 24” depths, and lengths to 58’. PKI Series are made with either 2x3 (PKI 10, 20, 23) or 2x4 (PKI 35+, 40, 50) flanges with proprietary lumber grade. SafeJoist – Fire-rated joist coated with intumescent PK Shield to make less susceptible to fire. ___________________________

LP Building Products lpcorp.com (888) 820-0325 LP SolidStart I-Joists – More versatile than open web floor trusses, and more uniform and dimensionally stable than lumber, for building sturdy, stable floors with wider flanges. Products: LPI 18, LPI 20Plus, LPI 32Plus, LPI 36 (West), LPI 42Plus, LPI 52Plus (East), LPI 56. ___________________________

Nordic Structures nordic.ca (866) 817-3418 Nordic I-Joists – Nordic I-Joists are composed of sawn lumber flanges connected by a structural OSB and bonded together with exterior-grade adhesives. Made of black spruce fingerjointed lumber, it is particularly noted for its optimal geometry. It uses 50% less wood fiber than conventional wood joists and makes more efficient use of our natural resources. Nine series available for a variety of needs. Depths from 7-7/8” to 24”, lengths to 64’. ___________________________

Pacific Woodtech pacificwoodtech.com (360) 707-2200 PWI Joist – Products: PWI 47, PWI 70, PWI 77, PWI 90.

RedBuilt redbuilt.com (866) 859-6757 Red-I I-Joists – Engineered to provide strength and consistency, they are an integral part of floors, ceilings and roofs in commercial applications. Offered in a wide range of depths, in lengths to 80’. ___________________________

Roseburg roseburg.com (541) 679-3311 RFPI Joists – Roseburg RFPI Joists are used in floor and roof construction and are engineered to make the job easier. They provide consistent performance for the most demanding residential applications. ___________________________

Stark Truss starktruss.com (800) 933-2258 Perma-Straight Wood I-Joists – Made from lumber flanges, OSB webs, and cured adhesive, for residential floor systems. Framers appreciate the extra-wide nailing flange, 21/2” or 3-1/2”. ___________________________

Weyerhaeuser weyerhaeuser.com (800) 525-5440 TJI Joists – Designed with dimensional stability to help them resist warping, twisting and shrinking that can lead to squeaky floors. ___________________________

STRUCTURAL COMPOSITE LUMBER LSL LP Building Products lpcorp.com (615) 986-5600 LP SolidStart LSL – Available in 1.35E, 1.55E, and 1.75E, it is used for floor beams, door and

Pacific Woodtech’s PWI 90 I-joists

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The Merchant Magazine

December 2017

window headers, garage door headers, roof and wall framing, rim board, stair stringers, and sill plates. Species: aspen, maple. Thicknesses: 1-1/2”, 1-3/4”, 3-1/2”. Depths: 31/2”, 4-3/8”, 5-1/2”, 7-1/4”, 9-1/4”, 9-1/2”, 111/4”, 11-7/8”, 14”, 16”, 18”, 20”, 22”, 24”. SolidGuard LSL – Zinc-borate-treated product that protects against termites and fungal decay. Offered in 1.35E and 3-1/2”, 5-1/2”, 91/2”, 11-1/3”, 11-7/8”, 14”, 16”, 18”, 20”, 22” and 24” depths. Edges and ends are sealed to reduce swelling. Available in precision endtrimmed lengths upon request. ___________________________

Tolko tolko.com (250) 545-4411 LSL Concrete Edge Form – MDI resin and aspen wood fiber make forms lightweight and workable compared to alternative forming materials. Thickness: 1-1/4”. Depths: 1-1/2” to 24”. Length: 16”. ___________________________

Weyerhaeuser weyerhaeuser.com (800) 525-5440 Timberstrand LSL Beam – Designed to reduce installation time and provide a one-piece solution for a variety of residential applications in floors and roofs. Users can drill larger holes, up to a 4-5/8” in the 14” beam without worrying about its structural integrity. Also available: LSL Tall Walls, LSL Headers, LSL Sill Plates, and LSL Roof Framing. ___________________________

LVL Boise Cascade bc.com (951) 343-3000 Versa-Lam – Versa-Lam LVL beams and headers eliminate twisting, shrinking and splitting, and deliver flatter, quieter floors and structures. Sized to match BCI and AJS Joists and other elements of the Simple Framing System, the product offers quick assembly and is precision cut into more than 18 standard sizes. ___________________________

Brisco Manufacturing briscoman.com (250) 439-8048 Brisco Fine Line – LVL-based product line of columns, beams and massive wood panels. The product offers alternative solutions for mass timber construction for commercial and residential applications striving to build with wood. Standard sizes of 12”x48”x60’. ___________________________ Building-Products.com

STRUCTURAL COMPOSITE LUMBER

LVL

Georgia-Pacific gp.com (800) 284-5347 GP Lam – Delivers solutions where construction designs call for long unsupported spans for grand entrances, wide doorways and dramatic window configurations. ___________________________

Global LVL lvlglobal.com (855) 629-3600 Global 1.9E-2850Fb – LVL components from aspen. Global 2.0E-3300Fb – Available from a mix of aspen and birch. ___________________________

Integrity Premium EWP (Alliance Lumber) integrijoist.com (480) 921-9199 Integri-Lam – Offered in 1.5E and 2.0E headers and beams. ___________________________

ibility. Ultrasonically graded veneers are arranged in specific patterns to maximize strength and stiffness. The veneers are then bonded with exterior-grade adhesives under pressure and heat, resulting in low moisture content for dimensional stability. Available thicknesses: 1-1/2”, 1-3/4”, 3-1/2”. Depths: 31/2”, 5-1/2”, 7-1/4”, 9-1/4”, 9-1/2”, 11-1/4”, 11-7/8”, 14”, 16”, 18”, 20”, 22”, 23-7/8”. ___________________________

MetsaWood metsawood.com (358) 40-554-8388 Kerto LVL – LVL product used in all types of construction projects, from new buildings to renovation and repair. The product delivers its high strength from the homogeneous bonded structure and is is produced from 3mm thick, rotarypeeled softwood veneers that are glued together to form a continuous pillet. The pillet is cut to length and sawn into LVL beams, planks or panels in according to the customer’s requirements. ___________________________

RedBuilt redbuilt.com (866) 859-6757 RedLam LVL – No matter where it’s used, the product installs quickly with little or no waste. It can be used as main carrying beams, flush beams, headers and wall framing. The manufacturing process removes and disperses the natural defects inherent in wood and produces a product that is strong, dimensionally stable and very reliable. Widths: 1-3⁄4”, 3-1/2”, 51/4”, 7”. Depths: 9-1⁄2”, 11-7⁄8”, 14”, 16”, 18”, 20”, 22”, 24”. ___________________________

Roseburg’s RigidLam LVL

Murphy Plywood murphyplywood.com (888) 461-4545 LVL beams, headers and columns used in structural applications to carry heavy loads with minimum weight. Available in 2.0E product grade, in thickness 1-1/8”, 1-3/8”, 1-1/2”, 13/4”, 2-1/2”, 3-1/2”, 5-1/4” and 7”. Widths: 31/2” to 24”. Lengths: 8’ to 72’. ___________________________ International Beams’ IB Max-Core LVL

International Beams internationalbeams.com (941) 552-9914 IB Max-Core LVL – Ultrasonically tested and graded wood, solving the decreased dimensional stability and uniformity problems commonly associated with increased lumber sizes. Cured in a controlled process in which waterproof adhesives boost stability and reduce warps and twists. As a result, checking is minimized. Beams are machine ripped to generate uniform size and rigid, flat surfaces with inherently superior nail-holding characteristics. ___________________________

