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CONTENTS

December 2021 Volume 100 n Number 12

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

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twitter @bpdmerch

Buyers Guide

Features

33 Door & Window Sourcebook

10 Feature Story

Product finder from hundreds of manufacturers of entry doors, interior doors, storm doors, patio doors, windows & skylights

Departments

The Lumberman’s Holiday Gift Guide

14 Industry Trends

The Essential Role of the Distributor in the Buying Chain Why Local LBM Dealers Have the Edge in Serving Pros

The

MERCHANT

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

DECEMBER 2021

Magazine

Fluid Mindset Pays off During Pandemic

44 Photo Recap

DeckExpo Links with Pool/Spa Show

Merchant 12-21_Layout.indd 1

11/23/2021 8:50:27 AM

8 Across the Board 18 Competitive Intelligence 20 Olsen on Sales 22 Transforming Teams 30 Movers & Shakers 40 New Products

28 Thinking Ahead

47 Event Recap

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16 Margin Builders

THE ADVANTAGES OF THE INDEPENDENT LBM DEALER • DOOR & WINDOW SOURCEBOOK

instagram @bpdmerch

Enthusiasm Is Through the Roof for Return of NAWLA Traders Market

52 In Memoriam 53 DateBook 53 Advertisers Index 54 FlashBack

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

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December 2021

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ACROSS the Board

By Patrick Adams

Grateful ’m sitting on a plane as I write this. In a normal year, this would be less than noteworthy as it feels like I’ve spent my entire adult life on a plane coming from or going to somewhere. This, however, is the first plane trip I’ve made in over 18 months. Heading out to the NAWLA Traders Market, I have to admit I was questioning whether I actually enjoy traveling anymore. How I can reduce my travel and, in fact, whether it’s needed at all given our advancements in technology. I’ve enjoyed having dinner with my family every night and the routine of not juggling all of the balls involved with traveling, running a business, and balancing a family. As I’m sitting on my return flight home, however, I just feel enormously grateful for so many things. I forgot how the time away brings so many things into perspective both from the alone time, and especially because of those I get to share time with. I saw countless people who I have enormous respect for and shared stories of our time away and our gratitude for getting to see each other again following this odd time in the world. While I was optimistic for next year, I return grateful to have spoken to so many wise industry leaders who are extremely confident for our industry’s prospects in 2022, and that builds my own confidence moving into our 100year anniversary celebration. I also had the opportunity to bounce a few ideas I’ve been struggling with off of very generous individuals whom I trust completely with the thoughts and advice they shared. I’m grateful to once again be excited about the new opportunities we have to serve the industry in even greater ways! It was humbling as well. As we walked the aisles, countless people I respect went out of their way to simply say “thank you” as apparently, what we’ve done over the pandemic has served them and the industry well. Words cannot express the emotions this brings up inside of me as we view ourselves simply as servants to this great industry. And, I’m reminded of the old saying “Absence makes the heart grow fonder” and with me, being away always reminds me of how grateful I am for my amazing family and team. Coming home to my kids racing to give me hugs with excited screams of “Daddy!,” with my wife in pursuit holding that slight knowing smile that says, “I’m glad you’re home” gives me the things that words simply cannot express. As for my team holding down everything in my absence and eagerly asking for updates on all of my “discoveries” so that they too may share in the adventures of my journey? Well, I’m grateful.

For me, this list could go on forever. Every morning when I wake up, I’m grateful to have another day. Each evening, I’m grateful that I made it through another day and hopefully, did some good along the way. This I’ve found is my secret to having peace and happiness. It’s simple, but not easy. As you go through your day, imagine the alternative to everything. What if it wasn’t there? What if you weren’t needed? What if they didn’t smile when you entered the room? It’s a simple exercise, but not an easy one to remind yourself of every minute. I cannot forget how grateful I am to each of you in this great industry who have allowed us to serve you. Like most of you, we are wrapping up a record year and look into 2022 with immeasurable excitement about what we have in store! As we celebrate the honor of having served this industry every month for the past 100 years, we are going to use every issue of next year to say “thank you.” Through this history of service, we will share many surprises and trips down memory lane. We will reveal new products, new services, and maybe even a new look that prepares us for the next 100 years because no matter what the world turns into during that time, they will always need the hard working people of the building materials industry, and those people will always need a trustworthy source of news and information to guide their decisions! I am grateful for the privilege to serve you. I wish all of you, your families, and your teams a wonderful and Merry Christmas! May God bless you all.

Patrick S. Adams Publisher/President padams@526mediagroup.com

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December 2021

Building-Products.com

Like a family recipe that’s been handed down for generations, RoyOMartin has mastered the art of providing customers the highest quality American-made wood products since 1923. Sustainably produced on nearly 600,000 acres of land, our products have been helping customers across the country build with confidence and peace of mind.

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FEATURE Story

By David Koenig

The Lumberman’s Holiday Gift Guide earching for the perfect present for your boss, employee or other forest products industry colleague? Here’s a collection of gift ideas with your woodsy brethren in mind:

Do It All

Leatherman FREE P4 Multitool Retail: $139.95 leatherman.com Everyone can use this versatile multitool— whether for serious DIY tasks, camping, or more. The latest from Leatherman’s FREE line, the P4 multitool boasts 21 tools—from knife to saw to screwdriver—packed into a compact 4.25” design. A magnetic locking system provides safe, easy opening/closing.

Grab & Go

Ryobi LINK Modular Storage System ryobitools.com The ultimate garage organizer, the new Ryobi LINK Modular Storage System includes multiple components that share a common locking

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December 2021

interface, to create limitless ways to easily organize, access and transport tools from the home to the job. The system’s wall rails have integrated mounting cleats that attach to hooks, shelves, bins and tool boxes. A hassle-free front release button allows users instant detachment. Building-Products.com

Brand X

Williams Sonoma Monogrammed Forged Steak Brand Retail: $59.95-$69.95 williams-sonoma.com Add a fun and unique personal touch to grilled meats, with a hand-forged iron brand. A miniature version of an authentic cattle brand, the searing tool includes a wall-mounting storage rack. Choose single, double or triple initials.

Open Borders

Oakline Designs State Line Bottle Opener Retail: $39.99 oaklinedesigns.com This wall-mounted bottle opener is affixed to a wooden plaque shaped like any of the United States—or the entire USA. It includes a strong magnet that can hold five to 10 bottle caps at a time. A triple exterior finish provides weather and UV resistance.

Building-Products.com

December 2021

The Merchant Magazine n

Lost & Finder

Tile Mate Retail: $24.99 (including one-year subscription to Tile Premium Attach Mate) thetileapp.com Have a loved one who can’t keep track of their keys? This Bluetooth tracker clips right onto a key ring to locate missing objects over 200 feet away. Tile Mate is water resistant, offers long battery life, and loud volume.

Pocket-Sized Drone Skyline X Drone Retail: $99.00 skylinexdrone.com

This tiny drone with an HD camera lets you take breathtaking photos and videos. It’s foldable, lightweight and easy to carry. The device can be controlled manualy or has multiple settings that allow it to follow you, focus on you, or even fly around you.

Expert Instruction

MasterClass Digital Membership Retail: $180 per year masterclass.com With more than 100 courses in 11 categories taught by well-known experts, MasterClass offers something for everyone. A digital membership will help colleagues further their careers, using sales advice from Daniel Pink and tips on business leadership from Bob Iger and Howard Schultz. But there’s also top-flight instruction on topics from cooking (with Gordon Ramsey and Wolfgang Puck) to tennis (with Serena Williams).

Grilling Guru FlipFork Retail: $24.99 getflipfork.io

FlipFork makes grilling easier with five barbecue tools in one: a spatula large enough to flip a 42-oz. Porterhouse, a fork for thinner cuts, a sharp edge for slicing, a serrated edge for tenderizing, and a bottle opener to crack open a cold backyard brew.

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December 2021

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December 2021

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INDUSTRY Trends

By Simon Cameron

The essential role of the distributor in the buying chain fficient and effective distribution channels are the backbone of any industry, and western red cedar is no exception. As the softwood lumber market has undergone a tumultuous period over the last year and a half, the Western Red Cedar Lumber Association’s Certified Cedar Dealers (CCDs) have adapted and worked hard to bring a wealth of services and benefits to accommodate their customers

and meet the specifications of numerous manufacturers. Even at the best of times managing the exchange of information and materials to maximize customer satisfaction in a cost-effective way has its challenges. Wood products and information in distribution networks flow in many directions and across numerous organizational networks, often involving a journey from forest contractors to saw-

ing facilities to value-added mills and then through distribution and wholesale channels before finally reaching the market. Distribution of softwoods like western red cedar also face additional industry-specific challenges characterized by a divergent product structure—a WRC log is often turned into a number of different products used in different applications—and the very diverse nature of WRC as a raw material. All of which underscores how essential the role of the Certified Cedar Distributor is to the WRC industry. In addition to ensuring that high-demand, high-value products get to the retailer and the job lot on time and on budget, CCDs provide a host of value-added services for their customers and the WRC industry. Here are just some of the important functions of the CCD:

Inventory selection

CERTIFIED Cedar Distributors attend the WRCLA’s Cedar School, Vancouver Island, B.C.

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December 2021

Most retailers and distribution yards share the common goal of minimizing the amount of time they need to keep inventory on hand—if not having it arrive just as building is about to begin— and in having the right amount to meet demand. It’s no secret the best way to manage this is by having a proven and reliable supply chain and accurate demand planning. Because CCDs are in the field and Building-Products.com

in regular contact with their customers, they have an astute sense of local market demands and materials needed for job lot supplies. While other (nonwood) industries have suffered over the last year and a half from supply chain and inventory issues, the forestry and wood products industry grew their Inventory Turnover Ratio (sales) from 8.63 in Q2 2020 to 10.36 in Q2 2021. A figure well above the industry average.

Product expertise

Distributors in other industries carry products; WRCLA CCDs specialize in theirs. As mentioned above, western red cedar logs yield an array of timbers, dimensional lumber and boards. These products are also further sorted by grade and grade classification, texture and seasoning. WRCLA Certified Cedar Dealers are extremely knowledgeable in all aspects of the species and its products and regularly lend their expertise to facilitate job lot supplies and inventory orders. With growing awareness of climate change and the need to use sustainable and environmentallyfriendly building products, they are also well positioned to help interested customers and manufacturers source certified materials or products otherwise certified as green.

red cedar business model by delivering added value in the form of pre and after sales services. CCDs work closely with WRCLA affiliates and partners and can arrange for time and cost-saving solutions with other building requirements like house wrap, fasteners and stains and finishes, among others. From technical support, in-market education, consulting, even arranging educational training in areas like installation and maintenance, CCDs have seen the value and competitive advantage in maintaining on-going relationships and exceeding expectations with customers and manufacturers.

In short, CCDs play an increasingly crucial role in strengthening the future competitiveness of the western red cedar industry. They provide a vital and valuable link both between lumber producers and lumber users; a benefit that can’t be underestimated in an evolving market rife with competitive substitute products. – Simon Cameron represents the Western Red Cedar Lumber Association. Established in 1954, WRCLA is the voice of the cedar industry and has members in 132 locations throughout North America.

Jobsite delivery

The buying chain for lumber can be complex. Orders to distribution yards, re-man facilities and job sites can involve tens of thousands of board feet or more of lumber and require nimble logistics. Timely and accurate delivery has always been a part of the CCDs’ value proposition. Arranging job site deliveries to new sites that don’t have an address yet and flexible, off-hours deliveries are commonplace in the building industry and are regularly handled by CCDs. While large vehicles will still be needed to deliver product orders, the fact we are entering a period defined by “Amazon-style” purchase ordering and delivery from a smartphone can’t be ignored. What companies like Uber and Lyft have done to the taxi industry and Door Dash has done to takeout will undoubtedly influence larger scale delivery sectors, and WRCLA CCDs are at the forefront of this evolving model.

Aftermarket support

We live in an age of services, not just products. Over the years WRCLA CCDs have transformed the western Building-Products.com

December 2021

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MARGIN Builders

By John Maiuri

BY LEVERAGIING technology, local independents have distinct advantages over big boxes in catering to contractors.

