The Merchant Dec. 2018

The

MERCHANT

DECEMBER 2018

Magazine

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

WOOD DUSTMagazine HAZARDS • MATERIAL HANDLING BUYERS GUIDE • TRADERS MARKET RECAP The Merchant (8.25” x 8.75”)

Colorful.

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DURACOLOR® solid color and semi-transparent finishes for factory application Homeowners, builders, architects, lumber retailers, wholesale distributors and manufacturers have trusted PPG TRUEFINISH® Building Products (formerly PPG Machine Applied Coatings) for more than 90 years. Engineered to protect against harsh exterior exposure and UV-degradation, our Duracolor 100% acrylic exterior coatings are formulated to deliver excellent adhesion, color retention and film flexibility to your fiber cement and composite siding and trim boards.

Our Duracolor IM nine-base intermix system allows you to formulate any of over 2,000 custom colors from PPG’s THE VOICE OF COLOR® collection.

Popular pre-mixed colors and tintable bases are also available.

To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.

Duracolor, the PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. The Voice of Color is a registered trademarks of PPG Architectural Finishes, Inc. ©2018 PPG Industries, Inc. All rights reserved.

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© 2018 Trex Company, Inc. All Rights Reserved. Trex® is a federally registered trademark of Trex Company, Inc., Winchester, Virginia

The

MERCHANT

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Volume 97 • Number 12

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December 2018

Building-Products.com

CONTENTS

December 2018 Volume 97 n Number 12

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

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31 Special Section

BE ON THE LOOKOUT FOR COMBUSTIBLE WOOD DUST HAZARDS

12 FEATURE STORY

MERCHANT

Magazine

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

WOOD DUSTMagazine HAZARDS • MATERIAL HANDLING BUYERS GUIDE • TRADERS MARKET RECAP The Merchant (8.25” x 8.75”)

ALABAMA DEALER GIVES TEAM MEMBERS THE FREEDOM TO SUCCEED

16 OLSEN ON SALES

A LOOK BACK AT LABOR SOLUTIONS

42 EVENT RECAP

Our Duracolor IM nine-base intermix system allows you to formulate any of over 2,000 custom colors from PPG’s THE VOICE OF COLOR® collection.

Popular pre-mixed colors and tintable bases are also available.

To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.

Duracolor, the PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. The Voice of Color is a registered trademarks of PPG Architectural Finishes, Inc. ©2018 PPG Industries, Inc. All rights reserved.

Merchant 12-18 Layout.indd 1 PPG TFBP Duracolor Ads_All.indd 3

11/21/2018 2:27:59 PM 11/9/18 2:41 PM

The Merchant Magazine Digitial Edition at www.building-products.com

NAWLA TRADERS MARKET HITS IT OUT OF THE PARK IN CHICAGO

The Official Publication of

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38 NEW PRODUCTS 50 DATE BOOK 51 ASSOCIATION UPDATE

26 THINKING AHEAD DURACOLOR® solid color and semi-transparent finishes for factory application Homeowners, builders, architects, lumber retailers, wholesale distributors and manufacturers have trusted PPG TRUEFINISH® Building Products (formerly PPG Machine Applied Coatings) for more than 90 years. Engineered to protect against harsh exterior exposure and UV-degradation, our Duracolor 100% acrylic exterior coatings are formulated to deliver excellent adhesion, color retention and film flexibility to your fiber cement and composite siding and trim boards.

18 THE REVENUE GROWTH HABIT 28 MOVERS & SHAKERS

TIPS TO STAY MOTIVATED

Colorful.

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Ready to go.

8 ACROSS THE BOARD 20 TRANSFORMING TEAMS

PERFECT HOLIDAY GIFTS FOR EVERY LUMBERMAN

14 COMPETITIVE INTELLIGENCE DECEMBER 2018

14 Departments

31 MATERIAL HANDLING BUYERS GUIDE 10 INDUSTRY TRENDS

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51 IN MEMORIAM 52 ADVERTISERS INDEX 54 FLASHBACK

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December 2018

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ACROSS the Board

By Patrick Adams

Partnerships hen I think of partnerships, many things come to mind. Good ones, like Batman and Robin, or Sherlock Holmes and Watson. There are bad ones too, like Bonnie and Clyde or Butch Cassidy and the Sundance Kid. Some are kind of left to interpretation, like Thelma and Louise.

I’ve also seen partnerships in business that start out good, then perhaps don’t end so well. Same goes with friendships and marriages, I suppose. But there are some that are great.

They defy the odds, are what legends are made of, and that stories are told about for generations. They are examples of what happens when two truly great individuals come together for a common goal.

Granted, some of these stories are told over the ages, across generations, languages and cultures. They’re truly universal in our personal desire to believe that these things still exist and are not just fables of times past. There are other partnerships that are no less great, but the stories stay quiet, like closely guarded secrets, perhaps because words simply cannot express what they mean to us and how they impacted our lives. Sometimes, the greatness of these partnerships doesn’t seem important until after they’re gone and you’re left to reflect on them as you wonder why you didn’t ask more questions, learn more from them, or simply take the time to be surrounded by them.

I count myself supremely lucky to have found my wife. I often wonder how we found each other, what she could have possibly seen in me, and how two such different people could have forged something so rare. It’s a partnership in the best sense of the word. We are best friends. I only am who I am because of her and anything good I’ve done is because she believed that I was capable of it. Her partnership with me made me better and maybe in some small way, the same may be true for her.

As I sit here reflecting on days past, it finally occurs to me why she is so special. Not because I’ve never thought of it or appreciated it before, but because as I said, sometimes you don’t fully realize things until they’re gone. Of course it goes without saying that my wife was raised by her parents, who are very special people. When I first came to their door to take their daughter out on our first date (and many times after that first introduction), they were not easy on me. Now that I’m a father, I can fully appreciate and understand this. They made me earn their respect and more importantly, their faith that I could be the partner that they believed their daughter deserved.

I know now that this came from her parents’ own life experiences and their partnership. From knowing that life is hard and partnerships are work. To make it through, you need more than just attraction, or luck, or faith. It’s that unknown “thing” that in rare occasions makes a great partnership.

You might never notice it in passing or even amongst casual friends. As you spend time around them you know that this

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is not an ordinary relationship, but one for the ages. One that sits in the back of your mind as an example and almost a challenge. When your own hard times show up, you think about them and know you have to find a way through it because you couldn’t stand the thought of letting them down as it would almost be an insult to them having shared their own life with you.

This is what her parents have done for me. They shared their lives with me. They became not just my in-laws through marriage, but my own family that I always hoped to have. I didn’t just gain a wife, I gained a family—a father, a mother, and all of the love and laughter and lessons that came along with it. And along with that also comes the grief when the partnership ends after a long life. But, like all great stories, his will live on in all of us that he touched through his example of hard work, loyalty, dedication and faith in us. It is in our human nature to take things for granted. That we will have more time. That we will have that convenient opportunity to say all that should be said. To somehow find the words to say more than “thank you” because those two words could not possibly express how much this man completely changed your life and will continue to through his advice and example of how to live.

I am forever grateful that great partnerships still do exist because one of them created and raised my wife to be the amazing person that she is. That partnership influenced me to become who I am and will forever shape how I view my own partnership and raise my own children together with my wife.

Take the time this holiday season because you have only one life to build something great, something that stories will be told about for generations to come. May all of you have a blessed holiday season filled with love, laughter, stories and gratitude.

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

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INDUSTRY Trends

By Phil Parsons, BakerRisk

Be on the lookout for combustible dust hazards

he wood particulates generated through most wood processing operations are a known combustible dust and are recognized as such by OSHA. In 2008, OSHA introduced the Combustible Dust National Emphasis Program (NEP), describing its policies and procedures regarding inspection of facilities that handle combustible dust as well as their expectations regarding owner/operator compliance with U.S. safety standards (e.g., NFPA).

Through the NEP, OSHA determined that many facilities handling combustible dusts were unaware of the hazards or simply confused by the requirements of the existing standards. The NFPA therefore developed NFPA 652 (Standard on the Fundamentals of Combustible Dust), which is a governing umbrella standard that addresses fire and explosion hazards associated with combustible dust of all types across all industries. NFPA 664 is referenced by this standard for guidance on how to manage wood processing industry-specific combustible dust hazards.

A main focal point of NFPA 652 is the requirement for facilities processing or handling particulate solids to perform a dust hazard assessment (DHA). The standard, which came into effect on Sept. 7, 2015, allows affected facilities five years to complete a DHA (i.e., by September 2020). To put the importance of a DHA in perspective, many OSHA citations regarding combustible dust hazards list the lack of a hazard analysis at the top of the citation.

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FRICTION SURFACES, such as worn bearings and misaligned conveyor belts, that accumulate wood dust can lead to fire hazards.

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Earlier this year, a jury awarded $39.7 million to a man who was injured in a fire and an explosion that occurred at a wood processing facility in 2014. Many of the findings of the investigation would likely have been captured in a DHA and could have prevented the incident from occuring.

This article discusses the most common issues identified during a large number of DHAs performed over the last several years.

1. Lack of defined inspection and cleaning plan to meet NFPA housekeeping requirements.

Dust explosions may be classified as either primary or secondary in nature. Primary explosions typically occur within individual pieces of equipment inside process plants or similar enclosures (dust collector, grinder, etc.), and are generally controlled by pressure relief venting to atmosphere. Secondary explosions are the result of dust accumulations (outside of equipment) within the facility, which are disturbed, suspended and ignited by the primary explosion, resulting in a more dangerous uncontrolled explosion inside the workplace. The majority of injuries and fatalities from dust explosions are the result of secondary explosions.

Control of fugitive dust emissions and housekeeping outside of equipment are therefore a focus of all combustible dust-related standards and are the key to reducing the potential for a catastrophic event. For example, NFPA 664 (the wood industry-specific standard) defines a hazardous location as an area where the accumulation of combustible dust exceeds 1/8�, over more than 5% of the enclosure footprint area. Surprisingly, very few facilities create an auditable system of inspection and cleaning to meet this requirement. Some facilities periodically inspect (e.g., quarterly) and react accordingly, although local accumulations may already have significantly exceeded the identified threshold thickness within this timeframe. Other facilities simply clean on a defined frequency (e.g., annually), regardless of the amount of dust accumulated within this timeframe.

Regrettably, some facilities neither inspect for nor clean accumulated dust on any defined schedule.

Although the NFPA standards do not define an approach to achieve compliance, it is BakerRisk’s opinion that the most effective method is to segment the process areas into zones that can be easily inspected by a workgroup or operator, ensuring there are no gaps between zones. An initial inspection frequency should be established (e.g., every two Building-Products.com

weeks) and the zone (including elevated surfaces) cleaned as needed when the threshold thickness is approached. For zones that generate dust accumulations at a steady rate, the inspection frequency can be adjusted after a number of inspections have established the accumulation rate.

The keys to success are to maintain external dust accumulation levels below threshold levels, develop a reasonable inspection frequency, document the inspections and cleanings, and make the process work intuitively without creating an undue burden. Another benefit to a zoned approach is that the responsible workgroup will likely begin to identify key equipment that is contributing to fugitive dust emissions, and will seek methods to eliminate their source. In addition, cleaning up wood dust is not as simple as turning on a blower or shop vac. OSHA has cited facilities that fail to use specialized explosion rated vacuum cleaners that don’t emit a spark to clean up wood dust.

2. Lack of rated deflagration isolation device.

NFPA standards state that where an explosion hazard exists in a piece of equipment, isolation devices shall be provided to prevent deflagration propagation. For example, without such a device, an explosion in a dust collector could allow the fireball to pass back up the inlet duct potentially exposing personnel working near dust collection duct pickup points or hoods (e.g., work stations).