LP Building Products lpcorp.com (888) 820-0325 LP SolidStart LVL – Strong, straight and durable framing product made for superior performance. It can be used in place of traditional lumber for greater consistency and design flexBuilding-Products.com

Pacific Wood Laminates pacificwoodlaminates.com (541) 469-2136 PacWork LVL Door & Window Components – Applications: blank core stock, vertical or horizontal core, door stiles, rails, jambs, headers, lockblocks, mullions, mull posts, casement parts. Value-added services: custom cutting, precision machining, edge banding, face veneers, laminating, priming, finish coating, PET and DET, HPL overlays. ___________________________

Pacific Woodtech pacificwoodtech.com (360) 707-2200 PW LVL – Pacific Woodtech’s LVL has a waxbased sealer specifically formulated for laminated veneer lumber to help protect it from weather during storage and construction. The sealer helps to reduce the rate of moisture absorption and increases protection from UV rays. Sizes: 3-1/2”, 7-1/4”, 9-1/4”, 11-1/4”, 117/8”, 14”, 16”, 18”, 20”, 22”, 24”. ___________________________

Roseburg roseburg.com (541) 679-3311 RigidLam LVL – RigidLam LVL beams, headers, columns and studs designed to be a better alternative than traditional solid sawn lumber pieces. The product is meant to be stronger, stiffer, consistent and more predictable building material. Compared with similar sized sections, they can support heavier loads and allow greater spans than conventional lumber. Thickness: 1-1/2”, 1-3/4”, 3-1/2”, 5-1/4”, 7”. Lengths: 8’-66’. ___________________________

Stark Truss starktruss.com (800) 933-2258 Stark Truss LVL – LVL beams are manufactured with multiple layers of thin wood assembled with adhesive. Stark Truss engineered LVL beams are strong, consistent and straight. ___________________________

Universal Forest Products ufpi.com (800) 598-9663 UFP LVL – LVL that combines high-quality engineered lumber for headers, beams, rim board, and edge-forming material. The smooth face provides a clean finish for a professional look. Created using engineering technology to laminate several layers of lumber together. ___________________________

December 2017

The Merchant Magazine

SCL

LVL, OSL, PSL, Rim Board

RIM BOARD

West Frasier westfrasier.com (901) 620-4200 1.8E 3000Fb – Manufactured from northern lodgepole pine, in 1-1/2”, 1-3/4” and 3-1/2” thicknesses and I-joist and lumber compatible depths to 24” (1-1/2” to 18” maximum). 1.9E 3000Fb – 1-3/4” thick in I-joist and lumber compatible depths to 24” deep. 2.0E 3100Fb – 1-3/4” and 3-1/2” thick in I-joist and lumber compatible depths to 24” deep. ___________________________

Weyerhaeuser weyerhaeuser.com (800) 525-5440 Microllam LVL – Headers work well in uses from window openings to garage door headers. The manufacturing process minimizes many of the natural inconsistencies of wood. Available in some regions with a Watershed overlay for on-site weather protection. ___________________________

OSL

Boise Cascade bc.com (951) 343-3000 BC OSB Rim Board – 1”, 1-1/8” thicknesses. All BC rim boards come in long lengths and 91/2”, 11-7/8”, 14” and 16” depths. Versa-Rim Versa-Strand Rim Board – 0.8E, 32mm and 38mm. Versa-Lam Rim Board – 1.4E, 1800, 1-5/16”; and 2.0E, 3100, 1-3/4” ___________________________

Huber Engineered Woods huberwood.com (800) 933-9220 Huber Rim Board – Manufactured to match the depths of I-joist framing members. 12’ and 16’ lengths are standard. Specialty lengths are available by request. Available sizes: Thickness: 1-1/8, 9-1/2”x3, 11-7/8”x4.2, 14”x4.5, 16”x5.1. ___________________________

Georgia-Pacific

Integrity Premium EWP (Alliance Lumber)

gp.com (800) 284-5347 FiberStrong Rim Board – Ideally suited for floor systems configured with G-P Wood I Beams and other I-joists of the same height. Depths: 9-1/2”, 11-7/8”, 14”, 16”. ___________________________

integrijoist.com (480) 921-9199 Integri-Strand – Oriented strand lumber. ___________________________

International Beams

PSL Weyerhaeuser weyerhaeuser.com (800) 525-5440 Parallam PSL Beams & Columns – Parallam PSL beams and columns make longer spans possible, giving more design options with open, spacious floor plans. Offered in long lengths. Eastern Parallam PSL – Manufactured with the company’s new proprietary sealant at the Buckhannon, W.V., plant, the product provides enhanced protection from the elements when it matters most during construction.

internationalbeams.com (941) 552-9914 IB Max-Core Rim – IB Max-Core Rim is paperwrapped and edge-sealed for moisture protection and superior dimensional stability both in the lumber yard and on the job site. It is manufactured in 12’ lengths for easy handling, minimal trimming, and faster installation. ___________________________

LP Building Products lpcorp.com (888) 820-0325 LP SolidStart OSB Rim Board – Fabricated from OSB, it offers straightforward and quick installation as well as high-strength reliability. All three types are precision cut to match I-joist depths, in several depths and thicknesses. LP SolidStart LSL Rim Board – From LSL. LP SolidStart LVL Rim Board – From LVL. ___________________________

Norbord Weyerhaeuser’s TrusJoist Eastern Parallam PSL

norbord.com (416) 365-0705 Norbord Rim Board – Norbord Rim Board is

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The Merchant Magazine

December 2017

available in two grades: 1” Rim Board and enhanced performance 1” or 1 1/8” Rim Board Plus. Durastrand Rim Board – A cost-competitive, strong, stable rim board for I-joist systems. Thickness: 1-1/4”. Depths: 9-1/2”, 11-7/8”, 14”, 16”,18”, 20”, 22”, 24”. Lengths: 12’, 24’. ___________________________

Pacific Wood Laminates pacificwoodlaminates.com (541) 469-2136 PacRim RimBoard Plus – Thicknesses: 1-1/8”, 11/14”. Widths: 9-1/2”, 11-7/8”, 14”; 16”, 18”, 20”, 22”, 24”. Lengths: 8’ to 24”. ___________________________

Pacific Woodtech pacificwoodtech.com (360) 707-2200 1.5E – A 1-1/4” rim board with horizontal load– 200 plf(2). Users can fasten to the wall plate with 8d box or common nails at 6” o.c. Value applies to a 10-minute wind or earthquake load duration. Vertical Load: 3450 plf(2). ___________________________

Roseburg roseburg.com (541) 679-3311 RigidRim Rimboard – As a component of the Roseburg Framing system, Rigidrim OSB and LVL rimboard allows contractors to quickly frame the perimeter of their floor system and is one of the most cost effective methods to properly transfer vertical and horizontal loads around the I-joist and directly into the supporting walls. RigidRim is dimensionally stable and resists shrinking and warping. It also provides a smooth nailing surface for the attachment of exterior sheathing, siding and ledgers. ___________________________

Stark Truss starktruss.com (800) 933-2258 Rim board to work in concert with PermaStraight “wide-flange” I-joists. ___________________________

Tolko tolko.com (250) 545-4411 Tolko Rim Board – Tolko Rim Board fills the space between the sill plate and the bottom wall plate, or between the top plate and the bottom plate in multi-floor construction. In addition, to filling the void, rim board is an integral structural component that transfers both lateral and vertical forces. Thickness: 1”, 1-1/8”, 1-1/4”. Lengths: 8’ to 24’ (primary lengths are 12’, 16’ and 24’). ___________________________ Building-Products.com

