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CONTENTS

February 2021 Volume 100 n Number 2

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Special Report

Features

10 WHAT DECK BUILDERS WANT

12 MARGIN BUILDERS

EXPANSIVE SURVEY OF DECK CONTRACTORS REVEALS WHAT THEY MOST WANT FROM

THEIR RETAIL SUPPLIER—AND HOW PRIORITIES HAVE CHANGED IN THE AGE OF

COVID

MERCHANT

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

FEBRUARY 2021

Magazine

WHAT DECK BUILDERS WANT FROM THEIR SUPPLIERS • SELLING RAILINGS

Departments

FENCING STOCKING STRATEGIES TO GROW PROFIT MARGINS

18 PRODUCT SPOTLIGHT

42 NEW PRODUCTS

20 COMPETITIVE INTELLIGENCE

KENTUCKIANA DEALER KEEPS GROWING

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48 IN MEMORIAM

30 THINKING AHEAD

49 DATE BOOK

38 SELLING WITH KAHLE

50 FLASHBACK

THE LOST ART OF SAYING “NO”

The Ofﬁcial Publication of

48 CLASSIFIED MARKETPLACE 49 ADVERTISERS INDEX

PROCESSING THE PANDEMIC

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

22 OLSEN ON SALES 32 MOVERS & SHAKERS

BECOME A RAILING COLOR EXPERT

MANDATING THE VACCINE

1/25/2021 9:11:08 AM

8 ACROSS THE BOARD

14 INDUSTRY TRENDS

24 TRANSFORMING TEAMS

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February 2021

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ACROSS the Board By Patrick Adams

Bravery and hope T

—and past year—have been interesting is an understatement. I had my article for this month written and finished. Ready to turn in and be done. That would have been the easy thing to do, and perhaps, I should have. Perhaps I should have ignored the things that I was feeling as I saw protesters turn into terrorists in this great country of mine. From Portland to Washington in the past year, I watched as my fellow Americans raged. Perhaps I should have ignored the constant stream of posts and shares and retweets of half truths from my “friends” on both sides of the aisle, all while safe behind their keyboards and yet, when we are face to face, those conversations never come up because it would be “rude.” Perhaps I should forget about the sacrifices that those who came before us made, and with us and ahead of us will make in exchange for this thing we call America. Perhaps I should but last night, I watched as our nation again transitioned to a new administration peacefully. One side was happy, the other not. One side was hopeful, the other in despair. And before the night was out, the tide of battle shifted 1 0 degrees and some channels declared war while the others called for peace. And in all of that, I happened to look over and see my children and it made me cry. They were watching all of this, and listening, and studying, and processing. Not asking questions, but nevertheless absorbing it all. As I’ve traveled the world, I’ve seen other cultures. I’ve seen what happens when what adults rage about translates into the perceptions of children. In some regions, we call it “radicalization” and once these children grow, there is no reversing it. My daughter came home from school and, at 10 years old, said a group of kids kept pressuring her to learn who their parents voted for and proceeded to go through a very gruesome list of things that our new President apparently supports. As much as for some of us, there is nothing that would have us turn on our family or denounce our God, there is a growing list of things that apparently hold the same weight. So as I write this, I’m asking myself why this weighs so heavy on my heart? It’s because I love my family and I love this country. I don’t say those things lightly they are what give me life and part of my very being. It is easy to sit behind a keyboard and rage about things that may or may not be convenient truths. It’s easy to complain about the beliefs and policies of one administration versus anoth-

padams

The Merchant Magazine n

er. It’s easy to do nothing. But I’ve never taken the easy road in life and as a result, I’ve been blessed. It takes bravery and hope to take the tough path. To be an example. To lead. It’s easy to tear down others, but tough to build up everyone regardless of whether you agree with them or not. It’s tough sometimes to see the bright side of things. It’s tough to be a role model. It’s tough to put in the work behind the statement, “I want my children to be better off than me.” But that’s what brave and hopeful men do. So today, I choose to focus on the % that we all have in common with each other—our hope for a better future, our love for our family and our dedication to this country. Today, I choose to try to be brave for my children, my wife, and my friends and neighbors regardless of the things we might not have in common. If we can all sit together and root for a “good game” in spite of supporting rival teams, can’t we do the same in life for the good of this country? When we are typing, can’t we first ask ourselves if we would scream this in a crowded room or our neighborhood corner before we share it? Can’t we hold ourselves first to a higher standard before we choose to judge others to that standard? Perhaps I should have turned in the other article this month and let this feeling pass. Perhaps I should just keep my opinions to myself. But perhaps, I should try to be an example for the sake of my children that our “gang” is not left or right, but America. Our life has been blessed under both administration’s leadership, and we have seen hardship under both. But regardless, our destiny has been at our hands and our willingness to take the tough path. I wish all of you the very best in family, health, life and business as our country begins this new chapter. As always, I am grateful for the opportunity to serve this great industry and all of you.

Patrick S. Adams Publisher President mediagroup.com

February 2021

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n The Merchant Magazine n

FEATURE Story By David Koenig

MOST DECK builders aren’t shopping every job—they have a favorite lumberyard they turn to whom they trust to give them a fair price. There are more important criteria for selecting their favorite.

What deck builders want from their go-to supplier Priorities change in the age of COVID T “Availability is the best ability” has never been more true for decking suppliers, at least according to their builder customers looking to navigate recent material shortages. aving what a deck builder wants in stock—or being able to quickly get it—has become the most important criteria in selecting a supplier, according to a recent Instagram poll of deck builders by our sister publication Deck Specialist. Availability was deemed most important by . % of respondents, besting Service ( 0. %), Selection (1 %), Price (11. %), and Product nowledge ( 0. %). Other factors, including Location, Credit Terms, and Loyalty Program, totaled 0. %. “ uring CO I , availability is now 1 and all else is secondary as we just can’t get product,” said Pete Ciraldi, Professional Building Services, Salem, N. . “We spend four

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February 2021

times the administrative time trying to acquire stock, usually have to get from multiple suppliers, and they are short on stock, as well.” The change is a recent one, according to Ciraldi. “PreCO I , we never had availability issues we weren’t able to work around, so we would always look for multiple factors. Never just one. Price and service were equal in our book—it didn’t matter how cheap the products were if they came in damaged, wrong, short count, etc. If I had to send a truck and an hourly employee, the lost additional productivity of pulling someone off the crew would be a chaser. Because of the volume we would do during our busy season, we’d use multiple suppliers that carried a wide selection instead of just one with a larger footprint. Most of the larger companies do not stock all product lines and would have to bring things in anyway.” Building-Products.com

oe agen, All ecked Out, Cincinnati, Oh., proposed that the top two criteria are related. “The main reason we use our supplier is customer service and product availability,” agen said. “Not having products on the ground results in special order items that can result in major job delays. We also get free deliveries and pick-ups due to our large volume we do with them. Suppliers that offer perks like that for their loyal customer base will always be successful in my opinion. Even though they are a bit more expensive, I would rather use them than shop around. With a busy schedule, we don’t have time to clip coupons for materials, so using a company that values us like a partner is very important.” As an added benefit, agen said, “we also have our clients use their showroom when selecting materials and have an outside sales rep that deals directly with our clients. This helps in the event the guys at the counter that work there make commission and we could lose a job if a client went in there and then they recommend another builder that buys directly from them.” A good supplier is understanding when things don’t go according to plan. agen explained, “There have been many times that we were short on materials due to errors in estimating on my end or even from our sales rep accidentally keying in the list incorrectly but they always step up and make it a priority to get us what we need right away to keep the projects moving forward. We also like the fact that they stock the full line of our favorite decking brand, eckorators oyage, and they have a large selection of other quality products, as well.”

Looking for a Partner

Tom acques, ickory ickory ecks, undas, Ont., has also found that nothing is more valuable than nurturing a partnership between supplier and customer. “Most important is having a good relationship with the supplier,” acques said. “We realize they have to make money, too, so they have skin in the game. When issues arose this summer, we were the ones that still got product. We look long-term, rather than squeezing them for a penny or two.” is company, the largest deck building franchise in Canada, rarely changes suppliers because they work so hard to provide everything he needs from them. “We have a fairly complicated formula for whom we choose as suppliers,” acques said. “Of course, price is important, and service. They must offer a good warranty, and a manufacturer’s labor warranty. There must be a good color selection; the product easy to work with, but not easy to scratch. So it’s a combination of factors, some weighing more than others.” Favorite suppliers can be relied upon not only to have product, but to have answers. “What I value the most—and it seems like a dying art—is the supplier’s knowledge of what they’re selling,” shared Lance Sniatkowski, eck Innovators, Midlothian, a. “I have found that in my market people just don’t know the product, which leads to mis-ordering and timely mistakes that have been a problem lately.” eck builders are construction professionals and they expect their suppliers to be experts in what they do. “In my line of business time is money,” said Tim uigley, uigley ecks, Madison, Wi. “When I have a question on a particular product and when I call the lumberyard, the salesperson has the answer. When we need materials delivered on short notice, in most cases the lumberyard can get it out to us. The lumberyards have an ongoing relationship with manufacturBuilding-Products.com

ers reps, where the rep calls on the lumberyards on a regular basis and keeps the lumberyard personnel up to date on new or upcoming products. It’s a whole relationship thing where it’s equally as important to the local supplier that my business survives and remains profitable, as it is to their business surviving and remaining profitable.”

A Two-Way Street

Builders are willing to go the extra mile if they feel their lumberyard will do the same. “We try to keep it a one-stop shop as much as we can,” said Michael Scott, Simcoe ecks, Barrie, Ont. “We work with a lumberyard that is roughly one hour away, because we receive the best service from them. Our contractor manager goes above and beyond to keep everything organized. Not everything is perfect, but if something isn’t right, it’s dealt with quickly. We price-check a couple times a year just to make sure we are paying comparable prices. Most of the time pricing is on point, but the odd time we will have to adjust things.”

Deck Builders’ #1 Reason for Choosing a Supplier Product Knowledge Service

Price

Selection Other Availability

– Courtesy Deck Specialist

What Niagara Falls deck-building franchisee Peter Secord most appreciates about buying through ickory ickory ecks’ lumberyard is “they do an excellent job of keeping us informed on pricing and supply issues prior to changes and shortages.” eith Fry, Amazing ecks, Ambler, Pa., echoed a familiar refrain: “One-hundred-percent service is first. They must be able to handle a few fire drills throughout the year. Product availability is second—they need to be able to supply material with a day or two notice.” Lumberyards that can check all the boxes will have customers for life. February 2021

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MARGIN Builders By Tom Leahy

Don’t forget fencing! Stocking strategies for growing profit margins of today’s fickle economic landscape, one thing holds true: Americans are spending more time and money than ever before commissioning building professionals to create design-centric outdoor living spaces. In an industry breakdown of the most sought-after products, the fence—a once overlooked element of an outdoor living space— has become the rising star of the backyard equation. A fence can not only extend a homeowner’s personal design aesthetic to the property line, but also offers a needed privacy solution amid the newfound desire to revive underappreciated backyard living spaces.

Underscoring this trend, the chief economist at Porch.com has tracked a 1 % increase in fence installation services over the last year. In addition to a meteoric rise in fencing projects, a ouzz study reported a 1 % yearover-year jump in searches for deck, patio and porch professionals, with a sharp uptick in decking and railing installations. In short, Americans’ fervor for outdoor home improvement has hit a historically high level and shows no signs of slowing down. So, that poses the question, is the channel prepared to meet the continued demand for outdoor living products in 0 1?

