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DECEMBER 2019

Magazine

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

Merchant Magazine (8.25” x 8.75”) NEWTheOVERTIME RULES • WHAT’S HOT IN PAINT • TECHNOLOGY SOLUTIONS BUYERS GUIDE

The long wait is over.

New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame* Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain. Whitish-gray when applied, the stain lightens over a six-tonine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings. The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.

Initial appearance

6 months

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CONTENTS

December 2019 Volume 98 n Number 12

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

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Features

33 TECHNOLOGY SOLUTIONS 2020

11 INDUSTRY TRENDS

MERCHANT

DECEMBER 2019

Magazine

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

Merchant Magazine (8.25” x 8.75”) NEWTheOVERTIME RULES • WHAT’S HOT IN PAINT • TECHNOLOGY SOLUTIONS BUYERS GUIDE

The long wait is over.

PAINT MANUFACTURERS MAKE A SPLASH WITH THEIR 2020 COLORS OF THE YEAR

14 FEATURE STORY

Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain. Whitish-gray when applied, the stain lightens over a six-tonine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings. The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.

6 months

Merchant 12-19_Layout new.indd 1 PPG TFBP Machinecoat Weathering Stain_v1 04-05-19.indd 3

9 months

22 TRANSFORMING TEAMS

WHAT YOU NEED TO KNOW ABOUT NEW FEDERAL OVERTIME RULES

11/22/2019 9:54:49 AM 4/10/19 5:12 PM

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

37 WCLBMA CONVENTION 39 WBMA CONVENTION 48 PHOTO RECAP

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38 SELLING WITH KAHLE 42 NEW PRODUCTS 51 DATE BOOK 52 ASSOCIATION UPDATE 52 IN MEMORIAM 53 ADVERTISERS INDEX 54 FLASHBACK

REMODELING SHOW/DECKEXPO

The Ofﬁcial Publication of

18 OLSEN ON SALES 30 MOVERS & SHAKERS

16 COMPETITIVE INTELLIGENCE

TEAMWORK MAKES THE DREAM WORK

Initial appearance

8 ACROSS THE BOARD 20 THE REVENUE GROWTH HABIT

INDUSTRY HOLIDAY GIFT GUIDE

28 THINKING AHEAD

New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame*

Departments

CEDAR RAPIDS CONTRACTOR BUYS TWO LOCAL LONG-TIME INDEPENDENTS

The

pinterest bpdmerch

Buyers Guide BUYERS GUIDE FOR LUMBER INDUSTRYSPECIFIC TECH SOLUTIONS, INCLUDING ERP, CMS, WMS, ESTIMATING, LOGISTICS, DESIGN/OPTIMIZATION, LABELING SYSTEMS, AND MORE.

instagram @bpdmerch

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December 2019

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ACROSS the Board By Patrick Adams

Looking back to look ahead that another year has almost passed They say, “Time flies when you’re having fun.” True, but I think time flies regardless. I’m not sure when the kids turned and , but I know it was in the past year I’m not sure when the guy looking back at me in the mirror every morning got so old, but I know that started long before this year To say it’s been a crazy year is an understatement, but if memory serves I said the same thing a year ago. Let’s see bought an R and started the family adventures of “camping.” Acquired an amazing company with a great team that is ,000 miles away. Grew our business exponentially as we get ever closer to that 100 year anniversary. Some of those around me say we should “slow down.” I’m not quite sure what that is exactly. From an early age, I feel like I learned what we are here for. What makes us “whole.” For me it is hard work and serving others. Nothing is better than laying down at the end of the day exhausted because you gave it your all. But as you get older, the feeling that we are supposed to slow down and take it easy gets louder. That voice in your head that says, “ ou deserve to work a half day,” or “It’s okay, you have a great team, go play golf today.” Other voices say that this stage in life is not the time to make big moves or take risks. We’re supposed to “play it safe.” Over time, I have seen that voice get so loud with others that they become a shell of what they used to be. The very thing that made them successful is the thing they become scared of. We convince ourselves that the “reckless” things we did were because we were “young and stupid.” Now, being “wise” seems to mean sitting on the couch more often? I have felt this voice creeping into my head and making me unsure of what the next chapter holds for me. It’s a funny thing about life that as you build “more,” what also builds is the fear of losing it. Self-doubt, insecurity and fear cripple the best you that has been developed over a lifetime. A good friend recently reminded me that you can only be your truly best self when you are fighting for something. This had me spend some time looking back on my life. I realized that I couldn’t remember a single day in my life where I wasn’t fighting for something and now, maybe that fight was slowing down or had even stopped. e says “Comfort breeds complacency.” I think he’s right. e says,

padams

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“ ow do you know how great your life can truly be unless you challenge it to get better?” e’s right. I also remember something my father-in-law told me before he passed away just over a year ago. e said, “Patrick, your best years are ahead of you because you don’t have to relearn the hard lessons twice. The things that used to be hard will become easy. The stressful, calming and the mistakes, fewer and smaller. our best years are ahead of you not because you’re stronger or faster, but because you’re smarter and wiser.” I didn’t think about his words at the time the way I do now. I look back at my life and although many chapters were tough, I’m thankful for them. Looking ahead, I’ve realized the preached fiction of “take it easy” is only trying to cheat us from testing what is truly possible. on’t wait until the new year or even a new day—take an assessment of what has made you great, polish those things up, take them out, and see what they’re truly capable of Go to bed exhausted afterwards and be proud that you lived to fight another day Our greatest blessing is our family, our country, and our industry full of people we are proud to serve. ave a wonderful holiday season, take a minute to count your blessings, and charge with a smile into the new year Fight on

Patrick S. Adams Publisher President mediagroup.com

December 2019

Building-Products.com

n The Merchant Magazine n December 2019

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INDUSTRY Trends By David Koenig

Red hot paint

Presenting paint manufacturers’ 2020 “Colors of the Year” M

major paint manufacturers have announced their Color of the ear for 0 0, revealing the shades that industry color experts predict will take walls by storm in the coming year. Since each winner is a branded shade of the respective manufacturer, dealers

can’t offer many—let alone all—of the exact colors. But by studying what’s hot among all producers, they’ll be able to mix and highlight similar shades from their own paint lines, and know what to promote to trend-conscious builders, contractors and homeowners. The majority of domestic paint man-

ufacturers have selected a Color of the ear in each of the last few years, but it’s a practice that was introduced in 000 by color-matching firm Pantone. The company reportedly combs the globe for influential colors in pop culture, art fashion, design, architecture and technology, and the top picks

Benjamin Moore: First Light

HGTV Home: Romance

Beauti-Tone: Honey I’m Home

A soft shade of pink that can be used as a “new neutral.” Building-Products.com

A blush pastel pink sold exclusively by Lowe’s.

Sold exclusively at Home Hardware Stores in Canada, the gold adds depth to spaces.

December 2019

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Kelly-Moore: Sun God

Diamond Vogel: Silence Is Golden

Behr: Back To Nature

Graham & Brown: Adeline

Valspar: Soft Naturals

AkzoNobel/Dulux: Tranquil Dawn

Dunn Edwards: Minty Fresh

C2 Paint: Salty Brine

Glidden: Whirlwind

greatly impact designers of products of all types. This year’s picks in paint represent a wide spectrum of colors, but there are several common themes. Going away are basic neutrals like white, gray and

tan, replaced by stronger shades that are more natural, optimistic and calming. “We’re predicting that the next decade in color is going to be bold,” said Sue Wadden, Sherwin-Williams’ director of color marketing. “Naval merges the

desire for rich, inspiring color with our yearning for relaxation and retreat. In the next 10 years, we’ll continue to move away from omnipresent neutrals and design will feel more personal again.”

A “fiercely optimistic and independent yellow.”

A relaxing gold with a warm, timeless patina.

A vibrant emerald green that evokes healthier, happier spaces.

Valspar chose not one but 12 Colors of the Year for 2020 (including Mint Whisper), each shade inspired by nature, yet “subdued and livable.”

A mint-infused pastel that’s invigorating, sweet and cool.

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A rich hue that floats between green and blue, giving it the richness and depth of nature.

December 2019

A shade of green inspired by meadows to bring the colors of nature indoors.

A “delicate, fluid shade somewhere between green, blue and gray” that reflects the early morning sky.

A blue-tinged gray that’s timeless, versatile and simple.

Building-Products.com

PPG: Chinese Porcelain

Sherwin-Williams: Naval

Sico Paint by PPG: Mystic Cobalt

Sue im, marketing manager for alspar, agreed: “The palette of colors that is accepted as neutrals in the home has expanded. We are looking to bring colorful neutrals into our home to add personality and elegance while still remaining comfortable.” With PPG’s Chinese Porcelain, “this soothing blue imparts slowness, encouraging consumers to practice mindfulness and be more present in their lives while also offering the spirit of

hopefulness—a precious commodity in a restless world,” according to ee Schlotter, PPG’s senior color marketing manager. Soft golds, greens and blues echo the vibrant colors of nature. Behr even chose a color named Back to Nature. “As we look ahead to a new decade, Back To Nature encourages us to reengage with the natural world, which we know can have a real, positive impact on our wellbeing,” according to

Erika Woelfel, P of color and creative services. unn-Edwards, like most of its competitors, appears to believe 0 0’s top colors will provide a type of therapy, “as a range of grounded, garden-inspired shades heralds the opportunity for a fresh start. We are upbeat as we take an optimistic approach to creating and controlling elements that are within our power.”

A rich jewel tone formulated to instill calmness, reduce anxiety, and encourage sleep.

A rich blue that pairs with both serene, muted palettes and flashy glamorous settings.

INTRODUCING PACIFIC

A deep, soothing blue with hints of purple inspired by the mix of pigments known as cobalt.

CEDAR DECKING

Our Pacific TruRed Cedar Decking is a proprietary select grade of coastal Western red cedar which has been manufactured to strict quality tolerances to ensure a uniquely premium tight-knot product. Pacific TruRed is custom cut from select second growth logs which are sourced from Vancouver Island, B.C. After cutting, the rough cedar is sorted for quality prior to kiln drying (KD) to an average moisture content of 15%. Once the moisture content of the complete kiln charge has been confirmed, the KD rough lumber is moved to our finishing mill where it is sorted again to remove any pieces degraded in the kiln prior to dressing, trimming and packaging. The result of this quality-intensive process is our Pacific TruRed Cedar Decking: Truly, a Decking Product for the Discerning Homeowner.

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A complete line of Western red cedar timbers, boards and uppers are available to complete your decking project.

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December 2019

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FEATURE Story By Stephanie Ornelas

Perfect Presents Industry Holiday Gift Guide The holidays are here and that means it’s time to find the right gift for the people you love most—your lumber industy colleagues Whether they’re traveling to their next trade show or staying home for a night in, these gift ideas are meant to spark joy in every lumber person’s life this season.

Tradeshows are a big part of this industry. Gift your colleague with VooDoo Tactical’s neck pouch, a handy accessory that conveniently fits business cards, show badges and credit cards. The pouch is also available in dark blue. Add a little extra touch to your gift wrapping this year with custom wooden holiday tags by Boupha Goods. A double-sided laser engrave shows “Merry Christmas” on one side, and “to/from” on the backside. The company also offers custom wooden ornaments, keychains and nametags.

n VOODOOTACTICAL.COM [$18.99]

n BOUPHAGOODS.COM [$1.99-$10.99]

Termed a “love letter” to lumber, Wood is a fresh, insightful and surprising look at the world’s best timber architecture. With 170 structures from the last 1,000 years, the hardbound book by William Hall features projects from some of the world’s most celebrated architects. n PHAIDON.COM [$49.95]

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December 2019

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Give the gift of monthly meats and cheeses with Carnivore Club. Recipients can go online and choose their favorite meats and cheeses to be delivered right to their door. The box also includes breads and pairing options. n CARNIVORECLUB.COM [$24.99-39.99/month]

Who doesn’t love the smell of sawdust in this industry? Gift your boss or co-worker with one of these custom T-shirts from DH Gate. n DHGATE.COM [$11.99]

For cigar lovers who also love to travel, consider giving them Cigar Star’s leather travel case, equipped with cigar cutter and butane lighter. The genuine split embossed leather comes in plain brown leather and snake skin. n CIGARSTAR.COM [$169.99]

Coffee lovers will find Chemex’s pour over coffeemaker a perfect gift for the holidays. The vintage glass coffeemaker features an attractive wooden handle and leather strap and makes up to eight cups of coffee.

Gentleman Jon’s travel shave kit is perfect for pros on the go. The kit includes six shaving utensils including shave soap, alum block, five razor blades, and safety razor.

n CHEMEX.COM [$45.50]

n GENTLEMANJON.COM [$49.50}

Building-Products.com

December 2019

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COMPETITIVE Intelligence By Carla Waldemar

CENTURY-OLD Cedar Rapids dealer is now owned by contractor Marty Hoeger.

One’s good. Two? Even better.