MASS TIMBER

Rim Board, CLT, MPP, NLT, OSB

NLT

Weyerhaeuser weyerhaeuser.com (800) 525-5440 Timberstrand Rim Board – Sized to fit with TJI Joists, the rim board is designed to provide critical performance where it’s needed most. ___________________________

Mid-Columbia Lumber mid-columbialumber.com (541) 475-7241 MCL Nail Laminated Timber – A mass timber panel system used for floor, wall and roof structure structural options. Species: Douglas fir. ___________________________

Western Structures westernstructures.com (541) 344-8878 WS RIM – WS RIM is an APA-certified product that offers an economic alternative to other rim board solutions. 1-1/2” width and up to 14” deep; custom lengths and other options. ___________________________

MASS TIMBER CLT DR Johnson Wood Innovations oregonclt.com (541) 874-2231 DR Johnson Wood Innovations, a subsidiary of DR Johnson, specializes in the manufacture of cross-laminated timber from Douglas fir and Alaskan yellow cedar using the best available lamination stock. The maximum panel size currently produced is 10’x24’x3, 5 or 7 layers. ___________________________

International Beams internationalbeams.com (941) 552-9914 IB Max-Core CLT – Constructed of alternating layers of orthogonally laid up planks of timber, allowing for dual strength directionality. MaxCore CLT with finish grade lamella is for projects that incorporate the inherent beauty created by exposed timber that can positively affect the occupant of a space. ___________________________

OSB

SmartLam CLT

Arbec cy, and durability. The company’s CLT structural roof systems allow architects, engineers and contractors to create buildings with long, open, and attractive expanses that stretch the limits of building design. ___________________________

Stora Enso clt.info Stora Enso CLT – CLT is PEFC-certified which means that we guarantee that our wood is derived from sustainably managed forests. A solid wood construction product consisting of at least three bonded single-layer panels arranged at right angles to each other. From five layers, CLT can also include middle layers (transverse layers) without narrow side bonding. It currently measures up to 2.95x16 m. ___________________________

StructurLam structurlam.com (250) 492-8912 Crosslam CLT – Manufactured with CNC machines in a factory environment where close tolerances and rigorous quality control are easily achieved. The system is structurally comparable to steel and concrete but lighter. ___________________________

Nordic Structures nordic.ca (866) 817-3418 Nordic X-Lam CLT – Uses: floor and roof slabs, wall panels, shearwalls and more. Species: SPF, containing 90% black spruce. ___________________________

SmartLam smartlam.com (406) 892-2241 SmartLam Architectural CLT – SmartLam CLT provides an excellent solution for structural floor systems. Its digitally designed and fabricated CLT wall panels minimize construction time and labor yet maximize precision, accura-

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MPP Freres Lumber frereslumber.com (503) 859-2121 Mass Plywood Panel – A new-to-market, veneer-based engineered wood product, MPP is currently being tested and refined through a partnership between Freres Lumber Co. and researchers at Oregon State University College of Forestry and the TallWood Design Institute. The company plans to have a full MPP production facility in operation in Lyons, Or., by the end of 2017. ___________________________

arbec.ca (514) 327-3350 Sheathing Span – Contains a durable, exterior grade, low-VOC resin that ensures high structural strength for all panels. Thicknesses: 3/8”, 7/16”, 15/32”, 1/2”, 19/32” SE, 23/32” SE. Floor Span – Available: 19/32” TG, 23/32” TG, 7/8” TG. ___________________________

Georgia-Pacific gp.com (800) 284-5347 DryGuard Enhanced OSB – Single-layer subfloor panel with moisture resistance to help protect it from water-related issues such as thickness and edge swell. 4’x8’ panels are available 19/32” and 23/32” thick. DryMax High-Performance OSB – The most moisture-resistant OSB subfloor G-P manufactures, 4’x8’ panels are available 19/32” and 23/32” thick. Thermostat Radiant Barrier Sheathing – Able to reflect up to 97% of the sun’s radiant heat from a home’s attic to improve energy efficiency. 4’x8’ panels are available 7/16”, 15/32” and 19/32” thick. Blue Ribbon Sturd-I-Floor OSB – Provides a smooth surface as well as dimensional stability and stiffness for subfloor applications. 4’x8’ panels are available 19/32” and 23/32” thick. Blue Ribbon OSB Sheathing – Contain no core voids, knots or splits and provide a quality base layer for weather-protected wall and roof applications. 4’x8’ panels are available 7/16”, 15/32”, 19/32” and 23/32” thick. ___________________________

Huber Engineered Woods huberwood.com (800) 933-9220 Huber Blue – Available as roof and wall sheathing in two layer systems, panels are made from precisely cut wood strands that are mixed with durable resin binders and oriented in a fourlayer process, in which two core layers are ori-

December 2017

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OSB

ented perpendicular to two surface layers. The panel is then cured under intense heat and pressure to form an irreversible bond between the strands for unbeatable performance. Huber Blue Plus – A superior alternative for the builder who uses commodity panels. The product is designed with a fully sanded top surface and enhanced moisture protection. Its nail grid pattern is made for 16”, 19.2” and 24” O.C. Panels are 4’x8’, 23/32”. Huber Industrial Panel – A new engineered wood panel specifically developed for industrial applications. Available in oversized panels up to 288” in length. ___________________________

Langboard langboard.com (229) 263-8943 Langboard OSB – Thicknesses range from 3/8” to 23/32”. Common thicknesses are 3/8”, 7/16”, 15/32”, 1/2”, 19/32”, 5/8” and 23/32”, 3/4”. Panels 19/32” and thicker are manufactured either square-edged or T&G. ___________________________

LP Building Products lpcorp.com (615) 986-5600 LP FlameBlock OSB – Certified to meet fire code compliance and delivers higher design values than FRT plywood at the same thickness. LP FlameBlock has the versatility to be used in Type II, III and V construction, and is a listed component in fire-rated interior wall assemblies, exterior wall assemblies, and roof deck applications. LP OSB Sheathing – Performance categories: from 3/8” to 1-1/8”. Sizes: 47-7/8”x95-7/8”, with longer panels and custom thicknesses also available LP TechShield Radiant Barrier – Made by laminating a thin, durable sheet of aluminum to LP OSB Sheathing, TechShield is designed with patented VaporVents technology with post-lamination incising allows panel to dry more quickly than other radiant barrier sheathing. Available in 47-7/8”x95-7/8”. Longlength & Longlength XL – LP Longlength consists of one continuous panel of sheathing connecting the top and bottom plates, while XL allows builders to meet high wind zone requirements with the length to connect wall sheathing from the sill plate to the upper top plate. Longlength available in 9’ and 10’ lengths, XL in 97-1/8”, 109-1/8” and 121-1/8”, both in a variety of performance categories. LP Topnotch Subflooring – Manufactured for a flat, strong and sturdy floor. Notches cut into the panels contribute to RainChannel technology. TopNotch 350 panels are surface sanded.