MIXED MATERIALS: Fortress Estate ornamental privacy fencing combines classic ornamental steel fencing with wood or composite pickets. (Photos by Fortress Building Products)

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February 2021

Prepare for increased demand in outdoor living product categories to win customers. The country’s burgeoning interest in outdoor home improvement caught many dealers and distributors flat footed in the first half of 0 0. Some were left emptyhanded or pressed to pay a premium to stock their yard, as existing inventory quickly cleared. Admittedly, it was unnerving to purchase product amid a volatile economic climate. owever, it was our experience that those who had su cient inventory in stock saw it move. Ahead of prime building season, dealers and distributors can move forward with confidence by evaluating their 0 1 stocking strategies. Preparation is key to not only handle the influx in demand, but to also win over customers in today’s competitive marketplace. This includes stocking product for the entire backyard package, and with it, fencing solutions. For example, if a customer walks onto a dealer yard to purchase decking and railing product but isn’t able to complete the backyard build with fencing, they will spend their money at the lot down the street. We can’t stress this enough—don’t let customers walk away. Introduce products with familiar value propositions to stay ahead of the competition Because fencing has gained heavy traction across the outdoor living category, we recommend stocking this product ahead of peak building season. Building-Products.com

To its advantage, this perimeter line solution offers dealers and distributors a relatively low barrier to entry when it comes bringing on and selling the product. ards that are already equipped to house building products of similar shape and size, like railing, are typically able to also accommodate fencing. What’s more, dealer and distributor staff that are already well-versed in railing product categories will be able to confidently speak to fencing. Two kindred products, railing and fencing sing to comparable value propositions, including their shared ability to safely enclose an open-air space in style and provide desired privacy. Bearing shared purpose in mind, fencing can be an easy add on product to sell customers that are looking to purchase the total outdoor solution. Consider industry trends and evolving buyer preferences before stocking fencing products. Today’s offerings have come far from the golden days of white picket fence Americana. So, when considering which types of fencing solutions to bring on, don’t be afraid to introduce a new material. The country’s zeal for outdoor home improvement projects coupled with lumber supply shortages led many building professionals to turn to wood-alternative building materials. Options such as aluminum, steel and composite have gained big play, as availability often surpassed customer loyalty to lumber over the course of last year. Not to mention, these alternative materials have brought awareness to the fact that performance and aesthetics can be twofold in the building products industry—there is no need to sacrifice one value proposition for the other. It may be time to consider stocking such options that provide depth of inventory and hold the potential to drive more sales. Look to cost-effective products that move, like aluminum fencing. The once unassuming and hard-to-install aluminum systems have been replaced with easily adjustable, low maintenance options that bring effortless style to both traditional and modern homes. Today’s lightweight panels can be installed quickly and can typically accommodate grade changes across an uneven landscape. This premium design flexibility was not always available; however, recent technology advances enable rails to follow the ground while the pickets stay vertical. An economical solution to have in stock, some of today’s aluminum fencing manufacturers back their offerings with a limited lifetime warranty to maximize investments up and down the channel. Stock steel fencing options for customers seeking a high-design look and enhanced durability in one product. i cult for unwanted visitors to scale, especially when topped with finials, ornamental steel fence systems compare favorably with sought-after wrought iron and masonry builds. Select steel fencing manufacturers are also bringing one of the most pronounced design trends—the use of mixed materials—to the outdoor living space with hybrid privacy fencing systems. These pair the strength of fully welded steel with composite or wood pickets for a contemporary look that stands guard and stands out. Today’s design-centric solutions not only help your customers curate personalized open-air spaces, but also drive more and higher sales in the process. Keep an eye on horizontal fence options, an emerging trend among homeowners with a design-oriented mindset. Providing a modern look with clean lines and near-total privacy, horizontal fences lend truth to the truism of “good fences make good neighbors.” When pickets are oriented Building-Products.com

WHILE the rigidity of a traditional welded fence requires stair-stepping of panels on hills and slopes, a rackable fence like Fortress’ Versai ornamental steel fencing adjusts to follow the contour of the landscape.

horizontally, they offer an aesthetically pleasing visual for homeowners on both sides of the fence (literally). Select composite fence manufacturers offer horizontal options that deliver the old-school charm that wood provides without the propensity to decompose from the effects of weathering. Such options satisfy buyer’s design-oriented preferences and bolster channel reputability, making the case for wood alternative building products. Capitalize on the continued boom in outdoor home renovation spending in 2021 and grow proﬁt margins. We’re confident that assessing stocking options ahead of prime building season holds the key to a profitable year for all. With attention paid to wood alternative fencing materials, dealers and distributors can offer customers the missing piece of the backyard equation: meeting demand for high-design perimeter solutions. In turn, the channel can maximize profit margins and capitalize on this unprecedented boom in outdoor home improvement spending. – Tom Leahy is the director, channel sales at Fortress Building Products. Leahy has extensive experience in sales, marketing and product management across the building materials industry. He currently leads the sales organization for Fortress, working directly with the one-step wholesale distribution to better serve customers and support product expansion both inside and outside of the fence category (www.fortressbp.com).

February 2021

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INDUSTRY Trends By David Koenig

PURPLE? NO PROBLEM! Aluminum railing manufacturers can create near limitless custom colors using powder coatings. (Photo by Duradek)

Become a deck railing color expert Selling from the growing spectrum of options white vinyl railings on every deck have given way to a rainbow of railing colors, enabled by the latest manufacturing technologies and the expanding imaginations of designers. With now near-unlimited options, how can dealers help guide customers to the best color choice for their deck railing project? “Choosing the right railing defines your home, and selecting the right color is as important on the outside of the home as it is on the inside,” says Andrew Pantelides, P of marketing and business development for Regal ideas. “When it comes to doors, trim, shutters and furniture, the color trends we are seeing are ones of eye-catching colors that define personality and style. More and more homeowners are viewing their outdoor spaces as an extension of their indoors.” Certainly, railing color choice is a critical decision in planning a project. When you walk out onto a deck, your eyes are usually going to see the railing first. According to Steven Phillips, product manager in charge of railing for Trex, “Our focus is on making sure consumers have safe but inspiring choices that complement any decking

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February 2021

color. Earth tones like intage Lantern (a chocolate brown) compliment safer choices like Classic White and Charcoal Black. Softer tones like Rope Swing and Gravel Path give consumers more outside-the-box options that aren’t too polarizing. owever, making sure the channel can support inventory requirements is always critical, so the color palette has to be selected carefully.” Fairway’s aluminum systems come in three different colors, steel railings in two, and cellular P C in white. “Those three railing technologies—aluminum, steel and cellular P C— cover three color categories in black, bronze and white, which represent about 0% of market demand,” said Chase Moritz, marketing manager for parent Envision ecking. “Within those technologies, we offer varying finish options as well. Textured colors are some of our fastest growing products.” SpecRail has been tweaking its color options based on customer feedback. Standard colors for its aluminum railings are black, white and bronze. The company used to offer green and sandstone as standard, but they were discontinued due to lack of demand. “Black is the prominent color for both our Building-Products.com

railing and fence products by far,” shared oseph Moriarty, new business development manager. “ epending on certain regions of the country, white is preferable. Bronze is still popular and a viable preference for many projects.” SpecRail also offers custom colors, usually “one-offs” to meet the requirements of certain jobs. Recently, custom red has been popular. “Customers provide a (RA ) color code,” Moriarty said. “These situations require a specific supplier quote on coating material and our set-up process time based on project volume.”

Making theISChoice CONSTRUCTION UNDERWAY on a new TFL plant in Klamath Falls,

Or.,Before to meet choosing growing demand in thecolor, West. dealers should understand a railing the customer’s style and home architecture including materiWilsonart Expands inthey West als used like wood or composite,TFL and how use their outWilsonart Engineered Surfaces broken on door area. RailF ’s Brenda Collonshas says, “This ground will likely a newa thermally laminate (TFL)style—do facility inthey Klamath drive customers’fused selection of railing want Falls, Or. to blend in, making a lake or mountain view the the railing Expected operational by July 2021, the hero, or stand to outbe as fully a design feature? And will the outdoor new be facility feature a quick-cycle press, which will area used will for entertainment, family (including children, significantly increase production capabilities on the West pets and older adults),itsgames or pool use? Once style Coast. has been chosen, colors can complement the decision. Colors “Our offerings tremendous evoke moods, whichhave drivesgarnered the preference of stocksupport versus from both specifiers and design.” fabricators,” said Ron Ubertini, custom colors for the final VP-product management. is a key part ofcolor, that ista Railing Systems’ Erik“TFL Flick agrees: “Building offering, and this next expansion is apreference continuation of into our geographic environment, and personal all go strategy enable usprocess. to meetAsgrowing demand and White better the colortoselection an example, Gloss serve our customers.” tends to be very popular in coastal areas as a general rule. More urban environments might tend to have color schemes where a Gloss Black is more a fit.the Textured finishes such Lowe’s Bulking Upof in West as Textured are certainly rising popularity as well To meet Black fast-growing demand forinbuilding materials, based changing color Centers, schemes Mooresville, and the factN.C., that they Lowe’supon Home Improvement will are easier keep clean in some cases than the glossmuch colors.” invest $1.7tobillion to update its supply chain—with of

the expansion centered across the western United States. Over the past 18 months, Lowe’s opened more than a dozen facilities, including in Riverside, Ca. Over the coming year and a half, the chain is expected to open 50 more cross-dock terminals, seven bulk distribution centers, and four e-commerce fulfillment centers. It recently inked deals for new distribution space in California, Arizona and Washington, among other states. In October, Lowe’s opened a West Coast e-commerce fulfillment center in Mira Loma, Ca., said to improve two-day deliveries. Lowe’s has leased 116,934-sq. ft. in a new industrial park in Gilbert, Az., to open a distribution and fulfillment center in early 2021. It reportedly also agreed to lease 1.2 million sq. ft. at the GORGEOUS VIEWS Northwest are maximized with railings that blend into the Benaroya Pacific Regional Logistics Center in background. (Photo by Regal ideas) Winlock, Wa. To simplify the railing selection process, Trex’s PhilSecond-Hand Reopens lips suggests using one Lumberyard of what Trex calls the “three Cs” to achieve a successful decking and railing pairing: in lagsta Coordinate. oufor cannearly nevernine go wrong by selecting railAfter being closed years, E.R.I.C. Building ing in theFlagstaff, same shade decking—i.e., dark brown railSupply, Az., as hasyour reopened with a new owner. ingConstruction for a dark brown deck, or light gray Dahozy railing topurchased compleindustry veteran Darwin ment light gray This creates a cozy, well-coordinated the business andboards. inventory, and reopened in early October after look and of is aprepping great approach for risk-averse a month the long-vacant space.homeowners. He admits their Contrast. If you finding a perfect match for current collection of have used,trouble recycled and discarded building the decking—or if yourmore customer is open to trying something materials will require time to organize, so initially will different—consider a contrasting railing color, as black be closed on Mondays through Wednesdays as itsuch continues to or white. are classic options that complement virtually “clean up Both and organize.” anyDahozy, outdoor49, setting. Classic looks crisp against deep moved to the white area two years ago looking to brown boards is idealafter for highlighting deck’sand debuy or deck start his ownand business, a career as aawelder sign and features. Alternately, residential/commercial fencer. if you’re working with lighter

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com Building-Products.com 32 n The Merchant Magazine

November 2020

February 2021

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WITH 12 STANDARD colors (above), Diggers Industries believes it has an option to coordinate its aluminum railings with any outdoor space. Note how (at right) the darker railings play off the gray deck. (Images by DSI)

colored decking, a contrasted look can be achieved by selecting darker railing. ark colors give a deck a modern look and feel. They also are a good choice for clients looking to showcase their home’s natural surroundings since dark railings tend to visually blend into the background. Customize. For design-savvy homeowners looking for the distinctive, go for a completely customized look. on’t be afraid to mix colors and materials, such as combining dark aluminum railing and balusters with white composite posts, to create a dramatic look that delivers a sophisticated mixture of texture and color. Other tips: To optimize a great view, thin balusters finished in black are a good choice as they tend to optically blend into the environment, putting more visual emphasis on the natural surroundings. Save thicker, tightly spaced balusters for a not-so-appealing view or to deter nosy neighbors. Rails should naturally blend with the environment. This brings the feeling of being closer to nature. So not only consider how the railings play off of the deck and home, but also how they look facing away, into nature. Railings should define a space naturally vs. becoming an obtrusive barrier. ark colors, like black and bronze, tend to blend in with a structure from afar, while white and lighter colors will stand out in contrast to the home. Colors with more gloss retention typically have less U breakdown (fading) than matte finish colors. Gloss finishes reflect more sunlight, so in a very sunny area, a textured finish on aluminum is often a better choice Check on the finish. ow does it look and feel? oes it leave fingerprints, or stain? A textured finish affects both look and feel. According to Regal

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ideas’ Pantelides, “Our textured finish provides a depth of richness to the paint as the light shines on it.” Rarely do you see high-end railing materials that are glossy and shiny. Trex’s aluminum and composite railings feature matte finishes that add a rich look to an overall project.