B L ,” the headline in this magazine’s une issue announced. Is this as newsworthy as the proverbial “Man Bites og”? Nah—but almost as unlikely. So, this reporter couldn’t wait to find out how, and why. It happened in May in Cedar Rapids, Ia., where longtime contractor Marty oeger ended up as owner of Odgen Adams, a 11 -year-old city institution. For the past years, one of the yard’s best customers had been (you saw this coming) Marty oeger. While in his family’s business and then out on his own, building residential and light commercial properties, “I’d pretty much exclusively used Ogden. So I knew the people, knew the culture, the service, and the quality of their products,” he explains. “Three years ago, I was approached by my sales rep, saying that Ogden’s owner was ready to retire. I’d always been interested in running my own business, so I started conversations with the man, promising him I was not the person who’d come in and change everything after 11 years. I was local; he knew me. So we worked for two and a half years to come together with a win-win solution and way to purchase it and go forward.” Okay. But, man bites dog twice? And at the same time? Now we’ve got a story. Larry Paulson, Ogden’s owner, immediately started nudging Marty: “If you love the industry, you should

“C

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December 2019

really talk to Randy.” Randy elley owned a competing yard across town called Cedar Rapids Lumber. e had no succession plan, so was willing to start thinking about the next step. “Maybe in three years?” he responded. “Not today, but I’m ready to start slowing down, get some things off my plate.” Randy desired to stay on staff, doing what he liked, and knew, best: buying and pricing lumber. “That’s his passion,” Marty explains, rather than the directing of his staff. “If you take that part off my plate, I’d be ready to roll that over to you now,” he told Marty. So, virtually overnight, the contractor became owner of two indie lumberyards in the same town (both named Ogden Adams today). “It really was a good fit,” Marty continues. “Randy acted as an advocate for me to the staff, touting the new energy coming to work here.’ I did do due diligence on ways to pull this off, to create new synergies between the two yards. Ogden didn’t handle commercial work, which Cedar Rapids was more into. They’d kind of stayed away from each other. But when the flood of 00 closed Randy’s location”—and the Mississippi River devastated much of the town—“Larry invited him to do business out of Larry’s yard and carry on.” As would anyone new to the industry, Marty faced a learning curve, starting with inventory and the various categories of lumber stacked on the property—“different Building-Products.com

grades, different types of wood to learn. Then, I figured out that I had 0 vendors walking in every week—three different brands of windows alone. Talking with vendors could eat up your week if you let it. “So I set up some new procedures: One, don’t walk in unannounced; make an appointment. Two, I can’t afford to shoot the breeze for an hour with you; let’s get right down to business. ( et, I realized that this is a huge relationship business, and that included our vendors.) But we also had huge relationships with our customers, and we needed to be available for them—to cater to our customers. It was a Catch situation, but it taught us to become more efficient. The point is, we needed to look at roles and responsibilities of everybody in order to become most e cient in their roles: If this isn’t best, what is?’” And not to be afraid to start delegating some of those vendor meetings to other key employees. The two stores’ staffs could have given their new boss a bit of grief, but no. “I didn’t come in saying, I’m fixing this to be way-better.’ I felt that, after 11 years, you don’t need to change, as much as to add, so I wasn’t met with I’ve been here years and here’s how we’ve always done it.’ Instead, under my leadership, we melded the companies and cultures together, plus threw in new ideas. And I was met with Wow I really see how it benefits us ’” Marty initiated staff meetings: new weekly sales meetings and monthly yard meetings, talking over delivery issues, safety, upcoming projects. “It was not inside vs. outside, as before. Rather, all under one umbrella, working together: Not yard together and sales together, but everybody.” When it came to products and S Us, Marty did some weeding. “The two yards didn’t need Type A glue here and Type B there, so we educated customers and educated staff that it didn’t make sense to carry both.” But when it came to service, easy-peasy. “I’d been a customer for years, so I knew how good their service was. On the jobsite, if they had mis-ordered and needed another three sheets of plywood, they’d call and say, Can I pick it up?’

NEAR SIMULTANEOUSLY, Hoeger also purchased the town’s other longtime lumber retailer, Cedar Rapids Lumber, and has since renamed it Ogden & Adams.

and I d say, No, I don’t want to have to leave the jobsite.’ I’d jump in a car and get it to them within an hour. What separates us from the competition is, attitude. And we take care of problems.” Who are those customers, anyway? “Nearly all of them ( %) are pros, building new homes, remodeling, adding decks. Builders constructing homes selling for 00,000 to million. Builders constructing houses in the 1 0,000-to0,000 range. Commercial customers. (One works solely on hospitals, for instance.)” I s, too: “Lots of window replacements, from wood to vinyl. In

Building-Products.com

our showroom, we walk them through the paces, offer solutions—and that’s what separates us from the boxes.” Are those big boys making an impact? “We don’t carry plumbing, and we don’t do lightbulbs. But we do offer a staff with , , 0 years of experience who can walk you through your project, be your coach. The big homeimprovement centers have to compete with us—not the other way around,” he states. There are three other good independent yards in town, too. “They fit a niche, we fit a niche. I don’t drive to a jobsite and start in with We’re better.’ Instead, I like to show a level of respect.” And those clients? “They could go across the street to a competitor, but we are the best when it comes to service, products. We did upgrade our showroom and put in new computers. Still why us?” he ponders: “Location? Anderson windows? Replace a deck? Or is it that relationship thing? After all, 11 years, family-run, in the same location .” One of the prime reasons employees like to work here, Marty thinks, is the relationships they build with customers. Staff turnover, as you might expect, is next to nothing. Retirement might be the only reason to part ways. Or, not even then. “When I first took over, one fellow, ready to retire, got his severance, but stayed on seven weeks because, he said, I’d like to see you through and help you out.’ My goal was not to chop heads; everybody had a valuable role. Instead, create synergy, but not merge the two yards into one.” And certainly not ASAP. Wisely, “I spent March through anuary letting things live and breathe before making big changes. But we do need to get a new website design; to re-do Facebook and Instagram for today’s world and be more effective there. We need to continue to reinvest ourselves in these ways to bring in new customers. We need to tell our story. “When it comes to potential prospects, I set up and attend one or two meetings with the potential customer, then bring in a sales person who’s a good fit and, after that meeting, empower them to move forward.” Assessing the current market, Marty sees it this way: “Cedar Rapids right now is a town of single-family dwellings, and it’s just maintaining those numbers. But the surrounding bedroom-community business is still thriving. There’s lots of commercial boom. And a craze of emptynesters moving into condos downtown, so a lot of condo development.” In other words, business is just fine, thanks. In the future? “It would be easiest to say, ou know what? Buy new trucks, update the facility.’ But reality is, we’ll take a couple of years to be good stewards of Ogden before we move ahead with that, so that we don’t risk our employees because of a dumb move.” Future plans for Marty, himself? An heir waiting in the wings? “My son is still in high school, but he can make his own decision. If he does decide to come aboard,” Marty laughs, “he’ll start in at the bottom—framing houses, pushing a wheelbarrow. ust like I did.”

Carla Waldemar cwaldemar comcast.net December 2019

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OLSEN on Sales By James Olsen

A businessperson who sells out in any industry, we have to learn our product. Our employer will give us some orientation and may send us to outside seminars to give us the basic knowledge we need to do this. We also have to learn how to sell. While not mutually exclusive in many cases the ability to sell will trump product knowledge. Give me 10 people who are charming and understand their fellow man over 10 product knowledge specialists who cannot communicate any day if we want sales results. This is why many industries use the concept of team-selling; the salesperson brings a product expert with them on the call. Some of us do not have (or do not want) that luxury. The most valuable education we will receive is from our customers, our savvy co-workers, and suppliers. Many sellers have “just enough” knowledge of the product to sell it. Master Sellers have sales skills, product knowledge, and understand their customers’ business needs.

Curiosity Is Key

Most sellers’ idea of curiosity does not go beyond “What do you need?,” “What do you want to pay?,” and “What else are you buying?” Master Sellers find out “What are you using that for?,” “What is your desired outcome?,” “Are there any options?,” “ ow do you turn your inventory?,” and “What are the costs involved with all of the aforementioned questions and their answers?”

Inventory Turn: Full Disclosure

Many sellers have only a vague idea how much their customers buy per month and or what they will need to buy next. Using the seven questions of Full isclosure Selling (detailed in Selling Lumber), Master Sellers have an exact understanding of the customers usage: (1) Where are you in your buy cycle? ( ) ow much do you have on the ground? ( ) ow much on order? ( ) Of those, how much is already sold but not shipped? ( ) Average monthly usage? ( ) Average cost? ( ) ow low do you let your inventory go before you buy back? In addition, Master Sellers know what their customers will have to pay for product in smaller lots out of distribution and vice-versa for distribution sellers.

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December 2019

Options

The majority of sellers are only looking for what their customers tell them they need. Master Sellers are always looking for options to help their customers be more profitable. For example: 2x4 14’ #3. Our customer is buying x 1 ’s because they are one of the less expensive lengths. They are cutting the 1 ’s into 10’s and ’s for their inside production needs. If we can find a mill or reman that comes up with ’s as a fall-down of a product they’re cutting, we can buy these at discount. 10’s in general will be at a discount to 1 ’s. Stopover fees, LTL rates, or having to buy a truck of each instead of one truck of straight 1 ’s will offset the cost of buying the higher-cost product. Production Costs. Our customer may have a four-person production team that is cutting a product. If we can find a producer who will cut it, we eliminate the need for those employees, the equipment they use, maintenance costs, space needed for the equipment—and save them hundreds of thousands of dollars before we even begin to talk about the price of the product. Crossover Products and Species. We may have a customer who has been buying a product in SPF for years that has a S P counterpart that works just as well, but for much less MBF. This can be true of products also. Maybe they are buying a ” plywood item that can be substituted with a ” product or the same thickness in OSB. Grades and Yields. If our customer is buying a Utility at 0 MBF, cutting it up, and getting a 0% yield, they are paying MBF for every usable piece. We could sell them an Economy grade that delivers a 0% yield. They would end up paying MBF per usable piece for a savings of MBF This math also works up-selling the grade. These are examples Master Sellers use to become business partners with customers vs. just trying to get an order. James Olsen Reality Sales Training ( 0 ) james realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit By Alex Goldfayn

In 2020, quickly plan and quickly do is tricky. Sometimes, we get too busy reacting to customer problems and concerns and the proactive work of making a plan gets away from us. Other times, we over-plan. We try to make our plan perfect, but we will never feel like it is so. So we plan and plan, and rarely do. Of course, sales growth is about the doing, not the planning. Planning, like knowing, doesn’t make us any money. And so, with clients, my system for planning revolves around quickly planning, and quickly doing. We must not get stuck in the plan-making. But we need a plan. And we must not try to make the perfect plan, we simply need a roadmap. Similarly, we must not get stuck in preparing the action. For example, many people hold on making proactive phone calls because they’re not exactly sure what to say. And they try to come up with the perfect thing to say. Which never happens. And neither does the actual phone call So, right now, right here, let’s go through a quick plan for a successful start to your 0 0 selling year.

What Are Your Top 3 Selling Priorities for 2020? our answers can include a sales goal, or details focused on customer counts, new prospects, or, really anything. 1. . . Which 5 Customers Will I Work to Expand My Sales with the Most in 2020? List the name of the company and the name of the human. umans buy, companies do not. 1. . . . .

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December 2019

Which 5 Prospects Who Are Not Buying from You Yet Will You Focus on to Turn Them into Customers? 1. . . . . Which of Your Additional Products or Services Do Your Customers Currently Buy Elsewhere? List your “non-major” products that many of your customers can take advantage of. 1. . . Now, Think Weekly Create your weekly plan: Pick one person or item from each list and write them down as priorities for the first (or current) week. This is your proactive game plan for this week. Call a person from each of the three lists above, and also bring up a secondary “non-major” product to raise with customers throughout the week. When you work through your annual plan, create a new set of lists. If you have to create a new list monthly, great. Twice a year? Also great. ust have a plan, and work it. The best plans are quick ones. The best actions are ones that you take. uickly plan and quickly do, and you will have a wonderfully successful 0 0. Alex Goldfayn Revenue Growth Consultancy alex evangelistmktg.com ( ) Building-Products.com

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December 2019

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TRANSFORMING Teams By Paige McAllister and Claudia St. John

New overtime rules: What you need to know

mistakenly believe it is up to them to decide whether to pay their employees on an hourly (non-exempt) or salaried (exempt) basis. Often, they classify employees, such as CSRs and inside sales professionals, as exempt and salaried when, in fact, the law requires that they be paid hourly and eligible for overtime. The Fair Labor Standards Act, administered by the U.S. epartment of Labor, establishes a duties and a salary test that employers must consider when classifying an employee as “non-exempt” or “exempt.” Non-exempt employees must be paid at least minimum wage for all hours worked and overtime for more than 0 hours worked in a work week. Employers must track and keep record of the exact time worked to ensure all employees are paid correctly. Employees whose white-collar

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job responsibilities satisfy the various OL “duties test” and who earn at least the minimum salary threshold established by the OL can be classified as “exempt” from the minimum wage, overtime, and exact-time-record requirements (although you must keep payroll records of what all employees are paid). To review the various white collar exemptions, search online for OL Factsheet 1 . On Sept. , 01 , the OL released the highly-anticipated final rule increasing the minimum salary level for “white-collar” and highly compensated exempt employees for the first time since 00 . These changes will go into effect an. 1, 0 0. No changes were made to the “duties test.” White-Collar Exempt Employees: Typical OL exemptions, commonly referred to as “white-collar” exemptions, are usually classified under the

December 2019

executive, administrative, and professional categories. (Again, refer to the OL Factsheet 1 for more on these exemptions.) What has changed is the minimum salary requirement for these white-collar exemptions—it will increase to per week ( , per year) from the current per week ( , 0 per year). Up to 10% of this new minimum salary level for white-collar classifications can be satisfied with nondiscretionary bonuses, incentive pay, or commissions. And outside sales professionals continue to have no minimum salary threshold so this change doesn’t affect them. As a result of increasing this minimum salary, the OL estimates: 1. million workers will become eligible for overtime pay if employers make no adjustments to their pay; and . million non-exempt workers will have their non-exempt status strengthened because, even though their duties were close to making them eligible for an exemption, their salary level will now be below the required level. Highly-Compensated Employees: ighly-compensated employees ( CEs) are those who, even if they do not meet the duties test of other exemptions, are paid a high enough salary to qualify for an exemption. The OL is increasing the salary requirement for CE’s to 10 , per year from the current 100,000 per year. This must include a weekly salary of at least that does not include nondiscretionary bonuses, incentive pay, and or commissions. The OL estimates that 101, 00 current CE will be impacted unless their salary is increased. Building-Products.com

Next Steps

With this change going into effect anuary 1, 0 0, we recommend that employers take the following steps: • Step 1 - Identify which white-collar and CE exempt employees will fall below the new salary levels. • Step 2 - Review job duties to ensure exempt employees clearly meet the applicable duties requirement; if they do not, then, regardless of their salary, they should be reclassified as non-exempt. • Step 3 - Calculate the costs and consider the options for employees that meet the job duties tests but whose salary falls below the new week , annual salary minimum. our options include: o Re-classifying these employees as non-exempt, tracking and recording their time, paying overtime and minimum wage, and including time as compensable such as travel time, waiting time, etc.; or o Increasing these exempt employees’ salaries to meet the new exempt salary minimum; or o Structuring pay for non-exempt employees so that they still receive a salary but have their time tracked and receive overtime for all time worked in excess of 0 hours a week (or your state’s overtime requirements). • Step 4 - Communicate your plan with the employees impacted so they know what to expect and why the change has occurred. • Document everything.

