The Merchant - December 2023

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THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

HOTTEST WINDOW & DOOR TRENDS • STAND-UP DECKING TOOLS • NAWLA TRADERS MARKET RECAP

December 2023

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Volume 102 • Number 12

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ecember 2023

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------------| CONTENTS

December 2023

STAY CONNECTED ON SOCIALS:

VOL. 102 • NO. 12 |------------

@BPDMERCH

10

14

FEATURES

DEPARTMENTS

10 14 16 18 20 40 44

08 ACROSS THE BOARD

FEATURE STORY The hottest trends in windows and doors

INDUSTRY TRENDS The rise of stand-up decking tools

COMPANY SPOTLIGHT Patrick Lumber to add new sawmill in Philomath, Oregon

OLSEN ON SALES

22 NEWS BRIEFS 28 MOVERS & SHAKERS 34 SELLING WITH KAHLE 36 NEW PRODUCTS

The power of warm and friendly

48 IN MEMORIAM

TRANSFORMING TEAMS

49 DATEBOOK

Celebrating the holidays in your workplace

EVENT RECAP Rock solid show for West Coast Lumber & Building Material Association

49 ADVERTISERS INDEX 50 FLASHBACK

EVENT RECAP NAWLA gathers for annual Traders Market in Columbus

EXTRA! EXTRA!

THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

HOTTEST WINDOW & DOOR TRENDS • STAND-UP DECKING TOOLS • NAWLA TRADERS MARKET RECAP

December 2023

DELUXE INDUSTRY CALENDAR OF EVENTS All mailed copies of this month’s Merchant Magazine are packaged with a wall-hanging 2024 calendar. Use it throughout the year to plan your travel to the more than 300 industry events.

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------------| ACROSS THE BOARD

BLESSINGS ------------ BY PATRICK ADAMS I WONDER sometimes if everyone counts their blessings? It seems the world is consumed more with what they want, what they think they need, and who has done them wrong. I wonder if you can feel blessed without the experience of having gone without? How do you know to be grateful unless you’ve experienced hardship, grief and need?

As we close out this year and I just returned from one of my favorite industry events, I am counting my blessings.

Although all around us the media and others would have us believe the “end” is near, I do not see that in my life or business. That is not to say that I am not troubled by the things I see happening, or brewing on the horizon—this is not humanity’s best chapter. Nevertheless, I am blessed.

Our business of serving those who serve in great industries in America only continues to grow. We have hired several new team members over the year and they have brought with them new perspectives, skills and personalities that have only made us better. With that new skillset, we are excited to be launching MANY new things in 2024!

This could not happen without the amazing support and loyalty of our amazing readership, so thank you. It is only because of you that we are able to do what we do.

I continue to be amazed at how quickly the time is passing with my family. My amazing wife and I have been together for over 31 years. She just passed a milestone birthday (we’ll officially say that she turned 30… I know, the math doesn’t work), but so gracefully serves her family in ways that provide us all the peace, happiness and stability that make our lives full. My “children” seem to grow by the hour and as a good friend reminded me, “You only have 18 birthdays with your kids—make them count.” We have traveled, and camped, and laughed, and cried together this year. Having the family I have is a blessing in my life that words cannot describe and something that honestly, I never thought I would experience.

I was also able to sneak in a few adventures with friends.

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Hunting, fishing and simply sharing time is something that I never take for granted because I know all too well that in a moment, any of us can become a memory. Many of us never imagined that we would be here this long and so, every moment is a gift that we cherish. I was able to take one of my best friends on his first hunting trip, which turned out to be so amazing that words simply cannot describe it. While many would never take a “newbie” on a bucket list hunting trip, experiencing the “first hunt” through his eyes and emotions made it all the better and something I will never forget.

I cannot forget the countless blessings of the many, many true friends I have made in these industries that we serve. I cannot even begin to describe how speechless I am that we work in industries FULL of so many truly great people. I recently brought my family to an industry event.

There, as we walked through the hotel lobby, I encountered dozens of industry friends whom I introduced to my family who up until now, were just pictures in the publication they read every month. Each time, my wife and kids would walk away saying something like, “Oh my gosh, they are SOOOO nice!” It reminded me of how blessed I am that I work in industries full of people who every day remind me that the entire world is not bad. Sometimes, you just have to pay attention or look a bit more carefully to find that there are still many great people out there who literally would give you the shirt off their back if asked.

So, as we wrap up this year and enjoy the holidays, don’t turn on the TV. Stay off the internet and your favorite social media full of angry people proclaiming the end of the world as we know it. Settle into the silence and holiday cheer and smile as you count your blessings. As always, I am grateful to serve each of you and this great industry.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com building-products.com

Everything you need to keep builders building.

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------------| FEATURE STORY

MILGARD AX550 Moving Glass Walls meet the trend for expansive patio doors enabling more natural light and scenic views

THE HOTTEST TRENDS IN WINDOWS AND DOORS ------------ BY NICK BOARD AS A BUILDING material dealer faced with rising interest rates and slowing demand, we know that it’s imperative to stay up to date on the latest industry trends and challenges. Windows and patio doors are a key component of most every home building or renovation project, as they comprise a large portion of the budget as well as the ambiance. Selecting the right types of windows and working with reputable brands can make a huge difference in multiple ways, from energy efficiency and style to profit margins.

The world of windows and doors is constantly evolving, with the continuous introduction of new materials and technologies. Here are some current trends that you should be aware of:

1. Energy Efficiency: Homeowners are increasingly concerned about energy efficiency and the impact it 10 • the merchant magazine • D

ecember 2023

has on both the environment and their wallets. With the latest round of tax rebates, more homeowners will upgrade their windows and doors for the tax benefits as well as the energy-efficient enhancements they’ll experience. Windows that are energy efficient can help lower heating and cooling costs, reduce the home’s carbon footprint, and increase comfort levels inside the home. Energy-efficient windows are typically made with double- or triple-paned insulating glass and low-emissivity coatings, which can help keep heat inside during the winter and outside during the summer.

2. Larger Windows and Expansive Patio Doors: More and more homeowners are opting for larger windows that allow for more natural light, create an open ambiance, and grant views of the outdoors. Floorto-ceiling windows, sliding glass doors, and multi-panel building-products.com

MODERN FARMHOUSE style features white vertical clapboard and trim offset with black V3000 Series windows from MI Windows & Doors.

THE ORNATE detailing of this Victorian-style home is enhanced by the tall, narrow sashes and rounded bay windows of Milgard’s C650 Ultra Series.

windows are all popular choices. Moving Glass Walls are an innovative solution that expand the living area by blending interior and exterior spaces; they’re available in sliding, pocket, and bi-fold configurations.

5. Victorian Design: Victorian homes continue to adorn the American landscape more than 100 years after they first became popular, particularly in the West. These elegant homes offer a traditional look that’s complemented by modern windows. Since many Victorian houses feature bay and bow windows, the superior design of today’s projection windows allows for a classic aesthetic without sacrificing the energy performance that today’s homeowners prize.

3. Complementary Colors: The trend of consumers seeking customization and personalization doesn’t end on Instagram. Homeowners look to express themselves by installing non-white doors and windows. In 2015, less than 1% of the products MI Windows and Doors produced featured an exterior color. By the end of 2022, windows and doors with exterior colors accounted for 19.5% of MI’s sales – which speaks volumes, since the company manufactures millions of windows every year. Besides white, the most popular colors are black and almond. We see a similar trend with MI’s sister brand, Milgard Windows and Doors. For Milgard, 33% of its windows and doors featured a non-white exterior color by the end of 2022, and its most popular colors after white were, respectively, black and bronze.

4. Modern Farmhouse Style: This nationwide popular trend, which features dark-colored windows paired with light-colored siding, is morphing into Modern Farmhouse-Modern Industrial. Black is the most installed dark-colored window, but dark bronze is also a popular choice, adding a sleek, modern element that contrasts with the siding.

6. Colonial Architecture: Continuing to commemorate our country’s founding era, colonial homes provide an ode to the past while exhibiting a timeless charm. Window grids are often associated with the colonial style, and today’s grid offerings allow for a large array of aesthetic possibilities. Thanks to contemporary technology, homeowners can choose simulated divided lites or grids between the glass – delivering a quintessential colonial look coupled with modern convenience that makes washing them a breeze.

7. Double-Hung Windows: According to a survey of 1,000 homeowners nationwide by This Old House, custom windows were most desirable, followed by double-hung windows. Over one-fourth of participants selected the double-hung style. These traditional windows open from both the top and the bottom, allowing for easy cleaning and maximum air flow.

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

SPECIAL QUOTES

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December 2023

• the merchant magazine • 11

resources as larger manufacturers.

3. Selection: A reputable window company has a broad portfolio with a wide range of creative options, including both standard and custom sizes and styles. It’s important to offer builders and contractors trend-forward designs and color—as well as Energy Star certified windows—to satisfy discerning homeowners.

RESTORATION SERIES windows from MI frame the beautiful landscape of this modern farmhouse while keeping energy costs at bay.

8. California Sliders: Slider win-

owners, especially Millennials and Gen Z, are looking for sustainable stories behind companies and more eco-friendly materials for their home construction and remodeling projects. Windows made from recycled materials or fabricated using sustainable manufacturing practices are becoming increasingly popular. (This could be carbon-footprint related, CO2 emissions, lifecycle, etc.)

dows first gained popularity during the 1950s and 1960s construction era, and they remain prevalent, particularly in Southern California.

This style is easy to open, offers an extensive view, and exudes a contemporary, sleek design. Typically, one panel is stationary, but some models enable operation of both panels.

9. Northwest Views: Bay, bow, and awning windows are a popular choice in the Pacific Northwest to allow for spectacular views and protection from the wet, cold weather. Bay and bow windows offer a versatile design to complement most homes, and they enable vast amounts of natural light to shine through. Awning windows are an affordable, energy-efficient option since they open from the bottom and create ventilation without enabling rain or snow to enter.

Working with Window Suppliers Choosing the right window company is just as important as selecting the right type of windows. Here are some things to keep in mind:

1. Experience: Experience: The optimum window supplier offers decades of proven experience delivering value by manufacturing the finest products in a safe environment and providing superior services and customer experiences every day.

10. Vinyl: Vinyl windows continue to gain market share in the replacement window category due to their inherent energy-efficient attributes, long-term durability, and growing number of aesthetically pleasing options, including a multitude of colors, grid styles, and trim options, such as casing and brickmould.

2. On-time Delivery and Availabiity: On-time delivery and availability: To ensure consistent product availability, choose a company known for on-time delivery and that pledges on-time, accurate, and complete delivery. Supply chain challenges and product availability are most common among smaller, regionally focused manufacturers that don’t have the same level of

11. Sustainability: Many home12 • the merchant magazine • D

ecember 2023

4. Customer Service: The company should offer a holistic customer care assurance program that goes beyond a basic warranty.

It’s vital to be actively responsive to questions and concerns and be willing to work with builders and remodelers to ensure that the windows are installed correctly and to the client’s satisfaction.

5. Communication: Suppliers should maintain steady contact with established LBM dealers to ensure there are no surprises, such as spikes in supply and demand.

6. Guidance: A reputable window company should also provide expert training on which types of windows will work best for different projects and situations.

7. Warranty: Look for brands with a solid reputation for integrity that stand behind strong warranties, such as a full lifetime warranty or a lifetime limited warranty.

With an uncertain economic road ahead, the key is partnering with window and patio door brands that are there for the long haul and can deliver the highest-quality products with on-time, accurate, and complete orders. By working with reputable brands, you’ll give builders and contractors the best possible solution for years to come: peace of mind. MM

NICK BOARD Nick Board is the digital marketing and communications manager at MITER Brands, an industry-leading window and patio door manufacturer. (www.miterbrands.com).

