The Merchant - March 2022 by 526 Media Group

The

MERCHANT

MARCH 2022

Magazine

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

SPECIFYING SUSTAINABLE WOOD PRODUCTS • REDWOOD OUTREACH

The

MERCHANT

Magazine

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Building-Products.com

CONTENTS

March 2022 Volume 101 n Number 3

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

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twitter @bpdmerch

Photo Recaps

In-person events are back in full swing, with the return of the International Builders Show (page 38), Western Pallet Association meeting (40), and Northern California Hoo-Hoo Trifecta (26, 42-44).

Departments

Feature Story

Redwood Manufacturers Renew Outreach to Next Generation

Purchasing Tips

Industry Trends

Thinking Ahead

Cedar Expert Advises on Specifying Sustainable Wood Products Customers Go Vintage in Home Decor

The

MERCHANT

MARCH 2022

Magazine

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

For the Roller-Coaster Wood Industry, Pandemic a Bump in Track

SPECIFYING SUSTAINABLE WOOD PRODUCTS • REDWOOD OUTREACH

First Person

IBS Show Recap

Forest Service Looks for Partners in Reversing Wildfire Epidemic

Merchant 3-22_Layout.indd 1

2/22/22 1:41 PM

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

Attendees, Exhibitors Don’t Have to Search Long to Find Silver Lining

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Features 10

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8 Across the Board

16 Olsen on Sales 18 Transforming Teams 26 Movers & Shakers 30 New Products 46 In Memoriam 46 Classified Marketplace 47 DateBook 48 Centennial FlashBack 50 Advertisers Index

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ACROSS the Board By Patrick Adams

Deep end of the pool

I was younger, everything felt like I was in the deep end of the pool. Whether it was by chance or my own decisions, it was a feeling like I was barely holding on, gasping for air and happy when I didn’t drown. Looking back, a lot of lessons are learned in the deep end of the pool. As I’ve gotten older it seems that I try to avoid the deep end of the pool. Yes, there are always chances to take and I joke that just getting up in the morning is a risk, but it’s not the same. I wonder if this is a case of “wisdom” as you get older, or is it fear? It’s hard to blame anyone for staying in the shallow end—it is safe, predictable, comfortable. It can also get a little boring. There has been a “little” project that I’ve wanted to tackle for over a decade now. In reality, it’s not so little and to me, not unimportant. It’s one of those “callings” that just keeps nagging you but practicality always seems to talk me back from the ledge. How should I reconcile this? As a young man with fewer responsibilities and the grace that comes from being “young and stupid,” you could chase these whims and when they fail, it’s chalked up to a “good try.” But now, with a business, a family, and enough experience to “know better,” if it flops it’s going to feel different. This year celebrates our 100th year of service to this great industry. No small feat in any business, but media publishing is especially brutal. Finding the content that an audience values is not easy, and delivering it in this growing sea of “noise” at times feels like a losing battle. But every month for 100 years, we’ve found a way to do just that. At this stage, not only do we know you, but we know your family and, in most cases, the prior generations who are to blame for the career that you “chose.” Every morning when you come to work, we’ve met you there. This year, we are launching many new things that, hopefully, will serve you and your future generations for another 100 years although I have to admit, it’s hard for me to imagine what that will look like. In this journey however, I’ve made a lot of great friends and realized that I’m not alone in this country that at times feels like a foreign land. I’ve worked hard to live by a set of values that in my heart has always felt “right.” That I hen

love this country and my family, and that I try to live in a way that does more good than harm. Where I live however, I’m surrounded by such a mixture of culture and values that oftentimes I feel alone in this. It has been this industry that reminds me that I’m not alone. So for the past year, I’ve jumped into the deep end of the pool yet again to work on this little project that has been pestering me during the quiet hours. Something that will serve us for the time when we are not on the job. Something the reflects the people we are, instead of only serving what we do. Hopefully, it is something that reminds us we are not alone and also, reminds us that the American dream is alive and well. Next month, this mystery will be revealed starting with each of you because you are my inspiration to not be afraid. Every day, you get up before the sun, work in an industry where a million things can go wrong, do your best, and then go home to your family. You’re not afraid of the deep end and so, neither will I be. I think I’ve teased this long enough for now and will let it rest until next month, where I will find out from each of you first whether or not I should have stayed out of the pool. In the meantime, I’m always grateful for the opportunity to serve each of you and this great industry.

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

n The Merchant Magazine n March 2022

Building-Products.com

FEATURE Story By David Koenig

Redwood manufacturers renew outreach to industry’s next generation

manufacturers Humboldt Sawmill, Scotia, Ca., and Big Creek Lumber, Davenport, Ca., are continuing to invest in the next generation of lumbermen, foresters, construction managers, architects and engineers by renewing successful partnerships and programs. Humboldt Sawmill is once again sponsoring the Design Build course at Cal Poly State University in San Luis Obispo, Ca. Instructed by Professor Dale Clifford in the College of Architecture and Environmental Design, the course offers students valuable handson experience. “Often students in the class have rimary redwood

no previous construction experience. Coming to design consensus and building something at full-scale builds competence and confidence in each student. Students and faculty learn conflict resolution, empathy, and that they can accomplish more together than individually,” said Professor Clifford. Humboldt Sawmill is donating redwood dimensional lumber for the primary course project, a prototype outdoor classroom that will be exhibited on-campus and later donated to a local elementary school. Previously, Humboldt Sawmill donated redwood to the Poly Canyon and Camp Natoma student-led projects in

CONSTRUCTION management student Alex Castro-Neri (left) and future lineworker Caeden Murphy (right) were recipients of the first annual McCrary Family Scholarships.

n The Merchant Magazine n March 2022

the Design Build course instructed by Professor Clifford, as well as for Cal Poly’s entry into the U.S. Department of Energy Solar Decathlon in 2015 led by Prof. Sandy Stannard. The “INhouse” featured a redwood shade screen that was both beautiful and functional in helping keep the structure cool. Incorporating real-world materials, such as redwood, in design-build applications is important for students in architecture, engineering and construction management. “Our college considers hands-on construction a valuable part of the learning process that engenders team-building skills and helps prepare students to creatively contribute to the built environment,” Professor Clifford said. Big Creek Lumber has announced its second annual McCrary Family Scholarship. The scholarship, started in 2021 to celebrate the company’s 75th year in business, awards financial assistance to high school seniors pursuing a career in the skilled trades or forestry. New this year is the option for past recipients of the scholarship to apply for a one-time renewal for continued financial support while pursuing their education. Last year, the scholarship provided $2,000 in financial assistance to two impressive graduating high school seniors. Alex Castro-Neri, of Felton, is studying construction management at Hartnell Community College, where he will also be running for the Hartnell track team. He hopes to one day earn his degree in electrical engineering. Caeden Murphy, of Paso Robles, recently graduated from the Electrical Lineworker Program at Northwest Building-Products.com

Lineman College in Texas. Big Creek Lumber looks forward to awarding more scholarships to worthy recipients this year. The McCrary Family Scholarship was inspired by Big Creek co-founders Bud and Lud McCrary who made their careers in the skilled trades. Upon returning from service in World War II, Bud and Lud co-founded Big Creek Lumber at approximately the same age that most students graduate high school. The scholarship honors the important roles that forestry and the skilled trades still play in the operation of Big Creek’s business, for their construction industry customers and for the world. Students seeking to apply can find more info and an application at www. bigcreeklumber.com/scholarships.

STUDENTS at Cal Polytechnic State University in San Luis Obispo, Ca., worked with redwood donated by Humboldt Sawmill such as in a recent project at Poly Canyon.

• 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.

Building-Products.com

• 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.

March 2022 n The Merchant Magazine n

PURCHASING Tips By Simon Cameron

WOOD PRODUCTS are a primary source of income in many communities.

Specifying sustainable wood products

uilding product specifiers like architects and engineers are asked to consider the environment and sustainability when making product selections. This consideration includes understanding how a product is sourced, manufactured, and its impact on the environment and climate change. But it’s not just professionals making these decisions. Awareness of choosing sustainable products is growing among consumers and retailers, and is impacting purchasing behavior. Research indicates that choosing wood products over more carbon intensive materials like steel and concrete will reduce CO2 emissions and help mitigate climate change. But the vocal minority demanding an end to all logging (and in particular old-growth) is getting louder and creating confusion. So what does this mean for the future of natural wood building products? The Western Red Cedar Lumber Association has launched an initiative aimed at raising awareness of the facts about the forest industry in North America, and the role wood products like WRC play in reducing CO2 emissions. It’s intended to reach end users and specifiers, but will also include retailers, distributors and others in the supply chain. The program, which includes video, an AIA-approved Continuing Education Unit (CEU) course, trade show materials and a dedicated page on realcedar.com, cites facts from credible, third party sources such as USDA, U.S. Forest Services, Natural Resources Canada and The Forest Stewardship Council, among many others, to respond to common misconceptions about the forest industry and the environmental and economic importance of wood building products. “It is an educational program of sorts,” noted Brad Kirkbride, WRCLA managing director, “but with the amount of misinformation that’s out there right now it’s pretty important to the health of our industry that we provide the other side of the story.” The misinformation Kirkbride is referring to stems in part from environmental groups and public demonstrations de-

n The Merchant Magazine n March 2022

manding an end to logging, and making claims that our forests are disappearing and the industry is causing irreversible damage to the environment. “The reality is,” continued Kirkbride, “the forestry industry in North America adheres to the most stringent regulations and practices there are. The rate of deforestation in Canada and the U.S. has been virtually zero for many decades, and responsible forest management in North America has resulted in more than 50 consecutive years of net forest growth. And this is despite a growing population and higher demand for wood products.” The crux of the program is to explain how durable softwoods like western red cedar produce essential and sustainable building products. There is a huge economic benefit to choosing wood products, of course; timber is the primary source of income in many communities. In the U.S. alone, the forest products sector employs over one million workers and accounts for 6% of the manufacturing GDP. But perhaps the most compelling reason to choose wood building products is the role the life cycle of a wood product plays in reversing climate change. “We are seeing that consumers are responding to the climate change message,” said Kirkbride. “No one wants to hear you preach, but when carbon sequestration is understood it puts the importance of using wood like WRC in a different perspective.” As a tree grows, it absorbs and stores carbon. But when it ages it becomes more susceptible to disturbances such as fire, pest outbreaks, and droughts. Although these are natural disturbances in the forest, a decomposing or burning tree releases CO2 and other greenhouse gases back into the atmosphere. However, if that tree were felled and used in building products, for example, that carbon is stored for the lifecycle of the product. CO2 captured over a tree’s lifetime stays locked inside the wood, meaning sustainably harvested wood products continue to represent a carbon store long after Building-Products.com

they leave the forest. Using wood building products has a significant impact on mitigating climate change. By 2030, Canada’s forest sector will remove 30 megatonnes of carbon dioxide from the atmosphere every year—representing more than 10% of Canada’s climate change mitigation target. In the United States, “forests and associated harvested wood products uptake the equivalent of more than 14% of economy-wide carbon dioxide emissions each year and store more than three decades of CO2 emitted from fossil fuels,” according to the USDA Forest Inventory and Analysis (FIA) National Program. All of which provides sound reasons to continue using wood. While there are those who maintain that ancient forests are disappearing, Kirkbride is quick to point to the shift to second growth harvests and in many instances in the Pacific Northwest third growth harvests as well as the rise in products like engineered WRC siding. “We’ve been actively marketing second growth knotty WRC products for years,” stated Kirkbride, “and engineered WRC products like engineered clear solid WRC, engineered T&G with a clear veneer overlay, and engineered knotty all use surplus fiber. There’s no question the industry is changing, but the change is positive.” While new products enter the market on a regular basis, responsibly managed forests play an outsized role in storing carbon, addressing climate change, and providing a wealth of sustainable, essential products, which is particularly important as our global need for wood is not diminishing. – Simon Cameron represents the Western Red Cedar Lumber Association. Established in 1954, the WRCLA is the voice of the cedar industry and has members in 132 locations throughout North America (www.realcedar.com).