Pick a Color, Any Color

Atlantis Rail offers two cable railing systems with different color options— the NO A II aluminum cable railing system in white, black and bronze, and the Spectrum System stainless steel cable railing system with stainless steel square posts powder-coated black, pure white, metallic silver, dark brown, light brown, or pebble gray. In recent years, Atlantis Rail has started to offer color options due to customer demand. “For a long time we only offered a brushed or polished stainless steel finish,” said marketing manager Carey icks. “We are offering much lower maintenance options for adding color to railing systems versus painted wood. The color options that we offer are neutral and blend nicely with many different designs and environments. “It is definitely a customer preference as to which color they choose, but we have noticed that with exterior color palettes expanding, including window trims, customers are looking to match their railing to their trim. Also, color selection depends on the style that the customer wants to showcase. If the railing is on the ocean, some customers opt for a white cable railing system to give a nautical feel. If the railing was going on a residence in the mountains or woods, the customer may opt for a black or dark brown railing system so as to blend with nature and not interfere with the environment.” The proliferation of literally hun-

February 2021

dreds of different deck railing colors is primarily attribute to advances in powder-coating. uradek’s aluminum railings come in 1 standard and over 1 0 custom colors. “The ability to provide custom colors in railing and fencing products is important to ensure a good match to a home’s window coverings or window sidings,” notes Blair oliday, urarail sales manager. “The most important thing is using a super durable powder for the finish.” igger Specialties, Inc. offers 1 standard AAMA 0 colors for its Westbury aluminum railing, A A andrail, and B Series balusters in its PolyRail vinyl railing line, chosen specifically to play off homeowners’ decks, homes, gardens and yards. “We believe your outdoor living space should match your style and color palette,” explains marketing manager Mary Gearhart. “Every year the decking industry adds colors to their decking options, paint companies add colors to their exterior home colors, and vinyl siding companies add new color options to their color offerings. We have a standard color that can accent the colors in your outdoor living space. But you don’t have to stop there— SI offers a custom color program for all our aluminum products. ou provide a color sample, we match it to an AAMA color.” Ultimately, the most important factor is what looks good to the client. “It really is a matter of personal preference and aesthetics,” said eremiah ershberger, product manager for Superior Plastics, which provides vinyl railing in three colors and aluminum in four. “We offer so many colors because people like to have options for a customized railing, but all of our aluminum and vinyl colors are powder-coated or manufactured to last, so it really doesn’t matter from a functional perspective.” Building-Products.com

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February 2021

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PRODUCT Spotlight By Robin West

The APA panel trademark explained APA provides a lot of useful information for builders and specifiers. APA trademarked panels are suitable for a variety of end uses including subflooring, single-layer flooring, wall and roof sheathing, ceiling deck sheathing and more. Panels can be manufactured in a variety of finishes, thicknesses and bond classificationsâ&#x20AC;&#x201D;depending on the intended application. APA Performance Rated Panels are easy to use and specify since the recommended end use and other helpful information is clearly indicated in the trademark located on the panel. APA The Engineered Wood Association provides guidance on interpreting the APA trademark to help you select and specify the right panel for the job.

1. Panel Grade

Structural panel grades are generally identified in terms of the plywood veneer grades used on the face and back of the panel (e.g., A-B, B-C), or by a name suggesting the panelâ&#x20AC;&#x2122;s intended end use (e.g., APA Rated Sheathing, APA Rated Sturd-I-Floorâ&#x20AC;&#x201D;also known as single floor). eneer grades define veneer attributes in terms of natural unrepaired growth characteristics and allowable number and

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February 2021

size of repairs that may be made during manufacture. The highest quality veneer grade commonly available is A. The minimum grade of veneer permitted in Exterior plywood is C-grade. -grade veneer is only permitted to be used in panels intended for applications protected from long-term exposure to weather.

2. Span Rating

The span rating for APA Rated Sheathing is presented as two numbers separated by a slash. The left-hand number is the maximum recommended center-to-center spacing for supports in inches when the panel is used for roof sheathing with long dimensions across supports. The right-hand number is the maximum center-to-center spacing of supports in inches when the panel is used for subflooring with the long dimension across supports. The span rating on APA Rated Sturd-I-Floor underlayment and APA Rated Siding panels appears as a single number. Span ratings for APA Rated Sturdi-I-Floor and underlayment panels, like those for APA Rated Sheathing, are based on application of the panel with the long dimension or strength axis across three or more supports.

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4. Bond Classification

APA trademarked panels may be produced in two moisture-resistant bond classifications—Exterior and Exposure 1. The classifications are based on the severity and duration of weather and moisture exposure the panels are designed to withstand, and the wood materials and adhesives used in manufacture. Exterior Panels: ave bonds capable of withstanding repeated wetting and redrying or long-term exposure to weather or other conditions of similar severity. Exposure 1 Panels: Suitable for uses not involving longterm exposure to weather. Panels classified as Exposure 1 are intended to resist the effects of moisture on structural performance during construction or similar conditions. Exposure 1 panels may also be used when exposure to the outdoors is protected from direct exposure, such as the underside of panels at roof overhangs, although appearance characteristics of the panel grade should also be considered. Exposure 1 panels are made with the same exterior adhesives used in Exterior panels. owever, because other panel compositional factors may affect bond performance, only Exterior panels should be used for long-term exposure to the weather.

5. Decimal Thickness Declaration

This value is generally at or near the lower tolerance specified in PS 1 or PS .

6. Mill Number

Manufacturing mill identification number.

7. Product Standard

An industry product manufacturing or performance specification. oluntary Product Standard PS 1-1 for Structural Plywood was developed cooperatively by the plywood industry and U.S. epartment of Commerce. oluntary Product Standard PS -1 , Performance Standard for Wood Structural Panels, establishes performance criteria for specific designated construction applications.

Building-Products.com

8. Performance Category

The term “Performance Category” is a panel designation related to the panel thickness range that is linked to the nominal panel thickness designations used in the International Building Code (IBC) and International Residential Code (IRC). 9. Siding Face Grade The grade identification of siding face—based on the number of repairs and appearance characteristics. 10. Group Number Structural plywood can be manufactured from over 0 species of wood. These species are divided based on strength and stiffness into five groups under PS 1. Strongest species are in Group 1, the next strongest in Group and so on. The group number that appears in the trademark on some APA trademarked panels, primarily panels with no span rating, is based on the species used for face and back veneers or upon equivalent strength testing of the panel. Check local availability if a particular species is desired. 11. HUD Recognition Recognition of wood-based Performance Rated panels is contained in Use of Materials Bulletin UM- 0. 12. Panel Grade–Canadian Standard Some APA panels are manufactured to both U.S. and Canadian standards and carry a dual mark, as shown in the Rated Sheathing mark above. Other panels may carry a single mark for either the U.S. or Canadian standard. 13. Panel Mark Rating and end-use designation, Canadian standard. In the Canadian span marking, the “R” signifies roofs and the “F” represents subfloors. 14. Canadian Construction Sheathing Standard 15. Panel Face Orientation Indicator – Learn more and download a free printable copy of APA’s panel trademark guide at www.apawood.org.

February 2021

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COMPETITIVE Intelligence By Carla Waldemar

Go, Kentuckiana!

gurus advise us strivers to learn a new word a day. Well, today is Monday, and my new word is entuckiana. It’s the location of PC ome Center, based in New Albany, In.— right across the Ohio River from

Louisville, y. (Get it?) “I can look out my window and see the city skyline right now,” declares owner avid Stemler. e wandered into the industry back in 1 soon after college by signing on at an outfit called PC Paneling—

AT PC, David Stemler quickly transitioned from the outfit’s first employee to its owner.

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February 2021

the company’s first hire. One of his initial tasks was helping in the move from a converted bowling alley into a former ice-house down the street, which meant trundling the inventory— Armstrong ceilings, plastic moulding and such—by hand, for lack of a forklift. The next move, in the mid0s, was to what once was a rollerskating rink to accommodate the outfit’s increased inventory, which now included lumber, windows and doors, moulding and trim. When the company’s owner died unexpectedly in 1 , avid, now 0, was faced with a choice to make in a hurry: buy the business, or work for somebody else. Easy decision, save for one fact: The young man had no cash. With the help of his former boss’s estate and an Andersen Windows distributor, he was able to take over the company and all it entailed (including the dubious privilege of working 0-hour weeks). Seven years later, PC had again outgrown its footprint and sought yet-another site. This time, no ice house, no skating rink: avid decided to build from the ground up. Since then, thanks to three expansions, it now occupies 0,000 sq. ft. upon seven acres, and its 1 employee count of 1 has mushroomed to over 110—manning what’s become the largest independent, family-owned showroom in entuckiana. But why stop there? In 00 , avid purchased a former Stock Building Supply yard in Sellersburg, In., 1 minutes (and a world) away. “ ou don’t want to do that,” insiders counseled. But he did. Why? “Because it was so cheap ” avid laughs. And so lucrative, he might add. The 1 . -acre site anchors a 100,000 sq. ft. building in what’s now entuckiana’s biggest locally-owner lumber and hardware Building-Products.com

A PERFECT COMPLEMENT to its sister lumberyard location in Sellersburg, PC’s home center in New Albany has expanded three times to become the largest kitchen, bath, window and door showroom in the region.

store—where Louisville’s contractors cross the river to purchase their lumber and a whole lot more. “The two stores complement each other; they’re not the same market,” attests avid. “They couldn’t be more different,” he points out. The New Albany store carries everything from the ground up except drywall. It woos the ladies with its showroom displays of cabinets, kitchens, lighting. The site in Sellersburg draws contractor customers with “big piles of lumber—a large pro lumberyard, with millwork and such—one store plush, the other rough, a mom-and-pop-type atmosphere,” he explains. “We market back and forth. Sellersburg is like a large neighborhood hardware store, friendly and helpful. It got us through the recent down-time. The right people there turned it around.” Speaking of people: “We hire for a good personality, then offer training. We tell them, The more you know, the more you’re valuable, and the more money you can make.’” PC deals primarily with contractor customers—nearly 0% of business is driven by pros. et in 01 avid added a glitzy new showroom, as if catering to walk-ins. Again, why? “For the Wow Factor,” he explains. “To give people confidence in us. Two hundred thousand dollars of Andersen and Marvin displays and a lovely skylight. Plus, if we ever have another ’0 recession , it’s something to fall back on.” Meanwhile, he’s got the pros in his pocket; those builders and remodelers of custom homes are going crazy with new business in these days of CO I . “Our outside salesmen are a big influence in bringing in the big-volume builders. They’re relationship’ people,” declares the boss. “We take super-care of our customers, and do things right; if we screw up, we say so. And we know the customer is always right (even when he isn’t ). Word-ofmouth is our best advertising because our builders are in love with us and they talk to each other.” PC’s contractor customers have proved loyal allies. “They like us because,” avid stops to ponder—“one, we’re the only independent left in the metro. Our service is superb. We scramble to make good on on-time, in-full deliveries.” PC also rewards its strongest pros with trips like skiing in Colorado or sailing in warm waters—“paid Building-Products.com

for 100% out of my pocket, not vendors’.” Worried about any competition? Worried might not be the right word—annoyed is more like it when potential customers blindly head to the many boxes populating Louisville—“yet they expect so much more service from us than the mediocre level they get for what they consider the (supposedly) cheaper prices at the boxes.” There’s a huge difference, however. “We’re not corporate-owned, so we can make decisions on the fly. We try to do things right—no shortcuts. We work on continuous improvements and treating customers with respect. We continue to learn, though it’s not always easy; we’re always working on it.” If only the economy would cooperate, right? “Appraisals and prices on homes are sliding downward, but still we’re having a record year. Thanks to CO I , customers want decks, outdoor spaces, more home projects. Lovely, if we can get the materials et the rising price of lumber, by supply-and-demand, has helped us: good margins. Our city brags about a casino gambling boat on the river, but with lumber prices changing twice a week, I don’t need a boat to gamble ” he laughs. avid, , is far from counting the days—years —until retirement. “I have no kids, so the business is my baby, my family. I like to build things, to see the pretty showroom, so I have no interest in selling out. I’m not staying in it for the money—I love to give money away, to the Salvation Army, to cancer funds. I gave out green light bulbs for a CO I -awareness cause. My plan for the company is, to eventually give half of it to my employees and half to the trust of a charity.” In the meantime, it’s full steam ahead and another record-setting year, with a few tweaks along the way to ensure PC’s continued success: “I’ve learned that you can’t be everything to everybody: Stick to your niche ” Carla Waldemar cwaldemar comcast.net February 2021