Important Notes for Consideration

1. If there is uncertainty when classifying an employee, you must classify the employee as “non-exempt” as it benefits the employee by being eligible for overtime and earning at least minimum wage. . An employee cannot waive his her right to protection under wage-and-hour law. So even if the employee wants to be classified as exempt and salaried because they don’t want to track their time or they want to help you out, you are still liable for any misclassifications and underpayment that results from the misclassification. An employee who is okay with the practice now may not be in two years, and they would be within their right to bring a claim against you. . Wage-and-hour mistakes can be time-consuming and expensive as the OL investigation may go back two years and include back wages, back overtime, and penalties. If the violations seem egregious, they can go back three years. Also, if one employee is deemed to be misclassified, they

NEW Products

will check all employees in that job group, meaning you would be responsible to pay back wages and punitive damages for multiple employees even if they didn’t complain. . After the previous changes in 00 , there was a dramatic increase in wage-and-hour claims from employees thinking they were misclassified and should have been receiving overtime. Chances are, another bump will happen again in 0 0 as the administration and media promote the fact that more than a million workers will now be eligible for overtime. Remember, you’re only as safe as your last bad hire. Best to make sure you’ve got your employees classified correctly before they do For more details about this rule change, read the OL Factsheet 1 G or review the full rule on the Federal Registry. Paige McAllister, Claudia St. John, SP R SP R, S RM-SCP, R Compliance President Aluminum Post CableARailing A nity R Group nity R Group Rail Systems has developed its first alucontactAtlantis a nityhrgroup.com contact a nityhrgroup.com

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

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Q. I have read about the new minimum salary for overtime going up from $23,660 to $35,568 starting Jan. 1, 2020. So, if we have exempt, salaried employees earning less than $35,568, do we need to increase their pay?

A. Yes, the new minimum is $35,568. So anyone earning less than that amount will need to be reclassified as non-exempt and paid overtime for any hours worked in excess of 40 hours in a workweek. (Note, some states have a higher threshold.) But remember, the employee’s duties also have to satisfy the duties test, not just the minimum salary threshold, so they could still be misclassified even though they’re earning more than $35,568. This is often the case with customer service representatives and inside sales positions. To make sure your employees satisfy both the salary threshold and the duties test, review the U.S. Department of Labor’s Fact Sheet #17a.

Building-Products.com

From everyone at Fontana Wholesale Lumber Inc.

P.O. BOX 1070 – 15500 VALENCIA AVE., FONTANA, CA 92335 PHONE 909-350-1214 – FAX 909-350-9623 WWW.FONTANAWHOLESALELUMBER.COM FWL-FWP@PACBELL.NET

December 2019 Building-Products.com

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pus qui

Capital Moving in Sacramento

Capital is relocating its Sacramento, Ca., distribution facility to larger quarters. The company has been occupying the former Capitol Plywood site since acquiring the business in 01 . With a growing product mix and need for greater inventory levels to serve the market, a larger site became necessary. The new location offers . paved acres, an 1,000-sq. ft. warehouse and , 00 sq. ft. of office space. A rail spur on the new site provides the opportunity for improved inbound freight savings on several product lines.

Canfor Agrees to Go Private

Canfor Corp., ancouver, B.C., has reached an agreement with majority stockholder Great Pacific Capital Corp. to take the company private. Under the proposed nearbillion-dollar deal, Great Pacific, which along with its affiliates owns approximately 1% of Canfor’s issued and outstanding common shares, will acquire all Canfor shares it does not already own for 1 cash per share. The proposal will be put to a vote at a special shareholders meeting this month. The price represents an 1. % premium over its level on the day before Great Pacific made its offer.

SUPPLIER Briefs Westlake Ace Hardware is opening stores on Dec. 11 in Turlock, Ca. (Michelle Martinez, general mgr.), and on Dec. 18 in Van Nuys, Ca. (Sam Mushamel, GM). Both sites are former Orchard Supply Hardwares. Lowe’s early next year will shutter 34 under-performing stores across Canada. Hampton Lumber, Portland, Or., received B.C. governmental approval to purchase Conifex Timber’s Fort St. James sawmill and associated forest license. International Wood Products, Clackamas, Or., has extended

its distribution of the full line of

Fortress Building Products’ rail, deck, frame and accent products to dealers in Northern California and Nevada, from its Nu Forest Products facility in Cloverdale, Ca.

MI Windows & Door, Gratz, Pa., has completed its acquisition of Milgard Windows & Doors , Fife, Wa., from Masco Corp.

The lumberyard that took 130 years to build. When Ganahl Lumber opened the doors to its new 18.5-acre location in Torrance, CA, you could tell right away it was special. A state-of-the-art gem. Tom Barclay, General Manager Ganahl Lumber

Where did the vision come from? A combination of Ganahl’s 130-year history of operational excellence and CT Darnell’s experience building over one thousand LBM facilities. Together, they made a powerful team.

Go to www.sunbelt-rack.com/stories to check out the story behind Ganahl’s new state-of-the-art facility.

CT-Darnell.com

Sunbelt-Rack.com

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800-353-0892

December 2019

Simpson Strong-Tie, Pleasanton, Ca., was awarded a 2019 Preservation Design Award for Restoration from the California Preservation Foundation for helping to restore the Napa County Courthouse, which was critically damaged by the South Napa earthquake in 2014. Simpson Strong-Tie was also recognized by Worldwide Fastener Sources for its innovation in fasteners and fastening systems products. The award—the first annual recognition program by Worldwide Fastener Sources—was bestowed during the recent STAFDA show in Nashville, Tn. Derby Building Products’

Tando Cape Cod Perfection shake has received a Notice of Acceptance from Miami-Dade County, joining its list of products capable of withstanding the severe weather conditions that impact Florida and its High-Velocity Hurricane Zone. Anniversaries: Taos Ace Hardware , Taos, N.M. ... US LBM Holdings, Buffalo Grove, Il., 10th.

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Pope Resources, with its subsidiaries Olympic Resource Management and Olympic Property Group, owns and manages 1 0,000 acres of timberland and ,000 acres of development property in Washington. In addition, it co-invests in and consolidates three private equity timber funds that own 1 1,000 acres of timberland in Washington, Oregon and California.

Roseburg Cuts Back at Dillard Plywood

FIBERON’S Meridian, Id., facility is expanding production capacity of PVC decking for the West.

Fiberon Expanding Western PVC Capacity

Renovations are underway at Fiberon’s Meridian, Id., decking plant to significantly increase capacity in the P C category. The new equipment is expected to be up and running by the end of first quarter 0 0. The facility has already begun hiring new sales and manufacturing personnel to support the expansion. “We’ll be able to better serve our customers in the West Coast region not only by increasing our capacity, but by also increasing our workforce,” said Chris ayn, P of sales. The news comes on the heels of OrePac Building Products taking over exclusive distribution for Fiberon in the western half of the U.S.

Trade War Forces Oregon Log Exporter to Tighten Its Belt

Log exporter Astoria Forest Products is consolidating its operations at the Port of Astoria, Or., attempting to ride out an international trade war that has dried up its once-steady shipments to China. The company recently sold a front-end log loader to ampton Lumber, Portland, Or., and is moving out of all but a handful of o ces in the Pier 1 building, according to yard manager Chad Niedermeyer. Astoria Forest Products was formed in 01 by Murphy Overseas USA.

Boise Cascade Settles Infringement Suit

Boise Cascade, Boise, Id., has dropped its trademark infringement suit after the defendant—a Massachusetts marijuana dispensary—agreed to alter its logo. Boise Cascade had filed suit in April claiming the green “tree-in-a-circle” logo it has used since 1 was “confusingly similar” to that of New England Treatment Access (NETA), Northampton, Ma. Both companies dismissed the case without costs, after NETA changed its logo from green to blue, and removed the circle.

Pope Considers Potential Deal

Pope Resources, Poulsbo, Wa., is discussing a possible merger or sale of the company to unnamed parties. The company stresses that no definitive agreement has been reached nor is there any assurance any transaction will result from these discussions.

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December 2019

On Nov. 1 , Roseburg, Springfield, Or., announced indefinite layoffs at its illard, Or., plywood plant, due to continued unfavorable conditions in the North American plywood market. The layoffs affected approximately 0 illard Plywood employees, % of whom received job offers at Roseburg’s other plants in illard and Riddle, Or. The remaining affected employees were invited to interview for roles at other Roseburg facilities. An earlier round of layoffs occurred at the illard plywood plant in August, also due to unfavorable conditions in the domestic plywood market. Nearly every affected employee who wished to continue working for Roseburg was placed at another facility. Operations at other Roseburg facilities, including plywood plants in Riddle and Coquille, Or., will continue as usual.

Gypsum Board Demand Rising, Especially Overseas

The global market for gypsum board reached . billion during 01 and is estimated to grow 11. % a year from 01 to 0 , climbing to .1 billion, according to a new report by Market Insights. ey drivers are increasing demand from the subdivision of residential real estate and growing expending capacity of the consumer for the construction materials. The Asia Pacific region, led by China, is responsible for about 0% of the demand, primarily for pre-engineered metal building construction and residential construction. Iran, China and the U.S. are the main manufacturers of gypsum. China single-handedly produces more than half of the world’s supply. North America’s market share is likely to dip as it gradually migrates to more renewable materials.

84 Lumber Extends Credit Facility

Eyeing future expansion efforts and system enhancements, Lumber Co. has entered into a new seven-year, 10 million Senior Secured Term Loan B Facility and five-year 00 million Asset Based Revolving Credit Facility. The proceeds will be used to refinance the 0 . million outstanding Term Loan B and 00 million ABL Revolver. In addition to extending the maturities, the Term Loan B reduced pricing by 100 basis points to LIBOR plus basis points. As a result of the refinancing, the chain now has no debt maturities prior to 0 . “Our capital structure will continue to provide us the flexibility to opportunistically expand and build on our current and future successes,” said president Maggie ardy nox. “We continuously evaluate opportunistic transactions that not only lower our interest expense, but strengthen our balance sheet and improve cash flows. The new term loan facility will reduce our future annual cash interest by approximately million, as well as extend our debt maturity profile.” Building-Products.com

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THINKING Ahead By Kevin Dodds

Teamwork makes the dream work Now or Never

goals in the lumber industry requires time, patience, hard work, and the ability to establish strong relationships. After graduating from Oregon State University in 00 with a finance major and an engineering minor, I began my search for a career offering a fast-paced and exciting work environment. I was fortunate that my godfather, Casey Mickelson, who at the time was president of Richmond International Forest Products, Glen Allen, a., steered me in the direction of lumber wholesaling. After meeting with several different companies, I chose to begin a career with Buckeye Pacific,

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Portland, Or., in 00 . I was years old, working hard as a rookie trader to make connections and establish my business, when I met Grant Phillips, another young ( years old) trader with similar career goals. Grant and I became fast friends and eventually business partners. From 010 to 01 , the lumber market improved and we established a thriving business together. It was in 01 when Collins, a familyowned company with a storied history in production and ethical land management, approached us to start an integrated wholesale company. Our experience at Collins was critical in our growth in the lumber industry.

December 2019

Grant and I discussed owning a business since we started trading in 00 . We also had a mutual understanding that should the “perfect” job present itself, we would part ways amicably and maintain our friendship. Ideally, though, we aimed to build a business together. In late 01 , Grant’s father— Mike Phillips, former president of ampton Lumber Sales— expressed an interest in returning to the business after a short stint in retirement. This was the perfect time for Grant, Mike and me to form Wildwood Trading Group in September of 01 .