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------------| INDUSTRY TRENDS

CAMO CLIPDRIVE

HIDFAST

HILTI SDT 30

STAND & DELIVER

THE RISE OF STAND-UP DECKING TOOLS

------------ BY DAVID KOENIG CONVINCING A DECK builder to use a different type of tool can be like trying to get a Coke drinker to switch to Pepsi.

Consequently, manufacturers of stand-up screwdriving systems have faced an uphill battle... one that seems to finally have turned the corner. There are now about a half-dozen different standing systems available, and builders are singing their praises.

The tools not only save wear and tear on the user (“we’re a heavily crouching industry”), they ensure pinpoint placement—thanks to alignment tips—while speeding up installation.

CAMO Drive and ClipDRIVE The tools that seem to be getting the most buzz among builders are the CAMO systems. The CAMO Drive attaches to a drill to drive collated screws into wood, composite and PVC decking and universal deck clips between boards. CAMO ClipDRIVE is exclusively for use with universal deck clips on grooved decking.

“CAMO Drive has substantially changed our company’s output,” offered George Justynski, Jerzy Decks, Steger, Il. “I finally started to realize how all the big-timers were making insane times on their installs.

Best investment I’ve ever made, hands down.”

“CAMO Drive has revolutionized the industry,” agrees Kevin Choquette, Ravin Builders, Wood River Junction, R.I. “It’s such a good tool.”

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“It’s one of the best tools I own,” adds Levi Tippetts, TC Custom Decks, Saratoga Springs, Ut. “It saves time, money and my back.”

Simpson Strong-Tie Quik Drive One of the first stand-up driving systems, the Quik Drive auto-feed screw system from Simpson StrongTie is used not just on decking, but on a full range of fastening applications, including drywall, roofing and sheathing.

When they’re driving out-faced screws instead of hidden fasteners, Tippetts and Christopher French, French’s Custom Outdoor Concepts, Live Oak, Tx., forgo their CAMO systems for the Quik Drive.

Simpson Strong-Tie recently introduced a heartier stand-up system, Timber Drive, for heavier duty jobs.

FastenMaster PAMFast AutoFeed System FastenMaster PAMFast’s system also attaches to a drill, and can be used for a range of applications, such as decking, railing, subfloors, underlayment, roof tiles, and even steel framing. It’s a two-in-one interchangeable length device, so for example it can be used long for decking and short for drywall.

Mark King, Infinite Decks, Lakeville, Mn., says, “We use the FastenMaster PAMFast gun to install Cortex screws for an entire deck, and it’s great! Saves hours of kneeling.”

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SIMPSON STRONG-TIE TIMBER DRIVE

FASTENMASTER PAMFAST SYSTEM

BARRETTE STEP-CLIP

HIDfast Rather than an attachment, HIDfast is a self-contained tool that air-drives collated hidden fasteners into wood, composite and PVC decking. The tool appears to have caught on best with certain brands of decking, including AZEK and Wolf.

Hilti SDT 30 Stand Up Decking Tool Hilti’s twin-handled device is designed to drill collated decking screws into metal decking applications.

DuraLife InstaDeck Outdoor Flooring System With Barrette Outdoor Living’s system, the reduction in kneeling comes not from a hand tool, but from a clever track that deck boards snap into. Builders lay down the interlocking tile foundation, then attach Step-Clip hidden fasteners. They then lay composite deck boards on top of the track and step on them, locking them securely in place.

Tommy Holstein II, Solid Ground, Wentzville, Mo., uses DuraLife decking with the Step Clip system for the majority of his company’s decks, opting for the CAMO system if a client chooses a brand other than DuraLife.

Based on builder feedback, you can expect the trend toward upright systems to continue. As builder French explains, “We’ve used both stand-up and non-standup systems, and definitely prefer to stand. Our backs and knees thank us.” MM

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Great Minds Build Alike Before Naples Lumber & Supply began designing their newest location in Venice, Florida, they brought in the only team they could trust to know what they were thinking – and then seamlessly bring it to life.

Scan for the full story and video

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December 2023

© WTD Holdings, Inc., 2023.

All rights reserved.

• the merchant magazine • 15

------------| COMPANY SPOTLIGHT

PATRICK LUMBER ADDING SAWMILL IN PHILOMATH

FACILITY TO TARGET UNDERUSED HARDWOODS PATRICK LUMBER Manufacturing has begun work to add a sawmill at its manufacturing facility in Philomath, Or. The mill is being funded in part by a $1 million Community Wood Grant provided by the USDA Forest Service.

Patrick’s is one of nine projects in Oregon to receive grants totaling more than $4 million during 2023

PATRICK LUMBER project lead Dennis Sanders (left) and CEO David Halsey on site at Patrick Lumber Manufacturing in Philomath, Or., where a new 150,000 bf per month hardwood mill is currently being built. The project is funded in part by a $1 million USDA Forest Service Community Wood Grant.

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through the forest service’s wood innovations and community wood grants programs. The programs’ primary purpose is to support local economies while directly contributing to improving forest health and reducing wildfire risks to communities. Partial funding for the programs was made possible by President Biden’s Bipartisan Infrastructure Law and the Inflation Reduction Act. The new mill will be tooled to cut hardwood lumber, an unusual move in Oregon where the vast majority of mills process softwoods such as Douglas fir and ponderosa pine, the state’s most common tree species. While softwoods dominate, the forests of Oregon and Northern California also contain large volumes of Oregon white oak, Pacific maple, tan oak, madrone, chinquapin, myrtle, and Oregon ash. Attempts by others to develop markets for these species have mostly failed, other than a few mills that primarily cut alder.

With no commercial outlets for the fiber, hardwoods have become a nuisance for land managers working to improve forest health and are an increasing component of wildfire-threatened overstocked stands.

“We saw a real opportunity here,” said Patrick Lumber CEO David Halsey, “We can produce and market products that are in demand while also making it possible for forest managers to more economically perform activities that further the health of our forests.”

Halsey believes the mill will be the only commercial-sized hardwood mill in western Oregon that isn’t primarily cutting alder. As such, its fiber-sourcing area will extend hundreds of miles, from northwest Oregon to northern California, making it a critical outlet for land managers fighting pathogens such as Sudden Oak Death in Southwest Oregon and Northern California. It likely will be the only commercial outlet for ash trees threatened by a recent emerald ash borer outbreak in Northwest Oregon. building-products.com

Logs for the mill will be supplied from private, tribal, state, and federal lands.

Letters of support for the project from both the Oregon Department of Forestry (ODF) and the California Department of Forestry and Fire Protection (CAL FIRE) echoed the importance of adding new hardwood processing capacity.

“One of the greatest barriers to enhancing forest health and resilience is a lack of management enforced by a paucity of processing infrastructure,” wrote CAL FIRE’s Chris Lee “Because of the absence of this infrastructure to provide revenue opportunities to offset management costs, needed management activities are often unaffordable.”

ODF’s Marcus Kauffman and Wyatt Williams added, “Utilization infrastructure for hardwood products is rare in Oregon. With no other high-capacity hardwood mills within reasonable transportation distance of the affected areas, Patrick’s new utilization capacity would bolster (ODF’s) mitigation efforts.”

In addition to milling underutilized hardwoods, Patrick will produce long-length alder lumber that other manufacturers are unable to supply to the market. Patrick also expects to mill juniper, an invasive softwood species that is threatening the natural ecosystems on millions of acres of arid land in eastern Oregon and Washington.

The majority of species Patrick intends to process at the mill are highly valued for their unique grain patterns and physical properties. The company expects most of the lumber it makes will find its way into end uses such as wood flooring, wall paneling, moulding and millwork, countertops and butcherblocks, as well as niche markets such as guitar heads and necks and picture frame manufacturing.

Planning and site prep for the mill has been underway since 2022. Within days of finalizing the award paperwork, Patrick purchased a complete head rig equipment package, which will serve as the mill’s primary processing center. “The head rig for a sawmill is like the CPU for a computer, it’s the most critical component,” explained Dennis Sanders, project lead for Patrick Lumber Manufacturing. “The reality is really starting to sink in now.”

Equipment being installed at the mill includes a refurbished Salem head rig band mill with a 36” opening, three-knee carriage and Inovec light curtain scan optimization, along with a Powell rotary gang edger.

When complete, the mill is expected to produce about 150,000 bd. ft. of hardwood lumber per month, a four times increase over the smaller mill Patrick had been contemplating before the federal grant opportunity was announced. “The chance for federal support for the project was a game-changer,” Halsey said. “It allowed us to think bigger and consider how we could make a much more significant impact for the community and the forests.”

One of the most important criteria of the Community Wood Grant program was to demonstrate economic impact in areas of low employment. Patrick was able building-products.com

to show an expected positive impact in 18 Oregon counties, 17 of which were experiencing unemployment levels that were more than one percentage point higher than the 2019 federal rate (the baseline chosen by the forest service) at the time the application was submitted.

Patrick Lumber Manufacturing expects to add at least four new full-time positions to the 28 already employed at the Philomath location. “Those jobs are great, but just as importantly, the investment further solidifies our commitment to the community of Philomath and the surrounding area,” Halsey said. “We couldn’t be more pleased that the forest service recognized the importance of supporting industry infrastructure in our rural areas.” Patrick Lumber recently moved its headquarters to Philomath from Portland, where the company had been based since it was founded in 1915.

“This project is a great example of what our programs are all about—it addresses a specific need for wood processing infrastructure that will help us improve the health of forests and reduce the risks of wildfire while also serving as a key investment in rural America,” said Brian Brashaw, assistant director for cooperative forestry wood innovations at the USDA Forest Service.

The mill is expected to be operating at full capacity

by June 2025. MM

THANKS IN PART to a grant from the USDA Forest Service, Patrick Lumber Manufacturing’s small, portable hardwood mill will soon be replaced by a much larger facility capable of producing 150,000 bd. ft. of mixed species hardwood lumber per month.

December 2023

• the merchant magazine • 17

------------| OLSEN ON SALES

WARM AND FRIENDLY ------------ BY JAMES OLSEN THE NUMBER ONE fear of salespeople is the fear of being too pushy.

For this reason many salespeople don’t ask for the order. They are so afraid of being pushy that they are passive in the sales process, which leads to passive results.

Master Sellers are passionate advocates for the deals they promote.

They don’t lie, cheat or steal, and they are never pushy—but they are passionate. This passion transfers to their customers.

Commerce is competitive and there are a lot of close calls—a lot of similar deals. And the ties go to the passionate, proactive sellers. This is why there are a lot of sellers who can’t understand why and how their overachieving sales partners do so well. They think it’s about the deal when it is really about the approach.

more warm and friendly in our sales approach.

3. We want to win. The will to win is important. We have to be driven to overcome the “No’s” we face on a daily if not hourly basis. But we must leave room for the “human” part of the sales process. Of course we want to win, but we need to make sure that our customers know we care about them as much as we care about getting the order.

4. We are nervous. I work with a lot of new sellers that are so nervous they can barely get the words out much less, be warm and friendly in the process. How do we get over our nerves? Preparation and practice.

We need to know why what we are promoting is a good deal. Simple?

Yes, but profound. Most sellers don’t know why what they are promoting is a good deal and are not prepared to overcome the objections they will face when promoting it.

Number Two Fear Why aren’t we warm and friendly when we are selling? Several reasons:

2. We are introverted. There is a great book, The Introvert Advantage, How Quiet People Can Thrive in an Extrovert World. It discusses the challenges and, more importantly, the advantages introverts have in a world that seems to favor the extrovert.

Sales appears to be a world built for extroverts, but it isn’t true. Introverts are great listeners. So for those of us who are introverted we need to get over ourselves and be a bit

5. Lack of preparation. Some sellers are not nervous, they are just lazy. They don’t do the preparation work and just “wing it.” The problem with “winging” is that we have to think on our feet. Because we are scrambling through the sales process, we can’t concentrate on connecting with our customers. We are too busy thinking of what we are going to say next.

I tell my students, “You are smart enough to wing it and your customers are smart enough to know that you are winging it.” It’s insulting to our customers’ intelligence, and definitely not warm and friendly.

