The Merchant - Feb 2023

WHETHER IN THE OFFICE OR ON THE SITE, WE’VE GOT YOUR BACK.

SETTING OURSELVES

APART FROM OUR COMPETITION.

At Western Woods, we provide our customers with the tools they need to maximize their success using our products. Better yet, you can use our tools anytime, anywhere. Use our printed Pattern Book at the office or our digital Pattern Data Sheets on your tablet in the field. When you need expert insights, contact our knowledgeable team to guide you towards solutions that will drive your project forward. Premium products. Unrivaled service. It’s what we do.

PRESIDENT/PUBLISHER

Patrick Adams padams@526mediagroup.com

VICE PRESIDENT

Shelly Smith Adams sadams@526mediagroup.com

PUBLISHER EMERITUS

Alan Oakes

MANAGING EDITOR

David Koenig dkoenig@526mediagroup.com

SENIOR EDITOR

Sara Graves sgraves@526mediagroup.com

COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Susan Palé, Brandy Zimmerlee

ADVERTISING SALES (714) 486-2735

Chuck Casey ccasey@526mediagroup.com

Nick Kosan nkosan@526mediagroup.com

VIRTUAL EVENTS

Alek Olson • aolson@526mediagroup.com

CIRCULATION/SUPPORT info@526mediagroup.com

A PUBLICATION OF 526 MEDIA GROUP,

151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 Phone (714) 486-2735

INC.

CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below.

POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states.

Copyright®2023 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice.

Volume 102 • Number 2

THE WAY IT WAS, THE WAY IT IS

BY PATRICK ADAMS

I SUPPOSE IT HAPPENS to everyone. I remember when I was younger and I would listen intently to older people. I always wanted to get ahead, to escape the life I was living, and to live a life that was filled with more meaning and purpose than those who surrounded me. Their stories seemed to often include the phrase, “The way it was.”

But now, I find myself more and more thinking about how things used to be. Indeed, maybe days of the past were more simple, but then again maybe so was I. Maybe the world is more connected now with technology and social media, but maybe I seek it out more now for hints of wisdom or information that will help me to make good decisions. Perhaps there used to be more time, or maybe my life now is just more demanding.

I find myself pondering this dilemma more and more these days as I struggle to find a “balance,” whatever that is. It is true that things used to be simpler. When you have little, and few people around you who matter, things are “simple” because you simply have fewer choices to consider. It is easy now with a blessed life to fall into the mindset of cursing the demands of your life. As we attempt to run faster and faster on this hamster wheel of life, it can feel exhausting and thankless.

As I’ve challenged myself to dig deeply into these thoughts, they are the thoughts of being tired, or selfish or weak. Yes, things have changed today from the way they used to be… because we changed them. People are different today, because so are we. If we have less time, it’s because we’ve made other things a priority in our lives or taken on too many things that we deem as “top priority.” The way it is is of our own doing and, like so many things in life, the way it was is simply our wonderful way of only remembering the best of what once was.

I believe our lives can be as great as we are willing to make them. I do not subscribe to the news of today that the world is falling apart because I have worked hard to find a “tribe” of individuals around me who have values, who work hard, are caring, giving and selfless individuals.

They inspire me and give me faith that because I am also part of their tribe, there must also be something of value inside of me.

Yes, this is perhaps a more deep and personal article than normal, but, as always, I aspire to be transparent and the humble servant to others that brings me personal happiness. I believe that if I sometimes feel these things, that others must too. I think what has changed is that it takes a more deliberate effort to purposely surround yourself with the things and people that bring out the best in you. Whether it is temptation or bad influences, access to those bad actors are more easily at your fingertips than ever before. I have found that as I’ve gotten older, that young, intent listener seeking out wisdom and insight has gone into hibernation.

However, it is time to wake up. Yes, it is overwhelming to consider changing the world, or what the world is today. But your world is not “Earth;” it is what is at your doorstep today. It is your family, your friends, your colleagues, your community. This is a very small world and well within your ability to influence... for the worst, not at all, or perhaps for the better.

Yes, there are many concerning things going on in the world today, but there always has been. When you look back on history, that is the norm. Never forget that in less than just 300 years, we have founded a nation, had a Revolutionary War and a Civil War and two World Wars, a Great Depression, and untold acts since that could fill a library. And yet, today I sit surrounded by an amazing team, serving an amazing industry of individuals I am lucky enough to call friends and tonight, I will go home to a family that I am blessed to call my own.

The way it is today is just as good and the future is bright, if you choose to seek out that lens to look through every day. As always, thank you for the privilege of serving each of you and this great industry.

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

10 HOTTEST TRENDS IN DECK RAILINGS

------------ BY DAVID KOENIG

DECK RAILINGS, once an afterthought, have become a primary focus in outdoor living projects. With the options multiplying, make sure you sell and stock what contractors and homeowners want.

“Since product availability is no longer a major issue and consumers are much more price-conscious than in previous years due to the economic climate, stocking an on-trend product that can satisfy buyer’s design-oriented preferences at a reasonable price point will be critical to maximizing investments up and down the channel,” notes Don Douglas, senior product manager at Fortress Building Products.

Here’s what’s hot in railing materials, colors and styles: Aluminum,

1

Aluminum, Aluminum

By far, the trend most cited by railing manufacturers was the growth in aluminum. BuyRailings.com, among others, is experiencing particularly strong growth in aluminum railing systems, which offer durability, anodized or

color finishes, infill panels, and easy installation.

Powder-coated aluminum railing provides the low maintenance that is demanded of all outdoor living products, is simple to install, and is available at a lower cost than composite railing,” explains Rob Mitchell, president and CEO of Vista Railings. “It also has growing design versatility available, as picket, framed glass, frameless glass, cable railing, and privacy wall.”

“We’re seeing a lot of people switching from PVC, steel and composites to aluminum,” adds Joseph Moriarty, new business development manager for Specrail Aluminum Products. “It may not be cheaper than wood, but it offers advantages strength-wise, is easy to install, stands up to the elements, and won’t rot or rust. Those are big advantages, especially in any area near water. And it’s so versatile. We offer a lot of options in color and infill materials. Other materials don’t offer as many options.”

Christopher Manduka, co-founder of Cable Bullet, also foresees continued growth for aluminum rail components.

CABLE, glass and bar railings open up sightlines for homeowners with a view. (Photo by Vista Railings)

“Aluminum is not only long-lasting and requires minimal maintenance, but has an expediency and ease-of-install that appeals not only to professional contractors and homeowners, but also DIY builders,” he says. “Aluminum systems, by nature of the materials, are a more applicable option for affixing to existing structures.”

Deckorators, which introduces dozens of new products each year, is banking heavily on aluminum in 2023, with a wealth of new aluminum railing enhancements. New additions include expanded post sizes, two-piece brackets, color-matched cable rail spacers, and bracket install templates to improve ease of installation, and customization for its lines of Aluminum Contemporary Rail, Contemporary Cable Rail, and Aluminum Rapid Rail.

Open-Concept Railing

The second-most-mentioned trend was the rise in cable and glass railings, driven primarily by homeowners who want railings that don’t block their nice views. “Consumers want or need a railing either for safety concern, aesthetics or to meet building codes. But they don’t want this to limit the view of their outdoor living space or the view from the deck or patio,” says Mary Gearhart, marketing manager for Digger Specialties. “Both cable railing and glass railing are growing in popularity allowing the safety of railing while not obscuring the view.”

Robert P. Viviano, president of Invis-A-Rail producer 3G-Industries, also sees the “increasing trend toward the need for transparent railings. (Use on) lakefronts and ocean view areas is a no-brainer. However, we are seeing an uptick in your average backyard for transparent rails where customers want to see the kids and garden areas.”

always match. If you look at all the composite railing out there, it’s all smooth with zero embossing. This really creates a dilemma for the customer as they have this nice woodgrained-out deck and when they get the matching color railing, it’s as smooth as can be. For us, it is the opposite; we are able to put a nice grain on all the railing products to give a matching look and feel.”

Darker Colors

Privacy Railing

While many homeowners do seek railings that open up their views, others want to achieve the opposite. “With the proximity of houses in newer neighborhoods, there is an increasing demand for privacy in your outdoor living space from your noisy neighbor,” notes Vista Railing’s Mitchell. “This can be achieved in a variety of ways using more opaque railing infills including frosted glass, composite slats, or decorative panels.”

Mix & Match

2 3 6

Expect to see more dark, textured colors in railings, primarily driven by the desire to lessen view-blocking. “Darker colors, particularly with black, your eye looks beyond the railing to the view beyond,” explains Vista’s Mitchell. “This effect is enhanced when the railing surface is non-glossy—in other words, a flat or textured black. Think textured black aluminum railing with stainless steel cable infill.”

The wide variety of colors and textures now available allows deck designers to better match the exterior of the home, to carry the interior theme outdoors, or to create interesting combinations.

Vista Railings is seeing homeowners mixing black balusters with white railing and posts, which matches their house trim.

“Mixing and matching railing colors and textures can also offset a beautiful composite deck,” says Matthew Bruce, VP–sales for MoistureShield. “For example, composite railings maybe work best in white, matched to the deck color or as an edgy contrast to black.”

5 4 7

“I think the most important thing driving the railing business is matching railing to the decking, either complementary or contrasting,” says NewTechWood America’s Richard Lam. “One of the issues that falls on other composite decking companies is that it doesn’t

Fortress’ Douglas says, “Matte black will continue to be in high demand, especially since black has become a popular color choice for house window trim. Homeowners are paying close attention to these types of finishing details because they want their outdoor living space to complement their home’s exterior—creating a truly seamless design aesthetic.”

Customized Options

How the deck will be used should determine how it should be designed. “For function, consider how the homeowner lives on their deck,” says MoistureShield’s Bruce. “If they entertain, a flat cocktail top rail may work well or if they like to relax and take in the view, selecting a round baluster or trendy cable rail will enable them to enjoy the view.”

Personality-Driven Design

Since exterior design trends tend to follow interior trends, 2023 should lead us to a transitional period

ALUMINUM Rapid Rail from Deckorators is the direct result of listening to its Certified Pro Network. The new line pairs ease of installation with quality powder-coated aluminum in a stylish textured-black and an overall contemporary design that will work seamlessly with a variety of home styles.

from neutral tones and blank spaces to a combination of rich colors dotted with modern touches, suggests Chase Moritz, director of marketing and communication for Envision Outdoor Living Products. “Designers are predicting a strong desire to have more fun with surroundings and create a personalized, color-rich space. We crave stimulating color and texture palettes and ‘plain Jane’ decks don’t provide the visual interest that creative installations and colorful accents do.”

He considers homeowners to be more design savvy than ever before and with so many resources online, from Pinterest to their favorite influencers or TV personalities, they’re able to curate a specific look for their space. “The balance to the rich color palette for any space can be balanced with modern railing that mixes materials for an added punch,” Moritz says. “Antique bronze aluminum railing with black horizontal balusters are right on trend for that personality driven design.”

3G Industries responded to more traditional home styles’ demanding railing transparency without looking “too contemporary” by introducing a black powder-coated stainless infill system. The line has quickly grown to 50% of Invis-A-Rail’s sales compared to its all stainless system.

Easier Installation

“DIYers, installers and homeowners are looking for a fast installation,” says Digger’s Gearhart. “With the current workforce issues, being able to install a quality railing in a short amount of time is a money-saver for the consumer when hiring an installer, and the ease of installation for a DIY installer is a must for the self-installation warrior.”

Moritz says, “As homeowners become more comfortable with DIY projects, they will lean toward products that look great and feel simple to install on their own. For those who want a sleek modern look but may be intimidated by cable railing, a horizontal baluster infill is a great option. At a fraction of the cost of cable rail and simple installation, we are anticipating this to be a popular product for the DIY crowd.”

Invis-A-Rail’s Viviano agrees that the need for simpler installations is increasing due to the shortage of skilled labor. “Simpler is better and also fewer SKUs to deal with is better,” he explains. “We keep hearing from dealers how they like the fact Invis-A-Rail is only a two-part system that covers both the level and stairs.”