3. Lack of restricted access zones around equipment equipped with deflagration vents.

Restricted occupancy zones must be established around dust collector deflagration vents to reduce the likelihood that personnel are present in the vicinity if a deflagration were to occur in the equipment. A number of incidents have resulted in injury to personnel located in close proximity to explosion vents due to exposure to the flame and burning debris from the vented deflagration. Equipment controls and E-stops should be located outside of these zones.

4. Lack of design basis information to support explosion protection design.

When designing and implementing explosion protection systems (e.g., explosion venting), it is imperative that the strength of the protected equipment (e.g., dust collector) is known. For example, the maximum explosion pressure in equipment fitted with explosion vents can significantly exceed the pressure at which the vents open, and the equipment may fail catastrophically if not designed to withstand the maximum pressure. This may present hazards equal to those if the vents were not present at all.

5. Lack of design basis system flow velocities.

NFPA standards prescribe minimum flow velocities through dust collection systems to prevent dust from falling out of suspension and accumulating inside the duct. Dust accumulations can lead to a hidden fuel source that may be ignited by a spark drawn into the system. Duct fires can present a challenge to extinguish and can damage equipment beyond repair. In some cases, the burning material can be pulled into the dust collection system and initiate an explosion. Maintaining a minimum flow velocity of 4,000 fpm is recommended by NFPA standards to prevent fallout of dust in dust collection ductwork; the actual required velocity is a function of the dust properties. In some cases, facilities have created “peep-holes” in the ductwork into which a flow meter can be periodically introduced to monitor flow velocity and validate system integrity.

Building-Products.com

DUST accumulations on rafters and other elevated surfaces can present a hidden catastrophic fire or explosion hazard if the accumulations become dispersed and ignited.

6. Lack of duct inspection hatches.

The placement of inspection hatches along the dust collection system duct allows for periodic inspection for dust accumulations, although such hatches are not explicitly required by the NFPA standards. BakerRisk recommends that the inspection hatches be located approximately every 20 duct diameters along the main duct.

7. Spark suppression system nozzles located too far from spark source.

Dust collection ductwork connected to high-frequency, spark-generating equipment (sander, grinder, hog) should be equipped with a spark suppression system to minimize or eliminate sparks entering the dust collector, which could trigger a collector fire or deflagration. The suppression system typically incorporates a sensor to detect the spark, along with spray nozzles located downstream at a distance determined by flow velocity. The separation distance between the detector and suppressors is critical; too close and the spark may get beyond the spray before it is activated, too far and the spray may halt before the spark arrives.

The location of the spark suppression system is also critical. FM Global Loss Prevention Data Sheet 7-76 recommends the system be located as close to the final piece of spark generating equipment as possible. Otherwise, dust accumulating in the duct between the spark generating equipment and spark suppression system may be ignited.

Note that NFPA standards require that where sprinkler protection is provided in the duct, the ductwork be capable of supporting the weight of the system plus the weight of the duct half-filled with water (or the material being conveyed, whichever has the higher density). BakerRisk is aware of at least one case where a large duct collapsed due to the accumulation of water from fire suppression activities.

The identified common hazards have all been causal factors in actual fires or explosions that resulted in the loss of life or severe injury, in addition to the loss of capital assets and business interruption. Performing a robust DHA should identify such hazards and identify prevention and mitigation strategies to manage the risk.

– Mr. Parsons is a senior consultant at BakerRisk. He leads combustible dust hazard evaluations for BakerRisk, which provides cost-effective solutions to manage risk exposure from fire and explosion hazards. For more info, visit bakerrisk.com.

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FEATURE Story

By Stephanie Ornelas

Perfect holiday gifts for every lumberman The holidays are here! But that doesn’t necessarily mean our schedules will slow down. Do you have any last minute gifts you need to get for a friend, family member or colleague?

Here are some ideas to help get you ready!

Forestry Apparel TeeHerivar has several clever T-shirts available; one in particular is the lumberman-flavored “If you see me hugging a tree, I am estimating board feet.”

The shirts come in all sizes (male or female) and two different colors.

TEEHERIVAR.COM $19.95

Wood-Themed Writing Help get your friend or colleague’s desk ready for a new year with a few wood-themed writing utensils.

Kikkerland’s wood-like sticky notepads are a unique gift that makes a great addition to any lumberman’s office. The 30-sheet notepad brings the outside indoors and is compact, making a great stocking stuffer.

The Monnagio fountain pen set comes with a woodgrain case, an extra ink converter, and a 78g eco cartridge.

Sticky notes: TOYBOXTECH.COM, $13.00 Wooden Pen: AMAZON.COM, $19.99

Delivery for Golfers Whether you need golf balls, apparel or both, Swinger Box has golf lovers covered. Just choose a monthly golf box that’s right for you or any of your family members or friends this Christmas.

The subscription offers a handful of different boxes including a Gear Box, Essentials Box, or Essentials Lite (a smaller variety for lower cost). Recipients just need to set their style, size, and more to get a subscription box based on specific preferences, in season and off.

SWINGERBOXGOLF.COM $10.00-$120.00

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Personalize Your Scotch If someone close to you is a whiskey enthusiast, you may want to consider personalizing their passion this holiday season with Freedom Oak Barrel’s Personalized American Oak Aging Barrel. Available in 6 sizes up to 20 liters, each barrel uses the wood’s natural sugars to help shape the flavor of everyone’s favorite spirit.

Handmade from white oak, the barrel is also great for bourbon, tequila, rum, wine and cocktails, and includes a stand, spigot and bung.

FREEDOMOAKBARRELS.COM $49.00-$166.00

Artistic Lumber Wood Art is an innovative wood design book that features artistic wood projects by designers from all around the world. Working with new or reclaimed wood, bent plywood, or solid wood construction, the designers create new forms from the whimsical to the elegant, the delicate to the robust.

From animal shaped bookcases to textile “rugs,” and wooden bicycles to bark shade lamps, this is the ultimate guide to this unique hobby.

GINGKOPRESS.COM $39.95

For the Fisherman at Heart The Nomad, Wild River’s soft-tackle, single-solution fishermen’s bag, comes with an integrated LED light system, allowing users to see into the bag or your work area when natural light gets scarce.

The bag features a large upper storage area with a removable divider, which can convert it to a full-size backpack for holding larger items. It has the capacity to hold up to six 3600-series and four 3500-series trays.

GOWILDRIVER.COM $10.00

Christmas Keepsakes Get your home or office into the season with the help of creations by American Wood Art. Each piece is made from Mountain Mahogany, Gamble Oak, or other woods native to the Rocky Mountains.

The company offers handcrafted ornaments and nativities at affordable prices. Its current selection features Christmas pieces ranging from nativity scenes to whimsical animal ornaments and jewelry.

AMERICANWOODARTS.COM $8.50-$59.00

Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Freedom to succeed

ussell Lands Inc. is a land development outfit in Alabama, which owns six home centers and three building supply locations across the state. Sounds to me like Chairman Lands is a most successful businessman.

And, also sounds to me like one of the smartest things he’s done is to back off. To abstain from micro-managing. To keep hands off the daily doings of these successful operations, allowing each operation to be unique.

The store in Clanton is a showpiece for how well that freedom works. “I was here from the very start,” declares manager Mickey Atkins. “I transferred from the company’s store in Northern Alabama in 1997. And I poured the cement slab for this building. I came—and I stayed— because I have an open hand. I can sell about anything I want to. All I have to do is be successful and boost sales, so I run it like it’s my own business. They give me a lot of freedom—a lot of rope.” And that rope is used to lasso new revenue rather than string him up.

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Tiny, little Clanton—pop. 8,500—provides a interesting environment in which to work the bottom line. Although it counts itself as a farming community (oh, those peaches!), that’s not the whole story. It lies halfway between Birmingham and Montgomery, so serves as a bedroom community for those big urban centers. “There’s a slower pace here,” declares Mickey. “They’d rather drive that hour to avoid the hassles of the big cities. Seventy percent of our town folk commutes, and they’re people with plenty of money.

“We opened the store, back in 1997, because we spotted the area as an underserved market. The town had three small building suppliers—a lumberyard, a concrete company, and a hardware store,” he says: “We wanted it all.”

And got it. Welcome to one-stop shopping. The town’s reaction was “good! We’ve been blessed with a nice, steady increase of business every year.” Until the infamous downturn. “At that low point, we were doing no new homes.

LONG-AWAITED remodel of this Alabama home center was completed in 2016.

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However, the town’s hardware store went out of business, so we ramped up that department here. And we changed our focus to retail. (Currently it’s bounced back to a 50/50 mix, which is unique in the company’s roster. The other stores are 75/25.)

“We never laid off a single person. We worked like crazy to come through it, utilizing our reputation for quality products, fair prices, a knowledgeable staff, and community involvement. (We support seven or eight schools, etc.)”

That new focus on retail, for Clanton’s staff of 25, required “a whole new mentality,” says Mickey. “What’s good for contractors can be awful for retail. So we moved staff around, getting people in the right places,” and the right products and services in their heads. Thus, time to remodel—to evolve into more of a retail environment.

“It needed freshening, a facelift. It had been 20 years.

We’d been ready to take on the project when the recession hit, but went back to survival mode to keep us strong. When business bounced back up three years ago, we pulled the trigger.

“We expanded inventory, adding 2,500 SKUs, and took on a lot more hardware—a truckload every week, which demanded a lot more work on the part of the staff—unloading, etc. We added a contractor entrance: the best thing we did. (Before, we’d have a guy with a $5,000 order standing in line behind a little old lady wanting a key made.) We

REFRESH included installation of a warm and welcoming paint center.

added more décor items to serve the women shoppers.

Since the remodel, our walk-in business has definitely increased.”

While Clanton has strengthened its retail focus, it’s kept an eye on its pros, too: Contractors remain loyal because they love the one-stop shopping offered. “And that we do free take-offs, materials list and delivery when and where they want it. Bulk pricing, too. And rental.” Seems to work.

Our contractors built 50 new homes last year,” reports Mickey.

“We serve remodelers, too—windows and doors, decks, fencing, paint. (We’d rather have 100 customers spending $100 each than one customer spending $10,000.)

“But”—Mickey returns to the horror story of the recession—“during the downturn, we didn’t have that business either. Nothing! No remodeling, no anything. I’d been through a recession several times before, and this was by far the worst.

“Now, business is steady again. February through October, it’s really strong. November and December it

PERSONAL, knowledgeable service is the biggest differentiator between this Alabama independent and its big box competition.

slows down a bit, but around here, the weather’s not bad even then.”

Still, there’s active competition, of course. Those commuters pass big boxes on their daily highway runs. Thus the employees at Clanton know that good-enough isn’t good enough. “We’re held to a higher standard. Customers can get good service here; we’ll actually speak to you,” he laughs: “How often does that happen at a Home Depot?

“We offer a price-matching guarantee but rarely have to use it. People think, ‘100,000 sq. ft. vs. 10,000 sq. ft.: It’s gotta be cheaper at the big box!’ But once they kick the tires, they realize there’s a difference in quality of product.

“Plus, we support local schools and churches, so people like to do business with us. There’s a big push to buy local.”

And hire local. “Here, our staff is mostly older, retired guys—guys with experience in HVAC, what have you.

They’ve done home improvements, and their attitude is better than your average employee. (Besides, you know what retail pays…. ) The only downside is when it comes to technology….” (Never mind, we get it) “New hires come in with skills. We then assign them a mentor to shadow to absorb our service attitude. (Don’t be telling me what you used to do. I don’t care.) We’re working on implementing a more formal training program, too, to emphasize good customer service.”

More remodeling on the horizon for the property?

Feel an earthquake? No, that’s just Mickey shuddering. “We’ll live with this remodel for the next 10 years. I opened the store in 1997, yet the remodel was the toughest thing, ever, in my life. We moved gondolas, scratched up floor tile by moving everything in the store. We were living in a construction zone, but we stayed open. It was rough, not much fun. But,” he allows heartily, “it was well worth it.