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 nawla.org.

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A Special Series from North American Wholesale Lumber Association

Originally, we started with a handful of employees, but that quickly changed when Wildwood acquired the exclusive sales rights for the aagen Brothers sawmill. The legacy aagen employees were critical to the team’s success. The first year in business was a whirlwind filled with challenges and learning, but Wildwood accomplished the three main goals we had laid out for the year. We look to continue our growth in 0 0 and will hire the right people when the time arises. Although we will never be considered a huge trading floor, our goal is not to be big, but to be good.

Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale. Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders. This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18. Registration for the spring course is now open! Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success. What better way to start the new year than with fresh insights, connections, and experiences? Register at www.nawla.org.

Making It Happen

Wildwood is a youthful company, but we have extensive industry experience. There seems to be a shift in the industry toward younger men and women taking on leadership roles in their respective companies. I think that this trend will continue as long as these individuals remain hard-working, determined, and forward thinking with their goals. Be patient. The first few years in the lumber industry require a great amount of patience and hard work. When I started trading in 00 , I was told that the process

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of becoming a successful trader was very similar to earning a master’s degree. The first two years are spent developing relationships and learning the business. In the third year, customer relationships have been established and sales volumes naturally increase. Finally, in the fourth year, a solid business has been built and additional hard work will determine future success. Learn from the best. I was fortunate that my godfather, Casey Mickelson, introduced me to lumber trading and provided guidance from the moment I started at Buckeye Pacific. While with Forest City, eff ill gave us the opportunity to build a department from the ground up; Craig ohnston and Scott Elston educated me on how to grow a wholesale trading business. At Collins, CEO Eric Schooler taught me a completely new aspect of the industry. e introduced me to lumber production and the process of manufacturing. Throughout my time in lumber, Grant and I have been able to glean knowledge from Mike Phillips. e was persistent in telling us to “learn our customers’ business” and figure out how to be a solid asset for each customer. I am extremely thankful for all the mentors that I have had in the business. Build relationships. Building strong relationships is the most important element of success in this business. It is critical and exciting to meet the customers, suppliers, peers (even the competition); and it’s one of the reasons why this industry is so interesting. At Wildwood, we emphasize the importance of getting involved in the industry associations, such as NAWLA. It is through these meetings and committees that you not only create professional connections but lifelong friends. Grant and I are a case in point. We started as business partners in 00 , and now Grant is the godfather or my -year-old daughter Blakely. We share a mutual understanding that hard work will eventually pay off and that we each need to occasionally carry more than our share to perpetuate our combined success. In other words, “whoever has the hot hand needs the ball.” – Kevin Dodds is vice president of sales at Wildwood Trading Group, Tualatin, Or. (www. wildwoodtg.com).

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MOVERS & Shakers Mike Howell, director of yard operations, will move up to president and CEO of Parr Lumber Co., illsboro, Or., when Doug Wirges retires in April. Jimmy Bittner, ex-American International Forest Products, is a new trader with Atlantic Forest Products, Lake Owego, Or. Melody Konecny, ex-Spokane Forest Products, has joined Eagle Forest Products, Eagle, Id., trading industrial and commodity lumber from Ogden, Ut., primarily into the Midwest. Jason Cutsforth, ex-Polymax, is new to UC Coatings, Buffalo, N. ., as sales director for the western region, based in Sherwood, Or. Steve Clitheroe has joined the sales and marketing team at Mid alley Lumber Specialties, Langley, B.C. Donna Esposito is the new sales marketing mgr. with Willamette Windows, Salem, Or. Robert Harris has been appointed CEO of Accsys Technologies.

Ken Cole is now geeneral mgr. of Timber Productsâ&#x20AC;&#x2122; Spectrum ivision, White City, Or. Bill Gammel has been appointed P of sales for Atlas Engineered Products, Nanaimo, B.C. Molly Werner joined MoistureShield, Atlanta, Ga., as senior brand mgr. Cory Sorice is now senior P and chief innovation o cer at Masonite International Corp., Tampa, Fl. Derek Doyle has been appointed P, controller and chief accounting o cer for Louisiana-Pacific Corp, Nashville, Tn. Michael Neese has been named senior vice president of investor relations for BMC Stock oldings, Raleigh, N.C. Diana Newton, P of Bay ardware, Seal Beach, Ca., and Lunada Bay ardware, Palos erdes Estates, Ca., and David Sturdivant, COO and CFO of nine-unit Alabama dealer Russell o it Center, were elected to the o it Best Corp. board of directors.

Rob Waller, ex-Roxcel, has formed manufacturers rep Obsidian Forest Products, Portland, Or. Garson Lee joined the board of directors and audit committee of Taiga Building Products, Burnaby, B.C. Jim D. Neiman, Neiman Enterprises, ulett, Wy., has been newly appointed to a three-year term on the Softwood Lumber Board, along with T. Furman Brodie, Charles Ingram Lumber Co., Effingham, S.C.; Timothy Biewer, Biewer Lumber, St. Clair, Mi.; and Ray Ferris, West Fraser Timber, ancouver, B.C. Ted Whitehouse, director of business development, Century Aluminum Railings, Summerland, B.C., is retiring after years in the industry. Pat Aldred, Georgia-Pacific, iboll, Tx., has been elected chair and David Smith, Timber Products Co., Sutter Creek, Ca., vice chair of the Composite Panel Association. Liv Long is celebrating her th anniversary with Mungus Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Softwood Plywood Manufactured Just For You. Timber Products Company has a longstanding reputation for manufacturing the highest quality commodity and industrial softwood plywood. We use veneer from our own timberlands and carefully control the production process from start to finish. Tell us what you need, and we can make it happen.

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December 2019

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Oregon Loses Round One in $1.1-Billion Timber Suit

Following a month-long jury trial, the state of Oregon was found to have breached its contract with 1 rural counties and 1 1 local taxing districts by failing to maximize timber harvests on state forests over the last 1 years, depressing their timber revenues. The jury determined the counties should be paid 1.1 billion in damages, including million for revenues lost since 001 because of insu cient harvesting. Another million is for future damages, based on the presumption that Oregon will maintain lower logging rates for the next 0 years. The state is expected to appeal, but is also incentivized to have the case resolved quickly, since the judgment will accrue interest at %—or 0 million a year. Expert witnesses for the plaintiff testified that an additional . billion bd. ft. of timber could have been cut from state forests since 00 . Lawyers for the state countered that the statute instructs the epartment of Forestry to manage the lands for the greatest value to the entire state, not just to benefit 1 counties, and that the “greatest permanent value” should not

just be about maximizing timber harvests or county revenues, but in multiple uses, including recreation, wildlife and watershed protection. The Oregon epartment of Forestry said that it “believes that balanced and science-based public forest management produces the best long-term outcomes for all Oregonians, including the counties and taxing districts that receive revenue from state forests. We are disappointed that the jury did not agree... We will be reviewing options and next steps with attorneys from the Oregon epartment of ustice.”

ACPI Buying Masco Cabinetry

ACProducts, Inc., The Colony, Tx., has agreed to acquire Masco Cabinetry, Ann Arbor, Mi., from Masco Corp. Masco Cabinetry has over 0 years of manufacturing experience and brands such as raftMaid, Merillat, uality Cabinets, and Cardell. “We understand the market needs and are proud to offer high-quality domestic cabinetry to our customers in all channels and at all customization levels and price points,” said ACPI CEO Larry enbrock. “Masco Cabinetry is the logical choice to help us further execute ACPI’s brand

promise: high-quality cabinetry at a great value, and peace of mind for our customers.” The deal is expected to be completed by the end of first quarter 0 0.

Speakers Set for Upcoming Montreal Wood Convention

uebec Wood Export Bureau, in conjunction with the uebec Forest Industry Council, the Maritime Lumber Bureau, and the Ontario Forest Industries Association, has lined up a powerhouse slate of speakers for the 0 0 Montreal Wood Convention. eadlining are Brendan Lowney, Forest Economic Advisors; elite sustainable builder Tedd Benson, Bensonwood Unity omes; and entertainer Steve Patterson. A panel discussion will feature Craig ohnston, Forest City Trading Group; Ted Ellis, Idaho Timber; evin Edgson, Eacom; and Bill ordyban, Carrier Lumber. The convention, to be held March - at the Fairmont ueen Elizabeth otel, Montreal, P. ., will also include networking activities and more than 100 exhibitors showcasing Canadian wood products in hopes of increasing their exports to various markets.

Specialty Products Made to Order. When you need a specialty softwood plywood product, Timber Products Company can help. We have a team of production managers who will work with you to get exactly what you need, when you need it. As a fully integrated company, we can control the product process from start to finish. For all your softwood plywood needs, think Timber Products Company.

1-800-547-9520 timberproducts.com Building-Products.com

December 2019

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On the same path. Your journey to streamlined operations begins and ends with DMSi. Because we build software solely for the lumber and building materials industry, we understand your day-to-day needs and long-term goals. Our unmatched knowledge and personal service mean weâ&#x20AC;&#x2122;ll be there, helping you navigate the road to profitability. Always by your side.

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December 2019

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SPECIAL FEATURE

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ERP • CMS • WMS • Estimating • Logistics • • Design & Optimization • Labeling • More

BUSINESS MANAGEMENT

BisTrack (Cloud-ready business management software for building centers, pro dealers and lumber distributors) LumberTrack (ERP solution for wood products manufacturers) RF Navigator (Cloud-enabled Warehouse Management Solution) ___________________________

Acctivate

acctivate.com (817) 870-1311 Acctivate Lumber Inventory Software (Automated, all-in-one solution with seamless QuickBooks integration for lumber distributors and remanufacturers) ___________________________

CAI

caisoft.com (800) 422-4782 Ponderosa ERP Software (Sales management, POS, production/ inventory tools, administrative, BI for LBM distributors) ___________________________

ContractERP

contracterp.com (866) 743-5665 ContractERP (Business management software for construction material suppliers) ___________________________

DMSi

dmsi.com (402) 330-6620 Agility ERP (Sales, purchasing/ inventory management, BI, CRM for LBM distributors and remanufacturers) Building-Products.com

Focus Information Systems Building Results CRM (Stand-alone, cloud-based customer management solution integrates with any backend system to convert sales data into a meaningful planning asset) ___________________________

lumberjack.com (727) 786-8070 Velocity LBM (Windows-based business management software for small to midsize LBM, millwork and pre-hung door companies) ___________________________

ECI

Kerridge Commercial Systems

ecisolutions.com (866) 374-3221 ECi Spruce (Cloud-based software for every aspect of a LBM business—POS to inventory to accounting) RockSolid Max (Cloud-based POS software for hardware stores, home centers, and convenience lumberyards) ECi Advantage (Legacy software for lumber and hardware retailers) ___________________________

Epicor

epicor.com (800) 999-1809

kerridgecsna.com (800) 299-7010 LBM Software (Business management software for lumber, roofing & building materials distributors, integrating ERP, CRM, inventory control, and BI) ___________________________

LBM Lift Off

lbmliftoff.com (732) 800-2666 LBM Lift Off (Cloud-based ERP software featuring POS, delivery/ dispatch, and e-commerce) ___________________________

December 2019

The Merchant Magazine n

BUSINESS MANAGEMENT, LABELING LISA Technologies

Lumber Expert (Complete solution for lumber wholesalers and distributors, with Lumber Expert, Trader Expert, Management Reporting, and Executive Information modules) MRP Express (Lightweight MRP system to track products by customer, job and “production traveler”) ___________________________

lisalumber.com (604) 207-1363 LISA Lumber Software (Uses eTag technology for inventory management, order processing, and CRM) ___________________________

LABELING E-Limbs

elimbs.com (888) 520-1951 ELimbs INK (Scan-and-print alternative to lumber stenciling) ___________________________

Saberis

saberis.com (800) 387-7963 SaberisConnect (Cloud-based integration solution for the LBM industry) Saberis XpressPOS (Point-of-sale module) ___________________________

Majure Data

Sales-I

majuredata.com (770) 587-3054 RF Navigator WMS (Uses barcoding and wireless technology to improve accuracy, control and productivity in warehouse and yard operations) ___________________________

sales-i.com (847) 868-8175 Sales-I Building Industry Software (Sales management that integrates with DMSi, Epicor and other LBM ERP systems) ___________________________

MillTech

TGI

milltechims.com (778) 574-4477 MillTech System (Wood products sales and inventory management system for sawmills, remans, wholesalers and treaters) MillTech In-The-Mill (Mobile computing system) ___________________________

tgiltd.com (800) 837-0028 Enterprise 21 (Sales management and inventory control system for wholesale distributors) ___________________________

Windward Software

paladinpointofsale.com (800) 725-2346 Lumber Point of Sale (Lumberspecific POS and inventory management system) ___________________________

windwardsoftware.com (800) 663-5750 Windward System Five (Cloud-based business management software for hardware and lumber stores including POS, accounting, inventory control, CRM, BI) ___________________________

Prosperity Computer Solutions

WoodPro Software

Paladin Data Corp.

prosperityerp.com (903) 636-3000 Prosperity ERP (All-in one business management solution for lumber and hardware business incorporating POS, accounting, payroll and inventory management) ___________________________