Low Maintenance

As we have come out of the pandemic, people seem now to be busier than ever with getting back to normal, which means taking advantage of any opportunity to get rid of unnecessary maintenance on chores around the home.

Envision’s Moritz advises, “Low maintenance railing options—like aluminum, vinyl or steel—save real time and money in the long-term for homeowners who don’t want to spend their down time staining or painting their wood deck and railing each spring. They’re instead able to spend that time relaxing or entertaining in their beautiful outdoor space.”

Safety & Accessibility

Deck safety is always a critical aspect of any outdoor space and ensuring the products homeowners and contractors choose to put on their projects meet code compliance and testing requirements is extremely important. You want to know that the products chosen will keep family and friends safe.

Likewise, adds Moritz, “as the Boomer generation retires, they’ll be spending more time at home in these spaces they’ve worked so hard to build for themselves. Aging in place becomes a big factor in that next phase and building a space that’s accessible as they age is important. Choosing products that enable that accessibility, like railing with a graspable top rail or even an ADAcompliant secondary handrail, ensure they can use and enjoy that outdoor space for as long as possible.”

Lock on these 10 deck railing trends to help your contractor and homeowner clientele build the decks of their dreams. MM

ON-TREND DIY project features Envision’s CP315 composite railing with cable infill and Distinction Rustic Walnut composite decking and drink rail.

NEW COMPASS Series Aluminum Railing from MoistureShield, in black or bronze, adds a contemporary, sophisticated look to any deck design and has a superior powder-coating to resist the elements.

UP DECKING SALES VIA CO-BRANDING

------------ BY BRANDY ZIMMERLE

BRIDGING THE BRAND EXPERIENCE FROM POINT A TO POINT-OF-SALE

THEY SAY YOU only have one chance to make a first impression and, for decking dealers, that first impression is most often made online where contractors and homeowners typically begin their research. Connecting the dots between that first impression and the final sale is a journey with numerous touchpoints and opportunities to either land—or lose—a prospective customer. The key to effectively capturing and converting those leads in your favor lies in your ability to carry them from one point to the next in their decision-making process

without disrupting the factors and feelings that attracted them in the first place.

I have become a firm believer in the power of co-branded marketing. Co-branding is a powerful strategy that can take your business to new heights by:

• Increasing your customer base

• Enhancing credibility/recognition

• Strengthening customer loyalty

• Boosting sales

National-to-local co-branding occurs when a local business partners

with a nationally known brand. The goal of this partnership is to increase national brand awareness while increasing small business revenue. For decking dealers, partnering with a nationally recognized brand can help boost consumer confidence and facilitate a smooth transition for prospective buyers from Point A to the point of sale.

At Trex, we work with our channel partners to execute a three-pronged co-branded marketing strategy focused on delivering a consistent brand experience from inspiration to installation.

1. Online

Like most consumers, decking contractors and homeowners tend to begin their project planning online. Thus, our co-branded marketing approach starts at Trex.com where visitors are introduced to our brand and

LOCALIZING national brand commercials with dealer logos is a smart and easy way to drive local awareness and traffic.

CO-BRANDED landing pages serve to seamlessly transition visitors from Trex.com to their local dealer’s website.

products. If they like what they see, they can click a convenient “Where to Buy” button that is visible at the top of every page to be directed to local dealers and retail locations in their area. Dealers with co-branded pages on their websites are then able to continue the brand experience uninterrupted via messaging and visuals that mirror the national brand site.

When executed as a cooperative effort between branding partners, the transition from the national platform to the local destination should be so seamless that visitors don’t even realize that they have migrated from one space to the other.

2. Showroom

Decisions about decking are not typically made without at least one visit to a retail store or dealer showroom. Unfortunately, this is where things often fall short. A showroom cluttered with conflicting messages, outdated collateral, and displays in disarray can be overwhelming and counterproductive. To keep potential buyers excited and engaged during this critical point in the purchase process, make sure your showroom is playing off the first impressions created online. Consistent messaging, branding and visuals from the online space to the physical showroom space are key!

We find that dealers who fully embrace the co-branded marketing approach are most successful when it comes to converting leads into sales. One dealer reported a $30,000 sale driven by the impact of a co-branded in-store display. The lifestyle imagery echoing the national advertising campaign, combined with product brochures and board samples featuring visuals and messaging consistent with our website, armed the showroom sales team with all the tools needed to pay off the brand’s promise and close the sale. In just a matter of days, the display had more than paid for itself in booked projects.

3. Local Advertising

One of the most effective ways to help area consumers learn more about your business and the prod-

ucts and brands you carry is through advertising. This is the third prong in our co-branded marketing strategy. Each year, we spend millions of dollars in national advertising to drive brand awareness and preference among consumers. Our most successful dealers are those that leverage these national assets by tagging our national commercials, using imagery from our national campaigns in their local advertising efforts, and taking advantage of a whole host of other assets at their disposal.

By leveraging the profile and reach of a national partner, co-branding campaigns can deliver more leads, buzz and awareness for your

business, with a lot less work. They also allow manufacturers and retailers to collaborate more closely on the creation of marketing strategies that connect the dots for consumers from the first brand impression to lasting local loyalty. MM

IN-STORE MERCHANDISING tells the Trex brand story and reinforces the local dealer’s connection to the national brand.

BRANDY ZIMMERLE

Brandy Zimmerle is channel marketing manager for decking and railing manufacturer Trex Co. (www.trex.com).

SIMMERING THERMALLY MODIFIED WOOD MARKET READY TO HIT FULL BOIL

------------ BY DAVID KOENIG

ALTHOUGH thermally modified timber (TMT) is a staple of construction markets in Europe, the products have yet to gain widespread acceptance in North America. Over the past 15 years, companies, primarily from Europe, have had a tough time trying to plant a foothold in the U.S.

Yet a confluence of factors—from new facilities to expansions to new distributors—suggests that TMT may

finally be on the precipice of taking off in the U.S.

The Temperature’s Changing

Modified wood producers fundamentally change the cellular makeup of the wood, most commonly by heating it in a low-oxygen chamber. Sugars are burned away, eliminating the target of decay and insects. The

wood reacts differently to moisture— the primary cause of rot. The wood’s color becomes darker, more closely resembling that of tropical imports. Durability and dimensional stability increase. And, the TMT treatment process uses only heat and steam, so it’s green.

At $534.59 million in 2021, TMT currently holds less than 1% of the $690-billion global wood market, growing 3.5% annually from 2016 to 2020. TMT is forecast to reach $892.70 million by 2028 and $1.95 billion by 2031.

“We can feel the growth,” says Chase Morrison of Sunset Moulding, Live Oak, Ca., manufacturer of Pakari thermally modified decking. “Until recently, the crossover between our fingerjoint customers and our Pakari customers has been basically zero. That’s starting to change. Longtime customers are starting to ask about thermal modification and how it can be used with their products. On top of that, we are getting weekly calls from completely new companies asking about Pakari and about the possibility for us to thermally modify their own lumber.”

This spring, Arbor Wood Co. will begin production at a larger facility in Grand Rapids, Mi. Accoya USA (an Accsys joint venture) is building a new plant in Kingsport, Tn., to double the company’s capacity when it

NEW TO THE U.S.: Nova USA Wood Products, Portland, Or., is introducing Rhino Wood, thermally modified wood produced in South Africa from plantation-grown South African pine.

is completed in early 2024. Kebony North America, which like Accsys is currently running at maximum capacity, reportedly has a U.S. build in the works. And Tantimber recently invested $12 million expanding its plant in Turkey primarily to supply product to the U.S.

South African TMT producer Rhino Wood is entering the U.S. through Nova USA Wood Products, Portland, Or.

Tantimber began targeting the U.S. last year, and continues to add to its list of regional distributors, including Holbrook Lumber Co., Guilderland Center, N.Y.; J. Gibson McIlvain, White Marsh, Md.; and U.S. Lumber Brokers, Del Valle, Tx.

“When you see the Europeans starting to market and sell in North America, you know that the market is starting to take off,” says Bob Lennon, president of Thermalwood Canada.

Last year, Thermory USA increased sales 12%. Kebony volume rose 30%. Accoya’s North American sales in 2022 grew 44%. That could be just the beginning.

ty due to the square footage involved, TM wood holds an imperceptibly small slice of the siding market. As a result, there’s really just one direction to go.”

Pakari’s Morrison agrees: “There’s no doubt that decking and siding make up the lion’s share of TMT usage. I believe siding has the largest growth potential in millwork, but there are so many other uses for the tech. TMT is used for outdoor furniture, musical instruments (guitars/violins), gunstocks. Thermally modified wood has even made it into the wine industry. TMT oak chips are used to flavor wine when being aged in steel containers.”

the explorer mindset, focusing on bigger picture things in the materials they seek and eventually choose to design with.”

Consequently, Kebony and others have targeted architects more than other sectors to build a foundation of sales.

The Slow Burn

TMT’s properties and aesthetics make it ideal for exterior applications. Decking and cladding have been the primary uses of thermally modified wood in the U.S. and offer the greatest potential for growth. “Decking is a traditional entry point for TM producers because it is the most common use for outdoor wood today,” explained Matt Pryor, director of specialty sales for Bingaman & Son Lumber, Kreamer, Pa., supplier of Americana TMT. “Decking is also the harshest environment for any product, making it a good proving ground. Although siding is a larger opportuni-

So why hasn’t TMT caught on already in the U.S.? “TM wood is a niche within a niche, a curiosity in a world dominated by imitations, but we are growing,” says Bingaman’s Pryor. “It takes a lot of infrastructure and a ‘craft-brewing’ approach to pull it off. That’s part of the charm. At this stage, interest spreads largely by word of mouth.”

Most proponents of TMT attribute America’s slow acceptance to the industry’s reflexive reluctance to change. “The U.S. builder is traditionally slow to adopt new materials, and for good reason as many have come and gone,” says Ben Roberts, marketing director for Kebony North America. “Architects carry more of

“The biggest thing is legacy thinking in the United States,” echoes Mehmet Zenginler, managing partner for Tantimber. “It’s an industry that moves forward really slowly. Change is very difficult for this industry. We want to educate the market. The lack of education is almost scary, but also exciting because there’s so much potential. We believe in 10 years thermally modified wood can be just as big as composites.”

Roberts adds, “I do not think it is a stretch to visualize modified woods being 20% to 25% of the overall decking and cladding markets in the U.S. over the coming few years. They are just too logical and common sense-driven not to.”

Pakari’s Chase Morrison predicts that before too long the term “thermally modified” will be as ubiquitous as “pressure treated.” He says, “My sales pitch to architects would always start with explaining what thermal modification is and how the process works. I don’t have to do that anymore. Architects already know what thermal modification is and are

WOOD’S PROPERTIES are transformed on a cellular level inside a heating/steaming chamber, such as a Thermory Thermokiln.

“THERMALLY MODIFIED WOOD IS A NICHE WITHIN A NICHE, A CURIOSITY IN A WORLD DOMINATED BY IMITATIONS, BUT WE ARE GROWING.”

actively seeking it out. They only have two questions for me now: ‘What colors does it come in?’ and ‘How long is the lead time?’”

Time to Cook

To be honest, you probably can’t count the number of times you’ve heard about a maturing product that’s finally ready to break through... and doesn’t. But there are numerous reasons to believe that this may really be TMT’s time to shine. Consider:

• The growing desire for green building products. “We would attribute much of the growth to consumer preference toward more natural, and sustainable building materials that don’t contain harmful chemicals and retain the natural beauty of wood,” says Arbor Wood director of sales & marketing Andrew Ellingson. “There are also a growing number of certifications for green building that the use of thermally modified wood can contribute to.”

• TMT’s exotic look. “Consumers are realizing that they do not need to use exotic woods for that aesthetic, but they could use indigenous species from North America to get the same look,” says Thermalwood Canada’s Lennon.