Small but mighty Why local dealers have the edge in serving pros he home improvement boom has taken the industry by storm, and there are no signs of it slowing down. According to iPropertyManagement, more than half of homeowners have hired a licensed tradesman to assist in home improvement projects in the past year. With this heightened demand for contractors comes the need for a trusted supplier of the products required to get the job done. Seeing this demand, many lumber and building material businesses have made investments to ensure their professional customers are equipped with everything they need— especially small- to medium-sized businesses (SMBs). According to ECI’s 2021 State of SMB Digital Transformation Report, half of SMBs in the lumber and building materials space expanded or implemented a Buy Online, Pickup in Store (BOPIS) process, and 38% created or expanded delivery services to meet the needs of their professional customers. Additionally, 43% created or expanded their ecommerce offering. These investments show that SMBs are serious about serving contractors in a way that works for their unpredictable schedules. What some might not know is that these independent LBM and home centers contain unique advantages when serving contractors that make them an even better partner than their larger counterparts. Here are some reasons why:

Special Orders

Typical independent stores are better equipped for trade partnerships as they allow for more customized ordering and manage special orders extremely well. More so than a big box retailer who typically relies on in-stock brands, products and styles, independents have broad vendor relationships with greater material access making it easy for trades to obtain items that aren’t immediately available off shelf.

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December 2021

Flexible Installment Plans

For big ticket items, independents have the flexibility to give professionals the option to “pay as they go.” This takes the pressure off the contractor, allowing them to pay once they receive the check from their completed project. By leveraging technology, like an enterprise resource planning (ERP) solution, independents easily manage installment payments using amortized or flat-rate interest, which enables them to increase customer share of wallet.

Personalized Pro Portals

For those independents who have invested in an ERP solution, they have the ability to offer an on-demand customer portal that gives key customers direct access to account information, delivery scheduling and online ordering. Within a customer portal, businesses can showcase their inventory and enable their customers to place orders, submit quotes and receive confirmation. This enables independents to strengthen their relationship with contract accounts, while improving efficiency by reducing incoming calls related to common inquiries. For contractors, where time is money, a meaningful relationship with their local LBM dealer can make all the difference in the world—not to mention the many other benefits of supporting a local small business. For retailers, it is important to have the right solutions in place to help garner that strong relationship with professionals while continuing to service all customers that walk through their doors. – As president of the LBM & Hardlines Group at ECI Software Solutions, John Maiuri is responsible for the vision, guidance and strategic growth of his team within the Building and Construction Division (www.ecisolutions.com). Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Older but stronger

VENERABLE OHIO dealer Coshocton Lumber draws on tons of experience and relationships.

t’s sad, the way things are going in Ohio,” says Joel Jumper, owner of Coshocton Lumber, named for the town of 12,000 that’s nowhere near Cleveland and its potent medical industry nor Columbus with its thriving fashion base. In fact, it’s not even nudging an interstate that leads to either pulsing city. It’s—frankly—“rural,” says Joel. “You’ve got to really want to come here; it won’t be by accident. And

“I

we’ve lost a tremendous amount of industry in town.” Nonetheless, Joel is so swamped with business that he can barely snatch time to come to the phone. He took over the business from his father 20 years ago, tackling an outfit that had been launched in 1898 and purchased by Joel’s grandfather, a builder, in 1944—just in time to welcome his son back from military service after World War II.

Joel himself returned in 1978 at age 21. “I was going to stay on in Indiana with a friend, but I was also dating a girl from Coshocton.” So when his dad called, saying “Come back: I need help,” Indiana was put on hold and his relationships—business and romantic—moved forward. “I worked a bit alongside Dad, but he’d soon had enough, and it was time for me to take over. I was like a deer in the headlights. I began by tweaking a few things, like changing the trucks around and adding new products.” But what he did not do was revamp that which any other industry pro might, at his most diplomatic, call a “quirky” layout. “If you came in the store, you’d be shocked,” Joel guarantees. “You’d expect to park at the front and walk in the front door, but no: It’s the reversal of everything they tell you to do. You walk into the sales counter, right up front. Plus,” he adds, “the ceiling is 7 feet, 6 inches high!” Joel’s business today is fueled by a healthy mix: 40% contractors, 40% walk-ins, and 20% industrial. And it’s growing. “Ironically,” he laughs, “people are coming back here to retire, buying acreage, building houses. I’ve pushed our deliveries farther out. “Our biggest competitors are the

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

SPECIAL QUOTES

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Building-Products.com

Amish [independent yards], with a wayuparound a problem. If there’s no clearly, it won’t end soon. that Lakes, this number is expected to grow a bit overAnd the next said. “Every now and then aalong little rumor pops that auto • Gazebos – providing more shelter all the boxes: Depot, Lowe’s. Where vinyl siding at Point A, try Point B— trickles down to screws, power tools, few years. scanners are taking the place of good people, and that’s just than a pergola, gazebos offer a point we can beatand them, “he declares, “is and get it to our customer“The in atechnology timely batteries. Batteries”hehe underscores, isn’t for everyone,” concluded. “For not retreat the case.” of greater protection with our delivery: Nobody in the industry “arewon’t real ever scarce. I usually have 50, mills, the ROI be there—and they will Coulombe agrees: “Whenisolating we started manner. this journey, we else smaller from theservice—especially elements without Call in the morning, and we’ll have it wants to do that, especially the boxes. 100 batteries around. Now… none. knew it would be a big change for our folks; our graders are continue to be successful. For our larger ones, this may inhabitants. out theofsame day.employees, We run our trucks Here, a pieces contractor on one a big may shortage. Andinmytheco-op some our best valued and important of canbefocus something more It’s of them consider yearsjust to Exposed Timber –want the to lose hard all the time. It’sstructures guyany [employee] handle the notified us that there’s a shortage of our• organization, and wenever didn’t‘We’ll of them. who’ll come.” natural color and grain ofbut redwood get it tocase, you we by Tuesday,’ rather, one piece at dust pans. Dust pans? Really???” In our took former line graders whole and putsituation, them in taking it “The technology will continue to improve, and we timbers lend a solid support to a ‘When do you want it?’ We make it a time. Rubbing salt into wounds roles like scanner technician to keep their expertise close at expect to see more industry peers getting onthe board,” said greater work.” “We also build things from scratch of economic turmoil, thisProducts? reporter hand.” structural design. Coulombe. “Is it worth it for Irving Forest Joel can– count on adeck staffcan oflast 20 in our shop for a couple of places— asks aboutfarthe company’s website Without a doubt. The benefits outweigh the challenges, • Decks a redwood to make the impossible happen. custom cutting. We have a lumber development. “It’s moving slowly, Challenges Along the Way and the equipment we’ve chosen is helping us to better a lifetime when it’s built and main“Everybody works on everything— mill, which is actually more of a real slowly, and we need to do lot As well. is often the case with technology, there were chalserve our customers’ ever-changing needs, and that’s awhat tained not in as a special I tell woodworking shop. We also have a more with that, but we’re so busy. So lenges the new department. tools were implemented at Irving Forest it’s really all about.” • Planters – non-toxic andthe allbetter natthem, ‘The Initial more you know, strongidentifying Kitchen & Bath department, for now, we just fall back on what we Products. technology had issues with ural, redwood is ideal for garden you do.’ we’d give them a young lady who does a really have”—which does include consumerdecay dueNormally, to its color, among other things.run Thebyinstallation boxes and planters to hold flowering training, of course, but nowadays it’s good job, mostly dealing with walkfriendly how-tosof and buying Lands guides. process required lots of checking by people—lots of man SFI Growing Certification Family plants, even vegetable so busy herbs, thatget it’s or swim. But that running ins. We also sell a lot of hardware, a What does the future hold hours—to itsink started andgardens. up and accurately. The Sustainable Forestry Initiative andfor thethe way, theychecks learn were from the their mistakes. lotfor ofapaint. And I still stock paneling: company? Joel’s three kids are happily Constant name of the game while, but American Forest Foundation have formed a new part• Furniture – any form of seating, There’s a says lot those of leeway; I indon’t of itto we professions Coulombe issuesthearepromise the past.I’m surprised at how much nership grow employed the amount in of different certified family and tables, benches all deliver micro-manage. I’m not standing over sell—and at good margins.” elsewhere, “and I’m 64,” he notes. “It “The key to success with new technology is to assign other small holdings in North America. of a comfortable place to gather when them. They’ve gotownership free rein of to the make Joel agrees with all Under of you their out new kind of snuck on me” while the someone take program Sure, or equipment Small Lands up Group Certification built with to redwood. decisions.” there,checks, producttheis hard toModule, get—“hard world was changing. “There used to be and really usher it through the quality control companies certified to the SFI Fiber Sourcing INCREASINGLY backyard builders are realizing that the best contemporary design materials aren’t he’sthe glad they’re there. last this evennature. harder. five to lumberyards the of county; now, •And Arbors –mighty create memorable trancalls with manufacturer, etc.,” Coulombe commented. Standard will be able form a newintype certificagrownyear, in the and lab, but out year in unfiltered “Everybody’s looking for people right First it was hardware, then lumber; we’re down to one.” sitions from one part of a yard to the “Precise technology at this level will never be set-it-andtion group to certify small lands within their wood and now. I justjust lostwhen onearbors. person butyou’ve pickedhit that now,sweet it’s both. have supply to dance next with redwood forget-it; you think spot,We a really fiber area. Still, Joel’s in no hurry for the up twoofmore. Inthe a diner, if the girl who around, trying to find product. I used to will rocking chair andtoisthe gold watch. “I –beJessica Hewitt director of marketis the top choice among landscaping fleck dirt on lens shows up as a defect. It’s a constant The Module submitted the Programme Among emerging ingof atthe Humboldt Redwood Company. HRC waits on but youthe is trends good… you make in an make oneIt call; now, it’sany four or Endorsement five to love diversity of everything here; trends. is a choice consumer process, worth the effort.” for the Forest Certification (PEFC) for landscaping design, is working to cultivatedifferent.” afiber lasting legacy of offer; they’ll learn thethere’s stuff.” no better get you need.” each day it’s always canwhat make with confidence, and reafapproval this spring. Upon approval, produced fit And for bringing beauty, and presenvironmentally responsible forestry and learnHis they do.color That’s what Light at the enddecision of thefrom tunnel? “My firm their wise year after To Each Own lands certified under the program will be certified ence into an outdoor space than redsourcing, manufacturing, and distribution – Can the industry benefit from Coshocton’s pros estimates, appreciate most, guess,” he says, Notboth untilPEFC the and SFI labels and chain-of-custody year. By Easterling’s maybe 10% of NELMA mills“is…no. for wood. Combined with its longevity, of top-quality redwood lumber products. hearing your yard’s story? Contact Carla in Joel’s opinion.equipment. “There’s a lotthe of technology end of next year. I talksystems. to the steel use auto grading With still fairand environmental qualities, redwood Waldemar at cwaldemar@comcast.net. knowledge on board here—and always plant (I need steel for pole barns) and ly new to the lumber industry in the Northeast and Great

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19 39 15

OLSEN on Sales

By James Olsen

The little things going to get the business and are not in a rush to get there. They genuinely want to get to know their customers and their customers feel it. The seller that takes the time to get to know their customers on a personal level wins all the ties—and there are a TON of ties in sales—and they get all of the last looks!

Offer More Than One

ales is competitive. How do we stand out from our competition? Price, value, quality are important, but these things are more about the product. How do we stand out as salespeople? My contention is that there is not one big thing that sets the Master Seller apart from the crowd but a series of little things—habits—that impact how customers perceive and more importantly, feel, about the salesperson they are dealing with.

Reception

Most sellers are professionally polite with whomever answers the phone. The Master Seller treats everyone at the account with respect and caring. The Master Seller is warm; taking the time to treat everyone they talk to as someone important, a real person. The receptionist is our number one ally, and we need to treat them as such. Students come to me all the time and say, “I had a great conversation with the buyer, but now I can’t get them on the phone.” I ask, “How long have you been calling on the account?” “A couple months.” “What’s the receptionist’s name?” Usually, they don’t know, and I say, “Well, there goes option number one.” Receptionists will help us, know what’s happening at the account, and are often related to the buyer!

