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CONTENTS

March 2020 Volume 99 n Number 3

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

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Feature Story

Features

10 INTRODUCING HEMPWOOD

12 PRODUCT SPOTLIGHT

SOUTHERN CALIFORNIA’S REEL LUMBER UNVEILS THE ULTIMATE SUSTAINABLE SUBSTITUTE FOR HARDWOOD LUMBER.

Departments

SEASONS CHANGE, BUT REDWOOD TIMBERS STAND THE TEST OF TIME

14 INDUSTRY TRENDS

SELLING WESTERN RED CEDAR IN THE AGE OF CLIMATE CHANGE INCENSE CEDAR AIMS TO FILL THE GAP

MERCHANT

MARCH 2020

Magazine

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

CALIFORNIA REDWOOD • CEDAR: INCENSE vs. WRC • INTRODUCING HEMPWOOD

28 THINKING AHEAD

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20 OLSEN ON SALES 22 TRANSFORMING TEAMS 30 MOVERS & SHAKERS 36 NEW PRODUCTS 51 DATE BOOK

46 PHOTO RECAP

52 CLASSIFIED MARKETPLACE

48 EVENT RECAP

53 ADVERTISERS INDEX

52 IN MEMORIAM

DO IT BEST SWITCHES UP MARKET TO BRING DEALERS IN FROM THE COLD

The Official Publication of

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18 COMPETITIVE INTELLIGENCE

42 EVENT RECAP

IBS RETURNS TO LAS VEGAS

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8 ACROSS THE BOARD

50 ASSOCIATION UPDATE

THE LONG REACH OF LUMBER HUMBOLDT HOO-HOO CRAB FEED

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ACROSS the Board

By Patrick Adams

The joy of what we need iFe is Full

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of new chapters and moving into a new house is one of the more “fun” chapters. In my early years, I never lived anywhere longer than two years. In our last chapter, our “forever house” lasted just over 13 years before two kids and a dog proved just how large little humans can live.

And so the search began, which in and of itself I could write an entire book of rants and complaints about. But finally, we found our new home and the joy really started.

Find movers, check. Schedule the shut off and turn on of utilities, check. My wife saying, “We really should ‘clean house’ before we move”—well, that’s where things get interesting.

We’ve always strived to live a humble life. I grew up with very little and clearly learned about needs versus wants. Food is a need. The latest Air Jordans, clearly a want. As an adult, those lessons never left me and thankfully my wife was raised by parents who knew the value of hard work and living within their means. We have slowly built a humble, comfortable, but conservative life together.

We consider value and need first, and luxury and extravagance last. Then, we were finally blessed with our first child.

I’m not trying to make excuses for my poor character and behavior, but we waited so long and she was just so darn cute! Unlike my childhood, time after time I seemed to err more on the side of wanting her to have the best of everything. Not a need or a want in the world. Surely a little girl can’t have just one stuffed animal! And then, my son was born and we certainly can’t shortchange him from what his big sister had!

As we sat here at the end of what started as a simple task called “cleaning house,” we were looking at three Hefty bags of stuffed animals, one of Barbie dolls, and about 25 boxes from the “play room,” because apparently I now believe that kids can’t just have their own rooms, but also one dedicated to all of their other “needs.”

We are now in the new house and certainly, it is nice.

The kids and the dog have room to run and play. It is quiet and less stressful and surrounded by as much nature as Southern California allows. But, the visions of all of the things my kids “needed” continue to be at the front of my

thoughts. In today’s world, how do you balance the lessons of what’s really important in life with giving them the things they want? Of course, balance is the answer and there are extremes at both ends of that spectrum. But really, it is something I’m not embarrassed to admit that I struggle with.

Truly understanding what is a need and what is a want is one of the most important lessons of my life. I have learned just how little we truly need and the few important things that fit in that bucket—food, shelter, love and loyalty of just a few people and the feeling that I have served those around me well. When you’re poor and life is an experiment in exactly what is needed, that seems an easy way to learn. But, how can you teach children what is truly needed and what is a luxury when they grow up in an environment where those wants are possible?

I suppose this same challenge applies to all areas of our life—our marriages, our friendships, our staffs. What do they really need, versus what do they want? If you provide the needs, is that enough or is it better to shower them with the wants even though that feels hollow? Do we just follow our heart and trust that it will all work out okay, or is it more scientific than that with true cause and effect?

Yes, this all started with cleaning up the house to get ready to move! This much I am certain of: service is a huge part of my personality and what makes me happy, and I am grateful for the opportunity to serve this industry. I am also certain that the countless number of people in this industry that I truly respect will bless me with their thoughtful responses to put all of this into perspective for me!

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

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FEATURE Story

By Stephanie Ornelas

HEMPWOOD reportedly is suitable for anything solid oak can be used for.

Hardwood specialist rolls out HempWood C aliFornia -based Reel Lumber held a special event for customers on Feb. 6 at its Anaheim, Ca., location to introduce a new quasiwood product to the lumber industry: HempWood.

Produced in the U.S., the wood is manufactured via a patented process that utilizes bio-mimicry to transform hemp fibers and protein based bonding agents into a viable substitute for anything solid oak can be used for.

Reel even hired carpenters to design and create pieces like desks, tables and chairs out of the material to display at

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outhern

the event, proving how similar hemp can be to other wood materials.

When marketing director and fourth generation family member Daniel ReelClark read a story in April 2019 about a startup company in Kentucky that was developing technology to take the fiber strands of hemp stalks and turn them into lumber, he immediately picked up the phone and organized a trip to visit the production facility.

A few months later he found himself standing in the middle of a hemp farm discussing the benefits of hemp and the potential for harnessing its in-

credible growth rate. Unlike hardwood trees, hemp plants can go from seed to cultivation in just five months. “Its very heavy and dense and I think the fact that it grows so quickly is what really sets it apart,” said Reel-Clark. “It also has a great eco-friendly message behind it, which is a really great thing,” he said, explaining that hemp is grown using sustainable methods, which helps eliminate deforestation.

The product is available 4/4″ thick by 5-1/4″ wide by 4′ long, and customers can order both rift and plain sawn at ReelLumber.com.

AT PRODUCT LAUNCH event, (left) Reel Lumber’s Doreen Reel, Danny Reel-Clark, and Shirley Cadwell displayed HempWood boards, while (right) Joanie Sprague posed with a HempWood chair.

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PRODUCT Spotlight

By Charlie Jourdain

DUAL REDWOOD timber pergolas offer shaded areas for dining and relaxing near the backyard pool of a Palomar Builders home in the Salt Creek Heights development in Redding, Ca. (All photos by Humboldt Redwood Co.)

Seasons change, but redwood timbers stand the test of time s distributors and retailers of quality building materials throughout the West, one of your primary goals is to keep your customers up to speed on current trends and products.

When customers are planning outdoor living spaces, they will need both the design and materials to stand the test of time. It only makes sense that the “bones” of the space have a durability and harmony with their surroundings.

Natural products such as stone and wood create an effortless transition outdoors from the ground to the planned space, but of all the products available, redwood timbers should be at the top of the building materials list.

Redwood timbers, beams, and posts are a great choice for any outdoor landscaping plan. Larger in size than traditional dimension lumber (at least 6” x 6” for a post), redwood is the ideal wood to use in a wide range of proj-

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ects where large structural components are required. But what’s even better: it has excellent strength and durability, shrinks and swells less than other woods, and is less likely to warp or split. And each redwood timber is naturally unique, with its own grain, color and texture.

Redwood timbers are available in dimensions of 4” x 6” up through 12” x 12” and lengths up to 20’. Larger dimensions can be special ordered. Tried and true Construction Heart grade (RIS para. 125) is the workhorse grade, while the architectural grade of Heart B (RIS para. 106) is available for those jobs that demand a clearer appearance with limited tight knots. Most redwood timbers are delivered FOHC and can be specified rough-sawn or S4S. Numerous recent projects illustrate the versatility of redwood timbers.

Palomar Builders, the largest homebuilder in Redding, Ca., has installed

March 2020

redwood pergolas on some of its model homes in the Salt Creek Heights development. These structures built using redwood timbers underscore the sustainable features promoted within this community. After all, modern forestry practices ensure that more redwood trees are grown each year than are harvested. The builder expects to use more redwood throughout the development as home buyers tour the models and appreciate how well the pergolas connect with the natural surroundings and beckon people from indoors to enjoy the outdoor space.

To pay homage to what was once the world’s longest wisteria-covered pergola, the 800-ft. pergola in Concord, Ca.’s Totos Santos Plaza, a redwood arbor was recently constructed for an Eagle Scout project at the Galindo House in downtown Concord. The unique character and natural durability of the arbor’s timbers will make an ideal pairing Building-Products.com

with the soon to blossom wisteria.

Incorporating redwood timbers into landscape design is the expertise of San Francisco-based Metamorphosis Landscaping. Redwood timbers utilized as structural elements for trellis and pergolas provides the beauty and longevity to match the plantings which are designed to endure for many decades.

In the Hollywood Hills of Southern California is another dramatic example of incorporating redwood timbers with landscaping. A large trumpet vine draped pergola on a historic residence was originally built using Douglas fir.

Suffering from decay and termite attack, the homeowners decided to replace the pergola with the right material, decay and termite resistant redwood timbers.

Doing research, the homeowner determined that redwood Construction Heart 3x12, 8x8 and 8x12 timbers, some cut to lengths if 20 feet, would be the best structural support for those tree-like trumpet vines.

The natural strength of redwood makes it the perfect material for structural yet visually interesting jobs. And it’s not limited to California-area projects, either. A number of lumber retailers throughout the West offer redwood lumber and timbers―products that are renewable, recyclable and biodegradable, providing environmental advantages over alternative materials.

Colorado has always been a market which welcomed redwood. As one of the nation’s largest timber frame fabrication facilities, Rocky Mountain Joinery Center, Lafayette, Co., recently began offering redwood timbers as an option to its customers seeking pergola, pavilion and arbor packages. Its team of machine operators and timber frame specialists put together precision packages for timber frame retailers, builders, developers and architects throughout North America and worldwide. Redwood timbers are milled from carefully managed and responsibly harvested forestlands in Northern California.

As more homeowners and contractors are learning that redwood is sustainably managed and readily available, demand for redwood timbers is growing. From shade structures to gazebos, arbors that transition from one point in the yard to another, exposed framing or rafters, more and more homeowners are coming to appreciate the natural beauty of redwood that makes their own space all the more breathtaking.

– Charlie Jourdain is manager of business development with Humboldt Redwood Co. (www.getredwood.com).

Building-Products.com

THE COURTYARD of a 95-year old home in the Hollywood Hills received a major facelift when a failing Douglas-fir timber pergola was replaced with an expansive redwood one.

EAGLE SCOUT project in Concord, Ca., featured a strong, durable and beautiful redwood timber arbor to support new wisteria plantings.

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INDUSTRY Trends

By Simon Cameron

Selling cedar in the age of climate change he push to

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more eco-friendly behavior is changing how we live.

It’s affecting our choices in small, incidental actions like using re-fillable coffee cups and recycling plastic bags, to larger life milestones such as the kind of cars we drive or the materials our homes are made of.

Consumers are now expecting businesses to do their part, as well.

In a recent Nielsen study, 81% of respondents strongly agreed that companies should take responsibility for improving the environment. The

world is demanding action on climate change, and that action is now being seen in what motivates consumers to choose one product over another.

In this respect, natural, climatefriendly and sustainable products like wood may soon have the upper hand over composite products at the retail level, particularly as awareness of climate change grows. For the past decade or so, composite materials have been a growing threat to wood decking and siding products, but little has been said about the environmental impact

USING REAL CEDAR, such as in this knotty 2x6 deck, helps reduce greenhouse gases.

these products have.