“So we’ll continue trying to grow the business—add another outside sales guy, expand that. And max out the retail business, too.”

Carla Waldemar cwaldemar@comcast.net

OLSEN on Sales

By James Olsen

Motivation is a muscle reat salespeople are money-motivated.” Money yes, but not money only. Humans are motivated by love, recognition, feeling of being a part of something, and pride. Humans are also comfort motivated. Most humans, when they make the amount of money that makes them comfortable, relax. This is how Rome fell and this is why there are so many close games in sports.

Psychology tells us that happy people are those who appreciate what they have to its fullest; unhappy people don’t appreciate anything. Organized religion asks us to be thankful for what we have. I agree with both, for our personal lives. What we are talking about is our commercial lives as commission salespeople.

In our professional life—selling—we are told to always push for more. It seems our bosses are NEVER satisfied with our results. “Great job but you know you could do more… etc.” This creates a conundrum for the professional seller. To be “happy” we should be content, to be successful at our life’s work, we must never be content.

Fortunately, we have strong minds with many compartments. In our personal lives, we must be happy with what we have (which will also help us sell more), but in our commercial lives we train ourselves to fight the natural tendency to relax when we reach our comfort level. This takes mental focus and emotional practice, because the “wanting to relax” is an emotional, natural response to hitting a milestone.

“G

How Do I Stay Motivated?

This is one of the questions experienced salespeople ask me most. When we start out, we are just trying to hang on, figure it out and not get fired. This is a tough, challenging and exciting time for us all.

After a few years we’re out of the danger zone, we’re doing OK or even very well, but we get stuck.

Personal example: The first time I broke six figures I took my foot off the gas pedal for five years; I left a lot of money on the table while expending the same amount of time and energy I would have to make three times as much.

All I needed was more motivation and focus. This is where I find a lot of my students.

Below are proven ways to motivate ourselves: 1. Exercise. Regular exercise, that makes us sweat, is necessary for professional salespeople who want to stay fresh. Sales is physically, intellectually and emotionally demanding. Exercise is BY FAR the best for keeping us in “sales shape.” Exercise also makes us feel strong and gives us “command presence,” which our customers feel and respond to in a positive way.

2. Goal setting. Written, action-specific, time-sensitive goal setting has proven to keep us motivated. We write out

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specific goals to motivate ourselves. We put our written goals on our desktop where we can look at them daily. Goal setting gives us our “what for.”

3. Read or listen to sales gurus or inspirational speakers. We need reinforcement and reinforcements.

Listening to the greats in our field gives us sales knowledge. It reinforces what we already know. Reading is a conversation with smart people whom we make our allies—our reinforcements.

4. Self-talk. Pre-year, pre-month, pre-day, and pre-call self-talk is a must. We must tell ourselves that we are great; we must be our biggest cheerleader and adoring fan.

5. Mini-prizes and contests. If we hit our number, we will give ourselves a three-day weekend the following month. Conversely, if we don’t hit our number, we make ourselves come in an hour earlier for a month. We can do this with lunch. If we hit our number by noon, we eat out, if not, eat in.

6. Breaks. Schedule breaks. Unfocused, weak calls are a waste of time. Know your body, but I like a 10 to 15 minute walk every two hours if I’m in high-intensity sales mode.

7. Avoid negative people (even if they love you). Negative people demotivate us by definition. Stay away from them.

8. Positive people. Seek them out and hang out with them.

“Tell me who your friends are, and I’ll tell you who you are.”

Being positive takes courage.

Motivation is a muscle we grow through conscious practice.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Wood Reimagined Engineered Wood Products / Studs & Timbers Real Wood Siding / Softwood Plywood Roseburg.com

800.245.1115

THE REVENUE Growth Habit

By Alex Goldfayn

There’s 20% sales growth in the final 1% of selling

cannot take take credit for the title and subject matter of this column. An outside salesman at a client company said this. It was towards the end of an all-day workshop I was leading. It was the third of four such workshops, because my client, a large distributor of plumbing and HVAC products, put 220 people through my program.

About 90 days into my projects, after a marketing review, some staff and customer interviews, and creation of a sales growth game plan, we teach the work to the customer-facing staff who will do it. We had already done the mindset part of the day. We had listened to my interviews with happy customers who were glowing about my client.

They now knew how valued they are by customers. And we were coming towards the end of the techniques portion of the session, where I run through what the sales and customer service people in the audience can do to grow sales.

These actions include simple and lightning-fast communications like asking the did you know question, asking the reverse did you know question, making proactive phone calls to customers when nothing is wrong, asking for the business, asking for referrals, and following up on quotes.

Around this time, the outside salesman raised his hand.

“It just dawned on me,” he said in front his peers and colleagues. “This is the last 1% of the work.”

I was stunned into silence, because I’d never thought about it this way before—and it’s my program! I stayed quiet so he could continue. (A great technique for all of us when speaking to customers.)

“We’ve already done 99% of the work,” he added. “This is the last 1%.”

I nearly jumped up and down while screaming, “YES!” I think I didn’t, but I might have, because that’s how excited I was to hear this. It’s a hugely insightful and totally accurate observation. You’ve established a solid and trusting relationship. You’ve been available and communicated

I

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back to the customer in a timely and convenient manner.

You’ve serviced the account incredibly well, and you’ve won the customer’s loyalty. Conversely, you’ve been continuously loyal to the customer. You’ve delivered on time, and have not made them wait. When necessary, you’ve taken the product into your car and delivered it personally.

They value this. You’ve built a friendship. They depend on you; you depend on them. Now they’ve asked you to write a quote. You do it, because they requested it. You send it. That’s the 99%: all that work, all that excellence, across all those years.

The final 1%? That’s where the magic is: Follow up on your quote, and ask the customer where they are at with it!

Ask the customer for their business, tell them you want it, and you are interested in helping them.

Call the customer proactively and tell them you were thinking about them, and ask what are they working on that you can help them with.

Ask the customer for a referral: “Who else do you know who I can help the way that I help you?”

Tell the customer about what else you can help them with: “Did you know we can also help you with x, or y, or z?” Ask the customer what else they buy elsewhere that you can help them with.

This is the final 1%. This is the last step, after all the other thousands of steps that brought you to this point.

Amazingly, most salespeople stop at this step. They allow fear of rejection to stop them from taking this final step.

Here’s the thing: The customer wants more of your help.

They wish that you’d do this final 1% of the work. They don’t want to buy from four suppliers. They want to buy it all from you. Nobody wants four purchase orders when they can just have one. Nobody wants to manage four relationships when they can do it all with you, the easy and excellent supplier.

Don’t let fear stop you from doing this final 1%. It’s where the value is for your customers. And it’s where the money is for you.

In fact, you’ll find that there is 20% sales growth for you in this final 1% of the work. You’ve done the hard work, the 99%. Now do the easy work: the final 1%.

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

Building-Products.com

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TRANSFORMING Teams

By Paige McAllister

Recruiting in today’s tough job market he headline of a recent Fox Business article declared, “Job openings hit record 7 million, plenty for the 6 million unemployed.” This is both true and a little misleading.

Job openings have increased to 7.1 million and unemployment has decreased to 3.7% or 6 million people. However, this does not take into account that certain factors, such as geography or that different jobs require different skills, can seriously impact the availability of talent.

According to the Bureau of Labor Statistics, recent rates of employee hire and separation are almost equal at 5.8 million and 5.7 million respectively, leaving fewer unemployed workers actively looking for new jobs. Any company trying to hire that “perfect person” for their open position knows this—finding the right person, with the right skills, at the right salary, in the right time frame is becoming harder and harder to do.

While experts are unsure of the implications of a longterm low unemployment rate, employers are already experiencing impacts—it is harder to find and hire good candidates as well as to retain current employees. Since most people aren’t actively looking for a new job, you’re going to have to go find them. How? • Use active headhunting tools on job boards and LinkedIn that have resume databases; these can be costly but you may find someone who isn’t actively looking.

• Post to job boards that focus on groups often underrepresented in the workplace, such as veterans or the disabled.

• List positions to statewide job boards focused on currently unemployed workers.

• Offer meaningful referral bonuses to your current employees to entice them to refer people they know.

• Be creative and keep your eyes open—you may see someone while you are out shopping or at dinner who may meet the needs at your company; talk to them about your company and see where that could lead.

• Revisit former applicants and candidates that were not hired—check in with a candidate who took another position to see if they want to talk again.

• Use social media to let personal and professional contacts know you’re hiring.

• Consider using a recruiting expert who can source, screen, interview, negotiate and make offers to qualified candidates—you can focus on the other demands of your business while the recruiters move the process forward.

• Leverage the workforce you already have to get the production you need from a new hire—convert current part-time employees to full-time and/or cross-train current

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employees to meet the needs you have (and compensate accordingly so they don’t leave).

Once you find the applicants, what should you do (and not do) to make hiring easier and more productive?

Do – Respect the candidate’s time, needs and goals: Call applicants within 24 hours and keep the process moving. Realize that each candidate has their own reasons for looking for a new job and their own timeframe in which they want or need that job. While some candidates can wait, most will accept the first good offer they receive.

Don’t – Make your hiring process long and drawn out: Having a lengthy process of reviewing applications, prescreening applicants, interviewing candidates, conducting background screens or skills tests, or allowing long gaps during the process can make them think you’re not interested.

Do – Devote the proper resources to finding good candidates: When you are ready to start your candidate search, make sure your application is up-to-date, your recruiter is dedicated to the process from start to finish, and all decision makers are available for interviews and final choices.

Don’t – Engage in the recruiting process until you’re serious about dedicating the time: It takes a lot of time to sort through applications, vet the candidates, conduct proper screenings, and make the decisions on who is best for your organization. If all of this is not done in a timely manner, you could lose the right person and may have to extend your search time or settle for second best.

Do – Sell yourself and your company to prospects: Just like you sell your products or services to customers, you need to demonstrate to a candidate why he/she should choose your company over other offers that may be on the table. Be sure to communicate your company’s best features such as your culture, perks, awards, etc.

Don’t – Lowball pay or benefit offerings: Given the current job market, candidates will likely receive multiple job offers to consider during their search. While you don’t need to be the highest in your industry or area, not offering a competitive package will give recruits, especially good ones, a strong reason to eliminate your company from consideration.

Paige McAllister Affinity HR Group contact@affinityhrgroup.com Building-Products.com

Hibbert Owners Weigh Future

The second-generation owners of Hibbert Lumber, Davis, Ca., are exploring options for the business as they prepare for retirement in 2019.

Longtime manager Becky Hibbert and her sisters/partners, Molly Snyder and Jane Hadley, said in a letter to customers that they are “contemplating proposals for the future of a lumber business at this location. We are retiring to spend more time with our growing family. Our parents started this business 71 years ago, and we have enjoyed many decades of working with you.”

Founded in 1947, the business includes a hardware store, lumberyard and The Door Shop.

Sierra Forest Adds in Idaho

High Mountain Forest Products, Coeur d’Alene, Id., has agreed to be acquired by Sierra Forest Products Ltd., a division of UCS Forest Group.

High Mountain co-founder Dan Simon will continue to be involved with the company.

Sierra Forest Products operates several distribution centers, including one in Kent, Wa., that will support the new Idaho operation.

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Arsonist Strikes Seattle Yards

A Nov. 10 arson fire destroyed three lumberyard buildings and two lumber sheds in Seattle, Wa. Losses to Gascoigne Lumber and Northwest Millworks are estimated at $4.3 million.

Investigators based their determination that the fire was intentionally set on interviews and surveillance footage.

Spokane Dealer Swings Deal

After years of legal battles and negotiations, Brown Building Materials, Spokane, Wa., has agreed to sell the city part of its parking lot, so it can complete a road.