The Follow-Up Question

Sellers will often ask a personal question when they get the buyer on the phone. Seller: “How was your weekend?” Buyer: “It was fine. Spent some time with my family.” Seller: “Great. Anyway, I’ve got a great deal on a 2x4.” The Master Seller will ask a follow up question. Master Seller: “How was your weekend?” Buyer: “It was fine. Spent some time with my family.” Master Seller: “So what did you do with your family?” When we don’t ask a follow-up question it means our first question wasn’t sincere. The Master Seller knows what they are going to promote, and they know why it’s a good deal. They know (have convinced themselves before they get in front of or on the phone with the customer) they are

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As simple and obvious as this is most sellers only offer one item and only one of the item! The Master Seller offers many items and multiples of every item. Why don’t most sellers do it? Because it takes more work. What they don’t understand is that the customer knows it takes more work also. Customers will naturally side with the person who is doing more work for them, they can’t help it. The Master Seller gets more chances per call and when they do get orders, they get more of them!

Consistent Calling

When we call willy-nilly, we will get will-nilly results. Calling on accounts on the same day at the same time makes us someone they can count on. It sends the message that the customer is important to us and part of our lives. People want to connect. They want to be part of something. When we call on a consistent basis, we create partnership, not just a buy-sell relationship.

Asking for the Order

I listen to hundreds of sales calls every month. Most sellers do not ask for the order. The Master Seller asks for the order in a natural, positively assumptive manner and they do it every time. They make “asking for the order” part of the “relationship” they have with their customers. If you ask 100 sellers, “What kind of salesperson are you?” most will say, “I am a relationship seller.” The problem is most of them have a Master/Servant relationship with their customers. They put the customer above them. They present product and value(sometimes) in a timid, “what-do-you-think-of-this?” tone, which is like pushing the “I’ll let you know” button. The Master Seller explains clearly and simply why what they are presenting is a good deal and asks directly for the business. It’s the little things that make all the difference. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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TRANSFORMING Teams

By Claudia St. John

5 steps to hiring and retaining talent in 2022 was recently sharing a cab with the business owner of a print manufacturer heading to an industry conference where I was slated to be a presenter on workforce trends and solutions. He turned to me and said, “Okay, then tell me… where the heck did everyone go? Where are the workers and how do we get them to come work for us?” Where indeed! Unfortunately, they have gone to a variety of places and for a variety of reasons. Some have quit their jobs because of continued COVID hesitancy, some because of ongoing child care challenges, some have quit to join new opportunities and the chance to earn more money and gain more workplace flexibility, and some have quit just to take a much-needed break, knowing that when the savings run low there will be ample job opportunities for them to jump back into the labor market. What’s an employer to do? Well, it starts with a shift of mindset and these five steps:

Step 1: Imagine the talent you want and SWOT them!

Who are you looking to hire? Is it someone with maturity and experience? Someone with less experience but lots of enthusiasm? Someone local or someone remote? We encourage our clients to visualize the talent they seek and work to understand what their desired employees are looking for. What do they want? Too often, business leaders fail to recognize the unique needs and wants of their talent and focus instead on what they as employers want.

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Don’t know what your desired hires want in their lives or in their jobs? Just ask the ones who already work for you and who are in the same demographic what they want and like about their jobs. What are their strengths and opportunities and how can you maximize those assets while minimizing the weaknesses and threats that they may possess?

are and what they want. Use videos, social media and testimonials to tell the stories of employees just like them. Show community. Show opportunity. Show your culture. Maximize social media. Yes, create a TikTok video! Don’t know how to do this? Find someone who does and put your marketing resources here.

Step 2: Shift your marketing

Try this: grab your smartphone and log on to your website and look for your career site. Is it easy to find? Next, look at your job openings. Do they look cool and would a Gen Z be inspired to apply? Remember, 90% of job seekers look for jobs from their mobile devices. Next, try applying using your mobile phone. Not easy? That’s a problem because the vast majority of employees in the first 10 years of their careers are applying for jobs using their mobile devices.

spend

How much of your marketing budget are you spending to tell your story to attract talent? My guess is very little. I have spent endless hours exploring corporate career sites and company job boards and few of them show any effort to attract talent. Instead, the marketing is often re-constituted sales material that, from a potential employee’s perspective, is boring and uninspiring. Revamp it! Show prospective employees you understand who they

December 2021

Step 3: Remove barriers

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Q. Our company is requiring all employees get vaccinated for COVID. We received a request for an exemption to the vaccination requirement on the basis of a sincerely-held religious belief. Can we require some form of documentation or verification? A. Under Title VII of the Civil Rights Act, employees cannot be required to get a vaccine if it violates their religious belief, practice or observance or their sincerely-held belief. Employers do not need to accept general statements or form letters, but should require documentation from the employee’s personal religious leader explaining the reason the vaccine violates the person’s beliefs. It’s important to note, the religious leaders of most major denominations have stated that mandating vaccines does not violate the tenants of their faith and have come out in support of COVID-19 vaccines in the name of public health and safety. Keep going—did you fill out the employment application? Hard, right? Having to search for the names and phone numbers and addresses of previous employers and educational institutions and then having to populate the application fields using your smartphone is close to impossible. Simplify your application and keep revising until it’s easy to complete. Don’t forget to capture candidates who start applications because if they bailed before completion, it’s likely not because they are uninterested but because it was too hard to complete. They still may be interested.

JOIN THE

Step 4: Use your imagination

Wages are going up… fast. In order to remain competitive, many employers are paying more for talent than they budgeted and then they face internal inequities with their existing talent pool. Yes, pay is important, but so are other things. Young workers want to do well, but they also want to do good. How can you help them do that? Most young workers would take less pay for more time off. They want to travel—how can you help them do that? Who wouldn’t want a leased car or a holiday vacation rental as a perk? Stop thinking only about pay and look for innovative and creative perks and benefits that can attract and inspire the talent that you want.

Step 5: Focus on flexibility

It’s no surprise that after more than a year of working from home, employees want to maintain some form of flexibility. Those who cannot work from home want that flexibility, too. Survey after survey show that employees will be more loyal, more engaged, and will even accept less pay to obtain more workplace flexibility. Not sure how to do that? Ask your employees how to create and maintain a flexible workplace, regardless of job role.

Claudia St. John SPHR, SHRM-SCP, President Affinity HR Group contact@affinityhrgroup.com

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December 2021

12/17/20 1:28 PM

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Hampton Sells PNW Lands

Chinook Forest Partners, Seattle, Wa., finalized the purchase of 50,747 acres of timberland in northwest Washington from Hampton Lumber, Portland, Or., and Family Forests. Hampton Lumber manages timberland in Washington to help supply its sawmills in the communities of Morton, Randle, and Darrington. The acreage purchased by Chinook Forest Partners was part of Hampton’s 145,000-acre timberland acquisition from Weyerhaeuser earlier this year. Included in this transaction are 35,867 acres in Chelan and Kittitas counties and 14,880 acres in Snohomish and King County. “The acquisition of these lands from Hampton Lumber represents an important strategic expansion of Chinook’s management footprint,” said managing partner Scott Marshall. “We are excited to apply Chinook’s forward-looking approach, while working with Hampton and the community to bolster a legacy of sustainably-managed working forests in the region.” Hampton Lumber CEO Steve Zika added, “Under Chinook Forest Partners’ ownership, these lands will continue to be an important source of logs for our sawmill in Darrington, while the proceeds from this sale will allow us to invest in additional timberland nearer to our mills.”

USNR Revamping HQ

USNR is investing in a major renovation of its world headquarters office in Woodland, Wa. The project will be split into two phases to maintain usable office space for on-site staff and seam-

less operation of critical services during construction work. Having last been updated in the early 1990s, the Woodland office was due for a refresh. The workspace is being completely reimagined with a modern floorplan to foster collaboration, communication, and creativity. On the heels of major tooling investments and process improvements in the Woodland manufacturing areas, this office remodel will be the latest in a series of projects across USNR facilities worldwide. In 2016, the firm moved to a new facility in Jacksonville, Fl., and in early 2020 a completed a full remodel of its office in Söderhamn, Sweden.

Stimson Strikes Eco-Deal

Stimson Lumber Co. has struck a deal for a conservation easement on 27,289 acres of timberland it owns southeast of Libby, Mt. The easement, held by Montana Fish, Wildlife & Parks, bans development, protects wildlife habitat and landscape connectivity, and provides public access and recreational opportunities on the property. In return, Stimson retains ownership of the land and is permitted to sustainably manage it for timber. The easement—a collaborative effort between Stimson, FWP and The Trust for Public Lands—concludes the second phase of the Kootenai Forestlands Conservation Project. “Stimson Lumber Co. strongly supports working forestlands which provide quality recreational opportunities, excellent fish and wildlife habitat and a healthy environment,” said CEO Andrew Miller.

NEWS Briefs The General Store, Spokane, Wa., applied to build a 15,000-sq. ft. Ace Hardware with garden center in Liberty Lake, Wa.

Ace Hardware franchisee Brad Christianson purchased a 3-acre former Albertsons property in Yakima, Wa., to open his 4th local Ace. International Wood Products, Clackamas, Or., has expanded its distribution agreement with Windsor Mill to include WindsorONE Protected S1S2E and S4SSE trim boards, specialty boards, traditional mouldings, and exterior brickmould. IWP is representing WindsorONE products in Oregon, Washington, Idaho, Montana, Hawaii, Alaska, Utah and Wyoming. Specialty Forest Products’

branches in Spokane and Tacoma, Wa., and Bozeman, Mt., now carry MoistureShield Vision, Elevate and Vantage composite decking for the Pacific Northwest, Alaska and Hawaii.

UFP Industries received UL listing on its V343 2-Hour Fire Retardant Wall Assembly for ProWood FR Fire Retardant. Viance launched a website focusing on its newest preservative for the wood utility pole market— UltraPoleNXT.com. LP Building Solutions was selected as Home Depot’s 2021 Merchandising Partner of the Year in the Lumber category. Combilift was honored as 2021 Family Business of the Year by Energia, Ireland’s largest supplier of green energy. Softwood Lumber Board will pledge $420,000 in matching funds to the USDA Forest Service’s 2022 Wood Innovations Grant Program. MoistureShield unveiled a new MoistureShield Valued Partner certified contractor program, offering pros training, support, loyalty rewards, and labor warranty program. US LBM scored exclusive naming rights for the inaugural Pac-12 Coast-to-Coast Challenge basketball doubleheader Dec. 19 in Las Vegas.

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December 2021

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IWP Expands Through Idaho, Montana

Next month International Wood Products, LLC, Clackamas, Or., will open a new building materials distribution facility in Post Falls, Id. Situated between Spokane and Coeur d’Alene, the new location is in the heart of one of the fastest growing housing markets in the U.S., creating excellent growth opportunities for IWP and its team members. The core team at this location will include several current team members, instilling IWP’s values and service expectations right from the start. IWP VP Jason Allen said “Our new location will position IWP to provide a higher level of service to our existing customers in this service area, and to expand into additional markets in western Montana, central Idaho, and beyond.”

Tribe Renovating Arizona Sawmill

The White Mountain Apache Timber Co. is investing to update the small log line system at its mill in Whiteriver, Az. The mill is located within the Fort Apache Reservation, where nearly all the raw timber is sourced. The tribe operates both large log and small log mills. This upgrade for the small log mill will install new hold down rolls and new spiked carry over rolls on the infeed of the line, and replace the worn components. The changes will bring the equipment up to current standards, improve reliability and throughput, and reduce maintenance. The existing PLC controls and optimization platform will be replaced with USNR optimization, and will increase recovery and uptime. The new lineal scanning system will utilize 4 BioLuma 3900L sensors. The BioLuma 3900L delivers the highest speed UHD laser profiling for the most demanding lineal applications. The PLC controls system

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December 2021

will be based on the ControlLogix platform, and will control the infeed from the merchandiser through to the log line outfeed separator. This project is scheduled to be completed early in 2022.

Barrette Rebrands Decking, Rail Lines

Barrette is consolidating several of its individual brands under the Barrette Outdoor Living umbrella. DuraLife, Xpanse Greater Outdoors and RDI will now be known as the RDI Collection within Barrette Outdoor Living. This move is intended to leverage the full power of the manufacturer’s brand to create more value and brand equity for the overall business. Concurrently, Barrette launched a new brand campaign and tagline, The Outside Company.

Preservative Makers to Combine

Specialty chemical manufacturer Arxada (formerly Lonza) is joining forces with Troy Corp., Florham Park, N.J., a leader in microbial control solutions and performance additives. As part of the deal, Troy’s owners will invest in the combined company. The partnership is a logical next step in Arxada’s strategy to strengthen its offering and enhance the capabilities of its Microbial Control Solutions business. Troy has broad expertise in paints and coatings, wood protection and preservation, and more. As well, Troy invented 3-iodo propynyl butyl carbamate (IPBC), which Arxada does not currently manufacture. Troy operates production facilities in Germany, Netherlands, Thailand and Newark, N.J.

