The Merchant February 2017 by 526 Media Group

FEBRUARY 2017

The

MERCHANT

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

SECRETS FOR BETTER BUYING • OSB FORECAST • DECKING & RAILING TRENDS

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CONTENTS February 2017

Volume 96 n Number 2

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Feature Story

Special Features

Departments

10 SECRETS FOR BETTER BUYING

12 INDUSTRY TRENDS

8 ACROSS THE BOARD 22 COMPETITIVE INTELLIGENCE 24 OLSEN ON SALES 26 EVANGELIST MARKETING 36 SELLING WITH KAHLE 44 MOVERS & SHAKERS 50 NEW PRODUCTS 54 ASSOCIATION UPDATE 56 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 56 ADVERTISERS INDEX 57 DATE BOOK 58 FLASHBACK

PROFITABILITY IS NOT ONLY HOW

DR. DECKS ON WHAT TO WATCH IN OUTDOOR LIVING FOR 2017

MUCH YOU SELL AND AT WHAT PRICE, BUT ALSO HOW EFFICIENTLY YOU BUY.

EIGHT PURCHASING AND TRADING EXPERTS SHARE 51 QUICK STRATEGIES TO BUY BETTER.

14 PRODUCT SPOTLIGHT

STAINLESS STEEL GOES FROM INSIDE TO OUT

16 INDUSTRY TRENDS

WOOD TOPS DECKING FORECAST

18 INDUSTRY TRENDS

FEBRUARY 2017

The

MERCHANT

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WHAT TO STOCK TO MAKE DECK UPDATES SIMPLE

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

SECRETS FOR BETTER BUYING • OSB FORECAST • DECKING & RAILING TRENDS

20 PRODUCT SPOTLIGHT

OSB FACES MORE RESTARTS

32 NAWLA: THINKING AHEAD

TRICKY COMPLICATIONS FOR SUPPLIERS SELLING TO BIG BOXES

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

46 EVENT RECAP

BIG BUZZ AT BOOMING IBS

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4 OF THE 17 WAYS

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OUR BIRTHDAY MARKS 60 YEARS OF TOTAL COMMITMENT TO YOUR SUCCESS: Founded in 1957, we are committed to our customers' success now and into the future. Engineered lumber, plywood, particleboard and lumber are all we make, and our people constantly look for ways to say "Yes!"

Download “17 WAYS TO GROW in 2017” at www.bc.com/ewp/17ways Please contact your Boise 6 2 17 Cascade Area Manager 10 14 4 or closest distributor 12 1 to continue the 17 WAYS T O conversation. IN 2017GROW .

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Vice President, Marketing & Circulation Shelly Smith Adams sadams@building-products.com Publishers Emeritus David Cutler, Alan Oakes Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Dave Kahle Contributors Jennifer Coskren, RISI Jase DeBoer, Deckorators Jason “Dr. Decks” Russell Sabrina Seccareccia, Gracious Living Michelle Labovitz, Dominique Lescalleet, and Hilda Queiroz

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THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS

OSB ON THE RISE • REDWOOD & CEDAR • UMPQUA VALLEY RECAP

Trusted Brands, Trusted Performance

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

2017: THE YEAR AHEAD • WESTERN WOOD PRODUCTS • IMPORT DUTY CONFLICT

Director of Sales Chuck Casey chuck@building-products.com

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ACROSS the Board By Patrick Adams

What do you do?

S YOU CAN probably guess from the amount of news, information and event coverage we provide, our team spends a LOT of time on the road! I was on a flight recently and the woman sitting next to me asked one of the normal airplane questions, “So, what do you do?” Perhaps it was exhaustion from several action-packed days at IBS, but the question made me think. I’ve been asked this question hundreds of times on flights over the past couple of decades, but this time the answer didn’t seem as straight forward. I replied, “Do you want the simple answer or the more interesting explanation?” With a curious look on her face, she said, “We have the next five hours until we get to LAX, let’s make it interesting!” I’m a lucky guy because I get up every morning and think about this very thing. It is a heavy weight that I carry with pride and work hard to get better at every day and I share it because many of us “do” the same thing. Have you actually spent time considering “what you DO?” First and foremost, I am a provider and protector. I have an amazing family that every day has me wondering what I did to be so fortunate. I think about how to make decisions that assure my family is provided for today, tomorrow, through our lives, and hopefully my children’s lives—and one day their children, too. I think about how to provide an example and experiences that will serve them all to have fuller, happier lives that make them confident and prepared to tackle anything that life presents them with. I work to be a role model that makes my wife proud and that my children will someday look up to. I don’t always succeed at this, but I admit when I fall short and try to show how we can learn from our mistakes. I’m also an employer. I have an amazing team for whom I try to provide an exciting, interesting and fulfilling place where they’ll spend the majority of their time each day. It weighs heavily on me that during this time, they are away from their family and friends. That their time at work shapes how they feel about themselves and the mood they go home in. I think how this mindset can affect how they interact with their spouse, their children, and their community, and how if their passion for work can extend beyond the workplace, how much better the world around them can be. I also think about how if I take this responsibility for granted, their jobs and lives could be jeopardized. I am also responsible for serving an entire industry. I hold the role of our publications as an industry resource very seriously. For over 95 years, leaders have trusted us to provide the “real news,” information and advice they con-

sider to make good decisions for their employees and customers. I believe there is no shortcut for this and the responsibility of providing trusted journalism is a great honor that an industry bestows on very few. Very early in my career, a wise, successful man told me this: “My success in life is measured by many roles and has come from only one thing. I have never been the smartest, the luckiest, or the wealthiest. My only advantage has been that I was always willing to work harder than anyone else at doing the things nobody else cared to do.” What do I do? It’s not an easy question to answer, but I know I get up every day excited about challenges and responsibilities of the day ahead. I’ve spent a lot of time on the road in this industry sharing time with all of you. I know that we have this in common from our discussions, from how your staff is proud at their longevity in their respective roles, and how each of our discussions inevitably lead to mention of your family, your employees, your community, and this industry that we hold so dearly. As we landed in L.A., my seatmate smiled: “I got onto this plane thinking how much I’m tired of traveling. Now, I’m going to go home and wake up tomorrow thinking about how lucky I am to have so much responsibility.” I hope for just two things for all of you as we enter another year—that in your work you feel as fortunate as I do to serve. And, second, that you’re never unfortunate enough to sit next to me on a plane and ask a simple question like, “So, what do you do?”

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

The Merchant Magazine

February 2017

Building-Products.com

FEATURE Story Compiled by David Koenig

51 secrets for better buying P

ROFITABILITY IS NOT only how much you sell and at what price, but also how efficiently you buy. The Merchant Magazine asked a number of purchasing and trading experts for simple ways LBM retailers and wholesalers can buy better.

5 Buying Tips for Moving Markets By James Olsen, Reality Sales Training (realitysalestraining.com)

1. Christmas-Tree buying. When the market hits bottom and moves, we make our biggest purchase. As it continues to climb, we continue to buy, just a little less each buy back until it tops out. In this way we are always “in the market” but mitigate risk. 2. Be a player. No matter our size, we have a number we will pay when we talk to suppliers. Suppliers hate to be “shopped” and while they prefer to get their price, will respect and deal honestly with those who will “give a number.” 3. If we want to buy at the bottom, we have to buy on the way down. Those who wait to “pick the bottom” always miss it. Making aggressive offers in down markets will keep us in the game and will help us buy below the bottom. If the majority of the market bounces at $350, some of the offers that were made the day before at $320 and $340 were accepted. Note: Make sure our offers are aggressive enough in down markets. Too many “good deals” turn into “goo deals” because the original offer was too generous. 4. Historical spreads. If 2x4 16’ normally trades at a $30 premium to 14’s and we can pick them up for a $20 premium, this is a good deal. We watch for these kinds of spreads all the time, but especially when markets bottom. Spreads happen across lengths, species and qualities of

The Merchant Magazine

February 2017

stock. Spreads go both ways whether we are looking at premium vs. average stock or average vs. premium. If the current spread is advantageous vs. history, buy it. 5. Discount tallies, grades and lower quality products. Discounted items usually bring an even bigger discount in down markets. Picking these items up at the bottom creates margin opportunities.

5 Golden Rules of Buying for Retailers By Marie-Louise Jacobsen, Retail Management Solutions and author of How to Succeed in the Retail Industry

1. A retailer must map out its seasonality. Determine which months/periods consumers will be shopping building material and what will be the most likely items these shoppers will be looking to buy. 2. Think in terms of just-in-time inventory rather than just-in-case inventory. This is linked to the retailer’s months stocks on hand and their average monthly stock turn—by category, by class, and in some cases down to the unique SKU. 3. Monitor sell-throughs. Sell what you stock and stock what you sell. 4. Bulk purchases can lower the cost; however, be mindful of the quantities involved. 5. A key matrix to determine the desired inventory level is by calculating one’s stock turn. For a six-month buying plan, add all month-end stock holding, divide that total by six to get the average inventory, then take the average and divide that by the six-months planned sales. That will determine how many months-stocks on hand you have or are carrying at any given time during that period. The stock turn is linked to the retailer’s ROI, so it’s quite important.

Building-Products.com

10 Criteria for Selecting Vendors By Purchasing & Procurement Center (purchasing-procurement-center.com)

1. Years in business. You need to know that the company is established and ready to service your requirements. 2. Ability to constantly supply products or services. A vendor that has supply issues will affect your ability to supply your customers. 3. Range of products offered. 4. Flexibility to allow changes in orders or product lines. Does the vendor penalize businesses that need to change their orders? 5. Testimonials and references. These are valuable if you can check that the vendor is reliable and as they purport to be. 6. Sustainability and financial stability. The last thing you want is to have to change your vendors quickly because one of them has gone out of business. 7. Prices. Are discounts negotiable? 8. Delivery times. You need to know that deliveries can be made where and when you want them. 9. Terms of business. Payment terms are particularly important as they impact upon your cash flow. 10. Customer service. Always an important part of any relationship. What is the availability of ordering and help staff? Are they cordial, professional, knowledgeable and easy to contact?

4 Reasons to Buy National Brand Merchandise By McGraw-Hill/Irwin

1. Helps dealers build their image and traffic flow 2. Reduces marketing/advertising expenses 3. More desired by customers 4. Easier to return or dispose of excess merchandise

4 Reasons to Buy Private Label or Generic Merchandise By McGraw-Hill/Irwin

1. Unique merchandise not offered by competitors 2. Exclusivity boosts store loyalty 3. Difficult for customers to compare price with competitors 4. Higher margins

4 Ways to Avoid Overbuying Merchandise By Bob Phibbs, The Retail Doctor (retaildoc.com)

1. Know your stock. Keep your best-sellers in stock by monitoring your POS category reports. Check sales within each category every week, and balance to outstanding orders. 2. Cull your stock. Cut those that continue in the bottom 20%—even if you really “love it.” 3. Plan your stock. Before buying anything, make sure Building-Products.com

you know what it will replace. Impulse is for customers, not store buyers. 4. Build to your stock level. Come up with an optimal level of merchandise based on your POS reports, your merchandise turn, and profitability—then create your open to buy and buy to fill.

4 Questions to Improve Vendor Collaboration By Charles Dominick, Next Level Purchasing Association (nextlevelpurchasing.com)

1. “What can we do to be a better customer?” 2. “What requirements of ours force you to jack up your price?” 3. “What do other customers of yours do well that we don’t do well or don’t do at all?” 4. “How can we collaborate to take cost out of the supply chain so that both of our organizations can be more profitable?”

5 Advantages of Localized Buying By Pearson Education (pearsoned.com)

1. Closer knowledge of each location’s true requirements 2. Transporation costs can be reduced when product is shipped direct to an individual location instead of first to a central warehouse 3. Reduced lead time 4. Improved coordination with local production schedules 5. Promotes democratic management practices

7 Advantages of Centralized Buying 1. Greater quantity discounts 2. Bulk buying strengthens the bargaining position of buyer, resulting in better prices, greater discounts, and more agreeable terms. 3. Reduced inventory carrying costs 4. Fewer, larger shipments translate to lower transporation costs per unit 5. Elimination in duplication of efforts in buying function and standardization of buying activities 6. Centralized records can be kept of all purchases 7. Easier for suppliers to know whom to contact/fewer points of contact for suppliers

3 Tips for Retail Buying By Karen Tryman, National Association of Retail Buyers (narbuyers.org)

1. Look at analytics to see what’s trending in the industry and market. 2. Don’t second guess yourself. Go with your gut. You know what your demographics are and who your customers are. If you have to talk yourself into it, don’t. 3. Tread carefully. Test first. Respond to the results.