RDB Solutions rdbsolutions.com (541) 330-5483

The Merchant Magazine n

woodprosoftware.com (800) 755-2402 WoodPro ERP Business Management Software (Integrated business management software for LBM wholesalers, retailers, distributors, importers, exporters, sawmills, remanufacturers, treaters and manufacturers, offering inventory management, accounting, sales, POS, WMS, logistics) ___________________________

December 2019

Matthews’ MPERIA marking system

Matthews Marking Systems

matthewsmarking.com (888) 233-1060 MPERIA (Marking and coding automation platform that integrates with your current ERP system) ___________________________

Samuel Packaging Group

samuelsystems.com (800) 667-1264 Labeling Software (for PC, Mac or mobile applications) ___________________________

Weber Packaging Solutions

weberpackaging.com (800) 843-4242 Legitronic Labeling Software (Runs on most Windows-based PCs to design, print and RFID encode labels) ___________________________

TALLY & ESTIMATING Alpine

alpineitw.com (800) 521-9790 VisionREZ (Takeoff & estimating solution using Autodesk’s BIM technology) ___________________________

E-Limbs

elimbs.com (888) 520-1951 QR Tally (Allows users to simply scan bundles, with their detailed tallies, into their lumber inventory system) ___________________________ Building-Products.com

TALLY & ESTIMATING, LOGISTICS Esti-Mate

eolnow.com (800) 244-6945 Esti-Mate (Residential lumber & building material estimating software) ___________________________

Forestry Systems

forestrysystems.com (800) 868-2559 Chain Tally (Bridges the gap between the back office and the front line and an ideal tool for green chain production of vendor/mill loads) Chain Tally Export (Specifically designed for length/width piece count) End Tally (Allows a user to perform a length/width bundle tally) Yard Tally (Comprehensive utility program ideal for the wireless realtime movement and processing of lumber packs between changing yard locations) ___________________________

MiTek USA

mitek-us.com (314) 434-1200 Sapphire Supply (Whole-house estimating, EWP and lumber design for the supply chain) Sapphire Viewer (Unites suppliers and builders in a virtual jobsite review. Free) ___________________________

RDB Solutions

TradeTec

Sierra DigiTally

Turtle Creek Software

rdbsolutions.com (541) 330-5483 Tally Expert (Windows-based program to create tallies and load trucks) ___________________________ sierrais.com (770) 432-7844 Sierra DigiTally (Measures and counts lumber via scanners and mobile devices in Standard, Ranger, economical Express, and Cloud-based packages) Sierra DigiTally Inventory (Inventory solution) ___________________________

Simpson Strong-Tie

strongtie.com (800) 999-5099 Pipeline LBM (Cloud-based material management, estimating and takeoff) ___________________________

Tally-I/O

tally-io.com (217) 549-5995 Tally In (Cloud-based log inventory system) Tally Out (Cloud-based lumber inventory system) Company Portal (Yard-management app) ___________________________

Picture Tally

picturetally.com (603) 686-5525 Picture Tally (Camera-based system for fast, accurate tallies of lumber bundles) Picture Tally for Logs (Scales logs on a knuckle boom or on a production line) Picture Tally LineView (Real-time pictures of lumber faces without turning lumber) BinTally (In-line tally system for measuring and sorting lumber) ___________________________

Prebuilt

prebuiltml.com (866) 827-1299 PrebuiltML X (Material takeoff software for dealers, builders and framers) ___________________________ Building-Products.com

tradetec.com (800) 278-1098 TallyWorks (Log inventory and procurement software) ___________________________

turtlesoft.com (607) 220-4514 Goldenseal (Lumber estimating software for Windows or Mac) ___________________________

VisionTally

visiontally.com (215) 393-5300 VisionTally (Laser-based tally scanning system) ___________________________

LOGISTICS Applied Data Consultants

eliteextra.com (888) 484-8729 Elite Extra (Cloud-based dispatch management solution for LBM distributors) ___________________________

Descartes

descartes.com (800) 419-8495 Descartes Transportation Management Suite (Automated routing and scheduling technology for LBM distributors) ___________________________

GPS Insight

TallyExpress Pro app

TallyExpress

tallyexpress.com (402) 996-2706 TallyExpress PRO (Lumber tally app from DMSi in web and mobile) ___________________________

TimberSoft

timbersoft.com (317) 207-0522 Sawmill & Lumber Tally System (Tallies logs using Motorola handheld units) ___________________________

gpsinsight.com (888) 271-2259 GPS Insight Fleet Tracking Solution (Real-time fleet visibility and analytics) ___________________________

Omnitracs

omnitracs.com (888) 627-2716 Omnitracs One (Consolidated platform designed to streamline everyday processes while optimizing every mile for logistics fleets) ___________________________

Princeton TMX

princetontmx.com (800) 435-4691

December 2019

The Merchant Magazine n

DESIGN & OPTIMIZATION, DECK DESIGN Princeton TMX TMS (SaaS transportation management software for truck and rail shippers) ___________________________

Raven Logistics

ravenlogistics.com (239) 596-6314 R-Tracker (Internet-based rail shipment management tool) R-Demurrage (Rail demurrage management tool) RateSelect (Advanced rate retrieval system) ___________________________

RSI Logistics

rsilogistics.com (517) 349-7713 RSInet (Railcar tracking and management software) USRail Impact (Rail rate and traffic analysis software) ___________________________

MaxCut

maxcutsoftware.com MaxCut Business Edition (Software to optimize cutting diagrams and generate estimates) MaxCut Community Edition (Basic version for free download) ___________________________

TMW Systems

tmwsystems.com (440) 721-2020 Appian (Delivery logistics for LBM shippers; integrates with DMSi Agility ERP) ___________________________

DESIGN & OPTIMIZATION Alpine

alpineitw.com (800) 521-9790 IntelliVIEW (Structural modeling and component design) ___________________________

bc.com (951) 343-3000 BC Calc Software (Sizes beams, joists, columns, studs and tall walls for projects and specs applicable Boise Cascade engineered wood products) BC Framer (CAD program to create floor and roof framing layouts using Boise Cascadeâ&#x20AC;&#x2122;s engineered wood products) ___________________________

Calculated Structured Designs

The Merchant Magazine n

Simpson Strong-Tie

strongtie.com (800) 999-5099 Component Solutions Director (Windows-based software to manage component projects) Component Solutions Studio (Windows-based layout and truss design solution) ___________________________

Weyerhaeuser

Boise Cascade

csds.com (800) 406-6235 iStruct Solution (Apps to design, spec and deliver structural products

in residential and light commercial construction) isPlan (Layout and design solution to model an entire structure with 2D and 3D views) isDesign (Single-member solution to size floor and roof joists, beams and posts) isWall (Stand-alone wall design application that allows users to model a tall wall and run gravity and wind analysis for all the components of the wall) isOptimize (Stand-alone module without having to purchase additional iStruct modules) ___________________________

weyerhaeuser.com (206) 539-3000 Forte (Performs load calculations and identifies solutions for conditions and geometry provided when sizing joists, beams, posts and studs. Free) Javelin (Allows dealers to optimize combinations of residential engineered wood products and dimensional lumber in layouts for floor, wall and roof systems. Free) Stellar (Integrated into other Weyerhaeuser software to help dealers manage their material handling and fabrication operations. Free) Estima (Jobsite take-off software to quickly estimate an entire structural frame) ___________________________

December 2019

DECK DESIGN AZEK Building Products

azek.com, timbertech.com (877) 275-2935 Deck Designer (3D design tool for desktop or mobile) ___________________________

Deckoratorsâ&#x20AC;&#x2122; Deck Visualizer

Deckorators

decorators.com (800) 556-8449 Deck Visualizer (3D design software for desktop, tablet or smartphone) ___________________________

Fiberon

fiberon.com (800) 573-8841 Deck Design Tool (Web-based tool) Outdoor Living Visualizer (Webbased visualizer) ___________________________

Idea Spectrum

ideaspectrum.com (866) 894-4332 Realtime Landscaping Architect (Desktop software for professionals) Realtime Landscaping Pro (Desktop software for DIYers & aspiring pros) Realtime Landscaping Plus (Desktop software for homeowners) ___________________________

MiTek USA

mitek-us.com (314) 434-1200 Mitek Deck Designer (Free webbased design software) ___________________________

Seljax

seljax.com (780) 960-9515 Seljax (3D design for decks & homes) ___________________________

Simpson Strong-Tie

strongtie.com (800) 999-5099 Deck Planner (Web-based software) ___________________________ Building-Products.com

California Dealers Install New Leaders

said. “Every now and then a little rumor pops up that auto Lakes, this number is expected to grow a bit over the next • Gazebos – providing more shelter scanners are taking the place few years. than a pergola, gazebos offerofagood pointpeople, and that’s just Coastgreater Lumberprotection Building Material Association notThe theWest case.” “The technology isn’t for everyone,” he concluded. “For of retreat and elected o elements cersagrees: andwithout directors forstarted 0 0 this at their annual Coulombe “Whenisolating we journey, we smaller mills, the ROI won’t ever be there—and they will from the convention Nov.be1 a-1 Sacramento, knew it would bigin change for our Ca. folks; our graders are continue to be successful. For our larger ones, this may inhabitants. Continuing as president for is Markpieces Boone, some of our best employees, valued 0and0 important of be something more of them may consider in the years to Exposed the president and Timber CEOand ofstructures Champion Lumber, Ca. our• organization, we didn’t –want to loseRiverside, any of them. come.” natural color and grain of redwood First will we be Frank Addiego, Bay Mill In ourPcase, took former lineAll graders and put Lumber, them in “The technology will continue to improve, and we timbers a solid toP atheir American Canyon, Ca.; support second Matt expertise Endriss, close Central roles like lend scanner technician to keep at expect to see more industry peers getting on board,” said greater structural design. alley, St. elena, Ca.; treasurer Sean Fogarty, Osborne hand.” Coulombe. “Is it worth it for Irving Forest Products? Lumber, Newark, Ca.; anddeck corporate secretary en unham, Without a doubt. The benefits far outweigh the challenges, • Decks – a redwood can last 1 WCLBMA executive director. Challenges Along the Way and the equipment we’ve chosen is helping us to better a lifetime when it’s built and mainNewly elected to the board are Emily Brown Morgan, As well. is often the case with technology, there were chalserve our customers’ ever-changing needs, and that’s what tained Ashby Berkeley, Ca.; Merritt Goodyear, lenges Lumber, as the new tools were implemented at Irving Trinity Forest it’s really all about.” • Planters – non-toxic allBrian natLumber, Weaverville, Ca.;and andhad Bunt, Windsor One, Products. Initial technology issues with identifying ural, is Mizgorski, ideal for garden Petaluma, ayward Lumber, Monterey, decay redwood dueCa. to Marc its color, among other things. The installation boxes and planters to hold flowering Ca., was re-elected for a second termbyonpeople—lots the board. of man process required lots of checking SFI Growing Certification of Family Lands plants, herbs, even vegetable oldover directors are Chris Fleiner, Carson Lumber, hours—to get it started andgardens. up and Reno running accurately. The Sustainable Forestry Initiative and the Reno, Nv.; Brian Pierce, Friedman’s ome Improvement, Constant checks were the name of the game for a while, but American Forest Foundation have formed a new part• Furniture – any form of seating, Santa Rosa, Ca.; Barrett Burt, Ganahl Lumber, Pasadena, Coulombe says those issues are in the past. nership to grow the amount of certified family and tables, benches all deliver the promise Ca; Thom Wright, Sierra Pacifi c when Industries, Anderson, Ca.; key to success new technology is to assign other small holdings in North America. of a“The comfortable place towith gather 2 someone to takeBuilding ownership of the Rocklin, program or equipment Under their new Small Lands Group Certification3 Pat an, Products, Ca.; and ic built withTaiga redwood. and really usher BLA it through the quality checks, the Module, companies certified to the SFIdesign Fibermaterials Sourcing ausmaninger, CPA, Irvine, Ca. control INCREASINGLY backyard builders are realizing that the best contemporary aren’t • Arbors – create tranWCLBMA leadership [1]able 2nd VP Endriss, Boone, 1st calls with the manufacturer, etc.,” Coulombe commented. Standard will be to Matt form a newpresident type ofMark certificaThis month, Ryan memorable Lauterborn, Trex Co.,grown Placentia, in the lab,Ca., but out in unfiltered nature. VPtion Frankgroup Addiego. [2] SPI’ssmall Red Emmerson was presented the and Lifetime part atof a yard to will the never “Precise this level be set-it-andto certify lands within their wood issitions slatedfrom totechnology beone formally elected president of Second Growth, Achievement Award by Boone. [3] Betsy Bendix was honored by Boone next with redwood arbors. forget-it; just when you think board you’veofhit that sweet spot, a fiber supply area. and will then join WCLBMA’s directors. as Associate of the Year. Hewitttois the director of marketis It’s the atop choice among landscaping fleck of dirt onconvention the lens shows up as in a defect. constant The Module will –beJessica submitted Programme uring thethe at Sacramento’s Embassy Suites, Among trends emerging ingof at Forest Humboldt Redwood Company. HRC trends. It is a choice any consumer process, but worth the effort.” for the Endorsement Certification (PEFC) for Sierra Pacifi c Industries founder Archie “Red” Emmerson landscaping design, there’s no better is working to cultivate afiber lasting of in approval the West, this spring. individual perhaps represents thelegacy face and can make with confidence, and reafthis Upon approval, produced was honored with the group’s Lifetime Achievement Award. fit for bringing beauty, color and presenvironmentally responsible forestry and spirit of lands theafter industry more than about anyone.” firm their wise decision year from certified under the program will be certified To Each His Own In presenting the award, WCLBMA president Mark ence into an outdoor space than redsourcing, manufacturing, and distribution Western Woods’and Betsy as Associate year. for both PEFC SFIBendix labels was and honored chain-of-custody By said, Easterling’s estimates, maybeabout 10% the of NELMA mills Boone “If youwith knowitsanything importance of wood. Combined longevity, of top-quality redwood lumber products. of the ear. systems. use auto grading equipment. With the technology still fairthe timber and lumber industry in America and especially and environmental qualities, redwood ly new to the lumber industry in the Northeast and Great