• Increased availability. In addition to rising production and a growing number of TMT manufacturers focused on the U.S., global transportation conditions have also improved since the pandemic tied up containers and sent shipping cost soaring. “The price (to ship containers) is getting better, congestion is getting better,” says Tantimber’s Mehmet Zenginler. “Last year, it cost us $14,000 to ship a container to Stella-Jones. It’s down to $7,000.”

• Adaptability to new species. Most manufacturers specialize in a particular type of wood, since each species and thickness requires a different treatment temperature and duration to achieve proper modification levels. Thermory USA recently released a new product utilizing red oak since ash has been experiencing fiber constraints due to the emerald ash borer beetle.

Bingaman & Son Lumber saw most of the industry focused on low-cost softwoods like pine, SPF and radiata

Not All Modified Wood Is Created Equal

The majority of what is considered modified wood is thermally modified. It undergoes a non-proprietary heating process to remove the sugars in the wood to make it insect resistant. You are essentially removing mass from the wood, making it less durable.

But wood can also be chemically modified. These treatments similarly change the structure of the cell walls to make the wood more insect and rot resistant, but without removing mass from the wood, preserving durability. Accoya uses acetylation to treat the wood with a non-toxic, vinegar-like chemical that basically “pickles” the wood, transforming a softwood into a hardwood.

Kebony modifies wood both thermally and chemically. Kebony uses furfurylation, which treats the wood with furfuryl alcohol then heat-treats it to polymerize the wood. The dual process provides greater durability, rot/insect resistance, and an “ipé” color.

pine. So it decided to go with North American hardwoods for its Americana thermally modified products.

• Programs that make adoption easier. Manufacturers and their partners are devising creative ways to convince distributors, dealers, builders and architects to take a closer look at modified wood. Kebony now focuses on “off-the-shelf” systems to give the marketplace ease of accessibility and use. As Roberts explains, “Architects like well-designed systems that save them time, that are superior as a building design/practice, and save them callbacks. Distributors and retailers like well-designed, off-the-shelf systems to stock and easily turn with few issues.”

G Wood Pro, Tantimber’s U.S. distribution arm, is coming to market with its Upfront program, which allows distributors to pre-book a container for the following year at the current year’s prices. They’ll also provide an exclusive distribution territory, elite customer service, marketing support, sales materials, in-person training— it’s all a “no-risk value proposition.” If for any reason the partnership fails to meet distributors’ expectations, G Wood Pro will buy back any unsold inventory.

• A now-proven track record. Thermal modification isn’t a brand new technology that the industry is being asked to adopt with blind faith. Just look overseas at its 30 years of proven performance.

“If you take Europe and leading the way, when it comes to wood technology we are always 10 years behind,” says Thermalwood Canada’s Lennon. “The biggest opportunity of growth is education. It is still surprising to hear people who have not heard about this technology. But once they do, they are interested. I have been educating architects and end-users for the last 14 years, and those activities are starting to pay off.”

TMT producers are ramping up, anticipating America is finally ready. Bingaman’s Pryor says, “We, and others like us, see the unmet appetite for authentic, long-lasting, locally harvested outdoor wood, and we’re investing in its future. Does the world really need more plastic? More fiberglass? Solid wood remains the only building material that grows back. Thermal modification allows the best of nature to once again live where it was formed—outside.” MM

DECKING and cladding dominate the thermally modified wood market in the U.S., although TMT can be used for windows, doors, furniture and a host of other applications. (Photo by Pakari)

Transform

The Outdoor Living Experience

Whether you are adding railing to a front porch, single or multi-level deck, or balcony, we have an option to fit any style. Westbury® Aluminum Railing by Digger Specialties, Inc. offers safety, durability, and lasting beauty. Designed for easy installation, Westbury® Aluminum Railing is the superior choice for contractors.

Scan QR Code to request a FREE Aluminum Color Selector and Product Packet to begin Transforming the Outdoor Living Experience®

PLYWOOD PREDICTED TO PUSH FORWARD

THE WORLDWIDE market for plywood is estimated to grow 6.2% annually over the next five years, rising from a market size of $54.2 billion in 2022 to $73.3 billion by 2027, according to a recent forecast by MarketsandMarkets.

Based on application, construction is expected to be the largest segment during the forecast period. Over the medium term, construction will be a growth engine for the global economy, with growth averaging 4.4% between 2020 and 2025. The global construction market is expected to grow by $4.5 trillion between 2020 and 2030, reaching $15.2 trillion. Of this total, $8.9 trillion will be in emerging markets in 2030.

The positive predictions are welcome news to manufacturers. “Being in the trenches of the panel industry, we tend to look at the glass half empty,” says Tyler

Freres, VP of Freres Lumber, Lyons, Or. “I think that 2023 is going to start with a very challenging economic environment. We need to see some moderation in inflation, a stabilization of the Fed’s interest rate hikes, and indications from consumers that they are willing to invest in housing at higher rate levels. A modest decrease in housing starts, say down to the 1.3 million level, is something that the producers can adjust to. A more significant reduction in starts would be difficult.”

He notes that the last three years for panels have been a series of six-month boom-and-bust cycles, alternating in the beginning and end of each year.

According to the forecast, growth is projected to be concentrated in a few nations. China, India, the United States, and Indonesia should account for 58.3% of worldwide building growth between 2020 and 2030. Over the next decade, 10 markets will likely contribute about 70% of the $4.5 trillion in growth.

Because softwood plywood is used mainly in the construction industry for structural purposes, demand for softwood plywood should considerably outpace demand for hardwood plywood.

The Asia Pacific region has become the largest market for plywood across the globe. China accounted for the largest share of 80.0% of the Asia Pacific plywood market in terms of value. India and China have experienced close to double-digit Gross Domestic Product growth in recent years, as well as a population boom. The stable economy and growing building and construction industry has augmented the growth of plywood in India and China. Furthermore, the furniture sector is one of the main consumers of plywood in India.

During the 2018 to 2023 period, it is predicted that the India furniture market by commercial sector will experience annual growth of 11.97%. India is the fourth-largest consumer of furniture worldwide and the fifth-largest producer of furniture. The Indian furniture industry is estimated to be worth $8 billion and represented 0.5% of the GDP in 2022. MM

MEDIUM-TERM FORECAST for plywood production globally is for modest growth.

GET OUTSIDE THE EVERYDAY

Everyday living doesn’t have to mean having an everyday life. MoistureShield is the only high-performance composite decking engineered to deliver 360-degree protection, 365 days a year. So you can enjoy the outdoors to the fullest, no matter where you call home.

OutsideTheEveryday.com

3 QUESTIONS:

SWANSON GROUP’S CHRISTY McDOWELL

THIS MONTH, The Merchant Magazine begins a new series of brief interviews with extraordiary members of the industry, beginning with Christy McDowell, 50+-year sales veteran with Swanson Group, Glendale, Or.

The company was founded in 1951 by her father, Rod Swanson, and uncles Dean and Harry Swanson. Dean’s son, Steve Swanson, currently serves as CEO, overseeing facilities in Glendale, Roseburg and Springfield, Or.

1 Tell us about your start at Swanson. Did you work directly with your father and uncle?

McDowell: Not at first. When I started full time in 1972, I was in my 20s. They called me back just to answer the phones. I’d been in an accident. My neck had been broken, and I’m a quadriplegic. So they called me back just to answer the phones, and I got bored real quick. So it worked into typing invoices and bills of lading for the railroad—we did not have computers back then. I only had use of my left hand, so one-fingered typing.

In the 70s when everything shut down, we used to take turns, working two weeks on, two weeks off, and do whatever was needed—payroll, accounts receivable. I became a jack of all trades.

I tried to stay away from (mov-

ing into) management because of the fact that with my disability I can’t travel and it could be difficult trying to go into places. It seemed like I could get there, but then couldn’t get into the building. So I stayed away from management and, until the company could find another salesperson, I moved into sales when my brother left the company.

I’m still in sales. I’ve cut back to where I’m just basically the lowgrade side. I have banker hours.

2What have been the greatest challenges over the years? There couldn’t have been many women in lumber sales in the 1970s.

McDowell: No, there were not. But actually, all the guys I met I’d already been talking on the phone with them through my brother. It wasn’t that hard of a transition. Everybody was very upfront and cordial, so we didn’t really have a problem.

For myself, there weren’t any challenges that I couldn’t overcome, and the company has helped me in many ways.

Technology in production has increased, and Swanson Group is always trying to improve and be

among the best in the industry. We are proud of our product.

The mills have grown. The mills are faster. Low-grade is only about 4% to 5% of our production, so I can have a pretty laid-back visit with my customers.

3 What’s the most important lesson your father and uncle instilled in you?

McDowell: My dad always stressed customer relations and that honesty is the best policy. Always be up front with our customers. If I can’t do something for you, I can usually find somebody else who can.

I’ll probably keep working, as long as my health will allow me and my husband doesn’t get too ornery. He’s retired and he wants to know when I’m going to retire.

– Send suggestions for future interviews to David Koenig at dkoenig@526mediagroup.com.

Swanson Group’s Christy McDowell (right), with husband Steve

MASTER SELLERS BRING VALUE

------------ BY JAMES OLSEN

MANY SELLERS are confused by the sales process. They are caught up in their desperate struggle to get business, but don’t understand where they fit into the buy/sell relationship and how to bring value to their customers. Master Sellers, on the other hand, have a multi-pronged approach to bring value to their customers, to stand out from the crowd, and most importantly to get more business.

Multiples of Multiples

A simple yet rarely used approach with customers is to offer them multiples of multiple items. I listen to a lot of sales calls where the salesperson offers a single of one item. These are often short calls. “No thanks, call me next week.”

The Master Seller offers “multiples of multiples.”

Master Seller: “Good morning, Cynthia. We spoke last week, and you told me you would be looking for some 2x4 16’s. I have four trucks of 16’s out of ABC Sawmill, which is a mill you love, the market is firming on 16’s, and I can work with you on the shipment. How many would you like to pick up?”

Cynthia: “I picked up a killer deal on three trucks of 16’s yesterday afternoon. I won’t be needing any 16’s for a month and a half.”

(This is the end of the call for 90% of the salespeople you compete against every day. Not so for the Master Seller.)

Master Seller: “OK. I also have three trucks of 2x4 9’ premium studs out of XYZ. I’ve got a smokin’ price, the market is firming on 9’s also, so how many of these can you use?”

Cynthia: “My partner bought five trucks of 9’s last week, plus our contract is coming in this week, so we’re fine on 9’s also.”

Master Seller: “Alright. Finally, we picked up a block of 7/16” OSB out of LMNOP Sawmill. We bought 20 an hour ago. I have 12 left and 7/16” is definitely moving. How many of these do you want to pick up?”

Cynthia: “What’s the price?”

Master Seller: “That’s the best part. We can get these into you at $550/MBF, which is $25/MBF less than we paid a month ago, so I recommend we pick up five.”

Cynthia: “I’ll take four.”

This “multiples of multiples” approach brings more value to the customer and gives the Master Seller more shots on goal.

Market Calls

Most salespeople are so afraid of being wrong, they give terrible market information. Ninety percent of the salespeople you compete against every day, give a mushy, mealy-mouth response to market queries that bring absolutely no value.

John: “Hey, Pete, what do you think the market is going to do?”

Quotron: “Well, it’s hard to say. It seems to be firming up on some items, but we can’t tell if it’s a head fake or a dead cat bounce. Really hard to say at this point, but it could firm up some with some mills curtailing production.”

The Master Seller has an opinion. Are they wrong sometimes? Yes. But being

correct in their market calls most of the time, brings value to their customers.

John: “What do you think the market is going to do?”

Master Seller: “It’s coming off and will be for the next month. That said, I’ve got 10 cars of 2x10 8’-16’ 2/Btr. Hem-Fir that someone is going to get a good deal on today. I know 2x10’s are your biggest mover. We spoke last week, and you said you have enough to last another two weeks. I would normally tell you to hold off and buy out of distribution, but they are charging $850/MBF for 2x10 right now. I can sell you two cars for $695/ MBF, which is $100/MBF under the market. You want to put these on?”