February 2017

The Merchant Magazine

INDUSTRY Trends By Jason “Dr. Decks” Russell

Cutting-edge deck trends for 2017 W

remain a place to congregate and enjoy the great outdoors, here are 10 trends that are ready to takeoff this year. HILE DECKS WILL

Deck Board Bending Curves are becoming increasingly popular in the decking world, contradicting the antiquated idea that all decks must have square corners. Using a Seattle-based product called HeatCon, I am able to use the control box and two silicone heating blankets to gradually raise the temperature of the PVC decking board, which is why I like to use products like AZEK. Once I get it to the right temperature, the deck board can be manipulated to any shape the homeowner wants. Now that I’ve started doing curves, I don’t think I’ll ever stop.

Heating & Lighting to Extend Seasonality One thing that is definitely changing in the decking industry is the outdated idea that decks can only be used when it is warm outside. With more and more people thinking about their deck as an extension of their home, rather than just a place for summer barbeques, deck usage is extending deeper into the fall, and even into the winter in some cases. While temperatures might drop and days might be shorter, heating and lighting is a trend that is expected to pick up in the New Year. Ceramic style heaters allow for spot heating and fire pits continue to grow in popularity as additions to outdoor spaces, adding another level of warmth and comfort to extend the seasonality of your deck.

Decks Built for the Elements Because decks are predominately uncovered, they are exposed to any and all elements. Wooden decks might be cheaper up front, but they age at a faster pace with exposure to sun and moisture, requiring a lot of upkeep. Consumers are increasingly investing in decking materials that offer a slew of benefits and are longer-lasting.

Taking the Inside, Outside With new development in outdoor building materials and the increased use of technology, deck owners can enjoy more of their day-to-day activities outdoors. Outdoor

The Merchant Magazine

February 2017

NEW DECK project incorporates board bending and several other hot outdoor living trends. (Photo by AZEK/TimberTech)

kitchens are gaining in popularity, and to make the deck usable even when the weather might not be perfect, I expect to see a lot more covered area spaces. With the decreasing price of televisions, outdoor entertainment systems are more popular with waterproof audio systems allowing for the complete entertainment experience outside. The decking area has transitioned from a place to eat dinner and go back inside into a place to spend the entire night entertaining.

Virtual Deck Design Before jumping into a big investment like a deck, many homeowners go back and forth on the idea before actually Building-Products.com

taking the plunge. Virtual deck design has become increasingly popular because it allows the customer to see what they are getting out of the investment before opening their wallet. Recently launched software tools and apps allow contractors and homeowners to visualize their dream deck designs before they are able to see the end result. There is really no need to go to work without a homeowner loving the 3D version before breaking ground.

Increase in Gray Decking Popularity Long gone are the days where all decks are wooden and brown. Manufacturers have released different paints and stains that are long-lasting and well-wearing, allowing homeowners to put more personality into their decks. Gray has become increasingly popular. AZEK and TimberTech, for example, offer eight different profiles of the color, and the neutral tone is expected to stay trendy for years to come as homeowners look for variety and differentiation in building their deck.

Fast Install No contractor wants to spend longer on a jobsite than needed. With a limited deck-building season for much of the country, builders want the fastest and easiest install possible so they can move on to the next project quickly. Light boards and railing options make one-person deck building possible. With a growing number of decks being built with each passing year, rapid, quality installs will no longer be just a luxury, but a necessity.

Drawing Inspiration from Interests The best decks draw inspiration from their surroundings—even if it’s a little outside the box! Pizza might seem like an unlikely base for a successful building plan, but the deck that was recognized by the North American Deck & Railing Association (NADRA) was inspired by a pizza oven. That’s just one example of a larger theme. People want their outdoor living space to reflect who they are. Whether it’s a love for sports, music, greenery, water elements, or cooking, homeowners want to truly enjoy their time out-

Building-Products.com

doors, and they will be tapping into existing interests for inspiration in their deck design.

Composite Decking Times have changed since homeowners were conditioned to simply tolerate wooden decks that became warped and splinted away as they aged. Composite decking has become increasingly popular over the years as deck owners realized that wood decks just don’t have the same longevity when it comes to withstanding rough environments.

Rooftop Spaces As populations continue to increase in urban environments, rooftop decking is becoming increasingly popular in order to maximize the amount of space at hand. In many cities, wooden decks simply can’t withstand the wear and tear of harsh climates. Now, with new products that allow rooftop decks to last through a wide variety of different weather climates, the concept is expected to be a growing trend in the year ahead. Building product manufacturers have taken notice and introduced different solutions to the trend, such as lighter weight boards to make rooftop installations easier and Class A flame spread ratings—great for urban settings. As manufacturers introduce more advanced products for consumers and contractors to use in their decking ventures, the options are endless. Homeowners are now able to invest in their outdoor spaces with ease, knowing they will be long lasting and usable through at least three seasons of the year. Long gone are the days when decks can only be enjoyed on a sunny day, thanks in large part to these new decking trends that are expected to pick up steam this year. – Jason “Dr. Decks” Russell has been in the decking building industry for 25 years, landing the nickname “The Rebel Contractor.” He most recently took first prize for Best Alternative Deck in NADRA’s annual competition.

February 2017

The Merchant Magazine

PRODUCT Spotlight By Michelle Labovitz, Dominique Lescalleet, and Hilda Queiroz

Stainless steel goes from inside to out N

OTHING CAPTIVATES attention quite like stainless steel. Any appliance that incorporates stainless steel becomes instantly more appealing, and any building that incorporates it into the design looks more innovative. Stainless steel is truly in a league of its own. A combination of durability, aesthetics, low maintenance, and sustainability makes stainless steel a go-to material for builders, remodelers, contractors, and other design-build professionals. The ever-growing demand for stainless steel has led manufacturers to focus on creating innovative and stylish outdoor products. As outdoor living and sustainability

STAINLESS STEEL cable railing systems provide a sleek, modern look, as well as high durability and easy maintenance. (Photo by Feeney)

The Merchant Magazine

February 2017

become increasingly important to the design community, these companies, among others, have uncovered unique reasons why stainless steel is such a widely popular building material.

Stainless Steel & Recycling “I definitely believe that sustainability is one of the more important factors in the popularity of stainless steel. I also think its durability and aesthetic appeal play into its growth,” explained Praveen Sood, retail and product marketing manager at Feeney, Inc., a company that specializes in stainless steel cable railing systems. Stainless steel is made from iron, chromium, nickel and molybdenum, making it easy and cost effective to recycle. According to the International Stainless Steel Forum, stainless steel is composed of 25% old scrap products, 35% new scrap that is returning from production, and 40% new raw material. As a result, it becomes a product with not only design appeal, but broad environmental appeal as well. Stainless steel is 100% recyclable with no degradation; a rare feat amongst building products. And, according to the ISSF, roughly 92% of stainless steel used in architecture, building, and construction around the world is recaptured and recycled at the end of the project’s lifetime. In addition, the Specialty Steel Industry of North America estimates that of the stainless steel produced in North America, the post-consumer recycled content rate is 75% to 85%. The reason this isn’t even higher is that the very long use cycle and increased demand for stainless steel have reduced the available supply of post-consumer recycled stainless steel. Sood explained that because so much building material often gets tossed away, stainless steel has the potential to play a big role in the recycling movement. Because of its extreme durability and long life-span, the amount of waste in landfills is significantly reduced. Additionally, due to its high scrap value, stainless steel rarely finds its way into disposal sites, but when it does, it has no damaging effect on soil or water. Therefore, stainless steel becomes an essential piece of the puzzle when it comes to the environmental consciousness movement. Building-Products.com

Stainless Steel & Durability Sustainability and durability go hand in hand. If a product claims to be sustainable but doesn’t have a long lifespan, can it really be considered “green?” Stainless steel boasts a balance of both. It is made to withstand the test of time and extremely harsh weather conditions, provided that it’s properly maintained. Because its products are available nationwide, Feeney has to ensure its products can endure harsh conditions from snow to salt water in the air, while maintaining the original design aesthetic. “While stainless steel is typically very low maintenance, people should always remember that it is stain-LESS—not stain-FREE—and will require some maintenance, depending on how and where it’s used,” Sood said. And, even though stainless steel does not chip or crack, it can tarnish and even corrode if not properly protected and maintained. Stainless steel maintenance, while necessary, is not a challenging task since companies like Feeney, Inc. produce stainless steel cleaners and protectants, such as its SteelRenewal and SteelProtect.

Stainless Steel & Design Versatility is also one of the many appealing traits of stainless steel, which begs the question: how is this material being used? Traditionally, stainless steel has either been used in kitchen appliances or as a conventional building material. But as it grows in popularity, the innovative ways it’s being utilized are also expanding, including in the realm of outdoor living. Though outdoor kitchen cabinetry may be made from 100% stainless steel, they don’t resemble the classic material commonly seen in everyday home appliances. “With competent design, stainless steel can be used for many more applications than typically thought. We are constantly asked if we can use the material in various innovative design projects,” said Mitch Slater, president of Danver Stainless Outdoor Kitchens. “The use of powder coat finishes enables us to design outdoor kitchens without sacrificing the style that is typically found indoors. This type of finishing technology allows us to create a look that you wouldn’t normally find, such as various wood grains or colors that allow for a seamless transition between the indoor and outdoor living spaces.” Without compromising style, manufacturers are able to create spaces that are welcoming, functional, and weather proof, which in conjunction have increased the popularity of outdoor living. Feeney is also at the forefront when it comes to incorporating stainless steel into its cable railing products. With nationwide distribution, the company has to ensure its products can endure harsh conditions from snow to salt water in the air, while maintaining the original aesthetic. “Just seeing the number of ways that companies are using the material has been interesting to watch,” said Sood. “It’s gone from primarily an industrial material, to consumer products, to residential and commercial interiors, and now we’re seeing it continue to grow into really innovative applications in building envelopes, exterior living spaces such as decks, and even landscaping. It’s proven to be incredibly versatile.”

Stainless Steel & Adaptability For any building product, adaptability is important. Gama Sonic, a manufacturer of solar-powered outdoor lighting, answered when customers longed for a modernBuilding-Products.com

MARKET DEMAND is leading to more and more outdoor lights made from stainless steel—but they’re also offered in a variety of different finishes and custom colors. (Photo courtesy of Gama Sonic)

style, durable, product by developing the Bollard, made entirely from stainless steel. This new addition to its already extensive line of outdoor lighting solutions is an energy and cost-effective solution for illuminating walkways, driveways, sidewalks. And, better yet, it features the company’s EZ Anchor Mounting System, making the installation process easy. “The main reason for creating this product was really a market demand. We know that people are looking for stainless steel fixtures, particularly for landscape lighting,” said Itay Parness, vice president of sales and marketing at Gama Sonic. “The natural sustainability of the material combined with our new solar LED bulb technology results in a highly energy-efficient, highly-green product.” Similarly, Danver is also experiencing increased market demand when it comes to stainless steel. “Since stainless steel has so many valuable traits, it’s the choice material for the design community. However, because we can change its appearance with different finishes and custom colors, the material can easily adapt to any living space,” Slater explained. “This opens up many options for the designer, architect or builder to create unique spaces indoors or outdoors without compromise.” Being able to balance beautiful designs with a welldeserved trust of the material is what makes stainless steel the ultimate building material for architects, builders, and interior designers everywhere. At the end of the day, functionality, durability, low maintenance, and aesthetics are the main deciding factors for any appliance or building product. For homeowners, stainless steel is a statement and a symbol of quality but architects and builders know that stainless steel is more than just a good looking building product; it is the building product that’s here to change the industry. Trends will come and go, but stainless steel is here to stay. February 2017

The Merchant Magazine

INDUSTRY Trends By David Koenig

Higher & faster Decking forecast to jump in coming years

market continues to accelerate, building on the trend of extending the indoor living space outdoors to create a seamless transition between a home’s interior and exterior. “Global Decking Market 2016-2020,” a new report from Technavio, expects a compound annual growth rate of 6.23% during the period 2016 to 2020. The growth represents a slight up-tick, primarily attributable to rebounding economies and housing markets. In the U.S., depressed housing market was a key aspect of the global financial crisis when the housing activity plunged to record low in 2009. However, a recovery in residential housing construction has gained momentum with annual new housing projects in 2014 reaching over 1 million for the first time since 2007. Wood was the most common material for decking, accounting for roughly 40% of the overall revenue generated by the global decking market. The primary reason is considered to be its high availability. Plastic decking is the fastest-growing segment of the global market. It includes materials such as polyvinylchloride (PVC), HDPE, LDPE, and polypropylene (PP), which HE GLOBAL DECKING

Wood Remains Decking Leader The wood decking market is expected to grow 1.43% annually through 2021, reaching $7.81 billion in value. The market is driven by factors such as rapid urbanization, rising construction activities in emerging economies, and largescale investments in the industrial and infrastructure sectors. The repair and remodeling segment, however, will dominate the market, outpacing the volume of materials used for new decks on new houses. Currently, North America is the largest consumer of wooden decks, followed by Germany and China. The AsiaPacific wooden decking market is predicted to register the fastest growth during the forecast period, particularly India and China. They are experiencing increases in their middleclass populations and rising incomes, which are accelerating the per capita spending on all manner of construction. Among materials, pressure treated wood is both the most common type of wooden decking and is projected to grow at the fastest pace, surpassing redwood, cedar, hardwoods and other untreated species.