According to Brown, the city originally offered $35,000 for part of its parking lot, but the company balked, saying that the road would cut right through the center of its lot, leaving insufficient room for large trucks to navigate, which would ultimately put it out of business. Brown said it would sell the entire property for $1.9 million, which would permit it to relocate.

In the end, the city received a slightly different section of the parking lot and agreed to pay Brown’s legal fees and to remediate any hazardous substances it uncovers. Brown also received some other bordering land.

December 2018

SUPPLIER Briefs Salida True Value Hardware, Salida, Co., has rebranded as an Ace. Kurt True Value Hardware, Redondo Beach, Ca., is closing in early 2019 after 32 years.

Sierra Pacific Industries

curtailed its Burney, Ca., sawmill in October, and will be rebuilding the facility through the remainder of the year.

Universal Forest Products, Chandler, Az., and Riverside, Ca., are now distributing Allura fiber cement building products throughout Arizona and Southern California.

Weyerhaeuser Distribution

is now carrying Fiberon decking at its California distribution centers, after recently taking on the products in Phoenix, Az., and Houston, Tx.

Boise Cascade BMD , Vancouver, Wa., was honored as Trex’s West Region Distributor of the Year.

Cherry Forest Products’

Thermally Modified Ash was listed with CalFire for Wildlife Urban Interface.

Building-Products.com

• Gazebos – providing more shelter than a pergola, gazebos offer a point of retreat and greater protection from the elements without isolating inhabitants.

the legacy of Foster Lumber is in good hands moving forward,” said David Jones, whose father purchased the business in 1946. “Both companies have strong relationships with custom homebuilders and professional remodelers.

This is an excellent combination of service capabilities.”

• Exposed Timber structures – the natural color and grain of redwood timbers lend a solid support to a greater structural design.

Lowe’s Begins Closing 51 Locations

• Decks – a redwood deck can last a lifetime when it’s built and mainCENTRAL VALLEY’S Steve Patterson (left) is joining forces with David tained well.

Jones’ Foster Lumber Yards.

• Planters – non-toxic and all nat-

Central Valley Acquiring ural, redwood is ideal for garden Foster

Four California stores are among the 51 “under-performing” locations Lowe’s will shutter over the next two months in the U.S. and Canada.

Stores in Aliso Viejo, Irvine, South San Francisco, and Central San Jose will close along with 16 others in the Midwest and East, 27 Rona stores in Canada, and four Canadian support facilities.

Some locations were closed as soon as the announcement was made in early November; others will close later, whittling down their inventories presumably by Feb. 1, 2019.

“The store closures are a necessary step in our strategic reassessment as we focus on building a stronger business,” said Marvin Ellison, who was named president and CEO in July. Shortly after his hiring, Ellison announced Lowe’s would close its Orchard Supply Hardware division.

Central Ca.,flowering has agreed to purchase Foster boxes and Valley, plantersNapa, to hold Lumber Yard,even Vallejo, Ca.,gardens. expanding Central Valley’s plants, herbs, vegetable Northern California footprint with a ninth location. Foster • Furniture – any form seating,as a separate, wholLumber will continue to of operate tables, benches all deliver thecurrent promise ly-owned subsidiary with the management in place. of The a comfortable place to to gather deal was expected closewhen on Nov. 30. built with redwood.

“We’re bringing two forces together with similar culINCREASINGLY backyard builders are realizing that the best contemporary design materials aren’t tures and many of the same builder said Steve • Arbors – create memorable tran- clients,” grown in the lab, but out in Homewood unfiltered nature.

Buys Sacramento Dealer Patterson, CEO of Central Valley.

“For Foster Lumber, sitions from one part of a yard to the Building Industry Partners’ Homewood Holdings Central Valley brings new investment to grow the business next with redwood arbors. has acquired assets of Building Supply & Lumber Co., and operational opportunities, like purchasing andtop distribuJessica Hewitt is directorHomewood of marketis the choice among landscaping Sacramento, Ca., as its –third location, joining the Foster’s trends emerging in tion,Among to enhance dedicated service to its customers. ing at Humboldt Redwood Company. HRC trends.

It is a choice any consumer Building Supply, Sacramento, and Evergreen Lumber, landscaping design,we there’s notobetter For Central Valley, are able expand our offer-confidence, and reafis working to cultivate a lasting legacy of canproduct make with Seattle, Wa. fit for bringing beauty, color and presing and our presence in the San Francisco Bay Area.” environmentally responsible forestry and firm their wise decision year after Founded in 1946, sourcing, Buildingmanufacturing, Supply & Lumber had been ence into Lumber an outdoor space than red- in 1920, and distribution Foster Yards, established has built a year. owned by Stan McMaster, who will stay on as a products. consultant wood. Combined with its longevity, of top-quality redwood lumber reputation for customer service.

“As I get ready to retire, as he transitions to retirement. and opportunity environmental this willqualities, make us redwood better together and make sure

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the finest timbers available, delivered to customers accurately, honestly & on time.

March 2017

Building-Products.com The Merchant Magazine 15

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THINKING Ahead

By Nicole Lewis, North American Wholesale Lumber Association

Labor of love

NAWLA’s year-long series on the labor market provides insights, actions erhaps without realizing it, you’ve been part of an experiment with us over the past year. For 2018, the North American Wholesale Lumber Association, for the first time, used its real estate in this publication to address what we know to be among the biggest challenges you face: hiring and keeping people on your payroll.

While we didn’t solve any problems overnight or even over the course of the year, we did gather perspectives from all over the industry.

As the year draws to a close, we’d like to resurface the thought-leadership shared in these features—and invite you to re-read these pieces in past print issues or online.

P

In January, we teed-up the series with Patrick Adams’ piece, “The good times are here again – Although big challenges remain.”

As the idea for this labor series came together, one thing was clear—the forest products and construction industries are booming—but a staggering number of positions were unfilled across all levels of work.

The perfect storm of retiring Baby Boomers and other industries attracting the younger labor force had caused a squeeze like never before.

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In February, we started sinking our teeth into ways in which those vacancies could be filled. “Labor shortage? Take a dip in the pool of cooperative education” was a primer on the differences between co-ops, internships, and practicums, and how each could apply to various sectors of the industry. These means of engaging forestry, environmental science, social sustainability, engineering and business majors are mutually beneficial to both companies and students—and slowly but surely, are

December 2018

helping to grow our available pool of up-and-coming professionals.

March brought a scientific-based approach to recruitment and hiring with Anthony Muck’s piece, “A fresh approach to hiring.” In it, Muck described the personality test that each candidate at DMSi must take in order to gauge assertiveness, expressiveness, patience, pace, detail-orientation, emotional control and creativity. While their strategy of hiring people based on their innate qualities

Building-Products.com

A Special Series from North American Wholesale Lumber Association

and not necessarily on their hard industry skills, Muck discussed the importance of crafting a screening strategy to fit your company and the roles you need to fill.

The April feature was one of our most popular in the series: “Start ’em young: How Oregon State University is engaging youth in forest products education.” In it, Chris Knowles and Michelle Maller told the story of on-campus efforts to recruit undergraduates to forestry, and introduced us to Mika Donahue, a rising star with the RLD Company. Knowles and Maller even shared details on their “Wood Magic” program in which third and fourth grade students are introduced to the industry with age-appropriate activities and field trips.

As the series continues, we learned that transportation was among the biggest pain points with the hiring squeeze. So in May, we sat down with Andrew Owens of A&M Transport and Rick Benton of Center-Line Group.

“Delivery debacle: Perspective from the trucking side” shared the root causes of the crunch: the stigma around trucking as a profession, the demographics from which drivers typically come, and the federal mandates (including ELDs) that limit drivers.

In June, we took a closer look at the “green” side of things, as SPI and Robbins shared business decisions they make with positive environmental impacts—which tend to speak to younger people deciding where to build their careers. “Different means to positive ends” covered cogen, reforestation, biomass fuel, and other responsible decisions that make our industry more sustainable – and more attractive to workers.

By July, we knew the trucking crunch was a topic that deserved more attention, so Andrew Owens of A&M Transport came back for the piece, “Follow these rules of the road to become a shipper/customer of “choice.”

Owens provided several surefire ways to get to the front of the line, and a few quick ways to find yourself and your needs at the bottom of the heap, too. Check this one out for tips on rate schedules, fuel surcharges, accessorial charges, and more.

In August, NAWLA “special guest star” Claudia St. John stepped in to provide a bit of content from the HR side. “How to engage your employees” covered 12 workplace elements identified by Gallup, which are critical to motivation and happiness.

Building-Products.com

September’s issue allowed us to introduce you to Bhupinder Jhajj, a trader at Canadian Wood Products.

His piece, “An unlikely path to the industry,” showcased how one young man found his way to the world of lumber, and inspired us all to think outside the box a bit when it comes to whom we interview, and ultimately, hire.

Our Traders Market preview issue in October was the perfect time to talk about how tradeshow and conference attendance can make all the difference with retaining employees. “Newbies get their feet wet at Traders Market” made the case for sending new hires to events, and how the benefits far outweigh the costs.

Last month, NAWLA’s 2018 chairman, Nick Fitzgerald, shared his own experience in entering the industry and becoming leader of our organization with, “This business is personal.” Fitzgerald hits the nail on the head: the relationships one maintains are what drive success here.

And so here we are, a year later and hopefully a bit wiser having learned from these diverse voices from throughout our industry.

So, in 2019, NAWLA will continue sharing those voices with our next theme, “How did I get here?”

We’ll share a dozen perspectives of how your colleagues landed in this industry, and what keeps them here. We’ll cover unique training programs, the biggest surprises upon entering the field, the preconceived notions we all encounter when we talk about what we do, and more.

We’ve got an incredible line-up of authors, but we welcome your perspectives too.

If you’d like to contribute to our “How did I get here?” series, shoot a note to nlewis@nawla.org.

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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MOVERS & Shakers Tim Brown, ex-Keith Brown and Copeland Lumber, was named branch mgr. for Capital Lumber, Portland, Or. Dawn Garcia has been promoted to director of marketing for Roseburg Forest Products, Springfield, Or. Marty Romero has joined Genesis Building Supply, Commerce City, Co., as sales mgr. and partner.

Peter Slade, ex-Endura, is now a territory sales mgr. for OrePac Building Products, Wilsonville, Or. Adam Cooney, ex-Tuff Shed, has joined the outside sales team at Foxworth Galbraith Lumber, Henderson, Co. Nic Wilson is now brokering lumber for Big Sky Lumber Sales, Missoula, Mt. Ted Downs, States Industries, Eugene, Or., has been promoted to VP of panel operations.

Miranda Van Atta, ex-FastenMaster, is now Sacramento, Ca., area sales mgr. for AZEK. Eric Carlson has joined the outside sales team at Sound Building Supply, Renton, Wa. Bill Strickland, BlueLinx, Denver, Co., has retired after 42 years in the industry.

Anthony Gutierrez, ex-Boise Cascade, has joined Rosboro, Springfield, Or., as business development mgr. for Arizona and Las Vegas, Nv. Harold Dodero, Sierra Pacific Industries, Anderson, Ca., has been appointed sales mgr. of the Structural Lumber Department. He succeeds Dan Wolter, who is retiring at year’s end after 45 years in the business, the last 23 with SPI. Amber Mikkelsen, ex-American Building Supply, is now Sacramento, Ca., territory mgr. for Sierra Pacific Windows.

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Carlos Baca has been named general mgr. of FoxworthGalbraith Lumber, Silver City, N.M. Tommy Hunter, ex-ProBuild, is new to outside sales at Golden State Lumber, Brisbane, Ca. Nikki Summers is a new window & door specialist in Stockton, Ca. Brian Carrington has joined the plywood sales team at Boise Cascade, Boise, Id. Britney Canas is new to sales at Ganahl Lumber, Anaheim, Ca. Roger Schmidt is now fireplace operations mgr. for Franklin Building Supply, Boise, Id. Michael Davidson, ex-Freres Lumber, has been named controller at Shelter Products, Portland, Or. Boyden Moore has been appointed president of Orgill, Inc., Memphis, Tn., effective January 2019. He succeeds Ron Beal, who remains chairman and CEO. Brett Hammers is now executive VP of worldwide sales & supply chain, and CFO Eric Divelbiss has added the title of executive VP of finance & administration.