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

March2017 2019 n The The Merchant Magazine n December TheMerchant MerchantMagazine Magazine n March

39 37 15

SELLING with Kahle By Dave Kahle

The flip side to customer relationships

B B , the relationship between the customer and the vendor—and more specifically the vendor’s salesperson—can be of utmost importance. It doesn’t take long in the business to understand that if the customer dislikes you, he is rarely going to see you. And if he does know you and trust you, he is more likely to do business with you. Creating positive business relationships is, then, a fundamental step in the path toward success for any B B salesperson. aving said that, the existence of positive business relationships is also one of the primary hindrances to success for the typical field salesperson. I know that seems like a contradiction, but let’s dissect how this works. The typical field salesperson, when presented with a sales territory, naturally attempts to see as many people as possible, and sets about building relationships with some of them. Since he typically has more accounts than he can effectively handle, he tends to spend time with those he has some a nity for. e likes those customers who like him, and he spends more and more time with those with whom the relationship is easy and natural. Over a few years, these relationships become solidified, and the salesperson is content to work with that set of people with whom he gets along. Given the choice of making a cold call on a prospect and visiting an existing relationship, the inclination is to go where it is easiest. Relationships coalesce, and routines develop. For years, this was acceptable. In a growing economy, most customers grew as well; all the salesperson had to do was show up and he’d expect a certain percentage of the business. Life was good; the job was easy. Now, most customers aren’t growing, and most sales territories are down. Many of those same customers are struggling. The salesperson’s market, defined as those he has positive relationships with, has shrunk. If a sales territory is

The Merchant Magazine n

December 2019

going to grow or gain market share, the salesperson has to look outside of his current relationships. Salespeople, who became comfortable calling on the people who liked them, are now faced with an uncomfortable prospect: In order to gain market share, they must go where the market is. And, the market is bigger outside of their relationships than inside of them. If they’re going to grow their sales, and their income, they must call on people who don’t know them. Unfortunately, many are hampered by their existing relationships. They have invested so much time in some customers, who frankly aren’t worth it, they can’t extricate themselves and devote the time and energy to creating new relationships and new customers. Their existing relationships are the greatest hindrance to their success. Ultimately, there must be a change in the salesperson’s routines. e has to spend less time with those of his current customers who are struggling or of smaller volume, and more time with customers who offer greater potential. But changing established routines is an arduous task that requires, in most cases, both management intervention as well as willing salespeople. The starting point is for sales management to create specific expectations, measurements, rewards and consequences for the salespeople. It’s no longer effective to announce, “We need more new customers, guys,” and think that will get results. Changed behavior requires specific expectations, something like “One new customer per month, for the next 1 months.” It requires regular measurement and mid-term corrections. Once the expectations are created, the measurements put into place, the consequences and rewards fixed and articulated, then management needs to educate the salespeople in the best practices of creating new relationships. Some are absolutely unsure of how to make a cold call, and most have totally unrealistic expectations. That’s where training and education come in. ou can’t expect people to do something if they have never been educated in how to do it. That said, you can’t expect every relationship-oriented salesperson to change his routines and excel at the new expectations. For those who don’t seem to be able to make the transition, you must decide whether they are profitable with their base of customers and reduced sales volume, or whether it may be wiser to find someone more trainable. on’t let their relationships hinder your business. – Dave Kahle is a leading sales trainer and speaker, and has written 12 books—including his latest The Good Book on Business. Reach him at dave@davekahle.com or (616) 451-9377. Building-Products.com

Northwest dealers stage annual convention and buying show avid Stordahl, co-owner of Triple S Building Center, Butte, Mt., was elected president of Western Building Material Association at its 11 th annual convention and building products showcase Nov. 1 -1 in Portland, Or. Others newly elected to o ce are P Rick ensen, Bayview Building Materials, Elma, Wa.; P eff Newenhof, City Lumber Co., Astoria, Or.; executive committe member ana Cowart, TAL oldings, ood River,

Or.; and directors Shawn Fernandez, Paint Sundries Solutions, irkland, Wa.; and Brent Lenssen, ander Griend Lumber Co., Lynden, Wa. Outgoing president Brett LaMar, Lake Chelen Building Supply, Lake Chelen, Wa., presented the President’s Award to Carl’s Building Supply, Chimacum, Wa., recognizing outstanding and distinguished service to the building material industry. Established in 1 , Carl’s—much

like WBMA—has continually evolved over the years to meet the changes in the industry. Through the efforts of an outstanding and dedicated crew, they are industry leaders in operational e ciencies and strive to be experts at fulfilling their customer’s needs. Immediately following the convention, from Nov. 1 -1 at the same venue, WBMA held its third annual Women in LBM Building Excellence conference, attracting attendees. INCOMING [1] WBMA president David Stordahl took the reins during the annual convention. [2] Outgoing president Brett LaMar handed the President’s Award to Carl’s Building Supply’s Tom Rider, VP of operations; Courtney Hoppe, inventory control manager; and Corey Blake, yard manager. [3] WBMA’s annual convention segued into its third annual Women in LBM conference.

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

SPECIAL QUOTES

Building-Products.com

December 2019

The Merchant Magazine n

NATIONAL NAIL’S newly enhanced Stinger CN100B Cap Nailer won the 2019 Pro Tool Innovation Award in the Pneumatic Tools & Nailers category.

Top Tools of 2019

platforms and technologies to neverbefore-seen cordless tool innovations, this year’s seventh annual Pro Tool Innovation Awards proved to be the biggest ever, with more entries than ever before and advances not thought possible a short while ago. Some companies are doing more and more with 1 tools. Others are discovering ways to advance technology through hybrid designs and higher voltage platforms. There are even tools that operate as both corded or cordless. Most of the award-winning tools were designed to save users time, money and energy. They included:

Best Corded Power Tools Grinder: Metabo 9″ electronic angle grinder with brake Surface Grinder: DeWalt 5″ brushless surfacing grinder kit with kickback brake Networking & Connectivity Product: DeWalt DCT100 Jobsite WiFi Access Point Drywall Sander: Flex GE7 Giraffe drywall sander Electric Sander: Flex BSE 14-3 Inox Set Miter Saw: Skilsaw SPT88-01 12-in. worm drive dual-bevel sliding miter saw Specialty Saw: Skilsaw SPT55-11 16-in. worm drive Sawsquatch carpentry chainsaw Tile Saw: Flex CS 40 wet tile saw Dust Collector Vacuum: Rockler 1250 CFM wall-mount dust collector Dust Extractor Vacuum: iQ iQ426HEPA dust extractor Hand Tools Bolt Cutters: Milwaukee adaptable bolt cutters with PowerMove extendable arms Chalk Line: Milwaukee Bold & Precision line chalk reels Clamp: Rockler Clamp-It Clips Conduit Bender: Milwaukee 48-22-4070/48-22-4071 Crimping: Klein 2005N forged crimper with wire stripper/cutter Cutting: Crescent Wiss Next Generation aviation snips Hammer: Husky Titanium framing hammer Pocket Knife: Milwaukee Fastback 5-in-1 folding knife Specialty Knife: Milwaukee 48-22-1924 lineman’s hawkbill knife with Stickwork 3-in-1 ring Utility Knife: Milwaukee Fastback folding utility knife Landscaping: Stanley Fatmax Polyfusion hot water hose Level: Milwaukee Redstick concrete level

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December 2019

Marking: Milwaukee Inkzall jobsite marker Laser Distance Measure: Craftsman CMHT77639 165-ft. Tape Measure: Milwaukee Stud tape measure Nut Driver: Lenox 6-in-1 high leverage nut driver Pliers: Proferred Internal/External Snap Ring Pliers with Quick Switch tips (T22001) Pry Bar: Rizer hammer attachment Ratchet: Milwaukee ratchet & socket sets Screwdriver: Lenox LXHT60905 2-piece demolition driver set Multi-bit Screwdriver: Proferred Ratcheting 19-in-1 interchangeable bit screwdriver set (T29004) Precision Screwdriver: Greenlee 0153-46T Shear: Knipex Tools LP anvil shears (94 55 200) Sockets: Klein Tools 66010 2-in-1 impact socket set Specialty Sockets: Husky dual-direction extractor sockets Specialty: Craftsman CMHT26005 L-T hex key series Square: Milwaukee MLSQ040 4-1/2″ trim square Stud Finder: Craftsman CMHT77623 1-1/2” stud finder Tool Set: Husky 125-piece mechanics tool set with superior access ratchets Pipe Wrench: Milwaukee 48-22-7314 Cheater wrench Torque Wrench: Milwaukee 2466-21 M12 Fuel 1/2″ ratcheting torque wrench with One-Key Pneumatic Tools & Nailers Cap Nailer/Stapler: National Nail Stinger CN100B cap nailer Finish Nailer: DeWalt DWFP2350K 23GA 2″ pin nailer kit Cordless Finish Nailer: Grex GCP650 cordless 23-gallon gas pin nailer Flooring Nailer: Bostitch BTFAFOOTG2 rolling base flooring attachment Framing Nailer: Beck Fasco F58A RHN20-90B SCR low profile Cordless Framing Nailer: Milwaukee M18 Fuel 21/30º Cordless Metal Connector Nailer: Beck Fasco F70G cordless joist hanger nailer Stapler: Everwin SN50S5-A full-auto heavy wire stapler Cordless Stapler: DeWalt DCFS950 20V Max agricultural fencing stapler 12V Cordless Stapler: Milwaukee 2447-21 M12 3/8″ crown stapler Electric Air Compressor: Estwing E5GCOMP 5-gallon silent compressor Specialty Pneumatic Tool: Noracore EMBSX Easy Mower blade sharpener Building-Products.com

Concrete & Masonry Concrete Anchor: DeWalt Stick-E direct fastening assembly Electric Power Cutter Saw: Hilti DCH 300-X diamond cutter Concrete/Masonry-Specialty: CircSaw Technologies SkatePlate H2O portable water saw system kit Concrete/Masonry-Specialty, Cordless: Milwaukee M18 Switch Tank 4-gallon backpack concrete sprayer Powder-Actuated Tool: DeWalt DFD270SK fully-automatic .27-caliber powder-actuated tool Rebar Tying Tool: Makita 18V LXT Li brushless rebar tying tool Cordless Rotary Hammer: DeWalt Flexvolt Max 2” cordless SDS Max combination hammer Vacuum Accessory: DeWalt SDS rotary hammer dust box evacuator (DWH079D) Painting/Tiling Tools General Adhesive: DAP RapidFuse plastic primer kit Caulk/Sealant: DAP Ultra Clear flexible sealant Paint/Primer: Daich SpreadRock Patch & Repair Brush/Accessory: Brenner EcoRing brush cleaning system Sprayer: Wagner SprayTech Control Pro 130 power tank sprayer Best Accessories/Fasteners Band Saw Blade: Lenox Armor VP carbide-tipped blade Circ Saw Blade: DeWalt 7-1/4″ framing circular saw blade Metal/Chop Saw Blade: Diablo 7-1/4″ Cermet saw blade Multi-Tool Blade: Tusker Sidetooth Plunger TSP-101 Recip Saw Blade: Lenox Lazer CT carbide-tipped blade Cutting & Routing: CircSaw Technologies SkatePlate & SkateGuide combo kit Concrete/Masonry Drill Bit: DeWalt SDS Max high-impact carbide masonry bit Wood Drill Bit: Bosch Nail Strike wood-boring bits

Driver Bit: Mac Tools Rounded Bolt Removal Technology Bits Holder/Extender Driver Bit: Milwaukee Plus-Lok SDS-Plus extensions Impact-Rated Driver Bit: DeWalt MaxFit impact-rated bits Specialty Driver Bit: DeWalt Impact Ready cleanable nut drivers Dust Collection/Shroud: DeWalt Stop Bit Head Nozzle Kit Grinder Wheel: Metabo Speed-Flex grinding wheel Metal Hole Saw: Lenox Speed Slot CT hole saw Wood Hole Saw: Milwaukee Big Hawg with carbide teeth Pocket Joinery: Armor APJ1400 auto-jig pocket hole set Step Bit: Milwaukee Shockwave Impact Duty step bits Track Rail: Bora Tool NGX clamp edge saw guide Air Hose: Ridgid R5025LF Lay Flat air hose Drill/Driver-Attachment: PacTool SS724 Snapper Shear Pro Decking Drill/Driver: National Nail CAMO Drive Tool with EdgeClips Sawhorse: Bora Tool Portamate PM-4500 Speedhorse Metal Screw: Elco Drilit self-drilling fasteners Wood Screw: Fasco America SubLoc Pro Scrail Test & Measurement Clamp/Fork Meter: Greenlee CMF flex clamp meters Inspection: Klein Tools ET20 WiFi Borescope Insulation Tester: Greenlee 5990A 5kV Megohmmeter Line Laser Level: DeWalt Green Cross line laser level Multimeter: Klein ET910 USB-A digital meter & tester Outlet/Voltage Tester: Klein RT310 AFCI/GFCI outlet tester Thermal Imaging: Fluke PTi120 pocket thermal imager Awards were also handed out for Outdoor Power Equipment, Plumbing Electrical, Tool Bags Storage, and Workwear Safety.