Homeowners Prefer Eco-Friendly Materials, Practices

From reducing air pollution to using renewable energy as a power source, U.S. homeowners have an overwhelming desire for more information, more choices, and more action across the industry for eco-friendly construction materials and practices, according to the 2021 3M Home Renovation Study. “Homeowners are now inspired to choose construction materials that both serve their conventional purpose and make a positive impact for the environment,” said 3M’s Josh Orman. “It’s encouraging to see consumers and 3M taking action to improve our environment.” The majority of homeowners surveyed (74%) agree that using eco-friendly construction materials would make a strong impact to the environment, and 70% plan to buy eco-friendly materials for their next renovation. Not only do those homeowners find eco-friendly products appealing, but they are also taking the advice of others to influence their purchases; for example, 52% of homeowners surveyed stated they would be more active in considering eco-friendly materials if their friends and family were integrating eco-friendly options into their lives. “Essentially, what homeowners say and do highly impacts those in their circle of influence,” said Orman. “Consider the positive ripple effect of homeowners making eco-friendly choices that educate and influence their friends and family in the process.” Homeowners believe most in recycling and reducing waste as the top activity that will positively impact the environment. Eliminating single-use plastics, using renewable energy, reducing air pollution and selecting energy efficient products round out the top five. Building-Products.com

THINKING Ahead

By Kyle Little

Fluid mindset pays off during pandemic he lumber and building materials industry is much different than it was before the COVID-19 pandemic struck and, in my opinion, it’s changed for the better. We’re continually in motion, and the entity that doesn’t acknowledge the evolution is the one that gets left behind. That being said, the crisis brought with it many unknowns. Despite lacking full awareness of what’s next, it’s important to recognize that in a fluid environment, plans and strategies may have to be adjusted. Your vision or strategy might still be sound and might still be where you want to go, but the route you take to get there may need to be tweaked. Instead of becoming a victim of the environment, you have to get out there and be a facilitator of the change that is happening. That’s how you survive—no, excel—in this new world, and that’s exactly what Sherwood Lumber did. In particular, we pivoted in ways that have actually fortified our company’s culture and have allowed us to grow an enviable virtual presence.

Communication Feeds Culture

Sherwood had a healthy corporate culture ahead of the pandemic, which ironically enough brought teams closer together despite distance and despite the hardships and challenges of the time.

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The issue: Our senior-level management team was not meeting even on a weekly basis prior to COVID, then the pandemic made it impossible for in-person meetings to take place at all. However, close contact with regard to communication was a priority in order to keep the Sherwood family safe and secure as well as to foster trust. The pivot: We started scheduling a bi-weekly management call to share status updates and any specific situations that required immediate attention. Day-to-day volatility forced us to communicate on a high level virtually and to talk about tough subject matter that nobody really wanted to discuss but that had to be addressed so that we could stay as proactive as possible in an environment fraught with uncertainties. T h e re s u l t : We w e r e a b l e to address situations quickly, implement change, and provide a

December 2021

culture of flexibility very quickly. (A full transition to remote work, for instance, was completed in just five business days!) Our team adapted very well, to the point where you could throw a curveball at a Sherwood associate and they’re definitely getting on base; and in some cases, they’re going to hit it out of the ball park. We created a resilient culture that’s able to handle crisis at a high level, and it’s served us well. We felt like if we were able to maintain and expand our culture in this environment, we’d get a high level of performance—which, in fact, we’ve seen.

High Touch, From a Distance

Prior to the crisis, Sherwood also was already on track to become a thought leader in the industry. We were strategizing ways to influence behavior at a high level; but COVID dictated a change in approach. Building-Products.com

A Special Series from North American Wholesale Lumber Association

The issue: Because we were no longer able to go out and touch people literally, we had to figure out how to touch them virtually. The pivot: We put a huge amount of effort into social media outreach, podcasts and webinars, and written material. We essentially became content leaders and experts inside of the lumber and building materials space. While Sherwood was already moving in this direction, the ultrahyper focus during the pandemic accelerated this transformation out of necessity, because we couldn’t touch people any other way. The result: We garnered more traffic to our website as well as more touches to our followers on YouTube and on social media in general. More opportunities also surfaced in the national media—Barron’s, The Wall Street Journal, Fortune, Bloomberg, Fox Business News, CNBC—that allowed us to continue to develop our brand. The virtual world allowed us to expand that at a high multiple during COVID.

New Normal

These, and other changes Sherwood has adopted, reflect our new normal. How we now handle

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 how NAWLA can help your business at nawla.org.

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business at the operational level and the safety steps we’ve taken are unlikely to ever convert back to the old procedures and processes. Having all of the tools necessary— including, say, the option to set up a meeting virtually—is how we’ll operate our businesses and how we’ll conduct business going forward. It’s an exciting prospect, because there was a perception that we had to be on the road in front of our customers all the time to succeed. There is a direct correlation to that in the old world, but there’s also a direct correlation of success in this new world with being able to see your customer, even though it might not be threedimensionally; it’s going to be twodimensionally on a screen. There is a specific benefit to that. Business travel, for example. We do a lot of business overseas. It’s not easy to travel—today, specifically, but even prior to that it wasn’t the best use of time. Having an opportunity for real business reviews face to face, even in a virtual environment, still provides a high level of connectivity and a high level of relationshipbuilding. Even locally, while there’s a necessity from a business development perspective to go out and see people face to face, we as a sales team are going to have to navigate those waters a little bit differently because not every person will want to participate at that level. By the same token, our virtual trading floor—built out of the necessity of COVID—likely isn’t going anywhere even when the pandemic finally does. The tools we’ve created inside of Microsoft Teams have allowed us to virtually simulate a trading pit where team members gather to transact business. The difference (and benefit) is that there might be one person sitting in Portland and another sitting in New York, but the 3,000-mile gap is removed. It’s something we feel like we’re not only going to keep but

that we’re going to try to enhance to meet the needs of an evolving marketplace—and whatever it holds. Who knows what exactly that will be. You can’t control it, but you can observe it and you can understand how it affects you and then make changes to help you navigate it. If you assemble a team that understands that and has a high level of trust in regard to making those adjustments, you’ll generate a winning atmosphere. Sherwood celebrates every Friday with a “Win of the Week” call where employees from all departments share their success stories and thank the colleagues who helped accomplish them. However small the win, we’ve found that the more wins you create, a snowball effect follows where people are just clamoring for the next opportunity. Wins don’t happen every time; failures are an outcome, too, but COVID has taught us that teams that can navigate through adversity and uncertainty are the strongest. It’s not how you do it in the best of times, it’s how you do it in the worst of times! – Kyle Little is chief operating officer of NAWLA member Sherwood Lumber, Melville, N.Y. (sherwoodlumber.com).

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MOVERS & Shakers Todd Payne, who came to Sierra Pacific Industries, Anderson, Ca., following its recent acquisition of Seneca, has been named president and general mgr. of SPI’s lumber business. George Emmerson is now chairman. Mark Emmerson becomes CEO. Red Emmerson remains chairman and president emeritus. Mike Hamburg, ex-American Building Supply, has joined Setzer Forest Products, Sacramento, Ca., as director of sales & purchasing.

Phil Tachiki, ex-Rodda Paint, is the new general mgr. of International Wood Products, Cloverdale, Ca. Michael Richardson, ex-Shamrock Building Materials, has moved to online commodities platform Mickey, as Portland, Or.-based general mgr. of its import panel products division. Allyson Beaulieu, ex-Hammond Lumber, is a new sales support specialist with Foxworth-Galbraith Lumber Co., Glendale, Az.

Ben Buslach, ex-CertainTeed, is now West Coast market development m g r. f o r B e n j a m i n O b d y k e , covering California, Oregon and Washington. Jacob Burdick joined UFP Industries, Windsor, Co., as production mgr. Roland V. Erickson was promoted to branch mgr. of Direct Lumber & Door of Colorado, Fort Collins, Co. Corey O’Graff is crafting the annual Christmas musical for MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Raymond Luther, ex-Elk Creek Forest Products, is now in sales with Silver Valley Forest Products, Smelterville, Id. Tony Ferreira, ex-Lowe’s, has been named general mgr. of Builders FirstSource, Fresno, Ca. Aaron Van Aken, ex-Honsador, is new to sales at HPM Building Supply, Kapolei, Hi. Ralph Ajifu is now in sales at HPM in Wailuku. Christie Raymond, ex-Idaho Pacific, is now in sales with TNT Door & Millwork, Boise, Id.

BLACK BART Hoo-Hoo Club #181 inducted 50 new “kittens” during its Nov. 10 concatenation in Windsor, Ca., including (front, l-r) Vic Mullaji, Brandon Chelini, Mark Mirata, Dan Weaver, Chad Gomon. (Back) Brian Estudillo, Israel Lazano, Juan Carlos Osorio, Jake Davis, Terry Baribault, Manuel Comacho Cruz, Calvin Watwood, Alex Ramos, Chris Gaylor, Ron Modrall, and Liane Mills.

We’re Hiring We’re looking for: • High Energy • Entrepreneur Spirit • Positive Attitude • Strong desire to succeed

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Plateau Forest Products (PFP) is a powerhouse in the lumber & building industry and has grown into one of the largest wholesale distributors in North America. We are proud of the company culture we’ve built to make PFP a place people love to come to work every day. As an employee with PFP there is no limit or cap on earnings; you get paid for your own performance. We offer great benefits from the day you start including, medical, dental & vision, HSA with match, 401/k with match and an employee stock program. We are a work hard/play hard team, and we are experts in what we do. We love the outdoors and are incredibly driven to succeed. Our future is limitless, as is your earnings potential, and we look forward to finding bright, highly motivated, sales driven individuals to be part of this success.

Call: 541-385-7675 Email: hiring@plateaufp.com

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December 2021

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Kohltech

airmasterwindows.com Aluminum ___________________________

kohltech.com Fiberglass (Classic, Elegance, Traditional) Steel (Novatech) Vinyl (900 Series) ___________________________

Arcadia Custom

Kolbe & Kolbe

Air Master Windows & Doors

arcadiacustom.com Aluminum (Thermal Aluminum swinging) Wood ___________________________

Champion

championwindow.com Fiberglass Steel ___________________________

Clopay

clopaydoor.com Fiberglass (Arbor Grove, Craftsman, Rustic, Smooth collections) Steel ___________________________

Durabuilt Windows & Doors durabuiltwindows.com Fiberglass (Therma-Tru) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass Steel ___________________________

GlassCraft Door Co.

glasscraft.com Fiberglass (FiberCraft Composite) Steel (Buffalo Forge ThermaPlus Steel) Wood (WoodCraft) ___________________________

Jeld-Wen

jeld-wen.com Fiberglass (Architectural Fiberglass, Design-Pro, IWP Aurora, Smooth-Pro) Steel Wood (Authentic Wood, IWP lines) ___________________________ Building-Products.com

kolbewindows.com Aluminum (VistaLuxe AL Line) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass Wood (Heritage Series) ___________________________

Masonite

masonite.com Fiberglass (Barrington, Belleville, Heritage, VistaGrande) Steel (Sta-Tru) Wood (DuraStyle) ___________________________

Mastercraft/Midwest Mfg. Division of Menards

mastercraftdoors.com Fiberglass (Smooth, Woodgrain) Steel ___________________________

NewSouth Window Solutions newsouthwindow.com Fiberglass ___________________________

Novatech

groupenovatech.com Steel ___________________________

Panda Windows & Doors

panda-windows.com Aluminum (Voyage Select) ___________________________

Pella Corp.

pella.com Fiberglass (Solid, With Glass) Steel (Solid) Wood (Solid, With Glass) ___________________________

Plastpro

plastproinc.com Fiberglass ___________________________

Polaris Windows & Doors

polariswindows.com Fiberglass (UltraEntry Cambridge, Valueline, Norwood, Trugrain) Steel (UltraEntry Timberline, Timbergrain) ___________________________

ProVia

provia.com Fiberglass (Embarq, Heritage, Signet) Steel (Legacy) ___________________________

RSL Inc.

rslinc.com Steel (Classic, Design, Prestige, Shaker) ___________________________

Simpson Door Co.

simpsondoor.com Wood (Nantucket) ___________________________

Solar Innovations

solarinnovations.com Aluminum Clad (swinging, terrace) ___________________________

Stanley Doors

stanleydoorproducts.com Fiberglass (Fibermax) Steel (Classic, NewEdge, Polytech) ___________________________

Steves & Sons Inc.

stevesdoors.com Fiberglass (Legacy, Regency, Reliant) Steel (Element) Wood (Premium) ___________________________

Taylor Entrance Systems Division of Wausau Supply

taylordoor.com Fiberglass (Grand Marais, Timbergrain) Steel ___________________________

December 2021

The Merchant Magazine n

ENTRY DOORS, INTERIOR DOORS, STORM DOORS Therma-Tru Doors

Panda Windows & Doors

thermatru.com Fiberglass Steel (Profiles, Pulse, Traditions series) ___________________________

panda-windows.com Aluminum (S.20, @.21, TS.64, TS.68) Wood (S.23) Wood-Clad Aluminum (S.22, TS.69) ___________________________

Thompson Creek Window Co.