18 • the merchant magazine • D

1. Fear of being insincere or cheesy. No one wants to be falsely friendly. It feels bad. So we hold back and try to be (only) all business.

ecember 2023

6. People aren’t friendly back.

When we are warm and friendly sometimes people don’t respond in kind. It can be difficult dealing with a grump. But who’s training whom? We need to take it as a personal challenge and convert that grump. We need to kill them with kindness and get them to open up to us.

7. We really don’t care. A student asked me, “What if I really don’t care?” Legitimate question. I said, “Then you’ll have to become a better person, I did.” For the first seven years of my career I was only warm and friendly with the people who I identified with. When I stopped being so judgmental and opened myself to all people like me and not, I sold more and became a better more empathetic person.

It’s hard to look in the mirror and say, “You know, you’re pretty damn judgmental and cold. You need to warm up.” I did it and it hurt, but it was the best thing that happened to me on a personal and professional level.

Being warm and friendly works and will make our life in sales more fun and more profitable. MM

JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@ realitysalestraining.com.

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CELEBRATING THE HOLIDAYS IN YOUR WORKPLACE ------------ BY PAIGE McALLISTER THERE ARE SO MANY holidays this time of year— Hanukkah, Christmas, Kwanzaa and New Year’s Day, just to name a few—that it can serve as a great opportunity to recognize the diversity of your employees, while also taking the time to show them that you appreciate them.

season. If possible, allow employees to be flexible with their schedule so they don’t miss important time with friends and family. Or consider hosting a family open house for employees to show off where they work and what they do.

It is important to be mindful that not everyone celebrates or looks forward to the holidays. However, everyone likes being appreciated, so making the effort to recognize employees at this (or any) time of year can mean a lot to those people who have worked hard for you all year.

Food: The holidays invoke yummy thoughts of special delicacies tied to the holidays and families. Special dishes or desserts are a fun way to bring people together. Let employees share their talents and traditions by hosting a dessert swap. And create an employee cookbook where employees can share their special recipes.

Family: Whether traveling to visit family, hosting family, or just taking time with children who are home from school, family is a central theme during the holiday

Traditions: While we are familiar with the traditions behind the holidays we celebrate, many people do not understand those in other religions or cultures. Use the holidays to educate employees on the meaning of holidays they may not celebrate by either bringing in experts or allowing employees to share their favorite customs.

Q. We have an employee who has their personal mail sent to the office. We don’t encourage it, but they still do it. Another employee accidently opened one of their letters and now it has caused a huge issue with a claim of invasion of privacy. What should we do?

A. Employees need to know that any piece of mail (business or personal) that is delivered to the company will be processed according to company procedures, which may mean that it is opened and read by someone other than the intended recipient.

You should have a policy prohibiting employees from using the workplace for their personal mail and clearly stating they have no right to privacy and that their mail will be opened. There should also be a disclaimer in case mail is lost in the office.

If an employee needs to have something delivered that is time-sensitive or needs to be signed for (such as loan paperwork), then require they notify the mailroom and management first to make sure they directed correctly.

Finally, ask employees to respect the privacy of others if they inadvertently see personal correspondence.

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Decorations: Lights, candles, wreaths… every holiday has some colors, adornments or symbols closely linked to it. Decorating can help brighten up the workplace and make employees happier during their workday. Consider allowing employees to tastefully decorate their work area. Or dedicate a communal area for employees to decorate with one or two items to embrace the diversity of the different holidays. You can even have a contest to recognize the best decorations.

Gratitude: The holidays are meant to be a time of thankfulness (there’s even a whole day dedicated to it!). Tell your employees how grateful you are for them and their efforts. Create a system to allow employees to recognize coworkers they are grateful for.

Community Service: Giving back and serving others is a theme of most holidays, even if sometimes overlooked by the presents. There are always organizations looking for help so let your employees focus on giving to others by organizing a toy or food drive. Or organize building-products.com

volunteers to help at a charitable event or soup kitchen.

Consider making this a year-round focus by adding a volunteer time benefit or encouraging giving to local charities for other holidays (i.e., writing letters to service members for Veterans’ Day, or organizing a supply drive for back-to-school).

Giving: There is a lot of focus on gift-giving this time of year, sometimes too much so. But the idea that “It’s the thought that counts” is a valid one. Think of ways to bring a smile to your employees—a gift card to a local restaurant or a movie theater. Or add a small bonus into their paycheck (just be sure you tax everything correctly). Maybe let employees organize a small gift exchange.

Flexibility: While not a theme of the holidays, flexibility is a necessary skill to navigate them. Understand that employees will be stressed with shopping, cooking, traveling and having their kids home from school. Work with managers to prioritize tasks and projects to ensure the important things are covered while putting off the things that can wait.

New Beginnings: Use the new year to introduce new changes or initiatives—update your handbook, roll out a new compensation plan, or announce an added benefit.

Encourage employees to make work or personal resolutions or goals. Offer healthy-living incentives or remind employees of your company’s continuing education benefit.

Whatever you choose to do:

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• Remember to value each person’s beliefs or lack thereof. Do not prioritize or minimize any faith or culture and do not force anyone to participate in anything.

• Be fair and equitable in whatever you choose to do.

Don’t require employees who don’t celebrate or have kids to do everything so others can have time off. If you do need some to carry a larger load this time of year, reward them by giving them premium pay, a bonus, or extra time off later in the year.

• The holidays can be extremely hard for some people. Be on the lookout for employees who seem quieter or more despondent during these months. Show kindness and patience to those who may be withdrawn.

And, if this is your busy season, give your employees a big “thank you” and try to do something special for them in the new year.

Using the spirit of the holidays to find ways to appreciate your employees will make the holidays more meaningful and will start 2024 off right! MM

PAIGE McALLISTER Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with Affinity HR Group. Reach her at (877) 6606400 or contact@affinityhrgroup.com.

December 2023

• the merchant magazine • 21

WOODGRAIN TO ACQUIRE TRIMCO MILLWORK

Woodgrain, Fruitland, Id., plans to acquire Trimco Millwork from Hoff Companies, Meridian, Id., by the end of December.

Trimco is a wholesale distributor of moulding, exterior doors, interior doors, and other specialty building products with three locations in Boise, Id.; Salt Lake City, Ut.; and Denver, Co. With the acquisition of Trimco, Woodgrain will increase its distribution center network to 35 locations and expand Woodgrain’s national footprint into the Rocky Mountain West.

Kelly Dame, president and CEO of Woodgrain, said, “We at Woodgrain have admired Trimco for many years and acknowledge the Hoff family legacy, and are proud to continue that legacy as a family-owned company. We believe that we will be better together.”

“Our aligned values and Woodgrain’s respected reputation played a pivotal role in this decision, but another paramount consideration was ensuring that this would be a good fit for all the Trimco associates,” said Brian Hoff, CEO of Hoff Companies.

“Trimco’s products align perfectly with our distribution strategy and we look forward to a seamless integration,” added Todd Dame, president of Woodgrain’s Distribution Division.

Hoff established Trimco Millwork in 1983. Its Western Window division, Nampa, Id., is not included in the sale.

BOISE CASCADE MOVING LATHROP DISTRIBUTION CENTER TO MODESTO

Boise Cascade’s Building Materials Distribution (BMD) division has completed the purchase of a 20-acre property in Modesto, Ca. The company’s current operations in Lathrop, Ca., will relocate to the new facility, which includes office space and a 190,000-sq. ft. enclosed warehouse served by rail.

“We are very excited to join the Modesto community,” said branch manager Bill Carr. “This move will better enable us to serve our entire market today as well as put us in a fantastic position for the future.”

“The purchase in Modesto aligns with our growth strategy in the markets we currently serve to expand product depth and service for our customers,” added Jo Barney, Senior VP, BMD Western Operations.

BELL LUMBER & POLE CONSIDERING IDAHO SITE

Bell Lumber & Pole is eyeing a 15-acre site at the Port of Lewiston, Id., to open a pole peeling and distribution yard. The company submitted a proposal to the Lewiston Port Commission stating it could begin operations almost immediately, would initially employ two to three people to warehouse logs, and would grow to eight to 12 workers once the peeler is installed and operational.

Bell would be interested in an initial one-year lease, followed by a 20- to 30-year deal. It expects to invest $3 to $4 million in equipment and other upgrades.

Clayton Neuwirth, woodlands development associate with the 114-year-old, family-owned company, said the site was ideal, since it offered both rail and water transportation, allowing Bell to distribute poles anywhere in the country.

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------------| NEWS BRIEFS Champion Lumber, Riverside, Ca., closed after 73 years and auctioned off its assets with the retirement of owner Mark Boone. His partner/brother-in-law Joe Audette died in a plane crash in 2020. 84 Lumber has taken over the 15-acre site (see story, page 22).

Fresno Ag Hardware, Fresno, Ca., held a Nov. 9 grand opening at its new 10,000-sq. ft. store in Clovis, Ca. Clovis True Value, Clovis, Ca., has remodeled and is now Clovis Ace Hardware.

Home Depot seeks to build a new store in Moscow, Id. Beacon added new branches in Salinas and Riverside, Ca., and Frederick, Co. Beacon also completed the acquisition of 20-year-old H&H Roofing Supply, Bakersfield, Ca., from Scott Hill ABC Supply Co. added a second location in Tucson, Az., managed by Matt Hearn.

Ace Hardware’s newest location soft-opened Nov. 1 in Blaine, Wa. Owner Philippe Boulos also operates an Ace in Ferndale, Wa. BlueLinx has expanded its distribution of LouisianaPacific’s SmartSide Trim & Siding and LP SmartSide ExpertFinish Trim & Siding to its Seattle and Spokane, Wa., branches (which serve as far as Hawaii and Alaska).

BlueLinx now stocks LP SmartSide at 14 locations.

Roseburg, Springfield, Or., agreed to sells its Simsboro, La., particelboard facility to Kronospan.

Canfor will curtail operations at its Polar Sawmill in Bear Lake, B.C., for approximately six months due to market conditions and fiber availability.

Tantimber, New York, N.Y., has released a third partyverified Environmental Product Declaration detailing the life cycle environmental impacts of its Thermowood manufacturing process.

UFP Industries’ ProWood FR fire-retardant plywood has become the first pressure-treated, fire-retardant panel to comply with the 2021 International Building Code and International Residential Code. The ProWood ESR 4373 has been revised and published, showing compliance with 2021 IBC and IRC. LP Building Solutions, Nashville, Tn., pledged to support veteran hiring initiatives, including a new partnership with the Manufacturing Institute’s Heroes MAKE America program. The initiative provides certifications and career readiness training to prepare transitioning service members, veterans, National Guard members, reservists and military spouses for careers in manufacturing.

HPM Building Supply’s HPM Foundation made a five-year pledge totaling $100,000 to the University of Hawaii Foundation to provide scholarships to students enrolled at University of Hawaii campuses across the state.

Nation’s Best’s 2nd annual golf tournament raised $250,000 to find a cure for ALD. US LBM, Atlanta, Ga., was recently included for the first time on the annual Inc. 5000 list of the nation’s fastest-growing privately held businesses, at no. 2,408.

building-products.com

2019

RoyOMartin announces $30 million in capital expenditures for modernization projects at the Oakdale and Chopin, Louisiana, manufacturing plants.

2020

Going Strong Through the Pandemic RoyOMartin facilities experience no reductions in force or production curtailments throughout the COVID-19 pandemic. Giving back to the state, President and COO E. Scott Poole serves on the Louisiana Legislative Advisory Task Force on Economic Recovery.

2021

Expansion of our Texas subsidiary Corrigan OSB, L.L.C., begins with the construction of a second oriented strand board facility near the original site.

2021 was the safest year in RoyOMartin history, even as the company continued full-time operations during the COVID-19 pandemic.