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Moisture-resistant edge sealant is applied to all LP TopNotch products. Available performance categories from 19/32” to 1-1/8”. LP Legacy – LP Legacy subflooring features a clear-edge seal that provides enhanced visibility into the quality of strands while protecting against edge swell. Strategically placed notches at the ends of the panel allow rainwater to drain during construction. ___________________________

RoyOMartin’s Eclipse

Norbord

RoyOMartin

norbord.com (416) 365-0705 TallWall OSB – TallWall offers an easy, efficient way to eliminate unnecessary horizontal joints altogether, thus significantly reducing wall air leakage. Available in 9’ and 10’ lengths. Solarboard – Radiant barrier sheathing product for roofs and exterior walls that consists of heat-reflecting foil laminated to OSB. Truboard – 4x8 square-edge panels are ideal for the construction of residential single and multi-family houses as well as light commercial construction and modular mobile homes. Windstorm – The Windstorm Method is a way to design and build a home to structurally withstand high wind forces. Lengths available from 97-1/8” to 145-1/8” 7/16” and 15/32” thick.

royomartin.com (800) 299-5174 Eclipse OSB Radiant Barrier – Radiant barrier OSB panels. Eclipse Weather Reistant Barrier – Saves builders time and money by integrating housewrap and reflective insulation into a single structural panel. This cost-effective tapeand-panel solution consists of weather-resistant OSB panels plus 5” woven reflective tape. Eclipse Air & Moisture Barrier WindBrace – OSB sheathing for wind-prone areas. TuffStrand – 8’ and extended-length panels. StructWall – Struct-1 rated OSB. ___________________________

Norbord OSB

Tolko tolko.com (250) 545-4411 T-Strand – Used for residential, light commercial, and industrial applications. ___________________________

Weyerhaeuser Quakezone – Sheathing that’s designed to let builders and framers build faster while meeting code. QuakeZone Precision End Trimmed (PET) wall sheathing is precut, allowing the user to build faster and increase productivity. Pinnacle – 4x8x23/32 T&G panels engineered to be used in subfloor applications. Stabledge – Utilizes new technology and quality protocol to provide a strong, solid, dimensionally stable su-floor that is consistent from panel to panel. Truflor – T&G subflooring that provides the quality and performance to reduce costs and cycle times with its resin formulation and quality control protocol. Truflor pointSix – Addresses the issue of edge swell by incorporating a .6mm taper depth to all four edges of the panel. Durastrand – A premium T&G subfloor panel that combines the latest resin technology and patented pointSIX edges. SteadiTred – Stair tread panels for residential and commercial buildings. ___________________________

December 2017

weyerhaeuser.com (800) 525-5440 Diamond Floors Panels – Engineered to compete with the best floor panels on the market in strength, nail retention, and weather resistance. Features easy-fit T&G edge for hasslefree installations and Down Pore self-draining technology to reduce rainwater ponding. Edge Gold Enhanced Floor Panels – Edge Gold features a touch-sanded face for uniform thickness, precise T&G fit, and Down Pore, so there’s no need to drill holes to let rainwater through. Edge Floor Panels – In climates where excessive moisture is not an issue, Edge floor panels help keep costs down and are the panel of choice in residential construction. SturdiStep – Stair treads come 1”x11-1/2”x12’ in western markets and 1”x11-1/2”x16’ and 1”x10-1/4”x16’ in eastern markets. RBS – Pre-fabricated with a reflective foil layer that blocks more than 97% of the sun’s radiant energy, minimizing heat transfer through the roof and insulation to interior living spaces. ___________________________ Building-Products.com

MOVERS & Shakers Ray Barbee has been named president of the Western Wood Products Association, Portland, Or. Miguel Gutierrez, ex-Thunderbolt Wood Treating, has been appointed executive sales diretor for Gemini Forest Products, Stockton, Ca. Mike Brown and Nate Jorgensen have been promoted to senior vice presidents in the Wood Products Division of Boise Cascade, Boise, Id., overseeing manufacturing operations and engineered wood products sales/marketing, respectively. Mary Jo Nyblad, VP of commodity sales & marketing, is retiring in spring 2018 after 35 years with Boise Cascade. Stewart Cowley, ex-Master Halco, has been named general mgr. of Huttig Building Products, Tigard, Or. Danny Sosa, ex-Allweather Wood, is new to sales at Thunderbolt Wood Treating, Riverbank, Ca. Jason Conn, ex-Marshalltown Co., has joined Sierra Pacific Industries, Anderson, Ca., as vice president of operations.

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Devin Stockfish has been appointed senior vice president-timberlands for Weyerhaeuser Co., Seattle, Wa., effective January 1, 2018. He will succeed Rhonda Hunter, who is retiring after 30 years with the company. Mike Brown and Nate Jorgensen have been promoted to senior VPs in the Wood Products Division of Boise Cascade, Boise, Id. Stan Reasoner has transferred to Parr Lumber’s Newberg, Or., branch as assistant mgr. Dave Ostrem was appointed director of export sales for Columbia Vista Corp., Vancouver, Wa. Keith Dashofy, ex-Metrie, is a new Seattle, Wa., area-based product mgr. with Pella Corp. William “Bill” Robertson, formerly with Orchard Supply Hardware, has been appointed chief financial officer for Central Valley Builders Supply, Napa, Ca. He succeeds David Templeton, who has retired. Sean Bottorf is new to inside sales at PrimeSource Building Products, Denver, Co.

Jake Scherzer is new to lumber & hardware sales with Eagle Rock Lumber & Hardware, Los Angeles, Ca. Rick Palmiter, ex-Idaho Forest Group, is now director of specialty products for BPWood, Penticon, B.C. John Alfieri, ex-McGregor Door & Hardware, is now assistant project mgr. for Contract Hardware, Bothell, Wa. Gary Canazzi is now logistics coordinator for Precision Lumber Co., Vancouver, Wa. Jim Mackall, ex-US LBM, has been appointed VP of sales for iQ Power Tools, Perris, Ca. Ralph Bruno has been named CEO of Derby Building Products, succeeding Francois Giroux, who retired. Dennis Hardman, former APA president, was honored with the Bronson J. Lewis Award during the association’s recent annual meeting in Long Beach, Ca. Maryann Bright is sending out the Christmas cards this year for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

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NEW Products

Rod-to-Steel Beam Connector

Top-Notch Decking Green Bay Decking’s new Optima Decking line is available in three robust, variegated colors, and boasts the lowest moisture absorption of any composite or PVC decking material. The proprietary dual-embossed finish of Optima offers a realistic depth of grain in a beautiful woodlook finish and features a slip-resistant surface.

To lower construction cost and streamline installation time on mid-rise wood construction projects, Simpson Strong-Tie has launched the new Strong-Rod Systems rod-to-steel-beam connector (ATS-SBC). The new, design-based connector forms part of a continuous-rod solution that helps wood-frame structures resist shearwall-overturning forces and uplift forces resulting from seismic activity or wind events.

n GREENBAYDECKING.COM

n STRONGTIE.COM (800) 999-5099

(877) 804-0137

Holiday Greetings from Parr on our 41st Christmas Antonio Avina Alfredo Becerra Paul Blevins Norm Boucher Edward Butz Jose Chicas Rosario Chicas Dominic Cosolo Karen Currie Daniel Duran Nick Ferguson

Martin Gallicia Vince Galloway Ricardo Garcia Fidenceo Gomez Larry Greene Karen Gregorio Chris Hexberg Joe McCarron Bert McKee Reynaldo Merlan Luis Moreno

Brad Mortensen Rafael Pantoja George Parden Timoteo Paredes Michael Parrella Peter Parrella Kurt Peterson Eduardo Pierre Janet Pimentel Nestor Pimentel Yolanda Rodriguez

Leticia Roman Alex Romero Bill Sharp Lois Tavenner Melinda Taylor Antonio Vargas Enrique Vargas Christopher Velasco Oscar Villegas Robert Williams Pamela Winters

• P.O. Box 989 • Chino, Calif. 91710 • (909) 627-0953 FAX 909-591-9132 Thank you to our Customers and Suppliers

14023 Ramona

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Steel-Look Aluminum Deck Rail Deckorators’ durable new Brushed Titanium deck railing is actually made of heavy-gauge aluminum, but features an anodized finish that looks like stainless steel, while resisting scratches and corrosion. The railing is available in two profiles: rectangle top rail with Deckorators Estate balusters and round top rail with Classic balusters. It comes in 36” and 42” heights and 6’ and 8’ pre-assembled sections for easy installation.