Steves & Sons Inc.

thompsoncreek.com Fiberglass Steel (Smooth, Textured) ___________________________

stevesdoors.com Molded Panel Ultra HDF Wood Panel ___________________________

Trinity Glass International

trinityglass.com Fiberglass (Feather River brand) Wood (Signamark brand) ___________________________

Trinity Glass International

trinityglass.com Wood (Feather River brand) ___________________________

Tru Tech Doors

TruStile

trutechdoors.com Fiberglass Steel (Euroline, Steel Mark, Urban) ___________________________

trustile.com MDF Wood ___________________________

TruStile

Woodgrain Doors

Division of Marvin Windows

trustile.com Wood ___________________________

woodgraindoors.com MDF (Router Carved) Wood ___________________________

Wincore Windows & Doors

Woodport Doors

wincorewindows.com Composite ___________________________

woodportdoors.com MDF Wood ___________________________

Woodgrain Doors

Division of Woodgrain Millwork

woodgraindoors.com Wood ___________________________

STORM DOORS Andersen Windows & Doors

Woodport Doors

andersenwindows.com Aluminum ___________________________

woodportdoors.com Wood ___________________________

Champion

championwindow.com Aluminum (Premium, Standard series) ___________________________

INTERIOR DOORS Air Master Windows & Doors airmasterwindows.com Aluminum ___________________________

glasscraft.com MDF (BarnCraft sliding barn doors) ___________________________

Jeld-Wen

Masonite

masonite.com MDF (Hollow, Solid Core) Wood (Hollow, Solid Core) ___________________________

Mastercraft/Midwest Mfg. Division of Menards

mastercraftdoors.com Wood ___________________________

The Merchant Magazine n

abcwindows.net Vinyl (sliding) ___________________________

Air Master Windows & Doors

airmasterwindows.com Aluminum (folding, pivot, sliding, swinging) ___________________________

Alside

alside.com Vinyl (Promenade, 6100, A170 sliding) ___________________________

Amerimax Windows & Doors Division of Cascade Windows

amerimaxwindows.com Vinyl ___________________________

Amsco Windows

amscowindows.com Vinyl (Artisan, Restoration, Studio) ___________________________

Andersen Windows & Doors andersenwindows.com Aluminum (E Series) Fiberglass (A Series) Fibrex Composite (100 Series) Vinyl (200, 400 series) Wood (200, 400, A, E series) ___________________________

Anlin Window Systems

anlin.com Vinyl (Malibu sliding, swinging) ___________________________

Arcadia Custom

arcadiacustom.com Aluminum (Thermal Aluminum) Steel (Thermal Steel) Wood (folding, sliding, swinging) ___________________________

Assura Windows & Doors

Gerkin Windows & Doors

Atrium Windows & Doors

Larson Manufacturing

Burris Windows

Pella Corp.

Cascade Windows

ProVia

CGI Windows

Thompson Creek Window Co.

Champion

gerkin.com Aluminum (Cabrio, Classic, Uniquely Yours) ___________________________

jeld-wen.com Composite (Molded Wood Composite, Tria) MDF (MODA) Wood (Authentic Wood, Flush Wood, IWP) Wood/MDF (Studio, WoodView) ___________________________

ABC Windows

Croft LLC

croftllc.com Aluminum (Continental, Gibraltar, Imperial) ___________________________

GlassCraft Door Co.

PATIO DOORS

larsondoors.com Aluminum ___________________________ pella.com Aluminum (Pella Select Fullview, Rolscreen) ___________________________ provia.com Aluminum ___________________________ thompsoncreek.com Aluminum ___________________________

December 2021

assurawindows.com Aluminum ___________________________ atrium.com Vinyl (sliding) ___________________________ burriswindows.com Vinyl (TectView PD sliding patio doors) ___________________________ cascadewindows.com Vinyl (Cascade, WinPro series) ___________________________ cgiwindows.com Aluminum (Scout, Sentinel, Sparta) ___________________________ championwindow.com Vinyl (sliding) ___________________________ Building-Products.com

PATIO DOORS

Coeur d’Alene Window Co.

coeurdalenewindow.com Vinyl (3800 Modern Rail, 5000 Wide Rail) ___________________________

Jeld-Wen

Croft LLC

croftllc.com Vinyl (Vicksburg sliding) ___________________________

jeld-wen.com Clad Wood (Siteline, W-2500, W-5500) Fiberglass (F-2500, IWP Aurora) Steel Wood (Authentic, Custom, IWP) Vinyl ___________________________

Crystal Window & Door

Kasson & Keller

crystalwindows.com Aluminum Vinyl ___________________________

Custom Window & Door

cws.cc Aluminum (ICON impact sliding) Vinyl (Aria, WindPact Plus) ___________________________

Durabuilt Windows & Doors durabuiltwindows.com Aluminum (Alpha sliding, swinging) ___________________________

Earthwise Group LLC

earthwisewindows.com Vinyl (sliding) ___________________________

Gerkin Windows & Doors

gerkin.com Aluminum (Rhino Series sliding) Vinyl (Comfort Series sliding, swinging) Vinyl-Clad Wood (Comfort Series Wi) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass (sliding, swinging) ___________________________

Great Lakes Window

Division of Cornerstone Building Brands

greatlakeswindow.com Vinyl (Comfort Smart, ecoSmart, Harbor Light sliding) ___________________________

Harvey Windows & Doors

harveywindows.com Vinyl (sliding) Wood (Majesty sliding) ___________________________

Hayfield Window & Door Co. hayfieldwindows.com Vinyl (Heritage, Vinyl Classics series) ___________________________

Ideal Window

idealwindow.com Vinyl (Series 100, Victorian sliding) ___________________________

International Window Corp.

ecoshieldwindows.com Vinyl (3200 sliding) ___________________________

Kohltech

kohltech.com Vinyl (Select sliding) Vinyl-Clad Wood (Estate sliding) ___________________________

Kolbe & Kolbe

kolbewindows.com Aluminum (VistaLuxe AL) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass/Wood Composite (Forgent) Wood (Heritage) ___________________________

Kommerling USA

koemmerling.us Hybrid PVC/Aluminum (Unity System) Vinyl (KomaDoor, PremiDoor, PremiSlide) ___________________________

LaCantina Doors Division of Jeld-Wen

lacantinadoors.com Aluminum Aluminum-Clad Wood Hybrid Aluminum/Wood Wood Vinyl ___________________________

Lincoln Windows

lincolnwindows.com Aluminum Clad (folding, sliding, swinging) Hybrid (folding, sliding, swinging) Wood (folding, sliding, swinging) ___________________________

Loewen Windows & Doors

loewen.com Cyprium (sliding, swinging) Metal Clad (folding, sliding, swinging) Wood (folding, sliding, swinging) ___________________________

Marvin Windows & Doors

marvin.com Aluminum (Signature Coastline) Fiberglass (Signature Modern, Essential) Fiberglass Clad (Elevate) Wood (Signature Ultimate) ___________________________

intlwindow.com Aluminum (6800 Economy, 6900 Imperial) Vinyl (Lanai swinging; Keltic, Majestic, Crown) ___________________________

Mathews Brothers Co.

Interstate Window & Door Co.

MI Windows & Doors

interstatebldg.com Composite (CompositWood Architectural) Vinyl (4202, 6400 sliding) ___________________________ Building-Products.com

mathewsbrothers.com Vinyl (Sanford Hills, Spencer Walcott) ___________________________ miwindows.com Vinyl (EnergyCore Multi-Slide, HM290, Pro390) ___________________________

Midway Windows & Doors

midwaywindows.com Vinyl (Alliance, Hawthorne, Windgate) ___________________________

Mastercraft/Midwest Mfg.

mastercraftdoors.com Fiberglass (swinging) Steel (sliding) ___________________________

Milgard Windows & Doors Division of MI Windows & Doors

milgard.com Aluminum Fiberglass (Ultra C650) Vinyl (Trinsic V300, Tuscany V400) ___________________________

Moss Supply Co.

mosssupply.com Vinyl (21st Century 7300 sliding) ___________________________

NewSouth Window Solutions newsouthwindow.com Vinyl (sliding) ___________________________

North East Windows USA

northeastwindowsusa.com Vinyl (PD400 sliding) ___________________________

Novatech

groupenovatech.com Aluminum (Loft, Urbania sliding) Hybrid (Element sliding) Vinyl (301, 310, 370, 650, 1600, Imagine) ___________________________

NT Window

ntwindow.com Vinyl (R301, R370 sliding) Aluminum (R1600 swinging; Loft, Urbania) ___________________________

OKNA Windows Manufacturing

oknawindows.com Vinyl (Elegante 880, Forester 8200 sliding) ___________________________

Panda Windows & Doors

panda-windows.com Aluminum ___________________________

Pella Corp.

pella.com Fiberglass (Impervia sliding) Vinyl (250, Encompass, Hurricane Shield) Wood (Architect, Lifestyle, Reserve) ___________________________

PGT

pgtwindows.com Aluminum (ClassicVue Max, WindGuard) Vinyl (EnergyVue, WinGuard) ___________________________

Ply Gem/Simonton

Division of Cornerstone Building Brands

plygem.com • simonton.com Aluminum (4780, 4880, MaxView) Aluminum Clad (MIRA Series) Vinyl Wood Composite (200 Series) ___________________________

December 2021

The Merchant Magazine n

PATIO DOORS, WINDOWS Polaris Windows & Doors

polariswindows.com Vinyl (DynaWeld, ThermalWeld+, UltraWeld) ___________________________

ProVia

thompsoncreek.com Vinyl (sliding) ___________________________

Trinity Glass International

provia.com Fiberglass (Designer) Steel (Designer) Vinyl (Aeris, Aspect, ecoLite, Endure) ___________________________

trinityglass.com Fiberglass (Feather River brand) ___________________________

United Window & Door Mfg. unitedwindowmfg.com Hybrid (4700 sliding) Vinyl (1200, 4500 sliding) ___________________________

Quaker Windows & Doors

quakerresidentialwindows.com Aluminum (ModernVu) Vinyl (Manchester sliding) Wood (Brighton) ___________________________

Vector Windows

vectorwindows.com Vinyl (French, Full View sliding) ___________________________

Right Window Co., The

Vinyl Kraft Inc.

vinylwindows.co Vinyl ___________________________

vinylkraft.com Vinyl (Elite sliding) ___________________________

Seaway Manufacturing. Corp.

Vinylmax Windows

seawaymfg.com Vinyl (Encore, Prima Vista sliding) ___________________________

Sierra Pacific Windows

Thompson Creek Window Co.

vinylmax.com Vinyl (Elegance, High Pointe, Trends sliding) ___________________________

sierrapacificwindows.com Aluminum Clad (folding, sliding, swinging) Vinyl (sliding) Wood (folding, sliding, swinging) ___________________________

Viwinco Inc.