The Merchant Magazine

February 2017

PRESSURE TREATED softwood lumber is the most common of all decking materials. (Photo of treated SYP deck stair riser courtesy of Lowe’s)

Deck Preservative Use Growing Demand for wood preservatives in decking is projected to increase 12% annually through 2020 to $300 million, according to a new Freedonia Group study. Gains will be driven primarily by the widespread shift among preserved wood retailers toward stocking a greater concentration of ground-contact-rated decking materials and taking smaller orders for above-ground-rated decking, due to new AWPA standards. Preservative growth, however, will be restrained by endusers’ continuing migration to non-wood decking. are lightweight and durable, making their shipping and installation hassle-free and simple. Composite decking contributed more than 20% of the overall revenue generated by the global decking market. The report said a primary challenge facing the wood deck market—and the forest products industry in general— is the “authenticity” of the wood taken, suggesting increased desirability for decking with FSC certification or other eco-label. Growth may also be restricted by fluctuations in wood and related material prices and the availability of substitutes like plastic and wood-polymer composite decking. Building-Products.com

MARGIN Builders By Jase DeBoer, Deckorators

What you should stock to make deck updates simple B

ATHROOMS, KITCHENS

and decks. What do they have in common? They all consistently top of the list of investments that increase home value —and they all can be transformed with easy, affordable updates. As spring draws closer, homeown-

ers naturally start thinking about their outdoor living spaces. And while new deck projects may be the focus for many dealers, there is also a significant opportunity to cater to homeowners looking to breathe new life into their existing decks.

There are many reasons why homeowners desire to update their decks. Whether it be improved décor, enhanced entertaining, or added safety, stocking certain items can help dealers become a destination for simple, easy-to-install deck updates.

Safety First As the old saying goes, safety first. Many homeowners seek to update their existing decks to improve safety. When families grow, the staircase off the deck can become a danger to small children. Stocking items like adjustable deck gates that complement various railing styles helps homeowners easily remove the danger. Another easy safety update is a graspable handrail. These secondary handrail programs install easily on existing railings. With the right components in stock, this is an easy DIY project for homeowners—and a codecompliant solution for many building projects.

Take It from the (Post) Top

SAFETY FIX: Adjustable deck gates now come in styles that complement popular railing styles. (All photos courtesy of Deckorators)

The Merchant Magazine

February 2017

One of the easiest items to stock— and one of the easiest updates to a deck—is the addition (or updating) of post caps. There is a post cap to fit almost any-sized wood or composite post—and to suit almost any style. Depending on post spacing, an average 16 ft. by 20 ft. deck with stairs may require 12 to 14 post caps. While some caps add a nice splash of color or style, others offer solar or Building-Products.com

low-voltage lighting options to help homeowners enjoy their living space day or night.

Light Up the Night A new light fixture can transform a bathroom or kitchen. Decks are no different. Solar and low-voltage lighting options are a great upsell opportunity for a new deck project, and a great program to have in stock for homeowners looking to enhance their current deck. From a stocking strategy perspective, lighting is a natural counterpart to traditional post caps. Many homeowners will invest in solar or low-voltage post caps for corner or stairway posts—and choose matching traditional post caps for the remaining posts. In addition to lighted post caps, stocking options can range from post sconces and baluster lights to in-deck lights great for illuminating stairs and walkways. Become a destination for homeowners seeking to add both ambiance and safety to their deck by stocking solar and low-voltage lighting options.

Set in Stone Deck posts are hard to replace once installed. But sometimes, dressing up old posts can be just the refresh a deck needs. Homeowners may consider adding stone postcovers as an accent to their deck. These covers are a beautiful, high-end update that can be easily stocked—and they also make beautiful displays on a showroom floor. Stone postcovers are commonly used to update the corner posts of a deck or the posts at the entrance of a stairway. They also can be used at the base of a pergola or can be stacked to cover taller posts holding up a second level-deck.

CHANGING OUT post caps is one of the easiest, highest impact updates to a deck.

tems typically involve simple brackets that mount perpendicular to the top of an existing railing, allowing for a deck board to be installed on top by fastening from underneath—creating a flat, fastener-free, entertainment-ready railing surface for setting refreshments. The solution is a win-win for dealers and homeowners—the brackets are easy to stock and take up little shelf space, and homeowners can install these systems quickly and easily. While kitchens and bathrooms tend to get all the attention, remember that

updating a deck is another great way for homeowners to get a great return on their investment. Stocking these simple, affordable, easy-to-install items can help establish a dealer as a go-to resource for remodeling a deck—and a destination for decks that are truly beyond ordinary. – Jase DeBoer is a marketing manager for Deckorators, a Universal Forest Products, Inc. brand. For more information, visit www.deckorators.com.

The Life of the Party When the party is indoors, friends and family congregate in the kitchen. When outdoors, guests tend to gather on the deck. And while the patio chairs are full with happy guests around the table, other guests are catching up over a cold beverage elsewhere on the deck. After watching guests search for a flat surface to set drinks or plates, a homeowner may be looking for an easy renovation to provide entertainment-ready surfaces on their deck. What better place to start than utilizing the railings? A deck board railing connection system is an ideal solution. The sysBuilding-Products.com

February 2017

The Merchant Magazine

PRODUCT Spotlight By Jennifer Coskren, RISI

RISI Viewpoint

OSB faces more restarts H

ISTORICALLY , THE OSB market has had a propensity to overreach when it comes to capacity expansion. Given the market’s history, it was not entirely surprising that the 4.5 billion sq. ft. (BSF) of capacity restarted between 2012 and 2014 ultimately proved to be too much too soon. It left the OSB market struggling with overproduction as demand growth unexpectedly softened in 2015. OSB producers reported weaker profits through the year and had to curtail production to more closely align demand with supply. Fortunately, with producers managing production more stringently, production growth slowed enough to allow OSB prices to stabilize toward the end of 2015 and then accelerate in 2016. By the end of 2016, OSB producers were enjoying a much stronger profit picture and reporting healthier cash flows. Demand also continued to expand in 2016, albeit at a slower pace than in 2013 and 2014.

Expanding demand allowed the OSB industry to finally approach the point of fully absorbing the 4.5 BSF of capacity that was restarted earlier in the recovery. With stronger market fundamentals emerging in 2016, plans were announced for more capacity expansion in the OSB market with three potential OSB mill restarts at Huber’s Spring City, Tn., mill; Tolko’s High Prairie mill in Alberta, Canada; and Norbord’s Huguley, Al., mill—along with the first greenfield mill the market has seen in years, RoyOMartin’s Corrigan, Tx., mill. Louisiana-Pacific, meanwhile, is considering converting two idled mills into siding plants: Norbord’s former Val D’Or and Ainsworth’s former Cook, Mn., plant. LP has not made a definitive decision on either site and would likely not do so until early 2017. The RoyOMartin Texas mill is also not slated to start producing OSB until at least the third quarter of 2017, while the other OSB restarts are

OSB Market Will Tighten Through 2018 North American Demand/Capacity Ratios and U.S. Housing Starts

unlikely before 2018. Yet the anticipation of this additional capacity is raising red flags about another round of overproduction in 2017. While talk of restarted idle capacity may stir up worries over a repeat of what occurred in 2013 and 2014, this potential cycle of restarts is unlikely to negatively impact the market this year. Indeed, concerns over another round of overcapacity are, at least at this point, premature. According to RISI’s estimates of idle capacity, there are currently eight mills that could come back online with total nameplate capacity of 3.5 BSF. Of the 3.5 BSF, 1.1 BSF is located at three smaller Georgia-Pacific mills that are unlikely to reopen. That would leave about 2.4 BSF of potential additional capacity, with another 800 MSF at the new Corrigan mill. This is lower than the 4.5 BSF waiting to restart in 2012, when housing starts were only at 0.784 million units. Moreover, no definitive decisions have been made on any of the possible restarts, and any reopening could take nine to 12 months at least, depending on the state of the mill and how well it has been maintained. Consequently, new capacity will not have a material effect on the supply/demand balance in the market in 2017 as any additional supply from the planned capacity will not be available to the market until after demand reaches peak seasonal levels in the third quarter. Assuming housing starts reach consensus levels of at least 1.25 million units next year, the OSB market will grow considerably tighter in 2018, even with the chatter about mill restarts. – Jennifer Coskren is RISI’s senior economist, wood products; author of the Structural Panel Commentary; and coauthor of the North American Wood Panels 5-Year Forecast and North American Wood Panels 15-Year Forecast. Based in Bedford, Ma., she can be reached at (781) 734-8929 or jcoskren@risi.com.

The Merchant Magazine

February 2017

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COMPETITIVE Intelligence By Carla Waldemar

Hipp-ster commerce S

HIP CAT FOOD to Mexico? K-cups to Christmas parties? Well, if you own a yard in a nowhere-stretch of Arkansas called Mountain View (pop. 2,700) that’s “pretty rural—you’d drive right past it,” allows Gentry Hipp, fourth-generation owner of Hipp Modern Builders Supply—you’re likely to think outside the box. Which means cornering e-commerce. Which we’ll get to in a minute. First, back to Gentry, who never planned on selling sticks (or K-cups). He’d trained to be an automotive mechanic at technical college before (oh, you know the story) the family business drew him back. So Dad hired the prodigal son, who’d spent summer vacations helping out. “But I didn’t get an office with a padded chair,” Gentry notes. “He put me through the paces. He

expected 110% from me. If a couple of us took a 30-second rest, I’d be the one who got scolded.” Hipp’s customers are an even mix of pros and local weekend warriors. The outfit didn’t feel the Recession as early as elsewhere, but, perversely, it’s hung on longer here. “We’re slowly coming back. There’s some new construction, but mostly add-ons, remodeling, new roofs. Nobody’s ready to jump in yet with full-fledged spec houses.” The upside is the growth in tourism, here in the heart of the gorgeous Ozarks: second homes, retirement homes being purchased and remodeled. Mountain View’s other claim to fame, explains Gentry, is “its status as the Folk Music Capital, with people sitting around Court Square pickin’—gospel, bluegrass, country.

ARKANSAS DEALER Gentry Hipp, alongside his adjacent greenhouse, is constantly exploring new, sometimes unconventional avenues for revenue.