So it’s no coincidence organizations like the Softwood Lumber Board are promoting the environmental benefits of wood as a structural material, and the Western Red Cedar Lumber Association (WRCLA) is shifting its message strategy to emphasize cedar’s green and sustainable aspects.

As noted in “Don’t Just Sell the Cedar, Sell the Value” (BPD, Sept.

2019, p. 14), WRCLA recommends that its retail members promote the unique properties and value of cedar to increase sales and grow its competitive advantage. Of specific importance among these unique properties is the species’ role as a climate-change mitigator, which the WRCLA will promote to address growing consumer concerns over the environment.

Although recent consumer studies conducted by the WRCLA show that price and appearance are still the most relevant factors when it comes to making a purchase decision, choosing products that have a climate-friendly impact is on the rise. Any cedar product under the Real Cedar brand can only come from sustainably and responsibly managed forests, meaning it is a completely renewable resource.

Lifecycle Assessments (LCAs) also show that natural wood products like western red cedar have the lowest impact on the environment to manufacture, versus building materials like concrete, vinyl or steel, which are very emission intensive.

“We’re definitely ahead of the curve in terms of climate-change messaging,” said Brad Kirkbride, managing director for WRCLA. “Price, appearance and previous experience are still the most common

reasons for choosing a decking or siding material, but as climate change continues to grow as a global issue, we’re seeing more and more choices being made that take climate impact into consideration.”

Here are several reasons Real Cedar has the environmental advantage over composite products: First and foremost, Real Cedar is a sustainably managed resource, and wood products like cedar are the only major building material that are completely renewable. For every tree harvested there are at least three replanted. What’s more, in British Columbia, where the majority of coastal and interior WRC comes from, there is now more forested land than there was a hundred years ago, and replanting has been so diligent that the total forest land base in North American has grown 20% since 1970.

Natural wood products like cedar play a vital role in reversing climate change. As young trees grow they remove carbon (greenhouse gas emissions) from the air, store it, and release oxygen. As trees mature, they no longer capture carbon. When the tree dies, or is consumed by wildfire or infestation, the carbon goes back into the environment. When the

mature tree is harvested, however, the carbon remains stored, and new trees are grown to replace the cycle. Using wood products keeps this cycle going.

Customers who choose western red cedar are reducing their material consumption versus other building materials. Wood is extremely durable and long lasting, and can be reclaimed from other projects and reused. Very few materials can be reused like this from decommissioned structures, whereas composite materials go straight to landfill.

Additionally, retailers who want to help customers choose cedar can also point out that the majority of us don’t have the whole picture on natural versus composite products’ environmental impact. Composite companies like to point out they use recycled content, which creates the appearance of being green.

However, they don’t address the fact that enormous amounts of energy are required to manufacture these products and greenhouse gases are emitted during production, which have a deleterious effect on global warming.

Builders who are leaning to composites over cedar may rethink their choice as well when they consider that building site trim ends and

breakage from composite products end up in our landfills. In addition, builders report that composite dust containing plastic or silica create jobsite hazards. Whereas cedar sawdust is biodegradable, plastic is not, and it ends up back in the ecosystem and in our waters; something the planet could well do without.

There is no question the retail market for products like decking, siding and finishing boards is crowded and highly competitive, and manufacturers and retailers alike are looking for any and every advantage they can to stand out in front of consumers. With such alarming disasters like the Australian wildfires signaling the severity and immediacy of the climate change crisis, the necessity to make choices that consider their environmental impact is becoming exponentially more important. It will be interesting to see how this translates into consumer choice at the retail level.

– Simon Cameron represents the Western Red Cedar Lumber Association, the voice of the cedar industry since 1954, with members in 132 locations throughout North America (www.realcedar.com).

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MARGIN Builders

By David Koenig

IN COLOR, incense cedar is not as red as western red, but does have a warm chocolate heart center and lighter sap wood. When left out in the weather without a stain, it will turn to a driftwood gray with a silvery sheen.

Incense cedar aims to fill the gap ith western red cedar shipments expected to take a hit this year, producers of incense cedar are positioning their species as a seamless alternative.

Analysts predict slight declines this year in exports of western red cedar due to a variety of factors, including recent British Columbia mill closures, forest fires, a 10-year outlook that portends no growth in timber harvest

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allowances through to 2030, and a new tax on any western red cedar exported from B.C. without first being “fully manufactured.” The new law—set to go into effect July 1, 2020—is designed to “promote local manufacture of addedvalue products from these species and support B.C. jobs.”

“We have heard that western red may be sparse this year and since incense cedar (IC) is very similar to western

C&D INCENSE Cedar Appearance Plus decking is a premium grade of decking with a wane and skip free face and minimal wane on the backside. It is ideal for all decking building projects.

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red we want to showcase that it is a great alternative to western red,” noted Leslie Southwick, sales and marketing manager for C&D Lumber, Riddle, Or., which has been manufacturing IC for over 50 years.

“C&D customers who are familiar with incense cedar will actively suggest to their customers that they sub in IC over WRC,” she added. “We also actively tell our customers to please call us if they have WRC inquiries to obtain pricing on IC as a substitute. Many are pleasantly surprised of the competitive pricing of incense cedar with WRC and are happy to quote both species.”

The company expects to grow its overall incense cedar shipments by 30% in 2020 over 2019. C&D offers a wide variety of products in incense cedar including 2x6 and 2x8 Appearance decking, rough exposed timbers in various sizes, pecky landscape timbers, and 2x4 fence rails. All C&D IC decking is dried and then planed on a 16-kinfe planer that gives it a satin smooth finish and then paper-wrapped. It comes in lengths from 8 to 20 ft.

Visually, IC and WRC are similar enough that companies in the past have been known to mix the two species together. The main difference is that the heart center of IC can be a lighter chocolate brown than the reddish WRC. Building-Products.com

THE FINE, uniform grain of incense cedar is perfect underfoot—even tender, bare feet.

Both species can be distributed to the same regions and markets because their structural properties are so similar.

Durability, strength, workability and beauty are comparable.

Both IC and WRC offer the same dimensional stability when dried from a green state down to 12-15% moisture content.

They both shrink 3.8% by volume.

Incense cedar is non-resinous just like western red. It is highly durable under most weather conditions and climates, and offers the highest insulation value, making it one of the most effective wood insulators on the market.

The Forest Products Laboratory rated IC in the top three in workability with hand tools. It machines easily, resulting in a smooth, silken surface. The species is also less combustible than WRC. That all said, the production and consumption of western red cedar will always exceed that of incense cedar, because there are more WRC trees growing and being harvested, and more manufacturers that mill it. However, incense cedar remains a worthy substitute, especially when supply is tight.

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17

COMPETITIVE Intelligence

By Carla Waldemar

HEALDSBURG HEALDSBURG LUMBER LUMBER

Robust opportunities in wine country ant to know how to make $1 million in a winery?” goes the old joke. Punch line: “Invest $10 million.” And Healdsburg Lumber Company, located in the tourist- and wine-centric city of Healdsburg, Ca., is glad to earn a share of that.

Sure, they’ve supplied product to build more than a few tasting rooms around town, but actually, that’s not their main focus. “Healdsburg is becoming more and more of a tourist destination/second home community of San Francisco,” says general manager Ryan Arata. “Because of the high cost of living in the city, folks are moving north,” and Healdsburg Lumber is ready to serve those affluent commuters or ex-pats. “We do spec homes, custom homes, and custom remodels—tract homes are less of our

“W

PERFECT PAIRING: A 40-year-old who thinks “wood is cool,” GM Ryan Arata is an ideal match to lead 144-year-old Healdsburg Lumber Co.

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specialty,” Ryan explains the outfit’s forte, which focuses on those custom builder/remodeler customers.

Those pros make up 90% of Healdsburg Lumber’s business, and their loyalty is earned “because of our expertise,” Ryan says. These contractors also rely on the high quality of the materials it supplies and the wisdom of its 80-strong staff, some of whom are former builders themselves, and a few with a 40-year tenure with the company.

That kind of customer loyalty is cemented by monthly contractor breakfasts, hosted by the likes of Bosch, to showcase new products and answer questions. Or with city inspectors on hand to explain new building codes and (chuckles Ryan) “get yelled at.” Other contractor services include take-offs and such, with the added perk that “if a customer comes in with a quote from somewhere else, we’ll take a look and say, ‘Yes, you could do that, but there’s a better way:’ We give them better alternatives to cheap materials that won’t hold up.”

The pros also go for the quality and convenience of Healdsburg Lumber’s own custom door shop, which has the ability to customize millwork, and Hudson Street Design, its showroom and garden store. Hudson Street Design grew out of its original space within the building and has since moved across the street as a stand-alone showroom, Ryan explains. It’s an example of the company’s motto—no, we need a word stronger than “motto” here: Let’s try “mission statement”—and that word is “authenticity.”

Right; sounds like California-speak. It happens in real experiences, such as the ability to customize millwork. For instance—over 50% of its orders are for custom designs— Building-Products.com

“we have good relationships with lots of mills, so we’re here to help our customers and can handle custom jobs.”

Another for-instance: “We’ll take out an expensive product [from someone’s plans] if it’s not the best fit and sell them a $2 fix instead,” Ryan testifies. Walkin customers get the same warm welcome and attentive service, “whether they’re spending $5 or $50,000.”

And how do these folks learn about the outfit?

“Marketing is hard,” agrees Ryan. “We do tons of print and radio ads, even using our own employees in the ads.”

Perhaps the most inventive marketing device, however, is the company’s fire rebuild home under construction, shown on its website (www.hlc-inc.com) under Healdsburg Lumber House. Yes, it’s an actual home, built along with the thousands of others who are rebuilding or in the process of rebuilding after devastating wildfires struck in 2017.

The construction of which “we started touting on the web four or five months before the construction actually began, and talked about it at our contractor breakfast. On the Internet, via photos and commentary, we focus on: What’s new? What progress? The house allows us to showcase the newest in technology and products, and it’s definitely getting attention! We poured the foundation in July. It’s been kind of difficult because of the rain here—a five-month set-back—but by January, we were working on the roof.”

What happens to it when it’s complete, a reporter needs to know. And you can almost hear the smile in his voice when Ryan gives his answer: “I designed it and will live in it with my family.”

And it’s gonna be green. Ryan, the owner, and virtually all the staff are Certified Green Building Professionals, having passed test after test to earn the designation. “We try to be a leader in that respect,” Ryan states, explaining that, in California, “we’re way ahead of federal laws.

‘Green’ is the new normal. In this state, it’s forced, and in some counties, it’s even stricter. Every week, we get a list of products to pull from the shelf that no longer meet California’s environmental regulations.”

Does “greening” add to the cost of construction? “Sure it does, up-front. But it lowers energy costs over time.”

Does this environmental consciousness require extra staff training? No, he responds. “Everyone on our staff of 80 comes from California, so it’s nothing new for them, not a culture shock.”

Another specialty: True Value, the outfit’s buying group, offers training that enables Healdsburg Lumber’s employees to match paint colors by eyeballing them, not using machines. Authenticity, once again.

Why do these folks like working for the company?

Like most good managers, Ryan responds, “because we treat everyone like family.” But here it goes beyond the warm-and-fuzzies: “We offer profit-sharing, so they realize that if there are accidents, it costs each of them money. It also gives them a sense of ownership.” A 401/k plan and health insurance are added benefits not every company in the area provides—benefits that lure candidates—“and hiring’s tough around here. In fact, only three or four employees actually live in Healdsburg itself. It’s definitely a challenge.”

So is competition, although not from the nearby boxes.

“Their shoppers are not exactly our customers. Those shoppers are looking for the cheapest price, not the best brands or the quality of products. Our buying power’s decent, but we’re not willing to be the cheapest around.