Steve Markley was promoted to executive VP of operations for Do it Best Corp., Fort Wayne, In. William “Dent” Johnson succeeds him as VP of merchandising.

Shawn Dwyer is now handling imports & exports from Tampa, Fl., for Western Lumber, Medford, Or. Joey Peters, Oldcastle APG, is transitioning to senior brand mgr.-MoistureShield decking.

Pat Downe is now working the security gate at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

Building-Products.com

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We didn’t come this far to only come this far.

History Built. Future Bound.

Over the last 20 years, our technological and operational expertise has made Pacific Woodtech a global leader in private-label EWP. Now, with the addition of our own Pacific Woodtech-branded products, we are accelerating our quest to bring superior products and service to existing customers and a world of new markets.

See what we can do for you at pacificwoodtech.com

SPECIAL FEATURE

2 0 1 8

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Buyers Guide Racking • Lifts • Covers & Wraps • Strapping • More

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RACKING Interlake Mecalux

interlakemecalux.com (877) 211-7016 Cantilever racks Drive-in/drive-thru systems Mezzanines Pallet racks ___________________________

Krauter-Auto Stak

ks-ka.com (800) 992-2824 Auto-Stak Cantilever racks Mezzanines Portable millwork stacking racks Sheds ___________________________

Ridg-U-Rak

ridgurak.com (866) 479-7225 Cantilever racks Drive-in storage racks Gravity flow racks Pallet racks Push-back racks ___________________________

Speedrack Products

speedrack.net (800) 752-7352 Cantilever racks Drive-in/drive-thru systems Hybrid rack/shelving systems Modular push-back/modular rollback systems Rack-supported buildings Selective racks Speedrack case flow ___________________________

Steel King Industries

steelking.com (800) 826-0203 Cantilever racks Drive-in/drive-thru systems Dynamic racks Pallet racks Portable racks Push-back/product flow systems ___________________________

UNARCO Material Handling unarcorack.com (800) 862-7261 Cantilever racks Carton flow racks Mezzanines Pallet racks Push-back racks ___________________________

LIFTS & LOADERS Clark Material Handling Co. clarkmhc.com (859) 422-6400 CTX 40/70 electric tow tractors Electric forklifts (6 series) IC cushion forklifts (5 series) IC pneumatic forklifts (6 series) Narrow-aisle electric forklifts (NPX15D/17/20/22, OSX15, turret truck) Walkie pallet stackers (9 models) ___________________________

Crown Equipment Corp.

crown.com (419) 629-2311 Electric counterbalance forklifts (3 series) IC counterbalance forklifts (2 series) Order pickers (3 series) Pallet Trucks (8 series) Reach trucks (3 series) Stackers (6 series) TR Series tow tractors TSP Series narrow aisle trucks ___________________________

Combilift

combilift.com (877) 266-2456 Aisle-Master narrow-aisle warehousing forklift

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Doosan

doosanlift.com (678) 745-2200 Counterbalance trucks (electric, IC) Reach trucks ___________________________

Heli Americas

heliamericas.com (901) 569-1220 Diesel forklifts (5 series) Electric forklifts (5 series) Electric walkie stackers (3 series) LPG/dual fuel forklifts (5 series) ___________________________

Hiab

hiab.com (909) 357-7830 Moffett truck-mounted forklifts (8 series) Multilift hooklifts & skiploaders ___________________________

Hoist Lifttruck

hoistlift.com (708) 458-2200 FR Series extendable counterweight Hoist lift trucks Pneumatic forklifts ___________________________

Hyster

SJF Material Handling Equipment

sjf.com (800) 598-5532 Cantilever racks Case flor racks Pallet racks ___________________________

Multi-directional forklifts (C-Series, Combi-CB, Combi-MR) Pedestrian stackers (Combi-CS, Combi-WR, Combi-WR4, Combi-PPT, Combi-OP) Sideloader forklifts (Combi-ESL, Combi-SL, Combi-4WSL, Combi-ST, Combi-GT) Straddle carriers (Combi-SC, Combi-MG) Warehouse Forklifts: Aisle-Master ___________________________

Combilift

December 2018

hyster.com (252) 931-5191 3-wheel electric trucks (3 models) 4-wheel electric trucks (6 models) Big Trucks higher capacity forklifts (6 models) IC pneumatic tire forklifts (6 models) IC cushion tire forklifts (5 models) Narrow aisle forklift Order picker Pallet stackers (3 models) Pallet trucks (8 models) Reach trucks (2 models) Tow tractors (2 models) ___________________________ Building-Products.com

LIFTS & LOADERS Hyundai

hyundaiforkliftamericas.com (678) 823-7777 Diesel forklifts Electric forklifts (7 sit-down models, 6 stand-up models) LP forklifts (3 cushion tire models, 6 pneumatic tire models) Pallet stackers Pallet trucks Reach trucks ___________________________

Kalmar Global

kalmarglobal.com (358) 20-777-4000 Forklift trucks (4 diesel models, 2 electric models) Reachstackers Rough terrain handlers Straddle carriers (straddle carrier, FastCharge, AutoStrade, Hybrid) ___________________________

Kion Group

kiongroup.com Automated trucks/systems Intelligent trucks (smart trucks, driver assistance systems) ___________________________

Mitsubishi Caterpillar Forklift America

mcfa.com (713) 365-1000 Cat lift trucks (2 electric cushion, 4 electric pneumatic, 2 IC cushion, 4 IC pneumatic models) Jungheinrich forklift trucks (6 counterbalanced electric pneumatic, 6 reach, 3 order pickers, 3 turret trucks, 5 pallet trucks, 2 tow tractors, 5 walkie stackers) Mitsubishi forklift trucks (4 electric counterbalanced, order picker, reach truck, 4 electric hand/rider trucks, 2 IC cushion, 4 IC pneumatic models) ___________________________

Princeton Delivery Systems

piggy-back.com (800) 331-5851 PiggyBack brand delivery-mounted forklifts (PB36, PB45, PB45 STM, PB55+, PB55+ 4-Way, PB55X+, PB70+, PB80+) ___________________________

Komatsu

komatsuamerica.com (847) 437-5800 Forklifts (IC cushion, IC pneumatic, electric riders, narrow aisle) Trucks Wheel loaders ___________________________

Manitou

manitou.com (262) 334-9461 Masted forklift trucks (30 models) Rotating telehandlers (5 models) Telehandlers (23 models) Truck-mounted forklifts (5 models) ___________________________

Mariotti

mariottiusa.com (888) 874-6162 ME AC Series narrow aisle forklifts (4 models) Mini AC compact rider forklifts (2 models) MX Series larger capacity forklifts (MX 16, MX 16 turret) MYCROS AC Series 3-wheel, sit-down, electric forklifts (8 models) ___________________________ Building-Products.com

Turret trucks (9600, 9700 & 9800 swing-reach, TRT transtacker) Walkie stackers (6210 & RSS 22/30/40 straddle, RCS 20/30/40 counterbalanced, RRS 30 reach) ___________________________

Taylor Machine Works

taylorbigredforks.com (662) 773-3421 Cushion tire forklifts (XC, THC, XHC Series) Heavy-duty pneumatic forklifts Tow tractor XRS-9972 Reachstacker ___________________________

Terex Corporation

terex.com (203) 222-7170 Customized material handlers Genie Telehandlers (6 models) ___________________________

Toyota

toyotaforklifts.com (800) 226-0009 Electric forklifts (3-Wheel, Core, Large, Stand-Up Rider, Pneumatic, HighCapacity) IC cushion tire forklifts (Core IC, Large IC, Box Car Special, Paper Roll Special, High-Capacity) IC pneumatic tire forklifts (Core, Mid, Large, High-Capacity) Order pickers (6-Series, 7-Series) Reach truck Tow tractors Walkie reach truck Walkie stackers ___________________________

Unicarriers Forklift Raymond

Raymond

raymondcorp.com (800) 235-7200 Automated lift trucks (3010 pallet, 3020 tow tractor) Counterbalanced trucks (4150 & 4250 stand up, 4460 & 4750 sit down) Order pickers (5 models) Reach trucks (7530 high capacity, 7500 universal stance, 7500 dockstance, 7700 sit/stand, 7000 deep reach, 7200 & 7300 reach-fork, 7310 4-directional) Sideloaders (9300 long load, 9400) Tow tractors

unicarriersamericas.com (800) 871-5438 AC electric pallet trucks (RPX walkie/ rider, SPX center control, WLX walkie, WPX walkie) AC electric rider lift trucks (TX 3-Wheel, Platinum SCX standup, Platinum QX 4-Wheel, BX Platinum 4-Wheel) Electric walkie stackers (WCX counterbalanced, WSX straddle) Platinum II IC pnematic lift truck Platinum SRX AC electric reach truck TGX electric walkie/rider tow tractor ___________________________

December 2018

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LUMBER CARTS, CURTAINSIDES LUMBER & PANEL CARTS

National Cart Co.

nationalcart.com (855) 622-2278 Garden center carts Hand trucks & wagons Lumber & flat lumber carts ___________________________

Rand Manufacturing Berkot Lumber Carrier

Berkot Manufacturing

berkotmfg.com (818) 767-5555 Lumber carriers (stock & custom) Hand trucks ___________________________

Little Giant

littlegiant-usa.com (708) 534-5500 Bar & pipe trucks Hand trucks & dollies Platform trucks and wagons Sheet & panel trucks ___________________________

randmanufacturing.com (800) 264-7620 Lumber carts Lumber splicer carts Lumber train ___________________________

Wesco Industrial Products wescomfg.com (800) 445-5681 Hand trucks Platform trucks Panel carts ___________________________

CURTAINSIDES Brown Industries

bcvi.com (800) 255-6827 Curtainside trailers ___________________________

Raymond Products

raymondproducts.com (800) 328-5443 Panel & sheet movers ___________________________

Vestil Manufacturing

vestil.com (260) 665-7586 A-frame carts Hand trucks Panel carts ___________________________

Center-Line Trailers Curtainside

Center-Line Trailers

center-linecurtains.com (855) 877-5533 Curtainside trailers Curtainside trailer curtains ___________________________

Morgan

morgancorp.com (800) 666-7426 Curtainside trucks ___________________________

Roland Curtains

rolandcurtains.com (817) 607-0080 RolaLoad curtainsiders RolaBow sliding-bows RolaGo curtainside van body Curtains & graphics ___________________________

Sliding Systems

slidingsystems.com (218) 393-4505 Aluminum curtainsides Steel curtainsides ___________________________

Supreme Corp.

supremecorp.com (800) 642-4889 Curtainside trucks ___________________________

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Building-Products.com

LUMBER COVERS & WRAPS LUMBER COVERS & WRAP

InterWrap

bulldogbag.com (800) 655-1944 Lumber covers (poly bag, poly film, poly roll stock, polywoven roll stock) Poly-woven lumber wrap ___________________________

interwrap.com (800) 567-9727 DO2 RapidWrapper automated lumber package wrapping/label printing WeatherPro Elite PE woven wrap WeatherPro lumber covers WeatherPro railcar covers ___________________________

DuBose Strapping

L.I. Industries

Bulldog Bag Ltd.

dubosestrapping.com (800) 354-3020 Shrink film Stretch films Woven PE lumber wrap (in custom thicknesses, widths & mesh) ___________________________

EPAK Inc.

epak.ca (204) 956-3055 Lumber bags Non-woven Spunbound specialty covers Poly film Shrink film Woven PE & PP lumber covers & wrap ___________________________

lumbercoversprotect.com (800) 526-6465 Lumber covers Pallet covers ___________________________