2022

Last year, the company announced a $95M investment in modernizing its plywood facility. The Land and Timber department marked 15 years of safety and the timberland management operations celebrated 20 years of Forest Stewardship Council® (FSC®) (FSC-C009079) certification. RoyOMartin and its team members meet annually to plan for another century of quality products and sustainable growth.

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December 2023

• the merchant magazine • 23

ANAWALT TO SHUTTER 75-YEAR-OLD WEST HOLLYWOOD LOCATION

COMPTON LUMBER is building a new facility in Renton, Wa., anticipating relocating when construction of the tilt-up concrete structure is completed in about a year. The business has been operating out of old rented buildings since selling its longtime home in the SoDo neighborhood of Seattle.

WEBER RENAMED SIERRA FOREST

the Orange County branch, working alongside the Chino branch of Sierra Forest Products, California Division.

“Our teammates in Orange County are excited to embark on this transition. Together, we will continue delivering high-quality products and exceptional customer care and we look forward to forging a stronger, unified path in the market,” said Southern California division manager Jason Brown.

Weber Plywood & Lumber Co., Tustin, Ca., is now operating under the Sierra Forest Products brand.

Sierra is part of the UCS Forest Group of Companies, which bought Weber in 2022. For over 37 years, Sierra has served U.S. customers with facilities in Chino, Ca.; Salt Lake City and St. George, Ut.; Boise and Coeur d’Alene, Id.; Seattle, Wa.; Portland, Or.; Denver, Co.; and Chicago, Il. The team in Tustin will operate as

Anawalt Lumber has sold its 75-year-old West Hollywood, Ca., location and is expected to close the facility by next summer.

The 100-year-old chain will continue operating its yards in West Los Angeles, Hollywood, Malibu and Pacific Palisades, Ca. The West Hollywood property was purchased by a developer that reportedly plans a “mixed-use development” with hotel, retail and restaurants.

OREGON’S GOLD BEACH LUMBER ADDS HARDWARE CONVENIENCE STORE Gold Beach Lumber has opened its ninth location: 6,000-sq. ft.

Handy’s Hardware in Eugene, Or. Gold Beach Lumber president Ryan Ringer envisioned the location as a hardware convenience store that’s quick and easy to navigate, so customers can be in and out fast.

Affiliated with Do it Best, Gold Beach also operates Cascade Home Centers in Creswell and Cottage Grove, Or.

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December 2023

• the merchant magazine • 25

84 LUMBER EXPANDING BIG IN CALIFORNIA, COLORADO 84 Lumber has announced plans to greatly increase its coverage of the West, particularly in California and Colorado.

In California, 84 Lumber is more than doubling its presence, with the addition of several new stores and a component plant.

The new locations are comprised of new stores in Stockton, Lancaster, and Riverside (site of the old Champion Lumber), Ca. Plans also include a truss plant in Bakersfield as well as a framing yard there. These new sites, along with already established stores in Bakersfield, Clovis, and Beaumont, will bring 84 Lumber’s presence to eight total locations in the state.

“The new stores and component plant are examples of 84 Lumber’s dedication and continued commitment to better serve our customers and communities,” said 84 Lumber COO Frank Cicero. “I’m excited to watch these stores grow and develop over the next five years.

84 Lumber is committed to California, and we look forward to providing more opportunities for our associates in these markets.”

Jorge Espinoza, the divisional vice president for the western division, started his career with 84 Lumber in California. “Growing our business in the state of California is exciting for me because it’s where I’m from and where everything began for me at 84,” he said.

84 Lumber will be expanding a component plant in Yuma, Az., to service southern California. Stores are planned for Reno, Nv., and in the Salinas/California coastal area in the future.

84 Lumber currently operates 310 facilities nationwide, including 234 stores, 14 component manufacturing plants, 28 engineered wood product (EWP) centers and 34 door shops.

Meanwhile, 84 Lumber also has big plans for Colorado, beginning with the opening of a new door shop in the Denver market.

Located northeast of Denver in Commerce City, the new door shop is an 81,952-sq. ft. building staffed by a team of associates ready to manage any custom or stock interior door needs for single-family or commercial construction.

The new location will be one of more than 30 shops across the U.S. that are outfitted with top-of-the-line equipment. The Denver market is operating under Pete Cantu, area manager of the company’s Western division.

“Our investment in these important markets helps strengthen 84 Lumber’s presence in the Western division,” said 84 Lumber’s chief operating officer, Frank Cicero. “We are also committed to providing the best service to our customers.”

In Denver, 84 Lumber is working on plans for a bigger store. Currently using half of its building, the store will be housed in a 19,431-sq. ft. building in the near future.

Expansion in the state of Colorado will continue as 84 Lumber has also started construction on a new facility in Greeley, Co. The estimated completion of the 18,324-sq. ft. building with seven acres of rail service is June 2024. Plans are also in development to open a truss plant in Fort Lupton, Co., by the end of next year and a potential second truss plant in Fort Collins.

84 Lumber also looks to develop into Colorado Springs in the future.

The chain currently operates 310 facilities, including 234 stores, 14 component manufacturing plants, 28 engineered wood product (EWP) centers, and 34 door shops.

UFP LAUNCHES TIMBERBASE B2B PLATFORM UFP Industries affiliate TimberBase has launched TimberBase.com, a B2B digital platform for buying and selling lumber and building materials.

Purchased from German tech start-up TimberBase GmbH in February, the platform has been upgraded with a more intuitive interface, supported by UFP’s team of international industry experts, to simplify the buying and selling process for customers and suppliers around the world.

“TimberBase will host a broad portfolio of lumber and building material products,” said Andy Cubeta, VP of international trading for TimberBase. “This automated, easy-to-use platform provides several modern advances, such as real-time order tracking, a live chat function for immediate assistance and expert guidance, and the ability to quickly and easily create and accept order requests. The world is rapidly changing, and our TimberBase team will be on the forefront of modernizing the trading activities of the global timber industry.”

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“A global trading presence strengthens UFP Industries’ sourcing advantage by providing access to valuable wood baskets throughout the world,” said Dick McBride, executive VP. “TimberBase will enhance this advantage for our manufacturing operations in North America, Europe, Asia and Australia through new supplier relationships. It also will provide opportunities for us to export our products anywhere in the world and connect suppliers and other manufacturers with each other. Trading in this industry has primarily been via phone and email.

Now it will be conducted ultra-efficiently through TimberBase.”

UFP calls TimberBase the industry’s most advanced sales platform, connecting thousands of buyers and sellers worldwide. The online marketplace delivers a wide array of LBM, while simplifying transactions. The easy-to-use platform incorporates automation and creates efficiencies, bringing the timber industry confidently into a modern platform.

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#1 Inventory Management Profit Strategy: Stock No More Than Needed to Properly Service Demand This practice is crucial to profitability. Here’s why: n Every day that excess inventory is owned, it is either costing interest on borrowed money, which increases expense, or it is preventing the earning of interest on owned money, which decreases income. Whether capital is borrowed or owned, excess inventory is always eroding profitability. n Let’s say a yard has sales volume of 110,000 BF/month. If brought in all at once by car, the inventory can turn once a month if needs are correctly projected. But if metered in by truck in 27,500 BF increments at one load per week as actually needed, that inventory will turn 4 times per month – and tie up only 1/4 as much cash. n Now suppose this yard pays for the car 10 days after shipment and delivery takes 3 weeks. It paid for 4 times the inventory it needed, and won’t see any of it for 11 more days. But if it buys by truck with quick delivery, every stick could be sold before the invoice even comes due. In fact, three truckloads could be sold this way before the car could even have arrived, again using only 1/4 the capital. n This strategy dependably multiplies turns and GMROI, dramatically improves cashflow, cuts carrying costs and frees up both capital and space for more profitable use. Margins are maintained through market moves and downside risk is significantly reduced because the inventory is turning faster than price changes can affect its value. There’s less inventory to count, and stock stays fresher, too.

Maximize your profit with this safe and efficient strategy.

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December 2023

• the merchant magazine • 27

------------| MOVERS & SHAKERS Troy Little has been promoted to senior vice president, finance & commodity sales, wood products for Boise Cascade, Boise, Id. Joanna Barney is now senior VP, Building Materials Distribution (BMD) Western Operations; Jim Wickham, senior VP, BMD Eastern Operations; and Nathan Sikes, VP, sales & marketing, BMD. Stephanie Navarra, ex-BMD, is new to Roseville, Ca.-based outside sales for Disdero Lumber, Clackamas, Or. Willie Hertford has been promoted to president of Miller Lumber Co., Bend, Or., succeeding Charley Miller, who has retired. At fellow Kodiak Building Partners dealer Albeni Falls Building Supply, Oldtown, Id., Scott Peacock has been promoted from general mgr. to president.

Frank Sanchez, ex-Ramona Lumber, is a new truss designer for 84 Lumber, Boise, Id. Danny Moe was promoted to sales mgr. of International Wood Products, Clackamas, Or. Mary Orr, ex-NoCo Precision Tile, has joined Bloedorn Lumber, Loveland, Co., as a design specialist.

Victoria Cabrales, ex-French Brothers Homes, is a new account specialist with Foxworth-Galbraith Lumber, Las Cruces, N.M. Eric Geyer has been promoted to VP of corporate strategy & external affairs for Roseburg, Springfield, Or.

Butch Bernhardt has been named executive director of Western Wood Preservers Institute, Vancouver, Wa. He replaces Jeff Keller, who is no longer with WWPI. Pete Cantu has been promoted to area mgr. for 84 Lumber’s western division, overseeing operations in Colorado and Idaho.

Michael Mason, ex-Builders FirstSource, is new to inside contractor sales for Canby Builders Supply, Canby, Or. Sarah Spence has been promoted to warranty administrator at Franklin Building Supply, Boise, Id. Aaron Parker has been appointed Rialto, Ca.-based regional marketing mgr. for Marvin, covering San Bernardino County.

Tori Haddock, OrePac Building Products, Tacoma, Wa., has been promoted to retail marketing coordinator.

Michael Chivington is a new inside sales specialist with Jeld-Wen, Sacramento, Ca. Brittany Grothey, PrimeSource Building Products, has been promoted to territory mgr. for Seattle, Wa. David Bryant has been promoted to forest products trader for Do it Best Corp., Fort Wayne, In. Meghanne McAlhany is now managed marketing specialist. New to the company are: Ashley DeVille, associate merchandise mgr.; Elizabeth Duncan,

ATLANTIC FOREST PRODUCTS recognized its Stockton, Ca., warehouse team for developing and implementing a new “Safety First Program.”

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training & development specialist; Chris Frizsell, demand forecasting analyst; and Elise Padgett, merchandising supply planner.

Mark Zemrowski, COO, Von Tobel, Valparaiso, In., was elected chair of the National Lumber & Building Material Dealers Association, succeeding Jim Bishop, Vesta Lee Lumber, Bonner Springs, Ks. Frank Addiego, All Bay Mill & Lumber Co., American Canyon, Ca., is vice chair, and Sandy Zelka, Curtis Lumber, Ballston Spa, N.Y., treasurer.

Steve Furr, director of engineering, Viance, won the Elite Top Dragster World Championship Title, after notching his third win of the Professional Drag Racers Association Racing season at Virginia Motorsports Park.

Russell Feathers is now policy change director for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

FRERES’ MPP EARNS COOL AWARD Freres Engineered Wood’s Mass Ply Panels won the inaugural Coolest Thing Made in Oregon contest organized by Oregon Business & Industry (OBI) and Here Is Oregon.

OBI and Here Is Oregon partnered together in 2023 to launch the inaugural Coolest Thing Made in Oregon competition as a celebration of Oregon’s manufacturing sector. Oregon is among the national leaders in per-capita manufacturing output, with thousands of manufacturers and more than 200,000 employees.