Yet when you shop with us, we’ll take a quote and look Building-Products.com

POST-FIRE home rebuild that Healdsburg Lumber has under construction is a showroom for new technology and products.

at it to see where you can save money. By using better products, you won’t get a callback a year down the road about problems associated with sub-par materials.”

Fourteen years ago, Healdsburg bought Gualala Building Supply in Sea Ranch, a small oceanside (popuation 1,900) community of second homes along Highway 1, simply because it made good business sense: “We’d been running a truck up there almost daily for deliveries. Same product lines, same computer systems.”

Today the company is embarking on constructing a whole new building that will hold the design, door and warehouse departments under the same roof: “one-stop shopping when the new facility is completed in two years,” Ryan promises. It will even include a drive-thru lumberyard.

How’s business these days? Since a disastrous 2017 forest fire that ravished the territory, “the whole town has been caught up in a building boom, after a tract of over 5,000 homes went up in flames. At the time, we were growing at a steady pace. Since then, it’s mushroomed.

Everybody needs a home all at once, but this time, they’re all custom—all one-offs—so the process is much slower, not 400 at a time. Before, 200 permits were pulled a year, and everyone was fighting over them. Then it became ‘Build 5,000 houses as fast as possible.’”

So, Ryan’s seen the good, the bad and the impossible, and he’s still in love with the industry. “I’d worked here in high school, in the receiving room. The owner was a good guy to work for, totally relatable. After college, I worked for a corporation in Arizona and absolutely hated it. So I called my former boss and told him, ‘I want to move back!’

“Why do I like my job? Because there’s always something new. And because I really think wood is cool (not many guys my age—I’m 40—would say that, but I’m super-into it.) I like handson work, remodeling, just for fun.

I like seeing new products. I like how things change, night and day, in how you do things.”

The only thing, then, he won’t change is his job title: He’s GM for life and loves it.

Carla Waldemar cwaldemar@comcast.net March 2020

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OLSEN on Sales

By James Olsen

Selling in a digital world unless you call me, but I will send you hot deals from time to time. A lot of my current customers are buying by text these days.” In this way we: (1) Alleviate their number one fear, (2) Give them a similar story, and (3) Tell them what’s in it for them. Approximately 60% will give us their cell phone number right there and the rest will know it is our expectation going forward for when we ask the next time.

Just Email Me

his is the number one complaint I hear: “I can’t get the buyer on the phone.” Here’s how to change that:

T

Reception Most salespeople treat receptionists like furniture. The receptionist is our number one ally at every account and should be treated as such. When we speed through our greeting with the receptionist it screams, “I don’t give a darn about you, you’re unimportant, and I’m here just for the order.” This is why most salespeople receive poor treatment.

At many accounts the receptionist has influence, power and is often related to the buyer!

When you call, slow down to a nice, easy, “gal or guy next door” pace, put a slight smile on our face, and say, “Hello, this is James Olsen, from ABC Lumber. I’m calling you from Portland, Oregon. How are you today?” Now we have scratched all the itches they may not even know they had. This creates rapport and makes them want to help us.

Our tone is friendly and easy; we are not in a rush and we are sincere. We raise our tone and add a little emphasis on you when we ask to make it sound sincere.

How do we handle the grumpy or officious receptionist?

The same way. We are not intimidated; we remain friendly and upbeat. In the same relaxed tone, we ask, “Can you tell me the name of the person who does your lumber buying please?” I cannot stress this enough. Many sellers over-explain and beat around the bush.

Example: “Hi, well, my name is Tom Smith, and we’re obviously a lumber distribution company. I was just calling to find out who might be the person who buys your lumber.”

Get Their Cell Phone When we get the buyer on the phone, we qualify them.

Once qualified, after they give us their email, we casually ask, “By the way, could you give me your cell number?”

There will be a slight pause, because they are taken aback.

In that pause we say, “I promise I will never call you on it,

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Many buyers will say, “Just email me and if I see anything I like, I will call you.” We say, “Tom, many of my customers are the same way. What I do with them is set up a 300-second meeting twice a month to talk on the phone.

How about the second Wednesday of every month at this time? Does that work for you?”

Be Conversational By Email Our subject line should be interesting. Something as simple as “Hot deal on 2x12.” Our emails should be conversational. Engage the buyer. Explain to them why what we are offering is a good deal and ask them directly to buy it from us. “Tom, the tally on this 2x12 is 1-2-3-4-5, heavy 16’ just how you like it. It is coming out of High-Quality Mill, the one you prefer. Shipment is quick, which I know you like.

In addition, Tom, the market is firming, especially on the wides. Can I get your order number on this?”

Be Prepared I tell a lot of my students, “Of course they aren’t coming to the phone for you, because when you get them on the phone you aren’t bringing any value. Why would they come to the phone for a ‘Are you needing anything today’ call? They won’t.

Load the gun. Make sure to have more than one item—maybe every item they buy from us—ready to offer with options and reasons they should buy on each.

Buyers are coming to the phone for salespeople who are bringing them value when they get them on the phone.

We need to be that kind of salesperson.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

TRANSFORMING Teams

By Paige McAllister

What your employees do while not at work andling employees ’ unacceptable behavior during work time and on-site is hard enough. But sometimes we have employees whose behavior and actions after hours or off-site impact the company or other employees. What can you do then?

It is a myth that you cannot take action based on an employee’s off-hours behavior. While nearly 30 states have some level of protection restricting actions you can take against employees for legal off-duty behavior, if it impacts your business, clients and/or other employees, you may have the ability—and sometimes the obligation—to discipline accordingly.

While most of your employment policies only cover working time, there are several critical policies that also cover off-hours behavior, most importantly: • Non-Harassment/Non-Sexual Harassment/NonDiscrimination/Non-Retaliation • Substance Use and Abuse • Confidentiality/Non-Disclosure • Workplace Violence

H

While circumstances are always different, some situations we have seen are: • An employee makes unacceptable advances and/or comments to another employee during an after-hours gathering for “happy hour.” Even though this is a voluntary event not sponsored or organized by the company, the victim has protections under the sexual harassment policy.

If the harassed party makes a complaint or if a third party mentions the unacceptable behavior, management must investigate and take action so the harassed person feels safe.

The discipline may not be as harsh as if it happened on-site but a warning at least may be warranted. If the accused is a manager, investigating and taking action is even more necessary as that liability will fall on the company regardless of if it is work time or not.

• An employee uses marijuana legally over the weekend but then fails a random drug test on Monday. The legalization of marijuana has created issues when it comes to drafting and implementing employment policies. Since

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marijuana shows up as a positive result for much longer than the employee is under the influence, it is hard to know when and how to discipline.

In some situations, you may need to witness several side effects of the employee being under the influence regardless of the drug test result. In others, any positive result is ground for termination, such as in states where the substance is illegal or you are controlled by a zero-tolerance policy based on a federal contract.

• An employee acts inappropriately during a conference in front of co-workers, vendors, clients and prospects, becoming loud and “un-PC.” The employee is representing the company so this unacceptable behavior could cost the company money, reputation, and clients. More serious actions such as revealing classified information, harassing/ sexually harassing an employee, client or vendor, telling inappropriate jokes, or using unacceptable language should result in serious discipline. Note: The employee cannot use “being drunk” as an acceptable defense. They are still responsible for their actions and possibly restricting alcohol in future events may be appropriate.

• An employee complains about their low wages (posting how much they make) and how awful their supervisor is.

Some speech like this is protected under the National Labor Relations Act (NLRA). Under the NLRA, all employees Building-Products.com

have the right to exercise “protected concerted activity” which is speech or actions with the purpose of improving working conditions for themselves and others. Employees talking about their own work conditions is protected; talking about others without permission is not. It is also not protected to violate confidentiality such as the company’s pricing structure or client information.

• An employee is arrested for their part in a barroom brawl involving their friends and some strangers. In most situations, you cannot take action on an arrest alone.

However, if the charge is serious enough that the employee will be missing significant time (i.e., they cannot report to work because they are in jail) then you may have the option to terminate for unexcused absences. If the charge involves violence, you may have options for discipline if there is legitimate concern it could migrate into the workplace. If other employees were involved, you may need to evaluate the workplace situation since there may be harassment or workplace violence implications evolving from an unaddressed situation.

• An employee uses their personal social media accounts to post derogatory messages which customers have complained about. Somehow people have connected this employee and their opinions to your company so you may be “guilty by association.” Even though the employee is using their personal accounts, presumably on their own time, their actions are now impacting your business. This behavior could impact your company’s reputation, make customers take their business elsewhere, and make your other employees feel uncomfortable.

You cannot make a knee-jerk decision but should evaluate all the factors, including the employee’s work performance, tenure, etc., and determine the best course of action including perhaps disciplinary action or even termination.

need to consider all the potential outcomes arising from this situation. An employee accepting such a valuable gift could create a spoken or unspoken expectation to steer your company’s business to their company. If they have any power over the decision, the impartiality of their decision-making could come into question, possibly committing your company to a costly relationship that does not work for you.

Having a Conflicts of Interest policy outlining what is and is not acceptable can help you ensure that employees are making decisions for the right reasons.

Please note that all situations differ based on factors such as the employee’s circumstances, the company’s past precedent, state and local laws, employment-at-will status, and/or collective bargaining agreements. Therefore, before you discipline or fire an employee for off-duty conduct, you want to assess: • Is the employee an at-will employee?

• Did the employee engage in protected activity, such as that protected by the NLRA? • Are there any federal, state or local laws that apply?

And before you take action, it is best to do a full investigation, listen to all sides involved, and when in doubt check with your legal counsel or call us at Affinity HR Group to help walk you through it.

Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

• An employee who works in purchasing comes to the office Monday talking about the great time they had with a potential vendor at a sporting event including luxury box seats, a full bar, and a meet-and-greet with the team. While on the surface there seems to be nothing wrong here, you

Q. With the impeachment behind us and as we approach the presidential election, we’ve noticed employees engaging in very heated conversations about politics. Given how polarizing these conversations can be, can I prohibit employees from talking about politics at work?

A. Actually, you may be surprised to know that while the First Amendment protecting free speech exists for public companies and government agencies, it does not generally extend to private companies. And while some speech is protected under the National Labor Relations Act (NLRA), such as discussions about pay and working conditions, political conversations are not protected under federal law at all.

So, yes, if you would like to establish a policy keeping politics out of conversations at work, you can do so. Should you choose to do this, you may want to establish that you are doing so to prohibit conversations that may become aggressive, threatening, disrespectful or worse. You may choose to prohibit public-facing employees from wearing political paraphernalia. And you should remind employees of your policies around code of conduct and workplace safety such as non-harassment and discrimination.

Building-Products.com

888-807-2580 Bend, OR

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

“Focused on the future with respect for tradition” March 2020

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ACS Acquires Homewood Holdings

CENTURY-OLD Nampa, Id., dealer Stone Lumber has been purchased by the Sunpro chain.

Sunpro Buys Idaho’s Stone Lumber Sunpro, 13-unit building material supplier serving Utah and Idaho, has acquired 114-year-old family-owned dealer Stone Lumber, Nampa, Id. “This acquisition officially brings Sunpro to the greater Boise area,” said Sunpro president Greg Templemann.

Sunpro, a subsidiary of the family-owned Clyde Companies, has provided building materials to Utah and Idaho since 1938.

Monte Schlerf, owner of Stone Lumber, said, “I am confident Sunpro will continue to build upon Stone Lumber values of honesty and integrity that have been the foundation of our success for 114 years. Sunpro is community-minded and committed to bring quality products and service to their customers.”

Matt Hildebrandt will stay on as location manager of the new Sunpro Nampa.

Respecting the forest, honoring the past, building the future.

A nation’s pride you can build on.