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OLSEN on Sales By James Olsen

It’s emotional

is % emotional. We decide with our hearts and then justify our decisions with our “logical” brain. Change makes us uncomfortable. A worldwide pandemic and social upheaval represent big, emotion-laden change for all of us. Staying focused with so much clamoring for our attention is a challenge. We must set limits on how much we are going to pay attention to the outside world, if at all, during work hours and stay on task vs. staying on the internet worrying and talking about things beyond our control. Sales is a transfer of emotion. Master Sellers control theirs. One of the earmarks of a great seller is that we can’t tell what kind of day they are having. Master Sellers plan their work and work their plan. They don’t let the outside world affect how they perform. Of course, they prefer to have good days than poor days, but they know how to stay on course. Many sellers are ruled by their emotions. If they are having a tough time in their personal lives, their sales performance shows it. The Master Seller keeps their life in compartments. The Master Seller uses work as a refuge when things in their personal lives are wobbling. Master Sellers know how to put on their “happy face” when it’s game time.

Prospecting—It’s Emotional

Prospecting is arguably the most di cult thing we do. It takes emotional fortitude to call 0 prospects a day and maybe find two potential customers. Master Sellers embrace the challenge, while most sellers don’t prospect in any kind of professional, focused way. They seldom prospect, therefore aren’t fluid when they do it, thus getting poor results, which creates the vicious circle of poor results, reluctance and non-performance for bringing in new business. Most sellers prospect when it’s slow or when they lose a big account. Master Sellers have a disciplined, scheduled approach to prospecting as part of their overall plan of attack.

Overcoming Objections—It’s Emotional

Most sellers don’t ask for the order When I first started, I read a book by Tom opkins that said that 0% of sellers don’t ask for the order. I couldn’t believe it. aving coached salespeople for 0 years, I have to agree with that number. Most sellers do a form of the following: Quotron: “Mrs. Customer, I have a car of x 1 ’s I can get into you at 0 MBF, what d’ya think?”

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February 2021

Customer: “Thanks for the number. I appreciate it. I’ll let you know.” Since they don’t ask for the order, these sellers never have to overcome an objection, because they never get them—another vicious circle of non-performance. The Master Seller asks for the order every time and is ready and willing, intellectually, and more importantly, emotionally, to overcome objections. Overcoming objections is a low-percentage business. Once a customer has said no, it will be more di cult to get them to say yes, but Master Sellers do it every day. But even a % closing percentage on objections will produce and extra . orders per day in a 0-call day. Multiply . x working days extra order a month, which is why Master Sellers make four times the average.

Closing—It’s Emotional

We make two emotional mistakes in closing. First, we are too nervous and timid. These emotions are transferred directly to the customer, making them nervous and timid also. Wanting the order too badly is the other emotional mistake. This makes us too aggressive, which is off-putting, sends the message that we don’t care, and is easy to say no to. Master Sellers are positively, naively assumptive. They are relaxed because they know why their deal is good for the customer and they know the customer will say yes. This is the dichotomy of the Master Seller; they are realistic in knowing that not everyone will say yes, but their positive self-talk and attitude ignore that “realistic” fact.

Sales—It’s Emotional

I tell my students, “We’re not going to smart our way to the top of the sales business.” We work (much) harder than the average and we relate to our customers on a human emotional level while controlling our own... emotions.

James Olsen Reality Sales Training ( 0 ) james realitysalestraining.com Building-Products.com

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TRANSFORMING Teams By Claudia St. John

Mandating the vaccine 0 0 a close, we started fielding questions from clients about whether they could require employees to obtain a CO I -1 vaccine as a condition of employment. These questions were sparked by the initial rollout of vaccinations for front-line health care workers and nursing home residents and the alarming spike of CO I infections across the country during the holiday season. While vaccination of the general population is still a few months away, many of our clients have been deemed essential businesses and therefore will likely have access to the vaccine ahead of the general population. So while the question of whether to require a CO I vaccine isn’t imminent for most businesses, now is the time to think about what your strategy will be.

Can employers require employees to get vaccinated? The answer to this question essentially is yes. In ecember, the EEOC issued guidance stating that a CO I vaccine, administered by an employer or a third-party administrator on behalf of an employer is not a medical examination and is permissible. While the EEOC deemed such a requirement permissible, they stated that employers should have a well-articulated business reason for requiring the vaccine, such as the need to protect the health of employees or clients, or the need to travel, work with vulnerable populations, or work in close quarters with others. The EEOC also cautioned that employers must provide “reasonable accommodation” to employees who either are unable to receive a vaccine due to a medical condition or due to a “sincerely held religious belief.” A reasonable accommodation may include allowing an employee to work from home, isolate from other workers, or significantly adjust work duties to provide protections from the

Q. Can I as an employer require my employees to get a vaccine for COVID?

A. Yes, the EEOC recently advised that employers are within their rights to require a COVID vaccine as a condition of employment. Employers must, however, provide reasonable accommodation for those who cannot take the vaccine due either to a medical condition or to a sincerely held religious belief as provided under the Americans with Disabilities Act and Title VII of the Civil Rights Act. At this point, our recommendation to employers is to start with a positive, voluntary program before wading into the challenges posed by mandating the vaccine. Of course, we encourage employers to seek our advice or the advice of legal counsel before moving forward with a policy. 24

The Merchant Magazine n February 2021

general employee population. Under the Americans with isabilities Act (A A) and Title II of the Civil Rights Act, employers must allow reasonable accommodations such as these as long as providing the accommodation doesn’t cause “undue hardship” for the employer. The EEOC also cautioned employers who plan on requiring a vaccination to be careful not to violate employees’ rights when asking the sort of health screening questions that will likely be necessary in order to ensure there are no underlying medical reasons for which the employee should not receive a vaccine. Because of this, the EEOC advises that employers should consider making vaccinations voluntary or should have a third party administer all aspects of the vaccination process. Along the same lines, if the employer plans to require proof of vaccination, they need to take care not to pursue the reasons why an employee was unable to obtain the vaccine. That’s unless they can argue that the employer had a reasonable belief that the employee’s refusal to provide their own protected medical information concerning their inability to receive the vaccine poses a significant risk of substantial harm to the health or safety of the individual or others. In other words, be ready for a lawsuit. To be safe, if an employer elects to require a CO I vaccine, they must: Exercise care in administering the vaccine and consider outsourcing the entire process to a third party Refrain from asking any unnecessary health screening questions eep confidential any medical information received from employees, and Be prepared to engage with any employees who request accommodation or seek an exemption from the vaccination due to medical or religious reasons. We strongly encourage employers to also lead by example in their approach to taking the vaccine and, thereafter, to continue to maintain safe social distancing and use of PPE. Building-Products.com

In the case of employees requiring reasonable accommodation, you should consider and review each case carefully before taking an adverse action against an employee for failing to obtain a vaccine. It is also important not to substitute your wants and opinions for those of the employee’s doctor who is making the determination on whether the employee should receive the vaccine. And for those who cannot take the vaccine, it is important not to discriminate, retaliate, harass or otherwise disadvantage the employee in terms of job duties and pay as a result of their inability to get inoculated. Also be careful to keep all information confidential and not communicate who has and has not been vaccinated. Finally, if you are considering requiring a vaccine, you may want to take stock of how your employees responded to many of the precautionary measures you may have required over the past few months, including following social distancing protocols, consistent and appropriate wearing of masks, and overall compliance with the safety protocols put in place since the outbreak of CO I . If maintaining a safe workforce was challenging, you can anticipate the issues related to mandating, communicating, educating, tracking and accommodating employees during this process will be equally if not more challenging. Just because they can require a vaccine, doesn’t mean they should. Our advice for employers is to take steps toward encouraging vaccines before they decide to mandate them. For a number of reasons, employees may be reluctant to get a vaccine—either because of legitimate health concerns or religious beliefs, or because of personal beliefs, privacy issues, and or political concerns. While mandating the vaccine may be ultimately appropriate, we advise employers to encourage vaccines as a first step. If taking this approach, employers could: Encourage vaccinations as part of a larger workplace wellness campaign, supported by goals and challenges and positive incentives Provide educational campaigns for employees to address concerns, including perhaps inviting a medical professional to address employees’ confidential health concerns Give employees time off with pay to obtain the vaccine and, if necessary, to convalesce from the inoculation, and Lead by example by taking the first vaccine and celebrating the first step toward beating the pandemic. We’re not out of the woods yet. Finally, although the end of the pandemic seems within sight, we are still battling the highest level of infections at any point since the pandemic started. The virus is increasingly contagious if not virulent and even those who get vaccines will still need to mask and socially distance until more about the disease can be learned. For the time being, stay vigilant in protecting your employees, your clients, and your communities and spend some time now imagining how you and your employees will celebrate when this wretched disease is behind us Claudia St. John SP R, S RM-SCP, President A nity R Group contact a nityhrgroup.com Building-Products.com

February 2021

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NEWS Briefs International Wood Products, Clackamas, Or., is now exclusive distributor of Windsor Mill’s Vintage Tight Knot Boards in Oregon and Washington.

Wausau Supply Co., Limon, Envision Building Products’ Envision Co., is now distributing

composite decking in Colorado and northern New Mexico.

Nova USA Wood Products, Portland, Or., recently completed its 15th anniversary with a 100% increase in year-to-year sales revenues for its wood stain and fastening products. ARIZONA home center with indoor lumberyard is just months away from completion.

New Home Center Nears Opening in Arizona Alliance ome Improvement Center remains on track to open its new home center this spring in Prescott alley, Az. The new store will feature a fullservice hardware store, drive-thru indoor lumberyard, equipment rentals, and jobsite delivery. A “Culinary Corner” will not only sell pots, pans, knives and kitchen

gadgets, but also let shoppers test them out in demos and cooking classes. An on-site eatery, the Lumberyard itchen, will offer breakfast, burgers and the like. A IC will also unveil its own membership program, with a premier package that includes a free project delivery program, knife sharpening, key making, and more.

Century-Old Oregon Lumberyard Changes Hands im and Terri Russell, owners of 1 1 Lumber, oseph, Or., since 1 , sold the business on an. 1 to evin and Nancy o Coddington. With the Russells ready to retire, the idea to purchase the lumberyard came from Nancy o’s uncle and aunt, Brad and Missy Farmer, who recently purchased a retirement home

in oseph. They helped finance the acquisition and, once they relocate to the area, will help to operate it. “ e’s got sawdust in his blood and been working in lumberyards for years,” evin Coddington explained. “ is idea of retirement was to buy a lumberyard.”