Insta-Rail Slimlined Tube Kits from Dolle allow installers to quickly swap out old spindles for modernlooking stainless steel tubes. Designed for new or retrofit projects, the system includes a top and bottom rail, into which the tubes are quickly screwed. Each kit creates a 72”-long assembly, 36” or 42” high.

n DECKORATORS.COM

n DOLLEUSA.COM

(616) 365-1554

Building-Products.com

Real Fast Tube Rail

(855) 365-5387

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Light Show Fairway Architectural Railing Solutions has added new features to several products including its LED lighting technology. New rail light features include a weathertight, sealed boot; epoxy-sealed connector boxes; new transformers that enable direct connection to lights on standard decks; and dimmable lights. An optional app-enabled Bluetooth controller is also available.

n FAIRWAYRAILING.COM (800) 598-5245

888-807-2580 Bend, OR

Updated Cable Rail Kits

www.pelicanbayfp.com

Feeney, Inc. has added to its line a new CableRail Stair Assembly, a pre-packaged kit of materials and fittings created to streamline installation of CableRail on stair railings. Specially designed for wood posts, the stair assembly package includes 20 ft. of 1/8-inch diameter stainless steel cable with a Threaded Terminal Fitting attached to one end, a Quick-Connect Pivot Fitting for the other end, and necessary nuts and washers.

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

n FEENEYINC.COM (800) 888-2418

“Focused on the future with respect for tradition” TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

www.fontanawholesalelumber.com

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Dolle’s Insta-Rail tube kits

Deckorators’ Brushed Titanium aluminum railing

UltraLox/Harmony Railing’s wood-look aluminum top rail

Deck2Wall spacers

Decking and railing carry remodeling expo The Remodeling Show, DeckExpo, and JLC Live may each may have received equal billing, but decking was the outsized draw to the combined R|D|J 2017 show Oct. 2627 in Nashville, Tn.

Decking, railing and related accessories were displayed at well over half of the exhibits, convincing organizers to no longer separate the Remodeling Show and DeckExpo booths. Instead, they were interspersed throughout the Music City Center. Healthy attendance combined with dozens of new product introductions created a strong vibe. Next year’s event will be back in Baltimore, Md., Oct. 9-11 at the Baltimore Convention Center. DECKING was everywhere, including [1] dassoXTR’s fused bamboo. [2] Rick Kapres, Sarah Rawlings. [3] Lisa Martin, Jamie Kreiser. [4] Mark Parker, Korey Welterlich, John Bailey. [5] Chris Dooley, Phil Lail. [6] Kerry McEntee, George Caruso, Tara Murray. [7] Brandon Eller, Matt Black, Matthew Hamby, Andy Chatman. [8] Wayne Crane, Terri McDowell, Tim Mello, Callie Schmid, Charlie Woodhull, Jody Engar, George Demare. [9] Kurt Hogard, Jeff Hanna. (More photos on next 2 pages)

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DECK & REMODELING EXPO Photos by The Mercahant

AT THE SHOW (continued from previous page): [10] Nick Larr, Scott Cathcart, Baxton McIntyre, Stuart Rosenfield, Missy Morgan, Jeremy Jordan, Don Garber, CW St. John, Vicki Jordan, Nyle Nosbisch, Tom Gilloole, Ethan Margolis, Gary Greer, A.J. Jesiolowski, Rob Holthaus, Gary Smith. [11] Chris Powanda, Marcus Hughes, Georgia Swanson, Michael Caputo, GaĂŠtan Rochette, Chris Sledge. [12] Steve & Diane Getsiv. [13] Tanea Brooks, Craig Smalley, Lauren Houston. [14] Chris

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December 2017

Clark, Stephanie Ruppert, Billy Martin, Ken Castleberry, Tate Hudson. [15] Brian Haupt, Sarah Rossier, Kim Eckerman, McKinley Harris, Rick Gebhart. [16] Steve Lonsway, Steve Hanscom, Jude Kundla. [17] Terry Dempsey, David Koenig. [18] Matt Hungerford, Mario Alfonse. [19] Michael Grant, Dan Gaxiola. [20] Sean McPeak, Ted Parmer. [21] Quinton Weber, Ernie Couillard, Andrew Pantelides, Jim Topliss. [22] Greg Groenhout, Greg Palmer, Mark Horton. (More photos on next page) Building-Products.com

DECK & REMODELING EXPO Photos by The Merchant

DECK & REMODELING show exhibitors (continued from previous 2 pages) [23] Justin McErlain, Bill Langmaid, Manoj Chadha, Chris Camfferman, Jeff Falke. [24] Pat Flanagan, Jimmy Cowart, Chris Born. [25] Chipper Cronia, Brett Vick. [26] Tim Schrader, Azman Md Yusof. [27] Juliana Rumbaugh, Kevin Escue, Becky Escue. [28] Tom Flynn, Matt Pryor. [29] Jim Storrer, David Morgan. [30] Shawn O’Keefe, Rob Building-Products.com

Greene, Rob Grabill. [31] Eric Gee, Don Hayes. [32] Matt Rossi, Nick Leugers, Rich Maurer. [33] Scott Marshall, Jeff Gibbs. [34] Justin Claver, Keith Degroat, Matt Graupen. [35] Gary Daley, Jeff Epstein, Michael Beaudry, Jim Torborg. [36] Tom Harley, Jack Medford, Mary Kittrell, Louie Barlow, Allyson Ludewig, Loren “Digger” Graber, John Finnegan. [37] Avery Chua, Cody Jones. December 2017

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California dealer convention is one for the history books The West Coast Building Material Associa-tion celebrated its centennial with the release of a new book chronicling the lumber industry in the West and profiling longtime dealers and association members. Authored by WCBMA executive director Ken Dunham, Legacy of Lumber debuted at the groupâ&#x20AC;&#x2122;s 100th anniversary convention Nov. 8-10 in Rancho Mirage, Ca. Also during the event, new officers were elected.

Returning president is Victor Fresca, Dixieline/Probuild, San Diego, Ca. First VP is Mark Boone, Champion Lumber, Riverside Ca.; 2nd VP Frank Addiego, All Bay Mill & Lumber, American Canyon, Ca.; and treasurer Victor Hausmaninger, HBLA CPAâ&#x20AC;&#x2122;s, Irvine, Ca. New to the board of directors is Chris Fleiner, Reno Lumber, Reno Nv. Re-elected were Barrett Burt, Ganahl Lumber, Pasadena, Ca.; Glenda DeFrange, StraightLine Transport, Huntington Beach, Ca.; and Barry Schneider, Bear Forest Products, Riverside. Brian Bunt, Windsor Mill, Petaluma, Ca., will represent 2nd Growth on the board.

BOOK PARTY: [1] Victor Fresca, Ken Dunham show off Legacy of Lumber. [2] Heath Stai, Denise Bough. [3] Paul Roche, Niall Crehan. [4] Craig Webb, Mark Ganahl, Victor Fresca. [5] Andrea Long. [6] Mark Boone, Amparo & Steve Patterson. [7] Barrett Burt, Tom von Moos. [8] Todd Nowels, Nick Williams.