MOVE IS UNDERWAY toward second and third growth harvests, as well as to new engineered western red cedar products (shown here).

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The most sought-after wood The The mostmost sought-after sought-after wood The The wood most mostsought-after sought-afterwood wood for is for generations generations for generations is Back! Back! is Back! for forgenerations generationsisisBack! Back! FEATURES FEATURES FEATURES FEATURES FEATURES • Beautiful, Stainable & • Clear, Clear, • Clear, Beautiful, Beautiful, Stainable Stainable ••Clear, Clear, & Affordable Affordable Beautiful, &Beautiful, Affordable Stainable Stainable&&Affordable Affordable • approved for & • CA CA • WUI CA WUIWUI approved approved for•decking • decking for CA CA decking WUI WUI & siding approved siding approved & sidingfor fordecking decking&&siding siding • grown & harvested • Plantation Plantation • Plantation grown grown & sustainably sustainably •&•Plantation sustainably Plantation harvested grown harvested grown&&sustainably sustainablyharvested harvested • II • Class Class • Class II Durability Durability II Durability••Class ClassIIIIDurability Durability BENEFITS BENEFITS BENEFITS BENEFITS BENEFITS • Surprisingly cost effective • Surprisingly • Surprisingly costcost effective effective ••Surprisingly Surprisinglycost costeffective effective

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WE ARE THE LUMBER LEADER PO ••396 10761 S. Street ••396 Lynwood, CA 90262 •• Street 323.567.1301 •• JonesWholesale.com WE WE ARE ARE THE THE LUMBER WE WE LUMBER ARE ARE LEADER THE THE LEADER LUMBER LUMBER PO Box Box PO396 396 BoxLEADER LEADER 10761 • 10761 S. Alameda Alameda S. Alameda POPO Street Box Box Street 396 Lynwood, • •10761 10761 Lynwood, CA S.S.Alameda 90262 Alameda CA 90262 323.567.1301 Street • 323.567.1301 • •Lynwood, Lynwood, JonesWholesale.com CA CA • 90262 JonesWholesale.com 90262• •323.567.1301 323.567.1301• •JonesW JonesW JONES_Mahogany_7x4.875_H.indd 11 JONES_Mahogany_7x4.875_H.indd JONES_Mahogany_7x4.875_H.indd JONES_Mahogany_7x4.875_H.indd JONES_Mahogany_7x4.875_H.indd 1 11

Building-Products.com

12/17/20 2:38 12/17/20 12/17/20 2:38 PM PM 2:38 PM

March 2022 n The Merchant Magazine n

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INDUSTRY Trends By Clara Tan

RECENT PINTEREST survey identified which themes, styles and colors are most popular for each room of the house.

Customers going vintage in home decor

ith Google search interest for “home decor styles” increasing by 50% in the past week, the experts at Uswitch.com/mortgages wanted to uncover which interior decor is the most popular, according to Pinterest. After analyzing over four million pins across the platform, Uswitch can now reveal which decor style is the most desired across each room of the house, as well as the most popular interior design trends on Pinterest to inspire your customers’ next decorating project.

Most popular decor style per room on Pinterest Room

Most pinned themes

Total number of pins

Kitchen

Vintage

391,131

Living room

Vintage

259,021

Bathroom

Contemporary

172,146

Bedroom

Shabby chic

119,961

Home office

Industrial

52,163

Basement

Rustic

24,400

Dining room

Shabby chic

22,122

Family room

Rustic

11,664

Attic

Vintage

7,841

Utility room

Rustic

166

Kitchen (Vintage, Scandinavian, Traditional) The most sought-after interior decor for the kitchen is vintage with a staggering 391,131 pins. A vintage kitchen

n The Merchant Magazine n March 2022

can be easily infused with your own personality to make it distinctive, by tactically cluttering up the space with anything from aged kitchenware passed down through generations to great finds from flea markets. Falling 34.7% behind as the second most-loved kitchen theme is Scandinavian, with 255,235 pins, whilst a traditional style kitchen places third with 254,661 pins. Living Room (Vintage, Coastal, Minimalist) Pinned 259,021 times, vintage is once again the most popular interior design style for the living room area, with antique rugs and oversized couches emanating a warm, welcoming vibe. The second most wanted interior decor for the hub of our homes is coastal, with pins totalling 81,114— 68.7% less than vintage. From turquoise to sea green, play with your favourite ocean hues to achieve that laid back beach vibe, and decorate with driftwood accessories to capture the essence of a relaxed coastal interior. Bathroom (Contemporary, Vintage, Rustic) The most desired interior decor for the bathroom is contemporary with 172,146 pins. Neutral accents, clean lines and a no-frills approach have clearly appealed to many, as contemporary-themed bathrooms received about 50% more pins than both vintage (88,440 pins) and rustic (81,838) themes, which finished in second and third place respectively. Bedroom and Home Office A shabby chic decor takes the lead for bedroom interiors with a total of 119,961 pins. Dress your room in your favorite prints—florals or polka dots—and pile your bed up high with ruffled pillows for a nostalgic touch and extra coziness to boot. 11% behind is the bohemian decor which received Building-Products.com

106,793 pins in total. cally reject such an to offer. As a result, the buyers face Sierra Pacific Acquire Seneca

For theselection’—the home office, anonly industrial style isagreed most$750 on‘adverse sellersdesign who will Sierra Pacific Industries, Anderson, Ca., hasaccept to trend, with it being pinned times bycombining those thattwo are are those unloading lemons. acquire Seneca, Eugene, Or.,52,163 and affiliates, seeking to spruce upforesee their home by adding a they bold “Smart buyers thisworkspace problem. Knowing complementary, family-owned forest products businesses touch of wood and metal. could be buying a lemon, they offer only $500. Sellers of with strong historical roots on the West Coast. Across 10 rooms analyzed, pins for vintage decor theFounded lemonsthe end up with the same price they would have in 1953, Seneca operates a 175,000-acre sustaintotalled 876,238, which is almost 40% more receiveda whopping were tree therefarm, no ambiguity. But the peaches all than stay ably-managed sawmills, and a biomass plant in contemporary secondlumber (530,883 pins). The interior in the garage. “Information asymmetry” kills the market for Oregon. SPI, ain leading producer thatvintage manages over managed to acres remain firm favorite with the unique charm it good cars.” 2.1 million of atimberland in California and WashingaddsStructural homes, whilepanel a contemporary keeps theinspechouse buyers rely design upon qualified ton, astowell as wood manufactures millwork, windows, and renewsleek andtesting modern, which will gohighly out ofcomplementary style. test and tion energy. and like never thetwo APA to routinely able The agencies combination of certify the with quality of expertise the products they buy. This will creates an businesses deep in forest products result incentive for individual panel producers to “push” the stanin increased efficiency significant Most popular interiorand design stylesbenefits overall to onemployees Pinterest dard. A passage from Ackerloff’s famous paper: and customers. HARD MAPLE is popular throughout the Glacial Region. “There are many markets in pins which buyers use of some Theme Total across rooms “Aaron Jones and Red Emmerson are bothallicons the market statisticindustry. to judgeThey the were quality offriends prospective purchaswood products also and had a deep Vintage 876,238 long, winter climate, coupled with a short es. Infrigid this case isother an incentive for sellers tosummer market mutual respect forthere each as industry leaders,” said Seneseason, produces hardwoods with very tight growth rings. poor quality merchandise, since the returns for good quality ca CEO Todd Payne. “This proposed transfer makes so much Contemporary 530,883 This creates lumber with outstanding color and fine texture, accruegiven mainly the entireprovide group whose statistic isproducts, affected sense the to companies complementary which isRustic ideal for applications ranging from furniture, rather than to the individual As 412,313 a result there tends to and have shared family valuesseller. and company culture.” cabinetry andand doors flooring, paneling and more. beBoth a reduction inSeneca thetoaverage goods also the SPI have aquality strongoffocus onand sustainable 385,012 region supplies nine primary, widely usedforspecies, sizeThis ofTraditional the market.” tree management, also managing their timberland thrivincluding: ash, basswood, cherry, hickory, hardworld-class maple,techred When the industry is young, industry production ing wildlife, healthy watersheds and soils, and Scandinavian 375,020 oak, soft maple, white oak and walnut. nologies vary little and raw materials are relatively homorecreation. As Payne explained, “At Seneca, we grow more 359,365 geneous (e.g., OSB), thisWe isn’t a major problem. Buton it is than we Coastal harvest annually. have 92% more timber oura Appalachian Region: Superior Quality serious problem when inspection and also testing agencies land today than we had the 25 years ago. SPI grows more 316,009 Spanning several states, Ohio, find it Bohemian difficult or Under impossible to keepmanagement up with Pennsylvania, a very rapidly than they harvest. theirincluding forest plan they North Carolina, Virginia and West Virginia, the changing industry. An example would be today’s overlaid expect to have more large trees on their timberlands 100 Minimalist 300,242 Appalachian region produces a wide of hardwoods Douglas plywood industry. Thererange are rapid changes years fromfir now than they have today.” 290,444 species—all thing in common: superior quality. underway onwith bothone the demand (e.g., much higher The Industrial companies also share aside company culture that alkarecThanks to the region’s climate conditions—warm linity concrete mixes are now essentially “pulping” conognizes employees as their most valuable asset, values the chic summers assist tree and cooler spring form Shabby panels) on with the supply side215,687 (e.g., much reduced support of that the and communities theygrowth, operate in and serve, and