Watermill Group, Lexington, Ma., has acquired Ontario-based distributor/remanufacturer Weston Forest. Bridgestone Americas is Firestone Building Products division to Switzerlandbased LafargeHolcim for $3.4 selling its billion.

Fiberon this month is launching the Fiberon Virtual Experience, an online venue for introducing new products, sharing education, and equipping dealers with sales tools. Benjamin Obdyke has r e l a u n c h e d i t s w e b s i t e — w w w. benjaminobdyke.com—with new features, eye-catching aesthetics, and enhanced functionality. The Roofing Alliance , the foundation of the National Roofing Contractors Association, is celebrating its 25th anniversary.

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February 2021

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TruStile Puts Finishing Touch on HQ

Construction has been completed on the new enver, Co., headquarters of TruStile. The company’s new 10,000-sq. ft. includes about 0,000 sq. ft. of office space and 0,000 sq. ft. of manufacturing production space with a large outdoor amenity deck. Every door throughout the facility showcases a different model designed and manufactured by TruStile, creating a walking showroom of the brand. Like TruStile’s products, the design blends modern technology with old world craftsmanship. Utilizing a modern mountain aesthetic, the space includes an expansive reception and lounge area with steam fireplace, clientfacing conference training rooms, open and private o ces, collaborative areas huddle rooms, fitness center, and caf with exterior patio. To reflect its target residential market, the space incorporates furniture, lamps and accessories such as books and houseplants to give it a more residential feel. Access to natural light was also a top priority for TruStile. The design team ensured the layout of the open

TRUSTILE’S new Denver headquarters brings together four different operations in one facility.

o ce areas and primary amenity areas were located near windows as much as possible. By incorporating windows in the training room and at various points in the office, architects and designers touring the space can also get an inside look at the 0,000-sq. ft. production area. All glazing, both interior and exterior, was designed and manufactured by TruStile’s parent company, Marvin Windows oors. The project was designed to be environmentally friendly, with a two-story mechanical building on the north side of the facility that houses a biomass boiler. The boiler converts sawdust that is produced through the manufacturing process into energy used for heating cooling the facility. “TruStile previously operated out of four buildings in north enver. This new headquarters brings all of TruStile’s operations together under one roof, doubling their square footage and giving them plenty of room for future growth,” said Matt Chaiken, principal of contractor Ware Malcomb’s enver o ce.

PLANS for an expanded home for Healdsburg Lumber are moving forward.

Healdsburg Lumber Gets Green Light

ealdsburg Lumber Co., ealdsburg, Ca., has received the go-ahead from the local planning commission to expand an existing lumber storage yard to allow the relocation of its current retail, o ce, door shop, and storage from its current location on udson Street. The proposed new location is about three miles north, on a . -acre paved site with an existing 1 , 00-sq. ft. covered lumber storage facility and , -sq. ft. main building. The transformation will entail expanding the existing warehouse, with more retail space and design meeting rooms on the first floor and offices and storage on the second floor. esign features include large widows along the storefront for an open, airy feel, recessed wood laminate, steel trellises, a living wall, elevated tower, dark wood colors with earthy tones, and dark brown concrete wainscoting on the lower portion of the building. The 1-space parking lot will be shielded to eliminate light pollution.

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February 2021

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THINKING Ahead By Harris Gant & Michael Calloway

Processing the pandemic industry saw CO I -1 coming; but when it did show up, ECM , Inc. was ready. As a process-driven company, the culture of our business from inception has been to have procedures in place guiding everything we do, in every imaginable situation. We figure out the best way to do things and then we have everybody do it that exact best way every time. Taking on the pandemic was no exception. aving a system, and having trust in that system, allowed us to pivot swiftly and seamlessly—or relatively so. Early recognition of the enormity of the crisis prompted immediate action. A deep-seated commitment to take care of our employees formed and guided the processes we implemented, and transparent channels of communication kept everybody on the same page company-wide.

“This Thing Is Real, and We Need to Get Ready”

Once it became clear that the public health threat was here for the long haul, the company knew it needed to get out in front of the problem rather than wait for the inevitable to happen. In the earliest meetings, it was warned repeatedly that it was not a matter of if, but when, ECM , Inc. would have an issue related to the crisis. To head off trouble, the first move was to leverage established processes. Although developed with tornadoes, wildfires, and similar events in mind, our isaster Recovery Center became a central component of the early pandemic response. By March, we had sent about half of our customer service representatives to that alternative worksite, located in our manufacturing plant across town. Equipped with a duplicate server that mirrors the server in our corporate o ce in Wilkesboro, N.C., that facility allowed our CSRs to plug in and keep working without disruption while also providing a simple social-distancing solution.

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

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February 2021

To thin the ranks even more, many others quickly transitioned to remote work from home. It was already SOP for each employee to have a company-issued laptop and to take that device home every night, so that made the changeover a lot smoother than what some other businesses experienced. Existing processes would only carry us so far, though. uring a presidential briefing on the virus, it really dawned on us that this thing is real and we need to get ready. We knew we needed a CO I -specific plan. With that in mind, we assembled a crisis management team, made up of all the operating company and division presidents. The team met daily to report such information as what was happening in the different operating companies and whether there were any potential cases of infection. At the same time, we set about putting together response protocols for cases where an employee exhibits symptoms at work or called in after exhibiting symptoms at home. Following C C guidelines, detailed processes, procedures, and scenarios were defined. The management team and supervisors within our 1 locations were provided training, coaching, and talking points to prepare their teams and keep everyone informed. We also had tabletop drills so that we knew exactly what we were going to do when we had our first positive case. That wouldn’t happen until uly. As it turned out, one of our customers had a positive case first—and it unfortunately ended with a fatality. When the customer was sidelined for a week because its people were afraid to go to work, we at ECM , Inc. realized that job one for us was going to be to protect our employees and make them feel safe to work. That was the guiding principle of all our CO I -1 policies and procedures.

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A Special Series from North American Wholesale Lumber Association

Inspirational Vet to Keynote NAWLA Virtual Summit North American Wholesale Lumber Association has enlisted inspirational military veteran John Kriesel to keynote its 2021 Leadership Summit: The Virtual Experience on March 16. In “Still Standing. Still Smiling,” Kriesel will share how the power of an amazing support system, positive attitude, and sense of humor can save your life, literally. After being pronounced dead by doctors three times after an explosion attack while serving the military in Iraq, he found that the accident and then transition to civilian life gave him a new perspective on life. Attendees can learn how to bounce back stronger than ever, no matter your lifechanging situation. The Leadership Summit will present more than five hours of thought-provoking and motivational education sessions, and leave you with actionable ideas and business strategies to boost your business in 2021. Other highlights will include icebreaker networking sessions, roundtable discussions, and Women of Lumber panel. Find more info at www.nawla.org.

started from the ground up on those kinds of platforms. Not surprisingly, company laptops also lacked the camera feature. That was another thing that we did have to go out and invest in, but it was a relatively quick and easy fix. It took a little longer to get up to speed on our CO I specific SOPs. Based on C C guidelines, for instance, early on we were shutting facilities down, deep cleaning, and restarting operations the next day when positive cases surfaced at a location. After doing so three times in a single week, it became clear that this approach wasn’t sustainable. It also sunk in that the time frame between when somebody got tested for CO I and when they received their results took as long as 1 days. With an employee out of the facility for seven to 1 days after testing positive, however, there really was no need for a shutdown and deep cleaning. Instead—sparing no expense—we contracted with a testing lab so that we could get results back in as soon as three days and targeted cleaning to areas the infected employee occupied. We were able to remain in operation in the meantime, but only after navigating the learning curve.

The Takeaway Employee Care

We were designated as an essential business and, therefore, not told to shut down, but we still had a duty to protect our employees. That’s really the key: keeping employees safe and making them feel comfortable, not only with the process but with the work environment. aily wipe-downs of contact surfaces began as early as February, followed by symptom and temperature checks. Our process dictated that if someone was symptomatic or if there was a chance that they might be carrying the virus, we would get them out of the building, quarantine them for a period of time, and test them. The company also embraced transparent communication, providing regular updates to employees as well as trainings, posters, and the like. We did a lot to communicate to staff and, as a result, they were confident we knew what was going on and had their best interests at heart.

Our takeaway from this pandemic experience is to trust in the process. Because it does work. id we have a couple of challenges we had to navigate? Sure. But if you’ve got the right people in place and the right processes in place, all it takes is a tweak here and there. ECM , Inc. took this approach, and we didn’t miss a beat. – Harris Gant (below right) is product manager, and Michael Calloway (below left) is safety, health & environmental manager for ECMD, Inc., North Wilkesboro, N.C. (www.ecmd. com). Divisions include EastCoast Mouldings, Klumb Forest Products, Crown Heritage Stairs, ECMD Distribution, and Arndt & Herman Building Products.

Challenges

While our process-centric nature helped soften the blow of the pandemic to some extent, that doesn’t mean we were without hurdles—including some adjustments in how we did business. ECM , Inc. is highly reliant on technology, as distribution centers and sales teams conduct business in real time, with very little paper flow, but this is also a very people-oriented industry where territory reps and sales associates traditionally gravitate toward face-to-face interaction. Forced to telecommute and fall back on telephone contact, we found ourselves having to teach many employees the art of oom and Go-To Meetings. Most didn’t even know what that was, so we Building-Products.com

February 2021

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MOVERS & Shakers Josh Hamilton has been promoted to president elect for International Wood Products LLC, Clackamas, Or., transitioning to succeed David Stelle as IWP president over the next one to two years. Following the transition, Stelle will continue as a member of the board and management team. Blair Buchanan has retired as executive P of Mendocino Companies, Santa Rosa, Ca., after 0 years in the industry. e continues as a senior advisor. Laurie Creech has been promoted to executive vice president of supply chain. Nick Stokes, executive P of Boise Cascadeâ&#x20AC;&#x2122;s Building Materials istribution division, Boise, Id., is retiring next month after years with the company. e will be succeeded by Jeff Strom. Karsten Vardas, ex-Louisiana-Pacific, is now the senior EWP outside salesperson for Boise Cascade, Lathrop, Ca., covering Northern California and Western Nevada.

Michele Matson, ex-Friedmanâ&#x20AC;&#x2122;s ome Improvement, is new to outside sales of windows doors at Golden State Lumber, Sonoma, Ca. Mike Olosky has joined Simpson Manufacturing Co., Pleasanton, Ca., as chief operating o cer. Randy Vernetti is the new western regional mgr. for Chamelon Power, Novi, Mi., software and visualization tool developer for the building industry. John Edwards, panel trader, Buckeye Pacific, Tualatin, Or., was named winner of the companyâ&#x20AC;&#x2122;s 0 0 Terry Simpson Award. Shara Gamble was promoted to P of sales marketing for Envision Building Products, Lamar, Mo. Kristie McCurdy, ex-Woodgrain Millwork, has joined RoyOMartin, Alexandria, La., as a senior sales rep. Bobby Byrd, director of OSB sales, was re-elected to a two-year term on the board of directors of the Reflective Insulation Manufacturers Association International.

John Somerville, president and CEO, LMC, is retiring in une after 0 years in the industry. Victoria Nye is the new designer at Bloedorn Lumber, Torrington, Wy. Joe Weston has been promoted to P of cost forecasting pricing and Rich Scalise to P of inventory management at Lumber Co. Ben Skoog, ex-Articell, has joined o it Best Corp., as director of brand integration. Michelle Baker was promoted to sales support coordinator. New to IB are Autumn McDermott, as a stock representative; Brian Schneider, sales support coordinator; and Chris Snyder, associate merchandise mgr. Ernie Couillard was promoted to president of Regal ideas Inc., elta, B.C. Quinton Weber is now director of sales U.S.; Clifton Phelps, director of sales Canada; and Jim Topliss, director of commercial development U.S. Kris Tellball is now handling forecasting for Mungus-Fungus Forest Products, report co-owners Hugh Mungus and Freddy Fungus.