Freres Wood began developing Mass Ply in 2015 as a sustainable alternative to traditional building materials. These veneer-based, engineered wood products are far superior in terms of strength and thermal performance than concrete, steel and even other mass timber products like cross-laminated timber. Additionally, Mass Ply not only generates fewer greenhouse gas emissions than its competition, but engineered wood products actually retain carbon, representing a dramatically smaller carbon footprint.

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ELVIS PRESLEY’S Graceland estate in Memphis, Tn., was the setting for a gathering of LMC members in the region.

LMC SOUTH CENTRAL DEALERS GO TO GRACELAND

• Pine

LMC South Central dealers recently gathered for an engaging business event at the historic Graceland estate in Memphis, forit, as Remodeling helps,Tn., too.creating “People an areenvironment very much into they look atsharing, the high relationship cost of building today—the high cost knowledge building, and strategic of materials, development, fees. Instead, it’s ‘I like where I networking. live.’ classic older Remodelers like that they TheThe event kicked offhomes. with a warm LMC welcome can work in just apoolside certain quarter of the House city, notathave to reception hosted at the Guest move around, for when they’re there, a neighbor will Graceland, setting the tone for out a collaborative meeting. come say, ‘Let’s talk.’”

Theover nextand morning began with a two-hour inforThe town thatshowcasing Mayo built is getting an enormous boost mation session, the expertise of each of as the venerable clinic expands big time, 20-year, $6LMC’s purchasing divisions.

Followed byinana exciting billion initiative involving statethe as supplier well as the clinic new addition to this annualthe event: showitself.

The challenge, as Brian sees it, will be to provide case. Key South Central supplier partners attended disaffordable housing for the 30,000 jobs it adds. “You still cussions at tabletop displays for interactive networkhave to bring people in and house them. ing and Q&A, allowing attendees to explore potential “We’re getting involved in the project as much as we strategic and dinners,” innovative ideas. he knows it can, goingpartnerships to meetings and because Overflowing with fresh insights and promising conpays off. Reversing the phrase about “…it’s who you nections, the group embarked on a tour of the iconic know,” Brian states, “It’s who knows you.”

Graceland which an exploration Twenty mansion, years: Who’ll be included running the outfit in that disof the home Elvis Presley cherished, as the tant future, Brian? “I have two sons in as thewell company—one renowned entertainment complex that now houses in inside sales and the other as distribution manager. his remarkable legacy. A quick change of attire seta the But”—he emphasizes—“in today’s market, it takes colstage an unforgettable dinnerforward, hosted not inside lectivefor group to bring a company onethe or two Presley Motors individuals, like Automobile back when I Museum. had that opportunity. So, our saw and the give anticipation build as dealers gathtwoSunday boys, sure, them as many experiences here as possible to breakfast assure a well-rounded future.” most awaited ered after for the weekend’s But the Brian’s wisely thinking discussion, even broader.

“I formedby an event: dealer roundtable moderated executive committee (six members, including myand sons) to Scott Lunde, South Central regional manager, Paul take the VP nextofleap.

I want them to look at the big picture Thorne, business development. five, ten years and how Kruse’stomarket Lunde noted,out: “WeWhere encouraged LMCisdealers prochanging?

Talk, discuss it, put some mote best practices and ideas around several different things in place. We have thenoted advan-the impacts of these topics.

Conversations also tage ofinbeing middle- It was great to hear topics termsaofsmaller, their operations. size company, sovoices we can move from a variety of and to see the collaboration fast, be nimble, not wait around to among the dealers.” check in with corporate. I’m They also discussed crucial factors such as market happy to be on the sidelines, a conconditions for 2024 and employee retention. sultant. I want these six to get The dealers engaged excited—‘Brian’s allowinginusinsightful conversations, emerging with fresh perspectives and a deeper underto do different things!’—and standing of the industry, thanks to their interactions find those opportunities. with New peers. blood.”The LMC South Central Dealers’ recent gathering paid homage to the King of Rock ‘n’ Roll, but also served as a testament to LMC’s commitment to Carla Waldemar fostering professional growth, knowledge sharing, and cwaldemar@comcast.net collaborative relationships within the region.

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

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

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HARDSCAPE/LANDSCAPE SHOW BREAKS RECORDS

were Belgard Hardscapes, Colmet, Halstead Media and Keystone Hardscapes. Gold Sponsors were Nicolock Paving Stones & Retaining Walls and Unilock.

The hardscape and landscape industry converged in Louisville, Ky., Oct. 18-20 for a record-setting Hardscape North America. More than 27,000 registered attendees from all 50 states and 46 countries came together to experience firsthand the latest products, equipment and technologies at the Concrete Masonry & Hardscapes Association-sponsored show.

Together with the co-located Equip Exposition, the event offered more than 1,000 exhibits, indoors and out, with 207 HNA exhibitors accounting for 56,850 sq. ft. in the North Wing and West Wing of the Kentucky Exposition Center. In addition, many exhibitors offered hands-on opportunities in the Hardscape House, a 42,000-sq.-ft. pavilion adjacent to the 30-acre Outdoor Demonstration Yard.

More than 400 contractors and dealers purchased a VIP Pass, which gave them discounted access to all 10 of the education sessions, the six Hardscape Demos, and two hardscape workshops.

HNA’s 2023 Platinum Sponsors

CONNER, ANDERSON POOL ROCKY MOUNTAIN PALLET OPERATIONS Conner Industries, Fort Worth, Tx., has acquired Denver Reel & Pallet, Denver, Co., and then pooled its assets into a joint venture with Anderson Pallet & Crate, Sedalia, Co. While Denver Reel & Pallet and Anderson Pallet & Crate will now be part of new joint venture Conner Colorado, LLC, both locations will continue operating under their current names. Jason Anderson will now serve as president of both companies.

“This joint venture with Anderson Pallet & Crate aligns our products and services with the needs of our customers, and is an outstanding strategic development for Conner,” said Conner CEO David Dixon. “The combination of assets will serve as an ideal platform to broaden our reach into the Colorado and front range markets, and exemplifies Conner’s commitment

to adapting to our customers’ ever-changing need for solutions that reduce the total cost of packaging.”

With 40 years in the pallet and crate business, Anderson Pallet & Crate specializes in highly complex industrial packaging designs for a wide range of manufacturing customer verticals, including oil & gas, HVAC, aircraft & aerospace, railroad, military, and more. The 20,000-sq. ft. manufacturing facility is minutes from I-25, just south of Denver, and comes with a team of 20 employees. With recent investments in new automation equipment for processing lumber and assembled items, the joint venture is expected to be highly successful for both parties.

“As a leading provider of industrial packaging, we believe Conner, and the assets of Denver Reel & Pallet, makes for a perfect joint venture partnership for Anderson Pallet & Crate,” said Anderson.

“With our common growth mindset, I’m excited to lead these two great companies as they continue to expand their reach into growing markets in the Rocky Mountain region.”

RESIDENTIAL REMODELING TO DROP IN 2024 Annual spending for improvements and repairs to owner-occupied homes is expected to decrease at a moderate rate over the coming year, according to the latest Leading Indicator of Remodeling Activity by the Remodeling Futures Program at Harvard’s Joint Center for Housing Studies. It projects annual owner expenditures for home updates and maintenance to decline by 7.7% through third quarter 2024.

“The ongoing weakness in the housing market caused by high interest rates and low supply of existing homes is expected to weigh on remodeling activity next year,” said project director Carlos Martín.

“Homeowner concerns about the health and direction of the broader economy may also dampen plans for remodeling projects.”

Associate project director Abbe Will added, “The level of annual spending on improvements and re-

pairs is projected to fall from $489 billion today to $452 billion over the coming four quarters. While the rate of market decline should decelerate significantly in the second part of the year, 2024 is shaping up to be a challenging year for home remodeling.”

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Year-over-year spending growth accelerated steadily from 10.6% in 2020-Q4 to 12.0% in 2021-Q4 before sharply accelerating to a peak of 17.2% in 2022-Q3; growth is projected to soften swiftly to 2.0% in 2023-Q4 before turning negative in 2024.

building-products.com

THE POSSIBILITIES KEEP GROWING:

REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

STYLE CREST ACQUIRES WESTERN DISTRIBUTOR

Style Crest, Fremont, Oh.-based supplier of building products for the manufactured housing market, has acquired Westland Distributing, Denver, Co., and its sister company, Alumi-Cover Awning Co., Mesa and Tucson, Az. With additional locations in Las Vegas, Phoenix and Sacramento, the strategic acquisition expands Style Crest’s presence in the western United States.

Westland Distributing has been a trusted supplier of foundation covers, windows, doors, set up, and plumbing solutions for the manufactured housing sector since 1971. By combining their extensive product offerings and industry expertise, Style Crest and Westland Distributing hope to “deliver unparalleled value to customers across the western region.”

Established in 1968, Alumi-Cover’s innovative and durable solutions have gained significant recognition within the manufactured housing industry. By incorporating Alumi-Cover into its portfolio of products, Style Crest strengthens its commitment to providing comprehensive solutions for the manufactured housing market.

“These acquisitions mark an important milestone for Style Crest, as we expand our reach and strengthen our position in the western United States,” said Bryan Kern, CEO of Style Crest. “By combining the strengths of Style Crest, Westland Distributing, and Alumi-Cover, we are confident that we can better serve our customers with an extensive range of products and exceptional

service.”

The addition of the Westland operations will expand Style Crest’s direct distribution to seven new states, giving the company direct customer distribution in 39 states.

Alumi-Cover will also expand Style Crest’s manufacturing capabilities from vinyl siding, skirting and entrance systems to include roll formed products.

LOWE’S NAMES VENDORS OF THE YEAR

Lowe’s honored Hixson Lumber Sales, PrimeSource Building Products, and GE Appliances as its 2023 Vendor Partners of the Year for their commitment to delivering quality products, innovation, value and service to Lowe’s customers.

Simpson Strong-Tie, Masonite, Reliance Worldwide Co., and Resideo were also recognized as divisional winners in the building products category.

Trex was named Sustainability Partner of the Year.

Lowe’s joined the NexTrex Recycling Program in 2022 to donate film scrap at distribution centers across the country to be used in Trex’s manufacturing process, contributing more than 1 million lbs. of recycled plastic material since joining.

Innovation Partners of the Year include Pella (for its Lowe’s-exclusive Hidden Screen Lifestyle Series), OldCastle (DesignForms and Stagger Wall), and HKC (ceiling fans).

Blackstone, Battlefield Farms, and GreatStar were divisional winners in the hardlines category.

Holiday Greetings from Parr on our 47th Christmas David Aguilar Antonio Avina Alfredo Becerra Paul Blevins Norm Boucher Edward Butz Jose Chicas Rosario Chicas Dominic Cosolo Kasia Cross Karen Currie

Steve Daugherty Nick Ferguson Martin Gallicia Javier Garcia Ricardo Garcia Fidenceo Gomez Hector Gonzalez Larry Greene Chris Hexberg Pedro Martinez Joe McCarron

Bert McKee Reynaldo Merlan 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 John Tirre 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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------------| SELLING WITH KAHLE

SHOULD YOU CREATE A SALES SYSTEM? ------------ BY DAVE KAHLE AT ITS MOST fundamental level, business is always and only about three things: money, people and systems.

There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of wiser use of money. A whole population of professionals—bookkeepers, accountants and CPA’s—have come into practice to deal effectively with money.

When it comes to people as an element in business, there is an equally impressive body of knowledge and infrastructure. Lots of books have been written, YouTube videos created, seminars developed, and consultants’ careers enhanced by our constant quest to hire, manage and develop good people. The field of human resources is primarily devoted to that pursuit.

When it comes to systems, however, there is not nearly the quantity and quality of conversation. And yet effective systems, particularly sales systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds. Good systems are where the company’s financial assets intertwine with the people to produce results.

Often a company’s financial or people woes are really a symptom of poor systems. We’ve all heard the analogy of the business necessity of getting the right people in the right seats on the bus. Before you get the right people in the right seats, you must have the bus, and the bus needs to have identified seats for people.