gives back being toDouglas education and administerand fall seasons withdedicated colddense, winters, which fir allow that growth supplies ofbysmall-knot, veneers). The ing scholarship programs. to be gradual—hardwoods the aAppalachian region “market for Gauges lemons” isConsumers’ likelyfrom having effect on the Report &major Pros’ Views “Seneca is known for its commitment to its people feature tight growth rings, strong fibers, and consistent size of this market today. Lowe’s has introduced its first-ever, annual Lowe’sand communities, sustainable forest management, innovation in colors textures. This leads to strength, durability Stateand of grain the Pro report—a first-of-its-kind in-depth manufacturing and quality wood products,” said SPI presiand beauty in the lumber, in addition to excellent width and Overcoming the Market for Lemons study that looks at both home improvement professiondent George Emmerson. a family-owned forest long length characteristics. How individual“As panel als’ andcan homeowners’ take onproducers the currentovercome state products of thethis company with similar values, SPI appreciates the maple, opportuniPrimary species include ash,industry’s cherry, hard red “lemons market” problem, their “race to the botindustry. Among the findings: ty to continue thewhite started by Aaron Jones and carried oak, soft maple, oak, basswood, beech, birch, walnut, tom,” depressed levels? They can offer • and 51% plan tolegacy useindustry more of sales their discretionary income on by home the sisters. Seneca’s culture and operations are poplar andJones hickory, which are great high-end furniture, company-specific product performance guarantees. on improvement projects thisfor year. amillwork, natural complement to Pacific. We look forward cabinetry, flooring and paneling, and more. Another approachdoors, is Sierra to more aggressively prod• Homeowners are focused on making thebrand most of to bringing together our shared expertise which will in inNoInmatter the region they come from, there areclearly many ucts. either case, the mill’s products need toresult be their homes—functionally, financially, aesthetically. creased efficiency and benefits to employees and customers.” North American hardwoods species to choose from. differentiated from theirincreased competitors’; as we discovered 64% say the pandemic their desire to make the The transaction expected the end of The decision tois which onetotofinalized use comes down to the the earlier, industry-wide, quality certification is most of theirasspaces atthird-party home;d 74% seebyimprovement third quarter. application and overall qualityLike and look of important but sufficient. car buyers, panel projects as a not way to increase the value of the theirproject. home.buyers won’t• chance paying for peach prices wheninthey actually Top projects homeowners 2022may include: –buying Don Barton is vice of sales and marketing for bebathroom a Breaks “dressed up”president lemon. Ganahl Ground at Long Last (33%), kitchen (31%), landscaping (31%), Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com). For some structural panel producers, Ganahl Lumber Co.,living Anaheim, Ca., product expecteddifferentiato begin bedroom (22%) and room (20%). tion requires a majoronchange in company construction August aanticipate new hardware store and lumber• Whileinhomeowners taking on culture. more DIYFor instance, is2022, very difficult produce innovative, differenyard in Sanitin Juan Capistrano, Ca. Thetime facility replace projects 51% say to the next theywill need home its tiated products for thedone end use if theit company doesnearby Capistrano Beach location. improvement work theymarket will leave to the pros. n’tEscrow also adapt a different supplier-buyer mindset. Supplieron the 17-acre Lower Rosan Ranch property, • “Improving design or style” ranked as the No. 1 partners are often critical to the all structural panel prowhich Ganahl Lumber purchased from the wood city (40%). for $5 milmotivation for projects across generations ducer’s differentiation. lion, closed in following than four years of • 31% of late prosspring, say their ability tomore get needed supplies As worsened industry competition comes to focus more and more planning, negotiations and year. applications. Ganahl portion will has since last upon only one of the “4P’s of marketing”—price— use about nine acres of the site for its new store and • 76% of pros say they rely more than ever onyard. sup“lemons” to proliferate and industry sales volume General manager Alex Uniack said theexcel journey been pliers andtend retailers for extra support to theirhas busitends “a challenging and complex process to get to this point, and nesstoindecline. a transformed industry. we –are excited to move into theLLC, • Nearly of pros sayproject it’s important forconstruction retailers Roy Nott is90% president ofthe Surfactor Americas Aberdeen, phase.” to ahave valuable loyalty programs, prosglue alsofilms, voiced Wa., German-owned producer of overlays, andthe press Homefor Depot, others, had spent nearlywith 15 years need retailers offer solutions toindustry, propel their busi-atcleaning films for among the to global wood panel manufactempting to purchase the property before the city Reach zeroedhim in turing in Finland, Germany and Malaysia. nessoperations forward. 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OLSEN on Sales By James Olsen

Projecting confidence

of emotion and (sales) life is a mirror, so any emotion we project to our customers will be absorbed and felt by them. Many sellers are uncomfortable with the sales process. They are so afraid of being all the bad things attributed to poor salespeople (pushy, greedy, talk too much, insincere, arrogant, etc.), they talk and carry themselves as second-class citizens and get treated as such. These salespeople don’t understand they are inviting, almost demanding this poor treatment. The human animal is very intuitive and sensitive to these vibes/emotions projected by poor salespeople. They are affected by them, and the crazy thing is they can’t help it. These emotions and feelings are aroused in the “fight or flight” area of the human brain; they are involuntary. The good news is the opposite is also true. If we can project a calm, confident self, we will imbue our customers with these same feelings—and they can’t help it! Smile. Most of us aren’t natural smilers. We can smile, but most of the time when we are talking normally, we don’t smile. I am not talking about a “Bozo-the-Clown” type of smile, just a slight smile. Imagine you just sold 20 loads on your last call, and you are going to sell 20 on the next. How would you act if it were true? This is how we should act in the sales process. (For those of you who are natural smilers—keep it up.) Pace. In 25 years of coaching sales, I’ve never had to tell a student to pick up the pace, while most of my students talk too fast and some talk way too fast. Why do we talk too fast? Because we are nervous or (too) driven. We conquer our nerves by preparing our calls. What are we going to say, when and how are we going to say it? Then we practice until we feel comfortable. If talking fast is just our nature, we have to prepare, practice and work on slowing down. When we talk too fast a few things happen: (1) We make the customer nervous. ales is a transfer

n The Merchant Magazine n March 2022

(2) We create mistrust (i.e., “Why are they talking so fast? What are they hiding?”). (3) Lack of connection. When we talk too fast it sends the (emotional) message that we don’t care, which is easy to say no to. Volume. We normally want to match our customer’s pace and volume. At the same time, we want to speak loud enough to be understood. Tone. What is a confident tone? No wavering in the voice. No filler words: say what we mean and mean what we say. Calmness. We want to speak from the diaphragm, not from the throat. This will give us a fuller, more resonant tone, which inspires confidence. In-Person Selling. In-person selling has all the challenges of phone sales and more. Dress. We are in the “love at first sight” business and first impressions last—good and bad. We humans judge each other quickly—rapport is built or not, in the first 14 seconds. I started wearing a coat and tie about 10 years ago. The difference in treatment from customers to students was night and day. I would prefer jeans, sandals and Tommy Bahama Hawaiian shirts, but my kid can’t eat my preferences for breakfast. I have advised many of my clients to at least wear a sports coat and they always come back and tell me, “Man, that sports coat thing really works!” For my female clients I tell them to do the same; better to dress up a little than dress down a little. Handshake. Look customers in the eye, with a slight smile, then a firm (not crushing) web-to-web handshake. Humor. Humor projects confidence. Who do we laugh with? Our friends. Humor will help our customers feel more relaxed with us. As with all power tools, we must be careful when we use them. Humor is delicate so I’d keep to simple, corny stupid humor. It’s safe and relaxing. Our customers feed off of our emotions and how we project them. We want to be calm, confident and happy in our dealings with customers. We want them to know we care about them, we are confident in our solution, and they should be also.

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

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March 2022 n The Merchant Magazine n

TRANSFORMING Teams By Paige McAllister

The challenges of recruiting and retaining

known as “the Big Quit” or “the Great Resignation” is expected to continue into 2022. In 2021, a monthly average of 3.95 million workers quit their jobs for various reasons as indicated by different reports and polls. Joblist conducted a survey which indicated dissatisfaction with how their employer treated them during COVID19, low pay or benefits, and lack of work-life balance as reasons why employees quit their jobs, with a majority of remaining employees contemplating quitting as well. According to a report published by MIT Sloan School of Management, the “Great Resignation” is driven by five factors in addition to compensation: a toxic corporate culture, job insecurity and reorganization, high levels of innovation, failure to recognize employee performance, and poor response to COVID-19. The Atlantic attributes some of the increased employee resignation rates to employees switching to better, higher-paying jobs and to older workers retiring instead of coming back when their businesses reopened after COVID lockdowns. With 10.9 million job openings and more than 4.5 million new businesses registered in the first 10 months of 2021 (most of which are people working for themselves) employees have several options to find the pay, benefits, security, and/or work-life balance they want and need. Employers who want to retain their current employees and attract quality new employees should take an honest assessment of their company and prioritize initiatives to address employee needs and concerns. he current trend

COVID-19 response: Employers should provide a safe and healthy workplace for all employees while also realiz-

n The Merchant Magazine n March 2022

ing everyone has been personally impacted by COVID-19 differently. Employees should feel protected at work and not be retaliated against or belittled for having concerns or taking measures they feel they need to protect themselves and their families. What you can do: Follow expert guidance on current protocols. Monitor positivity trends in your area and adjust as needed. Understand your employees’ concerns and challenges, offering assistance and compassion when possible. Insufficient pay or benefits: Employees are finding jobs with higher pay and better benefits and perks, usually in the same or similar industry utilizing their current job skills. What you can do: Conduct an unbiased assessment of your compensation practices, comparing them to the current market for your size, area, and industry. Offer affordable and valued insurance plans including the traditional health and dental insurance to more creative policies such as an EAP, pet health, or long-term care. Consider offering perks employees will appreciate such as occasional catered meals, on-site services such as auto detailing and dry cleaning, and half-days. Revise your paid time off policies to offer more days off, to be more flexible, or to be available sooner in an employee’s tenure. Work-life balance: COVID magnified the often-conflicting demands employees face outside of work. When mandates first went into effect, companies needed employees to figure out how to work from home. After an adjustment period, employees realized that the once-accepted outlays Building-Products.com

Q. We have a remote employee who works their required number of hours each day but usually outside of our normal work hours. They are often unavailable for calls or meetings with management or co-workers and even clients have expressed frustration with their unavailability. While we believe employees should have some flexibility in when they work each day, can we implement some structure even though they are not in an office? A. Yes, you can require employees to be available during specific hours or for certain job functions such as client calls, company meetings, or to collaborate with co-workers. You can either set specific hours for everyone to match company or department “office” hours or you can create certain periods where every employee must be available. The latter works well when you have employees in different time zones where 8 a.m. - 5 p.m. for some employees may be 5 a.m. - 2 p.m. for others. If an employee is not able to effectively perform their job duties because they are not available when needed, discuss expectations with the employee. If they continue to miss important meetings or calls, discipline them. If possible, you can even rescind the work-from-home option to ensure they meet their job demands. If an employee expresses concerns with being available as needed due to other reasons such as medical or family issues, work with them if possible. Otherwise, you may need to review their job function to find a situation that works for everyone. of working in-person, such as commute times and costs related to shift meals and maintaining professional dress, may not be necessary. Ongoing issues such as caring for sick or vulnerable family members, lacking reliable childcare, or having to stay home with a “pandemic pet” with separation anxiety make it impossible for some employees to come into the workplace regularly. What you can do: Conduct an honest review of the business’ needs. Demonstrate the value you have for your employees by respecting their priorities. Let go of the “we’ve always done it this way” mentality and consider new, possibly untraditional, work arrangements which allow employees to fulfill their job duties while honoring their outside commitments.

Toxic culture: Companies are not immune to the realworld volatility many witness every day and see on the news and social media. Personal opinions on hot-button topics such as COVID-19 measures, racial inequity, social injustice, and political viewpoints may intentionally or inadvertently impact an employee’s experience at work. What you can do: Treat employees fairly and consistently, especially if they have different opinions, backgrounds, or experiences. Support every employee’s rights while consistently limiting contentious interactions. Educate yourself, your managers, and all employees how to maintain a diverse, equitable, and inclusive workplace. Draft, implement, and enforce policies strictly prohibiting discrimination, harassment, sexual harassment, retaliation, bullying, and workplace violence. Train supervisors to properly handle issues and to promptly investigate complaints. Employee recognition: Employees leave over more than just compensation and benefits. They want to know that their contributions to the company are valued through positive interactions and recognition with their co-workers and management. Employees who know they are valued and can be shown a long-term future with the company will be incentivized to stay, even when other factors aren’t optimum. What you can do: Create an effective performance management system to consistently communicate positives and negatives to each employee. Empower employees within their job function or crosstrain to help them develop new skills. Conduct assessments to determine the behaviors, motivators, and workstyle of your high-potential employees. Work with employees to create a job-development plan which fits their goals. Implement an employee recognition program, whether it is as simple as an email to recognize someone’s efforts or as elaborate as a well-managed program with levels and rewards.