Silver Line Windows Doors

viwintech.com Vinyl (Grand Vista multi-track, sliding) ___________________________

Division of Cornerstone Building Brands

silverlinewindows.com Vinyl (V1, V3 sliding) ___________________________

Solar Innovations

solarinnovations.com Aluminum (folding, sliding, swinging) ___________________________

Stanley Doors

stanleydoorproducts.com Vinyl (800 Series sliding) ___________________________

Sunrise Windows & Doors

sunrisewindows.com Fiberglass (FiberCore+) ___________________________

Sun Windows Inc.

sunwindows.com Aluminum Clad (SunClad) ___________________________

Therma-Tru Doors

thermatru.com Fiberglass (Classic Craft, Fiber-Classic, Smooth-Star) Steel (Profiles, Traditions series) ___________________________

Thermal Windows & Doors thermalwindowsanddoors.com Vinyl (L’egance Patio Door sliding) ___________________________

Thermal Windows Inc.

thermalwindows.com Aluminum (9900 sliding) ___________________________

The Merchant Magazine n

viwinco.com Vinyl (Multitrack 650, OceanView sliding) ___________________________

ViWinTech Windows & Doors

Vytex Windows

vytexwindows.com Vinyl (Signature, 7000 series) ___________________________

Weather Shield

weathershield.com Aluminum Clad Wood ___________________________

Wincore Windows & Doors wincorewindows.com Vinyl (sliding) ___________________________

WinDor

windorsystems.com Vinyl (2750 sliding; 3750 fold, slide, swing) ___________________________

Window Mart

windowmart.com Vinyl (5000 sliding) ___________________________

Windsor Windows & Doors

windsorwindows.com Hybrid (Legend HBR sliding) Vinyl (Next Dimension sliding) Wood Clad (Pinnacle, Pinnacle Select) ___________________________

YKK AP America

ykkap.com Vinyl (StyleGuard, StyleView sliding) ___________________________

December 2021

WINDOWS ABC Windows

abcwindows.net Vinyl ___________________________

Air Master Windows & Doors airmasterwindows.com Aluminum ___________________________

Alside

alside.com Vinyl ___________________________

Amerimax Windows & Doors Division of Cascade Windows

amerimaxwindows.com Vinyl ___________________________

Amsco Windows

amscowindows.com Vinyl (Artisan, Serenity, Studio, Vista) ___________________________

Andersen Windows & Doors

andersenwindows.com Aluminum (E, Heritage series) Fiberglass (A Series) Fibrex Composite (100, A series, Renewal) Vinyl (200, 400 series) Wood (200, 400, A, E series) ___________________________

Anlin Window Systems

anlin.com Vinyl (Anlin DM, CAT, COR, PAN series) ___________________________

Arcadia Custom

arcadiacustom.com Aluminum (Thermal Aluminum) Steel (Themal Steel) ___________________________

Assura Windows & Doors

assurawindows.com Aluminum (Impact, 580 non-impact) ___________________________

Atrium Windows & Doors

atrium.com Vinyl (8300, 8700, 8900 series) ___________________________

Boral Windows

boralwindows.com Aluminum (Krestmark, Legacy, Magnolia) Vinyl (Krestmark, Legacy, Magnolia) ___________________________

Burris Windows

burriswindows.com Vinyl (TectView AC, CA, Ex) ___________________________

Cascade Windows

cascadewindows.com Vinyl (Cascade, WinPro series) ___________________________

CGI Windows

cgiwindows.com Aluminum (Scout, Sentinel, Sparta) ___________________________ Building-Products.com

WINDOWS

Champion

championwindow.com Vinyl ___________________________

Coeur d’Alene Window Co.

coeurdalenewindow.com Vinyl (1000, 3000, 4000, 6000 series) ___________________________

Comfort Windows

comfortwindows.com Vinyl (Energy Thermal Star, Comfort Window) Wood-Clad Vinyl (Aeris) ___________________________

Croft LLC

croftllc.com Aluminum (Capstone, Reliant, Summit) Vinyl (Savannah, Magnolia, Charleston) ___________________________

Crystal Window & Door

crystalwindows.com Aluminum Vinyl ___________________________

Custom Window & Door Systems cws.cc Aluminum (Clear Advantage, ICON) Vinyl (Aria, Storm Strong, WindPact Plus) ___________________________

Durabuilt Windows & Doors durabuiltwindows.com Vinyl (Alpha, Omega series) ___________________________

Earthwise Group LLC

earthwisewindows.com Vinyl ___________________________

Gerkin Windows & Doors

gerkin.com Aluminum (Rhino Series) Vinyl (Comfort Series) Vinyl-Clad Wood (Comfort Series Wi) ___________________________

Gilkey Window Co.

gilkey.com Fiberglass Vinyl ___________________________

International Window Corp.

intlwindow.com Aluminum (6200 Series) Vinyl (Acoustic, Crown, Gentry, Keltic) ___________________________

Interstate Window & Door

interstatebldg.com Composite (CompositWood) Vinyl (InVision, InVue, Euroview Commercial) ___________________________

J. Sussman

sussmanarchitectural.com Aluminum ___________________________

Jeld-Wen

jeld-wen.com Aluminum (Builders Atlantic, Premium) Clad Wood (EpicVue, Siteline, W) Vinyl Wood (custom) ___________________________

Kasson & Keller

ecoshieldwindows.com Vinyl (EcoShield) ___________________________

Kensington HPP Inc.

kensingtonhpp.com Vinyl (Huntington, Kingston, Quantum2) ___________________________

Kohltech

kohltech.com Vinyl (Select, Supreme collections) ___________________________

Kolbe & Kolbe

kolbewindows.com Aluminum (VistaLuxe AL Line) Aluminum-Clad Wood (Ultra, VistaLuxe WD) Fiberglass/Wood Composite (Forgent) Wood (Heritage Series) ___________________________

Kommerling USA

koemmerling.us Hybrid PVC/Aluminum (Unity System) Vinyl (Kommerling 70, 76, 88 series) ___________________________

Lincoln Windows

greatlakeswindow.com Vinyl (Comfort Smart, ecoSmart, Harbor Light) ___________________________

lincolnwindows.com Aluminum Clad Hybrid Wood ___________________________

Harvey Windows & Doors

Loewen Windows & Doors

Great Lakes Window

harveywindows.com Vinyl (Classic, Slimline, Tribute series) Wood (Majesty collection) ___________________________

Hayfield Window & Door Co. hayfieldwindows.com Vinyl (Heritage, Vinyl Classics series) ___________________________

Ideal Window

idealwindow.com Vinyl ___________________________

Building-Products.com

loewen.com Cyprium (copper and bronze cladding) Metal Clad Wood ___________________________

Marvin Windows & Doors

marvin.com Aluminum (Signature Coastline) Fiberglass (Signature Modern, Essential) Fiberglass Clad (Elevate) Wood (Signature Ultimate) ___________________________

Mathews Brothers Co.

mathewsbrothers.com Vinyl (Sanford Hills, Spencer Walcott) ___________________________

MI Windows & Doors

miwindows.com Aluminum (180, 200, 505 series) Vinyl (EnergyCore HomeMaker3, Pro) ___________________________

Midway Windows & Doors

midwaywindows.com Vinyl (Belmont, Hawthorne, Windgate) ___________________________

Milgard Windows & Doors Division of MI Windows & Doors

milgard.com Aluminum (Standard, Thermally Improved) Fiberglass (Ultra C650) Vinyl (Tuscany, Trinsic, Style Line) ___________________________

Moss Supply Co.

mosssupply.com Vinyl (3000,3300/3400, 3500/3600) ___________________________

NewSouth Window Solutions newsouthwindow.com Vinyl ___________________________

North East Windows USA

northeastwindowsusa.com Vinyl ___________________________

NT Window

ntwindow.com Aluminum (Twinsulator) Vinyl ___________________________

OKNA Windows Manufacturing oknawindows.com Vinyl ___________________________

Pella Corp.

pella.com Fiberglass (Impervia Series) Vinyl (Defender, Encompass, Hurricane Shield) Wood (Architect, Lifestyle, Reserve) ___________________________

PGT

pgtwindows.com Aluminum (ClassicVue Max, WinGuard) Vinyl (EnergyVue, WinGuard) ___________________________

Ply Gem/Simonton

plygem.com • simonton.com Aluminum Aluminum Clad (MIRA Series) Vinyl Wood Composite ___________________________

Polaris Windows & Doors

polariswindows.com Vinyl (UltraWeld, ThermalWeld+, DynaWeld) ___________________________

December 2021

The Merchant Magazine n

WINDOWS, SKYLIGHTS ProVia

provia.com Vinyl (Aspect, ecoLife, Endure) Wood-Clad Vinyl (Aeris) ___________________________

Quaker Windows & Doors

quakerresidentialwindows.com Aluminum (CityVu) Vinyl (Manchester, VuPoint) Wood (Brighton, TimberVu) ___________________________

Quality Lineals USA

qualitylineals.com Vinyl ___________________________

Right Window Co., The

vinylwindows.co Vinyl ___________________________

Seaway Manufacturing. Corp. seawaymfg.com Vinyl ___________________________

Sierra Pacific Windows

sierrapacificwindows.com Aluminum Clad H3 FusionTech (aluminum/vinyl/wood) Wood Vinyl ___________________________

Vector Windows

vectorwindows.com Vinyl (Advantage, Envision series) ___________________________

Vinyl Kraft Inc.

vinylkraft.com Vinyl (Heritage, Legacy, Trustgard) ___________________________

Vinylmax Windows

vinylmax.com Vinyl ___________________________

Viwinco Inc.

viwinco.com Vinyl (Cambridge, Edgemont, S series) ___________________________

ViWinTech Windows & Doors

Wallside Windows

wallsidewindows.com Vinyl ___________________________

Weather Shield

Sun Windows Inc.

WinDor

sunrisewindows.com Vinyl Vinyl Clad ___________________________

Thermal Windows & Doors thermalwindowsanddoors.com Vinyl ___________________________

Thermal Windows Inc.

thermalwindows.com Aluminum (500, 525/725, 700 series) Vinyl (6625, 6800, 6853 series) ___________________________

Thompson Creek Window Co. thompsoncreek.com Vinyl ___________________________

United Window & Door Mfg. unitedwindowmfg.com Vinyl ___________________________

The Merchant Magazine n

babcockdavis.com Roof Hatches ___________________________

CrystaLite

crystaliteinc.com Roof Hatches • Skylights Tubular ___________________________

FAKRO

Firestone Building Products

vytexwindows.com Vinyl (Potomac-hp, Fortis, Georgetown) ___________________________

Wincore Windows & Doors

Sunrise Windows & Doors

Babcock-Davis

Vytex Windows

Solar Innovations

sunwindows.com Aluminum Clad (SunClad brand) Vinyl (Sun Vinyl ___________________________

americanskylights.com Skylights (Circular, Fixed, Venting) ___________________________

viwintech.com Vinyl ___________________________

silverlinewindows.com Vinyl (V1, V3 series) ___________________________ solarinnovations.com Aluminum ___________________________

American Skylights

fakrousa.com Roof Hatches • Skylights (Fixed, Venting) ___________________________

weathershield.com Aluminum Clad Wood ___________________________

Silver Line Windows Doors

SKYLIGHTS

wincorewindows.com Vinyl ___________________________ windorsystems.com Vinyl (1550, 1750, 2750 series) ___________________________

Window Mart

windowmart.com Vinyl (4000, 7100, 7200, 9000 series) ___________________________

Windsor Windows & Doors

windsorwindows.com Aluminum Clad (Pinnacle, Pinnacle Select) Cellular PVC (Legend) Cellular PVC Clad (Pinnacle, Select) Hybrid (Legend HBR) Vinyl (Next Dimension) Wood Clad (Pinnacle, Pinnacle Select) ___________________________

WinTech

wintechinc.com Aluminum (Commercial, Light Com) Vinyl (Residential, Commercial, Light Com) ___________________________

YKK AP America

ykkap.com Vinyl (Precedence, StyleGuard, StyleView) ___________________________

December 2021

firestonebpco.com Skylights (SunWave Prismatic Skylights) ___________________________

Kingspan Light + Air

kingspan.com Skylights (Fixed, Venting) ___________________________

Major Industries

majorskylights.com Skylight Panels ___________________________

Marvin Windows & Doors

marvin.com Skylights (Awaken, Marvin brands) ___________________________

Plasteco

plasteco.com Skylights (Fixed) ___________________________

Skyco Sylights

skycoskylights.com Skylights (Fixed, Venting) ___________________________

Solar Innovations Architectural solarinnovations.com Skylights (Aluminum, Wood) ___________________________

Solatube

solatube.com Tubular ___________________________

Sunoptics Prismatic Skylights

sunoptics.acuitybrands.com Skylights • Tubular Daylighting Systems ___________________________

Velux

whyskylights.com Skylights • Tubular ___________________________

Wasco Products

wascoskylights.com Skylights (Fixed, Venting, Solar) ___________________________ Building-Products.com