Lumber Packaging

polycovers.com (541) 385-9444 Beam & Joist Wrap Clear woven & clear poly covers Plywood covers Railcar covers Sewn lumber covers Woven lumber bags Xwrap woven poly lumber wrap ___________________________

Intertape Polymer Group itape.com (888)898-7834 Lumber wrap (in 7 grades) Shrink film Stretch film ___________________________

Scott Lumber Packaging

scottlumberpackaging.com (866) 821-2075 Beam wrap Plywood covers Railcar covers Sewn lumber & pallet covers Staple lock tabs Stock lumber wrap Treated wood top cap ___________________________

Signode Industrial Group

Lumber-Wrap

tabwrapper.com (610) 921-0012 Tornado orbital stretch wrap machine ___________________________

Mahol Enterprises

Flexpak Corp.

polytarp.com (800) 606-2231 Lumber wrap ___________________________

A Division of Pacific Packaging & Supply lumberpackaging.com (800) 777-0300 Beam wrap Lumber bags Poly lumber wrap Staple Strip for poly lumber wrap Woven lumber wrap ___________________________

lumber-wrap.net (614) 898-9780 Poly lumber wrap Stretch film Woven lumber wrap ___________________________

Flexpak Clear End Lumber Cover

Polytarp Products

mahollumberwrap.com (724) 744-0237 Dura-Film poly wrap Woven beam wrap Woven lumber wrap (white/black, white/tan, paper-back) ___________________________

MegaSack Corp.

megasack.com (870) 234-6342 PE lumber wrap Woven poly bags ___________________________

Polymax

polymaxpkg.com (844) 765-9629 DuraMax lumber wraps (DuraMax 100 PP woven, DuraMax 200 PE woven, DuraMax 300 PE woven one side/Kraft paper one side) ___________________________

signodegroup.com (847) 724-6100 Angleboard Cader edgeboard Lachenmeier stretch hood film and equipment Muller stretch wrap and stretch film ___________________________

TabWrapper

Tri-Cor Flexible Packaging tri-cor.com (866) 528-7639 Lumber & pallet covers Shrink film Stretch film ___________________________

Tri Pac Inc.

tripacinc.com (888) 236-0000 Clear end covers Pallet covers Sewn lumber covers Siding covers Plywood covers Railcar covers TimberWrap Plus lumber wrap Woven lumber bags ___________________________

Veer Plastics

veerplastics.com (613) 301-7660 VPro polypropylene lumber wrap VFlex polyethylene lumber wrap ___________________________

STRAPPING & STRAPPERS, TAGS & LABELS Industrial barcodes Lumber & drum labels ___________________________

STRAPPING & STRAPPERS Boss Tiedowns & Strapping bossstraps.com (936) 867-4801 Woven & composite strapping ___________________________

DuBose Strapping

dubosestrapping.com (800) 354-3020 Plastic & steel strapping ___________________________

Dynaric

dynaric.com (800) 526-0827 Automatic machine strappers Dynaric Ultra Fast automatic strapping/banding machine Mini Arch moulding strapper Plastic banding ___________________________

Fromm Automation

frommautomation.com (877) 248-1645 Strapping heads (steel, stretch) ___________________________

L-M Equipment Co.

lmsaws.com (800) 455-8807 Bump Rollcase with strapping system ___________________________

Pacific Packaging Products

pacificpkg.com (800) 777-0300 Strapping (steel, polyester, PE, cord) Strapping tools & equipment ___________________________

Patriot Strapping

patriotstrapping.com (401) 722-9200 Strapping (steel, PE, PP, polycord) Strapping cutters & sealers Strapping tensioners ___________________________

Polychem

polychem.com (800) 548-9557 OMS strapping heads Semi-automatic pallet strapper Strapping (plastic, steel, cord) Strapping machines for bundling Strapping systems for unitizing ___________________________

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Leading Edge Labels

Signode BXT3-19 Strapping Combo Tool

Signode Industrial Group

labels4u.com (425) 821-4137 Digital & thermal labels Lumber tags ___________________________

Matthews Marking Systems

signodegroup.com (847) 724-6100 Acme Packaging steel strapping Cader polyester strapping Midwest Industrial Packaging strapping tools Signode plastic & steel strapping, tools and equipment ___________________________

matthewsmarking.com (888) 233-1060 Contact printing Indenting systems Ink jet systems (continuous, thermal) Laser coding Software products ___________________________

Samuel Steel Strapping

reajetus.com (440) 232-0555 Building material printers (ink jet, high resolution, laser systems) High resolution grade markers and printing for dimensional lumber, EWP Industrial inks, print heads ___________________________

samuelstrapping.com (800) 606-2231 Strapping (steel, polyester, PP, cord) Hand-held strapping tools Strapping dispensers (5 models) Strapping heads (7 models) Strapping machines (7 models) Stretch film ___________________________

Strap & Wrap

strapandwrap.com (866) 467-8727 Dispensers (forklift, hand-held, HD) Woven polyester strapping ___________________________

Sweed Machinery

sweed.com (800) 888-1352 Scrap choppers & shredders ___________________________

TAGS & LABELS Dynamic Systems

dynamic-systems.com (800) 324-3999 Barcode mobile scanners Barcode printers RFID tags Rugged tablets ___________________________

Electronic Imaging Materials barcode-labels.com (800) 535-6987 December 2018

REA JET USA

Samuel Packaging Group

samuelsytems.com (800) 667-1264 Automatic barcoding (lumber) Barcode scanners Industrial inks, labels and ribbons Ink jet printing (lumber, panel, stencil) Labeling machines & equipment Labeling software ___________________________

Universal Tag

universaltag.com (800) 332-8247 Barcode labels Tags (custom, stock & thermal) ___________________________

Weber Packaging Solutions weberpackaging.com (800) 843-4242 FasTagger II lumber tagging stapler Labels & labeling software ___________________________

Z-Tec Automation Systems ztec.ca (604) 881-2203 WinJet Lumber Marking System ___________________________

Building-Products.com

SAWS & EQUIPMENT SAWS & EQUIPMENT

Pacific Trail Manufacturing

eaglemachines.com Eagle Talon 3000 crosscut saw EagleEye TalonVision optimizing crosscut saw Gang ripsaws Moulder/sidematcher feeders ___________________________

ptmi.net (888) 910-7297 Accu-Cut crosscut saw Deck saws Exacta-Cut pallet/truss saw Lumber unit aligner Mobil-Cut saw for engineered wood products (gas or electric) ___________________________

Hendrick Manufacturing

Prazi USA

Eagle Machinery & Supply

hendrickmanufacturing.com (978) 822-2125 Horizontal beam saws Vertical saws Cross-X series crosscut saw ___________________________

Holtec USA

holtecusa.com (813) 754-1665 Autocut V CNC computer-controlled system Maximus V with package aligner Selecut V electronically moving saw assembly Transcut portable crosscut saws Transcut II station ___________________________

praziusa.com (800) 262-0211

Beam cutters (5 models) Beam cutter chains Chain sharpening kits Groove centers ___________________________

Stiles Machinery

stilesmachinery.com (616) 698-7500 Beam/panel saws Resaws Rip saws Sliding table saws ___________________________

Baba Searle VP of Operations

L-M Equipment Co.

lmsaws.com (800) 455-8807 Bump rollcase Circular saws Deck saws I-Cut system Plastic Pipe saws Portable crosscut yard saws Traveling arch saws Verticut systems (with carriage, P4 or rollcase) ___________________________

Lumber Buddy

A Division of WorkSafeWorkSmart worksafeworksmart.com (469) 718-9797 Lumber Buddy portable workstation ___________________________

Easy does it.

Baba Searle, International Wood Products’ VP of operations, knew he couldn’t put it off any longer. But he dreaded the thought of building new covered storage sheds for his growing inventory. He knew from experience that what seemed like a simple project would require time and attention he just didn’t have.

Then he found CT Darnell, and things got real easy real quick. Armed with Baba’s inventory list, CTD’s LBM specialists got to work, creating a project-specific design, manufacturing steel to spec, and erecting the covered storage system.

Summing up the experience, Baba said, “It was easy, affordable, and they took the stress off my plate.”

Watch the video for the full story at sunbelt-rack.com/stories

Mitek

mitek-us.com (800) 325-8075 Cyber A/T component saw Matchpoint Blade automated wood processing system ___________________________

Building-Products.com

CT-Darnell.com

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NEW Products

Fast-Draining Housewrap Goes Wide Natural Paving USA unveiled its new Jumbo Pavers in two sizes: 6 ft. by 3 ft., and 4 ft. by 3 ft., both with a thickness of 2�.

Available in Harvest and Promenade, the hand-cut and calibrated natural stone pavers are ideal for pool decks, patios, as well as matching counter tops.

Benjamin Obdyke is launching wide-width sizes for its HydroGap drainable housewrap designed for production builders and other large volume projects.

The 9-ft. and 10-ft. options allow water to drain away from the wall in seconds, eliminating the propensity for water to go into thousands of nail holes, flashing details, and other penetration points, causing damage.

n NATURALPAVINGUSA .COM (888) 240-8704

n BENJAMINOBDYKE.COM (215) 672-7200

Jumbo Pavers

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Building-Products.com

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com

Wholesale Industrial Lumber

Problem Seeker Seek Thermal’s newest thermal imaging technology, Seek Shot and Seek ShotPRO, allows professionals to identify leaks, electrical shorts, mechanical faults and energy loss as a way to assess the health of a structure in a non-destructive manner.

The device can save readers time and money by identifying otherwise “unseen” problems. This could relate to water damage, leaking pipes, electrical or HVAC malfunctions, or a loss of thermal energy due to poor insulation or construction.

• Pine • Plywood

o it, as h cost here I t they ave to r will

• Mouldings • Hardwood Lumber

y p p a H ! s y a Holid

boost r, $6clinic ovide u still

n SEEKTHERMAL.COM (844) 733-4328

as we ows it o you

at dis—one ager. a color two o, our ere as

Specialists in Hardwood Milling • Oliver Straitoplaner

ed an ns) to icture market

• Straight Line & Multiple Rips • Stickers

Choose Your Garage Style Haas Door’s new SelectView option allows customers to place windows in almost any location they desire in a garage door. Designed to provide more aesthetic choices for garage doors to complement home styles, the system helps the user achieve their personal design goals.

The system also provides options for windows in the bottom section of the garage door. This allows for glass to be used in all panels of the garage door, giving the look of an aluminum rail door, but providing two additional options. Decorative, specialty glass, and inserts are also available.

• Newman Straight Knife Planer

REGAL CUSTOM MILLWORK 301 E. Santa Ana St., Anaheim, Ca. 92805

(714) 632-2488 • Fax 714-776-1673

www.reellumber.com

n HAASDOOR.COM (866) 637-3667

Reel Lumber Service and Regal Custom Millwork are affiliated companies

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Building-Products.com

Where Decision Makers Grow

Formaldehyde-Free Insulation Johns Manville is introducing JM Formaldehydefree Cavity-SHIELD, an NFPA 13 compliant, fiberglass batt insulation for use in concealed spaces of multifamily buildings.

The insulation provides an alternative solution to sprinklers in the interstitial space and is a noncombustible insulation product.

Made up of long, resilient glass fibers bonded with thermosetting resin, the batts are designed for use in concealed spaces between floors, serving as a passive fire solution for limiting potential flame spread between and through floors. n JM.COM (800) 654-3103

2019

March 10-12

Tucson, AZ | Westin La Paloma Resort & Spa

Track Loaders in Tight Spaces ASV Holdings’ new RT-25 Posi-Track compact track loader (CTL) serves as an economical alternative for contractors, rental centers and homeowners working in tight spaces.