The Merchant Magazine

February 2017

“We were close to the 8-ball, but we’ve weathered the storm without layoffs” of his 11-strong staff— “something I hate to do. Those folks are relying on me. (If someone’s messed up, that’s another story, and I’ve had to fire one or two.) Plus, if I lay off, my business would suffer.” Instead, “I’ve rethought inventory, and ‘Work harder for less money’ is our running joke. I’m not afraid to put in the hours to do what needs to be done.” What needed to be done was to explore new avenues of revenue. Gentry considers himself super-fortunate to have benefited from the advice and mentoring of a local banker friend, Ray. “I’d bounce ideas—a million of them—off him. We’d brainstorm back and forth—we had that kind of connection—and he’d been very successful at whatever ventures he’d undertaken. He’d phone me and ask, ‘What are you up to? Why aren’t you in the store?’ ‘Hey Ray,’ I’d say, “it’s only 7 a.m.!’ “We’d look at the structure of things, where the business was going, and toss around ideas, like ‘What about a blog?’ I was ready to kick one off when, suddenly, he died. “I sat back. It knocked the wind out of me. I was blindsided. While the dust settled, I asked myself, ‘Oh, man—now what’ll I do?’ So, just like WWJD—What Would Jesus Do?—I said WWRD: What would Ray advise? I’m on my own, but I can’t sit back and collapse. “So in 2010 I started work on my how-to blog. (Check it out on Hipps Help.) But I’d work on it late at night, after the kids were in bed, and it was, ‘Oh, man, it’s 10:00 and I gotta push through this.’ So I decided to partner with someone. I’d give him the list of what to cover; he’d write the nittyBuilding-Products.com

HIPP MODERN Builders Supply, Mountain View, Ar., strategizes expressly to set itself apart from the big boxes.

gritty and check the search engine results, and I’d be the editor. It freed up my time. We started linking the products used in the how to’s directly to my catalog to drive extra traffic. Same with Facebook, which we’d been using for give-aways and contests. It brought in new people. And I’m a people person.” As a people person, “I like to help people. I give 110% to the customers in the store; you become their therapist. If they’re having a bad day at work, or with kids in school, I help them with their problems—because, to me, that’s what it’s all about. Sure, I love to make money, but just as much, I like to help people. For that 15 minutes, I’m all yours.” That’s one key way Hipp sets itself apart from the nearby boxes, “with aisles 10 miles long, where it’s a 5K hike to find an item. They point ‘Down in Aisle 356.’ Here, I can see all my aisles, and I walk over with my customers.” And walk them through special finds for their leisure time on his other websites, too—items Gentry does NOT sell, like fine cigars, cocktails, barbecue recipes, and Hawaiian vacations. (See Gentry Review on HippsHelp. com, a site that also gives DIY tips, and Hipp’s BBQ hint on Facebook, etc.) “It’s mostly for fun, but there’s a little cross-platforming.” Which brings us back to selling cat food in Mexico. “One of my contacts on my blogs mentioned that his cat would not chow down on the Mexican brands available, so he asked if I could ship him what he needed.” Same with the cases of K-cups. “People wanted a particular hard-tofind flavor, so I bought out all the Kohl’s within 120 miles. I’d be on the phone locating them. I sold all I could get my hands on for a decent little profit.” It’s just one piece of the puzzle needed to prosper in these difficult times. Within the store itself, Gentry added a rental center in unused space when his mentor, Ray, told him, “You need to do this.” It’s proved popular and profitable. So has his addition of lawn & garden items, which started with a smart move when a local supermarket, carrying that stock, announced it was going out of business. He bought it all up, hired their L&G manager, and has since expanded to include larger items, like fresh Christmas trees. “We’ll expand on Valentine’s Day to keep it front-ofmind,” he adds. Speaking of additions, Hipp’s newest venture is carrying unfinished cabinets, which augment its stock of flooring, Building-Products.com

insulation, sheetrock, countertops and a full line of lumber. How does Hipp keep its pro customers happy? Not with the usual line-up of contractor breakfasts and open houses: “I’m not one who likes to ask for them to be my best friend for life that way.” Instead, Gentry gladly helps track down special order items (“which my competition doesn’t like to chase after”), scores them deals on pallets, and offers delivery via boom truck. And for the DIYer who comes in at closing time on Saturday wanting plans for a new deck, Gentry’s there to help him (while inwardly grinding his teeth and wondering why it didn’t occur to the guy at breakfast). The indie operator two miles down the road does offer some competition via the challenge of keeping Hipp’s 10,000 sq. ft. freshly stocked with the best mix of items. Gentry makes a point of training his staff to well serve the lady who may not know her way around a project. “Don’t make her feel that way. My pet peeve is talking down to her. You need to show respect.” Case in point: “Recently a lady came in at 5:00 looking for a bathroom wastebasket. ‘I hate going to WalMart,’ she said. Unfortunately, we don’t carry that small size, but I offered to order it, and I gained a new customer.” He also has a knack for entertaining callers with one of the most out-there phone-hold messages in this industry, which goes something like this: “While you’re waiting, do some pushups. One… two… three… Oh, here comes the boss, so I’ll put you back on hold.” Gets people talking, which is the kind of free advertising that’ll bring ’em in. So, Gentry, who’ll be running the store when you turn 100? “I’ll still be here!” he laughs. “I love it because I love the one-on-one interactions. I like to help people. And I take pride in my name. It goes back four generations; we’ve been around so long. If I lose sleep, it’s about keeping the family name good. I’m not here so much for the money, but pride in serving folks for four generations.” Carla Waldemar cwaldemar@comcast.net February 2017

The Merchant Magazine

OLSEN On Sales By James Olsen

Get motivated W

the motivation business. We try to motivate others to say yes to our idea, our proposal, or our deal. Most of you reading this are pretty darn good at it. What about self-motivation? I work with salespeople and sales teams who want to increase their sales. Some of these teams have technique challenges; their approach to sales has fundamental flaws that are inhibiting their growth. These problems can be fixed, ameliorated and accelerated in a short time. Some groups have motivation problems; these are a quagmire of frustration for anyone trying to impact sales growth in a positive way. The non-motivated think, “We aren’t saving babies… sales isn’t that important.” They are correct and not at the same time. Yes, we are not saving babies, but no… to some people sales is very important. We are not competing against people who are thinking about saving the world; we are competing against those who are passionate about their (sales) work. So, who are we saving? Saving might be a little dramatic, but we are definitely helping the following groups: ourselves, our families, our co-workers, our customers… and they are counting on us! E ARE IN

Why Aren’t People Motivated? I think the answer to this question might be akin to “Why doesn’t he/she get married?” We are motivated by different things at different times in our lives. We’ve all heard about or lived that perfect match that we just met at the wrong time in their or our lives. Love is grand but motivation is King/Queen. This is why hiring talent is only one criterion; is this the right time in this person’s life to buckle down and sell for a living? Early in my career sales was a necessary evil. I didn’t think I would do it forever, wasn’t crazy about it, and consequently delivered mediocre results to those who were counting on me. As basketball, golf and my social life faded to the background, my motivation to succeed grew and sales became easier and more profitable. I’ve never met a salesperson who wasn’t smart enough to succeed in sales. I’ve worked (and it’s work) with the non-motivated genius or charismatic class president. Give me a motivated meat-and-potato salesperson every time.

How Can We Get Motivated? “Tell me who your friends are and I’ll tell you who you are.” Motivation is contagious; if we need to catch it, the best way is to work with and be around other motivated people. The opposite is also true. Shun negative people.

The Merchant Magazine

February 2017

Read. Reading is a way to get motivated. Read books about how to sell, but also about successful people you admire. Successful people are self-promoters. We can learn from them while they inspire and motivate us. Exercise. We are animals. We need exercise. When we feel strong, we are strong. It makes us feel like taking on the world. Goal Setting. (I can hear you saying “ugh” from here.) I used to hate goal setting. On the years when I don’t have a written plan with specific goals, I do fine, sometimes great, but the years when I do set action-specific, written goals, I accomplish more and faster—and you will too! One hundred percent of the groups that have gone through goal setting with Reality Sales Training have thanked me (about six months) after! Pictures. Humans are visual. Pictures of family or things we desire are constant and subconscious motivators. Vision Statements. I encourage all my clients to write a “vision statement.” Look into the future or the present and see the world, your world, as you want it to be. While goal setting is strict, our vision statement should contain our wildest dreams. We write, in detail, how we want our lives to be. This can be intimidating but exhilarating. Big dreams provide big motivation. Gifts and Treats. “If I produce 40K in profit in June, I’m going to take a three-day vacation to San Diego with my wife.” Treats can be simple: “If I sell two this morning I’m going out to lunch, if not, it’s the yuck-truck and eat at my desk.” They can be elaborate and long term. We should have both. Hang out with winners, play games, plan, treat ourselves. Motivation makes life interesting and makes us more profitable. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

An Open View to More Revenue

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EVANGELIST Marketing By Alex Goldfayn

31 questions to grow your revenue T

HE MORE WE communicate with customers and prospects, the more we sell. The more that people hear from us, the more they buy from us. (The opposite is also true, the less they hear from us, the less they buy.) Most of the communications in my system of revenue growth are questions. I teach the customer facing people at my clients’ companies to ask these questions regularly, systematically. Here are 31 questions you can ask your customers and prospects to grow your sales.

Questions to Ask Yourself • How do I help my customers and prospects? (If you don’t know, ask them, they’ll tell you.) • Is my material—website, brochures and even personal emails—about my products and services, or about how I help my customers? • Am I asking for the business every time it is discussed? Am I pivoting to the sale at every opportunity? • Because my customers can feel my attitude, am I bold, confident and positive during every sales conversation?

Questions to Ask Your Customers To increase order size annual sales: • Did you know we also do x? Are you aware we do y? Most people don’t know we do z… • What percent of your business on this product or service would you guess we have? How do we increase that by 10% or 20%? (It’s a small increase for your customer, but for you it adds up in a hurry across 10 or 20 customers.) • What are you working on these days that I can help with? • Just checking in, how are you? What’s new? To get testimonials • What are some of your favorite things about working us? • How does working with me help you?

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February 2017

• Does working with us save you time? How much time approximately? • Do you think working with us saves you money? Please talk about that. • Do we help you make money? How so? • Do we help you look good to your customers? How? Note: None of the questions above mention the word testimonial, which is stressful and uncomfortable. You’re just asking people for their feedback. Just like having a drink with a friend. To utilize testimonials • We have a customer similar to you, may I show you what they have to say about us? • Here’s what some customers like you have to say about us. Now can I help you this way too? To ask for referrals • Who do you know like yourself who would benefit from working with me like you do? Building-Products.com

• What colleagues do you work with at your company who I can help like I help you? I’d like to help your company more. • Who do you know outside your firm—either suppliers or customers—who I can help like I’m helping you? I’d like to make you look good. Note: I don’t mention the word “referral” in any of these. That’s another stressful word. Further, the key to actually getting an answer to these questions is silence. Ask the question, then stop talking and listen. Do not speak first. Let the person think and answer your question. You’ve been thinking about asking for this referral for a long time, but your customer has not! To pivot to the sale and close the business • Shall we write it up? • Would you like to add to this order, or shall we write it up separately? • Cash or credit? • We have that in stock, shall we get it out in today’s shipments? • Looks like we only have one (or a few) left—want it? • Will you be writing a check or financing? • Sound good? • How many would like? • We’ve had a lot of interest in those, would you like to lock them? Note: Once again, the key here is silence. Ask and wait. Don’t talk first. Let the customer think. They’re adults, tell

Building-Products.com

them you’re interested in their business, in helping them, and then let them answer your question. To follow up on quotes and proposals, when there is no response—to be sent in succession • Did you get the quote I sent yesterday after we talked? These things tend to get picked off by spam filters… let me know if it got to you. • It’s been a few days and I haven’t heard from you about the quote I sent. Where are you at on this? • Just one final check-in on that quote we discussed, as you haven’t responded to my follow-ups. I want to make sure I’m not dropping the ball on this. Do you still want it? Please let me know within 24 hours, since the quote is expiring. Ask these questions throughout your day. They don’t have to be exactly these questions either. Make them your own. And, in fact, own them. Then enjoy all the additional revenue that you generate! – Alex Goldfayn runs The Revenue Growth Consultancy and is author of The Revenue Growth Habit. Visit www.evangelistmktg.com. Alex Goldfayn The Revenue Growth Consultancy alex@evangelistmktg.com

February 2017

The Merchant Magazine

Sherwood Opens in California Sherwood Lumber Corp., Melville, N.Y., has increased its push into the West with the opening of a Bay Areabased sales office with a distribution warehouse in the Northern California region. Heading the new office are two former BMD employees—Bruce Garrett, who will serve as Sherwood’s director of western distribution, and Paul Johnson, who becomes sales and purchasing manager for California distribution. “The timely expansion of our sales

and distribution capabilities, benchmarking Sherwood’s commitment to growth on the West Coast, complements the existing high-volume, commodity-driven trading program with the infusion of a seasoned specialty sales and distribution platform,” said Bart Bartholomew, VP sales for the West Coast.