John: “I appreciate your honesty. I’ll take one off your hands to help you out.”

Note: To have our customer believe and trust our market calls, we must tell the truth. If the market is coming off and we own 10 cars of an item, we must still be honest with our customers. This is a real morality test for us as salespeople. But being honest—even (especially?) when we are losing money—is one of the best ways to build a long-lasting, trustfilled relationship with our customers.

or email james@realitysalestraining.com.

JAMES OLSEN

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572

TOTAL COMPENSATION VS. TOTAL CASH COMPENSATION

------------ BY SUSAN PALÉ

AS STRONG DEMAND for qualified workers continues to be a challenge for employers in 2023, compensation remains at the forefront for businesses trying to retain and recruit talent. Having a better understanding of compensation can ensure you spend your dollars wisely and are able to communicate the true value of your employees’ compensation with clarity.

The terms total compensation and total cash compensation are often used interchangeably, but they’re not exactly the same. Read on to learn about what makes them unique.

Q. Do we need to have an introductory period?

A. When evaluating your need for an introductory period, consider why you have one and if it is still serving that purpose.

Often companies use an introductory period (also commonly referred to as a probationary or new-hire period) as a way to terminate new hires if they are not meeting expectations soon after hire. However, in an employment-at-will relationship, companies can terminate an employee for any legal reason, at any time, with or without notice or cause. This applies before and after the introductory period.

Companies also use introductory periods to determine eligibility for benefits such as paid time off and health insurance. In addition, they use this time for added training, more performance evaluations, or stricter attendance requirements.

Usually, introductory periods are 90 days to reflect common unemployment look-back periods. With or without an introductory period, unemployment looks at the first 4 of the last 5 quarters so, once an employee has been on your payroll for more than 90 days, they may fall under your unemployment account.

As a reminder, in an employment-at-will relationship, employees can also leave the company at any time with or without reason or notice.

TOTAL COMPENSATION (sometimes called Total Rewards) includes not just cash payments, but also the value of all employee benefits and perquisites that can be quantified. For many organizations, the cost of benefits, including healthcare premiums, retirement plan contributions, and paid time off can easily amount to 30%-35% of an employee’s salary. That means the total compensation for an employee making $100,000 would be $130,000$135,000.

Many employees don’t realize the value of their benefits and perquisites. One of the best ways to communicate this is to produce some type of benefit statement that shows their value. This information can be a real eye-opener!

TOTAL CASH COMPENSATION means just that—the total value of all cash payments. Many organizations use the terms total compensation when they really are referring to total cash compensation. Total cash compensation includes base salary, overtime payments, short-term bonuses and incentives, commission payments to sales professionals, and long-term bonuses and incentives.

When you’re having conversations about compensation with your employees or recruiting new hires, it’s important to talk in terms of total cash compensation. That means that if the base salary for a position is $80,000, and the annual incentive opportunity is 25%, annual total cash compensation can be $100,000 or more.

The most common components of total cash compensation are:

Base Salary

For most employees in non-sales roles, the largest portion of their total cash compensation will be their base salary. The term base pay is often used interchangeably with base salary.

By definition, base salary is the amount paid by an employer in return for services performed by an employee before any additions (e.g., overtime payments) or de-

ductions (e.g., taxes) are made. Base salary may be expressed in hourly, weekly, monthly, or annual terms.

Employees considered nonexempt under the terms of the Fair Labor Standards Act (FLSA) are most often paid base salary on an hourly basis, while those considered exempt under the FLSA are paid base salary on a weekly, monthly, or annual basis.

Recruiters and recruitment job sites often quote hourly base salaries for nonexempt positions and annual salaries for exempt positions.

Bonus Payment

A bonus is a payment made in addition to base salary. Bonus payments can be made to an individual employee, a group of employees, or all employees as a reward for past achievements. Bonuses are often awarded for achievement of some organizational milestone such as profit or achievement of other financial goals. Achievement of an organizational milestone generally means that all employees receive the bonus, which may be given as a flat dollar amount or a percentage of base salary.

Individual and group bonuses are also frequently given to recognize achievements. For example, an individual who performs the job duties of a colleague on disability leave might be granted a bonus for their work. Or a team might be given a bonus to recognize successful implementation of a new system. Sign-on bonuses, referral bonuses, and spot bonuses are also common. They are generally awarded to individuals.

True bonuses are discretionary. That means that they are awarded solely at the discretion of the employer, rather than expected by the employee as payment for achievement of a specific goal or objective.

Holiday bonuses, often awarded following a successful year, are discretionary bonuses.

Incentive Payment

An incentive payment is also a payment made in addition to base salary. Unlike a bonus, it is tied to the achievement of specific goals and objectives. These goals and objectives are predetermined and communicated in advance. Goals and objectives may be established at the organizational, group, or individual level.

Many executive, technical, and professional level positions offer incentive opportunities in addition to base salary. Depending on position and industry, incentive payments can often be 40% to 50% of base salary and in some situations actually exceed base salary.

An incentive payment is a nondiscretionary bonus. Payment is expected by the employee if stated goals and objectives are achieved.

The use of incentives is increasing. A 2021 World at Work survey reported that 76% of participants offered some type of annual incentive plan. Survey participants represented multiple industries and differing jobs.

Commission Payment

A commission payment is a payment made for completion of a sale or sales-related task. Commission payments may be made in addition to a base salary, or may be paid instead of a base salary.

Compensation for most sales positions includes a base salary plus commission payments. Some jobs, however, are typically paid 100% commission. These include real estate

agents, travel agents, and insurance sales agents.

Commission payments are most frequently made to the salesperson who completes a sale. However, individuals in account executive, business development, and sales manager roles may receive commission payments as well. For example, a sales manager may receive a portion of their sales representatives’ sales as a commission payment or “override” for their role in the sales process.

In some organizations, sales specialists and customer service representatives may also receive commission payments to recognize their contributions to sales success.

SUSAN PALÉ

Susan Palé, CCP, is vice president for compensation with Affinity HR Group. Reach her at (877) 660-6400 or contact@affinityhrgroup.com.

THE CRIPPLING DISEASE OF MODERATE SUCCESS

------------

BY DAVE KAHLE

“WE’RE DOING OK.” That’s a thought shared by thousands of executives I have encountered over the years. It also resides in the minds of the majority of B2B salespeople with whom I’ve worked.

“OK” for a business often means that the company grows slowly, at least in most years. It is marginally profitable, in most months. The workforce is relatively stable, and the customers somewhat loyal. No one challenges the status quo.

For a salesperson, it means that the boss isn’t hounding him, he/she is making a decent living, and the customers are relatively accessible. No interest in pursuing anything bigger.

For both groups, doing “OK” is a description of moderate success, and was never a description of the lofty goals and dreams that could motivate them. Instead, it is the default position of business professionals who have settled for the comfortable status quo. “OK” is where people and organizations often settle after they have been in the fray for a while.

While moderate success—doing OK—is a stage every business and every salesperson must pass through, the problem is that many—probably the majority—settle there and make it a permanent resting place. In a world where the pursuit of excellence requires proactive time and effort, the majority settle for the relative comfort of mediocrity.

Once “doing OK” settles into minds and hearts, it engenders a circular set of behaviors that support itself. It becomes the rationale to avoid any initiatives that might shake the status quo and lead to higher levels of success and influence.

“Open a new branch, or develop a new product or service?” Naw, it would stress the company too much. We’re doing OK the way we are.

“Invest in developing the sales force?” Nope, they will just leave and go to a competitor. We’re doing OK just the way we are.

“Automate some time-consuming processes?” Not if it means the current staff will have to learn new skills. We’re doing OK just the way we are.

Since “doing OK” becomes the default response to any initiative, the company’s moderate success undermines any efforts for greater success, excellence and influence. Moderate success becomes the enemy of greater success.

The same is true for professional salespeople. Moderate success squelches any inclination to the hard work of greater success.

“Attend a sales seminar?” Nope, too busy and, besides, I’m doing OK.

“Spend time mastering a new product?” Naw, I’m doing OK with what I’m currently doing.

“Invest in prospecting for new customers?” No, I’m too busy with

my current customers, and besides, I’m doing OK as it is.

Excellence demands commitment. Moderate success lounges in indifference. Excellence requires hard work. Moderate success doesn’t stress anyone. Excellence mandates taking risks. Moderate success avoids them. Excellence requires change. Moderate success protects the status quo.

In my 30 years of practice, I’ve interacted with thousands of executive and owners, and engaged with tens of thousands of B2B salespeople. The overwhelming majority have been lulled by moderate success to a place where they are hesitant to pursue excellence, wary of reaching for their potential, tentative about embracing any new ideas, and afraid of stretching beyond today’s comfort zones.

That’s one of the main reasons why only 5% to 20% of businesses and salespeople ever reach their potential. The rest got waylaid by moderate success.

DAVE KAHLE

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

“Growing beyond measure.”

MENDOCINO ACQUIRES UTAH WOOD PRESERVING

Allweather Wood parent The Mendocino Companies, Santa Rosa, Ca., has completed purchasing the assets of Utah Wood Preserving, Woods Cross, Ut., and portions of its affiliates.

The acquisition complements existing operations throughout the U.S. West, covering the fastest growing regions, in a strong market for building materials. The acquisition improves service and product offerings for customers of all sizes.

UWP’s manufacturing facility in Woods Cross is a well-maintained, highly efficient preservative treating plant on a large, fully paved site with dry kilns and rail service. The facility will continue to operate as it has successfully for decades. A distribution yard, operating as ABS in Denver, Co., was included in the asset purchase.

Robert Moore, UWP principal architect and partner, has agreed to join many great UWP employees working for Mendocino’s Allweather

The lumberyard that took 130 years to build.

When Ganahl Lumber opened the doors to its new 18.5-acre location in Torrance, CA, you could tell right away it was special. A state-of-the-art gem.

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

Visit our project page at sunbelt-rack.com to check out the video of Ganahl’s new state-of-the-art facility.

Wood business. Moore has a 40+ year career as a pioneer in the forest products industry.

The Mendocino Family of Companies include Allweather Wood—the largest waterborne wood treater in the western U.S., Humboldt Redwood Co., Humboldt Sawmill Co., Mendocino Forest Products, and Mendocino Redwood Co.

Mendocino also owns 440,000 acres of Forest Stewardship Council certificated timberland and is the largest producer of redwood lumber in the world.

------------| NEWS BRIEFS

Ordway Building Supply (OBS), Ordway, Co., has been put up for sale after 48 years of family ownership.

Ace City Hardware with U-Haul rental center in California City, Ca., has also been listed for sale.

Ace Hardware is building a new store in Mesa, Az..

Habitat for Humanity is moving its ReStore outlet in Modesto, Ca., to a larger facility.

Building Material Distributors, Inc. is now distributing IG Railing’s illuminated glass railings throughout Southern California from its Riverside, Ca., warehouse. BMD’s Galt, Ca., location began stocking the hardware, lighting and low-iron glass last March.

Mirax Group, Abbotsford, B.C., has agreed to acquire Lyle Forest Products, Chilliwack, B.C.

Sightline Commercial Solutions, Minneapolis, Mn., purchased Trex’s commercial products division

Cascade Hardwood, Chehalis, Wa., has committed to donating $75,000 a year for the next five years to support the Real American Hardwood Coalition.

Kodiak Building Partners Foundation is hosting its first annual charity golf tournament Sept. 19 in Littleton, Co., to benefit children and families.

Tom Barclay, General Manager Ganahl Lumber

March 12-14 | Palm Desert, CA JW Marriott Desert Resort & Spa

WESTLAKE ACE ADDING 2 MORE STORES IN LA AREA

Westlake Ace Hardware has signed lease agreement to open two more stores in the greater Los Angeles area, bringing to 17 its store count in the state, including eight in Southern California.

Renovations will begin this summer on a 16,000-sq. ft. facility in Simi Valley, Ca., with an anticipated soft opening in the fall under the name Ace Hardware of Simi Valley.