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

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March 2022 n The Merchant Magazine n

Nation’s Best Adds Arizona’s Woodland Building Center

Nation’s Best, Dallas, Tx., has acquired Woodland Building Center in Springerville, Az. “We are excited to welcome Woodland Building Center into the Nation’s Best family of businesses,” said Chris Miller, president and CEO of Nation’s Best. “Owners Bill Dutton and Frank Padilla have built the home center into a dominant regional player, and we look forward to building on that growth in the years to come.” Opened in 1985, Woodland Building Center has built its reputation as a full-service and locally-focused dealer of hardlines and lumber and building materials. “With the support and expertise of Nation’s Best, our growth potential is enormous,” added Padilla. “Our entire team is enthusiastic about the opportunities to expand our reach and serve even more pro builders in the region.” As part of Nation’s Best’s acquisition strategy, Woodland will maintain operations under its existing name with its key leadership team overseeing company operations alongside Nation’s Best, which will provide the strategic and financial support to drive optimal growth and profitability. Nation’s Best is a member-owner of Do it Best Corp.

TAL Acquires Midway Chain

TAL Holdings, Vancouver, Wa., has purchased three-unit Washington dealer Midway Building Supply. Established in 1958, Midway Building Supply operates yards in Tonasket,

Oroville and Republic, Wa. “We could not be more excited to welcome Midway Building Supply to our family of brands,” said Jason Blair, CEO of TAL Holdings. “Over the 64 years that Midway has been in business, they have continued to grow and support the communities they serve, fitting perfectly into TAL’s ‘helping build better communities’ model.” Third-generation owner Chris Wood, who joined the family business in 1984 and has been in charge since 1988, will stay on in a leadership position. After a transition period, Midway began operations as part of the TAL family on Feb. 28, maintaining its current name of Midway Building Supply. “This is a great acquisition for TAL,” Blair said. “The Midway team is a perfect addition as we continue to expand our footprint in the Pacific Northwest and strengthen our commanding presence in the North Central Washington market.” TAL Holdings now operates 19 locations in the Pacific Northwest, under such names as Badger Building Center, Bayview Building Supply of Elma, Browne’s Home Center, Gerretsen Building Supply, Lake Chelan Building Supply, Marson & Marson Lumber, Mount Vernon Building Center, and Tum-A-Lum Lumber.

ABC Supply Purchases Seattle Roofing Distributor

ABC Supply Co. has acquired the assets of roofing distributor Seattle Cedar Supply, Snohomish, Wa. Founded in 2004, Seattle Cedar Supply “will enhance ABC Supply’s service

in the Seattle metro area while building stronger relationships with contractors and builders in northern Washington.” “The Seattle Cedar Supply team has built a great reputation among contractors in the Northwest as the go-to place for high-quality cedar shakes and shingles as well as metal and commercial roofing products,” said ABC regional VP Matt Cooper. “We welcome the Seattle Cedar Supply associates to the ABC Supply family, and we look forward to working together to support area contractors’ current needs while providing additional product offerings and services to help their businesses grow.” Based in Beloit, Wi., ABC Supply operates more than 800 locations across the country.

NEWS Briefs Werner Properties, operator of Ace Hardware locations in Granite

Bay, Midtown and Lake of the Pines, Ca., will construct a 14,000-sq. ft. store with adjacent 6,432-sq. ft. outdoor garden center in Roseville, Ca., for a mid-to-late 2023 opening. The chain also plans a branch in East Sacramento, Ca.

Rocknak’s Hardware , Idaho Falls, Id., this month is opening a sister store in Terreton, Id. Store manager Allen Newcomb will oversee the 8,500sq. ft. location, with grand opening festivities in the works for May 1. Ace Hardware plans a new

store for Boulder, Mt.

Virginia Hardwood Co .,

Azusa, Ca., is closing after 75 years.

J.H. Baxter , San Mateo, Ca., discontinued operations after 125 years effective Jan. 31 and has placed its Eugene, Or., treating plant up for sale. Boise Cascade , Lathrop, Ca., is now exclusive distributor of Trusscore PVC panels in Northern California and western Nevada. It’s the fourth Boise DC to carry the products. Viewrail’s Flight floating stair system has become the first-ever floating stairs to receive an evaluation report from ICC Evaluation Service (ICC-ES). 20

n The Merchant Magazine n March 2022

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New Owner Reviving PNW Mill

The former site of Allen’s Mill, Forks, WA., will again be home to an active lumber mill, following its purchase by Florida-based Spencer Forest Products. Spencer paid $1.25 million for the facility, which was idled in 2015. Project manager Phil Johnson hopes to restart lumber production by late 2022, but not the former chipper/ trucking operations. Operating two shifts, the facility could employ about 100 people. Lloyd Allen, who built the mill in 1955, died in 2012.

Steves & Sons Plans Utah Door Plant

Door manufacturer Steves & Sons, San Antonio, Tx., will expand its door manufacturing operations with a new Utah location, adding more than 200 jobs over the next five years. The 160,000-sq. ft. facility in Brigham City, Ut., is Steves’ first west of the Rockies. The company currently operates interior and exterior door facilities in San Antonio, and interior door plants in Lebanon, Tn., and Richmond, Va. “Brigham City was selected due to the availability of a quality workforce and its geographic location to better service our customers,” said VP Tres Steves. “Steves & Sons has made a significant commitment in being a state-of-theart, high volume residential interior molded door manufacturer at all of our plants, and our new Utah facility is scheduled to begin operation later this year.” According to Scott Lovett, VP of operations, “With the opening of this new plant and equipment we have ready to install, we will be at the forefront of the industry technologically, enabling us to handle even greater production levels while remaining true to our high standards of quality, craftsmanship, and environmental responsibility.”

n The Merchant Magazine n March 2022

DOG DAYS: Lowe’s is teaming with Petco to experiment with “store-within-a-store” pet service centers offering mobile grooming and vet clinics for vaccinations, microchipping and pest prevention. The Lowe’s + Petco sections will cover about 1,100 sq. ft. in the seasonal zone in the front of each store. For the test, they will be staffed by Petco employees during peak hours.

Lowe’s Launches Loyalty Program

Lowe’s has introduced its MVPs Pro Rewards and Partnership Program for new and existing loyalty members. Available nationwide on March 7, the program gives users additional benefits including: • Lowe’s e-gift cards earned when professionals spend instore and online on eligible purchases. • Access to business resources helping professionals tackle back-of-house operations. • Exclusive offers for rewards on eligible paint purchases and free select snacks or drinks at Lowe’s stores. • A chance to win prizes like Ford F-Series trucks and custom-built local advertising packages. • A mobile and online user experience allowing pros to track and claim rewards.

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THINKING Ahead By Gavy Gosal

For roller-coaster wood industry, pandemic is a bump on the track

V ancouver , B.C., we have an amusement park called Playland, where one of the main attractions is a rickety roller coaster that’s been in operation for more than 100 years. Thanks to the wooden construction, no matter how prepared you think you are for the dips and dives ahead, the ride delivers a different experience each and every time you board. The wood industry is a lot like that wooden coaster. Those wobbles, bumps and quick turns that jostle the cars as they careen around the track remind me of some the obstacles we’ve had to navigate around since the public health crisis began: pricing, interruptions in production, staffing and transportation problems, weather, politics, customer and end-customer needs. And just when you thought you knew what the impact was going to be, it was no different than riding that coaster, which might jerk unexpectedly on a section of track where it didn’t before. As an essential service, however, we don’t buckle under pressure and we don’t shy from challenges: we adapt and move forward. Part of the reason we’re equipped to do that is because, well, we’re used to it. The pandemic added a new layer of complexity, but the industry has always faced temporary snags in the form of seasonal challenges, weatherrelated disruptions or economic fluctuations, to name a few. While ere in

we usually deal with these factors one at a time across different years, it seems like the pandemic dialed up all of them at the same time! We know how to respond when these events happen independently, and now we’re learning how to treat them when they happen in different combinations. The level of interruption has been unprecedented but so, too, has the level of adaptability that sprang out of that: technology and innovation, new business models, stronger partnerships. When it’s all said and done, the pandemic wasn’t able to derail the industry. Instead, we’re stronger than we were a couple of years ago, and way more versatile.

n The Merchant Magazine n March 2022

Forward Momentum

That being said, where do we go from here? As always, the industry moves based on what the consumer needs. I’ve noticed three trends in particular emerging from the pandemic that I believe have implications for wood products going forward.

Collective Reflection: Now that the worst is over, there’s time to consider questions such as ‘what caught us off guard?’ Or, ‘how could we have been better prepared?’ As we turn the microscope on ourselves, I think that’s going to spawn alternative ways of thinking about logistics. Building-Products.com

A Special Series from North American Wholesale Lumber Association The conversation is going to turn to what can be done locally to avoid supply-chain snarls, along with other strategies for becoming less dependent on things that are easily disrupted. Folks are going to try to make sure that anything exposed as a vulnerability is addressed, while taking a long view to predict what else could happen. Customers, meanwhile, are reflecting on what’s important to them. Turns out, that’s value and quality. It’s not about the cheapest price, but rather the best product.

Collective Conscious: Hand in hand with the collective reflection taking place among companies and their customers is the interest in social issues that was rekindled, on many different levels, during the pandemic. What that means for our industry is that folks are not so quick to throw up something that’s not sustainable managed. They want good quality things, but they also want environmental neutrality. And it’s no longer solely about the product; people want to know if there’s a back story to go with it—is it sustainable? Is it helping First Nations groups to thrive? Is this new deck going to be reused or reclaimed 25 years from now or just dumped in a landfill? These are the kind of things that really matter now, and I’m proud

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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 how NAWLA can help your business at nawla.org.

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to work with a firm that recognized the importance of sustainability, being stewards of the forest, and partnering with First Nations years ago, defining a higher standard. The opportunity is here for producers to really step up and feed this movement. Just about every development underway has a passive living aspect to it, and sustainable wood products are the way to achieve that.

Customer Response: Social issues really came to the forefront during the pandemic, and folks got vocal. Really vocal. And about all kinds of things, including wood and why they didn’t have their order yet. Social media was flooded with facetious memes referencing the market fluctuations. Things like: I’ll trade you this Ferrari for a stack of twoby-fours. While communication between manufacturers and distributors is status quo, having consumers chime in was a new experience—but one that the industry can use as a springboard. It’s an opportunity to listen to what people are saying in a comical or amusing fashion, but take it to heart. One way to accomplish that is through product branding. While people commonly equate photocopiers and Xerox or tissues and Kleenex, that brand recognition is missing from wood products. Western Forest Product is taking the lead in that direction, however, and others are sure to start dabbling there, too. We want to speak to that end user who’s speaking to us so vocally and say, ‘we have what you’re asking for.’ Of these potential emerging opportunities that are on the horizon, all are important; but what’s most exciting to me personally is the growing conscious that people, the industry, the world are bringing to their everyday use of things. What’s more ‘every day’ than where you live? I think that’s one of the major reasons wood is going to remain so relevant for the long term. There’s a lot of buzz right now, for instance, about mass timber structures. I would love to see every major city in the world backpedal

from 80-story concrete and steel towers in favor of these wood-based high rises. There’s a huge place for them in residential living, and projects already in place—an 18-story building at the University of British Columbia, for example—prove that we can do it. As major architectural firms realize the benefits of building with mass timber, regulations loosen up, and people become more aware, I think it’s a realistic and achievable dream.