Smart People Know It’s Not About Price

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December 2021

The Merchant Magazine n

NEW Products

Insulation in the Background Owens Corning is expanding its Thermafiber RainBarrier continuous insulation portfolio with the introduction of Thermafiber RainBarrier Dark, designed to blend into the background and let the façade take the spotlight. Equipped with a fiberglass dark veil facing material that is adhesively applied and manufactured to maintain its integrity post-installation, the mineral wool insulation defends against thermal bridging and suppors the energy efficiency of the envelope. Noncombustible mineral wool continuous insulation is also engineered to repel and drain water and manage vapor moisture. It even brings acoustical benefits to help manage noise in the outer assembly. n OWENSCORNING.COM/RAINBARRIER (800) 438-7465

The Merchant Magazine n

December 2021

Five Ladders in One Werner’s LeanSafe X5 is a fully integrated, 5-in1, multi-position ladder that’s ideal for professionals who require flexibility, stability and durability. It features a one-handed lock adjustment for seamless transitions through all five ladder positions: step ladder, stairway ladder, leaning ladder, twin ladder, and extension ladder. At 6-ft. tall—with a maximum reach height of 14 ft.—it’s easy to store and transport. A magnetic tool bin holds tools, parts and paint trays for easy access and is safe to lean on flat walls, corners and studs. The fiberglass model supports 375 lbs. and the aluminum model supports 300 lbs. n WERNERCO.COM/LEANSAFE (888) 523-3370

Building-Products.com

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www.reellumber.com

Wholesale Industrial Lumber

South Pacific Redwood Decking

Nova USA Wood Products, Inc. has added South Pacific redwood, also known as manilkara, to its exotic hardwood decking line. Known for its strength, durability and lustrous dark brown or reddish-brown color tones, manilkara is ideal for beautifying outdoor spaces with decking Remodeling helps, too. “People are very much into it, as that will last for decades even under the most dramatthey look at the high cost of building today—the high cost ic seasonal and climatic weather conditions. of materials, development, fees. Instead, it’s ‘I like where I Imported from Southeast Asia, the exceptionally live.’ The classic older homes. Remodelers like that they heavy, strong hardwood offers superior resistance to can work in just a certain quarter of the city, not have to fungal and insect attacks and a high-density rating of move around, for when they’re out there, a neighbor will 900—1150 kg/m3 at 12% moisture content. In addicome over and say, ‘Let’s talk.’” tion to being kiln-dried to minimize shrinkage and The town that Mayo built is getting an enormous boost warping, it is Lacey Act approved and comes with a as the venerable clinic expands big time, in a 20-year, $6V-Legal Document license issued by the Indonesian billion initiative involving the state as well as the clinic export assurance system. itself. The challenge, as Brian sees it, will be to provide Featuring a 25-year warranty, it is available in affordable housing for the 30,000 jobs it adds. “You still 1x4, 1x6 and 5/4x6 S4SEE boards. have to bring people in and house them. “We’re getting involved in the project as much as we n NOVAUSAWOOD.COM can, going meetings and dinners,” because he knows it (503)to419-6407 pays off. Reversing the phrase about “…it’s who you know,” Brian states, “It’s who knows you.” Twenty years: Who’ll be running the outfit in that distant future, Brian? “I have two sons in the company—one in inside sales and the other as distribution manager. But”—he emphasizes—“in today’s market, it takes a collective group to bring a company forward, not one or two individuals, like back when I had that opportunity. So, our two boys, sure, and give them as many experiences here as possible to assure a well-rounded future.” But Brian’s wisely thinking even broader. “I formed an executive committee (six members, including my sons) to take the next leap. I want them to look at the big picture five, ten years out: Where and how is Kruse’s market changing? Talk, discuss it, put some things in place. We have the advanWindows tageRainbow of being aof smaller, middlesize company, so we move Crystal Window &can Door Systems now offers nearfast,lybetwice nimble, wait of around the not number stocktoarchitectural colors for check in with window corporate. I’m products. its aluminum and door happy In to be on the to sidelines, addition limitlessa concustom options, 20 stock sultant. these six to get colorsI want are now available in durable AAMA 2604 and excited—‘Brian’s allowing us an additional 16 are available in even more durable to do different AAMA 2605things!’—and powder coat finish. Colors range from find thethose basicsopportunities. (white, black, bronze) to beiges, greys, New blood.” greens, reds, blues, silver, gold and more.

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REGAL CUSTOM MILLWORK

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301 E. Santa Ana St., Anaheim, Ca. 92805

(714) 632-2488 • Fax 714-776-1673

www.reellumber.com

n CRYSTALWINDOWS.COM Carla Waldemar (800) 472-9988

Reel Lumber Service and Regal Custom Millwork are affiliated companies

cwaldemar@comcast.net

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nDecember The Merchant n December 2018n December 2021 Magazine The Merchant Merchant Magazine n 2017 nn The Magazine

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Outdoor Accents

Hidden Trim Clip

Simpson Strong-Tie has introduced a new bottle opener kit, a 4x lumber gable plate, and a series of gazebo ties to its popular line of Outdoor Accents decorative hardware. The bottle opener comes as a three-piece kit that installs easily on any wood post, including metal bottle opener, UV-protected composite plastic backplate, and removable catch cup to collect bottle caps. The new Avant 4x steel gable plate provides reinforcement for a connection between a wood beam and three angled wood braces, and features angled braces at 12:12 pitch (45°) for 4x lumber. Also finished with ZMAX galvanization and black powder coat, the gazebo ties add strength and rigidity to six-sided gazebo connections.

A new hidden clip and fastener system from Versatex Building Products speeds up and simplifies the installation of PVC 3/4” trim profiles, while keeping the boards firmly in place even at wind loads in excess of 125 mph. The VZClip is compatible with Versatex Canvas Series and reversible WP4/Nickel Gap trimboards, reducing installation time while ensuring the board is properly secured to the framing member. The system also eliminates running fasteners through the face of the board, preserving the smooth curb appeal of unmarred PVC or film-laminated color surfaces. No more nail holes or screw holes to touch up, and no plugs to install.

n STRONGTIE.COM/OUTDOORACCENTS (800) 999-5099

n VERSATEX.COM/FINISHING (724) 857-1111

Holiday Greetings from Parr on our 45th Christmas Antonio Avina Alfredo Becerra Paul Blevins Norm Boucher Edward Butz Jose Chicas Rosario Chicas Dominic Cosolo Karen Currie Steve Daugherty Nick Ferguson

Martin Gallicia Ricardo Garcia Fidenceo Gomez Hector Gonzalez 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 Kelly Ross Melinda Taylor Lisa Valentic Antonio Vargas Enrique Vargas Christopher Velasco Oscar Villegas Pamela Winters

• P.O. Box 989 • Chino, Calif. 91708 • (909) 627-0953 FAX 909-591-9132 Thank you to our Customers and Suppliers

14023 Ramona

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Thermally Modified Saunas

Toyota Material Handling’s two new 48V and 80V electric pneumatic forklifts are powered by Toyotadesigned AC motors, designed for indoor/outdoor versatility, and improved efficiency and productivity. The lifts offer maintenance-free operation, programmable performance, and a power-select function for customization based on application and driver preference. Max capacity ranges from 3,000 to 4,000 lbs. (48V) and 4,000 to 17,500 lbs. (80V).

Made from stunning Nordic spruce, Sauna by Thermory barrels offer proven rot resistance and a functional curved design encourages heat to flow naturally along the rounded walls. With a diameter of more than 7 ft., the interior offers a greater height for standing and deeper benches for laying down. Every sauna comes with pre-cut and pre-milled staves and cradles that can be set up in just four to six hours by a team of three to four DIYers. Four models are available.

n TOYOTAFORKLIFT.COM (800) 226-0009

n THERMORYUSA.COM (585) 250-4074

Electric Pneumatic Forklifts

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December 2021

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DECKEXPO Photos by The Merchant Magazine

12 DECKEXPO, which formerly shared space with the Remodeling Show, enjoyed its first year cohabitating with the Pool Spa Patio show Nov. 13-18 in Dallas, Tx. [1] Brian Magstadt, Roger Dankel, Phil Burton. [2] Nicole Kelly, Sandy Cabelis, Gary Einloth, Sean McAleer, Lynn McAleer, Seth Kott. [3] Doug Allen, Sean Hutson, Billy Viars, Steve Hughes, Andy Severg. [4] Gwladys Petit, Ryan Adamson, Brett Kelly, Joel Mellon. [5] Brad Kuhn, Carson Bittner, Bobby Parks, Bryan Bittner, Scott Oswald. [6] Mark Fisher,

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November 2021

Sarah Gaenzle, Chris Boronaro. [7] Kristi Hull, Casey Herschberger, Chantell Martin, Chris Manduva. [8] Frank Hooijkaas, Jim Miller. [9] Marianne Trusty, Julie Hamlin. [10] Gordy Kerschner, Brandon Kerschner, John Squire. [11] Margie Beaudry, Brent Gwatney, Ken Scott, Megan Blair. [12] Tom Harley, Mary Gearhart, Gary Kauffman, Pat Gallagher. [13] Pat Noonan, Mike Kunard. [14] Jay McCarthy, Duffy McCarthy. (More photos on next page) Building-Products.com

DECKEXPO

30 DECKING SHOW (continued from prior page) attendees: [15] Tom Horvat, Gary Converse. [16] Nick Larr, Jase DeBoer. [17] Bob Knecht, Jeremiah Windle. [18] Steve Thurber, Pat James. [19] Mike Reasons, Heath Bowman, Michael Beaudry, Tim Sandlund. [20] Lynn Decker, Matt Hungerford, David Decker. [21] James Shaw, Hallie Currigan, Gary Smith. [22] Patrick Slayter, Richard Pearson. [23] Jim Poulin. [24] Christopher Price, Joel Klippert. [25] Building-Products.com

Photos by The Merchant Magazine

31 TJ Haas, Adam Morin, Will Lacina. [26] Jason Moore, Kelly Curran, Jimi Smith. [27] Bill Ross, Kim Boos. [28] Teresa Duncan, Kevin Harris. [29] Drew Stamp, Jacob Rhodes, Joe Morin, Spencer Berube, Eric Helmick, Brett Hebberecht. [30] Gary Smith, Mike Walsh, Stuart Rosenfield, Brandon Sniegowski, John Karas, Jeff Schulz, Mason McWilliams, Don Douglas. [31] Andy Clement, Ricardo & Sylvia Castillo. December 2021

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The jubilant return of NAWLA Traders Market

ttendance at North American Wholesale Lumber Association’s annual Traders Market may have been lighter than during more “normal” years. No matter, enthusiasm was through the roof. Attendees were clearly elated to be back meeting face to face during the Nov. 1012 event in Louisville, Ky. Expect even more at next year’s Traders Market in Phoenix, Az.