Work will start later in the summer on a 12,500-sq. ft. location in Glendale, Ca., projecting a December soft opening for Ace Hardware of Glendale.

In addition to offering such services as key cutting and automotive key fob replacement, a propane tank exchange, and knife sharpening, both stores will sell lawn and garden supplies, fasteners, tools, plumbing, and electrical supplies. The new store will also feature several specialty departments and store-within-astore concepts.

A previously-announced branch now under construction in Porter

Ranch, Ca., is opening this summer.

Based in Kansas City, Mo., 118-year-old Westlake Ace Hardware operates more than 150 stores in 12 states. The chain has been affiliated with Ace Hardware since 1959.

vided more than $35 million worth of educational public relations and advertising, promoting the benefits of building with wood and wood products—including more than $1 million in 2022.

With the local lumber economy “once again thriving,” HLPA considers its mission fulfilled, and its board determined that its 20th anniversary was the right time to dissolve the organization.

HAWAII LUMBER PRODUCTS ASSOCIATION DISSOLVES

After a 20-year run, the Hawaii Lumber Products Association dissolved, effective Dec. 31, 2022. The association said it was founded in 2003 during a time of uncertainty in Hawaii’s lumber industry, as competitors were actively campaigning against the use of wood for Hawaii structures and spreading false information to consumers and contractors. The HLPA was formed to connect local lumber businesses through up-to-date resources, guides, and educational and networking opportunities.

Over the years, HLPA has pro-

HLPA president Mark Schwinn said, “Although the closing of this organization is bittersweet, I believe Hawaii Lumber Products Association has been an integral part of Hawaii’s lumber industry and I am proud of the work we have done and the impact we have made on local businesses. To this, I feel confident that our work is done, and we can close the organization with peace of mind.”

SIMPSON STRONG-TIE ACQUIRES ESTIFRAME TECHNOLOGIES

Simpson Strong-Tie has acquired Elk Grove, Ca.–based EstiFrame Technologies, Inc.

Founded in 2017 by Coby Gifford

Style and Simplicity

and Aaron Love, EstiFrame provides component manufacturing and framing technologies to the construction industry, including the EasyFrame automated marking system that matches saws with digital printers to label 2x frame members for fast and accurate assembly.

Designed to reduce construction timelines and address skilled labor shortages in framing and construction, the EasyFrame system prints framing blueprints for a structure directly onto the framing members themselves. Paired with either a manual or automated saw, the system provides wall panels that are pre-marked for easy assembly, driving construction efficiency and accuracy.

“EstiFrame has established a strong reputation for providing easy-to-adopt, scalable solutions to LBM dealers and framing shops looking to gain critical efficiencies in component manufacturing,” said April Burt, Simpson Strong-Tie’s vice president of customer facing technology. “The EasyFrame system is a logical and complementary addition to the Building Technology

solutions already provided by Simpson Strong-Tie, and expands our offerings for customers who continue to seek more efficient ways to convert the digital frame into strong, safe physical structures.”

Driven by one of the most powerful linear optimization algorithms available, EasyFrame software is designed to save the greatest amount of wood possible by managing cut completion activity and constantly

YAKAMA UPGRADES SAWMILL

Yakama Forest Products is installing a USNR-supplied Revolver Lug Loader and a Multi-Track Fence to reinvigorate their systems and increase the quality of the product at its White Swan, Wa., location.

The Revolver Lug Loader is designed for versatility and can be applied to a wide range of functions. The Multi-Track Fence is the industry’s top fence solution for high-speed mills thanks to its cost effectiveness and accuracy.

By replacing older models of each machine, Yakama Forest

re-optimizing on the fly.

As part of the acquisition, founders Gifford and Love will remain with the EstiFrame team to ensure a seamless transition. Simpson Strong-Tie will assume customer sales and service, continuing to provide saw setup and installation as well as onboarding and design services, including training operators how to best use and leverage the EasyFrame system.

Products can enjoy a more efficient system while enhancing lumber quality.

YAKAMA Forest Products is improving operations by installing a new Revolver Lug Loader at its mill in White Swan, Wa.

Dave Stelle has retired as president at International Wood Products, Clackamas, Or., after 45 years in the industry, the last 26 with IWP. He has spent the past year transitioning the role of president to Josh Hamilton

Bob Maurer, ex-Central Valley Builders Supply, is now commodity buyer at Nor Cal Lumber Co., Marysville, Ca.

Rich Viola, senior VP of sales & marketing for Boise Cascade’s Building Materials Distribution division, Boise, Id., retires effective March 1 after 42 years with Boise Cascade and Furman Lumber. Nathan Sikes will succeed him as sales & marketing director.

Terry Baribault, ex-International Wood Products, is the new purchasing mgr. with Adobe Lumber, American Canyon Ca.

Stephen Walcker, ex-Gibraltar Industries, is now R&R territory mgr. for LP Building Solutions in Seattle, Wa.

Marco Ludwig has been named chairman and CEO of Ready Made Trusses & Builders’ Supply, Salt Lake City, Ut.

Lillie Hamel, ex-Shamrock Building Materials, is now a trader with Plateau Forest Products, Bend, Or.

Jared Walker, ex-OrePac Building Products, has moved to James Hardie, Puyallup, Wa., as regional account mgr. for the multi-family/ commercial segment in western Washington and western Oregon.

Noah Delgadillo has been promoted to inside sales account mgr. at Ganahl Lumber, Capistrano Beach, Ca. Brandon Box is moving from the Costa Mesa branch to sales in Capo Beach.

Brad James has been promoted to power plant superintendent at F.H. Stoltze Land & Lumber Co., Columbia Falls, Mt.

Devan Saran, ex-C.B. Constantini, is now a lumber trader with the western division of Boscus Canada, Vancouver, B.C.

Troy Mannion, ex-Roadside Lumber, has rejoined the outside sales team at Hayward Lumber, Santa Barbara, Ca. Dustin Stone, ex-Builders FirstSource, is now in contractor sales with Hayward.

Joe Figueroa has been promoted to general mgr. of Roadside Lumber & Hardware, Agoura Hills, Ca.

Matt Kenton has been named chief operating officer at Nova USA Wood Products, Portland, Or.

Haley Castillo has been promoted to installed sales coordinator at Dixieline Lumber & Home Centers, La Mesa, Ca.

Patrick O’Brien, ex-Modern Flooring Services, has joined the outside sales force at Foxworth-Galbraith Lumber, Denver, Co.

Marcel Mattingly has retired after 32 years with Meek’s, Gardnerville, Nv.

Luke Rappe has been promoted to unit mgr. of Weyerhaeuser Santiam Lumber, Lebanon, Or.

PACIFIC HEMLOCK

FINE GRAIN VG

Experience the beauty and value of VG Hemlock

FEATURES

•Alluring, dense vertical grain with consistent color

•Substantial cost savings vs VG Doug Fir

•Large inventory of Rough, S4S and T&G

•Long tallies readily available

BENEFITS

•Exterior and interior applications, including siding

•Machines easily to virtually any pattern

•Finishes and stains with ease

An Elegant Value for Architectural Applications

Colin McCown, American Wood Protection Association executive VP, will retire at the end of the year. AWPA’s executive committee is exploring all options for future management of the association and to ensure a smooth transition.

Michael Simmons was appointed branch mgr. of L&W Supply in Sacramento, Ca.

Caleb Scrivner is a new software developer with RDB Solutions, Bend, Or.

Erin White Sinberg is new to SoCo Wood & Windows, Durango, Co., as designer/sales.

Cory Boydston, former CFO of Ashton Woods Homes, has been appointed to the board of directors of Roseburg Forest Products, Springfield, Or. She replaces Judith Johansen, who retired from the Roseburg board in 2022.

Joey Madrigal, Jones Wholesale Lumber, was named president of the Southern California HooHoo Club. Byron Grabinger, MLR Packaging, is VP. Stephanie Richardson, Rim Forest Lumber, will remain secretary.

Todd Ward has been promoted to Sacramento, Ca.-based director of sales West-Central for Milgard Windows & Doors.

Annette Legaspi, ex-2020 Window & Door Supply, is new to the sales team at Nu Vista Windows & Doors, San Diego, Ca.

Renee Hornsby was promoted to COO and John Hester to chief development officer for the National Hardwood Lumber Association. Geoff Webb, ex-Troy Corp., is the new dean of NHLA’s Inspector Training School.

Eric Knox was named director of business development and Mike Melchi director of field sales for Do it Best, Fort Wayne, In. They are succeeded as regional sales mgrs. by Ty Surrell and Tony Miner Chris Beach is now director of national accounts/ M&A; Christian Parra, director of INCOM & international sales; and Rob Schmiedel, director of sales operations. New are: Mike Ocker, LBM business development mgr.; John Trowbridge, forest product specialist; and Heather Cannaday, associate merchandise mgr.

Matt Huber, Allegheny Plywood, was elected president of the North American Building Material Distribution Association. Don Plunkett, Plunkett Distribution, is president-elect; Tracy Nacius, Amerhart Ltd., VP; Wayne Moriarty, Atlantic Plywood, treasurer; and Emily Vella, Atlantic Plywood, immediate past president. Directors include Chris Burns, EB Bradley Co., Vernon, Ca.

Jim Neiman, president and CEO, Nieman Enterprises, Hulett, Wy., was reappointed to a second term on the Softwood Lumber Board board of directors by U.S. Secretary of Agriculture Tom Vilsack. Also reappointed were Ray Ferris, West Fraser, and Tim Biewer, Biewer Lumber. Ricky Stanley, T.R. Miller Mill Co., is new to the board. Brian Luoma, Westervelt Co., is now board chair, succeeding Caroline Dauzat

Kerlin Iron is instituting a new grooming code at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus

84 LUMBER ACCELERATES GROWTH IN

By the end of the year, 84 Lumber will open three new stores—all in the West—and make improvements to 54 existing locations.

The nation’s largest privately held building materials supplier currently operates 310 facilities, which include 234 stores, 14 component manufacturing plants, 28 engineered wood product (EWP) centers, and 34 door shops.

The new store openings include Stockton, Ca., and Denver and Greeley, Co. The company is relocating existing stores to larger facilities in Morgantown, W.V, and Sarasota, Fl.

84 Lumber is also opening a door shop in Denver, Co., and component plants in Boise, Id.; Winter Haven, Fl.; Columbia, S.C.; and a second plant in Atlanta, Ga. The current EWP facility in Atlanta is being relocated

THE WEST business.

to a larger location in Cartersville, Ga., and new centers will be opened in the New Jersey and Boston markets.

“With the opening of these new stores and manufacturing facilities, we remain strong in our continued prospect for growth,” said president Maggie Hardy. “We value our customers and listen to what is important to them to grow their businesses. As a result, we are growing and expanding in two ways—opening new locations and investing in existing markets.”

WASHINGTON’S ANGELES MILLWORK EXPANDING RENTALS

Angeles Millwork & Lumber Co. has purchased a former Sears Hometown building in Port Angeles, Wa., to expand its equipment rental

The Sears store closed in October following the retirement of owner Sheri Ingles.

Angeles Millwork is renovating the 11,000-sq. ft. facility and will open later in the year as Angeles Rentals, specializing in rental tools, equipment and associated supplies. Its existing Angeles Rentals operation occupies a small corner of Angeles Millwork’s Port Angeles location, which it has outgrown.

The larger space will provide room for additional retail product lines and more parking. The rental staff will grow from two to five.

APPLEGATE GREENFIBER BUYS ARIZONA INSULATION MAKER

Cellulose insulation producer

Applegate Greenfiber (AGGF), Charlotte, N.C., has purchased United Fibers’ cellulose and materials

er they visit a Home Depot store for a last-minute need on the way to a job or plan a larger purchase in advance to be delivered to the job site. We’re focused on serving the pro no matter where, when and how they choose to shop with The Home Depot.”

HOME DEPOT EXPANDS PRO LOYALTY PROGRAM

The Home Depot has expanded its Pro Xtra loyalty program, unveiling new membership tiers and new benefits for professional contractors and builders. The new tiers are Member, Elite and VIP.