Meeks parent American Construction Source has acquired western dealer Homewood Holdings from Building Industry Partners LLC. Homewood was founded in 2016 by BIP and Jim Stockman, starting with pro dealer Homewood Building Supply, Sacramento, Ca. After four years, a nearly five times increase in sales, three-fold growth in employee count, and seven strategic add-on acquisitions, the Homewood Holdings family today consists of five operating companies with eight total facilities in California, Washington, and Arizona.

Operating companies also include Evergreen Lumber, Eagle Creek Siding, and Custom Choice Door in greater Seattle-Tacoma, Wa., and The Door Mill in Phoenix, Az. “As our highly successful partnership with BIP concludes, we’re excited about Homewood’s future and continued growth as part of the ACS platform,” noted Stockman, now CEO of Homewood Holdings. “There is substantial opportunity ahead for Homewood, our employees, and our business partners.”

Based in Springfield, Mo., American Construction Source now has more than 70 locations in nine states, including Meeks in the West and Midwest, Breckenridge Building Center and Edwards Building Center in Colorado, and Arrow Building Centers in Minnesota and Wisconsin.

The company is owned by private equity firms Angeles Equity Partners and Clearlake Capital Group.

Kodiak Nets Millwork Distributor Kodiak Building Partners, Highlands Ranch, Co., has completed the acquisition of Portland, Or.-based millwork distributor Medallion Industries.

Founded in 1971, Medallion was most recently owned by senior management—Tim Mahaffy, Julie Nix, Mike Mahaffy, and Roger Ernst—who will continue to lead the company as part of Kodiak’s General Lumber Group.

Medallion has operations in Portland and Bend, Or., and Livermore, Ca.

SUPPLIER Briefs Evergreen Ace Hardware, Billings, Mt., is opening a 34,000-sq. ft. branch early this month in Midtown Billings.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

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Crown Ace Hardware is expected to close its Costa Mesa, Ca., branch by the end of April, when a new owner takes over the property—although there remains a possibility Crown’s lease could be extended, at least for the short term.

The closure will reduce the chain to 18 locations.

ABC Supply Co. has opened a new branch in Mesa, Az., managed by Carlos Navarro.

Hall Forest Products, Puyallup, Wa., has expanded its distribution of Fortress products to include Evolution deck framing and Apex PVC decking. Hall serves dealers in Washington, Oregon, Alaska and Hawaii.

Cameron Ashley Building Products is now distributing Derby Building Products’ TandoStone and Beach House Shake in Colorado and into the Midwest.

AZEK Co., Chicago, Il., has filed a registration statement for a proposed initial public offering.

Building-Products.com

REDWOOD Composite can’t compare.

Like the foods we buy, when it comes to decking, we want natural and real.

Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.

Redwood Empire stocks several grades and sizing options of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

NEW HORIZONTAL press at Freres Lumber is said to be safer and more energy efficient in laminating plywood after the gluing and pre-pressing processes.

Freres Starts Up Horizontal Plywood Press Freres Lumber Co., Lyons, Or., has become the first North American company to install and operate a Taihei Horizontal Press Model P25-AB, a horizontal hot press for laminating plywood after the gluing and prepressing processes.

The horizontal press differs from conventional vertical presses in that the heat plates are installed vertically and apply pressure to the plywood horizontally.

Freres began installing the new press after Thanksgiving and it

Quality isn’t a goal, it’s a building material.

was fully operational on Dec. 17. It reportedly increases production efficiency, maximizes the uniformity of contact pressure, is easier to install and maintain, is safer, and is more energy efficient than the conventional U.S. vertical presses. Unlike U.S. vertical presses, the horizontal press does not require a dedicated operator—the system has an automatic feed system.

Even modern vertical chargers, which transfer pre-pressed panels to the press, require an operator to manually feed every panel into the press.

The horizontal press is designed to produce 10-ft. plywood, which will allow Freres to produce long length panels in the future, though it has no plans to do so at this time.

As well, the new system has a small footprint in relation to the number of platens, allowing Freres to install this 60-opening press, where previously there was a 24-opening press.

Typical U.S. presses are limited in height due to the fact that a foundation pit as deep as the press is tall must be constructed. The pits can be dirty, contain equipment that is difficult to maintain, and the overall design limits the number of platens on the press. The new horizontal press, however, sits on a cement slab.

“This new horizontal press will broaden the range of products we can offer, by freeing up two other presses to accept additional production from our spreader and our PLV (parallellaminated veneer) line,” said Kyle Freres, VP of operations.

Arauco Cuts Eugene MDF Mill

California Cascade Building Materials California Cascade has been offering innovation & quality in the building products industry since 1974. Our extensive selection of products includes: treated wood, redwood, cedar, fascia, and a variety of specialty branded products.

• Stocking Pressure Treated Lumber, Redwood, Cedar (incense and Western red), Allura, Timbertech/Azek, TruPine, Gatorbar, Cascade Ultra Lite Trim, Fascia • California Cascade produces treated wood products using wood preservatives from Koppers Performance Chemicals

800-339-6480

californiacascade.com

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Arauco will be closing its MDF production facility in Eugene, Or., as of May 1.

The decision was based on an assessment over several years that the older manufacturing site was less competitive compared to its other more advanced MDF operations.

“Decisions regarding plant closures are difficult,” said Pablo Franzini, president of Arauco North America.

“We are working diligently to provide options for Eugene employees to help them through a difficult transition.

We are committed to meeting our customers’ needs from our other facilities.”

The news came less than two weeks after Arauco announced it will close its particleboard line in Moncure, N.C., and integrate its Moncure MDF line with a moulding line to create an advanced millwork operation.

Building-Products.com

THE POSSIBILITIES KEEP GROWING:

Nature’s majestic pillars.

Redwood is one of the strongest and fastest growing softwood species. It thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

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

Call us at 707.894.4241 Visit us at buyRedwood.com

THINKING Ahead

By Mark Erickson, Blue Book Services

The long reach of lumber

verywhere you turn ,

E

there’s a connection to lumber—from the floors in your home to the furniture that graces it—so the endless list of job opportunities in the industry shouldn’t come as a surprise, either. From the lumberyard to the trading floor to the marketing department, there’s something for everyone.

The wood products industry is so pervasive, in fact, that it even touches professionals who hadn’t considered it and who certainly never thought that it would factor into their career trajectories.

Like me.

I have dedicated my entire career after college to the

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

Learn more about how NAWLA can help your business at nawla.org.

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same company, and initially it had nothing to do with wood. I’m still with that company, Blue Book Services; but 30 years later, lumber is now a significant part of my work life. And I couldn’t be happier. Here’s how my lumber story unfolded:

Deep Roots, New Growth Blue Book’s roots date back to 1901 (well before my time!), when we first offered our sales prospecting and credit rating service to companies in the fresh fruit and vegetable industry. In 2007, a remarkable opportunity emerged to expand into a very different—but also very parallel—business. Lumbermens’ Red Book, which had long catered to lumber companies in a similar way that Blue Book Services meets the needs of the produce community, closed its doors that year with no notice.

A lumber industry insider with knowledge of Blue Book reached out to see if we could fill the gap left

by Lumbermens’ Red Book, steering us to the North American Wholesale Lumber Association for guidance.

Many NAWLA members had relied heavily on Red Book; and NAWLA itself is based in the Chicago area, where we also are located, making collaboration that much easier.

I was part of the team that helped build out the project, and NAWLA proved to be of great help—not least of

Building-Products.com

A Special Series from North American Wholesale Lumber Association

all from an educational standpoint. We had to learn the industry, and NAWLA staff and volunteers were instrumental in bringing us up to speed so that we were ready to officially launch Lumber Blue Book in 2009.

Since then, NAWLA has been a supportive proponent, introducing us to industry professionals and giving us opportunities to promote our service to their membership base.

I’ll never forget the first NAWLA event that I attended. From the types of people who attended to the issues being addressed at educational sessions, it felt just like a produce convention. Now, with more than a decade of conversations with people throughout the industry supply chain and having learned many nuances of the lumber industry, I now know that it’s much more like the produce business than one might think.

Parallels Both produce and lumber are, well, earthy. Neither industry is super glitzy—they deal in resources cultivated from the land, and that ties them together. Moreover, forces outside their control in many ways dictate how well their businesses perform—weather events for the former and factors such as interest rates and economic shifts for the latter.

Both sectors are also highly fragmented, meaning that there are thousands and thousands of companies on both the supply and buy side. Although there is a growing trend toward consolidation, with the big getting bigger as they try to achieve economies of scale, this trait sets both lumber and produce apart from industries controlled by a few huge companies. To the contrary, they tend to be dominated by small, privately held, and often multigenerational businesses.

A lot of those shared characteristics translate into similar work ethics, too. They speak to the people involved in these businesses. It’s beyond the business

owners, however, and includes people at all levels of these companies. They’re overall good, hard-working, entrepreneurial people. And they’re tough competitors.

But they’re also friendly rivals—they help each other.

That’s one of the beauties of NAWLA, for example.

They bring a group of competitors together who truly collaborate for the good of the industry as a whole.

What I also have gleaned from my personal experience and reflections with Lumber Blue Book is that the industry is full of happy and loyal employees. It seems like the people with whom we interact have been with their businesses for a long time. Even the younger people seem to really enjoy what they’re doing. We’ve gotten to know a great bunch of people, creating some true friendships.

All Roads Lead to Lumber?

So, although I never anticipated that my work would tie me in to the lumber industry, it has—and with a favorable impact. I’ve been blessed, through Blue Book Services, with a wealth of opportunity to learn new skills and grow professionally.

Our extension into the lumber sector has taught me a lot about starting a new business division, as well as the many aspects of this great industry. It also has created new opportunities for others as well, with positions ranging from project manager to customer service representatives, to data analysts and sales associates.

Our team loves the lumber clients we work with and also enjoys the opportunity to learn more about how wood is used.

The efforts of these team members, coupled with the wise counsel from NAWLA, have solidified the bond with our lumber customers. Lumber Blue Book now reports on more than 22,000 North American lumber firms. Our main goal is to help them succeed, by arming them with the information and resources they need to do their jobs better. That means identifying suppliers and buyers that are reliable, pay their bills on time, and do what they say they’re going to do. That’s how we fit into the equation. And the more we understand what challenges these companies face and the more we understand the industry, the more of a win-win it is. As our CEO often notes, “When our customers succeed, we succeed.”

In a nutshell, lumber is all around us and so are the professional opportunities that come with it—even when they’re in the most unexpected of places. It’s just another example of how diverse the lumber industry is—in terms of its people, its positions, and its possibilities.

– Mark Erickson is senior vice president at Blue Book Services (www.lumberbluebook.com).

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MOVERS & Shakers Mark Mitchell, sales mgr., Stimson Lumber Co., Portland, Or., is retiring this month after 42 years in the industry.

Joe Nardi, ex-Cameron Ashley, has been appointed general mgr. of Huttig Building Products, Phoenix, Az.

Mike Thelen, ex-SilvaStar, has been named executive VP-mill & specialty sales for Mendocino Forest Products Co., Ukiah, Ca.

Rick Manning, ex-Disdero Lumber, has joined Redwood Empire, Morgan Hill, Ca., in outside sales to Northern California and Northern Nevada.

Betsy Bendix, ex-Western Woods, has joined the MoistureShield composite decking team as territory sales mgr. for California and Arizona.

Zoey Stapenhorst, ex-Fiberon, is a new product specialist at Capital Lumber, Chino, Ca. Tim Shoemaker, ex-Huttig Building Products, is a new EWP designer/ coordinator for Capital in Portland, Or. Kristopher Schroeder has been promoted from GM in Ontario, Ca., to VP-operations for Wilsonville, Or.-based OrePac Building Products.

Marc Ross, ex-Katerra, is now a Phoenix, Az.-based lumber buyer for Hardware Hawaii.