WELCOMED to the show by [1] NAWLA chair Bethany Doss and past chair [2] Tom Le Vere. [3] Speaker Mark Scharenbroich gets an assist from Jim Stuckey. [4] Scharenbroich pumps up the audience. [5] Andres Sosa, Building-Products.com

9 Chris Leslie, Scott Skinner. [6] Brian Betz, Jeff Baggett, Brent Gwatney. [7] Jim McGinnis, Davis McGinnis, Scott Parker. [8] Erin Hlavacek, Chelsea Brown, Brystol Koch. [9] Chuck Smith, Mark Wells. (More photos ahead) December 2021

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NAWLA TRADERS MARKET Photos by The Merchant Magazine

TRADERS MARKETERS (continued) [10] Chris Knowles, Alicia Powells. [11] Adam Cooley, Ray Barbee, Buzz Nielsen. [12] Rick Brignac, Patty Cook. [13] Win Smith, James Webb, Alden Robbins, Jim Robbins. [14] Mark Reum, Anne Haakenson, Chuck Hayes. [15] Preston Johnson, Zack Halsey, Rich Yonke, Robert Phillips, Mark Swinth, Kalayna Crook, Cam Stevens. [16] Sheldon & Bethany Doss. [17] Mike Thelen, Brian Delbrueck,

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23 Rob Dennison. [18] Ryan Traczewitz, Kelly Matthews, Lori & Bobby Byrd. [19] Trent Johnson, Doris Tegelkamp, Mark Erickson. [20] Tony Hester, Christy Hollenbach, Dean Johnson, Cami Waner, Larry Broadfoot, Joe LaBerge, Jeff Stoddard. [21] Kip Anderson, Noelia Ragland, Chris Fehr. [22] Kirk Todish. [23] Dave Lefler, Mike Limas, Chris Mergel, Anthony Muck. (More photos on next two pages) Building-Products.com

Photos by The Merchant Magazine

NAWLA TRADERS MARKET (continued from previous two pages): [24] Brystol Koch, Emily Schmitt, Brooke Beissel. [25] Rich Yonke, Tayler Slaughter, Mark Swinth. [26] Terry Haddix, Brad Mehl. [27] Ed Acher, Mauricio Bravo. [28] Brian Oberg, Brittany Coltrane, Jay McArthur. [29] Ian Kelly, Mark Rodakowski, Nick Smith. [30] Pike Severance, Brian Boyd, Marcus McCallum. [31] Steve Cheatham, Cheryl & Jay Hudson, Patrick Adams, Warren Reeves. [32] Mark Westlake, Jeremy Becker. Building-Products.com

40 [33] Bill Reynolds, Craig Combs, Shane Glascock. [34] Joe Honochick, Jeff Fantozzi, Gunnar Brinck. [35] Dave Cordle, Cami Waner, Rick Engebresten. [36] Joe Pruski, Dustin Jalbert, Gary Zauner. [37] Jeff & Cassidy Bowers. [38] Henco Viljoen, Jeremy Howard, Jeremy Pitts. [39] Drea Deford, Alison Deford. [40] Bob Pope, Dwayne Wilson. (More photos on next page) December 2021

NAWLA TRADERS MARKET

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NAWLA TRADERS MARKET Photos by The Merchant Magazine

WHOLESALERS REUNITE (continued from previous three pages): [41] Charlie Haines, Shara Gamble, John Purvis. [42] Terry Fangrad, Mike Kunard, Stan Weiland. [43] Mark Rohrbaugh, Annette & Dale Bartsch. [44] Steve Getsiv, Naomi Comstock. [45] Terry Rasumussen, Mike Taron. [46] Mark Kelly, Tayler Slaughter, Brett Slaughter. [47] Robin Gardner, Emilly Russ. [48] Rich Mills, AJ Webb. [49] Brian Thomas, Marty Hawkins. [50]

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56 Bill Price, Mark Saracco. [51] Steve Boyd, Susan Cho, Steve Firko. [52] Jamie Kreiser, Lisa Martin. [53] Patrico Diaz-Valdes, Felipe Magofke, Blair Flanagan, Mirta Chagas, Alejandra Pavon, Martin De Mussy. [54] Jamie Hursch, Joe Honochick. [55] Aaron Shoup, Hunter Huddleston, Adam Blodgett. [56] Bill Malloy, Steve Rouse.

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LMC Expo Returns to Philadelphia

For the first time in almost two years, LMC hosted its network of dealers, suppliers and the LMC team in person at the 2021 LMC EXPO Nov. 15-17 in Philadelphia. Dealers reconnected with exhibitors and the LMC team, bringing a sense of normalcy that had been missing over the last two years. Dealers discussed current industry challenges and gathered market intelligence from insiders to help plan their purchasing strategy for the upcoming year. “I come to the LMC Expo because it’s a great opportunity to network with my fellow yards, and also meet the people with LMC that you don’t often get the chance to see face to face and get a little bit of that personal time,” said Jason Pickelsimer, operations manager for Building Solutions, Bend, Or. “The most beneficial thing for me is actually the networking. People buy from people, but at the end of the day LMC is a big family.”

LMC PRESIDENT and CEO Paul Ryan addresses attendees at the 2021 LMC EXPO. Ryan recapped the year and what to look forward to in the upcoming year.

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Sessions during the EXPO included the LMC Update from Paul Ryan, who assumed the role of president/CEO in July. Ryan gave his first organization-wide recap of the buying group’s past year and what to expect for 2022. Keynote speaker Dr. Elliot Eisenberg, Ph.D., president and chief economist of graphsandlaughs.net and former senior economist at the National Association of Home Builders, presented an overview of the housing and economic outlook for 2022. During the Supplier Forum, key principals from leading manufacturers touched upon their own challenges of 2021 from a supplier’s perspective and what to anticipate for 2022. “There was a unique sense of excitement about this event before it even started. The hotel lobbies were buzzing, and you could tell it was going to be a successful show,” said Sean Tighe, LMC senior VP of purchasing. “The energy once the event began really reflected that and was just further proof that relationships are always best built in-person.” The industry has changed since the last in-person event at the LMC annual in Nashville in March of 2020. Expo attendees strongly believed that learning how to overcome industry challenges is always best when you can talk to other professionals from different parts of the industry at once. “There’s a lot in our industry that’s changed in the last year and a half,” said Jeff Wolfe, owner of Montana’s Massa Home Center. “Being able to get some insight on what’s here to stay and what’s never going to be the same is vital so we can move forward and be successful.”

December 2021

IN Memoriam Curt Allan “Curt” Wood, 75, longtime Northern California lumber salesman, passed away Oct. 25 in Fortuna, Ca., following a long battle with Parkinson’s and prostate cancer. A graduate of Humboldt State University, he began his lumber sales career with Twin Harbors, Arcata, Ca., then moved to Sound Stud, Cottonwood, Ca. He next spent more than 20 years in sales at Eel River Sawmills, Fortuna, before finishing his career working remotely for Agwood Mill & Lumber. John Hartwell Boddington, 75, former president of Boddington Lumber Co., Colorado Springs, Co., died Nov. 9. After graduating from Colorado College with a degree in economics in 1969, he joined the U.S. Army, serving in Vietnam. He joined Boddington Lumber in 1974, rising to president in 1995. He sold the 50-year-old wholesaler to BMD in 2006. William Gus “Bill” Flechsenhar, 77, former owner and operator of Mattson Lumber Co., Cascade, Mt., died Nov 1 in Great Falls, Mt., after a brief illness. H graduated from Western Montana College in Dillon, Mt., in 1966. After a decade as an educator, Bill moved to Cascade to purchase the family lumberyard/gas station in 1977. He and his wife, Jeannie, owned and operated Mattson Lumber for 28 years. Carol Ann Newman, 85, longtime co-owner with her father of C&K Hardware, Albany, Or., died Oct. 27.

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ADVERTISERS Index Page

Atlantic Forest Products www.atlanticforest.com

RoyOMartin www.royomartin.com

Atlantis Rail Systems www.atlantisrail.com

Simpson Strong-Tie www.strongtie.com

Blink Blinds + Glass www.blinkblinds.com

Swanson Group Sales Co. www.swansongroup.biz

C&E Lumber Co. www.celumber.com

Timber Products www.timberproducts.com

CT Darnell www.ct-darnell.com

TIVA Building Products www.tivabp.com

526 Events www.526.events

UFP Industries www.ufpedge.com

Huff Lumber www.hufflumber.net

West Fraser www.westfraser.com/osb

Cover IV

Humboldt Sawmill www.mendoco.com

Cover III

Idaho Timber www.idahotimber.com

Cover I

International Wood Products www.iwpllc.com

Jones Wholesale Lumber www.joneswholesale.com

Krauter Auto-Stak www.ks-ka.com

North American Wholesale Lumber Assn. www.nawla.org

Orgill www.orgill.com

Parr Lumber www.parrlumberchino.com

Pelican Bay Forest Products www.pelicanbayfp.com

Plateau Forest Products www.plateaufp.com

Western Forestry & Conservation Association – Jan. 19-20, annual convention, Heathman Lodge, Vancouver, Wa.; www. westernforestry.org.

ProWood www.prowoodlumber.com/fr

Sacramento Hoo-Hoo Club – Jan. 22, concat meeting with the Snark of the Universe, Club Pheasant Restaurant, West Sacramento, Ca.; www.hoohoo.org/clubs/109.

21, Cover II

Redwood Empire www.buyredwood.com

Reel Lumber Service www.reellumber.com

Building-Products.com

Western Woods Inc. www.westernwoodsinc.com

Weyerhaeuser www.weyerhaeuser.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Southern California Hoo-Hoo Club – Dec. 8, holiday meeting, Los Serranos Golf Course, Chino, Ca.; www.hoohoo117.org. WoodWorks – Dec. 8, webinar on interior wall & floor assemblies in mid-rise multifamily; www.woodworks.org. West Coast Lumber & Building Material Association – Dec. 9, 2nd Growth Southern California holiday meeting, Embassy Suites, Brea, Ca.; www.lumberassociation.org. San Diego Home Show – Jan. 7-9 and Jan. 14-16, San Diego Convention Center, San Diego, Ca.; www.nationwideexpos.com. Associated California Loggers – Jan. 11-13, annual meeting, Atlantis Resort, Reno, Nv.; www.californialoggers.com. Western Pallet Assn. – Jan. 14-18, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; westernpallet.org. Frame Building Expo – Jan. 18-20, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; www.nfba.org.

National Association of Wholesale Distributors – Jan. 22-25, Executive Summit, Washington, D.C.; www.naw.org. Black Bart Hoo-Hoo Club – Jan. 26, Industry Night, Broiler Steak House, Redwood Valley, Ca.; www.hoohoo.org/clubs/181. Humboldt Hoo-Hoo Club – Jan. 27, Crab Feed, Eureka Elks Lodge, Eureka, Ca.; www.hoohoo.org/clubs/63. December 2021

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FLASHBack

50 Years Ago This Month

ifty years ago this month, in December of 1971, The California Lumber Merchant reported on the lumber industry grappling to deal with government-mandated wage and price freezes. The regulations had created severe “inequities” for lumber companies, charged John Hampton, president of the Western Wood Products Association and of the Willamina Lumber Co., Portland. “Probably the most serious inequity,” Hampton noted, “is a price freeze with no concurrent freeze on the cost of government timber. As a consequence, many mills dependent on federal timber are finding that they must sell their lumber at a loss. Others cannot afford to cut timber purchased at public auction and sell manufactured products at price levels established under the presidential freeze order. “When the freeze was announced,” Hampton said, “we assumed lumber prices would be established on the basis of sales we had made during the base period. Lumber sales are completed at the time the order is accepted and shipments may lag by as many as 12 weeks. Rail car availability, long

THE DECEMBER 1971 issue of The Merchant Magazine spotlighted moulding products from industry powerhouse American Forest Products Corp. Formed in 1910 as the Stockton Manufacturing Co., AFP soon became Tartar, Webster & Johnson and grew to encompass a multitude of sawmills, distribution centers, and timberlands. AFP was acquired by Georgia-Pacific in 1988.

order files, lumber inventories, and other factors affect the time interval between an order and a shipment.” Hampton said the Cost of Living Council rejected pleas by lumbermen for relief. “Basing prices on ship ments,” he explained, “has resulted in establishing any number of different price ceilings for identical products. Obviously the mill which ships late will have a comparatively low product price and mills with short order files which ship quickly will have a higher price more in line with the current market.” Dr. George Cline Smith, noted construction economist, concurred,

FREMONT FOREST PRODUCTS announced the opening of its wholesale lumber distribution yard at the Port of Long Beach, Ca. The facility is currently operated by Weyerhaeuser Co.

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December 2021

calling the wage/price controls “the damnedest Rube Goldberg structure that has ever been worked out by any government.” In other news of 50 years ago: • Charles Bloedorn, Nebraska banker-turned-lumber merchant, passed away Nov. 1, 1971, at the age of 91. He co-founded the Bloedorn Lumber chain in 1919, serving as president until 1964, when he became chairman of the board. • Western red cedar manufacturers set their sights on a new market for their shingles and handsplit shakes— mobile homes. According to the report by the Red Cedar Shingle & Hand Split Shake Bureau, “Although long associated with the premium end of the single-family residential hosuing market, both shingles and shakes offer numerous practical and ‘cosmetic’ advantages to the low-cost mobile or modular unit devleoper. Chief among them, of course, is the ability to dress up the unit, give it a respectable degree of warmth, and just generally uipgrade its appearance with a touch of quality.” The Bureau had begun “actively engaging” designers, architects and mobile home manufacturers to develop “new product approaches” that would appeal to the fast-growing market, predicting they could move well over a half-million units annually.

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The Merchant Dec 2021

Articles inside

neW ProductS

FlaShBack

In MeMorIaM

MoverS & ShakerS

thInkIng ahead

olSen on SaleS

coMPetItIve IntellIgence

tranSForMIng teaMS

MargIn BuIlderS

acroSS the Board

Feature Story

InduStry trendS