Idled NM Mill Gets Closer Look The Mescalero Apache Tribe has been awarded a federal grant to evaluate the feasibility of restarting one of its two former Mescalero Forest

Products mills in Albuquerque, N.M. The $99,900 grant from the U.S. Department of Agriculture will help the tribe evaluate the market for restarting the mill and assess the forestlands that will supply it. Tribal officials say closure of the two mills put nearly 300 employees out of work.

Fire Guts Shuttered Mill Blue North Forest Products’ Kamiah, Id., sawmill went up in flames January 19, just as workmen were in the process of dismantling the facility. The 50-year-old mill, idled since May, was completely destroyed. Although an official cause has not yet been announced, witnesses claim sparks from a welding torch ignited sawdust or other materials.

Longtime Sacramento Hardware Store Checks Out Cook’s Hardware, Sacramento, Ca., is closing down as the owners head to retirement. The 80-year-old hardware store had seen four generations of family since its opening in 1936, according to coowner Cindy Duarte.

California-Based Wallboard Distributor Files for IPO Wallboard and suspended ceiling distributor Foundation Building Materials, Tustin, Ca., has filed for an initial public stock offering, hoping to raise up to $100 million. The company, to be listed on the NYSE under the symbol “FBM,” would use the proceeds for working and to pay down debt, which currently exceeds $700 million. Foundation was founded in 2011, and has pursued an aggressive acquisition strategy since then, particularly over the past three years. The company began with a single branch in Southern California, and now counts 210 branches across the U.S. and Canada.

Buyers Remodel NM Store Gambles Hardware, Socorro, N.M., has been sold by David and Paul Torres to Glen and Nikki Tomlinson, owners for the past five years of True Value Hardware, Ruidoso, N.M. The new owners have completely remodeled, expanding the lawn & garden department, upgrading the paint department, and renaming the location Socorro Hardware.

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February 2017

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Beacon Roofing Bulks Up in Pacific Northwest Beacon Roofing Supply, Herndon, Va., has acquired seven-branch Washington State distributor American Building & Roofing, Snohomish, Wa. Founded over 30 years ago in Everett, ABR also has locations in Snohomish, Poulsbo, Pasco, Mt. Vernon, Yakima and Wenatchee. Paul Isabella, Beacon’s CEO and president, emphasized the strategic fit of the acquisition and the compatibility of the two companies, noting, “ABR is a tremendous addition to

Beacon and significantly expands our residential roofing opportunities in Washington State, particularly in the busy Seattle market.” ABR founder, David Morgan said, “Beacon’s commitment to strengthen its presence in Washington State and the entire Pacific Northwest will enable us to better serve our customers with broader product offerings and even more efficient deliveries.” Beacon now has 372 branches in 47 states and six Canadian provinces.

SUPPLIER Briefs Montana Ace Hardware , Missoula, Mt., has spun off its outdoor power equipment service center into a larger, stand-alone showroom, Montana Ace Power Pros. Boise Cascade is working with the Department of Ecology to spruce up its former mill in Yakima, Wa., and the surrounding area, in hopes of selling its 211-acre property, boarded up since 2010. Eco Building Products, Vista, Ca., is entering into non-disclosure deals to find strategic industry partners interested in using Eco’s coating technologies on their products. The company also recently applied for two new patents and passed ASTM E2768 with OSB. Sears will sell its Craftsman brand to Stanley Black & Decker, but continue to sell Craftsman products through a perpetual license deal. Home Brands Group LLC , Tempe, Az., has acquired substantially all the assets of ForzaStone , Tempe. Boral Bricks, Roswell, Ga., and Forterra Brick , Charlotte, N.C., have spun off and merged their brick operations into a new joint venture, Meridian Brick, serving the U.S. and Canada.

PGT Inc., North Venice, Fl., has been renamed PGT Innovations and transferred the listing of its common stock from NASDAQ to the New York Stock Exchange. DAP Products, Baltimore, Md., has acquired the foam division of Clayton Corp., Fenton, Mo., including its Touch ‘N Foam and Touch ‘N Seal brands. Huttig Building Products, St. Louis, Mo., was named Construction Marketing Association’s Midwest Marketer of the Year. James Hardie Building Products, Chicago, Il., launched a new website for trade professionals— JamesHardiePros.com.

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February 2017

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THINKING Ahead By Sabrina Seccareccia, Gracious Living

Thinking inside the big box Tricky complications for wholesalers and manufacturers working with big box retailers

ETTING YOUR PRODUCT into a big box retailer can be a huge boon for your company. The potential for increased, consistent sales is appealing, but there are also plenty of challenges to consider before going into business with a large store.

Big Box Benefits The advantages of working with big box retailers are manifold. From a sales perspective, if you get a large initial order with reorder

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

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potential, you will see a consistent profit throughout the year. In that scenario, you are always producing and selling, even in the off season. In the off season (winter), you are building inventory, and in the spring, summer and fall, you are constantly selling and shipping material. From a marketing perspective, working with a big box retailer can dramatically increase your brand awareness. When you pair with a large retailer, you have access to marketing tools such as: • Flyer programs – Your product and brand are readily available and

February 2017

promoted in flyers that are distributed in newspapers locally and potentially nationally. • Online presence – Once you land a product with a big box, they generally set you up on their website, creating more visibility for your product and brand in the consumer mind. • Social media – This is an increasingly important vehicle to gain brand awareness and consumer favor. When you are featured through a social media outlet, you are capturing even more consumer minds and positive brand recognition.

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A Special Series from North American Wholesale Lumber Association

Superstore Struggles

Final Thoughts

There are, of course, challenges to working with big box stores, chief among them pricing. As a manufacturer or producer of items being sold in a big box store, you need to always appeal to the buyers on a pricing level. If you can’t beat the existing price, generally you will not win the business. Another challenge is getting allocated retail space. The trend for big box retailers is to carry as little physical inventory as possible, so they push a special order or selling only online programs. These types of programs make it easier for stores to keep the least amount of inventory in stores but also allows them to have the product available to customers at any time. This is a challenge for manufacturers because these programs put the onus on the manufactures to package and ship items to store. This, in turn, drives up the cost of the product that we are trying to keep down to land the business in the first place. The best way to convince big box retailers to allocate space for your product is through showing sales history and displaying consumer demand. If your product has a couple years of sales history within that retailer and within others in the same market, it is easier to display customer demand through sales data. Showing concrete demand for the items you are attempting to allocate space for in store programs is very beneficial. As a general rule, big box retailers today are working to cut down the amount of SKUs stocked in store as costsaving measures. If you can present a limited, core product offering that is proven to be in demand in their markets, that display consistent sales growth year over year and show positive reordering data, it is usually a great start to further conversations. Further challenges occur after you’ve landed the big box business. Quality, service and marketing are always important, but once you start working the big box account is when you get to start showing your worth in these realms. However, you still need to be aware that price increases or shifts can very negatively affect your relationship, even if you rank high in quality, service and marketing. There are also times where, as a manufacturer, a term of selling with a particular retailer is that you must have your material distributed through a specific distributor. You may have your own functioning distribution channels but are required to work with someone new. There are growing pains with this, as you need to establish and define a new working relationship. But, in the end, working with a new team can always work to your advantage in growing your connections within the distribution field.

Ultimately, successfully working with a big box retailer comes down to your people who present and position your product, your customer service and support staff that work with the actual locations to offer the best service possible. Price is always a big factor in the game, but if your team manages to create a relationship with the people they interact with on a regular basis, no matter what level of the retailer they work for, it is an additional pull to keep them wanting working with you.

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– Sabrina Seccareccia is marketing coordinator with Gracious Living Innovations, Mississauga, Ontario, and a member of NAWLA’s marketing committee.

What is the difference between a special order program and a stocking program? Stocking programs are programs that have physical inventoried product carried in the majority of retail locations. The stores house, merchandise, sell and reorder material to have fully stocked shelves where customers can walk in and buy the quantity that they need. Special order programs are where, mostly in hardware store environments, they have a contractor desk that takes and processes orders for individual customers. They place an order at that desk and the customer’s order is received in store within the next couple business days, depending on what the program offers. Some special order programs include a direct to site delivery option for loyal contractors who purchase a certain dollar amount of material. Each program appeals to a different consumer. For the do-it-yourself customer, they generally prefer being able to walk in the store and walk out with what they need. For contractors, on the other hand, it depends. If they require numerous types of material, along with accessories like fasteners or stains, they would likely benefit from the special order program. Those who just need a couple pieces to finish a job would prefer not to use the special order program where they have to wait a couple days to receive the product and buy right off the shelf. Both types of programs are beneficial for big box retailers to have. As a manufacturer, being able to service the stores with both types of programs is a definite advantage. However, a stocking program is always preferred over special order because it is much easier to forecast sales, production and shipping requirements. It also gives you greater visibility into purchase behavior and history.

February 2017

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Novik Rebrands as Tando for Pro’s Novik, which last summer acquired Exteria Building Products, has combined the technologies and products of both companies into a new enterprise aimed at professionals—Tando Building Products. Its polymer exterior cladding lines are TandoShake and TandoStone. “Novik’s acquisition of Exteria presented an exciting opportunity to combine the innovations and assets of both brands,” said Tando president Ralph Bruno. “We’ve been calling it one plus one equals three… and that’s what Tando is all about, creating new exteriors for today’s dynamic market.”

Dunn-Edwards to Merge with Japan’s Nippon Paint Dunn-Edwards Corp., Los Angeles, Ca., has agreed to merge with Nippon Paint Holdings Co., the world’s fourth largest paint company with $4.8 billion in annual sales. Based in Osaka, Japan, 135-year-old Nippon Paint will maintain the Dunn-Edwards brand and its paint lines. The merger gives Nippon a foothold for growth throughout the U.S. Dunn-Edwards operates 130 stores and also distributes its products through 80-some authorized dealers.

Strong-Tie Picks Up BIM Firm Simpson Strong-Tie, Pleasanton, Ca., has purchased CG Visions, Inc., Lafayette, In., which providing BIM (Building Information Modeling) technology, services and consultation to the residential building industry.

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LOS ANGELES Hardwood Lumberman’s Club president Dan Bohannon (left) and treasurer Bill Fitzgerald (right) presented its 2016 Member of the Year Award to Walter Maas (center), Strata Forest Products, Santa Ana, Ca., during its annual holiday meeting Dec. 17 in Anaheim, Ca.

CG Visions was started in 2000 by David Bozell, a professor in the Department of Computer Graphics at Purdue University. From 2000-2002, Bozell brought in three other partners, Cory Shively, Scott Schultz and Tim Beckman, to bring new ideas and experience in the digital media and construction fields. The team developed its own BIM and estimation tools and serves national mid-sized to large production builders in the Top 100. Its 75 employees will remain at CG Visions’ headquarters in Indiana.

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SELLING with Kahle By Dave Kahle

How to deal with angry customers 3 N O ONE LOOKS forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that, but there’s usually some damage that can be done to the company by the angry customer. Our job security is not enhanced when the company loses business. Put those two things together, and you can see dealing with an angry customer becomes a challenge we must overcome. Here are some tips to make your next confrontation easier for you, better for your company, and much more satisfying to the customer.

1 . Don’t take it personally. Unless you were personally involved in the incident that caused the customer’s anger, the customer probably isn’t angry with you. He’s angry with

your company, and he’s angry with the consequences that impact him. There is no reason that you should take it personally. You are just the current expression of your company, the most convenient representative. When you take the customer’s anger personally, it’s easier to become defensive and argumentative. And when that happens, the net effect is to turn a bad situation into something even worse. When you are tempted to react in kind, emotionally, just tell yourself that this is not about you.