Getting Back in Line

Until we get there, there are likely to be additional lurches, wobbles and jumps—just like on our trusty wooden roller coaster. But sitting there tense and clenched up, trying to anticipate every twist and turn, is only going to give you whiplash! Instead, let the ride take you where it’s going to take you, and figure out where to go from there when you disembark. Keep that in mind as the coaster pulls back into the station and prepares for the next lap around the track—which will inevitably feel different from the last. But, please, do wear your safety belt and keep your hands inside the ride at all times.

– Gavy Gosal is a sales representative at Western Forest Products, Vancouver, B.C. (www.westernforest.com).

March 2022 n The Merchant Magazine n

MOVERS & Shakers Ed Langley has stepped down as senior vice president of Neiman Reed Lumber Co., Chatsworth, Ca., but remains with the company as trader emeritus. Replacing him will be director of sales Scott MacKechnie and director of operations Bret Visciglia. Eric Schooler has been appointed interim president and CEO of Collins Cos., Portland, Or. He steps in for TJ Rosengarth, who has left the company after one year. Janice White, HR mgr., has retired after 42 years with Collins Pine, Chester, Ca.

Bryan Moorehead, ex-OmniMax International, has been appointed senior VP of operations for Central Valley Builders Supply, Napa, Ca. Scott Holmes has been promoted to VP of sales at Disdero Lumber Co., Clackamas, Or. Kamryn Chetwood is a new sales assistant.

Dennis McWhirter is retiring April 1 after 32 years as sales mgr. at Taiga/ Exterior Wood, Washougal, Wa. He will be succeeded by Damien Fallin. Natalie Heacock has been named chief financial officer of Patrick Lumber Co., Portland, Or. She succeeds Mark Auxier, who will continue as VP until full retirement in 2023.

Rob Johnson has been promoted to senior VP of engineered wood products, sales & marketing, for Boise Cascade, Boise, Id. Chris Seymour is now senior VP of manufacturing operations, wood products, and Jim Wickham is VP-Building Materials Distribution Eastern Operations. Ryan Lutton, ex-Weyerhaeuser, is a new commodity buyer with Central Valley, Woodland, Ca.

HUMBOLDT HOO-HOO Club’s annual Crab Feed Jan. 27 in Eureka, Ca., featured recognition of 2022 Lumberman of the Year Red Emmerson, Sierra-Pacific Industries. Emmerson with Rob Giacone (far left) and George Schmidbauer (far right).

n The Merchant Magazine n March 2022

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Vaughan Barker has been named general mgr. of Ganahl Lumber, Los Alamitos, Ca. Ian Souza has been promoted to succeed him as GM in Lake Forest, Ca.

Edward “Ted” Decker was promoted to CEO, president and director of The Home Depot, Atlanta, Ga.

Emily Jones has been appointed Northern California territory sales mgr. for MoistureShield decking.

Emmanuel Transmission is a new driver at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Brian Kegg has been promoted to director of sales for Parr Lumber, Hillsboro, Or.

Depot Worker Arrested for Reportedly Stealing $400,000

Kevin Mewes is a new building envelope specialist with OrePac Building Products, Sacramento, Ca. Jonathan Doyle has joined the sales team at Plateau Forest Products, Bend, Or.

An employee of Home Depot’s store in Tempe, Az., was arrested on suspicion of substituting counterfeit bills for hundreds of thousands of dollars in cash.

Adrian Jean Pineda was a vault associate responsible for readying cash from registers for bank deposits. He would count the money from the registers and seal cash bags to be transferred to Wells Fargo Bank. He is accused of allegedly replacing the real bills with fakes. According to the U.S. Secret Service, the store lost $387,500 from receiving counterfeit currency from January 2018 to January 2022. When the Secret Service apprehended Pineda, agents seized $5,000 in counterfeit money and recovered $5,300 in real bills. Another $22,000 in genuine currency was found in searching his home.

Ryan Fitzpatrick is new to inside sales at Beacon Building Products, Medford, Or. Michael Boase, ex-PrimeSource, is the new operations mgr. at Grabber Construction Products’ Portland, Or., branch. Michelle Kam-Biron, mass timber specialist, Structurlam Mass Timber Corp., Penticton, B.C., was awarded the Susan M. Frey Educator Award from the National Council of Structural Engineers Association.

See our first Merchant ad on Page 48!

Don Demens, president and CEO, Western Forest Products, Vancouver, B.C., plans to retire by March 31, 2023. The board of directors has commenced a search for a successor. Ernie Couillard has retired as president of Regal Ideas Inc. after more than 20 years with the company. Andrew Pantelides, VP of marketing & business development, will be taking over Couillard’s responsibilities including sales and strategy for the company. John Karas has been named director, channel sales-international for Fortress Building Products. Bill Ross has been promoted to director, channel sales-SEO. Angela Nevers was promoted to LBM sales support supervisor at Do it Best Corp., Fort Wayne, In. Tanja Brown is now LBM sales support coordinator; Jakob Bowden, associate industrial/commercial account executive; Korrey Short, LBM sales support; Jordan Montgomery, forecasting operations mgr.; and Diana Smith, outbound member services coordinator. Building-Products.com

March 2022 n The Merchant Magazine n

FIRST Person By Kelly Missett

Planting new hope in the Umpqua River Basin

rom the banks of Oregon’s North Umpqua River, the forest is black as far as the eye can see. The once towering green firs are now charred trunks, and ash has replaced the carpet of ferns. The Labor Day fires burned one million acres across Oregon in September 2020. On the Umpqua National Forest, 36,000 acres burned in the Archie Creek and Thielsen fires. The scale of the damage was devastating. But clinging to the burned hillsides are tiny green flickers of hope. Over the last year, the Umpqua National Forest partnered with the National Forest Foundation and the Arbor Day Foundation to plant 440,000 tree seedlings across these burned lands. The work was arduous. Forest Service employees and contractors scaled steep slopes slippery with scorched soil and planted each seedling by hand. But replanting after the fires was critical to restoring forest health and investing in downstream communities. “The Archie Creek Fire particularly was a high severity fire with a high rate of tree mortality,” said Deputy District Ranger Mark Sommer. “In many areas, natural regeneration of the forest was not going to happen, because large swaths of trees were essentially cooked. There were little to no natural seed sources left. The Forest Service is actively replanting those areas to accelerate the restoration of healthy forests and functioning watersheds.” The Umpqua National Forest identified locations where natural regeneration was least likely and where forest cover was most urgently needed. The agency also planted trees along streams that are sensitive habitat for coho salmon and steelhead trout. These species depend on shade to keep

stream waters sufficiently cold. Other benefits of tree planting include slowing the spread of invasive species, enhancing wildlife habitat, and improving water quality. Replanting after wildfires is also important for local communities. National forests are the nation’s largest source of municipal drinking water. Nearby towns like Glide and Roseburg depend on the North Umpqua River for their water. Because wildfires kill the vegetation that binds soil to the landscape, they increase the likelihood of landslides and erosion. If the North Umpqua River is too muddy from eroded soil, water treatment plants downstream cannot work effectively. Planting trees after a wildfire stabilizes streambanks and protects municipal water supplies. The Umpqua forest could not have completed such a huge project alone. Partners were instrumental in raising the funds necessary to purchase half a million seedlings, and contractors were key to getting them in the ground. Partners are organizations that voluntarily collaborate with the Forest Service on projects of mutual interest. Both parties contribute funding and other resources toward a shared goal. Together, they can accomplish far more than either could do alone. The Arbor Day Foundation and the National Forest Foundation were two significant partners of the Umpqua National Forest. Through its Trees in Memory program, the Arbor Day Foundation enabled people to donate trees in memory of lost loved ones. In addition to donating trees, the National Forest Foundation also raised money to restore popular recreation sites that were damaged in the Archie Creek Fire. According to Patrick Shannon, the National Forest Foundation’s Pacific Northwest and Alaska regional director, reopening recreation sites is just as important as tree-planting. “It not only benefits local recreationists, but also economically benefits local communities that rely on tourism.” Fire seasons are worsening due to climate change and decades of fire suppression. Fortunately, the Bipartisan Infrastructure Law recently invested $5.5 billion in the Forest Service, including millions for post-fire restoration and planting, which will aid other forests in similar reforestation projects. According to forest silviculturist Ryan Siebold, post-fire restoration will be a priority on the Umpqua National Forest for a long time. An estimated 20,000 acres on the Umpqua still need to be replanted. The Forest hopes to plant up to four million more seedlings over the next five years, and partners will remain essential to supporting this work. “For us on the Umpqua, the scale of both the fires and the Forest Service’s response was exceptional,” said Sommer. “Over the course of our careers, we hadn’t experienced such severe fire over that large of an area of our forest and community. Restoration, including replanting, will continue to be a significant workload, but we are proud to be able to pull it off together with our partners.”

FOREST SERVICE is looking for partners in its efforts to confront the wildfire crisis and improve forest resilience.

– Kelly Missett is Eugene, Or.-based partnership coordinator for the U.S. Forest Service (sm.fs.pressoffice@usda.gov).

n The Merchant Magazine n March 2022

Building-Products.com

NEW Products

Raise the Roof in a Hurry Innovative Roofing Underlayment

Westlake Royal Building Products’ new SwiftGuard synthetic roofing underlayment is easily installed for steel, tile, shingle and shake roofing. Ideal for use in steep slope installations, the underlayment benefits from an innovative nail gasketing technology, which helps ensure roofing systems better withstand the elements in all climates and seasons. It has a high-grip backing and a non-woven thermally-embossed fiber face for increased deck grab and superior walkability. The 10-square (1,000-ft.) rolls weigh just 35.5 lbs. each.

Simpson Strong-Tie’s Quik Stik roof and truss fastening system is designed specifically for use with the Strong-Drive SDWC Truss screw in rafter and truss connections. The installation tool has a 43” reach and can eliminate the need for ladders, heavy pneumatic power nailers, and compressor lines. n STRONGTIE.COM (800) 999-5099

n WESTLAKEROYALROOFING.COM (800) 669-8453

Capped Composite Cladding

James Hardie has introduced its new Hardie Architectural Collection with a brand-new suite of fiber-cement Hardie Architectural Panels in distinctive textures inspired by nature. The panels will be rolled out throughout the year on a region by region basis, in Fine Sand, Fine SandGrooved, Mounded Sand, Sea Grass, and Sculpted Clay textures.

Resembling rich, natural hardwoods without the extra upkeep, MoistureShield Cladding offers a durable, low maintenance finish while adding an elegant aesthetic to any exterior. Featuring the Solid Core manufacturing process, the cladding is protected against moisture absorption, warping, rotting and damage from insects on all four sides. This ensures the resilient, color-enriched composite will withstand the elements, providing a natural aesthetic that doesn’t require staining or painting. It’s the only cladding-approved deck board rated for use in the ground, on the ground, or underwater. The Meridian line’s TruTexture Surface features reduced pattern repetition and a true wood-grain finish in Citadel, Shoreside and Mariner. Vision line colors include Smokey Gray, Spanish Leather, Cold Brew, Mochaccino, Cathedral Stone, and Sandstone.

n JAMESHARDIE.COM (888) 542-7343

n MOISTURESHIELD.COM (866) 729-2378

The Bold and the Beautiful

n The Merchant Magazine n March 2022

Building-Products.com

THE POSSIBILITIES KEEP GROWING:

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

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

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*.