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February 2021

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A Customized Approach Orgill gives us the tools we need to compete and succeed!

“Orgill recognizes that no two businesses are alike. They help us tailor our programs and product selection to best serve the needs of our customers.” Pete Meichtry l Ganahl Lumber, California l An Orgill customer since 2004

Why We Like Working With Orgill: • Innovative retail programs • Sales representatives who make our business stronger • Dealer Markets that offer an extensive look at the industry

Scan the QR code to find out how Orgill’s offerings help Ganahl Lumber be successful!

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com/about-us

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have a plan to capitalize on existing business relationships to bring the well-established brand into new markets.” Established in 1 , the Lindgren Lumber employs more than 0 workers, many of whom have been with the company for multiple decades.

Milling Complex Coming to Arizona

ARCATA redwood lath producer Joe Lindgren has sold his three-decadeold business to his Tribe.

Tribe Purchases Redwood Mill

The urok Tribe has purchased redwood lath manufacturer Lindgren Lumber Co., Arcata, Ca., from its owner, oe Lindgren. Lindgren, an elder with the Tribe, retired last year after running his mill for years, but will stay on to volunteer as an unpaid advisor “to ensure that the mill continues to perform at full capacity during and after the transition. “The Lindgren Lumber Co. has a longstanding reputation as a premier producer of finest quality redwood products,” said oseph L. ames, chairman of the urok Tribe. “We added this business to our economic development portfolio because it is a successful enterprise with an exemplary environmental track record. We will not be altering the operation of the company. owever, we

Good Earth Power A through its operating entity, NewLife Forest Products, has acquired a ,000-sq. ft. industrial manufacturing facility in Bellemont, Az., which they are converting into a -ace sawmill. Employing about 00 at full capacity, the mill is targeting a March start-up. It will produce 1 0 million bd. ft. of lumber annually, plus engineered wood products. It will substantially increase the regional log processing capacity needed to restore the health of . million acres of wildfire-susceptible forest land in collaboration with the U.S. Forest Service under the Four Forest Restoration Initiative. The facility will house a sawmill, planer mill, dry kilns and EWP lines, plus room for warehousing and staging high-value products. A rail spur will be added. Good Earth Power A and NewLife Forest Products are backed by private equity firm Lateral Investment Management, San Mateo, Ca.

Home Depot Expanding in Pasadena

ome epot has begun hiring for a new home center now under construction in Pasadena, Ca. Anticipated to open this spring, the new store will sit on a 1 -acre site that ome epot has been negotiating to build on since 01 .

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Envision Decking Links Up with Fairway Railings

Envision Building Products, Lamar, Mo., has purchased Fairway Architectural Railing Solutions, seeing Fairway’s railing repertoire as a perfect complement to its composite decking. “We believe this is the right partnership to meet the evolving needs of our customers while furthering our ability to create best-in-class outdoor products and achieve our vision in becoming the undisputed market share leader of non-wood railing in the U.S. market,” said Fairway CEO Greg Burkholder.

Fairway’s existing management team will remain in place and its current product lines will continue to be offered under the Fairway brand, with Fairway also having the ability to provide its customers access to Envision composite decking. Envision will likewise be able to offer its customers access to the suite of Fairway railing products. “This acquisition expands Envision’s footprint in the outdoor living category and will not only increase market reach but will also provide operational efficiencies,” said Shara Gamble, P of Envision sales marketing. “The

individual strengths of each company are complementary and will have a positive impact on our combined service and product offerings.” The acquisition provides railing solutions in vinyl, aluminum, steel, composite, and cellular P C.

Trex Caps $200M Expansion

Trex is entering 0 1 celebrating an historic milestone: the start-up of its new irginia production facility to culminate a 00-million expansion program. Trex also improved production capabilities and capacity at its manufacturing site in Fernley, Nv., where new lines were installed and made operational in une. Combined, the expansions will increase production capacity by approximately 0% while adding 0 new jobs. “For every company there are moments that are history making, and this is definitely one of those for Trex,” said CEO Bryan Fairbanks. “Thanks to the foresight and confidence of the Trex team and our board of directors to invest in this capacity expansion, we are embarking upon the next era of growth for our company.” In 01 , Trex announced plans to invest 00 million in the infrastructure, people and processes to up capacity in both of its plants. At the center of the plan is 00,000 sq. ft. of newly constructed manufacturing and support facilities dedicated to producing Trex decking. The state-ofthe-art manufacturing plant, adjacent to the company’s existing Winchester, a., campus, features approximately , 00 cubic yards of concrete in its foundation, ,000 sq. ft. of exterior precast, 1, 00 tons of structural steel, and million linear ft. of wiring. “This will be the most productive and e cient composite decking facility designed for maximum output,” noted Adam ambanini, president of Trex Residential Products. “The building is equipped with state-of-the-art, proprietary extrusion technology that allows us to manufacture Trex decking using % recycled content, with an emphasis on quality and energye cient systems.”

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February 2021

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The Virtual Experience March 16-17, 2021

Learn more or register at NAWLA.org

SELLING WITH Kahle By Dave Kahle

The lost art of saying “NO” more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to a small group meeting. e came, interacted positively, and indicated he would commit to being a part of the ongoing meeting. Then, he went dark. For three weeks, he would not return phone calls nor reply to emails. From my perspective, he dropped off the planet. Now, we all know what happened. For whatever reason, he had a change of mind. Instead of honestly communicating that—telling me NO—he chose to communicate his change of mind by not communicating at all. For some reason, he couldn’t say no. I wish this one instance, and this one person, were a rare case—an exception to the general rule. Unfortunately, he is hardly the exception. I have this experience a least once a month. Someone with whom I have had several conversations literally drops off the planet and goes dark. Evidently, much of the business community has lost the ability to say no. That’s too bad. Being able to say no is a higher level skill that is advantageous in both business as well as life in general. Those who don’t master the art of saying no are forever doomed to an immaturity in their business skills, while those who can and do say no operate at a higher level of skill and social finesse. Let’s look at no from two perspectives: First the person who is spoken to, the receiver of no, and second, let’s look at it from the perspective of the no-sayer. When you are on the receiving end of “no,” initially it doesn’t feel good. It confirms rejection. owever, it is quick, decisive and you know where you stand. While you may wonder about the motives of the no-sayer, you can respect him or her for honestly communicating. The alternative is far more detrimental. The person who could say no chooses instead to avoid the word. That usually means they avoid communication, and just drop out of the loop. Now you’re left with reaching out to them. ou make multiple calls, emails, leave phone messages, reach out through social media. So, the process of finally understand-

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February 2021

ing that the lack of communication really means no can take weeks of effort. The lack of hearing an honest no is a time-consuming, time-wasting process. In my sales seminars, I often remark that the biggest time wasters are not the people who say no, it’s the people who never say no. ou are left with a number of negative impressions. The strategy of going dark and hiding really degrades both of you. First, you have to question the person’s lack of courage and thwarted social skills. Really, this is how you were raised? ou can’t help but view the hider as less of a person. Then, of course, you realize that the lack of no carries with it the message that this person really doesn’t think very highly of you. e she has no respect for you, and thinks nothing of wasting your time, and squandering your emotional energy on this relationship. The net result of hiding instead of saying no is that both of you are diminished. Let’s look at it from the no-sayer’s perspective. iding from communication is really an immature response. It indicates a lack of social skills, and an undeveloped personal identity. As a communication strategy, it causes all the negative repercussions discussed above. On the other hand, the ability to say no is a higher order skill, indicative of a more mature, more developed psyche. When you can, quickly and decisively, say no, it indi-

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cates that you have a focus and a set of guidelines to shape your decisions. The decision being considered doesn’t fit those guidelines, so a prompt no allows you and the other person to move along. “No” is a time management strategy. There is only so much time, and the demands on our time are greater now than at any time in the past. Saying no to something that is clearly outside of your focus, that doesn’t move you

NLBMDA, LMC, Mass Timber Events Pivot to Virtual

Despite holding on to hope that they could proceed with a live event, in January several more groups made the call to move their spring events online, including National Lumber & Building Material Dealers Association, LMC and the Mass Timber Conference. NLBMDA had already postponed its Industry Summit from last fall to this April in Washington, D.C. It now will be held virtually May 19-21. LMC’s weeklong annual meeting— originally planned for Phoenix, Az.— will be virtual from March 22-26. It will feature familiar events in a digital setting with virtual booths, education seminars, a keynote speaker, new products, new program opportunities, and the ability to meet with LMC dealers in a virtual platform. This is the first time that the buying group’s annual meeting will be held virtually, but last year it successfully hosted the first virtual editions of the Hardware Express in August and the LMC Expo in November, both breaking attendance records. Similarly, the 6th Annual 2021 International Mass Timber Conference will be virtual, March 30–April 1, and expects the change to drive even greater global attendance. Over 900 attendees from 15 countries are already registered. The 2021 Mass Timber Conference will feature over 40 industry presenters, offering real-world information necessary for mass timber businesses and projects. Among the highlights: a bestin-class keynote forecast from construction research analyst Ivy Zelman and Antony Wood, CEO of the Council on Tall Buildings and Urban Habitat, discussing mass timber’s role in super skyscrapers and in the increasingly vertical cities of the future.

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closer to your vision or your goals, is a powerful time management technique. When you say no, you free your time, and your emotional and intellectual energy to invest in something that is closer to what you want. Not deciding, or deciding and not communicating, adds hours of wasted effort. If we played with every offer made to us, if we entertained every “too good to be true” deal in today’s barrage of emails, we would be spinning our wheels forever. The enemy of the best thing is the good thing, and we need to cultivate the ability to say no to those offers and people who sound good, but

ultimately direct our attention away from the best. The ability to say no is a higher order skill, indicative of a mature personality who knows what he she wants, and has the personal presence to communicate that directly. Unfortunately, there are few who meet that standard. – Dave Kahle is a high-content consultant, instructor, presenter and author of 12 books, including ow to Sell Anything to Anyone Anytime. Reach him at dave@ davekahle.com.

GANAHL LUMBER PASADENA, CA

Win. Win. Win. What our clients experience every day is worth repeating.

When you’re the only company in North America that designs and builds LBM facilities and rack systems nationwide, your clients tend to talk about their operational wins:

“The difference in our old pole sheds and our new sheds is the fact that we only have to touch our lumber once. After the first year, our labor quotient went down 35% the same year our sales were up 25%.”

“We were able to pack around 90-95% of the SKU offerings into this property, which is 4-acres, that we had in our 20-acre site in Anaheim.” Barrett Burt

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Dick Jennings

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If your LBM operation could use more success stories, talk to CT Darnell. CT-Darnell.com

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February 2021

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California Restricts Treated Wood Waste as “Hazardous” Effective an. 1, 0 1, the state of California now classifies treated wood waste as a hazardous material, which can no longer be disposed of at any place except a Class I azardous Waste Landfill. According to the West Coast Lumber Building Material Association, commercial haulers have already notified the epartment of Environmental ealth and many customers that they will be rejecting loads where they see treated wood in waste containers. All hazardous treated wood waste managed in California now must be “stored and manifested as hazardous waste and transported to Class I hazardous waste landfills.” For all California companies that generate treated wood waste, the epartment of Environmental ealth recommends: Separating treated wood from non-treated wood during demolition. Cutting any removed treated wood during demolition so that it will fit into a container for storage. Non-treated wood can continue to be handled as previously. Treated wood waste should now be: Placed in a container (for example a cubic yard box, triwall, 0 or 0 yard roll off bin); Covered when not adding waste to the container; Marked with the following information: o The words “ A AR OUS WASTE” o our company’s name and address o The words “TREATE WOO ” o The word “TO IC”

JOIN THE

o The date you started putting the treated wood waste in the container Removed from your site by a hazardous waste hauler within 1 0 days Industry representatives are currently working with the State epartment of Toxic Substances Control ( TSC) to address this issue. The TSC expects a short-term solution between the end of February and the middle of March. The new restrictions went into effect with the expiration of the TSC’s Treated Wood Waste program, which authorized safe disposal of pressure treated wood products by conventional methods. Last fall, Governor Newsom vetoed Senate Bill . The industry backed extension of a more robust version of the program through Senate Bill , which was vetoed by Governor Newsom last fall. SB would have allowed treated wood waste to continue to be accpted at Class II and III landfills. It also would have required the wood preserving industry to, in consultation with the TSC, maintain an internet website and prepare fact sheets and other outreach materials on the appropriate handling, disposal and other management of treated wood waste for generators of treated wood waste and for facilities that may receive or handle treated wood waste. The treating industry would also have had to annually update, renew and distribute the outreach materials, and keep the TSC updated on their distribution. Newsom attributed his veto to the high cost of implementing the program and his opinion that SB would have “(exempted) this hazardous waste from hazardous waste law and regulation.”