2. Listen. That is often enough to turn a customer’s attitude around. It is amazing how powerful an empathetic, active listener can be. When you sincerely and actively listen, that calms the customer down, it shows him that you are interested, it gives some credence to his/her position, and it gives you information and time to think.

. Empathize. If you were the customer and this thing had happened to you, how would you feel? Wouldn’t you also be upset? Empathizing doesn’t take much effort on your part, and it has a powerful impact on a tense situation. When you empathize with the customer by letting him know that you understand how he feels, you release much of the tension out of the situation. Picture a balloon you’ve blown up almost to the point of bursting. There is tremendous tension inside the balloon pushing outward. But when you open the bottom, and let some of that pressure out, the balloon relaxes. Same thing when you empathize with the customer.

4 . Apologize. This sometimes seems like too little, too late. Regardless, it’s the minimum acceptable (Continued on page 38)

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Deal with Angry Customers (Continued from page 36)

response. If your customer has been wronged, or thinks that he or she has been wronged, apologizing for your company is the least you can do. If you are afraid of admitting responsibility, then let the customer know that you are sorry this thing happened to him. That’s generally enough to not accept any responsibility, and still convey a message of concern.

5. Don’t blame. No one cares who is at fault. No one really cares that soand-so in inventory control didn’t order enough inventory, or that the picking clerk incorrectly picked the order, or any one of a thousand other possible mistakes that other people may have made. Blaming someone emphasizes that you are more concerned with yourself than you are with making things right with the customer. It emphasizes the past (what happened), instead of the future (what you can do to fix this.) Blame is the first response of a small person. Don’t show yourself to be in that league by immediately jumping to blame someone.

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6. Ask. Always ask something of the customer. By asking, you show your interest in the customer, indicate you really do want to understand, and give the customer an opportunity to describe their situation. Ask about the details, the situation, what the customer would like to see as a solution. Don’t worry about asking the wrong thing. Almost any question in that situation is going to have a positive impact on the customer. 7. Promise accurately. The worst thing you can do is make some grandiose or unfounded promise to fix the customer’s problem, and then not follow through on it. Or make a promise on behalf of your company, and then discover that your company is not able to meet the terms of your promise. By doing that, you’ve fed the customer’s frustration and added fuel to an already hotly burning fire. It is far better to not promise anything than it is to jump to a hasty and unfounded promise. 8. Deliver more. Here’s an opportunity to turn the customer around. Deliver more than what you promise. If you say you’ll have a replacement

February 2017

to him on Friday, try to get it there on Wednesday. If you say you’ll replace that gallon of paint with a free gallon, throw in an extra brush. A little something above and beyond what you promise is a great way to say that you are sorry for the previous inconvenience, and leave the customer with a good feeling about the encounter with you and your company.

9. If possible, follow up. To this day, I remember a hotel calling back the day after I rented a small conference room to ask if everything had been acceptable. That follow-up call was 18 years ago, but I still remember the powerful, positive impact it made on me. Someone cared enough to call after the fact and determine that I had been satisfied. What a concept! A difficult, angry customer is one of the most intense challenges you’ll face. Implement these nine tips and watch yourself grow in confidence as you expertly handle hot situations. – Dave Kahle is a leading sales authority, trainer, speaker and author of 12 books, including his latest, The Heart of a Christian Sales Person. Reach him via cheryl@davekahle.com.

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SP Windows Looks Outward Sierra Pacific Windows, Red Bluff, Ca., is rolling out a new brand identity, focused on establishing itself as a fully national company. “After two years focused on integrating operations, rationalizing product lines, expanding national and international distribution and aggressive marketing, Sierra Pacific Windows is taking another step in solidifying our position as a top tier, national window brand,” said Dominic Truniger, VP of sales & marketing. At the recent International Builders Show, Sierra Pacific unveiled 12 new product innovations, including several advancements in impact-rated products particularly suited to coastal building in zone III and zone IV areas.

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February 2017

Two western hardware stores recently fell victim to robberies, but did see better-than-expected endings. An 18-year-old Northern California man was arrested Jan. 16 on suspicion of felony burglary at a Nevada hardware store. Joel Robert Shelton, 18, was booked into Nevada County Jail in suspicion of felony second degree burglary after officers said he conducted a smash-and-grab job at Truckee’s Mountain Hardware & Sports, Truckee, Ca. Police saw him exit with an axe and a chainsaw. According to a police statement, officers responded to an early-morning burglary alarm, arriving to find the front glass doors had been smashed in. Moments later, police said, the suspect walked out through the broken doors, carrying several items from inside of the business. Shelton remains jailed on $10,000 bail. Meanwhile, an Albuquerque, N.M., hardware shop saw one of its creative precautions succeed on Jan. 6, leaving the latest thieves running with less than they had hoped for. When local Fastenal manager Mark Johnson watched his surveillance videos the following morning, he noticed thieves breaking into the store, bringing some trash bags and a big plastic container. According to Johnson, a previous break-in put a $6,000 dent in the company’s inventory, so the store staff began stocking the shelves with empty boxes. The morning of Jan. 6 when Johnson arrived, the door was pried open and the power tool inventory was scattered across the floor. This time around, the thieves still got away diamond saw blades, batteries, battery chargers, and cash totaling about $1,500, but the loss is not nearly as big as the first break in. Johnson is warning other retailers who fall victim to theft to keep their eyes open. One red flag is somebody who owns a lot of tools that are all brand new and all the same brand. The most common place to sell stolen tools would be Craigslist or other forms of social media.

MiTek Buys DIY Technologies MiTek Industries, Chesterfield, Mo., has acquired home improvement software developer DIY Technologies, Tucson, Az. Michael Heisler, CEO and founder of DIY, said, “This acquisition is the culmination of more than 10 years of successful partnering with MiTek. I am excited that DIY and all our employees have joined the MiTek and Berkshire Hathaway family.” Founded in 1998, DIY provides web-based software focused on do-it-yourself home improvement, including decking, fencing and other outside living projects. Building-Products.com

Remodeling Keeps Growing The coming year is expected to see sustained momentum in home remodeling and repair spending, according to the latest Leading Indicator of Remodeling Activity (LIRA) from the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University. Annual growth in home improvement and repair expenditures is projected to remain elevated throughout 2017 with spending levels ending the year up 6.7% at $317 billion, on par with the 6.9% growth estimated for 2016. “Growth in home prices is continuing at a healthy pace and encouraging homeowners to make remodeling investments,” said Chris Herbert, managing director of the Joint Center for Housing Studies. “Home sales are remaining on an upward trajectory, as well, and this coupled with continued growth in remodeling permit activity suggests another strong year for home improvements.” Abbe Will, a research analyst in the Remodeling Futures Program at Harvard’s Joint Center, added,

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“Although above-average growth is expected this year, we’ve lowered our projection for market size somewhat with the recent release of new bench-

February 2017

mark data from the American Housing Survey. Spending in 2014 and 2015 was not quite as robust as our LIRA model estimated, growing 11.3% over these two years compared to 14.3% as estimated.”

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MOVERS & Shakers Newell LaVoy has been named CEO of Honsador Holdings LLC, Kapolei, Hi., succeeding Norm Plotkin, who will remain chairman. Joseph Dennison has been promoted to store mgr. at Mead Clark Lumber, Santa Rosa, Ca. Michael Caputo, ex-TimberTech, has joined Feeney as western regional sales mgr., based in Oakland, Ca. Dave Houck, ex-Golden State Lumber, has moved to Nor Cal Lumber, Marysville, Ca., as general mgr. Brad Strosahl, ex-PrimeSource, has joined Huttig Building Products’ new HuttigGrip Division, Denver, Co. Ben Smith has been appointed chief financial officer for Western Lumber Co., Medford, Or. Mike Rouch, mgr., Stock Building Supply, Northridge, Ca., is now managing the North Hollywood, Ca., location. Patrick Kohnke, ex-Idaho Pacific Lumber, has joined the sales force at Rocky Mountain Tie & Timber, Boise, Id.

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Scott Sunday, Idaho Pacific Lumber Co., Meridian, Id., has been promoted to VP of purchasing & sales. Daniel Rodriguez has joined Fiberon as a product specialist in San Jose, Ca. Brett Martin, ex-Hardwood Industries, is now selling Michigan hardwoods from Portland, Or., for Kamps Hardwoods, Calendonia, Mi. Joel Burzenski, ex-Golden State Lumber, is new to Charles Windows & Doors, San Rafael, CA., in wholesale business development. Spencer Butts, Sierra Pacific, is retiring after 17 years as a territory rep in Colorado for windows. John Horjes, ex-Pacific Alaska Lumber, has been named president of Alaska Materials LLC, Anchorage, Ak. Greg Johnson, ex-Andersen, is the new GM of Lifetime Windows & Doors, Phoenix, Az. James Drudge, Lowe’s, was promoted to regional general mgr. for the Cheyenne, Wy., area.

February 2017

Taylor Johnson is new to outside sales with Western Pacific Building Materials, Seattle, Wa. Andrew Northrup was promoted to president of Spokane Hardware Supply, Spokane, Wa. Jeff Scholberg, ex-Roseburg, is plant mgr. for Pactiv, Red Bluff, Ca. Bob Olson is the new owner of Texteriors Premium Wall Products, Bozeman, Mt. George Meek has taken over forest products recruiting firm Michael Strickland & Associates, La Center, Wa., with the retirement of Mike Strickland, who has been in the industry for 45 years and recruiting since 2003. Michael Cassidy, ex-TW Perry, has been named chief operating officer of Kodiak Building Partners, Denver, Co. Jeff Smith, exProBuild, is the new chief financial officer. Paul B. Bieber has been appointed VP of sales for Sto Corp., Atlanta, Ga. Patrick S. Tasson is now sales representative for Southern California/western coatings mgr. Michael McGaugh, ex-Dow, will join BMC Stock Holdings, Atlanta, Ga., Feb. 20, as chief operating officer. Marshall Croom has been promoted to CFO for Lowe’s, Mooresville, N.C., replacing Robert Hull Jr., who has retired after 17 years with the chain. Mark Cunningham is now store mgr. in Indiana, Pa. Rich Thompson, ABC Supply, Beloit, Wi., was promoted to director-national business development. Vincent J. Morales has been named senior vice president and chief financial officer for PPG, Pittsburgh, Pa., effective March 1. As CFO, he succeeds Frank S. Sklarsky, who is retiring. Andrew “Andy” Dodson has joined the American Wood Council, Washington, D.C., as VP-government affairs. Brett Seright, owner, Seright’s Ace Hardware, Post Falls, Id., was elected chairman of the local Chamber of Commerce. Jason Varney, star of DIY Network’s Docked Out, has signed an exclusive multi-year endorsement deal to represent Armadillo composite decking. Ophelia Payne is providing therapy services to workers at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus. Building-Products.com

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February 2017

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Big buzz at IBS year offered more hands-on, interactive learning opportunities, such as the new Builder Clinics and Tech Bytes sessions, the CEDIA Smart Home Pavilion, NAHB Meeting of the Members, and an inside look at how high performance works at the new Building Performance Lab. During the show, Regal Ideas Inc. won the Best of IBS Award for Most Innovative Building Product, for its aluminum railing incorporating LED lighting.

Other award winners included Outdeco USA’s decorative garden screens (Best Outdoor Living Product), Andersen’s MultiGlide Door (Best Window & Door Product), and Biorev’s Biorev 360 virtual reality apps for home tours and floor plans (Best Home Technology Product). Over 400 entries were submitted in nine categories. Next year’s International Builders’ Show returns to Orlando Jan. 9-11, 2018.