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December 2017

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WCBMA’s 100TH Photos by The Merchant

CENTENNIAL: [9] Rick Roberts, Jean Henning. [10] Bobby Senften, Matt Petersen. [11] Todd Talbert, Steve Civil. [12] Bill Sullivan, Will Higman. [13] Keith Hitchcock, Jay Bishop, Joe Morin. [14] Danny Sosa, John Allen. [15] Betsy Bendix, Zoey Stapenhorst. [16] Lovell Williams, Brian Hurdle. [17] Mitch

Adams. [18] David Hall, Erick Krauter. [19] Marc Mizgorski, Jody Mooring, Greg Grady. [20] Jim Miller, Virgil Smith, Augie Venezia. [21] Earl Downing, Frank Addiego, Jill Ziedrich, Ryan Arata. [22] Roslyn & Sean Fogarty, Victor Fresca. [23] Marty O’Hara, Tim Dickison. [24] Rick Deen, Danny Andrea.

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

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Wholesalers blow into Chicago for NAWLA Traders Market The North American Wholesale Lumber Association’s annual Traders Market in Chicago was packed with confident traders who where ready to close the year strong. The three-day event on Nov. 8-10 included a tradeshow, student panel, educational sessions, and enlightening speakers. “There’s a big difference between knowing what to do and actually doing what needs to be done.” These were some of the things sales coach and author Alex Goldfayn

told to a crowd of LBM professionals. Known for preaching “The Revenue Growth Habit,” Goldfayn talked about his new book, Selling Boldly, and shared with listeners a “one-page sales planner” that’s aimed to help companies improve their sales and keep their employees challenged and encouraged. His message was straightforward. “There’s no secret to sales,” Goldfayn explained. “The secret is the grind. It

NFL STAR-turned-broadcaster Merril Hodge shared secrets to surmounting huge challenges.

BPD COLUMNIST Alex Goldfayn led several sales presentations during the NAWLA Traders Market.

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December 2017

RETURN ENGAGEMENT: Max and Janné Jones, MJ Forest Products, Linden, Ca., surprised her father, retired Pacific Northwest lumberman Mike Mackin (center), with a trip to the NAWLA Traders Market in Chicago to celebrate his 75th birthday. After a 43-year industry career, his final employer closed in 2008. “My dad looked for a job for six months and then decided to retire, so the end of his career never received the fanfare that I believe it deserved,” Janné said. “To Max and I, this was a way of giving him his proper retirement, seeing old friends in the industry, and making new ones!” Building-Products.com

how he raises his children, and all the way back to when he realized he wanted to be in the NFL. “The difference between me and the other guys was that I wanted it more,” Hodge shared. As the event came to a close, industry confidence was high and talks about extending hours for future shows were in the air.

SHOW LINEUP included [1] NFL’s Merril Hodge. [2] NAWLA chairman Jim McGinnis. [3] Traders Market committee chairman Steve Killgore. [4] Mauricio Bravo, Gerry Gluscic. [5] Jimmy Swanson, Jason Hatfield. [6] Jason Staley, Dan Wolter. [7] Marc Saracco, Alex Goldfayn. [8] Wayne Miller, Lori & Bobby Byrd, Connie Baker. [9] Kent Duysen, James Danielsen, Seth Hokit. [10] Stephanie & Warwick Colgan, Stacey & Jess Anzo, Kirk Todish, Jim Vandegrift, Chris Petkau. [11] Max & Janne

Jones, Mike Mackin. [12] Claudia St. John, Ashley Plagmann. [13] Thomas Mende, Melody & Tyrone Konecny. [14] Tanner Viertel, Anne Haaksenson, Parker Garland, Ryan Shape, Erin Goblirsch. [15] Rusty Arnold, Andy Faircloth. [16] Laurie McCabe, Tim Elbers. [17] John Yohanan, Jay Hudson, Steve Cheatham, Todd Nodine, Reese Blanton. (More photos on next 4 pages)

NAWLA TRADERS MARKET

comes down to one question: What are you working for?” The lunch reception on Thursday featured former NFL player Merril Hodge, who highlighted the importance of never giving up, something he himself was challenged with during his battle with cancer. His mission statement— “Find a Way”—has been the foundation for his life from when he was diagnosed with non-Hodgkin lymphoma, to

Photos by The Merchant

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December 2017

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NAWLA TRADERS MARKET Photos by The Merchant

NAWLA TRADERS MARKET attendees (continued from previous pages): [18] Tim St. John, Alex Darrah, B. Manning, Chris LaCourse. [19] Jeff Baumgartner, Dina Fuller, Hunter McShan, David Conner. [20] Cindy Lopez, Celeste Burke, Jim Olson. [21] Justin Storm. [22] Larry Broadfoot, Grant Phillips, Ally Kingsley, Kevin Dodds, Chris Knowles, Marilyn Henrick, Michelle Miller, David Jones. [23] Ross Millman, James Mortimer, Jerrett Long, Andy Dunhan, Erol Deren, Ahren Spilker. [24] Rick Kapres,

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December 2017

Chris Hedlund. [25] David Ower, Claudia St. John, Brad Schneider. [26] Patrick Hanulak, Sharon Bird, Fabia Amendola, David Jeffers, Ashley McCollum. [27] Win Smith. [28] Mark Kleps, Ryan Kline, Tyson Sands. [29] Jay Baker. [30] Bill Galambos. [31] Bart Bartholomew, Josh Goodman. [32] Greg Hexberg, Doug Willis. [33] Ray Luther, Joe Honochik, Kaycee & Karl Hallstrom. [34] Gordon Metcalf, John Bennett, Eric Kjode, Svetlana Kayumova, Irma Ballestros. (More photos on next 3 pages) Building-Products.com

NAWLA TRADERS MARKET Photos by The Merchant

MORE NAWLA (continued from previous pages): [35] Terry Miller, John Fijalkowski, David Bernstein, Patrick Adams. [36] Greg Carter, Jim Walsh. [37] Steve Brown, Tim Hummel. [38] Bill Griffith. [39] Steve Firko. [40] Jeff Easterling. [41] Steve Osterman, John Zinga. [42] Travis Darnell. [43] Tyler Martinez-Bobb, Shedon Howell, Brent Callaghan, Tom Hackman. [44] Jake Burns, Steve Brandt, Josiah Wilfong. [45] David Chapentier, Jim Van Pelt, Reg Underwood. [46] Bill Price, Mary Jo Building-Products.com

Nyblad. [47] Stephanie Ornelas, Bill Sweeney. [48] Jamie Kreiser, Kyle Loveland. [49] Mike Pidlisecky, Chris Dominato. [50] Joe Buttice, Jimmy Swanson. [51] Mick Vaagen, Hanna Smith, Mark Dutton, Jeff Wiesner. [52] Eric Grandeen, Brett Slaughter, Kevin Grindy, Rick Yonke. [53] Erica Pohl, Grant Phillips, Rob Hruby, Steve Rhone, Steven Rustja, Scott Elston, Errick Coder, Elizabeth Conner. [54] David Seymour, Chad Warren, Chris Bartimioli. (More photos on next 2 pages) December 2017

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NAWLA TRADERS MARKET Photos by The Merchant