Holiday Greetings from Parr on our 43rd 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 Ricardo Garcia Fidenceo Gomez Larry Greene Karen Gregorio Elvira Hernandez Chris Hexberg Pedro Martinez Joe McCarron Bert McKee

Reynaldo Merlan 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 Lois Tavenner Melinda Taylor Antonio Vargas Enrique Vargas Christopher Velasco Oscar Villegas 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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December 2019

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NEW Products

Mixed-Width Decking Stone Gray TandoStone has added two new colors to its lines of composite stone. Nordic Mist, a cool subtle gray with warm accents, is new to the Tando Creek Ledgestone Collection, while Glacier Bay, with its striking array of frosty gray hues, is now offered under the Stacked Stone line. Impervious to moisture, TandoStone is perfect for ground-level or roofline applications and reportedly can be installed in any climate. n TAN OBP.COM ( ) -

eckorators has expanded its oyage composite decking line to include a fifth color— haya, a true brown—and varied-plank decking, bringing the interior design trend of mixing widths of hardwood flooring to outdoor living. Formulated to meet demand for a darker brown composite, haya joins four other color options (Sierra, Tundra, Costa and Mesa). All are offered in 1 -, 1 - and 0-ft. grooved and solid-edge profiles, as well as 1 -ft. fascia. The varied-plank decking comes in widths of -1 ”, -1 ”, and -1 ”—the first two widths with grooved-edge profiles for use with hidden fasteners. n

orda le Ca

ed Com osite

MoistureShield’s new Elevate capped wood composite decking offers advanced protection and beauty within an entry-level budget. The strong, protective cap shields each board from impact, corrosion and harsh weather. Offered in Lake Fog gray and Canoe brown, Elevate also features the Solid Core ifference, a proprietary manufacturing process offering protection against moisture absorption, warping, rotting, and damage from insects right at the core of each board. The ” deck boards come in 1 - and 1 -ft. lengths in grooved profiles and 0-ft. lengths with a solid edge for deck stairs and picture framing, as well as fascia boards in 1 -ft. lengths. n MOISTURES IEL .COM ( ) -

EC ORATORS.COM ( 00) -

The Merchant Magazine n

Shingle Power I O’s new Nordic heavy-duty laminated performance architectural shingles are specially constructed for superior wind and impact resistance. Available in nine high-definition colors, they derive their impact resistance from a coating of polymer-modified asphalt, which acts as a shock absorber to cushion the roof from impacts from hail. The shingles feature Armour one 1-1 ”-wide, reinforced nailing surface and Fastlock sealant strips, forming a strong bond to the shingles below. n I O.COM ( ) -

December 2019

Building-Products.com

ore S

ea y S

oor

Simpson Strong-Tie’s new line of Strong- rive WS Subfloor screws reduces driving torque, increases installation speed, and nearly eradicates the squeaking caused by poorly fastened subfloor sheathing. Re-engineered from head to point, the screws feature a ribbed head design to countersink screws for a clean, finished appearance and a variable thread to ease driving torque and speed fastening jobs when used with the uik rive auto-feed screw driving system. The fasteners come in 1- ”, ”, -1 ”, and ” lengths. n STRONGTIE.COM WS ( 00) - 0

Flash Longer in the Sun Contractors can now get three times longer U protection with TAM O’s newly-upgraded TW-10 Flashing Membrane. Used for balconies and breezeways, the self-adhering SBS-modified bitumen membrane now includes white polymer surface film technology, increasing its U resistance from 0 days to 1 0 days. n TAM OWATERPROOFING.COM ( 00) 11 Building-Products.com

December 2019

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REEL

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Wholesale Industrial Lumber

Engineered Wood Fencing LP Elements, reportedly the first engineered wood Problem Seeker

fence solution, has newest been introduced by LP Building Seek Thermal’s thermal imaging technolSolutions. ogy, Seek Shot and Seek ShotPRO, allows profesAvailable in seven natural colors, the new fencing sionals to identify leaks, electrical shorts, mechanical is said to offer greater durability than softwood faults and energy loss as a way to assess the healthand of vinyl fencing. -ft. long by manner. ” normal width feaa structure in a Its non-destructive tures earcan picket that is engineered Thea dog device savedesign readers time and moneyand by tested to withstand hail and impacts, high-velocity identifying otherwise “unseen” problems. This could winds up water to 1 0damage, mph, humid temperatures and more. relate to leaking pipes, electrical or It isAC protected to the core with LP’s proprietary malfunctions, or a loss of thermal energy zinc due borate-based process to resist against termites. to poor insulation or construction.

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Longer, broader and with a more authentic hardwood look than ever before, the coastal-inspired Cali Choose Your Garage Style inyl Longboards luxury vinyl plank collection from aas oor’s Select iew option allows cusCali Brands is annew instant classic. tomers place windows almost locationstyles they The to extra-large planksin in eightany different desire in a garage door. esigned to provide more measure 0- ” long by ” wide. The expanded rigid aesthetic choices for garage doors to complement core boards allow installations to go faster and delivhome styles, the system helps the user achieve their er more open-looking spaces. personal design goals. Longboards are 100% waterproof and can be The system also provides options windows in installed in kitchens, bathrooms, andforbelow grade. the bottom section of the garage door. This allows for They feature a commercial-grade, 0-mil thick, glass to be used wear in all layer panelsforofhigh the tra garage door, givscratch-resistant c walkways. ing A theGeoCore look of anlimestone aluminum composite rail door, but providing foundation two additional options. ecorative, specialty glass, increases dimensional stability, with acoustic padding and inserts are also available. lining each plank for quieter rooms and softer steps. AAS OOR.COM n n CALIFLOORS.COM (( )) --

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www.reellumber.com Reel Lumber Service and Regal Custom Millwork are affiliated companies

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nDecember The Merchant n December 2018 2019 2017 Magazine The Merchant Magazine

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Spray Insulation for Touch-ups Icynene-Lapollaâ&#x20AC;&#x2122;s new low-pressure, low-density, two-component spray polyurethane foam provides a compact and convenient size for contractors looking to complete touch-ups on the job. OC- 0, which covers 0 bd. ft., and OC-1 0, which covers 1, 0 bd. ft., are ideal for touch-up jobs such as filling and sealing various sized voids and surfaces, deadening sound, and reducing vibrations in the structure. The spray foam may be applied to a variety of clean, dry substrates including wood, masonry, metal and drywall. Its excellent adhesion properties create an air barrier, improving indoor air quality and reducing heating and cooling costs.

Ferociously Strong Duct Tape

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Traditionally, ropes or chains have been the only option for contractors and installers when they encounter jobsite tasks that require intense strength and durability. But one â&#x20AC;? loop of new T-Rex Brute Force duct tape holds more than 00 lbs. of weight and offers superior adhesion, so contractors can quickly secure, fasten and hold loads that no other tape would dare attempt. The high-bond, double-thick adhesive allows the tape to stick to rougher, dirtier surfaces and offers a durable waterproof backing suitable for all-weather performance. The tape comes in -yard rolls.

December 2019

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JONES LUMBER TAILGATE Photos by The Merchant Magazine

JONES WHOLESALE Lumber Co. followed up tours of its Lynwood, Ca., yard on Nov. 1, with a tailgate party outside the LA Coliseum on Nov. 2 before enjoying the USC Trojans/Oregon Ducks game. [1] John Murphy Jr., John Murphy Sr., Rod Jones. [2] Steve Killgore, Chris Killgore. [3] Tara Killgore, Mike Boone. [4] Bett Jones, Tim Hunt, Donna Jones, Buck Byers. [5] Ethan Hagle, John Hagle, Todd Davis, Mark Davis. [6] Charity & JT Taylor. [7] Chris Honochick, Nick Honochick. [8] Ana Ramirez,

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December 2019

Ruben Pacheco. [9] Edwin & Maria Vindas. [10] Hilary Gauthier, Dean Costello. [11] Renee Chaney, Gerry Paiva, Sam Gibeau. [12] Tom Rose. [13] Jason Nagle, Bob Nagle. [14] Garrett Backstrom, Kevin Pillow. [15] Pat Woolstenhulme, PC Woolstenhulme. [16] Jennifer & James George. [17] Kevin Smith. [18] Frank Gonzalez, Sean Cummings. [19] Kevin Murray, John Assman, Robert Spaulding, Todd Davis, Ernie Bowman, Ryan Reid, Art Reid. (More photos on next page) Building-Products.com

Photos by The Merchant Magazine

JONES LUMBER TAILGATE

40 TAILGATERS (continued) [20] Craig Crafton, John Pasqualetto. [21] Terry Rasmussen, Jerry Higman. [22] Larry Bollinger. [23] John Rogers, Tianna Roman. [24] Kim & Jim Nicodemus. [25] Dave Ramos, Doug Ladderbush. [26] Paula & Kevin McLernon. [27] Parker Nehl, Mark Herbert. [28] Tim Gates, John Cencak, Lewis Henry. [29] Mike Peters, Chris Rice, Dale York. [30] Judy Weber, Gerry Paiva, Josh, Giselle, Lisa & Jim Gibeau, Jim Building-Products.com

41 Weber. [31] Jan & Zach Halsey, Curt Bodenstab, Dave Halsey. [32] Laurel & Chuck Casey. [33] Ben Hagle, Alie Nelson. [34] Adrienne & Ed Russell. [35] Christia Murphy, Erik Bildman. [36] Scott & Sharon Middaugh. [37] Blake Keitzman, Joey Madrigal. [38] Raymond & Darla Luther. [39] Chris Huntington, Valarie & Rick Deen. [40] Tracy Selbie, Pat Connolly, Dianne Hearn. [41] Norissa Keitzman, Kelly & Mandy Robinson. December 2019

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Remodeling/deck show The combined Remodeling Show eckExpo landed in Louisville, y., at the entucky International Convention Center Nov. - . Builder confidence was high as several new products were introduced and attendees were given access to numerous educational sem-

inars aimed at helping them improve their businesses. After the first day of the show, North American eck Railing Association hosted its annual meeting and a reception award presentation honoring outstanding deck builders (see page 50).

DECKEXPO/REMODELING Show kicked off with â&#x20AC;&#x153;Get Found,â&#x20AC;? a marketing presentation by [1] Morris Carey, James Carey, and Brendan Casey, columnists for our sister publication Deck Specialist. [2] Scott Willis, Kim Pohl, Chad Hall, Rocky Behlke, Paul Gensler, Jamie Kreiser. [3] Richard Wallace, Julie Milrod. [4] Carole & Mike Tipps. [5] John Bailey, Jim Pollock. [6] Nick Burckel, Phil Lail. [7] Jeff Bowers, Matt Hungerford. [8] Kurt Hogard, Swen Ruhmann. [9] Brian Delbrueck,

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December 2019

Jonathan Whitehead. [10] Tom Gifford, Tim Smoyer, Sean McPeak. [11] Jim Storrer, David Morgan. [12] Joe Jackson, Andrew Pantelides, Wes Kain, Ernie Couillard [13] Lindsey Camp, Lee & Bonna Greene, Kim Breedlove. [14] Ryan Phillips, Joel Klippert. [15] Louie Barlow, Pat Gallagher, Gary Kauffman, Rich Peterson, Kathy & Larry Boyts, Mary Kittrell, Ken Hotchkiss, David Szilezy. (More photos on next page) Building-Products.com

28 EXHIBITORS (continued from previous page) included Wild Hog Railingâ&#x20AC;&#x2122;s [16] Brooke Crist, Craig Smalley, Samantha Roman, Robb Starrett, Kelsey Uuskallio, Emily Bastardo. [17] Laine Sleppin, Allison Flynn, Maureen Murray. [18] Ken Scott, Brent Gwatney. [19] Jeff & Loriann Baggett. [20] Len Moscowitz, Peter Krihak. [21] Jay & Cheryl Hudson, Raymond Dumas. [22] Bill Langmaid, Dan Milanowski, Jeff Falke, Jase DeBoer, Chad Adler, Chris Lopez, Lindsay Hannan, Peter Schneider, Building-Products.com

Photos by The Merchant Magazine

REMODELING/DECK SHOW

30 Chris Camfferman, Myke Worthem. [23] Cindy Martin, Chad Engelsma, Alicia McArdle. [24] Jennifer Wilde, David Frick, Nick Larr. [25] Eric Ashack, Kent Radcliff, Nathan Haynes, Bryan Hord, Greg Harman. [26] Mark Richardson, Lydie Paulsen, Mike Parker, CJ Dal Pra. [27] Meagan Fangrad, Andrea Pearce, Terry Fangrad, Chuck Zhou, Stan Weiland, Tim McDermott, Tom Jollie. [28] Paul Logue, Derek Bolster. [29] Lindsey Fox, Scott Wyatt. [30] Gary Daley, David Elenbaum, Andrew Clements. December 2019

The Merchant Magazine n

Best Deck Showrooms Get the Nod

uring eckExpo, North American eck Railing Association honored the year’s top projects at a reception for winners of its 01 National eck Competition. Eighteen categories recognized contractors, while two recognized retailers and one manufacturers. A E TimberTech took home top honors for Manufacturer Project for its elaborate IBS booth, built by Pat Noonan, Pro eck Supply, Minneapolis, Mn. (runners-up Regal Ideas and Wolf). Among retailers, Custom ecks, Centennial, Co., won for Greatest Showroom Under ,000 Sq. Ft., followed by runner-up Pro eck Supply. istinctively Outdoors’ ,000-sq. ft. showplace in Parsippany, N. ., won for Greatest Showroom Over ,000 Sq. Ft.