Its size makes the loader the industry’s smallest sit-in CTL. It’s also designed to be a safer, more productive alternative to walk-behind and stand-on mini loaders in applications such as landscaping, construction and snow removal. n ASVI.COM (800) 205-9913

Building-Products.com

NAWLA Leadership Summit

WWPA Annual Meeting

LEARN MORE & REGISTER AT www.nawla.org/leadershipsummit

December 2018

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LEFT: NAWLA executive director Scott Parker welcomed attendees to the Traders Market.

CENTER/RIGHT: One-handed former Major League pitcher Jim Abbott delivered a stirring keynote address on adapting to overcome adversity.

NAWLA Traders Market hits a home run The North American Wholesale Lumber Association celebrated its 125th anniversary with strong attendance and high spirits at its recent NAWLA Traders Market in Chicago, Il. Held Nov. 7-9 by the North American Wholesale Lumber Association, the event was highlighted by an inspirational keynote address from Jim Abbott, who spent 10 years pitching in the Major Leagues despite being born without a right hand. He shared that the secret to overcoming adversity was to A.D.A.P.T.: Adjustability, Determination, Accountability, Perseverance, and Trust.

NAWLA also put together a number of brief seminars, called “Learning Lounges,” during trade show hours, in the middle of the trade show floor. The line-

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FESTIVITIES kicked off with a networking reception the evening prior to the start of the NAWLA Traders Market. [1] Ken Trainor, Mark Erickson.

[2] Mike McCollum, John Ramsey. [3] Steve Brown Tim Hummel, Matt

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up included recruiting workshops by Roseburg’s Devin Stuart and Affinity HR Group’s Lisa Ritchie, NAWLA 125th Anniversary Trivia moderated by Wholesale Wood Products’ Warren Reeves, and Test Your (Tree) Knowledge with David Jones, PhD. Five others were panel discussions—covering environmental stewardship, lumber logistics, women in the lumber industry, reverse mentoring featuring students from Oregon State University, and on industry trends, with panelists Dan Semsak, Pacific Woodtech; Ian McLean, Spruceland Millworks; and The Merchant Magazine’s Patrick Adams.

Next year, the Traders Market will settle in San Antonio, Tx., Oct. 16-18, 2019.

6 Trulinger. [4] Jeff Donahoo, Doug Willis, Larry Petree. [5] Aaron Babcock, Buck Hutchison, Bruce Johnson. [6] Ken Caylor, Cristen Chambers.

(More photos on next 5 pages) Building-Products.com

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22 NAWLA RECEPTION guests (continued from previous page): [7] Pete Samura, Darrell Ekelund, Chad Findlay, Dave Sangara. [8] Michelle Maller, Chris Knowles, Sarah Gornik, Brooke Beissel. [9] Brandon Desyatnik, Phil Clune. [10] Larry & Kathy Boyts. [11] Harris Gant, Monty Falb. [12] Nathan Tellis, Frank Turnbull, Jim Dunse. [13] Kip Anderson, John Edwards. [14] Lauren Chimko, Haleigh Callison, Adrianna Fenton.

[15] Felipe Magotke, Carolina Shaw, Ryan Wolters. [16] Jay Hudson, Building-Products.com

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Photos by The Merchant

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NAWLA TRADERS MARKET

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Court Robinson. [17] Grant Phillips, Mike & Dawn Holm. [18] Anne Brummett, Seth Mauch, Lori Hart. [19] Larry & Ginny Yepez. [20] Dave Durst, Kevin Hayes. [21] Chadd Furley, Nick Fitzgerald, Matt Calssie, Kelly Russell. [22] Chris and Allia Schofer, Justin & Shayna Storm. [23] Parker Wildeboer, Humphry Wildeboer. [24] After-party: Brian Johnson and Leslie Southwick at the Big Bar celebrating 125 years of NAWLA. (More photos on next 4 pages) December 2018

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NAWLA TRADERS MARKET Photos by The Merchant

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TRADERS MARKET exhibitors included (continued from previous 2 pages): [25] Marilyn Hendrick, Lee Jimerson, Chris Penney, Larry Broadfoot, Eric Schooler, Cami Waner. [26] Preston Johnson, Gunnar Brinck. [27] Steve Brown, Tim Hummel, Matt Trullinger. [28] Davis McGinnis, Steve Cheatham. [29] Jimmy Epperson, Larry Schmedding.

[30] Mark Swinth, Michael Parrella, Janet & Nestor Pimentel, Rick Yonke, Brett Slaughter. [31] Steve Firko, Sheila Gjevre. [32] Greg Martin, n

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John Brandstetter, Hanna Smith, Paul Waldon. [33] Clay Homan. [34] Kitty Loveland, Amanda Humann. [35] Kyle Loveland, Jamie Kreiser.

[36] Joe Penrod, Gib Gibor, James Venters. [37] Dan Semsak, Rebecca Richey. [38] Raymond Luther, Joe Honochick, KayCee Hallstrom, Kyle Gillings. [39] Matt Pomeroy. [40] Tim Klein, Kim Morris, Brian Iverson.

(More photos on next 3 pages) Building-Products.com

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55 SHOW FLOOR presentation featured panelists (continued from previous 3 pages): [41] Dan Semsak, Patrick Adams, Ian McLean. [42] Bob Loew, Bill Sweeney. [43] Alex Darrah, Chris LaCourse. [44] Clint Darnell, Chuck Casey. [45] Keith Lolly, Butch Kennedy. [46] Kevin Dodds, Grant Phillips. [47] Ryan Traczewitz, Lori Byrd. [48] Krissy Putland, John Morrison, Chase Morrison. [49] Robin Gardner, Emily James. [50] Rick Anderson, Tom Taylor, Erik Karni. [51] Rob Marusic, John Fijalkowski, Building-Products.com

Photos by The Merchant

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NAWLA TRADERS MARKET

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56 Scott Stockton, Landon Erbenich, Paul Burnham. [52] Rob Hruby, Jared Carroll. [53] Kirk Todish, Jim Vandegrift, Bob Deseyn, Tyler Sanders.

[54] Brian Boyd, John McGill, Tara Murray, Steve Boyd. [55] Jess Anzo, Matthew Kelly, Pete Adkins, Bill Nocerino, Mike Flynn, James Zurcher.

[56] Chuck Dotson, Laura Ganatos.

(More photos on next 2 pages) December 2018

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NAWLA TRADERS MARKET Photos by The Merchant

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AT NAWLA (continued from previous 4 pages): [57] Tara Murray and Bill Griffith got into the spirit of Benjamin Obdyke’s 150-year legacy by sporting Obdykian mustaches. [58] Tony Crusina, Joe Wiebe, Matt Tobin, Scott Vande Linde, Denise Underwood. [59] Tom Johel, Tim Cutler, Steve Anderson. [60] John Georgelis, Matt Weaber. [61] Greg Haupt. [62] Bill Price, Patrick Adams. [63] Harold Dodero, Andy Faircloth. [64] Mike Pisani, Dimitrios Leonidas, Michael McInnes. [65] n

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Brian Johnson, Mary Fontenot, Ryan Pearson. [66] Chris Schofer, Justin Storm. [67] Win Smith. [68] Michael Stobble, Harvey Hetfeld, Sonny Shin. [69] Brett Schuler, Brett Johnson. [70] Mark Tucker, Ed List. [71] Anthony Muck, Reed Rediger. [72] Carolina Shaw, Kristen Bates. [73] Jeff Corneil, Mike Pidlisecky. [74] Blake Keitzman. [75] Tim Thorsen, Devin Stuart, Gary Hayes, Ashlee Cribb, Phil Odom. [76] Craig Combs, Rindy Learn, David Jeffers. (More photos on next page) Building-Products.com

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NAWLA TRADERS MARKET

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83 NAWLA (continued): [77] Rick Kapres, Bill Naumann. [78] John Zinga, Steve Osterman. [79] Griff Brady, Jim Brady. [80] Leslie Southwick, Kris Lewis. [81] Mark Mitchell, Steve Gendron, Pete Henningfeld, Marshall

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Lauch. [82] Stan Weiland, Megan Fangrad, Terry Fangrad. [83] Kody Miller, Pat Way, Brett Green, Christy Hollenback, Erol Deren. [84] Matt Hungerford. [85] Al Fortune. [86] Daniel Libolt, Josh Gibeau.

Holiday Greetings from Parr on our 42nd Christmas Antonio Avina Alfredo Becerra Paul Blevins Norm Boucher Edward Butz Jose Chicas Rosario Chicas Dominic Cosolo Karen Currie Steve Daugherty Daniel Duran Nick Ferguson

Martin Gallicia Vince Galloway Ricardo Garcia Fidenceo Gomez Larry Greene Karen Gregorio Elvira Hernandez 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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West Coast dealers recharge in Carlsbad West Coast Lumber & Building Material Association placed the emphasis on recharging and refocusing at its annual convention Oct. 23-25 at the Westin Carlsbad Resort & Spa, Carlsbad, Ca. Speakers, seminars, an exhibitors expo, networking, golf and more filled a packed schedule.

During the event, Mark Boone, president/COO of Champion Lumber, Riverside, Ca., was installed as the association’s new president, succeeding Victor Fresca, Dixieline Lumber & Home Center, San Diego, Ca. They are joined on the board by new first vice president Frank Addiego, All Bay Mill & Lumber, American Canyon, Ca., and treasurer Sean Fogarty, Osborne Lumber, Newark, Ca. Brian Pierce, Friedman’s Home Improvement, Santa Rosa, is a new dealer director, and Pat Zan, Taiga Building Products, Rocklin, and Vic Hausmaninger, HBLA CPAs,

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WEST COAST lumber dealer show: [1] Josh Coyne, Cheryl Meyer. [2] Augie Venezia, Tim Dickison. [3] Joe Morin, Jean Henning. [4] Jody Mooring, Frank Addiego. [5] Mike Bland, Mike Boone. [6] Jeff Brogger, Mark Precce. [7] Matt Endriss, Daniel Hines, Karsten & Charmaine n

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Irvine, are new associate directors.

Re-elected to the board were dealer Matt Endriss, Central Valley; associate director Thom Wright, Sierra Pacific Industries, Redding; and government affairs chair Augie Venezia, Fairfax Lumber & Hardware, Fairfax. The incoming president of Second Growth, WCLBMA’s young professionals group, Steve Schroeder, Ganahl Lumber, will join the board in a non-voting capacity in December.

Venezia was honored with the President’s Award for his service, and Glenda DeFrange, owner and president of Straight Line Transport, Huntington Beach, Ca., received the Associate of the Year Award.

To cap the evening, Ken Dunham, WCLBMA’s executive director since 2006, was presented with the association’s infrequent Lifetime Achievement Award.

December 2018

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Vardas. [8] Mitch Adams. [9] Renee Miles, Ken Dunham, Tricia Kilrain.

[10] Julia Spivak, Jeff McKiernan, Brian Bunt. [11] Pam & Matt Petersen.

(More photos on next page) Building-Products.com

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WCLBMA convention (continued): [12] Heath Stai, Leigh-Ann Magin. [13] Vince Fresca, Bobby Senften, Brian Pierce. [14] Eric Krauter, Kristina Notrica, Tim Stoefen. [15] Jordan Lynch, Wes Troy. [16] Geoff Garner,

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Photos by The Merchant Magazine

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WCLBMA CONVENTION

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Dan Henning. [17] Paul Roche, Niall Crehan. [18] Dan Ohmer, Jerry Dunn. [19] Bradley Hartman, Rudi Lokkart. [20] Kristina Perry, Daniel Diaz. [21] Dave Rogers, Lindsey Grove. [22] Paulo Sitolini, Evelyn Moran.

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 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

888-807-2580 Bend, OR

www.pelicanbayfp.com 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

“Focused on the future with respect for tradition” December 2018

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BOHNHOFF TOURNAMENT Photos by LAHLC

NEW Products

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New & Improved Bar Clamps

Irwin Tools has updated its line of One-Handed Bar Clamps and added new clamping accessories.