EVEN MORE NAWLA (continued from previous pages): [55] Anthony Escobedo, Rich Mills. [56] Alexis Sivcovich, Sydni Dobson. [57] Kirk Hammond, Patrick Adams. [58] Avery Chua, John Simonson, Cody Jones. [59] Tim Atkinson, Mark Mitchell, Dan Hogland, Pete Henningfeld, Lee Hackbarth. [60] Landon Erbenich, Scott Stockton, Ron Garman. [61] Rob Marusic, Chuck Casey. [62] Harris Gant, Al Delbridge. [63] Kevin Cheung, Ray Barbee. [64] Rick Palmiter, Chris Bouchard. [65]

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December 2017

Mike Pederson, Peter Fograscher. [66] Jeff Hardy. [67] Ryan Satterfield. [68] Carl Eastlund, John Morrison, Krissy Putland, Chase Morrison, Mark Westlake. [69] Reed Rediger, Anthony Muck, Scott Davis. [70] Janet Dean, Al Fortune. [71] Mike Lobbett. [72] Paul Clasby, Kip Fotheringham. [73] Matt Duprey, Jack Bowen. [74] Jose Beaton, Kristen Bates. [75] Griffin Brady, Mike Boone. [76] Thomas Mende, Zach Brannock. (More photos on next page) Building-Products.com

NAWLA TRADERS MARKET Photos by The Merchant

NAWLA TRADERS MARKET (continued from previous pages): [77] Anna Singley, Jared Barber, Michael Vincent, Russel Jordan, Dave Patch. [78] Tom Harley, Rich Peterson. [79] Robin Gardner, Emily James. [80] Mike & Lauren Holm, Doug Barton, David Daugherty. [81] Tim Thorison, Mike McCollum, Lucas Howard, John Assman. [82] Joe Pucci, Tony Chen, Mario Dionne. [83] Rick Steers, Greg Fitz, Svetlana Building-Products.com

Kayumova. [84] Marc Pratt, Ken Caylor. [85] Bryan Kubitz, Brett Shuller, Steve Thurber. [86] Andy Williams. [87] Ed List, Mark Tucker. [88] Donna McCullough, Ashley Jones. [89] Brian Boyd, Tina Breen, Rick McQuinn, Steve Boyd. [90] Tom Ellis, Steve Traetz, Jim Vandegrift. [91] Eric Bennett, Brad Gambee, Mark Kilpack, Peter Krihak. [92] Dave Cochenour, Mike Pederson, Jason Mann. December 2017

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UFP GOLF Photos by The Merchant

UNIVERSAL FOREST Products, Riverside, Ca., brought customers to Southern California wine country Oct. 27 for its annual golf tournament at Temecula Creek Inn, Temecula, Ca. [1] Guests enjoyed a buffet brunch, refreshments and a chance to network. [2] Scott Middaugh, Mike Plutner. [3] Joe Rink, Geoff

The Merchant Magazine

Secor. [4] Jim Jeffries, Grant Patterson, Tom Kondziella. [5] Jimmie Alcarez, Jimmie Alcarez Sr., Ruben Cervantes. [6] Mark Dally, Steve Mitchell. [7] Rudy Lopez, David Iblings, Richard Rios, Rolando Robles. [8] Steve Truslow, Mark Betteker. [9] Oliver Barnes, Dan Croker. [10] Michael Espinoza, Rick Tygart. December 2017

[11] Adam Ewert, Jared Reynolds. [12] Debbie & Mike Quezambra. [13] Ryan Rich, Mark Born, Ron Rich, Ed Craine. [14] Sean Enerva, Pat Woolstenhulme. [15] Chuck Linnert, Mike Morris, Paul Domen. [16] Paul Almquist, Chris Rep, Tim Oâ&#x20AC;&#x2122;Malley, Jimmy Kim. (More photos on next page) Building-Products.com

UFP GOLF Photos by The Merchant

UFPI Southern California golf event (continued from previous page): [17] Oliver Bud, Fernando Gonzalez, Mark Tackett, Ryan Mitchell. [18]

Mario Hernandez, Rod Cook, Byron Bliss. [19] Mark Rushlow, Larry Hewitt, Nick Guenther. [20] Hank Hornsveld, Brian Nakao, Lam Huyvu.

[21] Chad Harrison, Louie Segura. [22] Rick Tygart, Dan Lucero. [23] Craig Larson. [24] UFPI staff posted throughout the event.

A favored destination for lumbermen Located on Southwest Alaska’s renowned Naknek River, the King Salmon Lodge is the dream destination for your next company retreat. We offer gourmet dining and cocktails, world-class fishing, bear viewing, and outdoor adventure trips. Enjoy: • Fully-guided fishing on the river, bursting with salmon, trophy rainbows, arctic char, grayling and northern pike, plus float planes to remote rivers, lakes and streams. • Easy access to nearby Katmai National Park, haven of brown bears

• Ranger-guided safaris to view the epic scenery and wildlife • A/V equipment for conferences • Group rates, including whole lodge packages (18 to 36 guests). With 18 modern rooms with private baths, two suites, and 10 cabins, The King Salmon Lodge is just 1.5 miles from the King Salmon Airport, served by major airlines from Anchorage. 907-246-8643 • 707-489-0155

kingsalmonlodge.com

Let us be the personal concierge for your next company event.

* Mention The Merchant Magazine and Willits Redwood to receive Special Lumberman’s Pricing * Building-Products.com

December 2017

The Merchant Magazine

CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to david@building-products.com. Make checks payable to 526 Media Group, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

SACRAMENTO AREA retail lumberyard looking for self-motivated inside and outside salespeople of building materials, including framing and deck packages. Wayside Lumber, Rancho Cordova, Ca. Send resume to kevin@waysidelumber.com.

TRINITY RIVER Lumber Co. is seeking to hire an experienced lumber salesperson, minimum of 3 years experience in the lumber industry and professional sales experience. Competitive wages, health benefits, and 401/k. Applications will be accepted until the position is filled, at the Smart Center, Weaverville, Ca., (530) 623-5538, thesmartcenter.biz. Trinity River Lumber Company is committed to EEO/AAE.

IN Memoriam John Porter Weston Sr., 98, cofounder of Far West Fir Sales, Huntington Beach, Ca., died Oct. 23. He started his 50-year industry career right out of high school, working the switchboard for West Oregon Lumber Co. After serving as an Air Force pilot during World War II, he returned to West Oregon’s Los Angeles office. When the mill was liquidated in 1954, he and partners opened wholesaler Far West, later adding milling facilities in Huntington Beach and

Chandler, Az. He retired in 1988 after selling the business to Universal Forest Products. A year prior, he served as chairman of North American Wholesale Lumber Association. Douglas P. Heryford, 67, sales manager for Trinity River Lumber Co., Weaverville, Ca., passed away Oct. 23. Before joining Trinity River in 2011, he previously worked as CEO and general manager of Placer Forest Products, Butte, Ca.; as GM of

ADVERTISERS Index

Shamrock Trading; and in sales and buying for Lausmann Lumber & Millwork, Loomis, Ca. Albert John “Al” Meier, 90, namesake of Al Meier’s Building Centers, Tacoma, Wa., died Aug. 10. He served in the Navy during World War II. Then, while employed as a fireman in Puyallup, Wa., he’d work parttime for the local lumberyard. A few years later, in the mid1950s, he bought the yard. He expanded to seven Al Meier’s Building Centers and a distribution center, before selling to Lumbermen’s in 1990. In 1997, he partnered with former colleague Barney Wagner to launch Arrow Lumber & Hardware, Eatonville, Wa. He sold his interest in the then-three-unit chain to Wagner in 2003. It has since grown to six sites. He was a former officer of the Tacoma/Olympia Hoo-Hoo Club and Hoo-Hoo International. Maribeth Wilson Collins, former longtime chairman of the board of Collins Pine Co., Portland, Or., passed away Oct. 27 in Portland. She was 98. After graduating from the University of Oregon, she married third-generation lumberman Truman Collins. When he died in 1964, she was appointed chairman, a post she held for 41 years. She also headed the family charitable Collins Foundation.