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

n The Merchant Magazine n March 2022

Intelligent Outdoor Lighting

Fiberon lighting now features smart technology, with a smart home adapter that provides homeowners with a unique ability to connect their Fiberon outdoor lighting to a smart home device. The new smart home adapter plugs directly into an indoor outlet, and allows homeowners to manage their outdoor lighting using a smartphone, Amazon Alexa, or Google Home device. The new USB outlet integrates seamlessly into Fiberon railing, providing easy access to an outdoor power source. Fiberon lighting features warm-toned LED lights that provide ambience and increase the safety of an outdoor living space by illuminating the deck, railing and stairs. n FIBERONDECKING.COM (800) 573-8841

Smooth Drywall Alternative

Trusscore Wall&CeilingBoard is designed with a high-strength polymer formulation and engineered to be the perfect alternative to traditional FRP and drywall systems. It provides a smooth finish that is easy to clean, low maintenance, and abuse-resistant. The tongue-and-groove interlocking system makes installation quick and easy, and the 1/2”-thick PVC panels’ unique truss design provides industry-leading strength and durability. The boards feature a pre-punched flange and hidden fasteners to provide a smooth, beautiful surface. n TRUSSCORE.COM (888) 418-4679 Building-Products.com

Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake Hayward style—with a chain saw—during a Sept. 7 celebrahave enough product to&complete their paint project,” said Stud Joist Drill tionCompact in San Luis Obispo, Ca., that was attended by nearly 1,000. John DeWalt Venhuizen, president and CEO. “We know this isn’t continues to expand innovative Flexvolt theAdvantage case, so to line assuage these misperceptions, we decided with its new 20V MAX Brushless to stand behind our large paintDrill assortment with the Housewraps, Weather Compact Stud and Joist that Barriers delivers up Extra to 83%Mile Promise. Our objective is simple: to be known more power when using a DCB609 battery pack. Trending in Residential Marketas the #1, best, most convenient, and most credible store Drilling up preferences to 495most 7/8”helpful holes charge, the tool Housewrap are per gradually evolving, for paint in the neighborhood.” outputs to more powerpresentation and more holes perHousewrap charge, optiaccording a recent at the 2019 mizing users’ workflow. has a 7/16” or 1/2” Hex conference on builder andItconsumer practices by Ed Weyco Recalls Coated I-Joists Quick-Change Chuck for fast, easyLabs. bit changes. Hudson, Home Innovation Research Weyerhaeuser isthat recalling batch of of all TJI Joiststowith The drill features the aE-Clutch System shutFlak Hudson shared about 60% housewrap and Jacket linkingmaterial an odorisininstalled newly downProtection, the toolbarrier inafter a bind-up situation, a certain brushless weather-resistant (WRB) on new constructed homes to is a and recent formula change inReady the being coatmotor, LED light, is Tool Connect Chip homes; theanremainder installed primarily on homes Merchant 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/25/17 1:18 PM Page 20is ing that included formaldehyde-based resin. The issue for location monitoring on the jobsite. re-sided. isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly DEWALT.COM andndoes not affect any the company’s other half the housewrap andofWRB installations in products. new homes. (800) 433-9258 Flak Jacket Protection is a coating applied to I-joists to DuPont established leadership in technology and education enhance fire resistance, and it is not widely in use. The early have maintained leadership for decades. AceandOffers Extrathat Mile Guarantee Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake Hayward style—with a chain saw—during Sept. 7 celebrahave enough product to complete their paintaproject,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000. John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Promise. Our objective is simple: to be known as the #1, Trending in Residential Market best, most convenient, most helpful and most store Housewrap preferences are graduallycredible evolving, for paint in the neighborhood.” according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. Weyerhaeuser recalling batch of of all TJI housewrap Joists with Flak Hudson sharedisthat abouta 60% and Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new 1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes Fax 714-630-3190 ing that included formaldehyde-based resin. The issue is re-sided. (714) 632-1988 • (800) 675-REEL isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly and does not affect any of the company’s other products. 3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes. Flak established Jacket Protection is a coating appliedand to I-joists to (951) DuPont leadership in781-0564 technology education enhance fire resistance, and it is not widely in use. The early and have maintained that leadership for decades. www.reellumber.com

Wholesale Industrial Lumber

REEL

20 34

LUMBER SERVICE

Wholesale

The Merchant Magazine 2019 The Merchant Magazinen n n October August 2017 nn The Merchant Magazine March 2022

Traditional mechanically-attached housewraps still product is present in the basements of about 2,200 houses make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets. Most materials installed, butyet alternatives of the houses are not occupied. are making inroads. Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s ZIP System and Georgia-Pacific’s ForceField, replace affected joists. It has halted production, sales and now make up about 10% ofand thisismarket among new product homes. shipments of the product, collecting unused Self-adhered membranes are now approaching 10% of the from customers. market, as well. Fluid-applied Approximately $9 million ofmembranes the productnow has constitute been sold about 3% of new home housewrap/WRB installations. since December 2016. Weyerhaeuser expects to spend $50to traditional $60Alternatives million resolving the issue.housewrap are found more extensively on higher-end homes and multifamily buildings.

Windows & Doors Keep Growing Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016,

Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across Handyman Matters, franchisor of home repair, maintenance theDeck nation.in Looking forward, national growth is expected to a Sec and improvement services basedbefore in Denver, Co.off somewhat increase another 5.6% in 2017 trailing DIY-friendly InstaDeck Outdoor Flooring System Early next year, Handyman Matters will be rebranded in 2019 to 4.6% growth, according to a new Window as & from BarretteServices Outdoorand Living is a as snap-together tile Ace Handyman operate a new stand-alone, Door Manufacturers Association study. system made durable plastic that creates a founsubsidiary Acefrom Hardware. In 2016,ofshipments of side-hinged entry doors increased dation for a Matters freestanding, ground-level deck. comprised Handyman a franchise by 6.1% to 9.7 millionisunits on the organization national level, alleviatTiles can be assembled usingand minimal tools on of locally owned and operated company-owned ing any concerns over the decrease in units shipped any flat including grass, concrete, craftsmen, pavers locations thatsurface, offer multi-skilled between 2014 and professional 2015. Basedand on the analysis of the data, or gravel. InstaDeck utilizes anto-do integrated, patented trained to handle a homeowner’s list in addition to annual growth is forecasted to climb to 5.9% in 2017 Step-Clip fastening system that enables Barrette’s larger projects. On-site services to consumers and small before declining to a modest 5.2% growth in 2019. compatible composite deckplumbing, boards to be secureddrywall, into businesses include carpentry, electrical, Architectural interior flush doors recovered from a place without the useItofcurrently screws. has 57 franchisees who painting and flooring. decline the previous year by growing 4.5% in 2016 with Once the tiles are configured and the decking is in collectively employ about 250 handymen nearly 2.9 million units shipped, while stileand and women rail doors cut to fit, homeowners step on the deck boards, clip121 territories across 23 states. continued its upward trend with a 6.6% increase with nearping them into place on the tiles. Bell,securely the founder andAnnual CEO ofgrowth Handyman Matters, ly Andy 0.44 million units shipped. of flush doors will continue to lead the day-to-day business operations is n forecast to be 4% in 2017 before declining to 1% in BARRETTEOUTDOORLIVING.COM for Ace Handyman Services from its headquarters 2019. Stile and rail doors are also predicted to grow 4% in in (800) 336-2383 Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. Traditional housewraps still product iswith present in the basements 2,200 houses underway amechanically-attached target completion in of firstabout quarter 2020. make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets. Most materials installed, butyet alternatives of the houses are not occupied. are making inroads. Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s ZIP Lumber System t Reel Service, we production, supply ForceField, replace affected joists. Itand hasGeorgia-Pacific’s halted sales and now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods. Self-adhered membranes are now approaching 10% of the from Our customers. products and services include: market, as well. Fluid-applied membranes now constitute Approximately $9 million of the product has been sold • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50• Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. extensively on higher-end homes and multifamily buildings. • Melamine Plywood

Windows &Moulding Doors Keepcherry, Growing • Hardwood (alder, Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016,

mahogany, MDF, maple, red oak, paint Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across grade, pecan hickory, white oak, walnut, Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to and improvement services basedbefore in Denver, Co.off somewhat beech) increase another 5.6% in 2017 trailing Early next year, Handyman Matters will be rebranded • Milling (moulding profiles, S2S, SLR1E, in 2019 to 4.6% growth, according to a new Window as & Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association SLR2E, & resawn lumber) study. subsidiary ofshipments Ace Hardware. In•2016, of side-hinged entry doors increased Woodworking Accessories (appliques, Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatornaments, butcher blocks, corbels, etc.) of locally owned and operated and company-owned ing any concerns over the decrease in units shipped locations that offer multi-skilled • Woodworking Supplies (deft finishes, between 2014 and professional 2015. Basedand on the analysis ofcraftsmen, the data, trained to handle a homeowner’s to-do in addition to colorgrowth putty, is adhesives, etc.) annual forecasted to climb list to 5.9% in 2017 larger projects. On-site services to consumers and small before declining to a modest 5.2% growth in 2019. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered from a ur products arecurrently widely used in painting and flooring. It has 57 franchisees who decline the previous year by growing 4.5% in 2016 with interior finish carpentry, furniture, collectively employ about 250 handymen and women in nearly 2.9 million units shipped, while stile and rail doors 121 territories across 23 states. cabinetry and hundreds of industrial and continued its upward trend with a 6.6% increase with nearBell, the founder andAnnual CEOWe ofgrowth Handyman Matters, ly Andy 0.44 million units shipped. doors manufacturing applications. stock aof flush will continue to lead the day-to-day business operations is forecast to line be 4% in 2017 before products declining to 1% in complete of complementary for Ace Handyman Services from its headquarters 2019. and rail doors are predicted to grow 4% in in to Stile complete virtually anyalso woodworking Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. underway with a target completion in first quarter 2020. or millwork project.

Building-Products.com

Building-Products.com t Reel Lumber Service, weBuilding-Products.com supply domestic and foreign hardwoods.