The clamping line now includes a quick-change push button for easy conversion into a spreader or for 4quickly attaching accessories.

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Aluminum Post Cable Railing

Atlantis Rail Systems has developed its first aluminum post cable railing system, The Nova System, which features powder-coated aluminum posts, handrails and foot rails and horizontal cable in-fill.

The cable in-fill utilizes HandiSwage fittings with 1/8" cable.

5 The system is offered in a standard black color 6 option and includes everything needed for installation, excluding mounting hardware.

LOS ANGELESpost Hardwood Lumberman’s Club hosted its 19th annual Alan Bohnhoff Memorial Golf Tournament in Yorba Linda, Ca., to benefit ATLANTISRAIL.COM the Hardwood Forest Foundation. [1] Dennis Johnston, Bob Martino, Bill Fitzgerald, Mark (800) 541Imhoff.

6829[2] Jason Brettinger, Marty Fox, Steve Arnold,

IRWIN.COM

(800) 464-7946

7 Craig Jordan. [3] Jay Ordoff, Lou Kretzer, John Banks, Carl Henoch. [4] Jeff Porter, Kyle Fox, Mark Brothers, Greg Dickenson. [5] Robert Ellis, Nolan Torres, Mike Bohnhoff, Jason Jones. [6] Byron Grabinger, Tracey & Jim Gaither. [7] Mark Gray, Joe Bolton, Jack Brosterhous, Kevin Cohn.

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

Southern California Hoo-Hoo Club – Dec. 12, holiday meeting, Anaheim Hills, Ca.; www.hoohoo117.org.

Tacoma-Olympia Hoo-Hoo Club – Dec. 19, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com.

Myanmarwood – Dec. 14-17, international wood processing exhibition, Yangon, Myanmar; www.myanmar-expo.com.

Los Angeles Hardwood Lumberman’s Club – Jan. 10, meeting, Fullerton, Ca.; www.lahlc.net.

Guardian Building Products – Jan. 10-13, dealer show, Orlando, Fl.; www.guardianbp.com.

Tacoma-Olympia Hoo-Hoo Club – Jan. 16, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com.

Willamette Valley Hoo-Hoo Club – Jan. 18, crab feed, Eugene, Or.; rameses93@nu-world.com.

From everyone at Fontana Wholesale Lumber Inc.

Surfaces/International Surface Event – Jan. 23-25, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

Western Forestry & Conservation Association – Jan. 24, timberland conference, Vancouver, Wa.; www.westernforestry.org.

Sacramento Hoo-Hoo Club – Jan. 29, initiation meeting, West Sacramento, Ca.; jeff.squires@paccoast.com.

National Association of Wholesale-Distributors – Jan. 29-31, executive summit, Washington, D.C.; www.naw.org.

P.O. BOX 1070 – 15500 VALENCIA AVE., FONTANA, CA 92335 PHONE 909-350-1214 – FAX 909-350-9623

Black Bart Hoo-Hoo Club – Jan. 30, industry nite, Redwood Valley, Ca.; www.blackbarthoohoo181.org.

FWL-FWP@PACBELL.NET

Humboldt Hoo-Hoo Club – Jan. 31, crab feed, Eureka, Ca.; (707) 601-9128.

WWW.FONTANAWHOLESALELUMBER.COM

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December 2016

Building-Products.com The Merchant Magazine 51

ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association will hold a yard foreman workshop Feb. 12-13 in Denver, Co. Western Building Material Association elected new officers at its 116th annual convention and building products showcase Nov. 6-9 in Marysville, Wa. Brett LaMar, Lake Chelan Building Supply, Manson, Wa., was named president; David Stordahl, Triple S Building Center, Butte, Mt., VP; Rick Jensen, Bayview Building Materials, Elma, Wa., VP; Eric Fritch, Chinook Lumber Co., Snohomish, Wa., national director; executive committee, Bill Kraut, Hadlock Building Supply, Port Hadlock, Wa. Dave Dittmer, TAL Holdings, Vancouver, Wa., received the Distinguished Dealer Award, and Tim Mitrovich, Ten Capital Wealth Advisors, Spokane, Wa., won the Associate of the Year Award.

WBMA is also is reminding members to save the date for its upcoming Rick Davis sales course, “The Science of Selling: Future Sales Results on Purpose,” Feb. 12-13 in Portland, Or.

IN Memoriam American Forest Industry” by Kevin Mason, ERA Forest Products Research; “Outlook for Sawlog and Pulpwood Prices in Western U.S. & Western Canada,” Håkan Ekström, Wood Resources International; “Comparing the Competitiveness of North America’s Softwood Log & Lumber Operations,” Brooks Mendell, FORISK; “Strategic Issues for US PNW Timberlands in 2019,” Court Stanley, Port Blakely; “U.S. PNW Sawmill Sector,” Ashlee Cribb, Roseburg; “B.C. Coastal Log Supply Issues,” Clint Parcher, Coastland Wood Industries; and “Changes in Lumber Flow & the Impact on Log Trade,” Bob Flynn, RISI. Southern California Hoo-Hoo Club will host a holiday party Dec. 12 in Anaheim Hills, Ca.

Michael Dennis Webster, 75, retired sales manager with Siskiyou Forest Products, Anderson, Ca., passed away Nov. 1 from complications due to a stroke.

He spent 40 years in the industry, working for Louisiana-Pacific, Fibreboard and Haley Bros., among others. In 1979, he started his own incense cedar fencing company, Web Lumber Co., Redding, Ca. He joined Siskiyou in 1997, retiring about 13 years later.

He served as 1978 president of the Shasta Cascade Hoo-Hoo Club.

Sandy Alldredge, retired Pacific Northwest buyer, died Nov. 6.

He spent 47 years with North Pacific Lumber, Portland, Or., and then Shelter Products, Portland, before retiring in 2010.

Western Forestry & Conservation Association is co-sponsoring its 6th annual timberlands and processing conference Jan. 24 at the Heathman Lodge, Vancouver, Wa. Themed “Mapping the Course,” the conference will provide in-depth analysis on forest products market challenges, opportunities and threats for 2019 in the North American West Coast timberland region.

Presentations will include “2019 Stressors & Opportunities for North

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

SPECIAL QUOTES

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MicroPro Global GreenTag Certified

Koppers Performance Chemicals’ MicroPro Wood Treatment Technology has achieved excellent ratings after undergoing two rigorous, independent third-party assessment processes by world-leading product certification body Global GreenTag International.

“The Global GreenTag certification designates good health, and the MicroPro Wood Treatment Technology has achieved a Level A, the highest score, under Global GreenTag’s GreenRate product sustainability certification system. Additionally, MicroPro has earned the Global GreenTag GoldHEALTH rating, along with a Product Health Declaration—an impressive result. Consumers can be confident that this product is safe to use,” said David Baggs, CEO and program director of Global GreenTag. Koppers becomes the first company to have a wood treatment technology certified by Global GreenTag.

ADVERTISERS Index

WELL DONE: Mary Jo Nyblad, former VP of commodity sales & transportation for Boise Cascade, Boise, Id., received APA’s 13th annual Bronson J. Lewis Award for leadership and outstanding contributions to the engineered wood industry. It was presented by APA chairman Jim Baskerville during APA’s recent annual meeting in San Antonio, Tx.

Pacific Woodtech [www.pacificwoodtech.com]

30

Allweather Wood [www.allweatherwood.com]

29

Parr Lumber [www.parrlumberchino.com]

47

Atlantis Rail Systems [www.altlantisrail.com]

38

Pelican Bay Forest Products [www.pelicanbayfp.com]

49

Building-Products.com [www.building-products.com]

53

PPG TrueFinish [ppgmachineappliedcoatings.com]

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

51

Redwood Empire [www.redwoodemp.com]

9

Combilift [www.combilift.com]

28

Reel Lumber Service [www.reellumber.com]

40

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

37

Roseburg Forest Products [www.roseburg.com]

17

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

53

Seneca Sawmill [www.senecasawmill.com]

23

Fontana Wholesale Lumber [fontanawholesalelumber.com] 50

Signode Industrial Group [www.signodegroup.com]

34

Huff Lumber Co. [www.hufflumber.net]

Simpson Strong-Tie [www.strongtie.com]

25

24

International Beams [www.internationalbeams.com]

Cover II

Swanson Group [www.swansongroupinc.com]

Cover I

Cover IV

Jones Wholesale Lumber [www.joneswholesale.com]

22

Trex [www.trex.com]

3

Keller Lumber Co. [www.kellerlumbercompany.com]

51

Universal Forest Products [www.ufpedge.com]

7

Norbord [www.norbord.com]

5

Western Lumber Company [www.westernlumber.com]

21

North American Wholesale Lumber Assn. [www.nawla.org]

41

Western Woods Inc. [www.westernwoodsinc.com]

19

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

49

OZCO Building Products [www.ozcobp.com]

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Building-Products.com

Instant Industry News.

Completely redesigned. Continuously updated. Conveniently mobile.

www.Building-Products.com Another investment in serving the LBM industry since 1922

FLASHBack 56 Years Ago This Month

F

ifty-six years ago The California Lumber Merchant reported an innovation that the industry to this day is still grappling with: electronic lumber buying.

During the annual National Retail Lumber Dealers Association’s annual meeting in Chicago, Weyerhaeuser unveiled the industry’s first “one-step automatic order transmission system.”

Weyco said the system aimed to slash to just 24 hours the amount of time between when a dealer placed an order and when the mill shipped it out. Automation also produced greater accuracy since orders no longer had to be rewritten.

All 27 Weyerhaeuser area sales offices, wood products manufacturing plants, and its Tacoma communications center were connected by the system. The circuit used 15,500 miles of leased wires, a complex of sending and receiving equipment at Tacoma headquarters, 50 teletype machines, and 28 Flexowriter teleprinting machines.

It consumed thousands of feet of punched paper tape a day for electronic transmission and automatic duplication of orders in various offices for order control and shipment scheduling.

Though based on the then-familiar teletype communications meth-

CHRISTMAS GREETINGS from Durable Plywood Sales and its parent, Twin Harbors Lumber Co., on the cover of The Merchant Magazine’s December 1962 edition.

od, the incorporation of electronic Flexowriters enabled (1) transmission of the order in final form, (2) printing of multiple copies on actual order forms, and (3) the cutting of duplicate tapes for re-transmission to achieve maximum efficiency of the circuits. The transmission rate increased to 100 words a minute, more than 50% faster than older methods.

In other news from December of 1962: • Black Bart Hoo-Hoo Club during National Forest Products Week set up a booth in the parking lot of a Safeway grocery store in Ukiah, Ca. The booth was manned by club members, who passed out literature and raffled off prizes.

LUMBERMEN spent National Forest Products Week promoting wood from a grocery store parking lot.

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• U.S. Plywood Corp. introduced a pocket-sized calculator for quickly estimating the retail prices on its Weldwood prefinished paneling. The handy tool, however, was a calculator only in the sense that it calculated—using abacus-grade technology.

It was actually a slide rule card

December 2018

with a pull tab for users to align an arrow indicator with the desired wood species and one of four typical room sizes (10x14, 12x16, 14x18, or 12x20). The seven small openings in the car then revealed the prices per square foot, per panel, for short and long walls, for four walls, plus style numbers of matching Putty Stiks.

“In seconds, the dealer has detailed price information at his fingertips!” enthused U.S. Plywood’s sales manager.

Wright Lumber Co., Stockton, Ca., constructed one of its “WrightWay Homes” at its yard to use as both an office and a display of one of its prehab homes.

Owner Bill Wright spent three years working out a package house that was complete and practical, making up all his own plans and drawings, and beginning to market them primarily to North California resort areas.

And for anyone who bought a “Wright-Way” engineered home, he delivered the lumber for free up to 200 miles away.

Building-Products.com