Photos by The Merchant Magazine

IBS

The palpably electric atmosphere at NAHB’s recent 2017 International Builders Show in Orlando gives high hopes for booming construction and building material markets throughout the year. The show welcomed approximately 80,000 attendees from 100 countries, who packed aisles and exhibits sponsored by more than 1,500 manufacturers and suppliers spanning 569,000 sq. ft. of floor space. First-time IBS experiences this

IBS ATTENDEES: [1] Andrew Ellis, John McMahon, Tom Ellerbrook, Anthony DiSanto, Gavin Pedrothy, Dustyn Brown, Katie Mozeleski. [2] Michelle Von Hatten, Doug McNeill. [3] Phil Lail, Bill Albertson. [4] Chris Wishmann, Joe Boscariol, Greg Bates. [5] Eric Gee, Jay Poppe. [6] Len

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February 2017

Kasperski, Kim Pohl, Frank Peterson. [7] Jon Whorley, Scott Marshall. [8] Kent Marks, Brett Shuler. [9] Jeremy Back, Michael Hartman, Jim Van Pelt, Dave Andrews, Bill Stoker. [10] Jeff Osborne, Bill Poulin. (More photos on next page) Building-Products.com

IBS Photos by The Merchant Magazine

BUILDING PRODUCT manufacturers (continued from previous page) integrated their products into their exhibits, including [11] a pergola and swing built with Simpson Strong-Tie connectors, [12] a bench and table made of Weyerhaeuserâ&#x20AC;&#x2122;s Timberstrand LSL, and [13] Roseburgâ&#x20AC;&#x2122;s entire engineered wood-filled booth. [14] Scott Aslinger, Carolyn Atkinson, Glyn Boone. [15] Becky Duffy. [16] Jeff Epstein, George Worley, David Elenbaum. Building-Products.com

[17] William Van Sickle, Nadine Sizemore, Jason Lamers. [18] Gary Wesson, Dan Hagedorn, Jim Miller. [19] Mike Schwartz, Corey McCarthy, Mathew Hungerford. [20] David Campbell. [21] Butch Bernhardt, Frank Stewart. [22] Scott Rolfus, James Webb, Tom Hobbis. [23] Ken Scott, Ted Whitehouse. [24] Jeff Easterling, Richard Wallace. [25] Bryan & June Strickland. (More photos on next page) February 2017

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IBS Photos by The Merchant Magazine

IBS SNAPSHOTS (continued from previous page): [26] Feeney rolled out a colorful line of railings. [27] CAMO held a â&#x20AC;&#x153;Screw Offâ&#x20AC;? deck fastening competition. [28] Tando Building Products made its debut at the show, launched by Novik. [29] Combilift displayed its next-level material handler. [30] Nova had a wide range of exotic hardwood decking samples on hand. [31] NewTechWood featured its UltraShield wall cladding

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February 2017

and exterior decking. [32] Northeastern Lumber Manufacturers Association, Southern Forest Products Association, Southeastern Lumber Manufacturers Association, Western Wood Products Association, Western Red Cedar Lumber Association, and Western Wood Preservers Institute joined forces to promote real wood.

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Shine On Floor Coating

Shake It Up

Dur-A-Flex, Inc. expanded its Accelera Fast-Track Flooring family with the introduction of Accelera S. The product is a smooth, high-gloss floor system consisting of two coats of a single pigmented material, each coat offering cure times as fast as two hours. The system replaces the customary primer, base coat and topcoat—a three-day process of the past— and allows contractors to complete a full floor system, prep through topcoat, in as little as a single day.

A specialty line of TandoShake has been introduced by Tando Building Products manufactured with SignatureStain, a technology that imparts a true semitransparent stain for a heightened level of realism. In addition to looking just like stained wood, SignatureStain has a proprietary UV protection that offers an industry leading warranty. It comes in six colors.

n DUR-A-FLEX.COM

n TANDOBP.COM

(877) 251-5418

(888) 847-8057

Santa Fe Springs, Ca • www.hufflumber.net

(800) 347-4833 EWP • Big Timbers/Long Lengths •

DISTRESSED WOOD

• D-Blaze® FRTW

Wholesale distributor of a wide range of Distressed Timbers, including

WCLIB Graded Distressed and Hand Hewn Beams Custom Distressed & Hand Hewn work on any size, length or species of lumber.

We are willing to work with customers to achieve their desired custom look

Samples are available upon requests.

Building-Products.com

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

February 2017

The Merchant Magazine

Measure It Out Empire Level has upgraded its tape measure lineup to introduce a new series of Autolock and Chrome Tape Measures that offer best-in-class performance in the key areas of durability and functionality. The devices feature a nylon-coated blade to resist abrasion and jobsite contamination.

n EMPIRELEVEL.COM (866) 375-6287

Doors to Beauty

Design Your Deck AZEK Deck Designer helps both homeowners and contractors visualize their dream decks before starting the construction. The web tool helps viewers cre-

The Merchant Magazine

ate, revise and save as many interactive designs as they want before making a final purchase decision.

n AZEK.COM

(877) 275-2935

Masonite’s new Heritage Series of fiberglass entry doors features authentic Craftsman architectural details. The three-panel exterior doors complement the popular Heritage Winslow interior doors, completing the look for a whole home solution. The door is available in threepanel door in 6’8” and 8’ heights, and features an optional dentil shelf. It also features architecturally correct detailing to reflect the look of a real wood cottage or bungalow inspired door design.

n MASONITE.COM (800) 663-3667

February 2017

Building-Products.com

Next-Gen Batteries

Check Your Load

Track Your Tools

Bosch’s new CORE18V power tool batteries use lithiumion technology to deliver 80% more power than its previous generation Bosch batteries. Next-generation, high-powered cells are laser-welded and rail-connected for high efficiency, allowing the batteries to deliver even better performance.

The TICK by Milwaukee Tool is a professional-grade Bluetooth tool and equipment tracker. Designed to withstand harsh jobsite environments, it can be easily attached and hidden from sight on any product, regardless of brand, to track anything in one’s inventory through an app.

n BOSCHTOOLS.COM

n MILWAUKEETOOL.COM

(877) 267-2499

(800) 729-3878

The new Alliance/Cambridge Ruff-Weigh 50 Hydraulic Weighing System by Alliance Scale installs easily to any forklift in under five hours without proximity switches or welding. Featuring an onboard weight indicator with net and gross display modes, full range auto tare, and all push-button controls, it allows operators to view the individual weight of a load as well as total weight. Accurate to within 1-2% error of forklift capacity, it has 1 to 5 points of digital calibration with adjustable digital filtering. Its aluminum enclosure mounts with a stainless steel bracket, and a 15-ft. hydraulic hose equalizes spikes to protect the transducer.

n ALLIANCESCALE.COM (800) 343-6802

TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

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

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

www.fontanawholesalelumber.com

Building-Products.com

February 2017

The Merchant Magazine

ASSOCIATION Update Western Wood Products Association is reminding members to save the date for its annual meeting March 5-7 at Embassy Suites, Portland, Or. The conference will offer a full agenda of business meetings, social events, and an updated forecast for lumber supply and demand.

updates, special product information, and prize giveaways.

Western Building Material Association executive director Casey Voorhees is heading out on the road to lead a series of workshops for members. On Feb. 21, he’ll present an introduction to buiding material sales course and Feb. 22-23 an estimating workshop, all at Red Lion Hotel, Salem, Or. He will also lead the estimating course March 7-8 at GranTree Inn, Bozeman, Mt.

North American Wholesale Lumber Association’s new officers and board officially began their terms Jan. 1, led by chair Jim McGinnis, McGinnis Lumber Co., Meridian, Ms. He is joined by 1st vice chair Nick Fitzgerald, Building Products, Inc., Council Bluffs, Ia.; 2nd vice chair David Bernstein, Mid-State Lumber Corp., Branchburg, N.J.; secretary/ treasurer Rob Latham, Tri-State Forest Products, Springfield, Oh.; and immediate past chair Scott Elston, Forest City Trading Group, Portland, Or. Directors: Bethany Doss, Capital Lumber, Healdsburg, Ca.; Phil Duke, Lumberman’s Wholesale Distribution, Nashville, Tn.; Heath Hutchison, Hutchison Lumber & Building

West Coast Lumber & Buidling Material Association will hold its annual Southern California golf tournament April 13 at Black Gold Golf Club, Yorba Linda, Ca.

Mountain States Lumber & Building Material Dealers Association’s annual LBM Products Expo is rapidly approaching on Feb. 16 at the Denver Mart, Denver, Co. The event will include industry

Products, Adams City, Co.; Mary Jo Nyblad, Boise Cascade, Boise, Id.; Paul Owen, Vanport International, Boring, Or.; Bill Price, All Star Forest Products, Jackson, Ms.; Warren Reeves, Wholesale Wood Products, Dothan, Al.; Alden Robbins, Robbins Lumber Co., Searsmont, Me.; Dan Semsak, Pacific Woodtech Corp., Burlington, Wa.; Wayne Trousdale, Cedar Creek, Oklahoma City, Ok.; Mark Wells, UFP Purchasing, Union City, Ga.; and Donna Whitaker, Interfor, Baxley, Ga. NAWLA is compiling the list of speakers for its 2017 Leadership Summit March 12-14 at the Westin La Paloma Resort & Spa in Tucson, Az. Presenters include Jim Cline, president and CEO of Trex; Nick Arkle, CEO of Gorman Brothers; Dick Molpus, founder and president of The Molpus Woodlands Group; and, Claudia St. John, president of Affinity HR Group. The program will also include a “Legends of Lumber” panel featuring Steve Boyd, president/CEO of Manufacturers Reserve Supply; Steve Weekes, founder of Weekes Forest Products; Steve Killgore, VP of solid wood business for Roseburg; and

THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Miguel Gutierrez: (209) 747-7773 • miguel@thunderboltwt.com Byron Beck: (209) 765-9023 • byron@thunderboltwt.com

The Merchant Magazine

February 2017

Building-Products.com

moderator Grant Phillips, lumber & industrial product sales for Collins. The association is also getting ready for its Portland regional meeting Feb. 21 at Riverplace Hotel, Portland, Or. Opportunities for networking will be available during various receptions along with a panel discussion. Other fast-approaching NAWLA events are its annual University of Innovative Distribution March 5-8 at JW Marriott, Indianapolis, In., and Wood Basics Course March 6-9 at Mississippi State University, Starkville, Ms. National Lumber & Building Material Dealers Association’s spring meeting and legislative conference will take place March 27-29 at the Renaissance Dupont Hotel, Washington, D.C. International Order of Hoo-Hoo elected Robyn Roose Beckett of M.C. Gutherie, Livonia, Mi., Snark of the Universe, making her the second female in Hoo-Hoo history to take over the Snark’s desk. Pieter Verlinden has been named 1st VP and Kent Bond, All Coast Forest Products, Cloverdale, Ca., remains chair. Southern California Hoo-Hoo Club will hold a golf tournament before its speaker meeting Feb. 15 at Anaheim Hills Golf Course, Anaheim, Hills, Ca. Sacramento Hoo-Hoo Club’s Valentines Dinner and Dance will be Feb. 11 at Delta King Restaurant & Hotel, Sacramento, Ca. Tacoma Olympia Hoo-Hoo Club will have a meeting March 7 in Tacoma, Wa. Pacific Northwest Rail Shippers Association’s next meeting will take place March 8-9 at DoubleTree Lloyd Center, Portland, Or. Dennis Williams, Rosboro, will open the event and a reception/mixer and buffet breakfast will be offered to guests. National Roofing Contractors Association is looking forward to its annual roofing convection & expo Feb. 27March 3 at Mandalay Bay Convention Center, Las Vegas.

DO IT BEST Corp. recently held an open buying day, welcoming prospective domestic and international vendors to the co-op’s world headquarters in Fort Wayne, In. The event enabled Do it Best merchandise managers to meet one-on-one with prospective vendors interested in doing business with the co-op and its member-owners.

Epicor Adds Training on Demand Epicor Software has launched new “training on demand” for users of BisTrack software in North America. Through the use of web-based, on-demand modules, Epicor Training on Demand provides a catalog of BisTrack training courses, delivering application-specific education to LBM dealers and their employees. The training modules address the specific needs of each role in a business. Each course ranges from six to 12 minutes—allowing staff to get the right information quickly, and apply it with limited time disruption. Additionally, a subscription to Epicor’s learning center offers BisTrack software customers not only access to all Training on Demand content, but also the ability to assign, track, and customize individual or role-based training programs for their employees—learning comprehension can then be measured through the use of tests and agendas, creating transcripts for all employees along the way. Training topics include BisTrack navigation, maintaining customer accounts, using POs, generating accounts receivable statements, and special order items overview.