Algae-Fighting Shingles

GAF enhanced its Timberline HDZ shingles with the addition of proprietary time-release algae-fighting technology to offer even greater protection for the roof. The only time-release product of its kind is now standard on many of the shingles offered in GAF’s residential product line, including ridge cap and visible starter strip shingles. The technology consists of specially-engineered capsules that release copper steadily over time. Capsules are infused with thousands of copper microsites for long-lasting algae-fighting power. The algae resistance is so powerful, GAF offers a 25-year limited warranty against bluegreen algae discoloration. n GAF.COM (877) 423-7663

2-in1 Socket Set

A new six-piece, two-in-one Impact Socket Set from Klein Tools reportedly supplies the most common impact socket sizes in one convenient case. Sockets are color coded to quickly identify sizes. Their sixpoint design is easier to position and work with square fasteners. n KLEINTOOLS.COM (800) 553-4676 Building-Products.com

March 2022 n The Merchant Magazine n 35

Fascinating Gray Matter

Duradek vinyl decking is now offered in two new colors that meet the latest exterior design trends for gray color palettes in two of Duradek’s most popular patterns. Ultra Mountain Quartz is a warm, contemporary mixture of multi-tonal off-white and carbon grays. Its dual-directional pattern adds depth and style, while its darker background base tones effectively camouflage light dirt and dust. Ultra Legacy Cottonwood is a warm, light gray offering high contrast in the pattern with a light base and warm accents. Its faux wood pattern emulates the look and feel of woodgrains without the installation issues caused by plank lines. n DURADEK.COM (866) 591-5594

Hard-Working Workwear

Milwaukee Tool has enhanced its lineup of workwear with the new Hybrid Work Tee, Workskin Performance Fitted Hat, Workskin Performance Neck Gaiter, and color expansion of the Workskin Lightweight Performance Shirt. Offered with long or short sleeves in sizes small through XXXL, the tee is a comfortable, breathable work shirt that combines jobsite durability with moisture-wicking capabilities and ultraviolet protection. The hat and shirts are designed to mitigate sweat while regulating temperature and repelling odor. Constructed from moisture-wicking fabric with an adjustable rear drawstring, the gaiter dries fast to keep users cool. n MILWAUKEETOOL.COM (800) 729-3878

Luxe Decking

Modern Mill’s new ACRE rice hull composite decking encapsulates the luxe look and feel of real wood without compromising on durability or felling a single tree. It contains no wood or wood fiber; instead, it’s manufactured from upcycled rice hulls, providing warmth, an organic feel underfoot, and natural resistance to water, weather, rot and pests. ACRE reportedly will not rot, crack or splinter, is easy to machine or thermoform, and is ideal for a wide range of exterior applications. Decking is available in 5/4x6 square-edge or grooved boards, embossed or sanded smooth, in 8 to 20 ft. lengths. ACRE also comes as sheets, trim boards, siding and millwork. n MODERN-MILL.COM (601) 869-5050

n The Merchant Magazine n March 2022

Hip Fence Kits

Barrette Outdoor Living’s new kit-based Louvered Privacy Vinyl Fencing is specifically designed for warm-weather markets that are prone to high winds. The fencing features modern, design-forward styling with slanted horizontal boards, angled enough to allow light to filter through while still maintaining complete privacy. It can also produce a stunning shadow effect through the panel’s backside. Other features include SolarGuard, which provides superior fade resistance, and StaySquare, for increased strength to gates. n BARRETTEOUTDOORLIVING.COM (800) 336-2383

Building-Products.com

March 2022 n The Merchant Magazine n

IBS flourishes despite challenges Despite a flurry of last-minute trip cancellations by attendees and exhibitors alike, the International Builders Show still drew an estimated 70,000 industry professionals to Orlando, who on the whole enjoyed strong business. Attendance, though down from pre-COVID years, exceeded most everyone’s expectations. “Morale at the show seemed strong and enthusiastic throughout the three days,” remarked one attendee. One development that could have

been catastrophic actually benefited the exhibitors. In the weeks leading up to the event, a number of exhibitors pulled out, concerned either about COVID or that a smaller show would not justify making the trip. As a result, the floor was littered with vacant spaces. The silver lining: more time for exhibitors who were present to meet with customers and prospects. As well, the vacancies on the exhibit floor were converted into rest areas. For once, weary attendees had a place to sit

and conduct business or rest. Winners of show awards included Evolve Stone (Best in Show and Most Innovative Building Material), Barrette Outdoor Living’s Outdoor Screen Panels (Best Outdoor Product), Endura’s Panolock Multi-Point Lock (Best Window/Door Product) and GAF’s Energy Timberline Solar Energy Shingles (Most Innovative Construction Tool). Next year, IBS and KBIS will be joined in Las Vegas by the National Hardware Show (see story below).

NHS Joining IBS in 2023

Next year, the National Hardware Show will be held in concert with the International Builders’ Show and the Kitchen & Bath Industry Show in Las Vegas from Jan. 31 through Feb. 2. “We are absolutely thrilled that the National Hardware Show (NHS) will be in Las Vegas during the same time that Design & Construction Week takes place,” said Jerry Howard, CEO of IBS organizer National Association of Home Builders. “Co-locating NHS with IBS and KBIS will allow attendees to explore additional products and opportunities to grow their businesses and maintain a competitive edge in the market.” “NHS, IBS and KBIS events have complementary product offerings that will broaden buying and selling opportunities,” said NHS event VP Beth Casson.

9 INTERNATIONAL BUILDERS SHOW exhibitors were elated to see the show return to an in-person format. [1] Matthew Bruce, Allyson Ludewig, Molly Werner, Chris Jones. [2] Matt Sherstad, Matt Johnson, Kyle Redman. [3] Len Moscowitz, Peter Krihak, Tim Faust. [4] Levi Abbott, Bill

n The Merchant Magazine n March 2022

Hendricks. [5] Greg Bates, Craig Doehner. [6] Dave Farley, Mike Pidliesecky. [7] Scott Taylor, Paul Short. [8] Gwladys Petit, Brett Kelly. [9] Taron Young, Steve Lonsway, Mary Gearhart, Chris Boyts, Gary Kauffman, Larry Boyts, Pat Gallagher. (More photos on next page) Building-Products.com

IBS

IBS (continued from previous page): [10] Patrick Hanulak, Casey Zigray. [11] Guy Campbell, Wil Campbell. [12] Marty Keane, Andrea Handy. [13] Amy Yackel, Jim Miller. [14] Michael Smith, Reuben Borg. [15] Rene Ramirez, Xavier Vallarreal, Chris Clayton, Jains Lopez. [16] James Townley, Sam Bridge. [17] Brandon Beard, Brian Betz, Anne & Brent Gwatney. [18] Sara Anderson, Adam Chavez, Jeff Brinkhaus, Kassy Stout. Building-Products.com

Photos by The Merchant Magazine

27 [19] Jerry Eidson, Craig Crafton. [20] Stan Weiland, Aksashi Khan, Chuck Zhou, Mike Kunard, Terry Fangrad. [21] Jeff Easterling, Butch Bernardt. [22] Mark Brown, Jay Penney, Jim Poulin, David Ross, Zack Clark, Roger Greenhagel. [23] Matt Sondegroth, Bill English, Emmet Mielbrecht. [24] Curtis Haugen, Derek Hall. [25] JP Perez, Lisa Martin. [26] Tony McKlem, Steward McKlem. [27] Tom Jaskiewicz, Scott Baker, Dan Kennard. March 2022 n The Merchant Magazine n

Record draw for western pallet confab

For the first time, the Western Pallet Association topped 300 in attendance at its recent annual meeting in Rancho Mirage, Ca., providing a valuable opportunity to network, golf and learn from a strong educational program. During the event, Scott Gutierrez, Commercial Lumber & Pallet Co., City of Industry, Ca., was succeeded as WPA president by Ralph Rupert, Millwood, Inc. Steve Mazza, S&B Pallet, is now VP, and George Eroza, San Fernando Valley Pallet, treasurer. Added to the board were new directors Vanessa Vasquez-Doto and Jessica Torres, and new associate directors Bruce Kennedy and Nic Wilson.

6 WESTERN PALLET Association topped its prior high in attendance of 290 at an event during its recent annual conference at Rancho Las Palmas Resort in Rancho Mirage, Ca. [1] Annie Montey, Jessica Torres, Acquanetta Warren, outgoing WPA president Scott Gutierrez. [2] Glenn Miller, Diane Fesler, Annie Montey, incoming president Ralph Rupert, Jeff Carr. [3] John Falls, Bill Hennigan, Crystal Rabon. [4] Scott Ellefson, Jesse Melchor, Alberto Mora, 8 Gabriel Melchor Jr., Randy Dahl. [5] Mario Martinez, Demetri Kalomiris, Eric Pitner. [6] Arturo Guerero, Ralph Montserrat, Jessica Vincent, Scott & Lisa Van Der Toorn. [7] Kelly DeLacy, Rod Lucas, Demetri Kalomiris. [8] Charles &

n The Merchant Magazine n March 2022

Jessica Yates. [9] Parker Woodley, Gurshan Randhawa, Daniel Rodriguez, Ben Rist. (More photos on next page) Building-Products.com

WESTERN PALLET GROUP

Photos by Ashley LaPrade

PALLETEERS: [10] Julie DeRoush, Therri & Rodney Wadel, Trevor Wadel. [11] Bryce & Carly Taylor, Magali Melchor, Vannessa Vasquez-Doto. [12] Andrew Campbell, Addison Schmitz, Kevin Dehut, Tod Kintz, Tim Atkinson. [13] Amrik Randhawa, Paul Bains. [14] Keith Higgins, Rob Perez, Jason Saunders, Gus Rodriguez. [15] Nic Wilson, Jason & Carolyn Anderson. [16] Bill Kelly, Ben Ponce. [17] Michelle Blizzard, Dave Sweitzer. [18] Jim Jordan, Dan Gormley. [19] Beatrice & Elias Vasquez, Jessica Torres. [20] Paul & Debra Smith, Joey & Sophia Mantilla. [21] Krista & Joe Robinson.

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March 2022 n The Merchant Magazine n

Black Bart Hoo-Hoo Club revels at annual Industry Night

BLACK BART Hoo-Hoo Club #181 celebrated with more than 75 lumber people in attendance at its annual Industry Night Jan. 26 at the Broiler Steak House in Redwood Valley, Ca. [1] Ren Reinke, Jeff Ward. [2] Rich Giacone, Frank VanVranken. [3] Jim Lewman, Linda Burton. [4]

16 Sean Cummings, Jean Henning, Dan Walter. [5] Raegan Stratton, Pat Zan, Lauren Pruett. [6] Daniel Rodriguez, Ken Timmins, Steve Allison, Jeff Hoggard, Ben Rist. [7] Jim Miller, David Jones. [8] Megan & Brandon Sharp. [9] Tony Carpenter. [10] Nikki Bird. [11] Stacey Jones.

n The Merchant Magazine n March 2022

17 [12] Sarah Bailey, Brett Hagen. [13] Snark of the Universe Paul Todd. [14] Gene Pietila, Kristyn Miller. [15] John Taylor, Debbie Teresa. [16] Tom Armstrong, Brett Slaughter. [17] Betsy Bendix, Victor Gonzalez. (More photos on next page) Building-Products.com

BLACK BART HOO-HOO

DURING THE EVENT (continued from previous page) at the Broiler Steak House in Redwood Valley, Ca., past Supreme Nine [18] Edgar Massoletti (left) was presented with the Star of Hoo-Hoo, captured here with West Coast Lumber & Building Material Association’s Jean

Henning and Jim Lewman [19] Larry Bolinger, John Pasqualetto, Rick Deen, Rich Giacone, Terry Rasmussen, Karim Bedran. [20] Clyde Jennings, Rozalyn Jennings, Sheila & Mike Vinum. [21] John Mayfield, Joe Mayfield, Gary Gamble. The Black Bart Hoo-Hoo Club No. 181

next gathers April 22 in Ukiah, Ca., for its annual trap shoot, followed by Oct. 7 for its annual golf tournament at Ukiah Valley Golf Course, Ukiah, Ca., and Nov. 9 for its annual concat initiation meeting at Charlie’s Grill in Windsor, Ca.

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Photos by Randy Jones

SACRAMENTO HOO-HOO Photos by True Love Photo

SACRAMENTO HOO-HOO Club held its annual concat Jan. 25 at Club Pheasant, West Sacramento, Ca. [1] Rich Giacone, Annie Montey.