When customers enroll in Pro Xtra, they gain access to specialized perks, business tools to better manage and grow their businesses, exclusive sales and events in stores and online, paint rewards and more.

Every dollar spent counts toward earning rewards while also allowing members to unlock the next level of Pro Xtra benefits. As new tiers are unlocked, Pros access additional

perks such as a new Elite Support Line for prioritized, exclusive assistance for business needs, VIP experiences, account management services with personalized purchase support from Home Depot experts, and preferred pricing. Additional benefits for members of all tiers will be released throughout the year.

“Pros make up about 10% of The Home Depot’s customer base and approximately half of our sales,” said Hector Padilla, executive vice president of outside sales and service. “To serve the pro, it’s about removing friction through a variety of products and capabilities—wheth-

Pros represent a $450 billion marketplace, and The Home Depot is building a unique, interconnected Pro ecosystem to help them build their businesses. The company has introduced new product offerings and capabilities for pros, including job-lot quantities of the right assortment of brands, digital tools and personalized experiences, a variety of fulfillment options with reliable delivery and prioritization for pros, and other value-added offerings like credit, tool rental, quote center and more.

“We’re always looking for ways to enhance Pro Xtra to best support Pros as their needs grow and evolve, along with their businesses,” said Molly Battin, senior vice president and chief marketing officer. “This tiered loyalty system unlocks a new experience of rewards and savings for our Pro customers with more benefits than ever, right at their fingertips.”

The Pro Xtra program was first launched in 2012.

HOME DEPOT has introduced three new tiers to its Pro Xtra loyalty program—Member, Elite, and VIP—so pro customers can enjoy more benefits than ever that keep building as they spend.

recovery facility (MRF) in Chandler, Az.

The 76,000-sq. ft. production and recycling facility is capable of producing over 75 million lbs. of cellulose insulation annually.

Coast Lumber Inspection Bureau (WCLIB) in 1991 and revised multiple times since.

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.

CONSTRUCTION IS UNDERWAY on a new TFL plant in Klamath Falls, Or., to meet growing demand in the West.

Wilsonart Expands TFL in West

AGGF president and CEO Tom VanAlstine said, “We feel very privileged to add the United Fibers operation to our portfolio, allowing us to better service our customers in the Southwest and continue to expand the presence of cellulose within the insulation industry.”

With 15 manufacturing plants in the U.S. and Canada, AGGF is the largest manufacturer, marketer and distributor of cellulose insulation in North America.

When WCLIB and PLIB merged operations in 2019, PLIB was recognized by the American Lumber Standards Committee (ALSC) as a lumber grading rules-writing authority. No. 18, 2022 edition is the first major revision to the rule book since the merger, and the first to be published by PLIB. It replaces Standard 17 as the official WCLB Grading Rules for West Coast & Imported Lumber.

Wilsonart Engineered Surfaces has broken ground on a new thermally fused laminate (TFL) facility in Klamath Falls, Or.

Expected to be fully operational by July 2021, the new facility will feature a quick-cycle press, which will significantly increase its production capabilities on the West Coast.

PLIB PUBLISHES REVISED WEST COAST GRADING RULES

“Our offerings have garnered tremendous support from both specifiers and fabricators,” said Ron Ubertini, VP-product management. “TFL is a key part of that offering, and this next expansion is a continuation of our strategy to enable us to meet growing demand and better serve our customers.”

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 Benaroya Pacific Northwest Regional Logistics Center in Winlock, Wa.

“The new rule book includes all updates to the NGR grade rules as well as revisions to other grades specific to the WCLB rules,” said Jeff Fantozzi, PLIB’s president. “There are also several items included in WCLB No. 18 that had not been included in previous editions of the Standard 17 rule book.”

Second-Hand Lumberyard Reopens in Flagstaff

After being closed for nearly nine years, E.R.I.C. Building Supply, Flagstaff, Az., has reopened with a new owner.

Lowe’s Bulking Up in the West

To meet fast-growing demand for building materials, Lowe’s Home Improvement Centers, Mooresville, N.C., will invest $1.7 billion to update its supply chain—with much of

Pacific Lumber Inspection Bureau (PLIB) has published a new grading rules book, WCLB Standard Grading Rules for West Coast & Imported Softwood Lumber, No. 18, 2022. The new rule book replaces “Standard 17,” the Bureau’s previous version of the grading rules written and first published by West

Besides the new title and publisher, among the most significant changes are inclusion of the complete and current National Grade Rule (NGR) interpretations as well as the WCLB rule interpretations. No. 18 also features updates to MSR

grade tables and design value tables, and a new seasoning provision for timbers, intended to make the definition for dry timbers consistent across manufacturers. Fantozzi said the PLIB also updated the species lists, rearranged the order of some sections, and incorporated revisions and corrections from previous editions.

Construction industry veteran Darwin Dahozy purchased the business and inventory, and reopened in early October after a month of prepping the long-vacant space. He admits their current collection of used, recycled and discarded building materials will require more time to organize, so initially will be closed on Mondays through Wednesdays as it continues to “clean up and organize.”

Dahozy, 49, moved to the area two years ago looking to buy or start his own business, after a career as a welder and residential/commercial fencer.

Coil-bound and perfect bound copies of No. 18 may be purchased for $30. Visit plib.org/resources or call (253) 835-3344 for ordering information. A downloadable PDF will also be available soon.

RESOURCEWISE ROLLS OUT PRICE REPORTING PLATFORM

Wood Resources International, part of the ResourceWise portfolio, has launched WoodMarket Prices, a global price and trade reporting platform for the timber, wood products, and pulp & paper sectors.

WoodMarket Prices is the digital successor to WRI’s flagship product, Wood Resources Quarterly, which was introduced in 1988 and used by international forest industry analysts in more than 30 countries.

The WoodMarket Prices platform builds on WRI’s legacy of providing the global forest products industry with accurate pricing data and exclusive commentary. As the global forest products market evolves and adapts to meet its greatest challenges, including sustainability, volatility and availability, customers have come to expect more from their information providers.

To meet the challenges WRI’s customers are facing in 2022 and beyond, the WoodMarket Prices digital environment will allow subscribers to interact with the on-demand data that is most important to them. The web-based platform will provide 24/7/365 access so that subscribers can view current and historical price trends, download data and graphics, and—most importantly—quickly and easily customize the way they view the data that helps them make better business decisions.

Features include:

• Easy-to-read prices are avail-

able on a single page—no more flipping through a PDF for specific needs.

• Filters can be saved for quick and easy drill downs to the exact products they are researching, and these views can be printed and downloaded easily.

• Comparisons of current prices to earlier time periods, including one- and two-year rolling averages.

• Quarterly price trends for 30 years of history are available by product.

• Subscribers can access a variety of commentary and data about global forest products markets, imports and exports, supply, demand, capacity utilization and more.

“Customers can track the latest prices for sawlogs and pulpwood worldwide, monitor global trade of wood chips and pellets, evaluate the competitiveness of global sawmills and pulpmills, and receive reliable wood chip and pulplog prices,” WRI owner Hakan Ekstrom said. “Subscribers can also assess quarterly wood raw-material price trends, follow wood prices in North America, Europe, Latin America, Oceania and Asia, and read about developments in the international forest industry.”

SAN DIEGO LIQUOR DEALER TURNS TO HARDWARE

A year-and-a-half after the 10-year-old Ace Hardware closed in the San Diego Country Estates com-

munity in Ramona, Ca., the owner of three local liquor stores is serving up a replacement.

Responding to public demand for home improvement supplies, the Country Wine & Spirits owner this month will open Country Hardware Store True Value, offering tools, hardware, barbecues, plants and more. In time, it will also stock hay and feed.

Managers are Danny Ibrahim and Steve Hermiz, who also serves as general manager of the convenience stores.

“I’m in the convenience and alcohol store business, but the community wanted a hardware store here and I’m here to support the community,” Hermiz told The Ramona Sentinel. “The community has been a family to me and I will do whatever it takes to help everybody.”

Estates Ace Hardware closed in August 2021 after its owners said their landlord planned to double their rent and they could not find a like-sized, 8,000-sq. ft. property that it could relocate to.

BOISE CASCADE CUTTING BACK AT PLYWOOD MILL

Boise Cascade planned to reduce operations this month at its Elgin Plywood in Elgin, Or.

The company filed a 60-day WARN (Worker Adjustment and Retraining Notification) Notice with the Oregon HECC – Office of Workforce Investments and the Elgin mayor on Dec. 14, declaring that it “will be reducing its workforce at the Elgin Plywood facility; all effective employees will be laid off.” Boise Cascade expected the layoffs to begin on Feb. or within 14 days thereafter.

Boise Cascade did not address how extensive the layoffs would be nor if the entire facility could be closed.

According to the WARN notice, Boise Cascade did not believe the planned layoffs would reach the threshold that would trigger the WARN requirements (10 or more workers), but decided to provide the notice nonetheless.

Built in 1964, the facility employs about 230.

NEW WOODMARKET Prices platform provides accurate pricing data, business analytics, and valuable commentary.

U.S. LUMBER COALITION SUPPORTS CONTINUED ENFORCEMENT OF SOFTWOOD LUMBER TARIFFS

The U.S. Department of Commerce announced the preliminary determination of a combined anti-subsidy and anti-dumping duty rate of 8.24% in the fourth annual review of unfairly traded Canadian softwood lumber imports into the U.S. The review covers lumber imported in calendar year 2021.

“Continued enforcement of U.S. trade laws against unfairly traded Canadian lumber will maximize longterm domestic production and lumber availability produced by U.S. workers to build U.S. homes,” said Andrew Miller, chairman of the U.S. Lumber Coalition and CEO of Stimson Lumber, Portland, Or.

“A level playing field against subsidized and dumped imports is particularly important during times of down markets when U.S. mills can least afford to lose sales to Canada’s harmful unfair trade practices that endanger U.S. jobs and communities who depend on a vibrant U.S. forestry industry,” added Miller.

According to the Coalition, “the U.S. industry remains open to a new U.S.–Canada softwood lumber trade agreement if and when Canada can demonstrate that it is serious about negotiations. Until then, the U.S. Lumber Coalition fully supports the continued strong enforcement of the U.S. trade laws to address Canada’s unfair softwood lumber trade practices.”

Canada disagrees. Canadian Trade Minister Mary Ng said, “Canada remains ready and willing to find solutions that allow for a return to predictable crossborder trade in softwood lumber. We are confident that

a negotiated solution to this long-standing issue is in the best interests of both our countries.”

KOPPERS ACQUIRES OREGON LOCATION

Koppers Utility & Industrial Products Inc., a whollyowned subsidiary of Koppers Holdings Inc., has purchased a 70-acre property in Glendale, Or., to expand its treating and distribution operations.

The purchase of the land, formerly used by Swanson Group as a sawmill, also includes equipment on premises. The property was acquired from The Emerald Fund, LLC. Swanson permanently shuttered the facility in 2019.

In support of Koppers’ strategy to expand and optimize its business to achieve the company’s target of $300 million adjusted EBITDA in 2025, the acquired property provides various options, including optimizing Koppers Performance Chemicals distribution network and expanding the company’s wood treating capabilities to the West Coast.

“Our West Coast Performance Chemicals business has grown to the point where adding production and distribution capabilities makes sense to lower our costs and improve our margins,” noted Koppers president and CEO Leroy Ball. “Longer-term, this property also has the potential to expand our industrial treating footprint into a geographic market that we do not yet serve.”

Koppers Utility & Industrial Products currently operates 12 treating plants and 17 distribution yards across the U.S., although only one of its plant—in Arbuckle, Ca.—is in the West.

DO IT BEST DRIVES SALES WITH RECORD NEW MEMBER GROWTH

At the halfway point in its fiscal year, Do it Best announced that company net profit is up 10%, reaching $85.3 million with $2.5 billion in sales through the end of 2022.