Systems are like the bus. Without effective systems, there is no place for any people. If your business is going to be effective, you must create effective systems so that you have the right places for the right people.

There is a fundamental principle at play here: Systems define the behavior of the people who operate within those systems. Effective systems make good people better. Poor systems encourage the worst in people.

Let’s look at a macro example of this. For years, the USA and USSR were in competition with one another.

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Their populations were roughly equal, and, because of the massive size (300 million), it is fair to assume that the distribution of talents and abilities were roughly equal.

Their access to natural resources was roughly equal.

Yet, one of those two nations far exceeded the other in economic activity, personal freedom, human expression, and quality of life.

What was the difference? The systems that governed the life of the citizens. One system encouraged individual initiative and excellent performance, the other did not.

People responded in kind to the pressure of the system in place. Systems dictate the behavior of the people who operate within those systems.

Here’s an example on a micro-scale. For years, my wife and I were foster parents and have 19 fostered children.

Almost all came from traumatic home situations and were emotionally upset and out of control. I would watch my wife impose our system on them. On the first day in our home, she would lay down the rules of the system: “Here’s your bedroom. You will sleep in the bed, and not in the closet or on the floor.”

“Here’s the bathroom. You will wash your face and brush your teeth before you greet the family.”

“Here’s the kitchen table. You will eat, sitting in a chair, with silverware when the family eats.”

The behavior change was predictable. Within a few days, the new child would catch on, and begin to modify his/her behavior to fit within the system. That began their healing.

As a consultant, I’ve personally and contractually worked with over 600 companies. Out of that experience, I’ve formulated a principle for making positive changes within an organization: Change the system, and you change the behavior of the people who operate within that system.

I was often able to make significant changes in a company’s growth and profitability, without even meeting most of the people, by analyzing and refining the sales building-products.com

system. To extend the analogy, before you get the right people on the bus, the engine on the bus must be welltuned; the bus must have good tires, be mechanically sound, have the right number of seats, and be heading in the right direction.

We have a great example of the importance of effective systems when we look at creation around us. At every level, from the way atoms come into and out of existence and interact with one another at the tiniest level, to the eco-systems that arrange and order life on the planet, to the movement and relationships of stars, galaxies, and constellations, we see systems everywhere we look.

The creator did not just create stuff—matter, light, energy and life in all its expressions—but arranged that stuff into systems to empower its continued existence and development.

I’ve concluded that creating, implementing and forever improving powerful sales systems is the highest and best use of executive time and talent.

What does it mean to create a sales system? It means that you have considered your sales efforts, and asked and answered the question: What is the best way to do this?

Not only have you answered it, but you have documented the answer, typically flow-charted the step-by-step progression of events in the process, created ways to measure the input, outputs and key steps in the process, created appropriate tools to facilitate the process, and hired and trained the right people to operate the system.

Then, you’ve measured and managed the system regularly, and continually improved it forever.

into partners. When we do that well, in sufficient quantity and quality, money spins off as a result of our efforts and our sales continually grow.

You can see that there are three separate and distinct processes involved: 1. Creating a customer 2. Enticing a customer to buy repeatedly and thus become a client.

3. Encouraging some clients to become partners, and then nurturing those partners.

Where to Now? There is an extensive list of things that need to be examined and considered to shine a light on implementing effective sales systems within your business. We’ll save those for later articles. For now, begin to think about the idea of growing your business by creating and implementing an effective sales system. Effective sales systems are one of the foundational pieces that enable a business to rise to the level of sustainability and growth. MM

DAVE KAHLE Dave Kahle is a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.

How to Begin Whenever I am working with client company, we always start with an understanding of the fundamental purpose of a sales system. Once we have that, everything we do can be built on that infrastructure.

Every sales system should be built on the idea that the system is designed to move the right quantity and quality of people into an ever-growing financial relationship with your company. It begins with the globe—a representation of the “world of apathy and ignorance” where your suspects live. Suspects are people and companies who you suspect may do business with you one day. They live in the land of apathy and ignorance because they don’t know you exist, and they don’t care. The first step of the system is to identify an ever-growing number of suspects.

Then, we must move some of them to become prospects. Typically, we research them and drop some out of the process. A prospect is someone who has a need for your product or service, can make the decision and can pay for it.

The next step of the process is the most difficult, as we engage with the prospect and entice him/her to buy something from us for the first time. When money changes hands, the relationship changes dramatically, and now they are a customer.

Our process then indicates that we engage with the customer in such a way as to encourage them to buy repeatedly, at which time they become a client. And then, we work with a select group of clients to turn some of them building-products.com

888-807-2580 Bend, OR

www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition” December 2023

• the merchant magazine • 35

------------| NEW PRODUCTS

HEARTY DECK SCREWS New Grip-Rite DeckForce premium exterior screws offer superior performance and longevity, thanks to an innovative PrimeGuard Nano Coating that’s engineered for strength, durability, corrosion resistance—and peace of mind.

Offering a lifetime guarantee, the coating is formulated to provide a seamless seal and smooth finish, making screws ultra corrosion resistant.

The line includes two different models specifically engineered for wood or composite decking. The wood screws are designed for building wooden decks and fences, with a T-17 auto-pilot tip, dual-action auger threads, a diamond-file shank, and a patent-pending wedge-lock head. They can be used in both treated and non-treated lumber. The composite screws are suited for composite and PVC decking, with aggressive saw teeth, a T-17 saw tip, and hi-lo threads with an undercut head to speed installation and achieve the ideal finish.

The wood screws’ T-25 and composite screws’ T-20 star drive heads help provide a secure grip when installing. Both come in multiple colors, allowing installers to color-match the decking for a clean, uninterrupted look.

CUSTOMIZABLE PRIVACY SCREEN A new, customizable screen system to add privacy has been introduced by Deckorators.

The Deckorators Privacy Screen system allows homeowners to introduce both design elements and seclusion to outdoor living spaces by mixing and matching screens, slats and decking.

DECKORATORS.COM (800) 556-8449

PRIMESOURCEBP.COM (800) 676-7777

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ALUMINUM DECK FRAMING STRIKE FORCE Fully redesigned with improved handle durability, anti-rotational face, and replaceable colored grips, the new TIBONE Titanium Framing Hammers from Stiletto give framers, remodelers and construction professionals the durability and customization options they demand on the jobsite.

The new lineup includes two 14-oz. and two 15-oz. hammers, each available with a replaceable milled or smooth steel face, a mallet cap, and replacement grips in six color options.

TimberTech’s new Aluminum Framing offers homeowners a solid deck substructure that will not split, rot or decay, meaning a long life and 25-year limited product warranty. Builders are provided a full solution with engineered components designed to work together and install easily.

Compatible with all TimberTech decking and railing systems, the new framing is made in part from recycled aluminum and can be reused or recycled at end of life.

And, because it’s made of aluminum, it’s a better choice for fire-prone regions than wood framing.

STILETTO.COM (800) 987-1849

TIMBERTECH.COM (877) 275-2935

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MODULAR SHELVING IN A JIFFY

UNIVERSAL DECK CLIPS

The new Yosemite Shelving system quickly transforms untapped garage space into usable storage with just Yosemite Brackets, 2x4s and plywood.

Crafted using injection molding from an engineering-grade polymer, each patent-pending bracket is load-rated to 250 lbs., meaning a single shelf can support 1,000 lbs or one-half ton of weight. All hardware is included with each four-pack of brackets.

The brackets hold themselves in place while you prep your build and, because all six screws face inward, shelves can be installed from a single side. Brackets come in Granite Gray or River Sand.

Designed to fit any board in any deck pattern, National Nail’s new CAMO Wedge and WedgeMetal clips reportedly deliver a faster, easier, better installation.

Clips are pre-assembled for one-pass fastening and stay in the groove until you’re ready to fasten for one-handed installation. They are also reportedly the strongest clips on the market in reducing lateral movement and uplift holding power.

Wedge clips are versatile, for use on grooved composite, PVC and hardwood deck boards. They boast a 316 Stainless Steel Marine Grade screw and gusset, offering the best corrosion resistance for coastal applications or projects in highly corrosive environments.

WedgeMetal clips feature a 410 Stainless Steel drill point screw for use on 14-18GA metal joists.

PR.GO2.FUND/YOSEMITESHELVING (704) 313-9319

CAMOFASTENERS.COM (800) 968-6245

, ,

PROGRAMMABLE LED LIGHTING KIT Aurora DIY Plug & Play Smart LED Kits are designed to incorporate permanent custom lighting into any home or outdoor living space. Powered by Neuterra’s Smart Lighting Technology, the kits make it easy to create custom colors and lightshows for everyday or special occasions.

Each kit contains 60 ft. of colored LEDs, easy-to-install aluminum channel, cables, controller with app and outdoor-approved power adapter.

NEUTERRALIGHTING.COM (972) 799-3400

building-products.com

SOLID BLACK SHOU SUGI BAN Nakamoto Forestry’s shou sugi ban wood siding is now available in an Acrylic Black finish that reportedly will maintain its color integrity over time.

With its specialized solid coating, the finish ensures long-lasting color retention, resisting weathering effects that can cause shou sugi ban to naturally patina over time. It is offered with the Gendai and Pika-Pika product lines.

NAKAMOTOFORESTRY.COM (503) 512-6780

December 2023

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WOOD-TO-STEEL SCREWS

Through a strategic collaboration with the Phillips Screw Company, Trex is adding more than 120 new SKUs to its Trex Hideaway Fastener Collection.

While Trex has offered its popular Hideaway fasteners for years, they now provide a solution for every composite deck fastening need.

Additions include: color-matched decking screws, counterbore bits, depth setters, collated decking and fascia plugs, the Trex Enhance scalloped decking plug system, a butt joint clip, and HEXSTIX technology built into every drive bit and depth setter, so screws hang on drivers like a magnet to deliver a stable and wobble-free drive experience.

Simpson Strong-Tie has extended its line of StrongDrive TF Wood-to-Steel screws with options for increased corrosion resistance, particularly in trailerfloor applications.

Designed for performance and productivity in highpaced environments, the screws eliminate the need to predrill and install 26% faster than traditional predrill and hand-drive methods. The load-rated structural fasteners are engineered to bore through wood and into steel up to 15/32” thick.

They feature a flat head with nibs for easy countersinking and pull-through resistance, along with a #5 drill point with wings to bore through the wood member before engaging with the steel. A six-lobe recess provides for secure driving, and self-tapping threads securely fasten into the steel member.

TREX.COM (800) 289-8739

GO.STRONGTIE.COM/PROSHD (800) 999-5099

TREX-BRANDED FASTENERS

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TWO-FACED PROTECTION Barricade Building Products now offers the ThermoPro Rigid Insulation System in two variations: the metallic reflective facer and the poly facer with a clear facer on the back.

The system is designed to provide exceptional thermal performance without the need for transitioning to 2x6 studs, enabling builders to meet the new 2021 IECC code requirements seamlessly.

With the metallic reflective facer, it actively addresses moisture management concerns while ensuring optimal energy efficiency. Similarly, the poly facer with a clear back facilitates a balanced approach, offering durability and enhanced structural support, along with an increased focus on environmental sustainability.

SUPER GROUT A new premixed, single-component grout from Custom Building Products is reportedly easier to spread than traditional grout and easier to clean than cement or epoxy grout.

Available in 40 designer colors, Prism SCG Ultimate Performance Pre-Mixed Single Component Grout is efflorescence free and crack resistant with no sealing required.

CUSTOMBUILDINGPRODUCTS.COM (800) 272-8786

BARRICADEBP.COM (877) 832-0333

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SUMMER, ALL YEAR LONG

TO EXPLORE ADVERTISING, CONTACT:

(714) 486-2735 Chuck Casey ccasey@526mediagroup.com nkosan@526mediagroup.com Nick Kosan John Haugh jhaugh@526mediagroup.com building-products.com

Target Outdoor Living Contractors through Deck Specialist magazine and Deck-Specialist.com

December 2023

• the merchant magazine • 39

ROCK SOLID SO. CAL. DEALER SHOW Some new wrinkles and a welcome return to San Diego helped to invigorate the West Coast Lumber & Building Material Association’s annual convention, held Oct. 18-20 at the Hard Rock Hotel.