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NEW Products

3D Embossed Composite Decking Hail Defense Georgia-Pacific has launched ens eck Storm Prime Roof Board, the first high-performance gypsum roof coverboard designed to help prepare commercial rooftops to hold tough under the dangers of impact and puncture caused by very severe hail conditions. Through the benefits integration of ens eck Prime with EONIC Technology, the roof board helps structures to meet the FM Global ery Severe ail Standard while simultaneously enhancing assembly protection. n BUIL GP.COM ( 00) - 11

Composite Prime—the U. .’s leading brand of sustainable composite decking—is now looking for distribution throughout the U.S. eck ual decking is embossed and features a protective capped layer, which is dual-sided, offering a reversible two-color option that provides the opportunity to lay a deck with contrasting colors. The material is slip resistant, and does not rot, splinter or require any further treatments or sealants. The British manufacturer employs the latest technology to provide the look and feel of wood in products that are maintenance-free, durable and safe for high-tra c areas in both residential and heavy grade commercial developments. Made from 100% FSCcertified oak wood flour and recycled plastics, each square meter of sustainable composite decking contains the equivalent of more than 0 plastic bottles. n COMPOSITE-PRIME.COM (0) 11 0

Balusters in a Snap Snap’n Lock Baluster its from Titan Building Products reportedly install faster than any comparable system on the market. The secret is the ingenious sideways “snap” and “lock” connectors that speed up new construction or retro fitting old wood picket railings. They pair perfectly with Titan’s hidden fastener x Shadow Rail connectors and the residentially engineered x and x surface-mounted Titan Post Anchor.

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R I by Barrette Outdoor Living has added two new decorative infill patterns—Chippendale and Freeport—to its Finyl Line vinyl railing portfolio. The new infill panels are preassembled and work with Finyl Line’s traditional T-Top top rail profile. Both infill patterns are available in white ” high panels and are offered in ’, ’ and 10’ level lengths. n R IRAIL.COM ( 0 ) -

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Self-Closing Gate Hinges Technologies has introduced a new line of adjustable, self-closing hinges for round-post gates and fences. The new TruClose Round eavy uty line includes two heavy-duty hinge options that e ciently self-close gates up to 1 lbs. from a complete 1 0 swing. The hinges are U -stabilized and engineered with industrial-strength polymer. They are maintenance-free and will not rust, bind, sag or stain. Rightor left-handed gate-swing installation is made simple with the included fasteners and a new easy tension adjustment from both ends of the hinge barrel. n US. TEC .COM ( 00) 1 -0

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February 2021

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Lakes, this number is expected to grow a bit over the next said. “Every now and then a little rumor pops up that auto • Gazebos – providing more shelter few years. scanners are taking the place than a pergola, gazebos offerofagood pointpeople, and that’s just “The technology isn’t for everyone,” he concluded. “For not retreat the case.” of and greater protection smaller mills, the ROI won’t ever be there—and they will Coulombe agrees: “When we started this journey, we from the elements without isolating knew it would be a big change for our folks; our graders are continue to be successful. For our larger ones, this may inhabitants. some of our best employees, valued and important pieces of be something more of them may consider in the years to Exposed Timber the to lose any of them. our• organization, and structures we didn’t –want come.” natural colorwe and grain of redwood In our case, took former line graders and put them in “The technology will continue to improve, and we timbers a solid support to atheir expertise close at roles like lend scanner technician to keep expect to see more industry peers getting on board,” said greater hand.” structural design. Coulombe. “Is it worth it for Irving Forest Products? Without a doubt. The benefits far outweigh the challenges, • Decks – a redwood deck can last Challenges Along the Way and the equipment we’ve chosen is helping us to better a lifetime when it’s built and mainAs is often the case with technology, there were chalserve our customers’ ever-changing needs, and that’s what tained well. lenges as the new tools were implemented at Irving Forest it’s really all about.” • Planters – non-toxic and had all natProducts. Initial technology issues with identifying ural, is ideal for garden decay redwood due to its color, among other things. The installation Blackened Accents boxes and planters to of hold flowering process required lots checking by people—lots of man I rowing Certification o amil ands plants, herbs, vegetable gardens. Char color the latest erby Building hours—to geteven itisstarted andaddition up andtorunning accurately. The Sustainable Forestry Initiative and the Products’ TandoShake Cape Cod of but Constant checks the name of the Perfection game for a line while, American Forest Foundation have formed a new part• Furniture – were any form of seating, A Touch of Glass classic shakes, that feature clean lines and an authenCoulombe says those issues are in the past. nership to grow the amount of certified family and tables, benches all deliver the promise Therma-Tru is now offering EnLiten flush-glazed tic cedar texture. “The key to success with new technology is to assign other small holdings in North America. of a comfortable place to gather when privacy and textured glass on its Fiber-Classic Char’s unique color offers the beauty of charred, someone take ownership of the program or equipment Under their new Small Lands Group Certification built with to redwood. Mahogany Collection of doors andFiber sidelites in or usher blackened wood—a look rooted in a centuandburnt really it through the quality control checks, the Module, companies certified to the SFI Sourcing INCREASINGLY backyard builders are realizing that the best contemporary design materials aren’t on-trend Shaker-style options. • Arbors – create memorable tranries-old apanese wood preserving process known as calls with the manufacturer, etc.,” Coulombe commented. Standard will be able to form a new type of certificagrown in the lab, but out in unfiltered nature. incertify classicsmall Americana with their recognizable sitions one a yard to burning the never Shoufrom Sugi Ban,part theatofpractice of wood to pro“Precise technology this level will be set-it-andtionRooted group to lands within wood and ties to Craftsman design, Shaker-style doors are now next with redwood arbors. tect it from the elements. forget-it; just when you think you’ve hit that sweet spot, a fiber supply area. available in a rich mahogany grain. Squared recessed –beJessica Hewittto is the director of marketThedirt shake features an architecturally accurate, ” is the top choice among landscaping fleck of on the lens shows up as a defect. It’s a constant The Module will submitted Programme Among the trends emerging in atthe Humboldt Redwood Company. HRC panels give a noding toof door’s Shaker roots while exposure with crisp edges and an authentic aesthetic, trends. It is a choice any consumer process, but worth the effort.” for the Endorsement Forest Certification (PEFC) for landscaping design, there’s no better is working to cultivate afiber lasting legacy of creating athis clean, casual aesthetic. in now six different colors. can make with confidence, and reafapproval spring. Upon approval, produced fit for bringing beauty, color and presresponsible and firm their wise decision year after To Each Own from lands certifiedenvironmentally under the program will beforestry certified ence into anHis outdoor space than redn T ERMATRU.COM sourcing, manufacturing, and distribution n TAN OBP.COM year. By Easterling’s estimates, maybe 10% of NELMA mills for both PEFC and SFI labels and chain-of-custody wood.( Combined with its longevity, of top-quality redwood lumber products. ( 00) ) - equipment. use auto grading the technology still fairsystems. and environmental qualities, With redwood ly new to the lumber industry in the Northeast and Great

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Building-Products.com Building-Products.com 44 n The Merchant Magazine

February 2021

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

March2017 2019 n The TheMerchant Merchant Magazine n 15 39 March Magazine Building-Products.com

Mask On lein Toolsâ&#x20AC;&#x2122; new reusable face mask offers basic protections against non-harmful common airborne irritants, both on and off the jobsite. ented for breathing comfort, the Reusable Face Mask with Replaceable Filters features adjustable head and neck straps for comfort and a nose clip for proper fit. n

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Look Natural Bellafort , avinci Roofscapesâ&#x20AC;&#x2122; most affordable shake product, now comes in the three Nature Crafted Collection colors: Black Oak, Aged Cedar, and Mossy Cedar. Available previously on Multi-Width and SingleWidth Shake composite roof tiles, the new colors replicate different progressive aging processes found on real shake shingles. n

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February 2021

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Spray Foam Upgrade AP has optimized its premium one and two-component Touch ’n Foam Professional and Touch ’n Seal spray foam products to provide superior insulating properties and lessen the impact on the environment with a lower Global Warming Potential. The reformulated foam kits, developed to meet changing hydrofluorocarbon regulatory requirements in low-pressure polyurethane spray foams, offer an improved R-value of . . They meet all codes, regulatory requirements, and are ICC and CCMC listed. For improved spray foam application, AP has also introduced the new Anti-Crossover Applicator and improved static mixer nozzles. n

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Lights Up Boral North America’s new indred Fire Bowls feature a patent-pending brass burner system that uses half the fuel of conventional fire rings, yet produces higher flames and brighter appearance. Bowls come complete with lava rock and matchlit components and are made from strong, glass-fiber reinforced concrete. They are available in four colors with either oned or Travertine finish. n M IN RE LI ING.COM ( 00) -1 1

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

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The Merchant Magazine n

February 2021

Brass nuckle SmartCut B CR 0 work gloves deliver for jobs that not only need cut and abrasion resistance, but still require a focus on long-wearing grip, dexterity, and flexibility. The light-duty cut-resistant glove offers ANSI Cut Resistance Level protection balanced with extreme dexterity for tasks calling for very fine motor skills and tactile sensitivity. Its composite yarn includes a blend of high-strength filament fibers for unbeatable cut resistance, upwound with nylon and spandex to create push-the-button, set-the-gauge, or pick-up-thenail dexterity. n BRASS NUC LEPROTECTION.COM ( 0) 0 Building-Products.com

Wood on Steel Simpson Strong-Tie’s new WBAC wood-backing steel connector helps eliminate alignment issues and reduce installation time in connecting wood backing to cold-formed steel studs. Meeting demand for an allin-one wood-to-CFS connector for interior and finish applications, the WBAC provides a strong, easy-to-install, versatile solution ideal for heavy wall hangings like cabinets, shelves and handrails, with a fastening pattern and rolled tabs for extra strength and stiffness. Fabricated from G 0 galvanized steel and available in two sizes to fit 1-1 ” and 1- ” or ” flanges, it attaches easily to either grade lumber or ” fire-rated board. Extensively tested in accordance with ICCES AC 1, it is an ideal multipurpose wood backing CFS connector for use across a wide range of CFS interior projects. n STRONGTIE.COM WBAC ( 00) - 0

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Charred Millwork From sustainably harvested larch, cedar, ouglas fir, and reclaimed oak, to thermally modified Accoya wood, Pioneer Millworks has expanded its popular Shou Sugi Ban product lineup with over 0 new offerings for both exterior siding and interior cladding applications. The products feature deeply charred textures and “alligator like” scaling, with a deep black, iridescent color palette that will cool and weather over time when exposed to the elements. Featured are brushed finish options like Carbon and Toasted, which remove the outer layer of char to expose the natural wood grains and fissures; cool, natural tones in Undressed, Smoke and White; and customizable color options like Ember and Cobalt. n PIONEERMILLWOR S.COM ( 00) 1-

February 2021

Cool Running uraLife ecking from Barrette Outdoor Living now offers the CoolTrac Advantage providing performance, durability and strength. While all composite decks will absorb heat, CoolTrac is engineered to stay much cooler than other composite deck boards. Featuring a polypropylene cap, the deck boards are over 1 % cooler than traditional composite decking. For maximum safety, the decking is 1 % more slip resistant than the competition when wet, and % more slip resistant than competition when dry. n

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to dkoenig@526mediagroup.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

LUMBER BUYER Opening position as an Assistant/Jr. Buyer with great promotion opportunity for the right person. Good compensation package, growth and full benefits. ones Wholesale Lumber is seeking a motivated professional who wants a career in commodity purchasing. If you are seeking a growth opportunity in a fast-paced environment with a dynamic team, we encourage you to apply. Contact ilda Alvarado, hilda.alvarado joneswholesale.net, ( ) -1 01, or ohn Pasqualetto, jp joneswholesale.com, ( ) 1 01. WL is an Equal Opportunity Employer.