“We’ve made substantial progress in our investments to strengthen the engine that drives efficiency and increases sales,” said president and CEO Dan Starr. “After two straight years of phenomenal sales and member growth, we’ve continued our momentum, adding 305 new members and beating our aggressive growth plan by over 4%. These great bottom line results are due to a variety of initiatives the Do it Best team has been leading to ensure we’re always our members’ first and best choice.”

Starr noted that new member signings are already up 13% and Do it Best is continuing to support current member growth through its Gear Up 4 Growth initiatives, such as rebate advances, preference share redemption, and considerable incentives for major store improvement projects.

To sustain that level of store growth, the company is continuing to make major investments in the

infrastructure necessary to support store owners’ needs. “We’re on track to have our next-gen warehouse management system operating in all our facilities by this fall, along with our new distributed order management system, and our streamlining of core financials,” Starr shared. “These generational investments are critical to support member growth today, as well as the new business we’re experiencing now and projecting for the future. Our team’s focus is to install these systems without interrupting our business and our service to members.”

Do it Best also announced it is expanding capacity in its warehouse network, starting with its Woodburn, Or., distribution center. “We’ve already broken ground on what will ultimately increase space there by 50%,” said Starr. “We’re committed to building and maintaining facilities, equipment, and systems to support our members’ growth. The Woodburn expansion is an example of just one of the over $100 million in investments that are either in progress or planned to ensure we’re meeting owners’ needs now and into the future.”

Last spring, Do it Best announced a major ecommerce initiative designed to put its members in an even stronger position in-store and online with fully integrated pointof-sale and customer convenience at the forefront. “We’re embracing the shifts in consumer behavior by enhancing and expanding members’ ability to fulfill their customers’ needs in-store and online,” Starr noted.

“And at this spring market in Orlando from March 11-13, we’ll be introducing the enhancements we’re making to drive more traffic from online into Do it Best stores in record time.”

Starr also stressed the importance of product acquisition and assortments as drivers for growth.

“Our number one priority is ensuring our store owners have products to sell. Our team has worked closely with our vendor partners to improve our service level across all departments, including key categories in plumbing, tools, building materials, outdoor living, and lawn and garden,” he said. “Our merchandising and sales teams have been bringing our members even more strategic product opportunities with Member Profit Generators from top vendors to help drive even more sales in all Do it Best markets. Our members have responded, driving Category Solutions sales up 35% so far this year. That’s ensuring their assortments are current and relevant for customers.”

The company has also been developing relationships with new vendors and exploring new product lines. As an example, Do it Best recently announced an exclusive partnership with BFG, a respected lawn and garden leader. BFG offers Do it Best members exclusive access to a full catalog of lawn and garden products, from soils and pest management to greenhouse systems, and offers brands that customers will know, like FoxFarm, JR Peters, and Michael Carr Designs.

Starr also acknowledged the challenge members have faced with

recruiting and retaining great employees and how the company has continued to strengthen their exclusive training programs.

“Thousands of our members have signed up for Learning Zone, offering courses developed by Do it Best, the NHPA, and Sherwin-Williams Academy. Along with our Leadership Development Institute, we’re also committed to building our LBM members’ knowledge to power up their sales in 2023 with the industry’s only LBM Academy,” Starr said.

“With the steady easing of the challenges to source store fixtures and components, our team has been able to surge forward to meet the pent up demand for new store design. Our industry award-winning Signature design program, partnered with robust Retail Performance incentives, has helped more and more members attract new customers, expand their market share, and drive double digit growth. And our Best Rewards customer loyalty program gets even stronger this year. We’ll have more to share at our spring market,” said Starr.

Responding to member feedback, Do it Best moved its 2023 spring market to Orlando. “Our team has powered up this market to ensure members’ time there is well spent,” he stated. “From outstanding deals, to the Solutions in Action plumbing, electrical, and seasonal exhibit, as well as seminars, and great networking events, our members won’t want to miss this market.

“I like where we are at the midpoint,” Starr said. “As you see and hear everyday, there are a number of factors in flux that could impact results, and we’re keeping

our eyes on them.”

Factors he noted include the overall state of increased inventory levels across manufacturing, wholesale, and retail and the potential impact of discounting as all parties work to pare inventories down. He also listed the economy, impacted by consumer confidence and inflation and the expectation that the Federal Reserve will likely implement another rate hike to try to calm inflation.

Finally, he questioned whether consumers are ready to pull back on the spending that has fueled sales growth over the past few years. “While this may happen, we’re working with our members to ensure they’re well-positioned to capture every last penny of what consumers are willing to spend,” he said.

“I’m bullish about what the second half holds for our members and Do it Best. Our team continues to sharpen our focus and deliver with excellence to help Do it Best members drive growth in their businesses now and in the coming year,” Starr said.

“Focused

EX-HARDWARE STORE MANAGER SUSPECTED OF EMBEZZLEMENT

The former assistant manager at Hardware Sales, Bellingham, Wa., has been arrested on suspicion of embezzling $1.4 million over the last five years.

The woman is alleged to have used a variety of means, including forging checks and credit card transactions, pilfering petty cash, and stealing mortgage direct payments, from 2017 until the manager contacted authorities in August. Over 190 transactions were identified, although reportedly there is evidence she may have been stealing as far back as 2014.

Amy Siniscarco, 44, turned herself in to police on Jan. 2 and was booked on seven counts of first-degree theft, five counts of identity theft, and 13 counts of forgery.

SIMPSON STRONG-TIE INVESTS IN BUILDING PLATFORM

Simpson Strong-Tie is investing $1.3 million in Higharc, an all-in-one homebuilding platform for design, sales and construction.

The funding will help Higharc continue to lead the way for giving purchasing teams more automated and integrated solutions for manag-

ing option complexity and accurately generating POs. The investment supports Simpson Strong-Tie corporate venture investment efforts that it has developed over the last two years. The company is committed to allocating resources to open innovation and to finding new technologies that will help grow its business and will benefit the building industry overall.

“Investing in Higharc presents a unique opportunity to support more efficient homebuilding on a larger scale,” said Simpson Strong-Tie executive vice president, innovation Jeremy Gilstrap. “Higharc’s team, with their foundation in technology, architecture, design, visualization and marketing, understands our products along with how to service and scale with the use of automation, making their solutions particularly exciting.”

To date, Higharc has raised a total of $26.8 million in capital.

E-COMMERCE SITE BUILDDIRECT LAUNCHES BRANDED FLOORING

BuildDirect.com Technologies, Vancouver, B.C., is parterning with award-winning interior design studio Maverick Design, Redondo Beach, Ca., to launch a white-label mar-

keting program for a collection of Maverick-branded engineered wood flooring.

Under the deal, BuildDirect will merchandise the Maverick Design Wood Flooring Collection on its e-commerce platform to support Maverick’s brand, product awareness and sales. Maverick is a division of real estate agency Wedgewood Homes.

WHITES, GRAYS, TEXTURES TOP BRICK TRENDS

Soft whites and grays continue to dominate color preferences in firedclay bricks, according to a survey of Brick Industry Association. Traditional reds also reemerge along with red/black combinations and defined hard edges.

Rising texture trends include brick screen walls, brick insets and exclusions, brick-within-brick elements, blending diverse patterns and textures and modern design with refurbished, rustic exteriors.

Residential trends include: whites, grays, defined hard edges and mortar joints, no tumbled or soft edges, traditional red brick, reds with blacks for a Colonial appearance, and thin brick floors.

Commercial trends include: whites, smooth grays, wire-cuts, black brick, screen wall brick in architectural applications, smooth face tumbled, and multiple blended textures.

Popular textures within brick walls include: insetting/corbeling brick within a wall or excluding brick for a much more layered appearance; new buildings designed to look like a rustic, refurbished warehouse; and using authentic tumbled brick for an Old World, historic surface.

To create extra texture, builders are integrating visual texture by rotating the brick a degree, laying courses and blending in various patterns using lighter colors to convey depth and detail.

Made from abundant natural resources, fired-clay brick is free of volatile compounds that will not burn, melt or combust. It has tested to provide a minimum one-hour fire resistance rating by itself—regardless of backing material—as recognized by ASTM E119 and the International Building Code (IBC).

BIG CREEK Lumber, Davenport, Ca., will be offering the McCrary Family Scholarship for a third consecutive year. The fund was established in 2021 to celebrate the company’s 75th year in business and honor co-founders Bud and Lud McCrary, who made their impact through their work in the skilled trades and by advancing the practice of environmentally responsible forestry. The scholarship helps fund the educations of graduating high school seniors who will be pursuing careers in the skilled trades or forestry. Last year’s recipients were Santa Cruz County students Kyle Nee (left) and Griffin Spooner (right)

THE JIG IS UP

Diablo Tools has introduced an innovative, complete range of jig saw blades to fit both barrel grip and top handle corded and cordless jig saws. The blades reportedly cut through wood, metals, plastics and specialty applications while providing up to 50 times longer life than standard blades.

The bi-direction-tooth-designed bi-metal blade provides ultra-fine top and bottom finishes. With resolving plunge cut issues in mind, the blade features a fast, plunge tip design and T-shank geometry, making it easy to secure and remove from the saw.

DIABLOTOOLS.COM

(800) 334-4107

UPGRADED DECK SHADES

Trex Transcend Lineage luxury line of composite decking has added two new hues: Carmel, a creamy taupe that embodies the glow of white sands and Cyprus-covered cliffs, and Jasper, a deep mocha reminiscent of old-growth forests and rocky mountainsides.

The colors, which join Biscayne and Rainier, boast premium aesthetics, heat-mitigating technology, and superior performance backed by a 50-year warranty. All are 1”x6” in square and grooved profiles in 12’ (square only), 16’ and 20’ lengths.

TREX.COM

(800) 289-8739

FASTENATING TWOSOME

FastenMaster has launched two new additions to its fastener line: the VersaLOK Structural Wood Screw and the MVP Multipurpose Wood Screw.

VersaLOK provides the strength of a 1/2” lag bolt with the installation ease and speed of a LOK. The flat-head, heavy-duty wood screw comes in 6”, 8” and 10” lengths, does not require predrilling, offers higher design shear strength than 1/2” lag bolts, and has a TORX ttap drive system for stable installation and a ProjectLife coating guaranteed for the life of the project. It’s ideal for angle bracing, retaining walls, and carrying beam connections.

The MVP Multipurpose Wood Screw is designed for framing, cabinetry, and other wood-to-wood applications. The 10-gauge fasteners feature a TORX ttap drive, SureSink head to prevent spin outs, ProjectLife coating for superior corrosion resistance, and SureStart Point for easy installation, in lengths from 1” to 4”.

FASTENMASTER.COM

(800) 518-3569

PREMIER CABINETRY

Wolf Home Products has launched Wolf Artisan, a curated collection of semi-custom cabinetry. The cabinets can be modified within 1/16” for a precise fit and finish, making it a near-custom solution for homeowners. Available in 23 finish and stain options, 18 door styles, and five wood species, the line offers solutions for varying design preferences with countless decorative and storage options.

Features include solid-wood dovetail drawers, soft-close drawers and doors, I-beam construction, and deep drawer boxes with full-extension.

WOLFHOMEPRODUCTS.COM

(800) 388-9653

RIP GUIDE

BORA Tool’s new NGX Rip Guide makes it quick and easy to accurately rip or cross-cut sheet goods and dimensional lumber. Whether users need to make one, or a series of repeated cuts, the durable aluminum twin rail design prevents racking and misalignment, while the oversized ergonomic handle provides ultimate control. The rip guide’s revolutionary tool-free clamping mechanism allows for easy snap-in saw mounting—fitting both left and right-handed circular saws. Its portable size offers an easy setup, eliminating the need for a large table saw.

BORATOOL.COM

(248) 588-0395

GOING CORDLESS

This year, Ryobi will expand its 40V line of cordless solutions that operate on the same 40-Volt battery platform to over 85 products.

The line includes a full range of outdoor power equipment, such as mowers, string trimmers, chainsaws, blowers, snowblowers, tillers, and augers. The three newest are a 40V HP Brushless 20” SelfPropelled Multi-Blade Lawn Mower , 8” Stick Edger, and Whisper Series 2000 PSI 1.2 GPM Pressure Washer.