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Rob Johnson has been promoted to VP of engineered wood products for Boise Cascade, Boise, Id. Chris Seymour is now VP of manufacturing-operations, and Jeff Strom, VP and general mgr., Eastern region, building materials distribution.

David Qualls, ex-Lowe’s, has been named branch mgr. of Parr Lumber Co., Salem, Or. Scott Stockton is new to sales at Cascade Forest Corp., Shelton, Wa. Lawrence Stuart is general mgr. of Westlake Ace Hardware’s newly opened branch in La Crescenta, Ca.—a former Orchard Supply Hardware. Sean Wally is GM of the new location in Berkeley, Ca.

March 2020

Stephanie Barrios has been promoted to sales mgr. at Ganahl Lumber, Buena Park, Ca. Steve Thurber has joined Pacific Woodtech, Burlington, Wa., as Midwest business development mgr., based in Omaha, Ne. Bobby Reid has been promoted to national sales mgr. at Thermory USA, Denver, Co. Steve Cantwell, ex-Contact Industries, has joined the sales team at Architectural Woods, Vancouver, Wa. Walter Reinthaler, L&W Supply, San Jose, Ca., has been promoted to district mgr. for the new Mountain West District, overseeing all branches in Utah and Arizona.

Robert Lemke, VP/general mgr., has retired after 38 years with Saroyan Hardwoods, Huntington Park, Ca. He was the company’s seventh employee.

Robert Tyler joined Weyerhaeuser Co., Denver, Co., as territory mgr. for engineered lumber products.

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Michael Parmenter is now branch mgr. at ABC Supply Co., Sparks, Nv.

Michelle Bayer is now with J&W Lumber Co., Escondido, Ca., as marketing mgr.

Shelly Edwards is new to Minton Door Co., Martinez, Ca., as project mgr.

Tim Zattau, ex-I Decor USA, is now Eugene, Or., regional operations overlay mgr. with Roseburg Forest Products, Springfield, Or.

Peete Kikerpill, ex-Ganahl Lumber, is a new account mgr. for the building products division of Ensinger, Anaheim, Ca. Greta Pence is now branch mgr. at HD Supply, Livermore, Ca. Jake Bolland has been appointed financial controller for SDS Lumber Co., Bingen, Wa. Aimee Jenkins, ex-Huttig Building Products, has moved to Hilti North America, as Vacaville, Ca.-based steel & metal account mgr.

Eric Flores, American Building Supply, Sacramento, Ca., has been promoted to VP-operations.

Kevin Weiland is a new commercial sales rep at Elite Roofing Supply, Denver, Co. Judy Johnston has joined BPWood, Penticton, B.C., as director of marketing and communications.

Philipp Klevers is new as trader to European markets, and Juan Carlos Quintana, trader to Mexico and Latin American markets.

• Incense, just like Western Red, is non-resinous and decay-resistant, making it ideal for many outdoor applications, including decking and garden beds.

• Incense Cedar is less combustible than Western Red—a definite benefit in many regions.

(Test Method ASTM E-84, according to the Western Wood Product Association Product Use Manual).

• Incense Cedar is highly durable under all weather conditions and in all climates. Plus, excellent thermal properties (comparable to Western Red), keep it from heating up. That’s appreciated by anyone walking on a deck barefoot on a summer day.

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Leslie Klobas, ex-HD Supply, is now branch mgr. at SPI-Specialty Products & Insulation, Vacaville, Ca. Tamara Palmer-Heath, Golden State Lumber, Brisbane, Ca., was elected treasurer of the Brisbane Chamber of Commerce.

Steven R. Lacy, chief administrative officer, general counsel and secretary of Koppers Inc., Pittsburgh, Pa., will retire at the end of the year after 20 years with the company, and will transition to assistant to the president.

Parker Carr is manning the new valet service at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

• Incense Cedar has a beautiful chocolate heart center and is not as red as Western Red. They both weather to an appealing driftwood gray with a silvery sheen.

• Both species are easy to work with. (The Forest Products Lab rated Incense Cedar in the top group of three in workability with hand tools.) They both machine easily, resulting in a smooth, silken surface.

• Both species offer the same dimensional stability: dried from a green state down to 12-15% moisture content, they both shrink 3.8% by volume.

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Westlake Ace Expands in PNW Westlake Ace Hardware, Kansas City, Mo., is purchasing North Bend Ace Hardware, North Bend, Wa. The deal was set to close on March 29.

Westlake promises “a seamless transition of ownership,” with the store retaining current management, store personnel, and product mix.

North Bend Ace owner Gordon Gaub said, “North Bend Ace Hardware has been an integral part of this community since we opened in 1998. It’s been our pleasure to serve our customers, many of whom we consider friends. Handing over the reins to Westlake Ace Hardware at this point in our history makes a lot of sense, as their excellent reputation, shared values, and focus on continuity will help this store continue to thrive well into the future.”

In 2018, Westlake acquired The Dennis Co., a five-store hardware chain in coastal southwest Washington.

Sierra Pacific Ups Window Capacity

Sierra Pacific Windows, Red Bluff, Ca., has agreed to acquire the just-idled 275,000-sq. ft. manufacturing facility and equipment of 80-year-old Semco Windows & Doors, Merrill, Wi. “The purchase of these assets will pave the way for some much-needed additional production capacity in both our wood and vinyl product lines,” said SP president Tom Takach. “The newly acquired manufacturing space represents an additional 25% square footage, beyond our existing 1.1 million sq. ft. While the closure of Semco is very unfortunate, we are grateful for the opportunity to expand and stay ahead of the incredible growth of the Sierra Pacific Windows brand and all our product lines.”

JAMES HARDIE company representatives celebrate Tacoma plant expansion with Washington Governor Jay Inslee, U.S. Representative Denny Heck, and Pierce County officials.

James Hardie Grows Big in Tacoma Fiber cement siding and trim producer James Hardie Industries, together with Governor Jay Inslee, U.S. Representative Denny Heck, and Pierce County officials, recently celebrated the company’s expanded manufacturing operation near Tacoma, Wa. The $187 million expansion includes the addition of a 400,000-sq. ft. facility—its second in Frederickson, Wa.— and up to 240 jobs.

To get the project off the ground, the Department of Commerce provided a $100,000 Working Washington grant to the Economic Development Board for Tacoma-Pierce County to reimburse some of the company’s pre-construction costs.

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

Danny Sosa: (209) 747-7773 • dannys@thunderboltwt.com

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DEALERS learned from experts—and each other—at the recent LMC Executive Education Program at the Wharton School of Business.

LMC Dealers Get Schooled It was a powerful week for 46 leaders from 33 companies attending the recent LMC Executive Education Program at the Wharton School of Business on the campus of the University of Pennsylvania.

For the sixth year, LMC has partnered with the Wharton School of Business to offer a concentrated management program which covers topics such as marketing, finance, culture, innovation and negotiation, in addition to building skills in financial acumen, strategic planning and leadership.

During the week-long program, leaders are immersed in highly interactive lectures and case study exercises they work through in small groups to solve.

“The week at Wharton was really great,” said Jonathan Eldridge, general manager of Forest Door & Window, Oklahoma City, Ok. “They have very knowledgeable instructors who really challenge you to re-think the way you approach aspects of the business.”

A key component of the program takes place when participants apply what they learned in the classroom to an industry-related case study. Working together in teams, they must come together to formulate their solution and strategy for the case study and present it to the class.

“The experience with the diversity of the other LMC dealers from around the country was very energizing,” said David Wells, corporate purchasing manager at Goldsboro Builders Supply, Goldsboro, N.C. “With all the different people and applying what we learned, I saw how everybody took in the information a little differently. We learned not only from the instructors but from each other.”

New Mega-Directory Out Random Lengths has released its 2020 Big Book, the largest and most widely recognized directory of the North American softwood industry.

This year’s 728-page edition contains 3,479 listings of U.S., Canadian and offshore softwood companies and 13,882 personnel. The annual guide shows addresses, phone and fax numbers, email addresses, websites, company profiles, and other valuable information. More than 85% of the listings from the 2019 Big Book have changed.

The Big Book is $299 per copy, and can be purchased on www.randomlengths.com.

NORTH IDAHO POST AND POLE 208-772-3942 Rathdrum, Idaho nippbvc@msn.com www.northidahopostandpole.com

As the manufacturer, we will sell mill direct, premium round wood, consistent diameter, Furniture through AG grade round wood: • Doweled Rail Fencing • Blunt Fence Posts and Rails • House Logs • Specialty Milling • Jump Rails • Hand Rail HELP WANTED

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Building-Products.com

NEW Products

Walking on Air Decorative Screen Panel Frame Kits Enhance the look of a deck or patio with a powder-coated aluminum Decorative Screen Panel Frame Kit new from Barrette Outdoor Living.

The surface-mountable frames are easily installed up to three panels high, allowing for a multitude of custom configurations.

A Line Post Kit and Corner Post Kit are also being introduced that can be used in conjunction with the kits. n BARRETTEOUTDOORLIVING.COM (207) 571-07751

The Terrace premium wood floating stair system from ViewRail features no nosing or exposed metal or steel components.

The treads are built in boxes around a powerful metal mono stringer, providing the strength of the metal with the warm look of wood. They are made of the finest domestic hardwoods—hard maple, red oak, wheat oak, white oak, walnut, American cherry, or hickory. n VIEWRAIL.COM (866) 261-8013

Liquid Flashing

Go With the Flow

Georgia-Pacific’s DensDefy Liquid Flashing is a flexible, liquid flashing membrane made with STP technology to seal and protect against water intrusion and unwanted air movement between substrates.

It seals rough openings, penetrations, joints, sheathing fasteners and seams in new or existing wall assemblies, creating a durable elastomeric flashing membrane and eliminating the need for joint reinforcing tape.

Packaged in 20-oz. sausages, it cures fast and bonds easily to most substrates.

SureCan is stepping outside the fuel can sphere of product applications and entering new markets geared towards dispensing water, diesel exhaust fluid, and other non-fuel-based liquids.

Offered in both 2- and 5-gallon sizes, the new Multipurpose Utility Transfer Tank helps perform a range of daily tasks, from adding coolant or windshield wiper fluid to watering plants or filling up the dog’s water bowl.

Users simply press a button with their thumb to dispense the liquid from the bottom of the SureCan.

n BUILDGP.COM (800) 225-6119

n SURECANUSA.COM/UTILITY (801) 827-0500

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Building-Products.com

The long wait is over.

New PPG MACHINECOAT® waterborne weathering stain gives new cedar a uniform, weathered look in an accelerated time frame* Machine applied to new cedar shingles, PPG TRUEFINISH® Machinecoat waterborne weathering stain provides a low-VOC alternative to our traditional solvent-based Machinecoat alkyd weathering stain.

Initial appearance

Whitish-gray when applied, the stain lightens over a sixto-nine-month period, giving the appearance of aged cedar that blends more naturally into its surroundings.

The faux-weathered appearance lasts long enough to bridge the time period until the cedar begins to age and fade naturally.

To learn more, visit ppgmachineappliedcoatings.com or call 1-877-622-4277.

6 months

* Color change duration can vary due to timing, seasons and uneven exposure to sunlight.

The PPG Logo and PPG TrueFinish are registered trademarks and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc. Machinecoat is a registered trademark of PPG Architectural Finishes, Inc. ©2019 PPG Industries, Inc. All rights reserved.

9 months

At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

Half-Second Screw Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack

by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.

Red Rock Distribution has introduced Znal, a zinc/ aluminum-capped screw innovatively designed for higher speed and productivity.

Znal’s nick tip reportedly enables a proven cutting speed .59 seconds faster per screw than the best available competitor, dramatically improving productivity on the jobsite.