Superior Service, Products & Support 100% of the Time

Distributed By

P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288

(541) 535-3465 • www.normandist.com Building-Products.com

February 2017

The Merchant Magazine

IN Memoriam Terry William Swanson, 71, cofounder and former vice president of Northwest Forest Products, Tacoma, Wa., died Dec. 25. A lifelong native of Tacoma, he worked for years as a carpenter and millwright in the lumber and machinery industries before launching Northwest Forest Products with partner Tom Read in 1984, and Tideflats LLC. Gilbert LeRoy “Gib” Comstock, 80, former corporate leader of wood products research with Weyerhaeuser Co., Federal Way, Wa., died Dec. 12. Dr. Comstock earned a degree in forestry from Iowa State University, then a PhD in wood technology from Syracuse. He began his career with the Forest Products Research Laboratory in Madison, Wi., before joining Weyerhaeuser, first in Longview, Wa., then Federal Way. He served as president of the Forest Products Research Society and the Society of Wood Science & Technology. Walter Raymond Sellick, founder of forklift pioneer Sellick Equipment Ltd., Harrow, Ontario, Canada, died

Jan. 10. He was 98. After serving in the Royal Canadian Air Force during World War II, he managed a Ford tractor dealership for many years until Jan. 1, 1969, when he and his sons Howard and David established Sellick Equipment Ltd. to manufacture rough terrain forklifts. He served on the board of directors of the Equipment Manufacturers Institute (now the Association of Equipment Manufacturers), and helped pioneer the EMI rough terrain forklift council. Keith Raymond Leavitt, 85, Oregon timberland engineer, passed away Jan. 5. He earned his degree in forest engineering from Oregon State University in 1954, then joined Edward Hines Lumber Co., Westfir, Or. He left in 1967 to started his own logging engineering company. In 1978, he earned his professional land surveyor certificate and partnered with Steve Ness to survey properties and engineer hundreds of miles of logging roads for lumber companies. He retired in 1995.

CLASSIFIED Marketplace HELP WANTED BAY AREA & SOUTH BAY SALES REP The sales rep for the Bay Area & South Bay Area is responsible for the sale of company products and services through developing and maintaining customer contacts within an assigned territory or area of responsibility. Works under general direction of the GMO/Sales Manager; exercises discretion and judgment on work priority on a regular basis; and a significant degree of creativity is expected. The ideal candidate has a strong background in milling, profiling, and re-manufacturing procedures. Principal Duties and Responsibilities: • Services and maintains positive relationships with current customer base • Identifies customers needs and solves problems • Understands and performs cost savings analysis for customers • Generates new sales by promoting product line to new and existing customers • Troubleshoots problems for customers Contact Chris Barentsen, Sales ManagerRetail Lumberyards, Cell (209) 993-5753; Office (209) 794-8750.

ADVERTISERS Index

Allura [www.allurausa.com]

Allweather Wood [www.allweatherwood.com]

NewTechWood [www.newtechwood.com]

Atlantis Rail Systems [www.altlantisrail.com]

Norbord [www.norbord.com]

Boise Cascade [www.bcewp.com]

Norman Distribution Inc. [www.normandist.com]

Boral [www.boraltruexterior.com]

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

Pelican Bay Forest Products [www.pelicanbayfp.com]

California Cascade [www.californiacascade.com]

13, Cover IV

Capital [www.capital-lumber.com]

REA Elektronik [www.rea-jet.com]

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

Redwood Empire [www.redwoodemp.com]

Deckorators [www.deckorators.com]

Reel Lumber Service [www.reellumber.com]

Fasco America [www.fascoamerica.com]

RISI [www.risiinfo.com]

Feeney [www.feeneyinc.com]

Roseburg Forest Products [www.roseburg.com]

Fontana Wholesale Lumber [fontanawholesalelumber.com] 53

RoyOMartin [www.royomartin.com]

Grabber Construction Products [www.grabberman.com]

Simpson Strong-Tie [www.strongtie.com]

Huff Lumber Co. [www.hufflumber.net]

Swanson Group [www.swansongroupinc.com]

Humboldt Redwood [www.getredwood.com]

Taiga Building Products [www.taigabuilding.com]

Jones Wholesale Lumber [www.joneswholesale.com]

Thunderbolt Wood Treating [thunderboltwoodtreating.com] 54

Keller Lumber Co. [www.kellerlumbercompany.com]

Universal Forest Products [www.ufpedge.com]

Kop-Coat [www.kop-coat.com]

Cover III

Matthews Marking Products [www.matthewsmarking.com]

The Merchant Magazine

February 2017

21, 49

Viance [www.treatedwood.com]

Cover II

Western Woods Inc. [www.westernwoodsinc.com]

Cover I

Building-Products.com

DATE Book

San Diego Home Show – March. 4-5, Del Mar Fairgrounds, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com.

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

Western Wood Products Association – March 5-7, annual meeting, Embassy Suites, Portland, Or.; (503) 224-3930; www.wwpa.org.

Colorado Springs Home & Landscape Expo – Feb. 10-12, NorrisPenrose Center, Colorado Springs, Co.; homeshowcenter.com.

North American Wholesale Lumber Assn. – March 5-8, University of Innovative Distribution, Indianapolis, In.; March 6-9, Wood Basics Course, MSU, Starkville, Ms.; www.nawla.org.

San Jose Home Show – Feb. 10-12, San Jose McEnery Convention Center, San Jose, Ca.; (888) 433-3976; www.acshomeshow.com. Sacramento Hoo-Hoo Club – Feb. 11, Valentines dinner & dance, Delta King Restaurant & Hotel, Sacramento, Ca.; (323) 559-1958; jtaylor@taigabuilding.com. Southern California Hoo-Hoo Club – Feb. 15, speaker meeting/golf, Anaheim Hills, Ca.; nicholson.men@gmail.com. Mountain States Lumber & Building Material Dealers Assn. – Feb. 16, products expo, Denver Mart, Denver, Co.; www.mslbmda.org. Orgill Inc. – Feb. 16-18, dealer market, Ernest N. Morial Convention Center, New Orleans, La.; (800) 347-2860; www.orgill.com. True Value Spring Reunion Market – Feb. 17-19, Anaheim, Ca.; (305) 852-6126; www.truevalue.com. North American Wholesale Lumber Assn. – Feb. 21, regional meeting, Riverplace-Kimpton Hotel, Portland, Or.; www.nawla.org. Western Building Material Association – Feb. 21, intro to building material sales; Feb. 22-23, estimating workshop, Red Lion, Seattle, Wa.; www.wbma.org. Oregon Logging Conference – Feb. 23-25, Lane County Convention Center & Fairgrounds, Eugene, Or.; (541) 682-4292; www. oregonloggingconference.com. National Roofing Contractors Assn. – Feb. 27-March 3, annual convention & expo, Mandalay Bay, Las Vegas, Nv.; www.nrca.com. Tacoma Remodeling Expo – March 3-5, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; homeshowcenter.com.

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

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

(951) 781-0564

www.reellumber.com Building-Products.com

Tacoma-Olympia Hoo-Hoo Club – March 7, meeting, Harmon Brewery, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Greenprints – March 7-8, Atlanta, Ga.; www.greenprints.org. Western Building Material Association – March 7-8, estimating workshop, GranTree Inn, Bozeman, Mt.; www.wbma.org. Pacific Northwest Association of Rail Shippers – March 8-9, meeting, Doubletree Lloyd Center, Portland, Or.; www.railshippers.com. LMC – March 8-10, annual meeting, New Orleans, La.; www.lmc.net. National Frame Building Assn. – March 8-10, frame building expo, Nashville, Tn.; (800) 726-9966; www.nfba.org. National Wooden Pallet & Container Assn. – March 8-10, leadership conference & expo, Tucson, Az.; www.palletcentral.com. North American Wholesale Lumber Assn. – March 12-14, Leadership Summit, Westin La Paloma, Tucson, Az.; www.nawla.org. Black Bart Hoo-Hoo Club – March 15, initiation meeting, Cricklewood Restaurant, Santa Rosa, Ca.; www.blackbarthoohoo181.org. Tacoma-Olympia Hoo-Hoo Club – March 15, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com Ace Hardware Corp. – March 16-18, spring show, Atlanta, Ga.; (888) 408-6742; www.acehardware.com. Redwood Region Logging Conference – March 16-18, Ukiah, Ca.; (707) 443-4091; www.rrlc.net.

t Reel Lumber Service, we supply domestic and foreign hardwoods. Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.) • Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

February 2017

The Merchant Magazine

FLASHBack 65 Years Ago This Month

oming off a banner year for lumber production, manufacturers were a touch nervous heading into 1952 due to a revival of Depression-era regulations this time aimed to serve the war effort in Korea, as reported by the February 1952 issue of The California Lumber Merchant. The Federal Housing Administration mandated that no more than 800,000 new home and apartment units could be built in 1952, with the promise that “builders keep a tight rein on the use of scarce materials.” The cap was actually a compromise with the construction industry, which had balked at an earlier proposal of 660,000 units. The higher figure still represented a 22% cut from the 1.09 million starts in 1951. The government also told builders that 200,000 of the new starts had to be in defense areas where housing was critically short. FHA administrator Raymond M. Foley said builders would need to “exercise much self discipline” in order to stay within the limit. In addition, since plwood and veneer were in such high demand in marine construction, for electronics

WESTERN HARDWOOD Lumber Co., Los Angeles, Ca., promoted FlintkoteCanec’s Decotone insulating tiles on the cover of the February 1952 issue of The Merchant.

components, and by other “war industries,” the Office of Price Stabilization instituted price ceilings on direct mill sales of standard grades and dimensions of softwood plywood and Douglas fir veneer. The government was also limiting construction of stores, churches, office buildings, and other projects that consumed large amounts of structural steel. Also reported 65 years ago: • Olympic Stained Products Co. of Seattle, Wa., promoted several sales managers, enlarged its sales force, and added wholesale distributors in its quest to finally ensure complete national distribution of its products. Since its inception in 1934, Olympic had become pioneers in the pre-stained shake industry, but still lacked reach into some pockets outside the West. It vowed that by the end of 1952, every lumber dealer in America would have access to Olympic stained products. • To promote its waterproof wallboard, The Upson Co., Lockport, N.Y., built a 9-ft. rowboat out of the fiberboard panels. A pretty model then climbed into the craft and was launched on to Lake Ontario. Fortunately, the boat actually floated—to the relief of its passenger, who didn’t know how to swim. Upson later warned that it did not recommend using the panels in this manner.

LBM CONGLOMERATE The Wood Conversion Co., St. Paul, Mn., produced a full-color film to boost sales of building materials, particularly its Balsam-Wool and Nu-Wood insulation lines. Lumber dealers could book local showings of Make Room for Tomorrow to show to their contractor customers and yard personnel, just as they had for their earlier blockbuster, The Professor Was a Salesman, produced in conjunction with the Insulation Board Institute.

The Merchant Magazine

February 2017

• Cashing in on the Philippine mahogany craze, International Veneer & Plywood Corp. introduced manufacturing of the product to the Southwest, by opening a two-acre plant at a new industrial park near the Los Angeles International Airport. The facility would produce over 1 million sq. ft. of Philippine and African plywood and an equal amount of veneer each month. Today, the distinctive domed-shaped factory is home to global shipper Able Freight. • The Woodwork Institute of California held its first anniversary meeting at the San Francisco Yacht Club. Between business sessions, the 79 attendees were entertained by Poogi-Poogi the Magician.

Building-Products.com

The

MERCHANT

Magazine

Our mission is so simple. Quality products and quality service to our customers. In fact, we are so proud of our products and our service, we stand behind them 100% and strive to grow our own business through building our customers. California Cascade Building Materials is fully equipped for remanufacturing and distribution. Our state-of-the-art plants are fully equipped with everything needed to complete your order from re-saw, to planing, to moulding, to kiln drying. With more than 20 trucks in our fleet and treating facilities in both Northern and Southern California, California Cascade provides value to your business with prompt, economical and timely delivery.

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