RYOBITOOLS.COM

(800) 525

MODULAR ROOFTOP DECKING

The Grad Rooftop Decking System from Grad Concept makes installation simpler, easier and up to 50% faster than conventional decking, while requiring fewer people to do the job.

Utilizing screw-adjustable pedestals, the waterproof thermoplastic polyolefin system raises the deck floor off the TPO as high as 15”. The subdeck remains easily accessible, since boards can be individually removed no matter where they are located.

It comes with clips that are already pre-fastened into place and cannot be moved. When specially profiled boards are snapped onto the clips, they are straight with even gaps, eliminating the need for control checks. Boards can be removed, replaced and updated.

US.GRADCONCEPT.COM

(800) 319-7089

CABINET DOOR TRIO

Wood-Mode is introducing three new cabinet door styles, each available in both inset and full overlay and able to be customized in any of Wood-Mode’s wide range of stains, colors and finishes.

Cologne Reeded is a new take on the popular Cologne door, which makes a bold statement adding both dimension and visual interest.

Darien Heights Recessed features a mitered door and drawerhead frame with solid wood molding applied to the outer edges.

Weston Recessed has minimal lines and an unassuming presentation, while sporting a beveled profile on the interior edge of the door and drawerhead frame.

WOOD-MODE.COM

(570) 374-2711

IN MEMORIAM

After his discharge in 1955, Ross returned to Spokane and began his business career as a lumber broker, working with his brother, Jim Mounsey. In the 1970s, he and other business partners purchased a lumber mill in Valley, Wa., which they successfully operated for several years before selling it. After the sale, Ross worked for Merrill Lynch as a commodities and options trader for a number of years, before returning to the lumber business with Ketcham Forest Products, Seattle, Wa.

Gordon Blair Mann, retired CEO and co-founder of Sullivan & Mann Lumber Co., Santa Ana, Ca., died on Dec. 20 at the age of 88.

Joseph Alexander Hardy III, founder of 84 Lumber, Eighty Four, Pa., passed away on Jan. 7—his 100th birthday.

After serving in the U.S. Army Air Corps as a radioman during World War II, Joe worked in sales at his father’s jewelry store while earning a degree from the University of Pittsburgh. In 1956, with Ed Ryan, Jack Kunkle, and brothers Norman and Bob Hardy, Joe launched Green Hills Lumber in a vacant basement. The business eventually became 84 Lumber—named after the city where it was headquartered—and, under Joe’s leadership, would become the largest privately owned building materials supplier in the world, with more than 260 stores in 30 states.

He passed the reins of president of 84 Lumber to his daughter, Maggie, in 1992.

Robert W. “Bob” Shepherd, 75, retired vice president of Sierra-Pacific Industries, Anderson, Ca., died Jan. 6. He served as structural lumber sales manager at Sierra Pacific from 1995-2012, after working as a vice president for Fiberboard and Louisiana-Pacific.

Floyd Billings, lumber salesman with Elk Creek Forest Products, McMinnville, Or., passed away Jan. 7, soon after beginning treatment for a recent cancer diagnosis. He was 84.

Floyd spent the last 15 years with Elk Creek, after retiring from a lengthy career in lumber sales at Hull-Oakes Lumber, Monroe, Or.

John Gerald “Jerry” Erickson, 85, longtime owner of Levee Lumber, Hoquiam, Wa., died Dec. 21.

Jerry started the business in 1984 when he and Merrill Albert purchased Bayview Building Materials, Hoquiam. A few years later, he bought out his partner and later added branches in Westport and Ocean Shores, Wa. He sold the yards to Tom Weber in 2007.

Ross H. Mounsey, 93, longtime Spokane, Wa., lumber trader and executive, died Dec. 29 in Spokane.

Upon graduating from Stanford University in 1951, Ross enlisted in the U.S. Navy and graduated in 1952 from its Officer Candidate School in Newport, R.I. His first commission was as the executive officer of a subchaser based in San Diego, Ca. As the Korean War continued, Ross was redeployed to Yokosuka, Japan, where he was head of security at the naval base where he was stationed.

A Stanford graduate, Gordon served in the U.S. Navy, then joined his father-in-law in the lumber business.

William A. “Bill” Riedlinger, 83, retired Central California lumberman, died Jan. 10 in Phoenix, Az.

After graduating from the University of Oregon, Bill moved to San Leandro, Ca., and joined Georgia Pacific. He rose to branch manager in Salinas, Ca., then in 1975 to branch manager in Fresno. He launched his own lumber brokerage, California Wholesale Lumber, Fresno, in 1993.

Patsy Ruth Edwards, 91, former co-owner of Durango Hardware, Durango, Co., passed away recently in Farmington, N.M.

She and her late husband, Shelton Edwards, operated the store through the 1950s until the early 1960s.

Robert Louis “Bob” Mandel, 79, former owner of ABZ Lumber Co., Denver, Co., passed away on Jan. 15.

After graduating from the University of Southern California, Bob joined his father, Marvin Mandel, in ABZ Lumber and eventually became the sole owner.

Christy Ann Driscoll, 65, building material salesperson at Fred Meyer, Bellingham, Wa., died Jan. 14 after a year-long battle with cancer.

Dale Richmond Oakes, veteran Oregon lumber grader, died Jan. 12 at the age of 74.

Following two years of service in the U.S. Army, he began his near-40-year career as a lumber grader with Fort Hill Lumber Co., Grand Ronde, Or., and later Hampton Lumber, Willamina, Or.

Charles “Huck” DeVenzio, 75, retired manager of marketing communications for Lonza Wood Protection, died of Parkinson’s disease on Dec. 6.

A graduate of both Cornell and the University of Pittsburgh, he worked as marketing manager for Wolmanized Wood with Lonza (now Arxada) and predecessor companies Hickson and Arch from 1989 until 2013.

An adventurer with an irrepressible sense of humor, Huck explored the world, raced an America’s Cup yacht, set an international aviation speed record, performed on stage with Italian opera singers, yodeled with a Swiss folk group, entered the ring with a professional wrestler, edited six books, and produced a half-hour TV show.

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

Orgill – Feb. 9-11, spring dealer market, Ernest N. Morial Convention Center, New Orleans, La.; www.orgill.com.

Sierra-Cascade Logging Conference – Feb. 9-11, Shasta District Fairgrounds, Anderson, Ca.; www.sclcexpo.com.

Sacramento Hoo-Hoo Club – Feb. 11, Valentines dinner & dance, Delta King Riverboat, Old Sacramento, Ca.; www.hoohoo109.org.

Southern California Hoo-Hoo Club – Feb. 15, election meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

Cameron Ashley Building Products – Feb. 21-24, dealer show, Royal Pacific Universal, Orlando, Fl.; www.cameronashleybp.com.

Western Building Material Association – Feb. 22-23, sales/marketing conference, Portland, Or.; www.wbma.org.

Western Wood Preservers Association – Feb. 22-23, winter meeting, Westin Gaslamp Quarter, San Diego, Ca.; www.wwpinstitute.org.

Frame Building Expo – Feb. 22-24, sponsored by National Frame Builders Association, Kentucky International Convention Center, Louisville, Ky.; www.nfba.org.

Oregon Logging Conference – Feb. 23-25, Lane County Events Center & Fairgrounds, Eugene, Or.; www.oregonloggingconference.com.

California Forestry Assn. – Feb. 27-28, annual Forestry Strategies & Innovations, conference, Kimpton Sawyer Hotel, Sacramento, Ca.; www.calforests.org.

American Fence Association – Feb. 28-March 3, FenceTech, Oklahoma City, Ok.; www.americanfenceassociation.com.

National Wooden Pallet & Container Assn. – March 1-3, annual leadership conference & expo, Fort Worth, Tx.; www.palletcentral.com.

Inspired Home Show – March 4-7, McCormick Place, Chicago, Il.; www. theinspiredhomeshow.com.

LMC – March 8-10, annual meeting, Charlotte, N.C.; www.lmc.net.

Do it Best – March 11-13, spring market, Orlando, Fl.; www.doitbest.com.

Hearth, Patio & Barbecue Expo – March 11-13, Kentucky Expo Center, Louisville, Ky.; www.hpbexpo.com.

North American Wholesale Lumber Association – March 12-14, Leadership Summit, Palm Desert, Ca.; www.nawla.org.

Ace Hardware – March 13-16, spring convention, Henry B. Gonzalez Convention Center, San Antonio, Tx.; www.acehardware.com.

University of Innovative Distribution – March 13-16, Indianapolis, In.; www.univid.org.

Emery Jensen Distribution – March 13-April 26, virtual Edge show; www.emeryjensen.com.

Pacific Northwest Association of Rail Shippers – March 14-15, spring meeting, Portland, Or.; www.pnrailshippers.com.

Black Bart Hoo-Hoo Club – March 15, initiation meeting, Charles Grill, Windsor, Ca.; mazzo.massoletti@att.net.

Redwood Region Logging Conference – March 16-18, Ukiah, Ca.; www. rrlc.net.

True Value – March 17-19, Spring Reunion show, McCormick Place, Chicago, Il.; www.truevaluecompany.com.

Hardwood Manufacturers Assn. – March 22-24, national conference & expo, JW Marriott, Nashville, Tn.; www.hmamembers.org.

Pasadena Home Show – March 25-26, Pasadena Convention Center, Pasadena, Ca.; www.pasadenahomeshow.com.

International Mass Timber Conference – March 27-29, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

National Lumber & Building Material Dealers Association – March 28-30, spring meeting & legislative conference; March 29-April 2, industry summit, Washington, D.C.; www.dealer.org.

FLASHBACK: 1992 UNQUALIFIED LABOR

THIRTY-ONE YEARS ago this month, The Merchant opened with an editorial by then-publisher David Cutler that reads as if were written yesterday. The lumber industry was aging quickly, with few qualified reinforcements in sight...

Poor Employees Don’t Run Great Companies

“You can’t believe the vegetables that wander in here thinking they should go to work for our company.

If l hired these clowns we’d be out of business in six months,” an exas-

perated manager told us recently. It’s a familiar lament. In an age when the techniques and hardware to train and educate employees have never been better, it seems our business faces a growing shortage of good people. Yet when management is quizzed about the need to spend money for recruitment and training, eyes glaze over. Their minds are elsewhere. And not just in this recession; it was like that in the good times, too.

Population trends bear upon the problem. With the graying of America, more experience and knowledge is lost to retirements. At the other end of the scale, lower birth rates following the Baby Boomer generation means fewer young people entering the workplace. The lack of glamour and a perceived poor chance for advancement in building products retailing, wholesaling and distribution often mean we don’t get the coveted young hotshots. Few who join us live for their work. Rather they merely work for a living. And the end results demonstrate it.

This industry must recruit from a TV-watching generation raised on the lies and half truths fed them by a pro environmental media too lazy to check out the truth. Not a problem likely to vanish soon.

Everyone seems to agree that any company is only as

good as its people. “People are our most important asset,” they piously intone. Yet when the time comes to do something in recruitment and training, the commitment isn‘t there. Unfortunately, it’s easier, cheaper and, yes, sometimes more practical to pirate an experienced employee than to train a new one.

We need to find and keep good people. The question is how.

Later in the issue, The Merchant reported on Home Depot beginning to experiment with new offerings and new formats:

Home Depot is testing a bridal registry in two Miami, Fl., stores and the Expo laboratory store in San Diego, Ca., with plans to extend the concept to nine Tampa, Fl., stores in the next 30 to 45 days...

The wedding registry was a hit and continues to this day. The upscale Expo design center concept, on the other hand, was quickly expanded before flaming out. All 34 locations were closed in 2009, resulting in 7,000 layoffs.

The February 1992 front cover of The Merchant Magazine spotlighted Weyerhaeuser Distribution and its First Choice program.

David Cutler’s editorial appeared above an ad for LJB Lumber Sales, Tigard, Or., an office wholesaler formerly operated by Louie Buschbacher.