The fastener is available in #12 and #14 diameters from 7/8” to 2-1/2” in length. It is ideally suited for the construction industry, including metal and wood buildings, pole barns, and decks. n REDROCKFASTENERS.COM/ZNAL (262) 444-9025

FirePro® brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.

Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

Providing Customer Satisfaction in All We Do

P.O. Box 75 • McMinnville, OR 97128 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 503-556-1297 • Fax: 503-556-1709 * See product warranty for details. Hi-bor®, FirePro® and Advance Guard® treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro® and Advance Guard® are registered trademarks of Koppers, Inc. ©10/2014

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Royal Pacific Merchant ad 9_14.indd 1

March 2020 10/27/14 4:14:53 PM

Gold Standard Pattern Stock EastCoast Mouldings’ new EastCoast Gold boards are dried slow, sawn straight, and milled smooth, creating a V-Groove on one side and an edge-&-center bead on the other. At only 9/16” thick, the unique low-profile design allows builders to complete multiple looks with one board.

EastCoast Gold features moulding quality (vs. planer quality) characteristics with at least 12 knife marks per inch and extra-low, 12% moisture content, providing high stability and virtually eliminating wane, staining and splitting.

Made from clear yellow pine with a natural finish, the 1x6 boards come in 8’, 10’, 12’, 14’ and 16’ lengths. n ECMD.COM (888) 222-3961 Building-Products.com

Premium Wood Filler DAP Premium Wood Filler rejuvenates interior and exterior wood surfaces, and can add a touch of customization to any woodworking project.

The 3-in-1 product can be used as a wood filler, grain filler, or sealer coat. Its water-based formula features Chameleon Technology, so users can mix stains or pigments into the wet state for an exact color match, creating an invisible repair and easily adding a touch of color. n DAP.COM (888) 327-8477

Seal the Perimeter IKO’s new double-sided, self-sealing adhesive starter roll bonds shingles to the roof deck at the roof’s most vulnerable area: its perimeter.

EdgeSeal gives contractors an upgrade option, providing a higher-quality install and extra protection to keep a roof secure during extreme weather.

Compatible with all IKO shingle lines, its aggressive adhesive formulation bonds tight to both the drip edge and/or underlayment below and the first course of the shingle above. n IKO.COM (416) 780-5898 Building-Products.com

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Lakes, this number is expected to grow a bit over the next said.

“Every now and then a little rumor pops up that auto • Gazebos – providing more shelter few years. scanners are taking the place of good people, and that’s just than a pergola, gazebos offer a point “The technology isn’t for everyone,” he concluded. “For not retreat the case.” of and greater protection smaller mills, the ROI won’t ever be there—and they will Coulombe agrees: “Whenisolating we started this journey, we from the elements without knew it would be a big change for our folks; our graders are continue to be successful. For our larger ones, this may inhabitants. some of our best employees, valued and important pieces of be something more of them may consider in the years to Exposed Timber the to lose any of them. our• organization, and structures we didn’t –want come.” natural colorwe and grain of redwood In our case, took former line graders and put them in “The technology will continue to improve, and we timbers a solid support to atheir expertise close at roles like lend scanner technician to keep expect to see more industry peers getting on board,” said greater hand.” structural design.

Coulombe. “Is it worth it for Irving Forest Products?

Without a doubt. The benefits far outweigh the challenges, • Decks – a redwood deck can last and the equipment we’ve chosen is helping us to better aChallenges lifetime when Along it’s builtthe and Way mainEnhanced Beadboard As well. is often the case with technology, there were chalserve our customers’ ever-changing needs, and that’s what tained lenges as the new tools were implemented at Irving Forest it’s really allLumber about.” has added a new beadboard to its Kleer • Planters – non-toxic and had all natProducts.

Initial technology issues with identifying lineup of cellular PVC trim. ural, redwood is ideal for garden decay due to its Cutting color, among other things. The installation Compact The beadboard is extruded as one piece and sealed boxes and planters hold flowering process required lotsto of checking

by MAX people—lots of man S rowin i ythatands on all four sides,Certification eliminating anyoopenacells may DeWalt has added the 12V Brushless plants, herbs, even vegetable gardens. hours—to get it started and up and running accurately.

The Sustainable Forestry Initiative and the be prone to dirt intrusion.

It can be painted or left One-Handed Reciprocating Saw to its Xtreme Constant checks were the name of the game for a while, but American Forest Foundation have formed a new partwhite, saving time and money.

Subcompact Series line of compact tools.

The new • Furniture – any form of seating, Coulombe says all those issues in the use past.across a wide nership grow expanded the amount cellular of certified family and Madeto with PVC, Kleer saw benches is optimized for one-handed tables, deliver thearepromise “The key to success new technology is to assign other small holdings NorthofAmerica.

Beadboard offers theinlook wood while remaining of applications, including cutting PVC, metal of arange comfortable place towith gather when someone to take Under their new Small Group Certification impervious to moisture andLands insects.

It is backed by a pipe, andownership conduit. of the program or equipment built withwood redwood. and really usher it through quality control checks, Module, companies certified to the SFI Fiber Sourcing limited lifetime warranty against splintering, rotting, At only 3.04 lbs. and the 12.12” long, itINCREASINGLY features an the backyard builders are realizing that the best contemporary design materials aren’t • Arbors – create memorable calls with the manufacturer, Coulombe Standard will and be able to form a new type of certificadelamination swelling. grown lab, but out in unfiltered nature. efficient brushless motor etc.,” andtrandelivers up commented. toin the 2,800 sitions part atofwith a yard to will thefor “Precise technology this level never be set-it-andtionItgroup to certify small lands their wood and features a center bead andwithin a reversible tongueSPM.from It isone equipped an LED visibility, varinext with redwood arbors. forget-it; just when you think you’ve hit that sweet spot, a fiber supply area. and-groove profile with a shiplap nailing flange that able-speed trigger for added control, and tool-free Jessica Hewittto is the director marketis It’s the atop choice amongincreases landscaping fleck of dirt on the lens shows as in a defect. constant The Module will –bespeed submitted Programme installation while providing aofmore blade release for quick bladeupchanges.

Among the trends emerging ingwidths at Forest Humboldt Redwood Company.

HRC trends.

It is a choice any consumer process, but worth the effort.” for the Endorsement of Certification (PEFC) for finished look.

Two are available, 4” and 6”, The tool is offered as a bare tool or kitted with one landscaping design, there’s no better is working to cultivate a lasting legacy of can make with confidence, and reafapproval this spring.

Upon approval, fiber produced each 16’ long.

3.0Ah lithium ion battery. fit for bringing beauty, color and presenvironmentally responsible forestry and firm their wise decision year after To Each His Own from lands certified under the program will be certified ence into an outdoor space than redsourcing, manufacturing, and distribution n KLEERLUMBER.COM n year.

ByDEWALT.COM Easterling’s estimates, maybe 10% of NELMA mills for both PEFC and SFI labels and chain-of-custody wood.

Combined with its longevity, of top-quality redwood lumber products.

(800) 521-8486 (860) 425-1111 use auto grading equipment.

With the technology still fairsystems. and environmental qualities, redwood ly new to the lumber industry in the Northeast and Great

Santa Fe Springs, Ca • www.hufflumber.net

(800) 347-4833 EWP •

Big Timbers/Long Lengths

• Distressed Wood • D-Blaze® FRTW

Wholesale distributor of a wide range of Big Timbers & Long Lengths, including

DOUGLAS FIR – #2&BTR & SEL STR Green/Dry DF S4S Dimensional Lumber 2×4 – 2×14 up to 32’ #2&BTR DF S4S 3×4 – 3×12 to 24’ & 4×4 – 4×14 #1&BTR DF S4S 6×6 – 6×14 Larger pieces available depending on current inventory

Rough Timbers 3×4 – 3×12 (8’ to 40’) 4×4 – 4×12 (8 to 40’) 6×6 – 6×12 (8’ to 40’) 8×8 – 8×12 (8’ to 40’) 10×10 – 10×12 (8’ to 40’) 12×12 ( 8’ to 40’) Up to 16’ x 24’ – 48’

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

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

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

Tubular Pickets Feeney has introduced Stainless Steel Picket Kits for CableRail in wood frames. Leveraging the sleek appearance and durability of stainless steel, the picket kits preserve an open railing aesthetic, while maintaining cable spacing and minimizing deflection.

Available in three configurations (36” Level, 42” Level, and Universal Stair), the kits include everything needed to quickly install intermediate pickets, including sockets/sleeves, shoulder nuts, hanger bolts, and screws.

Each kit’s 5/8” diameter 316 stainless steel tubes come pre-drilled for 1/8” diameter cable at 3” spacing. The tubes can be used on frames with or without a bottom rail, are field-trimmable (using a stainless steel pipe cutter), and have no visible fasteners. n FEENEYINC.COM (800) 888-2418

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Lumbermen get cracking at Humboldt Crab Feed HUMBOLDT HOO-HOO CLUB held its 48th annual crab feed Jan. 30 at The Lodge in Eureka, Ca. [1] Rich Giacone presented the 2020 Lumberman of the Year Award to Tom Miller, lumber sales manager for South Coast Lumber, Brookings, Or. [2] Jerry Dennis, Robyn Young, John Taylor. [3] Bob Maurer, Jon Hagen. [4] Brian Pierce, Jay Bishop. [5] Colt Feltes, Tristan Cole. [6] Bill Scott, Jim Frodsham, Tom Von Moos. [7] Matt Engler, Jeff Squires, Bill Simpson. [8] Mike Cameron, Michael Wood. [9] Raymond Luther, Jason Faulkner. [10] Colby Pyzer, Darryl Lindke. [11] Harold Dodero, Chris Caldwell, Mike Vinum, Eric Pinter. [12] Annie Montey, Kent & Cindy Bond. [13] Rich Graham, Bill Sullivan. [14] Warren Biss, Chuck Casey. [15] Steve Ashley, Marco Polo. (More photos on next two pages)

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Steve Culbertson, Raymond Weidner. [20] Cheryl Grunden, Lisa Hansen,

and fall seasons with colddense, winters, which fir allow that growth supplies of small-knot, Douglas veneers).

The to be gradual—hardwoods from the Appalachian “market for lemons” is likely having a major effect region on the feature tight growth rings, strong fibers, and consistent size of this market today. colors and grain textures. This leads to strength, durability and beauty in the lumber, in addition excellent width and Overcoming the Market fortoLemons longHow length cancharacteristics. individual panel producers overcome this Primary species includetheir ash,industry’s cherry, hard red “lemons market” problem, “racemaple, to the botoak, whiteindustry oak, basswood, beech,They birch,can walnut, tom,”soft andmaple, depressed sales levels? offer 19forguarantees. poplar and hickory,product whichperformance are great high-end furniture, company-specific millwork, and paneling, and more.

Anothercabinetry, approachdoors, is to flooring more aggressively brand prodNoInmatter region they come from, there areclearly many ucts. eitherthe case, the mill’s products need to be North American species as to we choose from. differentiated fromhardwoods their competitors’; discovered The decision as to which one to use comes down to the earlier, industry-wide, third-party quality certification is application andnot overall qualityLike and look of the project. important but sufficient. car buyers, panel buyers won’t chance paying peach prices when they may actually Don Barton is vice be –buying a “dressed up”president lemon. of sales and marketing for Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com).

For some structural panel producers, product differentiation requires a major change in company culture. For 22 instance, it is very difficult to produce innovative, differentiated products for the end use market if the company doesn’t also adapt a different supplier-buyer mindset. Supplierpartners are often critical to the structural wood panel producer’s differentiation.

As industry competition comes to focus more and more upon only one of the “4P’s of marketing”—price— “lemons” tend to proliferate and industry sales volume tends to decline.