[2] Bob Maurer, Jared Schneider. [3] Corey Dasaro, Jessica Saunders, Sephanie Navarra, Don Wilden. [4] Daniel Rodriguez, Ken Timmins, Ben Rist, Jeff

Hoggard. [5] Jan & Edgar Massoletti. [6] Greg Bates, Steve Smithers. [7] Jerry Dennis, John Taylor. [8] David & Stacey Jones. [9] Pat Zan. [10] Gary Gamble. [11] Paul Todd. [12] Sarah Bailey, Annie Montey. [13] Troy Felder. [14] Vince Vierra. [15] Danny Sosa. [16] Jim Kuphaldt. [17] Jay Bishop. [18] Cary Twing. [19] Harrison VanKalmhthout. [20] Jim Hosner. [21] David Carrera.

n The Merchant Magazine n March 2022

Building-Products.com

IN Memoriam James R. “Jim” Von Tellrop Jr., 70, West Coast lumber sales rep Bois Peladeau Inc., Laval, Quebec, died Jan. 12 in Placerville, Ca. A graduate of the University of New Mexico, he had represented Peladeau Lumber from Placerville since 1999. In 1992, Jim served as president of the International Hardwood Lumber Association. He was also a member of the Los Angeles Hardwood Lumberman’s Club, the Society of Woodheads Only, and a tireless supporter of local school woodworking programs in El Dorado County. He

was named the California Industrial & Technology Education Association Industry Person of the Year for 2015. Donald Lee “Don” Dropps, 88, owner of manufacturer’s rep Schwieder Sales, Phoenix, Az., died Feb. 10. He served as a military policeman in the U.S. Army’s 25th Infantry Division during the Korean War. After working for Parker Savoy Millwork in Phoenix and Las Vegas, and U.S. Plywood in Glendale, Az., Don moved to Albuquerque, N.M., in 1973 to manage the Architectural Door Division of J.C. Baldridge Lumber Co. He was elected president of

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Associated General Contractors of New Mexico in 1976. Two years later, he joined Schwieder Sales, eventually buying the firm with his wife, Sue. He retired in 1997. Robert Gregory “Bob” Donnelly Jr., 77, retired president, CEO and cofounder of Skyline Lumber, Eugene, Or., died Jan. 2 from complications of Alzheimer’s disease. A 1967 graduate of the University of Oregon, he entered the lumber business in the early 1980s, leading it until his retirement in 2015. Leslie Patterson Tankersley, co-founder of Soledad Hardware & Lumber Co., Soledad, Ca., passed away Jan. 30 at the age of 98. A graduate of San Luis Obispo Junior College, she opened the business in 1969 with late husband, Drury, and help run it for 50 years.

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only area out there that is still green and growing,” said Mecham,

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Mountain States Lumber & Building Material Dealers Association – March 8, introduction to building material sales; March 9-10, estimating workshop, Denver Tech Center, Denver, Co.; www. mslbmda.org.

Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.

Pacific Northwest Association of Rail Shippers – March 8-9, spring meeting, Portland Marriott Downtown Waterfront, Portland, Or.; www.pnrailshippers.com.

Ace Hardware Corp. – March 8-11, spring convention, Las Vegas, Nv.; www.acehardware.com. National Wooden Pallet & Container Assn. – March 9-11, annual leadership conference, Carlsbad, Ca.; www.palletcentral.com. Emery Jensen – March 11-12, Edge spring show, Las Vegas Convention Center, Las Vegas, Nv.; emeryjensendistribution.com.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs

Colorado Springs Remodeling Show – March 11-13, Norris-Penrose Event Center, Colorado Springs, Co.; www.homecentershow.com. Western Building Material Association – March 14, intro to building material sales; March 15-16, estimating workshop, Wilsonville, Or.; www.wbma.org. Patrick Lumber Co. – March 17, St. Patrick’s Day open house, Patrick Lumber Manufacturing, Philomath, Or., and Oregon State University Alumni Center, Corvallis, Or.; terryh@patlbr.com. Redwood Region Logging Conference – March 17-19, Ukiah Fairgrounds, Ukiah, Ca.; www.rrlc.net. University of Innovative Distribution – March 21-24, Indianapolis, In.; www.univid.org.

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

LMC – March 23-25, annual meeting, Tampa, Fl.; www.lmc.net. Willamette Valley Hoo-Hoo Club – March 25, Crab Feed, Shadow Hills Country Club, Eugene, Or.; www.hoohoo.org/clubs/33. Pasadena Home Show – March 26-27, Pasadena Convention Center, Pasadena, Ca.; www.acshomeshow.com.

C • •

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National Lumber & Building Materials Dealers Association Merchant – 1-22_Layout.indd March 29-April 2, Industry Summit, Hyatt Regency Washington, Washington, D.C.; www.prodealer.com.

Window & Door Manufacturers Assn. – March 30-31, spring meeting & legislative conference, Washington, D.C.; www.wdma.com. Transload Distribution Association – April 4-6, annual meeting, Westin Downtown Denver, Denver, Co.; www.tdana.com. National Hardware Show – April 5-7, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com. Coverings – April 5-8, tile & stone trade fair & expo, Las Vegas, Nv.; www.coverings.com. International Wood Products Association – April 6-8, World of Wood show & convention, Orlando, Fl.; www.iwpawood.org. Associated Building Material Distributors – April 7-10, annual convention, Renaissance Esmerelda, Indian Wells, Ca.; www. abmdaconvention.com. Mass Timber Conference – April 12-14, Oregon Convention Center, Portland, Or.; www.masstimberconference.com. National Wood Flooring Assn. – April 12-14, wood flooring expo & conference, Tampa, Fl.; www.nwfaexpo.org. West Coast Lumber & Building Material Association – April 14, Southern California golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; www.lumberassociation.org. Black Bart Hoo-Hoo Club – April 22, trap shoot, Ukiah, Ca.; www. hoohoo.org/clubs/181. Material Handling Equipment Distributors Association – April 2327, annual convention, Lowe’s Sapphire Falls Resort, Orlando, Fl.; www.mheda.org. Building-Products.com

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“Focused on the future with respect for tradition” March 2022 n The Merchant Magazine n

CENTENNIAL Flashback

The 1940s

In honor of this year’s 100th anniversay of The Merchant

Magazine, we are looking back each month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day. The 1940s were marked by a challenging world war that placed tremendous pressures on the industry and was followed by a gradual build-up to the boom that would detonate in the next decade.

• Rosboro started up its new state-ofthe-art lumber mill in Springfield, Or., in 1940 and began promoting its wares in the pages of The Merchant Magazine a year later—in December of 1941, billing it as the “Northwest’s most modern timber manufacturing plant.” Rosboro would expand to plywood in 1959, to glulam in 1963, and later to such industry-application-specific solutions as X-Beam and Treated X-Beam.

• Patrick Lumber Co., Portland, Or., was founded in 1915, initially serving retails yards and railroads, as shown in its first Merchant ad in May 1944. Now a large portion of its business is worldwide. • Building Material Distributors—soon to be known as BMD—began in Stockton, Ca., in 1943, representing such lines as Yates & Smart Paint (as advertised in September 1946). Intent on becoming a national company, BMD moved to a larger headquarters in Galt, Ca., in 1974 and now has distribution, millwork showroom, and manufacturing operations across the country.

• TECO (Timber Engineering Co.) began producing “split-ring connectors” in 1934 for assembling heavy timber construction, including bridges, industrial facilities, and water towers. The connectors were invaluable during World War II, drafted into service in countless applications from building blimp hangars for the Navy to munitions factories for the Army (as spotlighted in it first marketing in The Merchant, a September 1942 co-op ad with distributor Weyerhaeuser. In the late 1980s, TECO discontinued manufacturing and selling wood-related fasteners and connectors, instead concentrating on its research and testing services. In 2015, TECO merged with PFS Corp. and now does business as PFS TECO.

n The Merchant Magazine n March 2022

Building-Products.com

• Johns Manville had been manufacturing roofing shingles and more for generations before beginning a promotional blitz during the last year of World War II. The company realized that, with the conflict winding to a close, it needed to reestablish its good name in time for

the anticipated building boom. JM took an unusual tackusing its radio commercials to “let people get to know us better” and then using print ads (such as the spread above from The Merchant Magazine in June of 1944) to “report on” its broadcasts. The manufacturer later expanded to other lines, including acoustical products, and in 2001 became a wholly owned subsidiary of Berkshire Hathaway. • Spotnails opened in 1941 to produce “automatic, magazine-fed” nailing and stapling tools and fasteners. It introduced the Spotnailer line to Merchant readers in December 1947, about a decade before it would help pioneer the first portable pneumatic nail gun. The company got the idea for its clever “pop-it” type air system from the technology used in the pilot ejection seats of fighter aircrafts. To this day, the “pop-it” technique is the primary method used to overcome recoil and drive long fasteners. Spotnails was later purchased by American Brands’ Swingline, Inc.; sold to management in 1983, and then to South Korea’s Peace Industries in 1991. It remains a vibrant producer of industrial fastening products, including nails, staples, pins, brads and pneumatic tools.

Building-Products.com

March 2022 n The Merchant Magazine n

ADVERTISERS Index Page

Cover II

Allweather Wood www.mendoco.com

Big Creek Lumber www.bigcreeklumber.com Hi-bor® Borate Pressure Treated Wood

17 FirePro® Fire Retardant Treated Wood

Providing Customer Satisfaction in32 All We Do. California Cascade Industries P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.californiacascade.com 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

C&D LumberRoyal Co. Pacific Merchant half page ad 1_19.indd www.cdlumber.com

Reel Lumber Service www.reellumber.com Rosboro www.rosboro.com Advance Guard® Borate Pressure Treated Wood Royal Pacific Industries

* 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 Performance Chemicals Inc. ©1/2019

Cover III

Sakrete 1/21/19 5:53 PM www.sakrete.com

C&E Lumber Co. www.celumber.com

Simpson Strong-Tie www.strongtie.com

Cover I, 44

Capital www.capital-lumber.com

Siskiyou Forest Products www.siskiyouforestproducts.com

DMSi www.dmsi.com

Stimson Lumber Co. www.stimsonlumber.com

526 Events www.526.events

Straight Line Transport www.straight-line-transport.com

Huff Lumber www.hufflumber.net

Swanson Group Sales Co. www.swansongroup.biz

Cover II

Humboldt Sawmill www.mendoco.com

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Jones Wholesale Lumber www.joneswholesale.com

TIVA Building Products www.tivabp.com

Maze Nails www.mazenails.com

UFP Industries www.ufpedge.com

North American Wholesale Lumber Assn. www.nawla.org

West Fraser www.westfraser.com/osb

Patrick Lumber Co. www.patlbr.com

Western Forest Products www.westernforest.com

Pelican Bay Forest Products www.pelicanbayfp.com

Western Woods Inc. www.westernwoodsinc.com

31, Cover IV

Redwood Empire www.buyredwood.com

Yakama Forest Products www.yakamaforestproducts.com

Welcome Aboard!

The Merchant Magazine is excited to introduce our readers to a new advertiser:

Sakrete — the inventor in 1936 of the first bagged concrete mix — continues to innovate in products for concrete, masonry, repair and more, including Sakrete Fast Setting Concrete Mix. www.sakretefast.com Keep them in mind the next time you’re looking for such products! 50

n The Merchant Magazine n March 2022

Building-Products.com

THE SPEED YOU NEED TO CRUSH THE CLOCK

LEAVE THE COMPETITION IN THE DUST

The speed to tackle more in a day – if you can keep up. For 30-minute posts and same-day slabs, choose Sakrete Fast Setting Concrete Mix. Faster set. Less prep. More jobs. Easy choice.

Get Fast Setting – and get on to what’s next. Building-Products.com

March 2022 n

See the proof at SakreteFast.com The Merchant Magazine n 51

The

MERCHANT

Magazine

REDWOOD

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The Merchant - March 2022

Articles inside

centennial FlaShBack

dateBook

new ProductS

FirSt PerSon

thinking ahead

olSen on SaleS

PurchaSing tiPS

induStry trendS

moverS & ShakerS

Feature Story

Across the Board

tranSForming teamS