Themed “Building a Rock Solid Foundation,” the event introduced a series of TED Talk-style presentations geared to the lumber industry. The fast-paced, 15-minute format featured Hayward Lumber’s Bill Hayward on “Build Better for Health,” Craig Webb on futuristic LBM technologies, Dr. Shiling Pei on Mass Timber

Seismic Test, and Bradley Hartmann on ChatGPT. Also well received were researcher Matt Saunders’ construction forecast; a trio of panel discussions, covering HR, government regulations, and key issues impacting the LBM industry, and an inspirational message from NFL legend Rocky Bleier, who overcame debilitating Vietnam War injuries to become a championship running back for the Pittsburgh Steelers.

Attendees uniformly praised the event and look forward to the momentum continuing.

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10 WCLBMA annual convention Master of Ceremonies [1] Bradley Hartmann moderated a ”key issues” panel discussion featuring Humboldt Sawmill/ Allweather Wood’s Bob Mertz, Healdsburg Lumber’s Jill Gaylor, International Wood Products’ Josh Hamilton, and Ganahl Lumber’s Brad Satterfield. [2] NFL legend Rocky Bleier motivated the crowd. [3] Jose Escoto, Clayton Eddy. [4] Cory

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Boisoneau, Jill & Chris Gaylor. [5] Jason Schulze, Stephanie Barrios, Elliot Piltzer.

[6] Jodi & Brian Bunt, Dan & Katie Delaney.

[7] Benjamin Buslach, Josh Hamilton, Phil Tachiki, Steve Stone. [8] Kristen Lockhart, Josh Coyne, Cheryl Meyer. [9] Kobe Jacobs, Jordan Lynch, Paul Roche.

[10] Jerry Bold, Jere Glass. [11] Tom Von Moos, Linda Liu. [12] Matt Saunders, Brian Kennedy. (More photos on next page) building-products.com

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SOLID SHOWING for West Coast Lumber & Building Material Association’s annual convention (continued from previous page): [13] Annie Montey, Joe LaBerge, Cami Waner, Dean Johnson. [14] Rich Roberts, John Mensinger, Matt Endriss. [15] Brad Parsons, Rick Gosselin. [16] Erik Rossi, Abhi Singh.

[17] Josh Coyne, John Allen, Elliot Piltzer, Rick Deen. [18] Jodie Brixey, Rikka Brandon, Julie Van Groningen. [19] Jack West, Kim Bunce. [20] Sean Fogerty, building-products.com

WCLBMA CONVENTION Photos by The Merchant Magazine

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30 Emily Morgan, George Waddell. [21] Brad Satterfield, Brian Pierce. [22] Mike Meirowsky, Victor Crispin, Dean Kruschke. [23] Colin Klein, Jon Zeigler. [24] Thom Wright, Chris Carpenter. [25] Sam Patti, Roxanne Celentano. [26] Jerry Bold, Mia Yang, Jacob Carter. [27] Jay Bishop, Perryn Holtrop. [28] Tim Taylor, Jeff Pardini, Tim Dickison. [29] Alex Cousins, Barrett Burt. [30] Pete Meichtry, Travis Lund.

December 2023

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DECK EXPO HITS ITS MARK IN LAS VEGAS

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11 DECK EXPO again partnered with the Pool / Spa / Patio Expo to pack the Las Vegas Convention Center Nov. 13-15. [1] Mark Guthrie, Logan Carlson, John McMahon.

[2] David Huber, Vince Landseadal, Alex Makin. [3] Summer Shedarowich, Paris Debow. [4] Richard Bergman, Laurie Nixie, Rick Kost. [5] Stephanie Van Tieghem, Tim Ullery, JoAnne Brenzo. [6] The team from Digger Industries/Westbury Railing.

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[7] Shawn Feero, Mike Forfylow, Bill Ross, Greg Reed, Marc Minne. [8] Kurt Hogard, Chris Johnson. [9] Quinton Weber, Andrew Pantelides, Jim Topliss, Joe Jacklin, Wes Kain. [10] Steve Getsiv, Keaton Smith. [11] Bryan Huexum, Doug Velgersdyk, John Brantley, Eric Wallace, Michelle Hendricks, Christopher Berg, Nick Larr, Alec Price, Mara Allen, Hanna Owens, Mike Sambrano. (More on next page) building-products.com

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DECK EXPO Photos by The Merchant Magazine

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MORE EXPO exhibitors (continued from previous page): [12] Mark & Victoria Stover, Brad & Stephanie Mrozinski. [13] Debbie Knepper, Jonathan McGoran, Tracy Nedzesky. [14] Milena Martinez Vega, Joel Westpon. [15] Butch Bernhardt, Jay Poppe. [16] Matt Hungerford, Michael Nachreiner, Steve Winters. [17] Julie & Pat Noonan, Mike Kunard, Bobby Parks, Mark Behnecke. [18] Tony Braida, Tom building-products.com

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26 McMahon. [19] Kenny Redman, Keith Bennett, Michael Heisler, Mo Shearer. [20] Dan Pettit, Tony Mcklem, Levi Tippetts. [21] Mackenzie Zera, April Edwards. [22] Kalvin Eden, Shane Chapman, Rob Mitchell. [23] Willow & David Settlemyer. [24] Brett Kelly, Ryan Adamson. [25] Sean Ryan, Alex Acevedo, Lainie Sleppin. [26] Joe Schuster, Jason Carlson.

December 2023

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NAWLA chairman Steven Rustja welcomed members to the annual Traders Market, which set up shop for the first time in Columbus, Oh.

NAWLA TRADERS MARKET DISCOVERS COLUMBUS Instead of a large metropolis like Dallas, Chicago or Las Vegas, for the first time the North American Wholesale Lumber Association held its annual NAWLA Traders Market in a comparatively smaller town—Columbus, Oh. Yet any apprehension on the part of attendees or exhibitors that the Nov. 8-10 event might in any way be less than in previous years quickly evaporated.

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SPORTS STARS appearing at the Traders Market: [1] Ohio State University football great Archie Griffin and NFL reporter Ashley Fox. [2] Garth Williams, Robert LePage, Brian Benson, Mike Stevens. [3] Chris Leslie. [4] Craig Crafton,

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Attendees roundly praised the attendance, energy and opportunities. In fact, the fewer-frills setting only served to accentuate what makes the Traders Market such a powerful opportunity: wholesalers and manufacturers meeting face to face to forge deeper relationships. It’s not about the razzle dazzle outside, but the deep connections fostered on the showfloor.

Expect more of the same next fall in Phoenix, Az.

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Kevin Murray. [5] Tigran Makarian, Jeff Easterling. [6] Steven & Elizabeth Rustja.

[7] Jay Poppe, Meghan Kavelman.

(More photos on next 3 pages) building-products.com

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18 TRADERS MARKET exhibitors (continued from previous page) included: [8] Cami Waner, Greg Mitchell, Dean Johnson, Joe LaBerge. [9] Rich Mills, Holly Elliott, AJ Webb. [10] Greg Johnson, Brad Lander, Joe Buttice, David Bivens. [11] Kevin Smith, Daniel Libolt, Chris Knowles. [12] Ben Sluder, Raymond Weidner, Brian Johnson, Rick Kohnhorst. [13] Frank Peterson, JP Perez, Jamie Kreiser. [14] Manuel Kohler, building-products.com

NAWLA TRADERS MARKET Photos by The Merchant Magazine

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19 Felipe Magofke, Patricia Diaz-Valdes. [15] Bill Christou, Zach Wich, Laurens Van Kleef, Matt Kenton. [16] Charlie Jourdain, Dennis Mazorra, Laurie Creech, Adam Steinbuck, Ryan Williams, Jason Faulkner. [17] Travis Owen, Thomas Compa. [18] Adam Cooley, Ed Langley, Rick Mueller, Mike McInnes. [19] Kevin Stanton, Jan Kimble, Molly Bull, Jon Frye. (More photos on next 2 pages) December 2023

• the merchant magazine • 45

NAWLA TRADERS MARKET Photos by The Merchant Magazine

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AT THE NAWLA Traders Market in Columbus (continued from 2 previous pages): [20] Matt Duprey, Keith Pruden, Jack Bowen, Aaron Schute. [21] Matt Johnson, Leslie Southwick, Lee Greene. [22] Andrew Romano, Ralph Schmidt. [23] Anthony Muck, Barry Hodgkin, Jordan Lynch. [24] Steve Thurber, Rebecca Richey, JD Dombek. [25] Kevin Dodds, Grant Phillips. [26] Garrett Mahigan, Jeff Wiesner.

[27] Brad Schneider, Nick Maute. [28] Amanda Humann, Dawn Flynn. [29] Taj

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Grewal, Al Fortune, Gruinder Grewal. [30] Crystal Gauvin, Paul Jannke. [31] Alex Staalner, Claus Staalner. [32] Tricia Dauzat, Kristie McCurdy, Lori Byrd, Kelly Matthews. [33] Curt Stuckey, Bill Price, Mark Hoffman. [34] Robin Gardner, Emily Russ. [35] Alex Beyer, Lauren Theriot, Steve Firko. [36] Danny Osborne, Emily Beckley, Rob Rowe.

(More photos on next page) building-products.com

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MORE Traders Market attendees (continued from 3 previous pages): [37] Joel Lambert, Steve Cheatham. [38] Britney Grabigel, Rindy Learn, Karlie Ebert, William Ramos. [39] Taggert Whittaker, Marc Saracco. [40] Mark Sweats, Kaylana Crook, Natalie Heacock, Matt Bruno, Chelsea Zuccato. [41] Jim Vandegrift, Paul Grabarek, Kirk Todish. [42] Ryan Tortorich, Marc Geale, Bryonna Lieser. [43] Chris Barber, Bo Hammond. [44] James Russell, Steve Anderson. [45] John building-products.com

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NAWLA TRADERS MARKET Photos by The Merchant Magazine

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Finnegan, Jason Lewis, Eric Reppermund. [46] Jay Penney, Matthew Bruce. [47] Aly Kingsley, Chuck Casey, Cami Waner. [48] Skeet Rominger, Jeff Fantozzi. [49] Steve Snyder, Tayler Slaughter, Rick Yonke, Mark Kelly, Mark Swinth, Kevin Grindy.

[50] Chase Morrison, Mark Westlake. [51] Jeff Wiesner, Micah Lee. [52] Emily Bachand, Raymond Weidner. [53] Archie Griffin, Patrick Adams.

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------------| IN MEMORIAM Massimo “Mike” DeSimoni Sr., 90, owner of Channel Lumber, Richmond, Ca., and Adobe Lumber, American Canyon, Ca., died on Aug. 13.

Born in the Italian Alps town of Cercino, Mike and his family emigrated to America after World War II. A year later, at age 14, he began his lumber career, sweeping floors at a small yard in El Cerrito, Ca. He served in the U.S. Army during the Korean War. In 1966, Mike went to work for Channel Lumber, rising up the ranks until he ultimately purchased the company 16 years later. In the late 1970s, he founded Channel Properties, Napa, Ca., building apartments, offices and strip malls throughout Northern California. In 1990, he purchased Adobe Lumber, moving it from Petaluma to American Canyon.

His son, Michael DeSimoni Jr., continues as president of Channel Lumber; grandson Daniel DeSimoni as director of operations at Adobe Lumber; and granddaughter Bianca Simms as director of management of Channel Properties.

Charles Stanley Fowler, retired co-owner of B&C Ace Home & Garden Center, Grass Valley, Ca., passed away on Nov. 2. He was 96.