– Roy Nott is president of25 Surfactor Americas LLC, Aberdeen,

HUMBOLDT CRAB FEED

cally reject such an offer. As a result, the buyers face ‘adverse selection’—the only sellers who will accept $750 are those unloading lemons.

“Smart buyers foresee this problem. Knowing they could be buying a lemon, they offer only $500. Sellers of the lemons end up with the same price they would have received were there no ambiguity. But the peaches all stay in the garage. “Information asymmetry” kills the market for 16good cars.”

17 18 Structural wood panel buyers rely upon qualified inspection and testing agencies like the APA to routinely test and certify the quality of the products they buy. This creates an incentive for individual panel producers to “push” the standard. A passage from Ackerloff’s famous paper: HARD MAPLE is popular throughout the Glacial Region.

“There are many markets in which buyers use some market statistic to judge the quality of prospective purchaslong, winter climate, coupled with a shorttosummer es. Infrigid this case there is an incentive for sellers market season, produces hardwoods with tight rings. poor quality merchandise, since thevery returns forgrowth good quality 20 21 and fine texture, This creates lumber outstanding color accrue mainly to thewith entire group whose statistic is affected which is ideal applications from furniture, rather than to thefor individual seller. ranging As a result there tends to cabinetry and doors flooring,quality paneling more. be a reduction in thetoaverage of and goods and also the region supplies nine primary, widely used species, sizeThis of the market.” including: ash,industry basswood, cherry,industry hickory,production hard maple,techred When the is young, oak, soft maple, white oak andmaterials walnut. are relatively homonologies vary little and raw geneous (e.g., OSB), this isn’t a major problem. But it is a Appalachian Region: Superior serious problem when the inspection and Quality testing agencies Spanning several states, including find it difficult or impossible to keep upOhio, with Pennsylvania, a very rapidly North Carolina, West irginia, the changing industry. Anirginia exampleand would be today’s overlaid 24 23 Appalachian region produces a wide of hardwoods Douglas fir plywood industry.

Thererange are rapid changes species—all with one thing common: quality. underway on both the demand side much(continued higher alkaTRAVELING over 2,500 miles to in reach the(e.g., Crabsuperior Feed from previous page)to were [16]region’s Robyn & Greg Young.conditions—warm [17] Rex Klopfer, Jerry Thanks the climate linity concrete mixes are now essentially “pulping” conPowell.

[18] that Markand Borghesani, Gary George Hammann.

[19] summers assist tree Gamble, growth, and much cooler spring form panels) on with the supply side (e.g., reduced

Wa., a German-owned producer of overlays, glue films, and press Kathy Figas.

[21]for Leethe Iorg, Claudia Lima, Dougindustry, Willis. [22]with JakemanufacMoriniti, cleaning films global wood panel Danny Blake in Keitzman.

Austin Godfrey, Jeff Donahoo, turing Sosa, operations Finland,[23] Germany and Malaysia.

Reach Tim him Hummel.

[24] Edgarthe& major Jan Massoletti, Johnson. [25] Pamela CHERRY is among hardwoods George of the Appalachian Region. at roy.nott@surfactor.com.

Harley, Laurie Ervin. (More photos on next page)

The beauty of the forest is yours to sell Fencing • Decking • Timbers • Dimension • Siding

Big Creek Lumber’s sawmill, in Davenport, CA, produces a wide variety of redwood lumber products to independent wholesalers, stocking distributors, and remanufacturing facilities.

Big Creek is well known for producing high quality redwood products and providing an outstanding level of personalized service.

Proven History

Flexibility

70 years of milling superior redwood products

Full, mixed or partial truckloads

Selection

Peace of Mind

Wide range of grades, dimensions, timbers, fencing, patterns

Quality, consistency & personal service

3564 Hwy. 1, Davenport, CA 95017 • jimb@big-creek.com • Call

Building-Products.com Building-Products.com Building-Products.com

(831) 457-5039

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HOO-HOO’S international leader (continued from previous pages) [26] Snark of the Universe Steve Allison was introduced by Rich Giacone at the Humboldt Crab Feed. [27] Aaron Sulzer, Danny Osbourne, Alex Dietz, Eric Shelby. [28] Mike Boone, Jim Lewman. [29] Dewey Kiefer, Jeff Sogge. [30] Kent Mulkins, Tom Miller, Jim Frodsham. [31] John Lima, Shelby & Alex Hunt. [32] Stuart Titus, Frank VanVranken. [33] Nikki Bird, Jerry Ensworth, Dina Fernandez, Rich Graham, Shira McGaw, Liz Carter.

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[37] Tonya Joyner, Donna Jones. [38] Peter Jackson, Dan Allman, Gary Andersen, Colin Campbell. [39] Robyn Young, Stacey Jones. [40] Patrick Shannahan, Alex Cousins. [41] Chris Tritschler, Troy Bailey, Mike Boone.

[42] Ron Hanson, Veldon Dale.

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INTERNATIONAL BUILDERS SHOW again drew tens of thousands to Las Vegas Jan. 21-23. [3] Mark Sanacore, Chris Reitch, Chris Brandt, Becky Julusson, Michael Iallonardo, Bertha Villalobos. [2] Nick Larr, David Frick, Brad Adsit. [3] Steve Brown, Tim Hummel, Jeff Donahoo, Austin Godfrey. [4] Greg Reed, Bryce Miller, Seth Aronson. [5] Jack Medford, David Szilezy, Loren “Digger” Graber, Tom Harley, Mary Kittrell, John Finnegan, Larry Boyts, Rich Peterson, Pat Gallagher. [6] Sean McPeak,

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Chase Magee. [7] Nick Burckel, Phil Lail, Jon Mease, Derek Campbell.

[8] Andrew Pantelides, Jason “Dr. Decks” Russell, Joe Jacklin. [9] Emma Overman, Sara Tschida. [10] Gary Messienger, Jon Simper, Don Lambrecht, David Delcoma. [11] Mark Drake, Peter Toomey. [12] James Wheeler, Brice Barbour. [13] Bryan & June Strickland. [14] Tim Kennedy, Jack Butler. [15] Michelle Von Hatten, Craig Doehner.

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IBS (continued from previous page): [16] Ian Falivene, Jon Cohen. [17] Zane Vinson, Craig Crafton. [18] Doug Hopper, Jay Penney. [19] Chuck Casey, David Elenbaum. [20] Butch Bernhardt, Julia Milrod. [21] Dan Beaty, Craig Young. [22] Mike Porter, Nick Price. [23] Peter Krihak, Romel Bezerra. [24] Toby Bostwick, Vicki Jordan, Greg Stout, Missy Morgan, AJ Jesiolowski, Aly Armstrong. [25] Uli Walther, Annie Cheng, Swen Ruhmann.

March 2020

[26] Cliff Pfingston, Gary Maulin. [27] Charlie Jourdain, Jeff Easterling. [28] Steve Osterman, Jean Blu, Gwladys Petit. [29] Kim Pohl, Howard Rothstein, Jamie Kreiser. [30] Terry Fangrad, Chuck Zhou, Megan Fangrad, Stain Weiland. [31] Romtin Ghorbannia, Michelle Scheiber.

[32] Bobby Reid, Kevin DeMars, Mark Challinor, Rick Altizio, Dan Everette, Tom Escherish. [33] Maureen Murray, Ralph Bruno, Rachelle Shendow. n

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MARKET KICKED OFF with a call to action by [1] Do it Best CEO Dan Starr. [2] Gary & Vicki Nackers, Rich Lynch. [3] Tim Pappas, Mike Randle, Bryan Hoexum, Michelle Crayton. [4] Pat Lawley, Jason Olding. [5] Scott Wright, Grant Stutzman. [6] Salim Jiwa, Rich Mills. [7] Stephen Rice,

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For the first time, Do it Best held its spring market in February instead of the traditional May. Despite some trepidation that Indianapolis’ chilly weather might dissuade some dealers from making the trip, retailers surveyed on the floor roundly gave the move two thumbs up.

Not only were more retail members and prospects able to visit the market to take advantage of great show-only buys without tearing themselves away from peak selling time back home, but they were also able to bring more staff to the show.

In addition, the market, held Feb. 7-10 at the Indiana Convention Center, presented a series of educational opportunities, a sprawling showfloor, and informative product updates.

Do it Best’s fall market, normally in October, is moving up to Sept. 11-14. Next year, due to scheduling conflicts in Indiana, the spring show will be back in May one last time, before returning to the winter in 2022 and beyond.

March 2020

Brittany Williams. [8] Derek Opperman, Bridgett Lowe, Jason Volmer. [9] Chris Brown, Jim Powell. [10] Jace Swanson, Mike Hake. [11] Evelyn Dieguez, Chad Chapman. [12] Joey & Amber Massengale, Willie & Mike Boyatt. [13] Tom Kuhar, Dan Martin. (More photos on next page) Building-Products.com

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31 DO IT BESTIES (continued from previous page) [14] Mike McNamara, Josh Ratcliff. [15] Zach Downs, Scott Dunn. [16] Matt Flynn, Greg Feldhues. [17] Richard Vanderwalle, Rick Stout. [18] Dave Vick, Todd Hixson. [19] Carolyn Rorick, Mike Post. [20] David Koenig, Rich Kost. [21] Linda Wolff, Selah Wolff. [22] Douglass Rodriguez, Dusty Weinzierl, Amanda Couzzins. [23] Lauren Kallenback, Amy Kallenback. [24] Craig Kapp, Jim Niehoff. [25] Building-Products.com

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32 Brian Michaels, Stephen Moore. [26] Chad Henry, Aaron Batteshell. [27] Harvey Reichenberg, Greg Hawks. [28] Sean McPeak, Chase Magee. [29] Andrew Gibson, Michael DeMaria, Travis Bruenig. [30] Alec DeWitt, Mark Stoven. [31] Keith McCallar, Dale Minks, Scott Lunde, Scott Enright. [32] Steve Semmler, Mark Stevenson.

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ASSOCIATION Update North American Wholesale Lumber Association still has openings for its spring Wood Basics Course March 23-27 at Oregon State University, Corvallis, Or. The course is a four-day immersion class that includes both classroom training and field operations.

The curriculum encompasses the entire spectrum of the forest products industry—from seed to tree, from production to sales. Classes are taught by industry experts and cover all the topics relevant to success, including sales training, product segmentation, price & cost trends, logistics & transportation, and forest management & operations.

Golf Club, Yorba Linda, Ca. T h e n o n J u n e 4 , No r t h e r n California takes its turn with the Associates/Dealers Golf Tournament at Rancho Solano Golf Cou rse, Fairfield.

In between, WCLBMA is organizing a mill tour May 17-19 through Eugene, Or.

Western Bui ld i ng Mater ial Association’s deadline for submitting applications for a Lin k Scholarship is March 20.

Building Industry Association of Southern California and the Building Industry Association of San Diego will join together for the first time to co-host the 2020 Building Industry Show as part of a newly formed joint partnership.

The annual Building Industry Show is set for Oct. 6-9 at Pechanga Resort

West Coast Lumber & Building Material Association gets swinging with its Southern California Golf Tournament April 9 at Black Gold

Mountain States Lumber & Bu i ld i ng Mater ia l Dea ler s Association presented a check for over $61,000 to the Denver Chapter of Project Healing Waters.

The proceeds came from last fall’s 8th annual BrewFest. The 9th annual is set for Nov. 12.

& Casino in Temecula, Ca. After undergoing an extensive overhaul to its traditional format, the show has witnessed remarkable growth with attendance more than doubling over the last two years.

“We’re extremely excited to be partnering with BIASD in co-hosting the 2020 Building Industry Show,” said BIASC CEO Jeff Montejano. “By combining the resources of two of the largest homebuilder associations in the nation, this year’s Building Industry Show promises to be a can’t-miss event.”