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”

CUSTOM DECKS’ quarters in Colorado fulfilled a 15-year-old dream of opening a showroom.

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

MINNEAPOLIS’ Pro Deck Supply worked with a limited footprint of 750 sq. ft. of interior and 350 sq. ft. of display space.

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

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December 2019

NEW JERSEY’S Distinctively Outdoors is not a showroom of samples and typical displays, rather a gathering of true-to-life environments designed to depict exactly what something will look like in someone’s backyard. Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Western Forestry & Conservation Association – Dec. 4-5, 3rd annual Pacific Northwest Forest Vegetation Management Conference, Wilsonville, Or.; www.westernforestry.org. West Coast Lumber & Building Material Association – Dec. 5, 2nd Growth holiday meeting, Brea, Ca.; Dec. 6, golf tournament, Yorba Linda, Ca.; www.lumberassociation.org. Portland Wholesale Lumber Assn. – Dec. 6, Christmas luncheon, Portland, Or.; www.portlandwholesalelumberassociation.org. Los Angeles Hardwood Lumberman’s Club – Dec. 7, Christmas party, The Catch, Anaheim, Ca.; www.lahlc.net. Southern California Hoo-Hoo Club – Dec. 18, holiday party & golf, Chino, Ca.; www.hoohoo117.org. Los Angeles Hardwood Lumberman’s Club – Jan. 9, meeting, Heroes Restaurant, Fullerton, Ca.; www.lahlc.net. LMC – Jan. 12-17, Wharton Program, Steinberg Conference Center, Philadelphia, Pa.; www.lmc.net. Associated California Loggers – Jan. 14-16, annual meeting, Atlantis Resort, Reno, Nv.; www.californialoggers.com. Tacoma-Olympia Hoo-Hoo Club – Jan. 15, board meeting, Elmer’s Restaurant, Tacoma, Wa.; tbilski614@aol.com. Western Pallet Assn. – Jan. 17-21, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org. International Builder’s Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.buildersshow.com. KBIS - Kitchen & Bath Industry Show – Jan. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.kbis.com. Western Forestry & Conservation Assn. – Jan. 23, annual conference, Heathman Lodge, Vancouver, Wa.; www.westernforestry.org. Sacramento Hoo-Hoo Club – Jan. 28, annual initiation, Club Pheasant Restaurant, West Sacramento, Ca.; jtaylor@taigabuilding.com. American Wood Protection Association – Jan. 28-29, winter 2020 executive committee meetings, Embassy Suites, Birmingham, Al.; www.awpa.com. International Surface Event – Jan. 28-30, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com. National Association of Wholesale-Distributors – Jan. 28-30, executive summit, Fairmont, Washington, D.C.; www.naw.org. Black Bart Hoo-Hoo Club – Jan. 29, Industry Night, Broiler Steak House, Redwood Valley, Ca.; www.hoohoo.org/clubs/181. Humboldt Hoo-Hoo Club – Jan. 30, crab feed, Eureka Elks Lodge, Eureka, Ca.; www.hoohoo.org/clubs/63. Budma – Feb. 4-7, construction & architecture, Poznan, Poland; www. mtp.pl/pl. Willamette Valley Hoo-Hoo Club – Feb. 7, crab feed, Shadow Hills Country Club, Eugene, Or.; www.hoohoo.org/clubs/33. Northern Utah Home Show – Feb. 7-8, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com. Colorado Springs Home & Landscape Expo – Feb. 7-9, Colorado Springs, Co.; www.homeshowcenter.com. Do it Best – Feb. 7-10, spring market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com. Sacramento Hoo-Hoo Club – Feb. 8, annual Valentines dinner, Delta King Riverboat Hotel, Sacramento, Ca.; jtaylor@taigabuilding.com. Tacoma-Olympia Hoo-Hoo Club – Feb. 11, annual crab feed, High Cedars Golf Course, Orting, Wa.; tbilski614@aol.com. Southern California Hoo-Hoo Club – Feb. 12, speaker meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org. Building-Products.com

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ASSOCIATION Update North American Wholesale Lumber Association has nominated a new slate of candidates to join the board of directors for three-year terms expiring at the end of 0 . Proposed new members are Grant Phillips, Wildwood Trading Group, Portland, Or.; Lori Byrd, RoyOMartin, Alexandria, La.; and Carl Lamb, Snavely Forest Products, Westminster, Md.; while up for re-election are Bethany oss, Capital Lumber, ealdsburg, Ca.; Rob Latham, Tri-State Forest Products, Springfield, Oh.; Bill Price, All Star Forest Products, ackson, Ms.; and Alden Robbins, Robbins Lumber Co., Searsmont, Me. West Coast Lumber & Building Material Association and Western Building Materials Association just wrapped their annual conventions. See page for coverage of the former’s and page for the latter’s. National Lumber & Building Material Dealers Association presented its 01 Chairman’s Award to Clarence Wilkerson, East ivision manager, Weyerhaeuser Co., acksonville, Fl., during the group’s recent Industry Summit in Colorado Springs, Co. Wood Products Manufacturers Association elected its 0 0 o cers and board of directors during the group’s annual meeting in Savannah, Ga. New president is Chris Moore, Graf Brothers; P Sandra Ann Bean, .M. Champeau; treasurer Terry Gross, Brown Wood, Inc.; and assistant treasurer ohn Lentine, Boyce ighlands Inc. Philip Bibeau is WPMA executive director. irectors are Bob Chase, r., uabbin Timber; Scott Ferland, Maine Woods Co.; ohn Mauro, Stiles Machinery; George Melnyk, r., Premier Millwork Lumber; Peter Puttmann, Atlas owel Wood Products Co.; Mike Schulke, Tigerton Lumber Co.; Tom Slater, eiverWillard Lumber Corp.; Simon arney, Wells Wood Turning Finishing; and Arie ink, olland Bar Stool. Building Industry Association of Southern California enjoyed keynote presentations by former U.S. ice Pres-

The Merchant Magazine n

ident ick Cheney, current U.S. Secretary of ousing Urban evelopment r. Ben Carson, and Taylor Morrison CEO Sheryl Palmer at its recent Building Industry Show in Temecula, Ca. The event also featured an exhibit floor showcasing more than 0 building product and service providers.

IN Memoriam Robert Theodore “Bob” Freres, CEO and chairman of the board of Freres Lumber Co., Lyons, Or., died Nov. . e was 0. e spent most of his life with the family business, being appointed president in 1 and chairman and CEO after his father’s death in 1 . Over the past 0 years under Bob’s and his brother Ted’s leadership, the company grew from two plants to six. e was named Oregon Business Leader of the ear by Associated Oregon Industries—the only lumberman to receive the honor.

in mills and later in lumber sales. e also ran his own lumber remanufacturing plant in Woodland. Daryl L. Richardson, , owner of A R Lumber Sales, unction City, Or., died from prostate cancer on Oct. 11. e became a lumber broker after attending Oregon State University. Elwyna Jorgensen, for years a fixture at Mountain States Lumber Building Material ealers Association events, passed away Sept. 1 in enver, Co. She was 100. She was the mother of longtime MSLBM A exec Geri Adams and mother-in-law of Mark Adams, owner of Adams Lumber Co., Centennial, Co.

Robert Carlton “Bob” Sanders, 1, founder and chairman of RSG Forest Products, alama, Wa., passed away Nov. 1 . A 1 1 graduate of the University of Oregon, he turned a summer job at a sawmill into a lifetime in the industry, founding RSG in 1 1. John Cole, , cedar specialist with ampton Lumber, Portland, Or., died Oct. 1 . A graduate of Oregon State University, he spent years buying and selling cedar with American International Forest Products, Beaverton, Or., before joining ampton early last year. Steven Phillip Bertsch, longtime lumber salesman with Western Woods, Chico, Ca., passed away Oct. after a long battle with cancer. e was . e started in production at Adco Redwood, Willits, Ca., in 1 , before moving to Western Woods and sales in 1 . Clarke Meacham Wheeler, , former vice president of sales for Siskiyou Lumber Products, Woodland, Ca., died Oct. in Napa, Ca. Following in his father’s footsteps, he worked in the lumber industry, first

December 2019

Building-Products.com

ADVERTISERS Index Page 45

Atlantis Rail Systems www.atlantisrail.com

Parr Lumber www.parrlumberchino.com

C&C Wood www.ccwoodproducts.com

Pelican Bay Forest Products www.pelicanbayfp.com

C&E Lumber Co. www.lodgepolepine.com

Cover I

PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com

CT Darnell www.ct-darnell.com

Redwood Empire www.buyredwood.com

DMSi www.dmsi.com

Reel Lumber Service www.reellumber.com

526 Media Group www.building-products.com

Regal Custom Millwork www.reellumber.com

Fontana Wholesale Lumber www.fontanawholesalelumber.com

Rosboro www.rosboro.com

Huff Lumber Co. www.hufflumber.net

Seneca Sawmill www.senecasawmill.com

Jones Wholesale Lumber www.joneswholesale.com

Cover II

Simpson Strong-Tie www.strongtie.com

MCL Lumber Products www.mid-columbialumber.com

Cover III

Swanson Group Sales Co. www.swansongroupinc.com

Norbord www.norbord.com

30-31

Timber Products Co. www.timberproducts.com

North American Wholesale Lumber Assn. www.nawla.org

Universal Forest Products www.ufpedge.com

Orgill www.orgill.com

Versatex www.versatex.com

Cover IV

Pacific Woodtech www.pacificwoodtech.com

Yakama Forest Products www.yakama-forest.com

Building-Products.com

December 2019

The Merchant Magazine n

FLASHBack 58 Years Ago This Month

ifty-eight years ago this month, The California Lumber Merchant led off its ecember 1 1 issue with the latest marketing venture by Los Angeles wholesaler Ed Fountain Lumber Co. While large national companies were sponsoring exhibits at the six-year-old isneyland, Ed Fountain Lumber found an equally effective method for promoting its products for a lot less at nearby Pacific Ocean Park in Santa Monica. Fountain donated a sheet of its Lam-Loc Pecky Cedar to be used as the backdrop for an art exhibit, helping to create an exotic Bombay Beach setting. In six months, over 00,000 people viewed the display. Fountain also made arrangements to slip shots of Lam-Loc into T shows, movies, home magazines, model homes, and home shows. “The good acoustical qualities of the product make it desirable for movie applications, and several studios are using it as backgrounds for their pictures,” the company noted. In addition, Fountain supplied dealers with attractive ’x ’ displays or free paneling for the boss’s o ce to make sure the product remained as visible as possible. ohns-Manville introduced a new low-maintenance, stone-like exterior trim crafted from cement and available in six different colors. A forerunner of fiber cement products, Permatone Flexboard Trim could be

DECEMBER 1961 cover advertiser Rockport Redwood Co. had shuttered its huge Northern California sawmill four years prior, but continued selling timber, selectively cut, from its expansive Mendocino County forestlands. The holdings were purchased by Georgia-Pacific in 1968, spun off with Louisiana-Pacific five years later, and today are owned by Mendocino Redwood Co.

nailed and sawed, resisted termites and flames, and wouldn’t rot, crack or peel. It came in -ft. and 10-ft. lengths, either pre-primed or with a factory-applied acrylic coating developed by uPont. The product’s downfall was its use of asbestos as a binder. By the 1 0s, ohns-Manville and manufacturers of similar asbestos-cement products either switched to fibers as a binder or ditched their lines altogether. Longtime Northern California sawmill operator Clark Golden opened his own state-of-the-art retail yard in Phoenix, Az. Golden Son Lumber Co.’s ultra-modern showroom featured “completely glassed-in” walls on an allpaved, 1-acre site, serviced by all-mechanical material handling.

THE EXOTIC atmosphere of “Maharaja’s Bombay Beach Palace” was designed by Antone Dalu as part of a decorators’ tourist attraction at Pacific Ocean Park, Santa Monica, Ca. Ed Fountain Lumber’s LamLoc Pecky was used as background for priceless art treasures.

The Merchant Magazine n

December 2019

Oakland oo- oo Club “fought City all” and won—receiving permission to park a massive highway rig loaded with lumber across from the Oakland, Ca., City all in observance of National Forest Products Week. The truck from Oakland-based Casella Transportation was loaded with enough lumber to build an average three-bedroom home. oo- oo Club members manned the exhibit for a weekend, handing out literature and soliciting entries to guess the retail dealer’s price for the wood. Guesses ranged from 1 . to , 00. The winner, whose entry of 1, 0 was off by , received a 0 savings bond. oo- oo, on the other hand, received terrific publicity and the makings of a nice mailing list.

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11/20/19

11:05 AM

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n The Merchant Magazine n December 2019

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