OUTSIDE SALES REPRESENTATIVE – CALIFORNIA BASED oover Treated Wood Products, Inc., the premier manufacturer of fire-retardanttreated wood, is seeking an Outside Sales Representative based in California. The ideal candidate is a self-motivated, success-driven professional with excellent communication and presentation skills. A college degree with at least years of documented sales success is strongly preferred. Building product channel sales and lumber or plywood sales experience is preferred. This position is responsible for growing profitable sales through TWP’s network of wholesale distribution partners and other sales channels. The candidate must possess the technical acumen to convey the varied product and service benefits that define the TWP brand. This position requires significant overnight travel. oover Treated Wood Products, Inc., offers a comprehensive benefits package which includes medical, dental, life and disability insurance, 01(k), paid holidays and vacation as well as opportunities for annual bonus, profit sharing, and tuition reimbursement. No relocation assistance offered for this position. Submit r sum to jobs frtw.com; no phone calls please. esired Skills and Experience: Excellent written and oral communication emonstrated critical analysis skills Strong negotiation skills Excellent organizational skills Self-motivated and success driven Extensive travel within the USA nowledge of commodity lumber and plywood markets Channel sales experience Experience utilizing CRM systems

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CUSTOMER SERVICE REP – EWP ENGINEERED WOOD PRODUCTS Great compensation package with incentive, growth and full benefits. ones Wholesale Lumber-Riverside is expanding its EWP customer service team are you interested in joining a dynamic team of professionals with a great future? We encourage you to apply. Contact ilda Alvarado, hilda. alvarado joneswholesale.net, ( ) -1 01 or ohn Pasqualetto, jp joneswholesale.com, ( ) -1 01. WL is an Equal Opportunity Employer.

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IN Memoriam Keith M. Swaner, owner and chief executive o cer of Swaner ardwood Co., Burbank, Ca., passed away an. . e was . A U.S. Navy veteran of the Second World War, he broke into the hardwood business in the early 1 0s as a sales representative for E. L. Bruce Co. In 1 he became general manager P of Angelus ardwood, Los Angeles. Five years later, he borrowed 10,000 and started his own business, Swaner ardwood Co. eith later purchased a sawmill, Goodyear-Nelson ardwood Lumber, Bellingham, Wa.,

The Merchant Magazine n

and a hardwood plywood manufacturing plant, Mount Baker Products, Bellingham. Before the pandemic, he still came to the o ce every day. In 01 , eith was presented the Los Angeles ardwood Lumberman’s Club’s Lumberman of the ear Award. Gary Kent McPherson, , lumber trader with Shamrock Building Materials, Portland, Or., died ec. 1 . A pioneer in Machine Stress Rated and isually Stress Rated lumber, he began his career 1 years ago with Cascade Empire, Tigard, Or.

February 2021

Walter McTune “Mike” Prosser, , former manager and partner for Tualatin alley Builders Supply, Lake Oswego, Or., died ec. 1 . In 1 , he joined the Navy at age 1 , serving as a radioman and gunner. After the war, he worked several jobs before becoming store manager of T BS’ Lake Oswego location. James Walter “Jim” Frost, , retired cedar salesman for all Forest Products, Puyallup, Wa., died ec. 1 . After two years in the U.S. Navy, he began his lifelong lumber career, the majority of it selling western red cedar for all to lumberyards throughout the Puget Sound region. e retired from all in 00 . im also operated a side business with partner im Schatz, remodeling homes and building decks. John Willard Ellesson, , former owner and operator of am Lumber Co., American Falls, Id., died an. 1 of end-stage renal disease. A third-generation lumberman, ohn worked at Chubbuck Lumber, Pocatello, Id., for several years under the tutelage of his father, before operating his own retail lumberyard. Robert Loren Ethington, , longtime forest products o cial, died ec. in Albany, Or. After serving in the U.S. Army, he earned degrees in Wood Technology and in Theoretical and Applied Mechanics from Iowa State University. e spent 11 years as a scientist at the U.S. Forest Products Laboratory in Madison, Wi., then two years as assistant director of the FPL. In 1 , he became director of forest products harvesting research for the U.S. Forest Service in Washington, .C. In 1 0, he was named director of the Forest Service’s Pacific Northwest Research Station in Portland, Or., retiring in late 1 . e then spent five years as head of the Forest Products epartment at Oregon State University in Corvallis. e retired from the university in 1 , and served on the board of review of the American Lumber Standard Committee from 1 through 01 . Leon E. Devereaux Jr., former controller for Brooks-Scanlon Lumber Co., Bend, Or., died an. 1. e was . After serving as a fighter pilot during World War II, he began his -year career with Brooks-Scanlon, starting as an accountant. After retiring, he served as mayor of Bend. Building-Products.com

ADVERTISERS Index

Sure Drive USA www.suredrive.com Swanson Group Sales Co. www.swansongroup.biz

Page

American Wood Technology www.americanwoodtechnology.com

Armadillo Deck www.armadillodeck.com

Atlantis Rail Systems www.atlantisrail.com

TurboClip www.turboclipusa.com

Capital Lumber www.capital-lumber.com

U-C Coatings www.uccoatings.com

CT Darnell www.ct-darnell.com

UFP Industries www.ufpedge.com

25, 43

Fasco America/Beck America www.fascoamerica.com

Cover I

Western Woods Inc. www.westernwoods.com

Fontana Wholesale Lumber www.fontanawholesalelumber.com

Huff Lumber www.hufflumber.net

Humboldt Sawmill www.getredwood.com

Jones Wholesale Lumber www.joneswholesale.com

Koppers Performance Chemicals www.kopperspc.com

MOSO North America www.moso-bamboo.com/x-treme

Mount Storm Forest Products www.mountstorm.com

Cover II

Norbord www.norbord.com

North American Wholesale Lumber Assn. www.nawla.org

Orgill www.orgill.com

Pacific Woodtech www.pacificwoodtech.com

Pelican Bay Forest Products www.pelicanbayfp.com

Reclaimed Woods of the World www.reclaimedwoods.com

23, Cover IV

Redwood Empire www.buyredwood.com

Cover III

Regal ideas www.regalideas.com

Building-Products.com

Simpson Strong-Tie www.strongtie.com

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

Timber Products Co. www.timberproducts.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Orgill – Feb. 8-19, virtual spring market; www.orgill.com. International Builder’s Show – Feb. 9-11, virtual IBS, sponsored by National Association of Home Builders; www.buildersshow.com. Kitchen & Bath Industry Show – Feb. 9-11, virtual KBIS; www.kbis. com. True Value Co. – Feb. 19-20, 2021 Spring V-union virtual show; www. truevaluecompany.com. LBM Advantage – Feb. 22-24, virtual annual buying show & shareholders meeting; www.lbmadvantage.com. Fenestration & Glazing Industry Alliance – Feb. 23-25, virtual annual conference, www.fgiaonline.org. Pacific Northwest Association of Rail Shippers – March 3-4, virtual conference; www.pnrailshippers.com. Frame Building Expo – March 3-5, sponsored by National Frame Building Association, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; www.nfba.org. Tacoma Remodeling Expo – March 5-7, Greater Tacoma Convention Center, Tacoma, Wa.; www.homecentershow.com. Do it Best – March 7-19, online spring market; www.doitbest.com. Ace Hardware Corp. – March 9-12, virtual spring convention; www. acehardware.com. Forest Economic Advisors – March 11, virtual Global Softwood Log & Lumber Conference, www.getfea.com. University of Innovative Distribution – March 13-17, virtual conference; www.univid.org. North American Wholesale Lumber Association – March 16-17, Leadership Summit: The Virtual Experience; www.nawla.org. Structural Insulated Panel Association – March 16-18, virtual annual meeting; www.sips.org. Redwood Region Logging Conference – March 18-20, Ukiah, Ca.; www.rrlc.net. LMC – March 22-26, virtual annual meeting; www.lmc.net. Portland House & Outdoor Living Show – March 26-28, Oregon Convention Center, Portland, Or.; www.homecentershow.com. International Mass Timber Conference – March 30-April 1, virtual conference; www.masstimberconference.com. February 2021

The Merchant Magazine n

FLASHBack 90 Years Ago This Month

inety years ago this month, in February of 1 1, The California Lumber Merchant, noted that despite the hardships of the Great epression, many lumbermen were still doing great business—including one Arthur E. Twohy, president of Los Angeles’ Twohy Lumber Co. The Merchant took a look at Twohy’s growing “antique” car collection. Nowadays, it wouldn’t be unusual to see a 0-year-old vehicle ambling down the highway. But in 1 1, automobiles of that same age were considered prehistoric. Twohy’s collection included about 0 “antiquities,” which he loaned to the Los Angeles Museum in Exposition Park, displayed at car shows, and rented to movie studios. Among his prized specimens were a 1 00 Winton, a 1 0 twocylinder Buick, a 1 0 Thomas Flyer, and a 1 0 single-cylinder Pierce-Arrow that bore the mark “1 00 Pierce-Arrow” on its hood— perhaps the only time an auto manufacturer advertised that its car was even older than its actual age. Twohy noted that his vintage vehicles were safer than modern models, since they usually topped out at a top speed of mph. But they also made a lot more noise. Twohy’s 1 aynes-

THE FEBRUARY 1931 front magazine cover was sponsored by plaster wallboard manufacturer Schumacher Wall Board Corp.

Apperson had no horn, which he said at the time was optional—and unnecessary. “In fact, a horn on any of those early-day cars was a pure extravagance,” the article concluded. “Anybody who couldn’t have heard them coming at least three blocks away was hopelessly deaf.” Twohy also held a number of horse-drawn vehicles from the 1 00s on his ranch near Fresno, Ca. In other news: Union Lumber Co., Fort Bragg, Ca., decided to tweak its mascot “Red” Wood in its ads for the duration of the epression—

depicting him with his coat off and wearing the broadest of smiles (see below). Artist Sherman A. Bishop noted that “Red’s shirt sleeves are rolled up too, and that he won’t put on his coat again until it can be said the business depression has been definitely left behind.” Construction crews in Seattle, Wa., unearthed a sound western red cedar log that experts estimated had been buried for between ,000 and 0,000 years. Scientists at the University of Washington speculated that the log washed down from the mountain slope during the glacial age. The tree from which the log came probably was between 00 and 00 years old before it was uprooted. The log had been pressed to an elliptical shape by the tremendous weight of the ancient glacier, but the characteristics of the present day cedar trees were easily traced in the rings and texture of the prehistoric log. A section of the log was sawn off and taken to the university’s forestry laboratory for further study. Cedar logs had previously been found sound after lying buried in swamps for centuries, but never thousands of years.

UNION LUMBER encouraged the industry to get down to business by tweaking its mascot from its January 1931 (left) to February advertisement (right).

The Merchant Magazine n

February 2021

Building-Products.com

The

MERCHANT

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The Merchant Feb. 2021

Articles inside

NEW PRODUCTS

THINKING AHEAD

FLASHBACK

SELLING WITH KAHLE

COMPETITIVE INTELLIGENCE

TRANSFORMING TEAMS

WHAT DECK BUILDERS WANT

MARGIN BUILDERS

OLSEN ON SALES

PRODUCT SPOTLIGHT

INDUSTRY TRENDS

ACROSS THE BOARD