Los Angeles Hardwood Lumberman’s Club will elect new officers during its April 9 meeting at Moreno’s, Orange, Ca. Black Bart Hoo-Hoo Club lured 96 people to the Broiler Steak House in Redwood Valley, Ca., Jan. 29 for its annual Industry Night.

During the event, Ren Reinke was presented with the fraternity’s highest honor, The Star of Hoo-Hoo.

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Building-Products.com

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

Los Angeles Hardwood Lumberman’s Club – March 8, spring golf, Los Serranos Country Club, Chino Hills, Ca.; www.lahlc.net.

North American Wholesale Lumber Assn. – March 8-10, Leadership Summit, JW Marriott, Palm Desert, Ca.; www.nawla.org.

Western Wood Products Assn. – March 8-10, annual meeting, JW Marriott Desert Resort, Palm Desert, Ca.; www.wwpa.org.

University of Innovative Distribution – March 8-11, JW Marriott, Indianapolis, In.; www.univid.org.

Pacific Northwest Association of Rail Shippers – March 10-12, spring meeting, Portland, Or.; www.pnrailshippers.com.

Ace Hardware Corp. – March 12-14, spring convention, McCormick Place, Chicago, Il.; www.acehardware.com.

Colorado Springs Remodeling Show – March 13-15, Norris-Penrose Event Center, Colorado Springs, Co.; www.homeshowcenter.com San Jose Spring Home Show – March 14-15, San Jose McEnery Convention Center, San Jose, Ca.; www.acshomeshow.com.

Tacoma-Olympia Hoo-Hoo Club – March 18, brewer’s dinner, Harmon’s Brewery, Tacoma, Wa.; tbilski614@aol.com.

Forest Resources Association – March 18-20, regional spring meeting, Hotel Bentley, Alexandria, La.; www.forestresources.org.

Redwood Region Logging Conference – March 19-21, Ukiah, Ca.; www.rrlc.net.

National Lumber & Building Material Dealers Assn. – March 2325, legislative conference, Washington, D.C.; www.dealer.org.

North American Wholesale Lumber Assn. – March 23-27, Wood Basics Course, Oregon State University, Corvallis, Or.; nawla.org.

Mass Timber Conference – March 24-26, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

Montreal Wood Convention – March 24-26, Fairmont The Queen Elizabeth, Montreal, P.Q.; www.montrealwoodconvention.com.

Hardwood Manufacturers Assn. – March 25-27, national conference & expo, JW Marriott, Nashville, Tn.; www.hmamembers.org.

International Wood Products Association – April 1-3, World of Wood show & convention, Savannah, Ga.; www.iwpawood.org.

Pasadena Home Show – April 4-5, Pasadena Convention Center, Pasadena, Ca.; www.acshomeshow.com.

Los Angeles Hardwood Lumberman’s Club – April 9, election night, Moreno’s, Orange, Ca.; www.lahlc.net.

North American Wholesale Lumber Association – April 9, regional meeting, Vancouver, B.C.; www.nawla.org.

West Coast Lumber & Building Material Association – April 9, Southern California golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; www.lumberassociation.org.

Tacoma-Olympia Hoo-Hoo Club – April 15, board meeting, Tacoma, Wa.; April 25, Earth Day celebration, Birdhouse Building at Snake Lake Nature Center, Tacoma, Wa.; tbilski614@aol.com.

Portland House & Outdoor Living Show – April 17-19, Oregon Convention Center, Portland, Or.; www.homecentershow.com.

Moulding & Millwork Producers Assn. – April 20-22, WM Millwork Marketplace, Westin Jekyll Island, Jekyll Island, Ga.; wmmpa.com Coverings – April 20-23, New Orleans, La.; www.coverings.com.

American Wood Protection Assn. – April 26-28, annual meeting, Hyatt Regency Lake Tahoe, Incline Village, Nv.; www.awpa.com.

National Wood Flooring Association – April 28-30, conference & expo, Wisconsin Center, Milwaukee, Wi.; www.nwfaexpo.org.

Transload Distribution Association – April 28-30, annual conference, Westin Downtown Denver, Denver, Co.; www.tdana.com.

Building-Products.com

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IN Memoriam John “Jack” Creighton Jr., 87, the first non-family member to be named CEO of Weyerhaeuser Co., Seattle, Wa., died Jan. 29 in Bellevue, Wa. He had suffered the effects of a stroke for more than a year.

He served as president and CEO of Weyerhaeuser from 1991 to 1997.

In 1998, he joined United Airlines, becoming interim chairman and CEO of UAL Corp. immediately following the 9-11 terrorist attacks.

He also served as chairman of the American Forest & Paper Association.

1949 to 1983. He retired from Seneca in 1996.

He served as president of the Western Lumber Marketing Association and spent 18 years on the American Lumber Standards Committee.

Vern Eldon Ziegler, 84, founder of Ziegler Lumber Co., Ziggy’s Home Improvement, and Big Bear Lumber, Spokane, Wa., passed away Feb. 6.

After working as a home builder from 1954 to 1965, he started the first DIY retail building supply business in the Inland Northwest in 1965. Ziegler Lumber currently operates six locations in Washington and Idaho.

Trade Commission Weighs in on Unfair Millwork Imports

William L. “Bill” McCauley, former owner of Cut Bank Building Service, Cut Bank, Mt., died Jan. 31 in Great Falls, Mt. He joined Knudtzon Lumber in 1956 and became a partner in 1962. In 1978, he acquired Cut Bank Building Service, before selling the business and retiring in 2011.

Russell “Russ” Fryburg, retired sales manager for Seneca Sawmill Co., Eugene, Or., died Feb. 6 at age 96.

After receiving a business degree from the University of Oregon, he served as partner and later CEO at Timberlane Lumber Co., Eugene, from

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Clair Edward “Ed” Coyle, 63, co-owner of C&B Timber of Alaska, Wasilla, Ak., died of cancer Jan. 22 in Wasilla.

An Air Force veteran, he and his brother Pat started the sawmill business in 1997.

The U.S. International Trade Commission unanimously found there is a reasonable indication that the U.S. wood mouldings and millwork products industry is materially injured due to imports from Brazil and China.

The Commission’s vote comes in response to petitions filed Jan. 8 by the Coalition of American Millwork Producers (CAMP), a coalition of leading U.S. manufacturers of wood mouldings and millwork products. The cases allege that unfairly dumped and subsidized imports of Brazilian and Chinese wood mouldings and millwork products are injuring the domestic industry.

“U.S. producers of wood mouldings and millwork products and their workers are suffering as a result of dumped and subsidized imports from Brazil and China,” said Timothy C. Brightbill, counsel to CAMP and a partner in the International Trade Practice at Wiley. “Today’s vote puts

March 2020

the domestic industry one step closer to restoring a level playing field in the U.S. market.”

On Jan. 29, the U.S. Department of Commerce announced the initiation of antidumping (AD) investigations into imports of wood mouldings and millwork products from Brazil and China, as well as a countervailing duty (CVD) investigation into imports from China. The dumping margins for wood mouldings and millwork product imports are alleged to be as high as 87% for Brazil and 359% for China.

The commission’s affirmative preliminary injury determination paves the way for the Commerce Department to move forward with its investigations. Unless extended, Commerce is expected to issue its preliminary CVD determination in April 2020 and its preliminary AD determinations in June 2020. If Commerce also reaches affirmative preliminary determinations in these cases, provisional AD and CVD duties will be collected based on the preliminary margins calculated.

Hawaiian Forests Returning The Hawaiian Legacy Reforestation Initiative recently announced the planting of its 500,000th native tree in Hawaii.

More than 1,200 acres of former pastureland on both Oahu and Hawaii Island have been reclaimed and returned to native forest.

“It’s wonderful to witness the birth of a forest, but there is much more going on here,” said HLRI board chairman Francis Wong. “This project goes beyond just planting trees. It is developing entire native ecosystems, right down to the shrubs, flowers and grasses. We are seeing unparalleled research and development advances and seeing the return of the endangered birds that historically occupied these lands.”

In addition, the Legacy Forests are creating permanent green jobs, reducing the effects of climate change through carbon sequestration, restoring watershed, and producing oxygen.

Experts estimate that over the 50-year lifetime of a single tree, it will produce $31,250 worth of oxygen and $62,000 worth of air pollution control.

Each tree will recycle $37,500 worth of water and prevent $31,250 of soil erosion. The data suggests that one tree will produce a societal benefit of $162,000, meaning that the sponsors of the half-million trees planted in the Legacy Forests have collectively given Hawaii a gift worth $81 billion.

Building-Products.com

ADVERTISERS Index Page 35

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California Cascade Building Materials

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PPG www.ppgmachineappliedcoatings.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

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Fontana Wholesale Lumber

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Swanson Group Sales Co. www.swansongroupinc.com

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Huff Lumber Co.

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Thunderbolt Wood Treating www.thunderboltwoodtreating.com

www.hufflumber.net 35

Humboldt Redwood

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Timber Products Co. www.timberproducts.com

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Jones Wholesale Lumber

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Maze Nails

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Western Lumber Co. www.westernlumber.com

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MCL Lumber Products

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Mendocino Family of Companies

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Coming Next Month in The MERCHANT Magazine Building-Products.com

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FLASHBack 80 Years Ago This Month

Eighty years ago this month, in March of 1940, The California Lumber Merchant took a peek at what was purported to be the oldest frame house still standing in the United States.

The John Humphrey House in Swampscott, Ma., was purportedly built in 1634 by order of King George III, as the residence of the local magistrate, Governor Humphrey.

It consisted of a clapboard house on a framework of brick imported from England. More than 200 years later, the site owner tried to tear it down to replace it with a “modern” building. But the locals rallied, and insisted it be preserved as a historical monument.

MARCH 1940 cover spotlighted SoCal wholesaler Geo. E. Ream, which distributed the full line of SisalKraft building papers. SisalKraft Co., Chicago, Il., eventually ended up in the hands of FortiFiber and is now owned by the Henry Co.

• Clair W. Hicks, one of the top men at Homer T. Hayward Lumber Co.’s original lumberyard in Salinas, Ca., opted to go out on his own, launching his own yard, Hicks Lumber Co., less than a mile away.

The two businesses remained competitors until Hicks passed away in 1980. The site of his yard now houses a Carl’s Jr. The Hayward yard, opened in 1919, continues to this day.

MASSACHUSETTS’ historic John Humphrey House was feted as the nation’s oldest frame home—but was it?

By 1940, the home was owned by Mr. and Mrs. George Moore, who used it as a candy factory, the Stowaway Sweet Shop, which provided weekly deliveries to FDR’s White House.

In recent years, researchers concluded that—based on its architectural styles—the John Humphrey House was most likely not built until about 1700—making it far from the oldest frame home in existence and meaning John Humphrey would have been long dead before it was ever built.

Other historians have countered that the oldest parts of the house’s interior—its kitchen and birthing room—do date from the 1630s, although the structure was expanded several times after. It is currently a museum and home to the Swampscott Historical Society.

• After 30 years of collecting and verifying woodsmen’s tall tales, longtime lumberman H.H. Tryon compiled them into a book called Fearsome Critters.

Imaginatively illustrated, the $2 book profiled the Snipe, Silver Cat, Whirling Whimpus, and dozens of other legendary varmints of the North Woods. Although it’s long out of print, a digital version can be viewed at www.lib.lumberwoods.com.

In other headlines from March 1940: • The American Lumber & Treating Co., Los Angeles, ran a series of consumer advertisements in the Los Angeles Times to stimulate sales of Wolmanized lumber by retail lumber dealers.

Each ad in the series featured a picture of a different professional (a lumberman, a builder, a banker, a carpenter, etc.) and his testimonial vouching for the use of the material in his own home.

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