In his youth, Charles and his brother Don helped their parents run Builders & Consumers Lumber Co. When their father passed away in 1963, the brothers took over as partners. They later renamed the company B&C True Value Home & Garden Center, before switching to Ace. Charles officially retired on Jan. 1, 1991. The store has been owned by Charles’ daughter and son-in-law, Kim and Tom Janousek, and Don’s sons, Greg and Gary Fowler, since 1996.

Terry Lee Molyneaux, retired Southwest lumberman, passed away on Nov. 10 in Mancos, Co., one week after turning 70.

Terry worked in lumber sales in Angel Fire, N.M., and Crested Butte, Co., served as manager of ProBuild, Cortez, Co., and ultimately as Alpine, Tx.-based district manager over five stores for A.C. Houston Lumber Co.

Delver L. Mobley, 94, longtime transportation manager for Roseburg Forest Products, Roseburg, Or., died on Sept. 13.

After serving in the U.S. Navy, Del earned a business degree from the University of Oregon. Upon graduation in 1954, he joined Long-Bell Lumber’s sales training program in Weed, Ca. He worked for Long-Bell

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Roger George Cantwell, 85, Utah lumberman, died on Nov. 9.

In 1954, Roger joined the U.S. Navy, serving until 1958. His youth was spent working at the family lumberyard, Cantwell Brothers Lumber, Smithfield, Ut. He later opened his own yard in Perry, Ut., and in time his sons joined him. Before retiring, he and his wife, Gwen, also owned and operated a horse supply store.

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in Longview, Wa., and Lake Oswego, Or., as a scout sourcing fir and pine logs, until he joined the sales team at Roseburg in 1956. A decade later, Del was named transportation division manager, retiring more than 30 years later at age 65.

Voyd Thurl “VT” Boyd, founder of Choice Building Supply, Cortez, Co., and several other Colorado-based building material companies, passed away on Oct. 31 at the age of 94.

VT spent his entire life, starting from age 14 in the timber and lumber industry. He established and owned Colorado Forest Products, B&H Lumber, Boyd Trucking, Escalante Lumber (which later became Choice Building Supply), and North Fork Lumber. In 1988, he purchased Grand Mesa Lumber, Delta, Co., and renamed it North Fork Lumber & Supply.

VT also served three terms as mayor of Dolores, Co., starting in 1968.

ALASKA HARDWARE STORE ADDS SPACE FOR WOODWORKERS Alaska Industrial Hardware, Anchorage, Ak., has added a space in its store for local woodworkers.

Woodworking classes will be held in the space, and the store has provided about $15,000 in tools that visitors can use.

The Alaska Creative Woodworkers Association hopes the area will help children and young people become more interested and proficient in woodworking.

building-products.com

------------| DATE BOOK

------------| ADVERTISERS INDEX PAGE

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

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C&E Lumber Co. www.celumber.com

West Coast Lumber & Building Material Association – Dec. 7, 2nd Growth holiday meeting, TopGolf, Ontario, Ca.; www. lumberassociation.org.

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CT Darnell Construction www.ctdarnell.com

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Huff Lumber Co. www.hufflumber.com

Cover III

Humboldt Sawmill www.mendoco.com

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Idaho Timber www.idahotimber.com

Cover I

International Wood Products www.iwpllc.com

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Jones Wholesale Lumber Co. www.joneswholesale.com

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NAWLA www.nawla.org

Cover IV

Orgill www.orgill.com

5

Pacific Woodtech www.pwtewp.com

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Parr Lumber www.parrlumberchino.com

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Pelican Bay Forest Products www.pelicanbayfp.com

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Redwood Empire www.buyredwood.com

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Reel Lumber www.reellumber.com

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RoyOMartin www.royomartin.com

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Simpson Strong-Tie www.strongtie.com

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Swanson Group Sales Co. www.swansongroup.biz

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Timber Products www.timberproducts.com

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West Fraser www.westfraser.com/osb

Cover II

Western Woods, Inc. www.westernwoods.com

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Weyerhaeuser www.weyerhaeuser.com/distribution

Portland Wholesale Lumber Assn. – Dec. 8, Christmas luncheon, DoubleTree, Salem, Or.; portlandwholesalelumberassociation.org.

National Hardwood Lumber Assn. – Dec. 11-14, Hardwoods Processing 101, Memphis, Tn.; www.nhla.com.

Southern California Hoo-Hoo Club – Dec. 13, holiday meeting/golf, Los Serranos Golf Course, Chino, Ca.; www.hoohoo117.org.

Portland Wholesale Lumber Association – Dec. 14, Open House Ministries Homeless Shelter Family & Kids’ Christmas Party, Portland, Or.; www.portlandwholesalelumberassociation.org.

North American Deck & Railing Association – Jan. 3-5, summit, Wyndham Grand, Clearwater Beach, Fl.; www.nadra.org.

National Hardwood Lumber Association – Jan. 8-March 1, inspector training school, Memphis, Tn.; www.nhla.com.

Western Pallet Association – Jan. 12-16, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org.

Associated California Loggers – Jan. 22-24, 50th annual meeting, Peppermill Resort Spa Casino, Reno, Nv.; www.californialoggers.com.

Sacramento Hoo-Hoo Club – Jan. 23, initiation meeting, The Officers Club, McClellan, Ca.; www.hoohoo109.org.

American Fence Association – Jan. 23-26, FenceTech, Nashville, Tn.; www.americanfenceassociation.com.

International Surface Event – Jan. 23-26, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

Black Bart Hoo-Hoo Club – Jan. 24, Industry Night, Broiler Steak House, Ukiah, Ca.; www.hoohoo181.org.

Humboldt Hoo-Hoo Club – Jan. 25, crab feed, Eureka, Ca.; www. hoohoo.org.

National Association of Wholesale Distributors – Jan. 30-Feb. 1, executive summit, Fairmont Hotel, Washington, D.C.; www.naw.org.

BUDMA – Jan. 30-Feb. 2, international construction & architecture fair, Poznan, Poland; www.budma.pl.

Northern Utah Home Show – Feb. 2-3, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com.

Colorado Springs Home & Landscape Expo – Feb. 2-4, Norris-Penrose Event Center, Colorado Springs, Co.; www.homecentershow.com.

True Value – Feb. 2-4, Spring Reunion show, Ernest N. Morial Convention Center, New Orleans, La.; www.truevaluecompany.com.

Cameron Ashley Building Products – Feb. 4-9, dealer show, Loews Royal Pacific Universal, Orlando, Fl.; www.cameronashleybp.com.

Sierra-Cascade Logging Conference – Feb. 8-10, Shasta District Fairgrounds, Anderson, Ca.; www.sclcexpo.com.

Batibouw – Feb. 17-25, Brussels, Belgium; www.batibouw.com.

Orgill – Feb. 19-March 3, online buying event; www.orgill.com.

Southern California Hoo-Hoo Club – Feb. 21, initiation/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

Western Wood Preservers Institute – Feb. 21-22, winter meeting, Vancouver, Wa.; www.wwpinstitute.org.

Oregon Logging Conference – Feb. 22-24, Lane County Events Center & Fairgrounds, Eugene, Or.; www.oregonloggingconference.com.

Orgill – Feb. 22-24, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com.

International Builders Show/Kitchen & Bath Industry Show – Feb. 27-29, Las Vegas, Nv.; www.buildersshow.com. building-products.com

December 2023

• the merchant magazine • 49

------------| FLASHBACK

81 YEARS AGO THIS MONTH

FLASHBACK:

LONGING FOR A WHITE CHRISTMAS EIGHTY-ONE YEARS ago, millions of countrymen were away at war, and found a trace of solace in the No. 1 song back home, Bing Crosby’s wistful “White Christmas.” This backdrop inspired Jack Dionne, publisher of The California Lumber Merchant, to reflect on “Longing for a White Christmas” in the December 15, 1942 edition: Perhaps it was the infectious tones of Bing Crosby that crooned that song about “Longing for a White Christmas,” into the front rank of national music popularity in the past few weeks.

Or perhaps it was the deep yearning of the human soul to know once again that peace that has for centuries seemed to be the chief ingredient of the true spirit of Christmas; that peace of mind and of soul that seems so terribly remote and far off to us today.

It seemed so natural in those days to speak of “that peace that passeth all understanding;” so easy to understand the words of John when he wrote that “we are all the sons of God, and it doth not yet appear what we shall be.” We raised our minds and hearts at Christmas time to thoughts of the White Christ, never dreaming that the Four horrid Horsemen would soon ride roughshod over this earth again. bringing more horrors in their wake than had ever been heard of before, and fairly erasing from the minds of men the bloody memories of the Goths, the Visigoths, and other monsters of the past.

So that now, as we find the world of men over all the continents and in all the seven seas preparing for the reddest, bloodiest, saddest Christmas within the memory of man, it is no wonder that this peace-loving nation should raise its voice and sing from its very soul its “longing for a white” and peaceful Christmas.

And there is also a bit of a sob in most of our hearts as we sing, or hear sung, that other popular tune of the moment: “When the lights go on again all over the world.” Truly the harpies of despotism have dimmed the lights of the world, and instead of a “white Christmas” we find the armies of civilization battling against

a threatened blackout that would never end.

We have known no Christmas like this before, neither during the First World War, nor even during the days of Valley Forge. This is so much bigger, blacker, more heart-rending than anything the Christmas greetings on the December past can point to. All over the world 1942 cover from George R. Ream Co., Los millions of our boys in the armed Angeles, the Southern California distribuservices have bared their bosoms tion arm of plywood manufacturer Harbor to the blast of war, or are preparing Plywood Corp., Hoquiam, Wa. to do so in ever greater numbers.

All over the seas, our ships fight the courageous fight. War, with all its hatreds, its passions, its unspeakable vioabout us to­day, real merriment could find lence, its sad glories, has the world tight no home. Over too many strong and galgripped in its monstrous tentacles. lant hearts will fall a shadow that mixes Feats of arms as brilliant as ever and mingles not with merriment. thrilled the soul of patriotism and Let this be, rather, a courageous heroism, have already been performed Christmas; a hopeful, determined, a thousand times by young Americans. prayerful Christmas. For on the occasion Every report brings true stories of surof the birth of that splendid Carpenter, passing valor. That glory-kissed emblem, this year this nation will turn as it has the Stars and Stripes, is being upheld by never turned before, in awful reverence as gallant men as ever lifted her folds on and in sorrow unspeakable, to something high. The strength “that cometh from on more powerful than blitzkreigs—more high” powers the arms of these millions potent than Stukas; that Power that can of boys who spring from the loins of a make the wrong things right; that can heroic race, and whose names and deeds turn weeping into laughter, the joy of the will bloom through the ages that are to morning for the woe of the night. come.

Lincoln said that he was often forced But glory has exacted costly tribute. to his knees because there was nowhere The casualty lists grow. In thousands else to go. This once carefree nation will of homes in this land at the coming go to its knees this Christmas as it has Christmas, there will be only the sadnever done before, and turn for comfort dened memory of a loved one who is not and aid in these dark days to Him who coming back. There will be thousands of said: “As thy day, so shall thy strength loving hearts which will never again hear, be;” that Power that is higher than the except in happy dreams, the footsteps of stars, wider than the skies, deeper than return. the seas. And we shall make our appeal In millions of other homes there will for delivery from this time of darkness in be hearts not light, because of the boys the name of Him whose birthday gave us in uniform who are somewhere in danChristmas. If moral forces are to continger; hearts that hope, and lips that pray ue in this world: if they are to sway it and that those boys may be safe. control it and avoid another era of the So this can hardly be a “Merry ChristDark Ages, then faith and courage must be the rods we lean most upon. There mas.” As we go about our affairs on that are no substitutes. great anniversary, we will no doubt utter the grand old wish—”Merry Christmas, Let us then get ready for a couramy friend.” But it will be largely a matter geous and a prayerful Christmas rather of lip service—of following old customs— than a merry one; for a victorious New using old words. For in the world we see Year, rather than a jovial one.” MM

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