Pacific Woodtech [www.pacificwoodtech.com]

Accoya [www.accoya.com]

Parr Lumber [www.parrlumberchino.com]

Atlantis Rail Systems [www.altlantisrail.com]

Pelican Bay Forest Products [www.pelicanbayfp.com]

C&E Lumber Co. [www.lodgepolepine.com]

Peterman Lumber [www.petermanlumber.com]

CT Darnell Construction [www.ct-darnell.com]

Redwood Empire [www.redwoodemp.com]

DassoXTR [www.dassoxtr.com]

Reel Lumber Service [www.reellumber.com]

Roseburg Forest Products [www.roseburg.com]

Fontana Wholesale Lumber [fontanawholesalelumber.com] 42

RoyOMartin [www.royomartin.com]

Huff Lumber Co. [www.hufflumber.net]

Screw Products [www.screw-products.com]

Seneca Sawmill [www.senecasawmill.com]

Swanson Group [www.swansongroupinc.com]

Tricoya [www.tricoya.com]

28 9

526 Media Group [www.building-products.com]

Cover III

International Beams [www.internationalbeams.com]

Cover II

Jones Wholesale Lumber [www.joneswholesale.com] Kelleher Lumber Sales [www.kelleher.com]

39 Cover I

Keller Lumber Co. [www.kellerlumbercompany.com]

Universal Forest Products [www.ufpedge.com]

King Salmon Lodge [www.kingsalmonlodge.com]

Viance [www.treatedwood.com]

Norbord [www.norbord.com]

Willits Redwood Company [www.willitsredwood.com]

Norman Distribution Inc. [www.normandist.com]

Yakama Forest Products [www.yakama-forest.com]

The Merchant Magazine

December 2017

Cover IV

Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. American Wood Protection Association – Dec. 12-16, fall technical committee meetings, Margaritaville Resort, Key West, Fl.; www.awpa.com. Southern California Hoo-Hoo Club – Dec. 13, meeting, Anaheim Hills Golf Course, Anaheim Hills, Ca.; (323) 559-1958; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – Dec. 20, board meeting, Tacoma, Wa.; (253) 531-1834. Colorado Springs Home Building & Remodeling Show – Jan. 5-7, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 3746463; www.homeshowcenter.com. Northwest Remodeling Expo – Jan. 5-7, Washington State Convention Center, Seattle, Wa.; www.homeshowcenter.com; (800) 374-6463. San Diego Spring Home Show – Jan. 5-7, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com.

Tacoma-Olympia Hoo-Hoo – Jan. 17, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Do it Best – Jan. 18-19, winter conference, San Diego, Ca.; (260) 748-5300; www.doitbestcorp.com. Willamette Valley Hoo-Hoo Club – Jan. 19, meeting, Eugene, Or.; www.rameses93@nu-world.com. Sacramento Hoo-Hoo Club – Jan. 22, meeting, West Sacramento, Ca.; jeff.squires@paccoast.com. Black Bart Hoo-Hoo Club – Jan. 24, industry night, Redwood Valley, Ca.; www.blackbarthoohoo181.org. Western Forestry & Conservation Association – Jan. 24-25, annual conference, Heathman Lodge, Vancouver, Wa.; (202) 872-0885; www.westernforestry.org. Humboldt Hoo-Hoo Club – Jan. 25, crab feed, Elks Lodge, Eureka, Ca.; (707) 601-9128. Budma – Jan. 30-Feb. 2, international construction fair, Poznan, Poland; www.www.budma.pl/en. North Cascade Hoo-Hoo Club – Jan 31, beer & crab feed, Stanwood, Wa.; www.hoohoo230.com.

International Builders' Show – Jan. 9-11, sponsored by National Association of Home Builders, Orange County Convention Center, Orlando, Fl.; www.buildersshow.com. Kitchen & Bath Industry Show – Jan. 9-11, Orlando, Fl.; www.kbis.com. Los Angeles Hardwood Lumberman’s Club – Jan. 11, meeting, Heroes Bar & Grill, Fullerton, Ca.; bolumber@sbcglobal.net; (714) 738-4356; www.lahlc.net. Guardian Building Products – Jan. 11-14, dealer show, Lake Buena Vista, Fl.; www.guardianbp.com. Western Pallet Association – Jan. 12-16, annual meeting, Rancho Mirage, Ca.; www.westernpallet.org.

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

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs

Happy Holidays from all of us at

State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

Yakama Forest Products

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

www.yakama-forest.com

Building-Products.com

Distributor of Medford, OR. • (541) 535-3465 • FAX 541-535-3288

(800) 365-4627 www.normandist.com December 2017

The Merchant Magazine

FLASHBack 65 Years Ago This Month

ixty-five years ago, panel products were all the rage, as covered cover to cover in The California Lumber Merchant. Among the headlines in December of 1952: • Six hardboard manufacturers banded together to form The Hardboard Association, intent on promoting the material and on dealing with “technical and trade promotional problems pertinent to the hardboard industry.” The group, today known as the American Hardboard Association and still based in the Chicago area, held its first meeting in November 1952. In attendance were representatives from Superior Wood Products Co., Duluth, Mn.; Oregon Lumber Co., Dee, Or.; United States Gypsum Co., Chicago; Masonite Corp., Chicago; Chapman Manufacturing Co., Corvallis, Or.; and Forest Fiber Products Co., Forest Grove, Or.

DECEMBER 1952 front cover featured Christmas wishes and a look at lush Philippine mahogany paneling from distributor Western Hardwood Lumber Co., Los Angeles, Ca.

• United States Plywood Corp. opened a new sales and distribution unit in Phoenix, Az., its 43rd such facility in North America, in addition to 27 manufacturing plants. Opened to ensure quicker service to the burgeoning Phoenix area, the branch stocked the complete Weldwood family of plywoods, plastics and building materials.

PRECISELY MANUFACTURED Englemann spruce sheathing was used to construct these giant these power ducts for the Albeni Falls dam being built north of Spokane, Wa.

The Merchant Magazine

December 2017

• Masonite started up a hydraulic debarker for redwood logs at its new mill in Ukiah, Ca. The Simons machine is said to be the first of its size and type in the redwood region. • Masonite also launched Masonitems, a new bimonthly magazine for dealers and wholesalers selling its hardboard products. Printed in two colors, Issue No. 1 was six pages long, including a twopage spread about a new Selling Center display and a cover story depicting the merchandiser in use at Gee Lumber & Coal Co., Chicago. Another major article provided suggestions for broadening the farm market, challenging readers with: “If you are a dealer with 1,000 farms in your area, your prospects spend nearly one-half million dollars yearly for remodeling, repairs and new construction. How much of this business are you getting?” • After years of primarly focusing on reducing the risk and damage of fire, Weyerhaeuser Timber’s forestry research office in Centralia, Wa., hired a full-time entomoloqist. His job was to study the characteristics and habits of insects found on Weyerhaeuser’s tree farms in western Washington and Oregon, and work with the U.S. Bureau of Entomology’s forest insect laboratory in Portland, Or., to develop control measures. Among his prime targets: the spruce budworm, hemlock looper, ambrosia beetle, and then public enemy #1, the Douglas fir beetle. Building-Products.com

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